The framework you’re about to discover is responsible for me closing 80% of the client calls I get on.

It’s a slower framework but it’s proven to work because:

• You discover everything your client needs
• You come up with solutions to every specific problem he shares
• You build up a lot of rapport before pitching the pricing
• You use value stacking and price anchoring

Call #1

On the first call we want to talk 20% of the time, and let our client take the other 80%.

However, we still want to come prepared.

Have a look through their current website, research some of their competitors, prepare similar work you’ve delivered before, and prepare questions you’d like to ask.

On this call we’re not doing any selling, we’re:

1. Building our frame
   1. Showing some social proof
      1. Previous work and clients
   2. Briefly explaining our value
      1. “Even though we design websites, we don’t do just that. What we do is help you win the trust of your prospects so they choose you every time. Your potential clients are online, looking at yours and 10 other businesses at the same time. And the website that wins their trust is the one they will give their money to. We help you do just that—win the trust of your online prospects”
2. If they have questions about us, we handle them while keeping our frame.
3. We’re letting the client talk majority of the time, this way they will feel understood but also we’ll know exactly how to structure call #2 in order to close them successfully.
4. Make sure to take notes!!!

Questions to ask on call #1

Not all are mandatory, just ideas on what to ask:

1. Why are you interested in a new website?