{"id":4313,"date":"2015-04-17T07:26:17","date_gmt":"2015-04-17T12:26:17","guid":{"rendered":"https:\/\/blog.growthtools.com\/blog\/?p=4313"},"modified":"2015-04-17T08:11:05","modified_gmt":"2015-04-17T13:11:05","slug":"pitch-and-close","status":"publish","type":"post","link":"https:\/\/blog.growthtools.com\/?p=4313","title":{"rendered":"Send this exact email to get your first customer (swipe copy included)"},"content":{"rendered":"

This month I’ve been\u00a0walking you through the step-by-step process of starting your first online business.<\/p>\n

Here\u00a0is the\u00a0framework\u00a0we’ve been following:<\/strong><\/p>\n

Step 1:\u00a0<\/strong>Find a popular blog post that teaches a specific marketing tactic.<\/p>\n

Step 2:<\/strong>\u00a0Identify people who want that marketing tactic implemented in their business.<\/p>\n

Step 3:<\/strong>\u00a0Get them to pay you money to\u00a0do it for them.<\/p>\n

A handful of people have\u00a0run with these strategies. Started their\u00a0own business. Even quit their\u00a0jobs.<\/p>\n

But let’s be honest\u00a0for a minute…<\/p>\n

99% of you have tried and failed.<\/p>\n

Why is that?<\/p>\n

Last week I picked up the phone and talked with several of you\u00a0to find out.<\/p>\n

I wanted to know\u00a0what was going on.<\/p>\n

What I discovered\u00a0was this:<\/p>\n

When it comes time to\u00a0pitch your service and get\u00a0your prospects to pay you…the wheels fall off.<\/p>\n

\"\"

Today I’m going to teach you the simple framework I’ve used for more than 10 years to pitch and close any service.<\/p>\n

It’s helped me sell everything from multimillion-dollar conveyor systems to marketing services.<\/p>\n

By the end of this article, you’ll have everything you need to pitch and close your first customer.<\/p>\n

Ready to get started?<\/p>\n

[su_quote style=”modern-blue”]<\/p>\n

If you want to get back up to speed, here are the previous articles:<\/strong><\/p>\n

\u2022 Lesson 1:<\/strong> How to make $1,000 in the next 14 days<\/a><\/p>\n

\u2022 Lesson 2:<\/strong> Case Study:\u00a0How Devesh produced\u00a0$10,000 per month in recurring revenue<\/a><\/p>\n

\u2022 Lesson 3:<\/strong> Case Study: How Jonathan Siu made $2,000 in 5 days<\/a><\/p>\n

\u2022 Lesson\u00a04:<\/strong> How to find the email address of your prospects<\/a><\/p>\n

\u2022 Lesson 5:<\/strong> How to build a relationship with your prospect before pitching<\/a><\/p>\n

\u2022 Lesson 6:<\/strong> How to pitch and close your first contract<\/p>\n

[\/su_quote]<\/p>\n

How to pitch your service so your prospect loves you and wants to work with you<\/h1>\n

Selling a service is a delicate thing.<\/p>\n

If you’re too aggressive, you come across as a spammy salesperson.<\/p>\n

If you’re too passive, you will die of starvation because no one will buy from you.<\/p>\n

How do you find the balance?<\/p>\n

How do you pitch your service like Devesh and Jonathan do, so that your prospective clients like you and want to do business with you?<\/p>\n

This is how…<\/p>\n

You don’t pitch them at all. \ud83d\ude42<\/strong><\/p>\n

Let me explain.<\/p>\n

As soon as you start\u00a0“pitching” your prospects, you psychologically\u00a0go into “How can I make money from you?” mode.<\/p>\n

You DON’T want to do that.<\/p>\n

It\u00a0positions you with\u00a0all of the other yahoos running around selling stuff.<\/p>\n

Here is an example of someone doing that…<\/p>\n

\"\"

Does this email make me like them? No<\/strong>.<\/p>\n

Does this email make me want to do business with them? No<\/strong>.<\/p>\n

Is this a lazy email sent by someone who didn’t spend more than 5 minutes before pressing send<\/em>? Yes<\/strong>.<\/p>\n

There is a different way to go about selling your services.<\/strong><\/p>\n

A way that leaves your customers saying things like this…<\/p>\n

\"\"

Two-step process\u00a0to\u00a0make your prospects fall in love with you (and hire you)<\/h1>\n

So…<\/p>\n

How do you get your prospects to fall in love with you and hire you?<\/p>\n

Here is my two-step process.<\/p>\n

Step 1: Execute your service for them.<\/strong><\/h2>\n

Most people start the sales process by telling their prospects what they can do for them.<\/p>\n

The typical pitch email looks\u00a0like this:<\/p>\n

\"\"

Can you spot the problem with this?<\/p>\n

The main problem with this pitch is that I don’t have any idea\u00a0whether or not they\u00a0can do what they say they can do.<\/p>\n

