We’ve all had it happen.
We get a new prospect on the phone.
We build rapport.
We uncover their biggest problems.
We ask them where they want to go.
We take notes.
We “Stretch the Gap” and connect the dots between their problems and our program.
We are excited! This person sounds like the perfect fit.
And then it happens.
“I need to speak with my partner first.”
“I just don’t have the money right now.”
“I am just shopping around, but I will let you know (they rarely do).”
As a consultant or coach, these type of situations are maddening.
They waste your time and piss you off.
They leave you in a position of need, of chasing, guessing, wanting to punch a hole in your computer.
So what can we do to decrease the likelihood of getting one of these dreaded excuses?
I have been fine-tuning my process for converting a cold lead into a paying client over the past 18 months.
Without a doubt, one of the biggest changes has been the amount of content and the number of contacts between when someone applies and when they get on the phone with me.
In this article, I want to walk you through my current process so you can get answers to some of the most common objections before you even get on the phone with someone.
I want to walk you through this…
Scheduler > Application > Post-Application Authority Page > Pre-Call Email #1 > Pre-Call Email #2 > Call
After someone watches a webinar or video or reads a blog post like this, they are prompted to schedule a call on my scheduler page.
Most of us have seen one of these but here is my current page > http://jonschumacher.com/scheduler
There is a 9-minute video they can watch to hear more about my services and then schedule a time on my ScheduleOnce.
I have used Calendly, Acuity, and a few others but like ScheduleOnce for these type of funnels. It looks good on mobile and also has an automatic redirect which can be used to direct people to your application page.
There are also text and video testimonials on the page to start building authority right away.
Here are some of the qualifying questions I am asking for my application…
- How much are you willing to invest to get help?
- What is your current monthly revenue?
- How much would you like to make?
- How soon are you looking to get started?
- Are you the financial decision maker for your company?
- I have programs/services that range from $1,500 to $25,000. Are you are financially able to commit at least $1,500, likely more?
These are the biggest objections you need to overcome or risk wasting your time:
- Do they have the finances and are they willing to invest?
- Are they ready to start now, or are they shopping around?
- Can they make a decision on the call?
You can see from the questions I am asking, I get all that information upfront.
I know they have the money. I know they are looking to get started now. I know they are the decision maker.
There are other questions I ask but these are the ones I have added to further strengthen my qualification process.
Not only do these questions save you from getting on the phone with an unqualified prospect but they also take the edge off of the phone conversation because most of the logistics have been shared up front.
Post-Application Authority Page
After the application, they reach the post-application authority page that allows them to consume some authority building content.
It also tells them what to do before the call.
Here is the copy on my current page…
You Are In! Got Your Application…
I got your application and will be following up shortly with any questions I have about working together.
I put together this brief document to share with you what to do now to get the most out of our call…
How to Get the Biggest ROI from Our Call
I have been truly blessed to help people from small niches like Jiu-Jitsu create 5-figure webinars to more mainstream offers generating 6-figures per webinar.
Below I have shared three case studies/interviews that will help you get the most out of our call. Please explore at least one of these case studies/interviews before our call. This will help to make this call more impactful for you and give you an idea of who I am and what I can do for you.
Case Study #1 [Video]: “How to Enroll More High-Ticket Clients with Automated Webinars”
Watch me teaching how to land more 3k-10k clients with webinars at the national conference of a leading CRM company.
Interview #2 [Video]: “How To Use Webinars To Increase Your Online Course Sales”
Watch as I am interviewed by a leading course management software company sharing how to use webinars to sell more courses and online programs.
Interview #3 [Audio]: “Dialing In Your Webinar Strategy”
Listen in as I am interviewed by an industry leading marketing podcast. This is one of the best interviews I have given on the most important strategies for a successful webinar. Highly recommend listening.
Hey, just bragging a little here and sharing some of my best testimonials below 🙂 Here is what some of my past clients have to say…Talk soon.
[Insert Testimonials Here]
Pre-Call Email #1 send within the first 12 hours after applying
At this point, they have watched your webinar/videos, they have scheduled a time, they have filled out your application, they have gone through your post-application authority page, now there is a time gap between when they applied until your call with them.
How can you continue to build know, like and trust before the call? How can you decrease the likelihood of a no-show?
That’s where your pre-call emails come in.
Have your assistant send the following email…
Just want to let you know we received your application.
I am writing to confirm your scheduled call with [insert name] and [insert time].
Please write back to confirm.
You may have seen this after submitting but just in case you missed it, here is how you can prepare for our call (link to your authority page).
Pre-call Email #2 send within 24 hours prior to the call
Excited for our call coming up soon.
I know you answered some of these questions in your application but it would benefit us both and save us time if we can confirm ONE THING before we get on our call…
If you like what you hear on the call would you be ready to invest at the end of the call?
This means the following…
- The timing is right for you and you are looking to get started ASAP.
- You are not shopping around. If you are, go do that first and come back to me when you are ready.
- You understand this is not a coaching call, this is a call to make sure we like each other before working together.
- You are the sole financial decision maker for your company. If not, you will have your partner/partners on the call with you so we can make a decision on the call.
- I have programs/services that range from $1,500 to $25,000. You are financially able to commit at least $1,500, likely more.
As you can tell, I am only looking to get on the phone with people who are ready to move forward. As a consultant, my time is valuable. I am sure you understand as a business owner yourself.
If you do not agree with any of the statements above, please cancel your appointment with me when you get the Scheduleonce reminders for our call.
If you are good with all of the statements above, then I look forward to talking with you at our scheduled time.
At this point, the biggest objections have been removed. If they are on the phone with you, you know they are financially qualified, they are looking to get started right away and they are the decision maker.
Now you can just focus on further understanding what they need help with and connect the dots to your offer.
I may write another post on what to say during the call but for the most part it is simply…
- Building rapport
- Finding out what they need help with
- Connecting the dots of what THEY want to your program
- Closing the deal and taking payment
Add some of these pre-call items to your process and watch your sales go up without hard selling and your no-show rate drop like a rock.
What to do now
If you would like help creating your own high-end application funnel so you can sell more of your high-end products and services, schedule a call with me right here.