Sales System Automation...

In today's guide:

• 🔬 The wining offer framework to get the right client all the time

• 🚧 How to avoid proposal writing trap

• 🛠️ How experts design their systems

• 🚀 The 5 sales call principles to close high ticket sales.

• 💸 The messenger Script setters use to close sales in the DMs.

  
  Read time: 23 minutes

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Hey there,

Today, we're going to focus on one of the most important systems you need to build as a One-Person Business:

The Sales System Automation.

The goal of this system is simple: Convert potential clients into customers.

Let’s get started.

1. The Winning Offer + The Right Client

The goal of creating systems is to free up your time and increase efficiency.

And every great system, starts with a great Strategy.

When you have the magic combination of The Winning Offer + The Right Client, signing a new client becomes EASY and AUTOMATED.

But this also leads into another question:

What Is A Right Client?

Let me break it down for you.

A bad uneducated client will never be good entrepreneurial minded clients.

In other words, they don’t see their transaction as an investment rather as a cost or lottery ticket which is not a good for business.

So, It is your job to identify a bad client BEFORE you invest your time.

And that is why having a filtering process is key.

The worst sales call is a call you should never have been on because the client did not fit the right criterias in the first place.

That’s why you need The Right Client.

It’s super simple - before getting on a call, you need to have a filter process in place to answer these 3 simple questions:

• Do they need what I do?

• Can they afford my prices?

• Is the person I’m talking to the decision maker?

• Do they have a producer workethic?

TIP: you can get these information setting up a short form or set them up as a buying policy within your sales process.

You don’t need to be 100% positive about all three but you can always set specific and clear policies in order to filter out any person that is not a fit.

But just by asking these questions, you will have a much better sense of whether the client is a good fit to proceed with your sales agreement.

And once you’re on the call, you can reconfirm these at the start just so everyone is on the same page.

The Winning Offer

The other part of the equation is your offer.

Creating A Winning Offer is as important as talking to The Right Client.

Here’s 4 core desired you offer should have:

And you know what’s the best part?

If you have A Winning Offer, you can be terrible at sales and still get a yes.

Your goal is to craft an offer people would feel stupid saying no to.

To do that, your offer should tap into at least one of The 4 big psychological desires that motivate buyers:

• Money.“Pay me $10k and I’ll make you $100k.”
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• Time.“Pay me $10k and you’ll have to work 20 less hours a week.”
  ​

• Status.“Pay me $10k and you’ll get 10k Instagram followers.”
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• Fear.“Pay me $10k and you won't get sued and go broke.”

If your offer taps into one of these, you have a good offer.

And if your offer taps into more than one of these, you’re GOLD!

2. Avoid The Proposal Writing Trap

And now for the sales Policy…

You don’t need proposals — so don’t do them.

It’s been a policy I tried applying in the past and it truly has been a time wasting process that ultimately led to losing some clients.

Here’s why:

Proposals consume A LOT of time.

Not to mention it's: Unpaid time.

By figuring out how to get the same results, WITHOUT PROPOSALS, you can save hundreds of hours every week that you could be spending in other income producing activity.

You can do everything that a proposal does, more effectively, on a call with the client in less than 20 minutes.

If someone asks: “Can you write up a proposal and we’ll get back to you?”

I know this client might not be a fit and my filter process was not properly setup.

Here’s WHY.

If a client asks me for a proposal, the system didn’t do it’s job at clearly transmitting my business model to the client and or the client was not my ideal target client.

If I break it down, you can basically say that I didn’t effectively:

• Communicate my value

• Communicate my price

• Communicate my process

• Address their objections

• Or close the deal

So here’s the 3-Steps No Proposal System I learned to implement for easy and smooth sales closing.

• Qualifying Conversation

• Expectation Setting Closing

• Delivery Agreement

Step 1. Replace The Proposal With A Qualifying Conversation.

Everything your proposal does, you can do with your voice.

This allows you to directly address any client objections and questions.

Step 2. Expectation Setting For Deliverables, Scope & Price To Close

Give them the price verbally on the call.

Ask them if they agree to it.

