Ep94: Stop Wasting Time on Sales Calls: Use This 1 Document To Close Clients Fast

Well everyone, this is take two. I literally just recorded this whole podcast episode and five minutes into it, the audio just stopped working without me even realizing. So life is good. Life is good. No, I'm kidding. Hopefully the second time will be a bit better. Who knows, maybe this is all meant to happen. But episode 94 today. So we're coming up to 100 very, very quickly, team. So if you guys want to give me some feedback, give me some opinions on what you think I should do. Episode 100 on, let me know. I'm thinking probably doing a bit of a recap on the journey to 100 episodes. I would no doubt be in the top 5 to 10% of podcasters because majority of people just don't follow through with whatever they intend to do. So don't be that person. I think it's like if you get past like 20 something episodes, I think you're in the top, top 10% or something. So yeah, hope you guys are enjoying it. If you do find value from this or not only this episode, but previous episodes, please do let me know because that's the only way that I know that people like it. And we look good old Carlos here got a spare bed in here. So little reminder, you don't need fancy setup to to make it work, team. You just got to have a purpose and you'll, you'll make it work. But anyway, today we're talking about an offer document and how you can use this in your business. So there's two ways that you can use an offer document. You can either use it to sell your services completely without doing a consult. So sell via a document, which is awesome. I've done that before myself. Fact, I've got people to Pay, you know, $13,000 through DMs through a document, through a DM. So it's pretty cool. The other way to do it is a nurture. So what that looks like is you can, you can make a variation of this, the same document that I'm talking about, but you can send it out to people that have booked in with you to warm them up to want to buy with you, buy from you. Sorry, but you're not going to put the price on there. That's the only, only thing that's different. So a little bit of a personal update on mine. More automations and more AI software that I'm investing in is started using many chat now. Manychat's got a new feature now where you can DM new followers on Autopilot, which is one of the tasks that my VA has been doing. I actually have a new VA as well now, so I've still got two VAs. Just, just replaced, replace someone. So, yeah, it's been, it's been a good, good few weeks, which is, which is great. But I'm super keen to get into today's episode. So as I said, there's just two different ways you can use this. I'll go through both. Realistically for the majority people on this, on this podcast that's listening to this would use it as a nurture. Don't fully replace, replace your sales calls or consults right now. Especially if you're like brand new, you want to get as many people in front of you as possible because if you're selling via a document, your conversion is going to go down, I'm sorry to say. Just you can't handle the objections on the spot and people are going to be hesitant. So the offer document is ideally there to handle as many objections as possible. So it's perfect pts that are already getting interest via DMS or the gym floor or referrals. You can actually send this document to them to kind of warm them up to want to work with you or anyone that's looking to really save time and get people into a more buying state of mind before they come see them. And it's to eliminate people who aren't going to be a good fit. Not a good fit for you. If you don't have a validated offer yet, you're still kind of figuring out what to sell or you're not sure who your ideal client is. Okay, so we're going to go through like the psychology behind the offer document. Then I'm going to go through the eight stages, the offer document. So I'm not going to build one out for you. If you do want me to build one out for you as an example, then just DM me the word offer doc and I'll send you through the training. Alright, let's get into it. So the psychology behind the offer document. So the whole idea is you get some interest, you send people the offer document, they either apply to work with you or they get warmer, as in they're more hard to work with you and you then get the sale. That's essentially the psychology behind it, which is as simple as it gets. So let's go through the eight sections of a high converting offer document. So this I'll go through the one where you completely eliminate yourself from having to do sales calls, which is like that's the whole end goal. Right. You don't want to have to do sales school. You don't have to convince people to buy your service or your product. You just want people to pretty much line up and be like, yep, I mean, I mean it's a no brainer offer and let's go lock and loaded. So the first thing is your ideal client is at the top. So who is it for, who is it not for? That's going to eliminate the, the people who are a good fit and who are not a good fit. So if they're not a good fit, they'll stop, stop reading. Okay, then you got the no