Get the person, not the pitch. You are not selling yet.
Say it your wayHey Jarraya, it's Cyrus with RealityShow.com. How's your day going? Where are you calling from?
Listen for: Their mood, their energy, and whether they are really here or half on something else.
2
Set the tone
Listen: step 2Under 30 seconds.
Tell them how the call goes, so they relax and you lead.
Say it your wayHere's how this works. I'll tell you what we do, you tell me about you, and at the end we'll both know if it's a fit. If it's not, I'll tell you straight. Sound good?
Listen for: A yes. Now they know you are running the call.
3
What we do, and is it a fit
Listen: step 3Under 30 seconds.
The short version, then ask if it lines up. Send the call link now.
Say it your wayWe build your show, your name and your business. A reality show about you, your personal site and your book, and the business under it, so the attention pays. Does that line up with what you want?
Listen for: Do they light up, or do they want something else? If it is something else, find out now.
4
Get them talking
Listen: step 4Under 30 seconds.
Ask about what they do now, then be quiet and take notes.
Say it your waySo tell me what you're doing right now. What's the business? How long have you been at it?
Listen for: What they sell, who buys it, how long they have been doing it, and how it makes money today.
5
Find the ruin
Listen: step 5Under 30 seconds.
Find what is not working. Dig until you hit the thing that hurts.
Say it your wayWhat's not working? Where are you stuck? How long has it been like that? What have you tried?
Listen for: The ruin: the real problem in their words. Not the nice version. The one that keeps them up at night.
6
If nothing changes
Listen: step 6Under 30 seconds.
Let them say where they end up if they keep going the same way.
Say it your wayIf nothing changes, where are you a year from now?
Listen for: Them saying out loud what it costs to stay the same. Do not say it for them.
7
If it changes
Listen: step 7Under 30 seconds.
Let them paint the picture of it working.
Say it your wayAnd if it works, if people know you and buy from you, what does your life look like?
Listen for: What they really want. Money, freedom, respect, their kids seeing them win. Write it down.
8
The 14 days
Listen: step 8Under 30 seconds.
Tell them how we start, and what it costs.
Say it your wayHere's how we start: fourteen days. We set up your accounts, write your story, build your first site and your first offer, film, and run your first ads. On day twelve you see your season plan and we both decide. It's $997.
Listen for: Questions. Questions mean they are picturing it.
9
Ask
Listen: step 9Under 30 seconds.
Ask them to start. Then stop talking.
Say it your wayDo you want to start?
Listen for: Silence is fine. The next person who talks after the ask is the one who decides. Let it be them.
10
Hear the "but"
Listen: step 10Under 30 seconds.
Let them say all of it. Then make sure it is the only thing.
Say it your wayOkay. Is that the only thing stopping you?
Listen for: The real reason. The first one they say is often not it.
Say it your wayMoney: "We can do $99 a week, or $1 today and the rest starts Tuesday." Partner: "Can we get them on the phone right now?" Need to think: "What's the part you need to think about?"
Listen for: If it is not a fit, say so. A no today is better than a refund fight later.