Stop selling, start closing. In this episode, Dan shows the most powerful way to close a deal. It doesn’t matter what the price is, by the end of this episode, you will discover how to close a deal so well your prospect can’t say anything but, “Thank you,” after you take their money. Listen to it now to discover how to stop selling and start closing.
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Stop Selling Yourself Short – Close For Cash Today
Why do you want to stop selling and start closing? Most people don’t know how to communicate. Fewer people know how to sell and almost no one knows how to close. There’s a very big difference between selling and closing. In any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling. How many of you know people who would sell and they don’t get paid? Where they turn off the prospects? You only get paid when you close a sale. I want you to think about the difference between a salesperson versus a closer. A salesperson, they would push. They will use very aggressive tactics. When you think of a traditional salesperson, what comes to mind? It’s snake oil. It’s slimy. It is pushy versus a closer. How do you know when you are a good closer? After you’ve done a sale, after you closed a prospect, when your prospect says, “Thank you for helping me make this decision. Thank you for helping me move forward,” that’s when you know you are a good closer.
There’s a big difference between a salesperson and a closer. I want to teach you something very critical, why you should stop selling and start closing. What is the most powerful way that I know of to close? It’s not what you think. I’m going to teach you what I call value in advance. The formula is called value in advance. You can see on my social media, I have millions and millions of followers. Every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting face-to-face to do all your closing, that is very difficult. You only have a very short period of time to persuade and convince a prospect to say yes. Instead, I believe you need to do a lot of work before you even open up your mouth. A lot of work needs to be done before you even say a single word.
In one of my previous episodes, I talked about the best way to sell a box of chocolate is to give people a taste. One piece of chocolate, if they liked that, they want to buy the whole box. It’s exactly the same in closing. I don’t want to count on closing. That closing part, that conversion part, that face-to-face or the phone part to do all the heavy lifting, I want to start closing way in advance. The best way to do that is value in advance. How can I provide value to someone in advance for someone who is consuming my materials, consuming my content? When I will leave something, when I make an offer, the trust is already there. It’s easy for them to say yes. Let me give you a perfect example. Let’s say you are a martial artist and you are teaching someone how to be a black belt. You’re not going to be a black belt overnight. There are a series of steps you need to go through in order to attain your black belt. Let’s say the very first step is you need to learn how to do a proper stance. That’s the first step. You need to have some basic flexibility. How to do stretching, stretching exercise, basic punching technique, and then basic kicking technique. You learn some jumping kicking technique. Later on, you also have power, speed, and endurance.
Let’s say it takes you seven steps to get from Point A to Point B. The best way I can convince someone, I say, “I am the guy that could teach you how to be a powerful human weapon. How to be that confident black belt.” Instead of telling you how good I am, I know it takes you seven steps to get to your goal. All I need to do is provide value in advance. Let me teach you through my content on how to do a proper stance. Let me get you into that first step. I’m not going to get you to the end goal, but I’m going to get into their first step. I might even teach you some basic stretching exercises that you can do from the comfort of your own home to help you become more flexible to get you to almost step two. Now, what happens with this? If I am the person that gets you from Point A and Point B, not to the end goal yet. You are already getting value from. The free information and the free value I’m providing. What the prospect is thinking is this, “I’m getting so much value from these free stuffs. If the free stuff is this good, I wonder what the paid stuff is going to be like?”
That’s exactly how the value in advance formula works. You don’t wait until when the money takes place, the transaction takes place to start closing. You started closing from the beginning when you’re delivering value to the marketplace. You are providing so much value in advance when you make an offer, your prospect is like, “This a no-brainer. I want to buy. I’m already getting so much value. You have helped me solve the first two-step problem. I know I have five more steps to go. You are the man. You’re the woman. You’re the company that I want to go with.” Instead of trying to convince them, “You don’t know me, you don’t like me, you don’t trust me, give me some money,” give them some value upfront. Help them solve some problems up front.
Closing A Deal: When you provide value to someone who is consuming your content, it’s easy for them to say yes when you make an offer because the trust is already there.
