Hey there, it’s Isaac from Leads to Earnings. Welcome to the newsletter.

(est. 3 minute read)

Today I will be going over:

• How to BAMFAM to close more deals

• Recipe to cook up wins

• I will also share a few cold email links and tips.

Hopefully you enjoy it.

Actionable Cold Email Tip

Most people selling a high ticket offer to a cold B2B audience are going to need at least 2 calls to close the deal.

The reality is not every sales process is going to fit into 2 calls. It could take 3, 4 or even more calls to get the deal across the line. You might have to speak with multiple decision makers, align business priorities and get aligned on timelines. And because of this, it’s not always going to be as clean cut as you want. That’s just life though.

I’ve been reviewing my client’s sales processes and I noticed a bottleneck where prospects were ghosting in between the first discovery call and the demo call.

Anyone facing this bottleneck is not following the BAMFAM principle. BAMFAM = Book a meeting from a meeting. In other words, never leave your call without a clear next step booked into your calendar. Never leave anything to chance and certainly don’t give them the ‘option’ to book in time with you after you hop off the call.

This prevents your prospect from ever living in no-man’s land.

Remember, you’re doing the selling, so you should be guiding the prospect to the next steps. People want to work with someone who is proactively driving the engagement. They don’t want to have to ask “what’s next?”. They want a leader who is going to get them to their goal. This is the reason so many people will hire a personal trainer, even if they know their way around the gym.

So.. back to bamfam. Let’s talk about how to actually get the second meeting booked while live on the call.

Pull up your calendar while you’re on the call, say something like: “Based on what you’ve shared today, the best next steps are to book in a follow up call where I can share a {custom deliverable}, I’ll give you more context on our process and give you a chance to ask more questions. Then we can talk about how to get started if it makes sense for you. Does that sound fair?”

If they respond with ‘yes’, then say: “Ok, I’m open on DAYOFWEEK at TIME1 and TIME2. What works?" And then book it in.

If they push back, you can simply say: “ hey, I know you’re juggling quite a few priorities like {relevant point you covered on the call}. Being said, calendars fill up fast. Let’s just book the time in as a placeholder and if you decide to move forward before then, we can use the call as onboarding or we can push if needed. What works to discuss on….DAY and TIME?”

The end result of making this change is a tighter sales process, stronger frame and more cash collected.

Next time, instead of leaving next steps to chance push for a follow up meeting until your contract is signed, sealed and delivered.

Don’t count it until the money is in bank,

Isaac

Useful Bits

• Tweet of the Day: (link)

• Quote of the week: “It’s not about money or connections. It’s the willingness to outwork and outlearn everyone when it comes to your business. And if it fails, you learn from what happened and do a better job next time.” — Mark Cuban

• Quick bite-sized pointer: Daily success framework: >focus on inputs (get reps) >create daily structure to build (deep work) >outlast (don't quit). Add in bias toward action and you'll be cooking up wins.

How I Can Help You

If you like this newsletter and want to work with me, there are a few ways we can do so:

1. I have a ton of free content that will help you get more clients on my YouTube channel. I post insights from operating high converting cold email campaigns for dozens of B2B companies that have added hundreds of thousands in recurring revenue.

2. If you are looking to improve your cold outbound skills but don’t want to hire anyone, I have a free 71-page course that teaches everything you need to know about cold email.

3. If you want a custom cold email campaign specifically designed for your business & ideal target audience, I have a few slots available to show you how it works. Book in here and on the call I will deliver a full 5-angle cold email campaign for you to use to bring on more high paying clients.

4. If you’d like to hear about how I can help you and your company grow, you can book a call with me here. I might be able to help you grow faster, or I might be able to refer you to someone who can.

Share this with 3 people and get a free training showing you how to convert more cold prospects into warm leads with cold email.

I hope you enjoyed this brief email.

Talk later,

Isaac