This is a great swipe to study if you're looking for a way to get new consulting clients. Of course, Frank has his business setup to handle volume, but you can...View More
still use his strategy. It's very simple & you might've heard it before - tell them "what they should do" for free & charge for the actual implementation of it. So, essentially you're pitching the "free" stuff so it doesn't sound like a sales pitch & then using great conversion tactics to turn them into paying customers. Keep in mind, making this strategy as powerful as possible means dealing with the prospect as personally as possible (in this case, on the phone). It allows you to build more rapport than if you just communicated over email. In terms of the free deliverable, you of course want it to have value, but as a salesman, your focus should be on how great it would be if it was implemented & how much work it would be for them to do it themselves. Lastly, pay attention to the $100 deposit Frank has you make. The deposit plays several KEY roles. First, it does indeed eliminate the non-serious. Two, it makes the person more likely to buy because they already made a small commitment & three, makes the deal seem a lot more exclusive. Want to see a similar example? Frank & Ryan did an almost identical pitch here: http://swiped.co/file/consulting-salesletter-from-ryan-deiss-frank-kern/