When you do that through social media, through video, through education, through content, that’s a smart way to do it. You can do this on a massive scale. You’re impacting so many people’s lives and you’re adding so much value to people’s lives. When you make an offer, it’s easy. When you do make an offer, then it is the moment when you realize all the other hard work they’ve done in the beginning. You’re not selling, trying to use some gimmicks or techniques or whatever tricks to try to close people. There’s a time and a place for that, but you don’t need that. I bet I have so many students that have gotten so much value from my free content. By the time I make an offer, they’re like, “Dan is the guy. I want to learn from him. I want him to be my mentor.” Why? Because I’ve done so much. I combine and I strive to combine my branding, my education, my marketing and closing as one thing instead of an isolated component. I treat them as one.
I strive to get to a point where it’s automatic closing. Where the closing is natural, where it’s not forceful. That people are happy to be closed. That’s exactly why you need to stop selling and start closing. I’ll teach you one more thing. Every single time you offer something, every single time you make an offer, you want to strive to deliver ten times more value. Meaning this is what I truly believe in. It’s my motto in business. If you sell something for $100, what can you do to strive to deliver ten times more value? That’s $1,000 worth of value when you charge $100. When you can do that, it’s easy to close because people can see the value. It’s a no-brainer that they want to buy. They are happy to buy from you because they could see how much value you are delivering. I want you to think about this, “How can you implement value in advance in your business? How can you deliver ten times more value? What can you do?” I want to leave you with one thought and that is, closing is not something that you do for somebody, closing is something that you do for somebody.
There are seven words that ruin everything and destroy success. These words are responsible for a lot of the failures people experience in their life and is the reason a lot of people don’t get rich. If you’re like a lot of people, these seven words are in your everyday language and they are literally blocking you from succeeding. Listen to this episode now to discover the seven words that ruin everything and destroy success.
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7 Wicked Words That Block Your Success And Destroy Your Wealth
There are seven dangerous words that ruin your life and destroy your success. This is inspired by one of my mentees, one of my students on Facebook. I was reading a video that he uploads. It was talking about this particular thing. I thought it would be a very good lesson to share with you. He was saying that as I was teaching the class within a high ticket closer, that he’s got this little voice in the back of his head saying the first three words which are, “I know that.” I think I’ve heard of this before, “I know that.” How do you know when you know something? Let me tell you this, if you don’t live it, you don’t know it. You might have read it. You might have seen it. You might have talked about it, but you don’t know it. Most people, they let their ego get in the way of success. It’s very easy. You notice people say, “I know that.” You do not know it. How do you know when you know something? If you don’t live it, you don’t know it. Those three words are very dangerous and they destroy your potential. They destroy your success. Why? Because the minute you say, “I know that,” your brain shuts down. You’re not listening anymore. You’re like, “I know that. I don’t need to listen any further.” You’re not paying attention. So what that you know it? It’s not about knowing it.
I could tell you this, I am not an original thinker. Let me tell it to the whole world, I am not an original thinker. There’s nothing new about what I do. Everything I learned from Napoleon Hill, other successful entrepreneurs, Think and Grow Rich are proven masters from the past, my mentors. There is absolutely nothing new about what I say and about what I do. I am a synthesizer. I take different ideas and I put it together. The only difference between me and everybody else is I don’t say, “I know that.” What do I say? I say, “I use that.” Those three words are much more powerful than to say, “I know that,” because when I use it, I own it. It is mine. Instead of everybody else, they’re thinking the ideas, they’re learning about it. “I know that.” I ask, “How can I use that?” I implement. The only difference between me and everybody else is I can execute it better than most people. I use it better than most people. That’s the only difference. Instead of you watching a video, you watched 1,500 videos. You don’t use it.
I can use one video. I can read one book. I can take ideas and implement, execute immediately, and execute well. That’s the only difference. The first three dangerous words are, “I know that.” The other four words that are very dangerous and will ruin your life is, “I can’t afford it.” How many said that to yourself? This I learned from Kiyosaki. Again, nothing new. He talks about when people say, “I can’t afford it,” it shuts down your brain. There is no creativity required when you say, “I can’t afford it.” You want something in your life, “I can’t afford it. I want to buy that car, I can’t afford it. I want to support my parents, I can’t afford it. I want to take that vacation, I can’t afford it. I want to send my kids to college, I can’t afford it.” You see how it is? That is an easy way out because you’re just making an excuse saying, “I can’t afford it.” It requires no effort. That’s a poor person’s mentality. You notice poor people say, “I can’t afford it.” Do you think money grows on trees? I probably heard that before. Instead of saying, “I can’t afford it,” ask yourself a powerful question and that is, “How can I afford it?” The minute you ask that, it opens up a world of possibility.
