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Top 12 Lessons I Learned From Closing 2,500-3,000 Clients

Top 12 Lessons I Learned From Closing 2,500-3,000 Clients

Apply some of these to your own business

Matthew Larsen
August 26, 2024

Top 12 Lessons I Learned From Closing 2,500-3,000 Clients

In the past 12 years, have closed between 2,500 - 3,000 clients ranging from $2,500 - $175,000.

Here are the top 12 lessons that I have learned, both good and bad (apply some of these to your own business):

1. Everyone has two reasons for doing something; the reason that sounds good and then the real reason. You will want to try and find the "real reason" and focus on it without seeming overly manipulative or psycho.

2. The aura you have from simply being an actual expert at the service you provide is far more effective than learning all of the sales tricks that people teach.

3. It is going to be a lot easier to sell someone if they've been through your funnel funnel first (content, ads, lead magnets, email flows, conversion mechanisms, etc.).

The goal is for them to be "sold" by the time they get on the call and then you just gotta answer a few specific questions and tell them how to pay.

4. The general way to do it just to keep asking specific questions and answering their questions until they eventually come to the conclusion that they should buy from you.

5. The more leads you have, the less needy you will be, and the more sales you will close. The opposite is also true.

6. The ability to make graphics that help you communicate more complex complex (during screensharing) is one of the top 3 skills you could ever develop. Make them in Miro, Canva, etc.

7. After about 100 sales calls, you will more or less know all of the common objections. Make graphics to help you address these objections. Incorporate them into your presentation and pre-emptively address these objections before they are brought up.

8. If you don't have an answer for something, just ask them "what do you mean?" They will keep talking for a good amount of time and give you more information to work with.

9. Once you are done your screenshare presentation, immediately ask them "So, on a scale of 1-10, how much do you like this with 1 being no, this isn't for me, and 10 being, I want to start after this call."

If they say 7 for example, ask them what needs to happen to get that 7 to a 9 or 10. They will quite literally just tell you and then you are off to the races for your questions, objection handling and close portion of the call

10. It doesn't matter if their objections, concerns, limiting beliefs are "stupid," or "not true," or "illogical." If they believe them, then they are "true" to them and that's all that matters.

They are your problem and if you plan on actually making sales, you will need to solve those problems.

11. Most people's self-limiting beliefs that stop them from doing XYZ actually aren't actually that strong or deeply felt.

A lot of the time you can break people's limiting beliefs (that they've likely had for years) just by saying "Oh really, I don't think that's true" and providing 1-2 examples and a logical-sounding plan with 3-5 bullet points.

12. If you're the one who does sales & controls the offers (ie. the owner), you will have a much, much, much better result by selling a lower priced intro offer where the client can "try you out" with less risk and commitment.

Then, you do a great job, and upsell them into the higher priced recurring service you wanted to sell all along. This becomes very easy when you do a great job on the intro offer and they generally church a lot slower in comparison to if they went straight to this from the start.