Tips for Selling High End Offers on the Phone

If you’re committed to making big paydays from your online marketing efforts (instead of dribs and drabs of income), then giving new leads and customers a phone call is a great way to sell high-ticket products and services—and make big sales you would not otherwise have.

What keeps a lot of people from doing this is that it can be very uncomfortable—but mostly when you’re doing it wrong. When it’s done right, it’s less frustrating and very rewarding. And once you see the results, you’ll get even more motivated to keep it up.

To help you earn as much as you can from phone sales, I have a few tips for you that I’ve learned while training and watching our own team of phone salespeople in action.

Let’s start at the beginning…

When to Make Your Calls

Once you’ve been notified of a new lead or sale, research shows that the faster you respond, the more likely it is you will close a sale. This is because if you take too long, people will forget what they asked for, lose interest, or get in touch with your competitors instead.

Don’t lose the sale to the other guys! Marketing research shows that responding within 7 minutes, when possible, will maximize your chances of success. Set the habit of getting back to people quickly.

Also, the best times of day to contact people by phone are 8:00 – 10:00 in the morning and 2:00 – 5:00 in the afternoon. Between 7:00 – 9:00pm is also a good time to reach people at home. Schedule blocks of time for phone calls when people are available, and make your callbacks or prospecting calls then.

Then, once you get on the phone…

Get to the Point

If you fumble around or sound like a telemarketer, you’re going to get hung up on. Start out by telling them the following in your first sentence:

  1. Who you are
  2. Where you’re from
  3. Why you’re calling

Remind them what they saw on your website and what they bought or opted-in to receive. It’s funny, but people quickly forget! Let them know in a straightforward manner you’re getting back to them to answer any questions they have, to personally thank them, or to give them the information they need.

Stay Relaxed and Flexible

You don’t need to dominate the conversation or be afraid of the prospect and what might go wrong. Remember, they contacted you about something they want.

So relax and keep your cool. Just have a straightforward conversation with them as you would with a friend. If you appear too nervous, people get suspicious or skeptical and that can damage your sale.

Another ninja tip is to speak in the same tone of voice and pace as they do. This is called mirroring and matching. If someone speaks quickly, they probably don’t want to waste time and will respect you more for doing the same (people like those who are similar to them). The same is true for people who speak slowly. Try it and see!

 

Ask Find-Out Questions

There’s not much to say or sell until you find out some important information from them first. Then, you can tailor your responses to be as effective and relevant as possible.

Ideally, you and your prospect will both be speaking 50% of the time. Get them talking by asking questions, such as confirming their reason or motivation for contacting you or placing an order with you in the first place.

Learn their story. Then you’ll know what to say and how to say it when it’s your turn to speak and persuade.

 

Make Recommendations       

Once you’ve made a connection, built rapport, and found out their motivations and needs, now is the time to make suggestions to them.

You can recommend more information, a front-end product that’s ideal for their situation, or begin to describe how purchasing a high-ticket product or service such as a course, seminar, coaching, or mastermind group can help them get what they want (and change their life).

So there’s the basic structure of each phone sales call you make. I see it work over and over again as I watch my own sales people call my new leads and sell our higher-ticket programs.

Speaking of which, if you still don’t quite feel like spending the time and energy calling prospects yourself, my phone team can make the calls and close sales FOR YOU…with you standing to make $1,000, $3,000, or $5,000 each time.

The program is called My Top-Tier Business, and it has generated over $4 million in revenue – half of which has been paid out in commissions. So that’s $2 MILLION cash in commissions to people like you.

For more details on how to enroll in our Done-For-You marketing system to promote high end products, click here.

Making it Rain (New Leads) With Article Marketing

For years, article marketing has been a free and straightforward way to get new visitors coming to your squeeze page and opting in to your email list.

You may have heard article marketing is dead. Well, it isn’t…the process is just different now than it was in the late 90’s and early 2000’s.

What Has Changed

It used to be that people could scratch out a lame article and submit it in as many article directories as humanly possible and get lots of backlinks to help your website get ranked and discovered through Google Searches.

Nowadays, article marketing ALONE has lost a little steam because Google does not give the same weight to content found in article directories like EzineArticles.com.

But, people are still reading articles there every single day. Some of them will find and read yours, see your link at the end, click it, and go to your website directly as a result.

Your Article Marketing Cheat Sheet

Submitting your articles involves the following steps:

Step 1: Decide what to write. Find out what your prospects are interested in from keyword research and from your own interactions with subscribers and customers on the phone and via social media. Make a list of topics and pick one to cover.

Step 2: Write the article. I’ll show you how to produce quality articles further down.

Step 3: Add your resource/bio box and insert a link. There’s a space at the end of each article where you can tell people who you are and what you do, as well as give them a link to click on if they want to find out more.

Here are two crucial tips for writing the bio box. The first is to tell people exactly what they will get by clicking on the link you provide (such as the free report or video they will get if they opt into your squeeze page).

The second tip is to take the last paragraph of the article and put it in the bio box instead, so people will not stop reading. Make the resource box look like part of the article, and people will at least be sure to read what’s in it. Both of these tips will lead more readers to click your link and visit your website (which is a requirement if they’re going to subscribe to your list).

Step 4: Create an account with EzineArticles.com. They will ask for your name, email, password, a photograph, and a short bio/description of who you are and what you’re an expert in.

Step 5: Post the article. Once you’re set up with an account, it’s time to post articles one at a time.

How to Mass-Produce Quality Articles

If you have 2 hours dedicated to writing articles, how many would you rather have when you’re finished—one, two, four, or even more?

The more you have, the better, as long as you don’t compromise on quality. This is because each article acts as a hands-free salesperson, out there on the internet prospecting in your behalf.

So the more articles you can produce, the better! The secret to doing this is to use some productivity hacks that help you produce more content quickly.

One strategy is having a template for your articles. For example, if you want a 500-600 word article, all it usually takes is:

  • An introduction paragraph telling the reader what they will learn,
  • Three to five main points to make (one point per paragraph), and
  • A conclusion paragraph reminding them of what they learned and what it will do for them.

By working quickly and following this formula, you can knock out an informative and interesting article in 30 minutes—even 20 minutes with practice!

Another strategy is to record yourself talking on a subject and quickly transcribe it into articles. This works especially well if you are better at speaking than you are at writing. You can even do it in your car on the way to work!

Or, if you record videos, you can post them on Youtube with a link to your website for even more traffic;)

This is cutting-edge article marketing in a nutshell. You can ignore most of the things you read about it, because times have changed and most of what’s been written is obsolete.

Apply this and begin submitting articles regularly, and you will see an increase in traffic and subscribers if you stick with it over time.

Also, if you don’t feel like taking the time to write and submit articles, I have a unique program where my traffic-generation team that will get qualified leads for you. To learn the 21 simple steps to making your first $1,000 online, even if you have no computer skills whatsoever, click here for details.