The minute you change your vocabulary, instead of a victim statement, stop. “How can I afford it? Maybe I can’t afford it with my current job. Maybe I can afford it with the way that I’m conducting business, but how can I afford it? What do I need to do? What knowledge do I need to acquire? Who do I have to be? What new skill sets I need to develop in order for me to afford this?” Those questions are much more powerful, much more empowering. A higher-level question that I like to ask is, “How can I make it make me money?” Imagine this, I show up to your house and I have a brand-new Ferrari. I parked it right in front of your door. The Ferrari costs $200,000. I say to you, “I can sell you this Ferrari. Here’s the key for $100,000. It’s worth $200,000. I’m going to sell it to you for $100,000.” “I don’t have the money right now. I don’t like Ferrari. I don’t like red.” It’s a poor person’s mentality. A rich person would say, “I’ll buy it. It doesn’t matter if I like Ferrari or I don’t like Ferrari.” It’s not the point. It’s, “How can I make it make me money? Maybe I don’t like Ferrari. I’ll buy it.”
Words That Block Your Success: When people say, “I can’t afford it,” it’s just in their brain. It’s just an easy way out.
The minute I buy it, I’m going to flip it or even if I don’t have the capital right now, I will tie up the deal. I’ll sign the deal first and it gives me three to four days and I will flip the car and make a profit. Maybe I’ll sell it for $120,000 or $150,000. I pocket a $20,000 and $50,000 profit. I can take the $50,000 profit and go do something else, to learn more skills, to make another investment or whatever it is I want to do. It is not about the thing, it is about how you use the thing. It’s about how to deal with that situation. You have a preconceived idea, “I don’t like red. I don’t like Ferrari. I don’t have money.” That’s how you think. How you do anything is how you do everything. It’s your mentality that keeps you broke. It’s this exact seven words that ruined your life and is preventing you from going to a next level and preventing you to achieve more success. Do not use those words. Change your vocabularies and ask yourself powerful and empowering questions every single day.
How do you make money online? It’s not as complicated as you might think. There are just three legit ways to make money online. It has nothing to do with Shopify, Amazon selling, or MLM. Using these three legit ways to make money online, you’ll be able to make money if you’re just starting out, or make MORE money if you’re already making some. Listen to this episode now to discover the three legit ways to make money online.
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How To Make Massive Money Online – 3 Real Deal Ways
Making money online is simpler than you think. There are many people telling you, “Here is something you can do. You should start this business,” or eCommerce, dropshipping, Shopify, selling digital product or membership or whatever it is that you sell online. I have been doing business and marketing online for almost thirteen years. I got started when Yahoo was popular. Before even Google was popular, I was running ads on bulletin boards. I was running ads on Overture. For most of you who don’t what overture is, this is like a first pay-per-click search engine on the internet. I’ve been doing it and I’ve been marketing online for many years. You see people come and go. They market online, leave the online world and try to do something else. I’m one of the very few people that have stayed all these years marketing online and also now utilizing social media. Whatever I’m sharing with you, I’m speaking from experience. I have made a lot of money online. I continue to make a lot of money online. This is my area of expertise. Whatever I’m sharing with you, this is speaking from experience.
I want to help you to be able to understand how the online model works. It doesn’t matter what you sell. When it comes to making money on the internet, when it comes to making money online, there are three elements and three things that you must master in order to make money online. Number one is your offer. What is it that you’re selling? Are you selling a physical product? Are you selling a low-ticket item, a high-ticket item or do you have one particular offer or do you have multiple offers like a line of products? You need some kind of offer. You’re selling supplement, an eBook, membership, it doesn’t matter. How can you make an irresistible and compelling offer? It’s something that people want to and are willing to buy. There’s big enough volume out there of people searching. They do a keyword research. They went through Google. People are actively searching for this particular item or this particular problem. They want a solution that they are willing to spend money on. That’s offer.
