Latest / GTM Made Simple / How to Close $10k, $50k, and $300k Deals FAST

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How to Close $10k, $50k, and $300k Deals FAST · GTM Made Simple

• 0:00
  All right. So we are doing some behind the scenes and it looks like you want to hear how do you
• 0:04
  close a 300 K deal in one maybe two meetings at most. So I'm going to teach you that. And I'm going
• 0:10
  to walk you through step by step. But before I do that, I want you to learn how to close a ten K
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  deal and then a 50 k dl. And the reason is if you can understand the principles of ten k dl, you can
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  get to 50. You can understand the principles of 50 k dl you can get to 300 K deal. You just can't
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  jump right from 10 to 300. And the process is very similar. You just need to follow a
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  very clear process. And it's different for a ten k DL. The way you think about it, strategize and the
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  number of steps you take in a 50 K deal, there's a little difference there and a 300 K. That's where
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  you get to the next level. That's the strategic level, the most highest value level. And then you
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  get to that when you start closing it to your deal, you can understand that. You can even close
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  $1 million DL doing that same exact strategy. But before I teach you how to close a 300 K deal,
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  you have to learn how to close a ten K deal and a 50 K deal. So we've been riffing on so many
• 1:05
  different ideas, but sounds like you want to know how we actually build a $10 million business. And
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  within that, we have had many deals that were $300,000, deals that we closed in to calls. And
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  that is very hard to do if you don't know what you're doing. And if you're trying to find a
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  different version of like, let me challenge your sales, let me do Sandler's thing, and you may have
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  like medic process, or there's hundreds of frameworks that you can look at and you probably
• 1:30
  are trying it right now, but when you're trying to close big deals like that, it's very different. So
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  let me just break it down for you what it takes to close a $10,000 deal. How is it different than
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  closing a $50,000 deal? And how is that different than closing it $300,000 deal. But you don't need
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  to have hundreds of calls to do each one of them. Most of them are either one call flows or maybe
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  two max three. So here we go. So for a ten K deal, I'll talk about when we were trying to do a basic
• 1:58
  level of fractional folks where individuals are buying for 10-K, what we would do is instead of
• 2:03
  having calls with them, will literally send them a recording, but they have to watch that recording
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  to be on the call. So that recording was about an hour and a half. So they're not experiencing our
• 2:13
  brand, our authentic version of how we do things and what they will receive. All the features, the
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  benefits, the community, the experience they will feel they're part of. I'm going to say literally
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  the community. Why? Because when they hear you for an hour and a half, they literally have spent an
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  hour and a half with you. And when they do that, when you're on the sales call, they're like, I know
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  you. I know what you stand for. They're asking very basic questions around, is this for real? And
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  they're having been more vulnerable around how they want to make this work. But it's one call.
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  They've always spent an hour and a half with you. So at one point we used to have 20 calls of
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  people talking to us, and we were closing four deals. And I was like, that does not make sense. We
• 2:56
  don't want to build a business like that. So we flipped it and we did this recording, but they
• 3:00
  have to sign up and watch it. So we went from 20 calls to now five calls a week and we closed four
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  days. So if that's what you want, you want to close the same, if not more for a ten K deal, if they can
• 3:11
  spend more time with you before the call than on the call. You can literally close the deal. And
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  that's what we've done for a decade. You have a business that you're trying to close about 10-K.
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  That's how you do it. You make sure that they know your brand, that they don't know your brand. They
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  watch something about you. For you. That's enough where they're like, I want this. And it needs to
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  have a lot of elements to it that we built in our course. And and that's what you need to do. That's
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  a done deal for a 50 K deal. Now you typically have multiple people part of the buying process.
