There a three steps to a successful Follow-up Call Script:

• Build Rapport

• Recap - Problem, Tasks / Blueprint, Goals

• Answer Objections

• Close the Deal

• No Brainer Offer

• Downsell to Part-Time Doer OR;

• Downsell to Doing Incubator Standalone
  

Build Rapport

Start off with tiny bit of rapport - same principles apply as call #1. Make sure to take the lead

So if it’s alright with you, I’d like to recap our last call so that we’re talking about the same thing, sound good? 

Recap - Problem

So last time we talked about the fact that your main sticking point is [insert Recap of Problems from the Consult].  Right?

(DO NOT read all your notes word for word)

Recap - Tasks / Blueprint

...and because of this [insert Problem], it’s keeping you stuck doing [insert tasks they shouldn’t be doing] and also stopping you from [insert tasks they want to do].  Right?

Recap - Goals

And we also talked about if you get that figured out, the real goal is to not just to build a business that is automated and has all the 7 pillars of the Blueprint.. It’s also to [insert Financial, Business and NMG Goals].

Now did I miss anything or do you still think we’re on the same page? 

Awesome… so how’re you feeling? 

Answer Objections

Proceed into objection handlers, clarifying questions, if necessary

Step #4: Close Deal

Your first and best move is to close on the same offer you provided them yesterday.  

If you’ve dealt with all objections and they’re still not walking over the line, you can use the following offers to close the deal.  Approach these in the order they’re listed below and ONLY offer the next one if you’ve exhausted the option before. 

• No-Brainer Discount

• Downsell

• Part-Time Doer

OR

• Doing Incubator Stand-alone

No-Brainer Discount (if needed)

Look, I totally get the finance side for you is a minor hurdle, but I want to make this a no-brainer for you. What if I could reduce the monthly price for you down to $1,397 USD /  month.  And that’d be your price for life - not just the first month, as long as you have a Doer with Outsourced Doers, you’ll get it for that [$50 / $100 / $150] off every month.

And I know we talked about including Doing Incubator - what if I was to double your access to that?

So not only do you get a discounted price of $1,397 for life, but you’ll also get double the coaching because I know you were saying the strategic advice and guidance is so important for you to be able to grow and not feel alone in this.

If they chose OD 2…

So with the OD 2 - I was going to hook you up with 3 months access, but I’m able to double that to 5 months of coaching so we usually charge $6,000 for that if you were to buy that as a stand-alone package.

If they chose OD 5…

So with the OD 5 - I was going to hook you up with 6 months access, but I’m able to double that to 12 months of coaching so we usually charge $12,000 for that if you were to buy that as a stand-alone package.

Proceed to payment

Downsell to Part-Time Doer (if needed)

Ok, so I get it.  A full-time Doer just isn’t feasible.

Look, here’s another option that I might be able to figure out for you because I know you’re serious about getting help…

So we have a very limited number of Part-Time Doers that our operations team make available from time to time.  This means you can get a Part-Time Doer who works in your business for 2.5 days / week for $997 USD so it’s not full-time but it’s heaps more affordable.  If I could make this work, would a Part-Time Doer be of interest to you?

Ok, I’m going to quickly check that Part-Time list for you because there are 10 other consults going on right now so it changes all the time… let me see if there’s any Part-Time Doers available…

Yep, you’re good - there’s only a limited number so I wanted to double-check but I can get you in with a Part-Time Doer for just $997 USD / month.  

So that’s 2 months upfront for $997 / month plus that training and recruitment fee of $1,497 so that’s a total of $3,491…

Plus I’m going to make sure you get hooked up with the Doing Incubator Coaching Bonus as well for free.

Proceed to payment

Downsell to DI Standalone (if needed)

Ok, so I get it.  A Doer just isn’t the best fit right now for your situation.  That makes sense.

Look, here’s another option that I might be able to figure out for you because I know you’re serious about getting help…

I know you were saying the strategic advice and guidance is so important for you to be able to grow and not feel alone in this…

So, whilst the timing might not be right for a Doer today, I want to make sure you don’t go away empty-handed and go back to figuring it out the way you’ve been going…

You know what they say - if nothing changes, nothing changes!  And I know you can’t keep [insert problem].

So, I want to give you the opportunity to join us inside Doing Incubator for 90 Days - give you access to the Doing Plans, the Coaches, the Rapid Response Group.. All the goodies.

And then you can follow our step-by-step plans to go and close more clients, get all your questions answered by our coaches, get feedback on everything you create so you know you’re heading in the right direction.

So I want to give you 90-Days for the Doing Incubator - that’s normally $2,997 - I want to give it to you for $1,997.  One-off payment for the whole 3 months of access, ok?  Plus, because you said tech was the big issue, I want to throw in our Tech Pack and get the Doers on our team to build you a Marketing Funnel, an Online Course Portal and create 3 email campaigns for you to save you a bunch of time and money and headaches.

This is also a great opportunity to see what it’s like to work with Outsourced Doers and get those next few clients so you’re in the position to confidently get a Doer for your business at the end.

Does that make sense?

Also, for context, if you were to have an Online Course Portal built by an agency it would cost in excess of $10,000 - we were speaking to someone recently who’d been charged $15,000.  And Marketing Funnels in the current market are going for between $5,000 and $10,000 per funnel.  So the value in the Tech Pack is ridiculous.

I just want to make it as easy as possible for you to get started.  Because I know if you get the coaching and you get a bit of help with the tech… you’re going to be able to get more clients, make more money, bring on a Doer and be a raving success.  Like it’s a win : win right?!

Proceed to payment