he doesn't do sales calls

There's a guy whose system I've been breaking down recently.

The chap sells a $30k engagement, and...

... he doesn't use a sales call.

Which goes against like all of the marketing advice you'll see.

The basic approach to choosing your sales mechanism is based on price for a lot of people.

The more expensive, the more you need a human connection.

Yet, this fella is selling $30k of services with 0 sales calls and he's doing $1.6M a month like that.

So what does he use?

A really basic sales letter. It doesn't even have a VSL embedded in it.

Sounds a bit mad, right? A $30k decision, made off a sales letter, without a single sales call.

But when you break his system down, there's a load of pre-selling built into everything that comes before that letter.

He's understood the true purpose of the sales letter.

It's not there to make the full argument for you. It's the last step in a longer journey.

By the time someone hits your sales mechanism, they should already know everything they need to know about the offer.

The sales mechanism is just a formality and there to allay any last minute arguments they might have.

The best way to think of it is a sliding scale of marketing and sales.

Marketing <---------------> Sales.

The approach I mentioned above fills the scale with primarily marketing content that educates, informs, and lays out the details of the offer. The division looks a little like this.

Marketing <------------|---> Sales.

Marketing's job is making sure people have enough info to make an informed decision. Enough to trust you and believe it'll work for them. And enough to see it fits where they're at right now.

And that doesn't come from one clever ad or a killer sales letter. It comes from the model underneath.

How you attract the right people, and how what grabs their attention links to what they buy, so the first sale feels low threat and like the right decision for them at that time.

If you've got something that sells, but every sale feels like you're dragging it over the line, it's probably because your sliding scale looks like this.

Marketing <--|-------------> Sales.

You're relying on something like a sales page or sales call to not only tell them about you, the offer, and why they need it, but also get the sale from them.

A model that works on pre-selling your leads is what is needed to make the sales mechanism more of a formality than a point of failure.

If you're seeing sales be a little sluggish, and you want a better model check out the Growth Models Accelerator. Applications for October close this Friday, and we start on Monday the 12th.

If you'd like one of the places, the details are here.

​→ See the details and apply here​

Speak soon,

Pete "last step" Boyle