Number two, you need traffic. How are you going to get traffic? Maybe you will launch an affiliate program. You get other people to promote your product. Maybe you will run ads on Facebook, Instagram, social media or YouTube. Maybe you use content marketing to get people or maybe you use LinkedIn. Maybe you could use something like banner ads. Maybe you would use articles. There are so many ways you can drive traffic to your particular offer. The third element is the most important element, which is conversion. What is your conversion mechanism? For some people, it could be a sales page. For some people, it could be a VSL or what I call a video sales letter. A video sales letter with a video talking about a product, explaining the product with an add-to-cart button below that they can click and buy. Maybe your conversion mechanism is a funnel. Maybe it is a webinar. Maybe it is booking a time with one of your closers and the closers will close them on the telephone. Maybe the conversion mechanism is to come and visit you in the office. Maybe your conversion mechanism is to go to your event. Maybe it is to schedule a demonstration, a walked through, a virtual conference to walk through your product with you. Whatever it is, that’s your conversion mechanism.
You have your offer, which hopefully is irresistible that people want to buy. If you don’t have that, you’re not going to make money. It doesn’t matter how much you liked the product, how much passion you have about a product. Do people want and are willing and able to buy your product? You have the offer, you have traffic and then you have conversion. That is it. Those are the only three things that you need. It doesn’t matter how you see it. It doesn’t matter how you slice and dice it. I don’t care if it’s eCommerce. I don’t care if it’s Shopify. I don’t care if it’s membership. I don’t care if it’s low-ticket. I don’t care if it’s high-ticket. I don’t care if it’s a webinar. It doesn’t matter. It boils down to one of these three things. What happens is, assuming you have those three things, you’re good to go. If you’re not making money online, I could quickly tell, “You’re not making money online. Are you’re getting traffic?” “No.” “How many people are visiting your website?” “Five people, including your mom.” We got a problem. Not enough people are seeing your offer. You’re not getting enough exposure.
Make Money Online: Have an offer which is irresistible that people want to buy it. If you don’t have that, you’re not going to make money.
Let’s find out what you need to do or I will look at your offer and you say, “Dan, I’ve got only one offer and it’s a $100 product.” I said, “That’s cool. There’s nothing wrong with that.” The problem is for $100 product, you can only afford to spend so much to drive traffic. Let’s say pay-per-click is X amount of dollars for every single sale that you make and it costs you $95. Your cost of the goods is $20. Every sale that you make, you’re losing money. You can’t test many ways to drive traffic to your offer. That’s why you lose money or that’s why you don’t make enough money versus something that you sell for maybe a higher dollar value, higher ticket. Let’s say something for $1,000, you can afford to run more traffic, to pay for traffic, to drive the right type of eyeballs to your offer. Does that make sense? Once that’s working, then you look at your conversion. Let’s say your conversion on your page, on your checkout cart, on your sales page, your sales page is converting at 2%. Out of 100 people, every 100 people, the right people who see your offer, two would buy and 98 would say no. That’s your conversion. How can you tweak that? How can you improve your conversion rate?
Maybe you add more testimonials. Maybe you add more social proof. Maybe you add a stronger guarantee. Maybe you change your headline. Maybe you have a name capture where people go to your website and if they don’t buy, that’s okay. You capture their email address, you give them something for free, something worth of value. A lead magnet in the internet marketing world. You capture the lead, now they’re in your email list and you can follow up with email. For every 100 people, two would buy immediately but with follow-up with everything else, maybe three more people would buy. Instead of a 2% conversion, you now have a 5% conversion rate. That’s how you make more money because now you double, triple your earnings with the same amount of traffic. You look at what you do in terms of making money online. It doesn’t matter. Marketing online for so many years, the platform might change. The ways to drive traffic might change. The way you convert traffic might change.
