SFB Member: I just personally don’t like that model, like, selling on the phone with high ticket, with a lot of pressure.
James: There doesn’t have to be any pressure at all. I sell high ticket on the phone all the time, and there’s absolutely no pressure whatsoever. A lot of it has to do with how warm they are by the time they get to you.
So when I’m getting someone on a phone call, they’re already very educated and invested, and warm. Think about going back to the source. Where did this traffic come from? For example, a lot of my traffic comes from a warm podcast. They’re listening and listening and listening. They are seeing little videos over and over again. They also come from referrals from people who have already dealt with me. And so they come hot. Or maybe they’ve seen me speak in an event, maybe they read my book.
So these are – live events, book, video, podcast, YouTube ads will be good. Facebook ads would be good. And then you get them into the on-demand webinar. Now, you could try and go straight for the sale without the close at all, without the phone call. Have you tried just putting an order button?
SFB Member: No. I think through all the mess that I did, selling live on webinars have a better conversion for me.
James: Live will but you have be present for that. That’s still selling. In fact, I don’t do live webinars, because it seems like more work to me than just having an automated email sequence.
So the way that I got around that for SuperFastBusiness is I’m focused heavily on conversational sales. And by that, I mean, if someone visits the sales page to see the offer, they will have given up their email address and they will be entered into my cart abandonment sequence which will go for about two months.
And some of those emails will cause them to be in an email exchange with me. And I love emailing people back and finding out more about their situation, helping them with a few questions. And if my program is good fit for them, I’ll recommend it to them and often they’ll buy.
So I would say, focus on your traffic source, improve that. Focus on the conversion element. Maybe instead of the phone, try an order button. And maybe instead of speaking to them, you could get into a conversation with them via email.
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