How To Master Sales Without Being Salesy

What are the most important things you wish new ghosts would keep in mind as they do their first sales call? Let's do a quick little activity here with everyone. The frame that I would encourage, especially for your first sales call, but I would say for every sales call, do not think of it as a sales call. I want you to pretend that this person just paid you $500 for the hour. Okay, so this person just paid you $500 for the hour. And they would like you to tell them everything that they could possibly do to be successful at the thing that you're talking to them about. So here, this person obviously wants to improve on YouTube. They obviously want to write higher quality scripts, right? So forget that it's a sales call. $500. You and everyone else in the chat, feel free to drop your own ideas. What are all the things that you could do going into that call on the call and after the call to make that person's $500 as worthwhile as possible? What are, what are some things that you could do for them, with them, explain to them?

Well, I would want to start by asking, you know, asking relevant questions. Um, you know, what, what, so what is your process like? What, where are your, you know, where are your pain points? I mean, not ask it like that, but like, Where are the— where are you struggling the most? Why is it that you want to hire a ghostwriter right now? What is it that you are— you want to— what do you want to accomplish? Do you want to see more clients? Because I think that's really the bottom line. But I want to get, get that out in the open and then have her talk about it. And then I can come to the table with, well, I will take the scriptwriting off your hands completely. You know, I'll do that and we'll optimize it, you know, as we go along.

Yeah, those are great questions, but in addition to those questions, like, what are things that you could prepare for them, right? Like, they paid you $500 for this call, so when you show up, they're probably expecting something, right?

Right.

So what are some things that you could prepare for them to go, "All right, I asked my questions, great, so why don't I walk you through a couple things that I prepared for you?" What are some things that you could do?

Well, some of the things I was thinking of is, and I love the comments, obviously knowing the video types, the posting cadence that she has, she's about once a week. What are the first 10 seconds like? What are her hooks? Context dump, voice versus structure. So let's see. So some of the comments, right, gather pain point. Um, after hearing, hearing them out, um, you know, summarizing it and then talk about plans and strategies. I feel like I need to be ready though with, you know, all this homework ahead, which I'm, you know, I'm working on, um, getting all the answers to those questions so I can, I can list out like, here are, here, you know, a year ago your videos were, you know, some of them had a million views, but now this year you're looking at about 20 or 30,000. You know, what's, what's, what's going on there? And that is actually happening. So the, the, her, her, her views are down. So great. Figuring out why that is.

Yeah, these, these are all the correct answers. You know, like some things that I would encourage you to do going into that call, I would prep a doc and I would go, well, great. I ask you some questions. Let me walk you through some of the things that I prepped for you because I want to make sure that you get $500 worth. Right, right. So let me walk you through some of the things. So first, I did a high-level audit of your YouTube channel. I actually went back and looked at, you know, viewership over the past year. It does look like it's trending down a little bit. Obviously, we want to fix that. Then I went and looked at your, your 5 highest-performing videos, and I noticed that they all are centered around like this topic in particular. So this is a topic that I would really recommend that we double down on. Third, I Based on that topic, I actually went ahead and drafted like 3 different hooks for a new video that you could do, or I went ahead and drafted an entire script for a video that you could do. Let me walk you through it. Oh, I open up the script. This hook, what's everyone's objection when you show them a piece of writing? They go, I don't know if that's in my voice, or I feel like, you know, you didn't say it the way I would say it. So how would I get ahead of that? I would make the hook and I would go, I actually created this hook by combining sentences from your highest performing videos. So actually everything in here is things that you have said in the past. If you wanna tweak it, all good, but I'm just letting you know I am pulling from proven material here, right? So you can see how, I hope for you and for everyone here, if you take the time to do that and you show up to a sales call with that level of preparation and detail and you treat it like a $500 consulting call, the likelihood that the person wants to work with you goes through the roof. Yeah, the problem is no one does their homework, right? So if you take, if you take the time to do that, nothing will have a higher impact on your ability to land clients than that.

So do you think I should send that to her ahead of time or just bring it, bring it with on the call?

You can do either. I think it's fine to just do it on the call. But if you wanted to, like, you know, the night before or a couple hours before, you know, another small thing before the call, 2 hours before the call, hour before the call, send them an email, "Hey, so excited to chat at specific time. As a reminder, here's the Zoom link just for your convenience. I also put together this doc that I'd love to walk you through. Looking forward to chatting soon. See you then." Right, like send them a reminder, send them the Zoom link in their email so that they have it handy. All of these little things like this, everyone makes landing clients out to be this like really complicated thing. It's really not. It's do your homework, send reminders, overcommunicate, and overdeliver with free consulting. And if you do that, you immediately elevate to the top 1% because nobody does those things. Hey, by the way, if you're brand new to the world of ghostwriting, maybe you've heard the term but aren't really sure what it is or how it's different from copywriting or content writing. Check out premiumghostwritingblueprint.com. It's in the description below, okay? This is a free masterclass that I've put together for writers who want to monetize their skills and love for writing with ghostwriting. This is what I did, and ghostwriting completely changed my life. It's how I quit my job. It's how I quadrupled the amount of money I was making. It's how I've gotten to work with so many smart, amazing people, but also have time for my own writing, like writing this book, The Art and Business of Ghostwriting. Anyways, check it out. If you're at all interested in making money from your writing, I would really encourage you to get into ghostwriting. And this free premium ghostwriting blueprint in the description below is the best place to start.