How to Sell Any Service: My Exact Sales Process in Under 10 Minutes

Transcribed automatically and lightly cleaned up; timestamps open the video at that moment.

0:02I'm gonna share my sales process with you in less than 10 minutes. Let's go. The first thing I do when a client comes in, I do a discovery call, and that's me 80% of the time listening and 20% talking. I'm trying to understand what the pain point is for the consumer. Any professional services, this is the process you need to do every day when you sell a client.

0:27When they come in the door or when they come through online... Let's just take the online process. They click on your website, they book a discovery call. It's a half an hour to 45 minutes. During the discovery call, you have to zip your mouth, be quiet, let the person talk. If you do more talking than selling at that point, you are gonna lose that client.

0:48They still don't know you, and they're still trying to figure out if this is the right product, service, and person for their business. So you listen, you ask questions. "Hey, what do you do for business? Hey..." And if they start asking you questions, you convert it to asking them questions. "I need to know a little bit more about yourself.

1:08How can I help you? When is your year end?" For in accounting or bookkeeping or whatever service you are, have some questions there so that you can revert it back to them. "Tell me a little bit about your business." People love talking about themselves. Get them to talk about themselves. And just gear more questions so you understand what's really going on.

1:30In my situation, it could be three things. Is CRA asking them for their tax return? Are they spending too much time, or they can't get a hold of their previous accountant? Or do they want real-time numbers? So while I'm asking questions, I'm trying to figure out what their pain point is so that when they revert the conversation to me, I can then have a conversation and be like gear the sales pitch to what their pain point is.

1:56Everyone is different, and you gotta figure out what their pain point is before you start selling. Remember, they probably looked on your website for less than five, 10 minutes. I think the average viewership on websites are less than a minute. So they have very little content, they're busy, and they need to figure out if you can solve their solution.

2:17But they love talking about themselves, so let them talk about themself. After the discovery call, don't give them a price then. If they ask for it, you say you need more information While you have the information, so you don't have that much information now, you just have building their emotional rapport.

2:35After the call, what you do is you get more of that information. You see how committed they are. "Hey, can you send me XYZ information so I can build a proposal for you?" It is key now you're building the rapport and you're booking that sales call, that proposal call within seven days so it's still fresh and you can still solve their problem very quickly.

3:00If it's too long, they'll leave and they'll go to another competitor. While you're getting the information to build that proposal, you're doing it in the most effective way. Is it through email, phone call, text? Whatever is easier for them. Remove all the friction points. W- I set up Dropboxes. You set up whatever you can do so that you can get that quote and they're not grabbing so much information to do it.

3:25Then you book that second call, and that second call is less than 20 minutes, and now you're selling. Now the roles have reversed. It's 80% you talking, 20% you listening. You go through who you are, who your company is, what services you provide, what services they can provide. The pain points that you heard on their first conversations are brought up again.

3:49You're doing all this in real time. And then you give them the price. And you don't give them one price. You give them a bronze, silver, gold. The psychology around pricing is huge here. You might still think they know what they want, but until they see the price and the monetary value towards the value of the service, they might change their mind.

4:11And this is how you price it. Bronze, let's say it's $200. Silver is 25% of that, so between 250 and $300. Gold is $2,000, or 1,500 to $2,000. They're not gonna pick this one, but it gives you them the framework that this is a valuable service, product, and I-- and these guys know what they're doing.

4:36The bronze, less than 10% pick it because they don't wanna act cheap. Everyone picks the middle package, and that's where you focus 80% of your processes, your operations, your margins, your sales delivery. Everything is in that middle package. You essentially gear them towards that, and then you give them the kicker.

5:00After you get them to ponder about it, you give them a fast action. And that fast action is, "Sign up with me and you'll get three months for free." But you have to sign up before the end of the week, so there's urgency around it. I guarantee you, after that call, you send them the proposal, and you'll close the deal.

5:23It's a very simple process that not too many people do and not too many people are aware of, and it took me years to learn it and master it, where every client came in, I closed. Why? Because I had the process in place in order to execute what the client want. That's the first part. The second part is the execution, and we'll break that down in another episode.

5:48But if you nail down your sales process and really understand what's going on with it, you'll be successful. And I made a mistake on building Taxifi. I had a bronze, silver, gold. My bronze was $99 a month. My silver started at $299. There's a discrepancy there. A lot more people will pick the bronze because the bronze is two and a half times cheaper than silver, so people will go with that bare bone option.

6:21I just bumped my bronze up to $199 so that I gear people towards the silver. You could do it in subscription pricing. You could do it in professional services. You could do it in trades. Give them three prices and nail it down so that they have options and then they can execute and buy from you based on the options you provide them.

6:44Make sure that middle option is gonna be 80% of your clients. Make sure that when you execute it to the ability that no other business can. And if you look at your competitors in my space, accounting, they're still doing time and billing or one-fee pricing. So when they get other quotes and they...

7:04You nail down a sales process, they're guaranteed gonna go with you because they've built trust with you, they've built honesty, and they have options to upgrade if their business grows. So do that. Go and execute, and have fun doing it