Note: This is for offers that are higher-ticket (above $1k) and that you would like to sell over the phone.

One of the most powerful ways to establish relationship, authority and enroll new clients quickly is a super fancy, high-tech solution that you’d never guess or believe… not! It’s getting prospects on the phone!

When you offer to help someone, and give them useful advice that they can actually use to take a step toward the transformation they need, you’d be surprised at how quickly you establish an unbreakable relationship that translates into cash.

Relationship-building is the most effective way to catapult your business to 5-figure months. Essentially, by building relationships one at a time, you’re building a rock-solid referral network. Once someone knows, likes and trusts you—which can happen within minutes over the phone, as opposed to much longer online—you’ll have a space within their mental rolodex for the next time they (or someone they know) needs help.

In this lesson you’ll get a template for generating client calls on demand. Let’s get started.

The “On Demand” Template

Here’s a simple content template that you can use to line up strategy/discovery calls. I’ll share the post, then walk you through the structure step-by-step. This post can be used over and over to generate calls at any time.

So, let’s walk through this post play-by-play.

Element #1: Start with high energy. Here, I used an emotion and an energetic intro – “What’s up ya’ll!”

Element #2: Pre-frame why you want to offer a call – “You’re in our community, so we want to get to know you… in fact, we want to help you.”

Element #3: Set expectations by indicating you “opened up” X number of spots, and it’s free – “We’ve opened up 10 slots next week to jump on the phone with you and help. Totally free.”

Element #4: Allay fears of bait-and-switch – “No sales pitch… no pressure… just expert advice to help you and your business succeed.”

Element #5: Share your process – Step 1, Diagnose – “We’re experts at diagnosing the ‘gunk’ that prevents you from moving forward… whether it’s something holding you back, something in your marketing or business model that isn’t working, anything…”

Element #6: Share your process – Step 2, Strategize to achieve [their desired outcome] – “Then, we’ll strategize how you can get faster results.”

Element #7: Allay fears, Part 2 – “If we can’t help, we’ll refer you to someone who can.”

Element #8: Create sense of cause to rally around – “Because as entrepreneurs, we’re in this together… no one succeeds alone… so it’s in our best interest to connect.

Element #9: Call to action – what are their next steps? – “If you would like a call with Michael and I, comment below and we’ll connect with you.”

Element #10: Include a photo of you smiling – subconsciously, a smiling photo will inspire immediate connection and give your post an inviting, personable touch. 

Then What?

Once you have some calls scheduled, here’s how you approach them. Note, a few lesson ago we walked you through our Aligned Sales Framework. The below script is a modification on that, which is designed around the offer you made in the Clients on Demand template. Since you promised to work out a specific plan, that is what you will do; and it will be done in a way that invites them into your offer.

First, you must ensure your mindset on these calls is right. Regardless of whether they translate into new clients, your intention should always be to serve. They should walk away a little closer to being the person they desire to become.

You do this by centering yourself before the call, and dropping your attention down into your heart. When you connect to someone on an emotional level (rather than intellectual), you are more present, and rapport and trust is subconsciously established with them far more quickly.

When you approach calls with this intention, you plant seeds of know, like and trust. These are seeds that will sprout and grow into a harvest of new clients. So as long as you embody this intention, every call is a productive act of relationship-building.

Now, the other key mindset element is this: approach these calls as the expert. You are here to listen, diagnose and plan. Listen intently, ask questions that guide them in discovering deeper levels of themselves and their situation, and share stories (of yourself or past clients) that impart a sense of hope or certainty in them.

So, here’s the structure of the calls:

1. Get to know them, and establish rapport:
   
   “Where are you from? So you’re doing XYZ? I’m curious, how did you get involved in that?”
2. Diagnose their situation:
   
   “So, tell me a little about where you’re currently at and what you’re stuck with…”
3. Dive deeper by asking more questions:
   
   “How is that affecting your personal life? Why is that important to you?” Etc.
4. Tell them, based on their own words, what the underlying problem is: 
   
   “So, from what you’ve told me, you’re struggling with [XYZ]. What is almost always the case is that [ABC] is the problem here, so that is what you must solve…”
5. Create a plan:
   
   “Alright, so this is how I would typically solve this. First, you need to do [XYZ]. Does that make sense? Does it sound like it would help? Then, you need to do [ABC]. Does that make sense? Does it sound like it would help?” Etc.
6. Summarize: 
   
   “So, here’s a summary of your next steps… now, is this something you think you can handle alone? Or would you like help?”
7. If they want help, and they’re a good fit for your offer, simply offer to help:
   
   “Well, this is exactly what I help my clients with, and I’m 100% sure that together we can achieve [whatever their goals are, verbatim]. I am currently enrolling into my [signature system/program name] program, where we work together to achieve [results] in [X] days.”

8. Ask them if they’d like to hear the price: 
   
   “Does that sound like something that would help you? …Would you like to hear the price?”
9. Give them the price, along with specifics:
   
   “It’s a total of $X. The program includes [what it includes]. Through the duration of the program, our focus is to [repeat their goals]. Does that sound good?”
10. If they say yes, collect the money:  
    
    “To ensure you secure your slot, let’s take care of payment while we’re on the phone. I wouldn’t want anything to happen and have the remaining slots fill because of a technical error.”