Back then, we don’t have webinar technology. We don’t have a lot of this technology that you have available right now at your fingertips. The principles are the same. How can I make my offer more compelling? How can I make it irresistible? How can I use different ways to drive traffic? Before, we don’t have Instagram. We used different things. Now with Instagram, you have different things. Use those to drive traffic. Get those eyeballs on your offer and constantly work on the conversion part. How could I sell more effectively? How can I articulate my value more effectively? How can I communicate our vision, the value of our product or program more effectively? That’s it. It’s those three things. If you are not making any money, you got to work on one of those three things. If you’re making money, one of those three things you want to improve so you could make more money. Those are the only three legit ways to make more money online.
If you’re reading this, odds are you’ve already fallen for the biggest scam in the history of mankind. It affects your everyday life and will ruin you until you decide to stop being scammed by it. What is it? Listen to this episode to discover the biggest scam in the history of mankind.
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How To Avoid The Biggest Scam From Destroying Your Personal Success
You’ve been scammed and you don’t even know it yet. The biggest scam in human history is not what you think. As an influencer, as a public figure, as someone who is impacting millions of people, I get supporters, I get fans. I also get a lot of haters. One of the most common things I see that haters and critics are posting is this, “Dan Lok is a scam. He’s a scam artist. He’s a fraud.” To me, the biggest definition of a scam is you being taken advantage of without you realizing it. When I was in my twenties, one of the business ventures that I was getting involved with was with my neighbor in the same condo. At that time, he would help me to develop this particular website. I keep putting money, giving more money into it and I maxed out my credit card. I lost all my mom’s money. I borrow money from friends and family and this particular person, my so-called business partner who was building this website, I keep putting money into it. We would spend money on programming and all these different things. Eventually, one day I go to his house and he was gone. I was scammed.
I was being taken advantage of without even realizing it. I lost a $150,000 in debt because of my greed, because of how naive I was back then. That’s a scam. I have been scammed multiple times in my career. I want you to think about this. Number one, I’m talking to you, my haters and all my critics, in order for me to scam you, I will need something from you, which I don’t. Please don’t do me any favor. Don’t buy my books. Don’t buy my course. Don’t even watch my video. Don’t do me any favors. Do me a favor. Don’t watch my stuff. I don’t need anything from you. I don’t need a penny from you ever. I don’t even want you to buy anything. Please let me know your name. I’ll put you on the list to make sure my team knows. Please do not spend a penny with me. I do not want anything from you. I have everything I need. I have everything I want.
Scam: The most important decision that you have to make is choosing the path to take in your life.
The reality is this. The biggest scam in human history is you’ve already been scammed. If you’re over 25 years old, if you’re honest, if you have nothing in your bank account, you have no money, you’re not living your dreams and you’ve got nothing to show for, you’ve already been scammed. You have nothing. You’ve been scammed. You’ve been scammed by the school system. You’ve been scammed by society. You’ve been scammed by the government. You’ve been scammed by the corporation. You have nothing. You’ve already been scammed. No one can take anything from you because you got nothing for them to take. You’ve got to think about it. You felt scared by your preconceived ideas of how things should work, but not how it works. Wake up. Look at the world as it is and not as how you think it should be. Whenever people want to make a change, they want to change their lives. They don’t want to follow the traditional path. Go to school, get good grades, get a job and work until your 65. Hopefully, with a little bit of luck, you can retire. Anyone who deviates from that path, they’re crazy. They are stupid. Why are you doing that? It is risky.
Anyone, anything, any course that teaches people how to do that is a scam. It has to be a scam. When I charge a little bit of money for what I teach, that’s a scam. When in the school system, you spend $10,000, $20,000, $30,000, $50,000, $100,000 or more to get a school education and you spend four years. You get into a student loan. If that’s you, share your story. Somehow after you graduate, maybe you’ll get a degree, maybe you get two degrees and you cannot even get a job. You cannot even survive. You cannot pay your bills. You’re still hundreds of thousand dollars in debt. That’s perfectly normal. That’s the way to go and still, people are telling you, your parents are telling you that’s the way to go. Your friends are telling you, “Just stay on the path.” Are you stupid? Can’t you see? It is not working and that’s why you are searching on social media and you say to yourself, “Mom and Dad, I love you but the path that you gave me, the path you told me, it didn’t work for you.”
