Why did I decide to build this content?
Yesterday, I was on my first call with a customer who is on the five figures acquisition systems program and he was going over the fact that he couldn’t close a deal from a call he had earlier as the prospect was sitting “Cash heavy”.
I looked at him and told him this: “You didn’t lose the deal because the prospect didn’t have money, you lost the deal because you didn’t have the right thing to sell him”
I immediately asked him to start offering DWY - consulting to every prospect who can’t afford a retainer + ad spend.
30 minutes after our call - he had closed an old prospect for a discounted price of $1500.
Why do most agency owners or business owners in general struggle to grow?
Most business owners start a business because they’re passionate about a specific idea, which means that they are doing something “they love” and not something the market is crying for!
Therefore they never make a whole bunch of money or even when they do, it takes them 10 years to start making a million dollars.
Most agency owners struggle scaling because they’re attached to their model (DFY) and they can’t seem to open up their eyes to see the potential of creating new delivery models ( DWY, 1on1, 1 to many, DIY, etc)
The purpose of the Half a Mill a Year program is to help you add an extra 50k per month and the easiest to do this isn’t to actually get you more meeting for your DFY offer, the easiest path is to #1 Find a Starving Crowd and #2 Offer them a solution that they can afford leveraging a mechanism that doesn’t require much work.
I won’t go into too much detail in this piece of content, as I just want you to close a deal or 5 in the next 7 days. I want you to add an extra $10,000 in revenue in 7 days.
How to add an extra $10k in the next 7-14 days in 4 steps without creating any new service or hiring new people to deliver?
Step #1: Finding a Starving Crowd: For you, finding a starving crowd will simply be to go back to all the past sales calls that you have been on and make a list of every prospect who had a good service/product but that didn’t end up signing with you because they had a budget issue.
Step #2: Understanding their desired state: You don’t want to be selling something that people don’t want, so before offering any new solutions, it is important to go back to the sales call recording Or the sales calls notes and reminding yourself of what the prospect really wanted to achieve and what he would’ve been ready to buy on the call!
Step #3: Make a loom video offering them a new affordable solution (Evergreen or personalized):
Once you understand the prospect desired state, what’s keeping him from not achieving his desired state, then you make a loom going over the fact that you just created a new mechanism ( service/product) that would help him/her achieve his desired outcome without needing to pay for a retainer, ad spend, and all the extra cost associated with signing up for a long term agreement. Add a call to action at the end for a call if they’d like to learn more about it.
Step #4: Closing the deal and Delivering: Book a call with the prospect and Close him on your new Done With You program!
- IMPORTANT: When you sign a new customer for this offer, please share it with me and in the wins-losses channel!
How to structure & sell your program:
Length: I recommend a 6 weeks program
Should you do 1 on 1 or 1 to many: When starting out, position your program as a more personalized program where you’re doing 1 on 1 with each new customer.
Pricing: one month worth of a retainer - if you’re confident in your expertise then sell high ticket packages - starting anywhere from 3.5k to 10k.
What to include in the program: This is something that you should figure out as you go, I would suggest asking your new customer what problems they’d like solved and you can then get to building the material around how to solve those specific problems.
I wouldn’t suggest you to go crazy and build a course instead I would suggest that for the first 5-10 customers, you cover all the concepts on the live call and show the exact process you would take to solve the problem.
Make sure to record all the calls! PLEASE.