If they say No, talk about it together and reach a win-win agreement that the client feels he/she is being considered in the final decision making.

Most of the time clients aim to start with a deposit and if they do PIF (paid in full) payment it’s most likely because doing installments is not worth it in the long term or bonuses were very attractive.

An example will be:

• Make a 3x payment of $1,500 for a total of $4,500 without bonuses

• Or pay-in-full for only $3,250 including 3x limited time bonuses.

If they say Yes, then go to Step 3.

Step 3. Send Over The Deliverables Agreement (not a proposal).

When you send a proposal, you’re not assuming the close.

You’re giving the client another opportunity to say yes or no.

When you send an agreement (or contract, depending on your business model), the close is assumed.

Any further negotiation is based on the fact that the deal is done.

Replace your proposal with an agreement (or contract).

This is a subtle change in positioning that makes a huge difference.

And that’s it!

Follow these steps and you’ll never have to write a proposal again.

But wait… these three steps all rely on one thing:

Conducting a great sales call.

But Don’t worry, I got you covered.

I got a System for that too.

3. The 5 Principles To Close More Sales.

When you first do any sales call, without a doubt you’re naturally going to be afraid of having sales calls with clients.

Main reason is you haven’t practiced enough to feel comfortable doing it.

What happens then is, you never know what to say or how to “persuade” them to work with me.

And instead of thinking how you can help them solve their problem with your solution, you’re spending the time thinking how to make them buy which will always sabotage your effort at closing the sale.

But guess what,...

Most of the things people “know” about sales calls are completely wrong.

So after studying the world’s best salespeople and how they conduct themselves on sales calls, I wanted to share a list I follow of 5 Sales Call Principles.

These 5 principles are the Strategy behind everything I do when it comes to sales:

1. If you don’t know what to say, ask deeper questions.
   ​
   ​Contrary to popular belief, the best salespeople don’t talk a lot - they ask deep questions, this builds trust and shows you care.
   ​
   People love talking about themselves, so show a genuine interest in your potential client's business and needs.

Especially when you dig deep down respectfully to understand and bring afloat their best intentions and desired goals.

2. Your only goal is to help them make a decision.
   ​
   ​Your goal is NOT to “persuade” people to work with you. Your goal is to help them decide whether it’s a good idea to work together.
   ​
   Always end a sales call with either a "yes" or "no." And never push for a deal that's not a good fit.

You establish your reputation and credibility when you are acting firm and decisive with integrity in your decision making thus even if they don’t buy now, they will return.

If this positioning is not established, they will sense that you are just trying to make a quick buck out of them and you will lose all trust in you forever which is worse.
​

3. You must talk about money on the call.
   ​
   ​I have a clear, transparent and objective rule: You must say the price before you show the price (on paper).
   ​
   And this is a non-negotiable.
   ​
   Don't want to waste your time (or your potential client's time) if they can’t afford you, you respectfully end the call that moment and say that when they’re ready you’ll be more than happy to reevaluate again.

Again, be mindful of your self worth and their time. This is what builds trust.
​

4. Do not solve their problem for free.
   ​
   ​Get paid for your thinking.
   ​
   Your time and expertise are valuable.
   ​
   The fact that you could solve their problem on the call doesn’t mean you should.
   ​
   Don't be afraid to ask for what you're worth.

5. You must be able to walk away.
   ​
   ​Not “needing” your prospect builds trust, shows your value, and lets you say "no" without appearing desperate.
   ​
   Focus on building relationships with clients who are the right fit - not on closing every deal that walks in with wrong minded individuals.

TIP: The best clients are those who pay, are patient and are mindful of the time and effort it takes to build a real business.

You are not a babysitter and nor should you be expected to do so.

4. The 5-Step Sales Call System

Alright - now that you know my 5 Sales Call Principles, I’ll show you how I apply these principles to my Sales Call System.

You should know that each sales call follows a very predictable process.

We did Step 1 - Prep when we defined our Right Client + Winning Offer.

Now let’s talk about Step 2 - Questions.