I could see it. It did not work. You cannot retire. You’re not happy. You are broke. It did not work for you. Why do you keep telling me to do the same thing? Why are you scamming me like that? Giving me a path, planting thoughts in my head, telling me that this the way to go. It is not the way to go. I could clearly see it doesn’t work. That’s why I’m searching for answers. I want something else. I want a different life. I don’t want to fall for this scam anymore. I don’t want to be scammed by society, by the government, by preconceived ideas. I want to walk my own path. I want a different life. I want you to think about this very deeply. It is one of the most important conversations you have to have with yourself. It’s one of the most important decisions that you have to make and that is the path that you are going to choose.
How do you scale your business? In this episode, you’ll discover how to scale your business FAST, what kinds of products or services you should make next, why you should have high-ticket products and services, and how you can destroy your competition. Listen to this episode now to discover how to scale your business.
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Your Fast Path To Big Cash-How To Scale Your Business
Before we talk about scaling a business, the first question that any entrepreneur should ask themselves is why do they want to scale? Sometimes they think, “If I want to make more money, I need to scale.” It may not be the case because I do know companies that make tens of millions of dollars. A friend of mine has a company that makes over $50 million a year, yet the net is less than $100,000 a year. Bigger is not always better. Better is better. The point of the scale is to make more profit but not every business is meant to scale. It depends on the entrepreneur’s goal to see his goal. Sometimes as an entrepreneur, maybe your goal is just to have a lifestyle business. You’re like, “I just want to make a couple of $100,000 a year. I want to be able to travel. I want to be a lifestyle entrepreneur.” Don’t scale if that’s all you want. If it is what you want, then you need to consider, “For what purpose am I scaling? Why am I doing it?” If you do it for the sake of, “I want to make more money,” I don’t think that’s a good enough reason to scale. If you want to scale because you’re like, “I need to have more capital so I can have better infrastructure, I can reach more people, I could serve more people. I need to scale in order to invest in better technology, to turn whatever I do and take it to the next step.” Those are all good reasons to scale, but just scaling for the sake of scaling, that’s a wrong focus. That’s a mistake.
In order to scale, the first thing they need to look for is there needs to be a margin. For example, if the business is making $50 million, that’s a lot of money and it’s making $100,000 net a year. If you double that to $100 million, now they’re making $200,000 a year. That is not so good. In order to get to the next level, how many more employees do they need to hire? Maybe they need a new office, they need more equipment or whatever it is. The margin has to be there in order to scale. Most businesses, they’re what I call a one-product pony. They’ve only got one product. Let’s pretend you have a product and you’re selling it for $30 and your cost is $5. You’re making $25 profit per unit. Let’s pretend it’s an online business or some kind of product you sell through eCommerce. The most that you could invest to acquire a customer is $25 because that’s your profit margin. If you think about each sale that you make, you can spend no more than $25 to acquire a customer because $5 is your cost. You could only go to many channels or utilize many ways to acquire that particular customer, especially if you don’t get one product. It means they buy it once and they don’t have to buy again. That means you have to constantly market and get new people all the time.
Let’s take a look at a different scenario. Let’s say you’ve got not only one product, but you’ve got a product line or you’ve got different backend products that you sell to the same customer. Instead of selling a low ticket, you’re selling a high-ticket. You’re selling a $2,000 product and then you sell them another $5,000 product and you sell another $10,000 product or program. In that case, on average your annual value of a customer is instead of being $25 one time, it’s $10,000. In a percentage of the customers, they will buy the $2,000 program, they buy the $5,000 program, they buy a $10,000 product. Let’s say that’s the case. Now, it’s a very different game. Instead of only spending $25 to acquire a customer, you could spend $500, $1,000, $2,000, $5,000. It depends on the lifetime value of the customer. If the customer stays with me two to ten years, hypothetically their first year, I could spend up to $10,000. That gives me an edge over someone who only spends $25. Most entrepreneurs and business owners, when it comes to marketing, they want to go on the cheap. How can I spend the least amount of money to acquire the customer? In that kind of thinking and that kind of mentality, you will never be able to scale.
