Use This Simple Tool To Grow Your Creative Business

How to Avoid Being Ghosted and Close More Deals

In this video, the speaker shares a tool and framework called the One-Page Sales Framework that helps agency owners avoid being ghosted by potential clients and close more deals. The framework consists of several stages that should be followed during a sales conversation.

Building Rapport

• Building rapport is important but shouldn't take more than 2-3 minutes.

• Find common ground with the client, such as pets or children.

Pre-frame

• The pre-frame sets expectations for the sales conversation.

• It includes discussing what will be covered in the call and how long it will take.

Discovery

• This stage involves asking questions to understand the client's needs and goals.

• Use open-ended questions to encourage discussion.

Proposal

• The proposal should be concise and focus on solving the client's problems.

• Include pricing information and next steps.

Closing

• Ask for feedback from the client to address any concerns or objections.

• Close by summarizing what was discussed and confirming next steps.

Overall, using this framework can help agency owners get an answer from potential clients quickly, even if it's a no. It also provides detailed feedback that can be used to improve future proposals. By following these stages, agency owners can become partners with their clients rather than just service providers.

Pre-Frame and Housekeeping

In this section, the speaker discusses the importance of pre-framing and housekeeping before starting a conversation with a client.

Pre-Frame

• A pre-frame is telling people what we're going to talk about today and what we need to do in order to get the most from our time.

• The speaker suggests telling clients the structure of the conversation, what they will talk about, and why they are here.

Housekeeping

• Housekeeping involves telling clients how much time is available for the conversation.

• The speaker suggests asking clients to shut down emails or anything that might distract them during the conversation.

• This part is often missed because people are too focused on getting sales rather than helping clients.

Authority Piece

In this section, the speaker talks about establishing authority with clients.

• Establishing authority involves confirming why clients chose you over competitors.

• Asking questions like "Why me?" or "What made you think it was worthwhile for us to have a conversation today?" can help solidify your authority.

• This helps remind clients that they need you as much as you need them.

Two Islands Concept

In this section, the speaker introduces the two islands concept for understanding where a client currently is and where they want to be.

Island A and Island B

• Island A represents where a client currently is in their business or project.

• Island B represents where they want to be.

• It's important to get clear on both islands in order to understand how you can help them achieve their goals.

Understanding Client Needs

• To be confident that you can help a client, it's important to know things like their revenue, average client, current levels of traffic, or how they get exposure to their website.

• It's also important to understand what the client is trying to achieve beyond just their services.

Identifying Obstacles

• Ask clients what they believe is stopping them from achieving their desired outcome.

• This can help identify obstacles that need to be overcome in order to reach Island B.

Impact of Challenges and Benefits

• Most people don't think about the long-term impact of their current challenges or the long-term benefits of reaching their goals.

• Asking questions like "What's the cost if things stay the same?" or "What would be possible if you could overcome these obstacles?" can help clients see the bigger picture.

Section Overview

In this section, the speaker talks about the importance of repeating what the client has said to ensure that they have understood correctly. They also discuss how to diagnose problems and list strategies to help clients achieve their goals.

Repeating What the Client Has Said

• It is important to repeat what the client has said to ensure that you have understood them correctly.

• Repeat what you heard from the client and ask if it is correct.

• After repeating what was said, list a few points of things that were identified as mistakes or strategies that will help them get from A to B.

Diagnosing Problems and Listing Strategies

• List a few points of things that were identified as mistakes or strategies that will help them get from A to B.

• Offer an overview of what needs to happen in order for them to achieve their goals.

• Package up services so that when offering a proposal, there are already preset options with prices listed.

• Walk through the price and time frame with clients and ask for a decision on the call.

Using a Traffic Light System

• Use a traffic light system (red, amber, green) to gauge where clients stand in terms of readiness to move forward with proposals.

• Explore concerns or objections raised by clients who are not yet ready (red or amber), and try to address these issues so they feel more confident moving forward.

Conclusion

The speaker concludes by offering a one-page sales framework as a simple tool to use.

The Importance of Yes or No Answers

In this section, the speaker emphasizes the importance of getting a clear yes or no answer from people when making an offer.

Getting Clear Answers

• When making an offer, it's important to get a clear yes or no answer from people.

• If it's a no, you can move on to somebody else. If it's a yes, you can get started on that project right then and there.

• Getting a clear answer also helps you learn more about what people think or what they are concerned about in terms of the offer.