This one sentence books more calls

The most common problem I see with my audience, is not enough sales.

Pretty standard really.

And without trying to sound like a wanker, I’ve never really had a problem with leads or sales.

It’s because I follow a very simple principle.

I’ll sell people what they want.

If you want more sales calls, more sales, more leads, more bookings…

More – WHATEVER.

Follow this.

It doesn’t matter if you’re trying to get people to book calls from a YouTube video.

Make sales from a video sales letter (VSL).

Convert people from an email list.

Just do this.

  1. Who is your ideal audience? Be specific. Give them a name and an identity that THEY recognise.
    1. Funnel builders
    2. Pet store owners
    3. YouTubers
  2. It cannot be something so broad and generic that it applies to EVERYONE
    1. Small business owners
    2. Service based businesses
    3. Growth mindset based individuals
  3. A good litmus test is, if they had to google a type of insurance, what insurance would they search for that’s specific to them?
    1. Insurance for pet store businesses
    2. Insurance for authors
    3. Insurance for keyboard manufacturers
  4. Here’s the core part – what number on what dashboard do THEY check, to make sure they can pay their bills that month?
    1. It sure as shit isn’t “authority” or “engagement”
    2. Insurance agents look for clients
    3. Dentists look for patients
    4. YouTubers want views
    5. Podcasts want downloads
  5. Don’t overcomplicate it – stick to the language and “token” or currency that they want more of
  6. What number would make your audience go “holy shit!”
    1. $10,000 client or a $100 client?
    2. 100,000 downloads or 100 downloads?
    3. 100,000 views or 100 views?
  7. You need to give them a taste of the types of numbers they want

—WARNING: THIS IS WHERE MOST PEOPLE HAVE THEIR BIGGEST OBJECTION—

“But Mike! What if I don’t know how to get those numbers! I can’t guarantee that! I’ll be seen as a scammer!”

Calm down.

You have three choices.

  1. Learn how to get those numbers
  2. Figure out how other people got those numbers and create case studies
  3. Choose another market

There is absolutely nothing I, you nor Superman can do about this.

If you don’t have a clear, compelling, exciting offer that makes your audience say “I want to work with this person”, then you won’t get any clients.

You’re not making guarantees, you’re not making promises.

You’re trying to figure out what people want.

Now, here’s the important part.

Tell people that if they want this THING:

Youtubers, get 100,000 views per video in 21 days without spending a cent on a new editor.

Dentists, get 5 new $10,000 patients in 30 days without spending a cent on ads

Podcasters, get 100,000 downloads in 15 days without repurposing any of your content

And tell them that if they want it, to contact you. Get in touch, download your PDF, sign up to the newsletter, jump on a call.

Mike Killen

Mike is the world's #1 sales coach for marketing funnel builders. He helps funnel builders sell marketing funnels to their customers. He is the author of From Single To Scale; How single-person, small and micro-businesses can scale their business to profit. You can find him on Twitter @mike_killen.