In order to scale, the question to ask is not, “How can I spend the least?” The question to ask is, “How can I outspend everybody else? How can I outspend my competitors? If my competitors can only spend $200 to acquire a customer and I can spend $2,000, I could go to many more channels. I could do many more things. I can test many different traffic sources in order to scale. That gives me way more options and that’s how you can scale fast. I can use this channel, I can use this platform, I can do offline. When my competitor cannot afford to go to any kind of offline marketing, I could because the lifetime value of my customer is high. Assuming that you’ve got your offers, your product line, you’re selling a high-ticket, your marketing done and you’ve got your traffic sources. Maybe you’re running ads on Facebook, Instagram or Google, whatever how many different ways you’re bringing in the leads. Let’s say you are bringing a lot of leads, your next bottleneck would be closers. Where do you find enough closers to be on the phone? When it comes to a high-ticket, anything that costs more than $2,000, $3,000, $4,000, $5,000 is very difficult to sell just on a webpage or through a video. You need someone to get on the phone one-on-one and close that particular prospect.
In order to do that, you need people. Where do you find those closers? In my case, what we do at our organization is we have now close to 100 closers closing our own program and product. That’s how we are able to scale quickly. It’s because we have the power, the people, the closers to able to close on the phone and take it much faster and much further. Most entrepreneurs when they do the marketing and they’re scaling the marketing, they’re like, “I need some closers.” They try to bring on one person and it doesn’t quite work and then try to bring on salespeople. It doesn’t quite work. They might try to run an ad and it doesn’t quite work. Then they finally find someone that works, but then that person’s appointment booked so fast. Now, they have to spend months to find another person in order to scale versus have access to so many closers. You need closers before you even scale. When you are in a position to round up your marketing, you’re good to go versus you try to round up your marketing. You’ve got to slow it down because you don’t have enough people to handle the leads. Every single time you do that delay, that time, that’s what’s preventing you from scaling to the next level.
Let’s say your Facebook ad is working, that’s great or webinar that’s producing leads. Because you don’t have enough people to follow-up on those leads, you have to lower the budget or you have to pause the ad. That’s the worst. When you’ve got something that’s working, then you’ve got to go find that person. If you have so many of these coming in, you can’t handle that business. You got to look at two aspects. One is the lead flow. The second is your fulfillment. If the fulfillment aspect where you are selling something that takes a long time to make, then it’s going to be difficult to scale. It’s difficult versus if you’re selling software. It doesn’t matter if I sell one, it doesn’t matter if I sell 500, it doesn’t matter if I sell 50,000, I can scale just like that. Yes, I need more customer support and I need more infrastructure but the product itself is infinite. That aspect of fulfillment is easier to scale. It will lead flow closers and then your fulfillment. Assuming you’ve got the fulfillment done, that’s okay. You can serve a lot of people doing the same thing. It is just in terms of traffic source and then in terms of closers. You don’t need closers. You don’t need to find closers when you need closers like yesterday.
Scale Your Business: Any good salespeople who are looking for a job are not good salespeople.
The biggest problem is this. You are not going to find the salespeople that you want in a traditional way because I’ve tried it. If you want to find salespeople, maybe you go to any of these sites, any of these Craigslist or run an ad, “I’m looking for salespeople.” The problem is any good salespeople who are looking for a job, they’re not good salespeople. If they’re good salespeople, they won’t be looking for a job because any good salespeople are already making good money and they’re making good commissions. They’re not looking for jobs. That’s number one. Number two is you hire a salesperson very often. I tried this before myself. I paid them some base and then I paid them some bonus and they came close. Any good salespeople are like a hunter. You eat what you kill yet if you give them a base, you give them all of that, they are not hungry. Most salespeople, they want it safe. Although they’re supposed to be salespeople, they’re supposed to be hunters, they want the security and they can close. They become typical salary person within the company and then they are not motivated to bring in sales. I believe that a good closer needs to be commissioned based. The more they close, the more sell they make, the more money they make. That’s how it should. The sky is the limit.