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  So you want to make sure especially in B2B if you're selling something that's 50 k. Now you need
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  to figure out what is it they want. What is they looking for. One of the best ways we have close to
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  50 K advisory deals. We will follow them around. We will tag them on different posts. So even before
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  getting to a call, here's the three things we did. Number one, we figured out who is the person that
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  we're selling to. A lot of times most people do not know that they think they're selling to
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  marketing or sales or CEO. You need to know who the exact person is. Is that Jonathan who runs
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  marketing, who's based out of Atlanta? Like, what is it? Who is that person? right. And what would that
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  person cares about you? To find that person, make sure you know that person makes you connect with
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  that person. Make sure you are LinkedIn following them and have some relationship going. This is not
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  again this is pre call because the goal is to close the deal in a call or to not trying to
• 4:31
  hound them down, but actually when they get on a call you have to close it. So you build a
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  relationship by following them, seeing what they're saying and then start building some
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  relationship with them online. And that's what LinkedIn is great for, that you can go follow them,
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  you can tag, you can comment on that, and not in a way where you're constantly getting behind them,
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  but enough where they notice you one day. What's going to happen is they're going to click on your
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  name and they're going to go to your profile the day that happened. That's when magic starts,
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  because they took the time because you've done some real good comments, thoughtful comments on
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  their LinkedIn post or whatever they did that made them go look at your profile the day they
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  look at your profile. That's an alert. That's a trigger. You should have a system set up where it
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  said, hey Jonathan, thanks for following me and thanks for checking on my profile. I was thinking
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  about you. And here's something I want to share with you. Still not asking for a call because you
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  do not want to get on a call until you're ready to close. You want to get on a call only when the
• 5:29
  time is right. So you now Add gave them a tremendous amount of value. You obviously have
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  been providing value, which is why they went to your profile. And now that they're on your profile,
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  you're reaching out again. They are thinking your pitch. It fits something to them, but you don't. You
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  give them more value. You give them a manifesto of some sort or something in the industry, or send
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  them something that is so valuable that they're like, oh, thank you. Now you're in a conversation
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  with that person. Now that you're in the conversation with that, you say, hey. And there's
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  another thing. I was thinking about you and and here's something. And again, you go back to the
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  same 10-K thing. You go back and send them a recording for them to watch. And if they watch
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  that recording and get on a call, guess what? You build a relationship with them. They followed you.
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  They went to your profile, you added more value to them. They watch a recording with you. And now when
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  they get on a call, guess what? That is a one call, maybe two call close. That's how you do for 50 gig.
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  Now let's get to a 300 gig, because that's where people say there is no way we can do this in 2 or
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  3 calls. That's impossible. We need ten calls. We have 50 people in the thing. How do we do that?
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  Well guess what? Who's going to be buying a 300 K solution or a 300 K event series or 300 K
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  sponsorship? Who's and how is it going to do that? First of all, there is no budget for something
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  like that. Companies typically do not have a budget. Say we're going to spend a $300,000 on
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  some event series or sponsorship or something like that, which means it's discretionary. This
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  means the CEO has to be convinced that this is something they need to do. So what do you do? You
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  create something, what we call round tables. We create executive round tables where you invite
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  another executive. That's your customer with the executive you want to sell. So when they're in a
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  round table you do not do a call with them. You actually invite them. Executive, executive
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  executive a round table in that same industry. And let's say you have a legal tech client and you
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  have a legal tech future customer that you want to be a client, you invite them to this round
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  table where you only have five legal tech CEOs talking about what's happening in the industry
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  and how they should do that, and exchanging notes around it. So you become the person who builds a
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  relationship with all these legal tech companies. One of them happens to your customer, and you open
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  up and connect those people and say, hey, you both live near Boston, you all should connect and you
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  create that connection. They obviously would come to the roundtable because they're going to talk
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  to not you as a salesperson, but to another legal tech CEO. So that's fantastic when that thing
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  happens. After that, they're like, hey, what do you guys do again? And how can I get into it? And what
• 8:03
  is this? Now you already have an advocate, the customer of yours, who's going to tell them all
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  about how they are being successful. And then you get a call on them and say, hey, this is what we do,
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  but we only have two seats because it's $300,000. We do not have hundreds of seats available. If you
• 8:19
  want in, let's work on this thing. And that's how you still close that deal in 1 or 2 calls you
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  notice for 10-K. You're literally saying, I don't want to talk to you until you watch this at 50 K.
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  I want to build a relationship with you. But I'm not going to sell anything until you follow me
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  back. Or there is a connection between you for a 300 K deal. Let me introduce you to someone that
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  you value, which is another CEO of a similar industry. And then you do that in an executive
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  roundtable, not a webinar, but an executive roundtable format. Now you have trust because
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  nobody's going to buy anything from you for $300,000 if they don't trust you. That's the
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  difference between how you sell a 10-K, a 50 K and a 300 K with 1 or 2 calls. Now that you heard
• 9:03
  this, you can literally go to run on GMOs. And we have lots of research. There are 100,000 people.
• 9:09
  Follow us on all these. Go to market different ways of going to market as a business leader, as a
• 9:15
  CEO, as an executive. Have your team follow us. 100,000 people reading it every single day. We
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  create content that helps companies go to market in the best way possible. And all of these are
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  strategies. These are not tactics. These are actual strategies that can help you win big. So now that
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  you have this information, let's get moving.