brainer offer. This is to kind of hook them in to read the whole document. So to give them a summary of what you're promising or what you guarantee is. If you don't have a guarantee or a promise, you are losing sales. You are losing sales because of this. Then we got the three phases to the results. Now everyone's going to be a little bit different to this because you've all got your own individual way of training people. So I make sure my microphone still working. I'm kind of scared guard right now. So the three phases though, it could be like if someone wants to lose 15 kilos, the first phase might be building habits and building habits and forming the foundations. Step two would be first phase of calorie deficit and optimizing performance in the gym. Step three would be maintenance calories and looking at, you know, whatever, whatever it is for you could be performance in the gym still or it could be gaining muscle or whatever it is for the individual, whatever is for your ideal client. Three phases could be lose your first 5 kilos in the first 90 days, could be your first phase. Then it's maintenance for the next phase and then you lose the last 10 kilos in the last phase. Whatever it looks like for you, you want to kind of lay that out in terms of what it kind of looks like you're stepping them through, basically what it's like to work with you. Number four is support and coaching. So what are the deliveries? How do you actually show up and support people? Is it face to face? Is it online? Is it weekly check in? Is that monthly coaching calls? Is it unlimited support? What does that actually look like? The guarantee? And then we've got some bonuses. So the guarantee is kind of the no brainer offer that I talked about before. Then we've got the bonuses. The bonuses are extra things that you've, you should have already made this stuff for previous clients. But if you haven't you can obviously make them up very, very quickly. But if you, if you're imagining your ideal client, what are some other problems that they've got that you could solve in like a PDF or with a checklist? Here's a checklist to not going over your calories on the weekends. Here's a, is a example grocery list to. For 2,000 calories, okay. Bonuses like that worth an extra $97 each time it builds up the value stack. Then you got the investment. Obviously, if you're selling by this document and then you got the call to action. Call to action essentially means what's the next step? Next step is to click on the link to buy the product, essentially. Now if we flip that and we're going to talk about the nurturing side of things, everything stays the same except for the investment. Okay. Everything stays the same. The call to action is going to be obviously a little bit different. The call to action is going to be either show up to your consultation to find out what option is going to be the best one for you, or send a message to Matt on Instagram with the words I'm in and we'll discuss what options are going to be best for you. Okay? So the ideal client, no brainer. Offer three phases to the results. Support and coaching, guarantee bonuses, then call to action. That is the seven steps if you're going to be nurturing. Now, when I say nurturing, you want to do this. So you book the appointment. So they've already kind of inquired. Or if you're like a face to face gym, you might have already called like a new member and you booked them in for like a free health assessment. Basically you can either send it to them pretty much almost like a couple hours after you first book in which you can automate this, or you can do it yourself if you want. Otherwise you send it to them at least 24 hours before the scheduled appointment time. Okay. It gives them a chance to actually read the document and obviously ask questions when they come in to see you. So that's, that's how you want to do that. So nurturing at least 24 hours beforehand. And then send a text message, which again, you can automate this as well. You can send a text to say, hey, I just want to make sure you got that email that I sent you about what it's like to actually work with us. Let me know once you've read it, okay? You'll have highly qualified prospects, so your sales conversion should go up and you'll actually save more time because people who aren't interested at all with working with you will cancel the appointment before before they even take it. Okay, that's pretty much it team. That is the offer document in a nutshell. Very very good. Either way whether you want to do it as a nurture or completely remove yourself from the sales process, just keep in mind as I said before, you will get less people buying if you are going to completely sell via a document. Okay, hopefully this audio works this time around and I don't have to do it a third time. But just make sure you follow and subscribe wherever you're listening to it on Spotify, YouTube, Apple wherever you're listening. That's the only way that I know that I'm actually doing something of value to you guys. So can you please just do that for me or send me a message to say that you're actually liking the podcast. So until next time peace out.