How I sell $50,000 websites (full sales process)

If you've never sold a $50,000 project, it might seem impossible to do it. The reality is that there is a proven process you can follow. Alpha Ninja, we sell five to six figure projects every single month. And the best thing is that I'm not in the sales calls and also that we're doing exactly that for customers which are listed on the stock exchange and also for customers doing hundreds of millions of dollars in revenue. If you want to learn exactly that, ensure to stay until the end of the video. Before getting to the sales process, let's understand why do most sales calls fail and why was I failing at sales calls. I tried to present everything on one call. So I was trying to showcase to the customer that I'm the best that uh I know exactly how much is that going to cost. So I showed them the price uh on the first meeting and I was talking a lot. So realistically people were bored and just with a small transition before we get to the sales process of trying to understand that the sales call is a consultation call. It's like you go to the doctors. When doctor, the doctor should not be giving you prescription based on how you look or based on the first sentence you say. They want to know a lot more things before they give you a like a prescription for any medicine. And it's the same in sales. So you should focus on how are you different not how are you the best because everybody's telling them that they're the best. You need to understand the customer and showcase how are you different so that you can accommodate the needs that they have and also you should focus on customer doing the talking. We have a metric at FL Ninja where customers should be talking 80% of the time on the first sales call. Yes, 80%. If I go back to the beginning of my career, I was thinking that if I'm doing 90% of the talking, that was amazing. But the reality is it was the worst decision ever. So, step number one, somebody reached out to get on a call with you. Amazing. This is the best thing ever that can happen. When somebody books a call with you, don't try to present everything and to show them the price directly and to think that you know what they need. You don't know. Maybe they don't need the thing that they reached out to. Maybe you can like offer them some other services and like some other value. But in order to uh run the first sales call properly, you need to answer these three questions. Why? Why now? And why us? I know they sound dumb. They sound that they're like just three questions that anybody else can answer. But most of the clients I've had previously, I did not know how to answer these three questions. Why do they need a service? Because sometimes they just say, "Hey, I want this. " And they're going to become the worst possible customer because they don't know why they need it. If you have a really good and good business case and you know why exactly they need it, you're going to have a better sales call. You're going to be positioning everything better. It's going to be so much easier for you to sell. Then why now? A lot of deals lose traction because the customer does not need it now. So you need to understand why did they reach out now? What's the timeline they want to go live? Why do on that timeline? Because if they don't have any urgency or if you cannot create the urgency on your front, the reality is you're not going to be closing the client and they're just going to maybe come to the final stage and then ghost and disappear and you're going to wonder why did I lose all this time to close the customer? And then finally, why us? And this is the most important question I would say and the most harder to answer actually because the customer needs to understand why would they work with you and not with somebody else. Yeah, I know I know but if you ask yourself why are they working with me? The answer should not be well it's obvious like it should be maybe because you have 10 customers in a specific industry. Maybe you ask them different questions. But the more you talk to a customer, you should try to get a sense of why would they actually work with you and why does it make sense for them to work with you. And if it doesn't, I have sales calls today where my sales team at the agency goes ahead and says, "Hey, we're not the right fit. We're going to recommend you somebody else. They go to that other person and down the line they might recommend us a bigger customer and we get better brand exposure. " Second call, strategy call. So the first call was about 25 to 30 minutes. That's probably realistically how much you're going to be getting from the customer. On the second call, you want to focus on the strategy. So, you went ahead on the first call, you listened to the customer, you understood why, why now, and why us. And then on the second call, you want to show them the strategy. So, maybe a little bit of what you discussed, their problems, their pain points, their end goal, and kind of how does success look like for them. Then you possibly show some relevant case studies from your portfolio and then you show them the approach the process of hey based on what everything we discussed we believe that it's good to do this maybe you don't agree with everything they said on the first call you're like hey you know what you said X but I believe why is a little bit better for you because of the goal you want to achieve so this is also where we give

them free value because the more we have AI ways for customers to do things on their own the more they're going to be looking for experts which are going to be able to guide them in the process. So the strategy call is the best place to go ahead and showcase your solution to the customer. Why would you approach to that solution a little bit differently than anybody else and what exactly they need depending on the customer. Sometimes we go ahead and send the price here. I mean like we showcase the price as well. Sometimes we do that on the third call depending on how deep into the solution we go to and depending on I mean like how complex the solution is then we go to the so and the important thing is like that you don't send the pricings like just out of the blue so on the demo call you're probably not communicating pricing maybe some ballpark pricing on the strategy call you're communicating pricing on the deck but you do not share the deck before the call and then finally on the third call on the so call you go ahead head and jump on a meeting. You prepare a contract for the customer and you go over just over the most important things. You don't want to bore a customer with everything in the contract, but you want to showcase that you've spent the time to create a really detailed so you've maybe highlighted three or five sections that you want to discuss together with them which you believe are important, payment terms and stuff like that. And only after even at that point they say, "Hey, you know what? This sounds good. " Then you send them that over to the email and they can slowly go ahead and make their decision. And then afterwards, I mean like the fourth call is usually negotiations. One thing I always try to do is to never leave the first call without booking the second one. So maybe the process initially is going to be easy. You're going to meet maybe on Monday for the demo call. On Tuesday, you're going to meet for the strategy call. On Wednesday, you might meet for the S. call. And then like everything else afterwards that that's going to be following uh is going to be negotiations. So maybe that's going to be stretching for a month, two months. Uh I mean like we have sales processes which were lasting for 2 years. So selling something more expensive is also going to come with different items. Uh but the most important thing is like that you never leave a sales call without booking another one or without agreeing on when is the next touch point because maybe customers don't know can they get on a call yet. Maybe they are still getting the budget approval. But you need to know that they're going to say, "Hey, I'm going to get back to you on Wednesday evening or something like that. " So that you know something which you can uh anchor to and which you can expect to know when the client is actually going to be giving you a response. So with that said, you can see that sales at our company and sales at scale is more of a science. The more you know exactly every single next step that you have in the sales call, the easier it's going to be for you to run a business and to know how many customers you need to get, how many customers you're going to be closing, and to have a predictable way to run your business and kind of run your freelancing or career or like your agency business. And if you want to learn a little bit more about how to run and scale your creative business, ensure to visit the link down below where we're going to be preparing some great resources for