How to Close High-Paying Deals
This tutorial will guide you through the steps that Ben, a 23-year-old university graduate, took to close a $101,000 deal within two months of joining the Growth Partner Accelerator. He achieved this without any case studies or previous experience running an agency.
Step 1: Choosing a Niche & Research
1.1 Find a Niche
Your first step is to identify a niche that aligns with your skills and interests. A niche is a specialized segment of the market for a particular kind of product or service. It’s important to choose a niche that you’re passionate about and where you can provide unique value.
Don’t overcomplicate this step. Many people get stuck in “analysis paralysis,” trying to consider every possible variable. Instead, focus on two main factors:
- Your skillset: Choose a niche that complements your existing skills. For example, if you’re good at digital marketing, you might choose a niche like online retail or e-commerce.
- Market value: Aim to target companies worth $1M or more. These companies are more likely to have the budget to invest in your services.
1.2 Understand Your Target
Once you’ve chosen a niche, the next step is to understand the specific people you want to target. This involves two levels of research:
- Basic research: Start by learning about the decision makers of companies in your niche. This might include CEOs, marketing directors, or other key stakeholders. You can use platforms like LinkedIn to find this information.
- Deep research: After you’ve done your basic research, go deeper. Try to understand your prospects more than they understand themselves. This means learning about their needs, challenges, and goals. You can do this by conducting interviews, surveys, or even just having casual conversations.
Step 2: High Paying Partner Acquisition
2.1 Create a Good Offer
An offer is a proposal or deal that you present to your prospects. The basics of an offer are:
- Desired outcome: What will the prospect gain from accepting your offer? This could be increased sales, more website traffic, or any other result that your service provides.
- Likelihood of achieving it: How likely is it that the prospect will achieve the desired outcome? You need to convince your prospects that your service is effective and will deliver the promised results.
Your offer should also be as effortless and time-efficient as possible. Prospects are more likely to accept an offer that doesn’t require a lot of work or time on their part.
When creating your offer, consider the following:
- Quantify your offer: Be specific about what your offer includes. This could be a timeframe (e.g., “increase your sales by 20% in 30 days”), results (e.g., “get 100 new leads”), or money (e.g., “save $1,000 on advertising costs”).
- Make it appealing: Your offer should be fast, easy to implement, solve a big problem, consistent, and tailored to one specific person. It should also present a new opportunity that the prospect hasn’t seen before.
2.2 Craft a Cold Email
A cold email is an unsolicited email that you send to potential clients. Here’s how to craft an effective cold email:
- Subject Line: Your subject line should clearly state the benefit that the prospect will gain from your service. For example, “Increase your sales by 20% in 30 days.”
- Body Copy: The body of your email should be conversational and straight to the point. Introduce yourself, explain what you do, and present your offer. If possible, include a case studyor example of a previous success to back up your claims.
- Call-to-Action (CTA): The CTA is where you ask the prospect to take a specific action, such as replying to your email or scheduling a call. A strong CTA might be, “Just reply with a simple ‘Yes’ and I’ll send over a detailed plan of how we can increase your sales.”
2.3 Add a Guarantee
To make your offer even more irresistible, consider adding a guarantee. This could be a promise of specific results (e.g., “We guarantee to increase your sales by 20%”) or a money-back guarantee if the prospect isn’t satisfied. This reduces the risk for the prospect and shows that you’re confident in your services.
Step 3: Growth Partner Sales Process
3.1 Pre-frame the Sales Process
Before you start selling, you need to set the right frame. This involves three elements:
- Positioning: This is about how you present yourself and your services. You want to position yourself as a trusted partner, not just a service provider. This means showing that you’re invested in the prospect’s success and that you’re willing to go above and beyond to help them achieve their goals.
- Mindset: Your mindset should be one of determination and independence. You need to be willing to do whatever it takes to help the prospect succeed, but you also need to show that you don’t need them. This creates a balance of power and shows the prospect that you’re not desperate for their business.
- Perception: This is about how the prospect perceives you. You want to present yourself as a high-level professional. This might involve dressing well, communicating confidently, and showing respect in all your interactions.
3.2 Prepare for the Final Close
The final close is when you seal the deal with the prospect. The bigger the contract, the more preparation is needed. Here are some tips for preparing for the final close:
- Listen: Pay close attention to the prospect’s needs, challenges, and goals. This will help you tailor your offer to their specific situation.
- Adjust your offer: Based on what you learn from the prospect, you might need to adjust your offer. This could involve changing the price, the timeframe, or the specific services included.
- Build a plan of action: Create a detailed plan of how you’ll help the prospect achieve their goals. This shows that you’re organized and serious about delivering results.
3.3 Present Your Final Proposal
Your final proposal is your pitch to the prospect. It should be a logical plan that addresses the prospect’s needs and shows how your services can help them achieve their goals. Here are some tips for presenting your final proposal:
- Focus on the prospect’s ideas: People are more likely to buy into their own ideas than someone else’s. So, make sure your proposal is based on the prospect’s needs and goals, not just your own ideas.
- Match your skill set to their desired outcome: Show how your skills and services can help the prospect achieve their desired outcome. This could involve showing past examples of your work or explaining your process in detail.
- Remove pains: Identify any challenges or obstacles the prospect is facing and show how your services can help overcome them.
Remember, the best marketing you could ever do is to be a good person. Show that you’re trustworthy, reliable, and committed to the prospect’s success. This will make you stand out from the competition and increase your chances of closing the deal. Now go out there and win.