- Try to present your pitch as an offer, not as an “ask”
- An offer is your invitation to share your expertise / platform to help a customer reach a goal. This sounds confident and gives you leverage. An ask makes it feel like you are being desperate and have no leverage.
- Make the offer seem exclusive
- Ex: “Limited to 5 customers only“, “the first 20 sales only”
- Create a sense of urgency
- Ex: “Offer open until 2 days only”
- Create a limited time “deal” for a specific customer or a small group of customers. Make them feel special.
- 50% off for the first 10 customers with the coupon code XYZ
- Highlight relevant social proof
- Ex: “John is my former client who was in your same shoes. Here is how I helped him. Happy to make an intro if you want to chat with him. “
- Be prepared to handle any typical objections or hesitations
- Highlight value prop clearly & in simple terms
- Share what customers will miss out on if they don’t act now — show the stakes
- Make them look smart and as if they are getting a better deal always (than feeling like being at the short end of the stick)
- Show long term thinking, be willing to walk away and wish them good still
- Be humble but let it be clear you take your work seriously & respect yourself (value your time & theirs too)
- Always be prospecting & selling so the pipeline is never dry
- Sales is 90% listening & understanding, 10% pitching your offer
- Sales is transfer of enthusiasm between you and your customer
- Sales is learning about point A (where your customer is right now) and point B (where he or she wants to be in the future state) and showing how you can guide them there
- Always be collecting & documenting testimonials and social proof. You never know where it can come in handy in the future!
- Marketing is about creating awareness and trust about you, sales is about creating an urgency and a relevant offer to turn awareness into revenue.
- If you are selling a high-ticket item, make sure it feels exclusive and expensive. And it won’t be meant for everyone — that’s precisely the point.
- “Sales is just a transfer of conviction from you to the customer through a bridge of trust” — Alex Hormozi
Your outbound emails should teach you about the 4 core tenets of customer acquisition:
1. Can they afford it? (your service or product)
2. Do they trust me/the company?
3. Is there a real business need?
4. Is it urgent enough for them to act?
Also check out this resource →