I need to think about it

You're on a call with someone who's a perfect fit for what you sell.

They've been following your stuff for a while. They nod along as you walk them through it, and they ask a tonne of questions on everything from the price, the delivery, the process, the guarantees, duration etc etc etc.

It all sounds good.

But when you get to the big ol question at the end of the call you're hit with the dreaded.

"Let me have a think about it and get back to you."

Needless to say, they don't get back to you.

When I work with people who have experienced this, it's never just one call this happens on. It's a pattern they're seeing every single day.

They get loads of engagement, replies, comments.

But, when it comes to people pulling out their wallets, it simply doesn't work.

Why?

Well, when someone is asking those questions on a call, they're having to absorb the info as you're also trying to get them to make a big commitment.

... They haven't had the time to internalise the ideas and core of your offer.
... They haven't had the time to consider if the pricing is reasonable and affordable for them.
... They haven't had the time to analyse if this is the thing they really need in their business.

That's what pre-selling is for. It takes everything they might want to ask before they buy, and gives them the basis of the answer before they ever get near the sale.

It's what the tried and tested VSLs do. One long video that ran through...

... the outcome you'd get
... the problem standing in the way
... the new way of doing things
... the proof it works
... and the details of the offer

All in one sitting. And it used to work incredibly.

But, people now have shorter attention spans and, they know when they hit a VSL that they're gonna be sold something on it so their guard is up.

You still need every one of the things in the VSL. But you can cover them across multiple touchpoints to make them more digestible, through your content and emails.

Now, picture that same sales call again with someone who has...

... seen you on social
... watched you on YT
... read your last 30 emails about the process
... read a pre-sell sales page

This time they turn up already knowing the outcome, how it works, what it costs, and why it'll work for them. The few questions they've got left are about when they can start and any last, small hesitations they have.

The call's just the last step... a formality.

This is one of the core tenets of the ACCER model and how it helps you attract better buyers in a faster period of time.

I've put the whole thing into this video. It's about 35 minutes, and it walks through how it works, the three mistakes that keep good businesses stuck, and three real businesses that built one.

If sales feel like more of a push than they should, it's worth a watch.

​→ Watch it here ​

Speak soon,

Pete "think about it" Boyle