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Your competitors can have this client…
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There’s one reply I get that makes me want to send the prospect directly to my competitors. Gift wrapped, with a little bow. This is the reply: “I’m talking to 10 other people with the same service. How are you different?” Ah yes. The ol’ boomer negotiation playbook. The most hilarious part of sending 500k+ emails a month is the feedback you get from your lovely friends, the boomers. Every day I laugh at my inbox because I usually get replies that range from:
Bonus points if the whole reply arrives in caps lock. Anyway… If you’ve been around the business block, you’ve seen this pony show before. Someone waves your competitors in your face, hoping you’ll panic and start throwing discounts at them. Now, comparing services is fair game. But there’s a difference between asking what makes your offer different… …and expecting you to crawl on your knees, beg for their money, and cut your rates in half just to have the “honor” of getting them as a client. No thx. I discovered a trick a few years ago to flip this negotiation tactic upside down. And it doesn’t involve a clever rebuttal, a pricing presentation, or a 45-minute speech about how amazing you are. Are ya ready? Here it is: “Great, well, we’ve helped 100s of business owners like yourself get results. We’re selective about who we work with, and if the deciding factor is who’ll cut their rates the most, we’re probably not a fit. Happy to refer you to someone else.” 90% of the time, it works every time (sorry, I’ve been dying to squeeze an Anchorman joke into an email somewhere). The secret is having the confidence to be willing to walk away. Otherwise, you’re just playing the same game with a different script. If they want to have a conversation about the results you can get them? Great. If they only want to see how low you’ll go? Let someone else win that limbo contest. And you know what makes walking away a whole lot easier? Having more prospects to talk to. When one deal is your entire pipeline, every objection feels like a hostage negotiation. Which is why I spend so much time talking about lead gen. If you want to learn how we’re using cold email to find prospects who actually want what our clients sell… >>>Click here to join 127 other on the waitlist for the Cold Gold webinar Catch ya soon, Parker |
The Story
Grab attention, monetize, and persuade with Storytelling Every Thursday you'll get one story and writing tactics in 5 minutes. This is the FREE newsletter that 50,000 follower accounts read.
Most folks think getting more cold email leads means: Buying more inboxes. Scraping a bigger list. And blasting enough emails to make the internet beg for mercy. Then they wonder why nobody bites, and tell the whole internet that cold email doesn't work. Enter my wild neck tattoo idea: Find people who’ve already shown you they need what you sell...with signals. And I ain’t talking “is she into you?” signals. I’m talking about the activity, trails, and traces your ICP is leaving out in the...
Getting paid $500 to book a single sales call sounds like a pretty sweet deal. Until you realize what you signed up for. Here's the dealio... Businesses will fork out a whole lotta moolah for you to book calls into their calendar. And in the world of lead generation, there are 2 common ways to get paid: Pay per lead - you get a positive reply and hand the lead directly to the client. Pay per meeting - you handle the positive reply, follow-ups, cold calls, and get a meeting booked into your...
Last week I learned a business lesson so profound I told me GF to slap it on my tombstone. Let me spill the beans for ya… When you start a service-based business, it’s easy to get pulled into the orbit of what I call “the spray and pray black hole”. Meaning? That in the beginning, you are willing to serve anyone with a pulse to get the wheels churning on your biz. Big mistake. Take our cold email agency, for example. In the beginning, my partner and I worked with all sorts of markets: HVAC,...