They could make as much money as they want. They’re able to sell a higher price point, a high-ticket. You’re not going to find those salespeople in a traditional way. Another thing is if you do find a superstar and that salesperson is producing a lot of sales, that salesperson becomes your rainmaker. Let’s say you are doing $1 million a year and that person brings in $300,000 or $400,000 worth of revenue for the company. What happens is the salesperson would then either become greedy or they would jump ship and then they’ll go work for someone, or your competitor maybe, who will pay them a higher commission rate. That happens too. You always want to have more than one closer even though you might just need one to scale. You want to have multiple so then if one leaves, you’re okay, you’re fine. We have 100 closers working with us, it doesn’t matter. If one doesn’t work, we have 99 to replace that particular person. There are so many sales trainers out there and there are so many experts teaching sales and most of them are very good. I happen to specialize in one area of sales, which is high-ticket sales. If you want to learn cold calling, I’m not the guy you can learn from. There are plenty of people who are better at cold calling than I do.
I teach a little bit of cold calling to my students, but that’s not what I specialize in. I specialize in selling premium products and services to players with money. That’s what I do. When it comes to my methodology, it works very well in my area. When you find closers, how do you know they’re good? You won’t know until you give them an opportunity. However, if you know that they have gone through some type of training or you can role play with them and see like, “Roleplay with me. I’ve just got a product. Sell it to me. Sell me my program. I want to see how you talk to my prospect.” Give them different objections and see how they handle those objections, how they ask questions. Do they sound a typical salesperson? One of the things you have to consider is it is not just the closing sales that are making sales for you. Another thing you must pay very close attention is for those sales that they don’t make, are they pissing off the customers? Are they ruining your reputation? You don’t want your best customer, especially selling a high ticket, to get off the phone with one of your closers and they feel like, “I can’t believe I just talked to this slimy salesperson who tried to twist my arm, force me to buy this and that.” Suddenly the salesperson is ruining your reputation and relationship with the customers without you knowing it.
Whoever the closer that’s closing for you, you need to have that talk with them. What is your philosophy? I want you to get as much money as you could and close as many people as you could. I don’t care. Just get the money. Are you the kind of CEO entrepreneur who says, “I want you to offer my service, my solution to the customer if only it’s a good fit. If it’s not a good fit, it’s okay. Don’t force them. I don’t want them to get off the phone feeling that they need a shower. I don’t want them to get on the phone and never want to hear from us again. You burn the relationship?” What is your personal philosophy? That’s a key. In terms of what I do when people call me the king of high-ticket sales, it’s not necessarily because I’m the greatest closer to ever walk on this planet earth. What is a king without a kingdom? What’s a kingdom without people? I’m called the king of high-ticket sales not because of my skill, it’s because I have access to high-ticket closers than anyone else in the world. I’m more of an influence to high-ticket closers than to anyone else in the world. That’s what makes the king. That’s the difference. If you have got a funnel, you’ve got a quality product and service that’s a high-ticket and if you’re looking for closers, I have access to the closers.
You can book a time with one of my leaders who manage all my closers to see if it’s a good fit and to see if I have closers that would understand your offer or maybe have a little bit of experience in terms of closing in your industry. I’m more than happy to make the recommendation. There’s no charge because that’s how I work and that’s how my closers work. They don’t get paid until they close a sale. I’m more than happy to make that introduction. That’s what we do because I believe when you’re working with a client, a company, CEO or influencer, the relationship should be the more successful that you are, the more successful your closers are. That’s what I want to do. I want to provide earning opportunities and good potential programs for my closers to close. That’s what we do. That’s what drives me. If you’ve got something like that, I’m more than happy to set time to talk to one of our leaders and see how we can help.
In order to scale, you need to think of a triangle. You need three things only. You need a scalable offer which is an offer that you can deliver to a massive amount of people without more infrastructure. Maybe it’s a software or a digital product. It doesn’t matter if you sell to one person or 10,000 people, your work is essentially the same. You need a scalable offer and you need a consistent lead flow. It could be through social media, Facebook, YouTube, Instagram, pay-per-click or even infomercial. It doesn’t matter but a consistent lead flow and you need closers who can close. If you have those three things, you can scale. You need all those three things, but then you need to have the offer dialed in. You need to have your traffic source, your lead flow dialed in and every single time you add a new closer, it adds another $100,000, $200,000, $300,000, $400,000 on your revenue. You keep adding that and you take a lot of profit, reinvest back to that lead source, you scale so you get more leads and then you hire more closers. Before you know it, you’ve got a decent-sized business.