How to Sign $10K Clients Over the Phone (My Exact Script)

So the intro is the first two to five minutes of your conversation with someone, and you really have two jobs.

Number one, establish rapport, and number two, set the frame.

I will get on a call with someone and I will look at their Zoom frame, and I will find something in the frame that I think looks interesting.

I'll be like, "Hey, that's really cool.

Like, I love that design." And then I'll say, "Cool.

So you ready to dive in and get started?" And they'll say yes.

And then I will set the frame of the conversation.

So here's basically what it sounds like.

"Awesome.

So my goal here really is just to help you get clear on what you need.

And from there, if I think I can help, we can talk through what that looks like, and you can decide whether or not you want to move forward with that.

Or if I think there's someone else out there that'd be better for you, I can do my best to point you in the right direction instead.

Sound good? Awesome." So that's basically setting the frame.

And what am I doing there? Well, I'm basically establishing that I'm on their team.

My goal in that conversation is not to be a product pusher.

In other words, I'm not coming into that call thinking, "How can I sell this person on my thing?" I'm coming into that call saying, "Let's get clear on what's actually going on for you and what you need." It also establishes that you're the leader in the conversation.

Sometimes people come to sales calls, they start asking questions.

If someone says, you know, "Tell me about what you do," or, "How much does it cost?" or something like that, I will always come back to this frame.

And I'll say something like, "Awesome.

Yeah, we can definitely get into that in a couple minutes.

But I guess before we get there, what I really want to do here is get clear on what you need and how we can help you get to where you want to be.

So why don't we start with this? I'd love to ask you a couple questions." And I'm really holding that intentionally throughout the entire conversation.

Now, pro tip, I mentioned this earlier.

There's actually a lot of research that shows that if you do your sales calls on video, you will close at a higher rate.

So if you're doing your calls over audio only, just switch to video calls and you're gonna make more money.