All this person has done is TELL me what they can do.<\/p>\n

But I don’t know them. I don’t like them. I don’t trust them.<\/p>\n

In order to turn me into a customer, they have to overcome all three of those hurdles.<\/p>\n

Know.<\/p>\n

Like.<\/p>\n

Trust.<\/p>\n

If you are a huge established firm with a massive brand name, then these three hurdles are fairly quickly overcome.<\/p>\n

But you aren’t any of those things.<\/p>\n

You are just a random person on the internet.<\/p>\n

So… how do you go from being a random person on the internet to being known, liked, trusted and hired?<\/p>\n

Here is the secret….<\/p>\n

SHOW THEM WHAT YOU CAN DO.<\/p>\n

Don’t tell them. Show them.<\/p>\n

What if\u00a0the PPC firm sent me this email instead?<\/p>\n

\"\"

Does this email make me like them? Yes!<\/strong><\/p>\n

Does this email make me want to do business with them? Yes!<\/strong><\/p>\n

Is this a lazy email sent by someone who didn’t spend more than 5 minutes before pressing send? Heck no! (That took me\u00a045 minutes to write.)<\/strong><\/p>\n

The key to making this work is to show your work to your prospects before you contact them.<\/p>\n

Step 2: Perform your initial service for free.<\/h2>\n

But what next?<\/p>\n

How do you go from working for free to getting paid?<\/p>\n

Simple. Ask for it. \ud83d\ude42<\/p>\n

What you’ve done in Step 1 is crack the door open.<\/p>\n

That is the hardest part.<\/p>\n

Once the door is cracked, swinging it wide open is as easy as asking for it.<\/p>\n

You do that by sending an email (or having a conversation) like this…<\/strong><\/p>\n

\"\"

Action items<\/h2>\n

And that’s it.<\/p>\n

That’s how Jonathan, Devesh and myself went from being random dudes\u00a0on the internet to working with the world’s top entrepreneurs.<\/p>\n

(People like Michael Hyatt, Pat Flynn, Jon Morrow, Jeff Goins and Noah Kagan.)<\/p>\n

Nothing extravagant.<\/p>\n

Just hard work, a solid strategy and persistence.<\/p>\n

Do you want to do the same thing?<\/p>\n

Here are your three action items for this lesson:<\/strong><\/p>\n

Action Item #1:<\/strong> Pick one prospect\u00a0from the list you put together last week.<\/p>\n

Action Item #2:<\/strong> Audit their business and\u00a0verify they actually need your service.<\/p>\n

Action Item #3:\u00a0<\/strong>Create the full deliverable for them and email them using\u00a0the “crack the door” template above.<\/p>\n

Use the\u00a0scripts I gave you.<\/p>\n

Tweak them.<\/p>\n

Make them your own.<\/p>\n

And be sure to\u00a0follow these general guidelines…<\/strong><\/p>\n

1.<\/strong> Never tell your prospects what you can do for them. Always SHOW them.<\/p>\n

2.<\/strong> Spend at least 2-3 hours on your pitch, uniquely crafting it for each prospect.<\/p>\n

3.<\/strong> Attach your work\u00a0to a direct ROI whenever possible\u00a0(ex. “pay me $500 and you make $2,000”).<\/p>\n

4.<\/strong> The “cracking the door” stage isn’t about you getting paid. It’s about you working for them and showing results.<\/p>\n

5.<\/strong> People in positions of authority are 100x busier than you. Be patient with them. But be persistent.<\/p>\n

6.<\/strong> Always, always, always follow up. Unless someone tells\u00a0you “Go away! Never talk to me again” you should have a calendar reminder to engage with them\u00a0again.<\/p>\n

Now you know exactly what you need to do.<\/p>\n

No excuses.<\/p>\n

Time to get to work!<\/strong><\/p>\n

..<\/strong><\/p>\n

Oh!<\/p>\n

One more thing…<\/p>\n

PS:<\/strong>\u00a0Just hit me that I left something out of this series. In hindsight\u00a0it’s\u00a0probably the most important lesson I’ve learned in my 14 years in sales.<\/p>\n

Instead of you going out and manually\u00a0finding customers, pitching them and closing each individual sell, you can use this approach to\u00a0attract prospects to you<\/strong>. This\u00a0flips the entire dynamic of the sales process. It puts you in a position of power to charge more and be more selective about who you work for.<\/p>\n

Early next week I’ll show you how to do that. Keep your eyes out.<\/p>\n

PPS:<\/strong> (Do blog posts even have PS sections? I dunno. Let’s make it a thing.)<\/em>. Do you have questions on how to use \u00a0the ‘crack the door’ technique to start your\u00a0business? Leave them below and I’ll jump in and personally help you.<\/p>\n","protected":false},"excerpt":{"rendered":"

This month I’ve been\u00a0walking you through the step-by-step process of starting your first online business. Here\u00a0is the\u00a0framework\u00a0we’ve been following: Step…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-4313","post","type-post","status-publish","format-standard","hentry"],"_links":{"self":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/4313","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=4313"}],"version-history":[{"count":0,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/4313\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=4313"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=4313"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=4313"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}