My Sales Call System has 5 simple steps:

1. Clarify Why They’re Here: Start by asking questions to understand why your potential client reached out to you. What challenges are they facing, and how can you help them?
   ​

2. Review Past Experiences To Solve Their Problem: Find out what they've tried before, and how it worked for them. This will give you insight into their needs and preferences.
   ​

3. State the Problem in Their Words: Repeat back to them what they've told you, so they know that you’ve understood their challenges and are listening to them.
   ​

4. Sell the Vacation, Not The Plane Ride: Clients don't care about your process, they care about their dream outcome. Keep your pitch short and sweet, and use real stories and testimonials to illustrate the value of your services.
   ​

5. Address Concerns: Finally, ask your potential client what's stopping them from making a decision today. Address any concerns or objections they may have, and reassure them that you're the right person to help them achieve their goals (if you are).

Remember: Your only goal is to help them make the best decision for them and their business.

Note: This lesson is just a taste of what we discuss on the My Premium Plan - Weekly Calls. If you want to dig deeper into Steps 3-5 of the Sales Process, which covers Money & Pricing, Handling Objections, and Post-Call Follow Up, check out my Premium Plans Here.

As last,…

Let’s talk about DM’s or Messenger Chat conversations

5. The DM Sale Closing System

The goal of using this DM sales closing system is to build upon it and adjust it to fit your audience needs and wants:

• Conversation openers (Aim to start Conversations)

• Conversions (Aim to sell the meeting, aim to book calls or sell your offer with potential prospects)

Before Dming (IG ONLY): Engage with their content/follow them/comment something personal (Higher Chance of them seeing the DM)

• Hey (Name), loved this post! Also the one you posted about (something valuable about another post they made). Would love to connect although i might be in your message requests 😅😅

• Hey (Name), awesome content as usual! Btw, did you ever get my message? Might be stuck forever in requests 😅

Some Variables You Can Use:
[Desired Outcome] - Calls out a specific outcome wanted such as:
booked calls, clients, followers, subscribers, leads, $$$amount etc etc

[Business Models] - Identifies a specific type of business owners such as: agencies, coaches, consultants, freelancers, solopreneurs, etc etc

Play around with these above and or other variables to craft your perfect DM conversation script system. 😉 

Some Variables You Can Use:
[Link to video] - Can be a video link to track a person who saw it such as: Loom.com or other video platform.

[Case-study w/desired outcome] - Use results breakdown, transformation, breakthrough breakdown, and or client interview.

TIP: Want to learn how to automate this entire process to grow your audience on LinkedIn and Twitter? Upgrade here 👈

So what’s next?

Once prospect is interested in having a meeting with you… you reply them;

• Step 1 - IF INTERESTED REPLY:
  Great, well the next step would be to schedule a quick 15-20 minute demo call, where I can show you how we can do it for you too.
  Let’s do it??
  

• Step 2 - IF AGREE TO HAVE A CALL REPLY:
  Great! you can pick a time that best suits you here:
  >> Set Call Booking Calendar Link Here
  

• Step 3 - IF BOOKED, CONFIRM IT REPLY:
  Confirm me your booked email to see if you got the bonus gift, pending
  >> See video name for reference

Now let’s repeat same process again,

But this time it’s for closing the sales in DMs.

Once prospect is interested in having a seeing what you have to share with them… you reply them;

• Step 1 - IF INTERESTED REPLY:
  Great, so the next step would be to check out this short 10-15min demo training, where I can show you how we can do it for you too. Let’s do it??
  

• Step 2 - IF AGREE TO SEE IT REPLY:
  Great! to what email can I sent you it? - I don’t want it to fall into the spam box so let me know if you got it in primary or spam folder…pending
  

• Step 3 - IF CONFIRMED RECEIVED REPLY:
  Amazing! btw If you by any chance decide to join I can also pitch in an extra bonus of >> Set bonus here << just message me your order confirmation screenshot and I’ll put in your bonus request. Sounds good?

And there you go!

Was this worth it or not?!… I bet it was right!

Well, That’s it for today!

Heads up as tomorrow though as we’ll be talking about Fulfillment System and Funnels.

And by the end of that guide, you’ll have a blueprint to deliver projects efficiently AND boost client satisfaction rate…

Be on the lookout for that!

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