How To Close SIX-FIGURE Deals Without A Proposal!

Last updated: Jun 29, 2023

This video is about Ryan Stewart running a live consultation sales call with a prospect for his Consulting business, where he analyzes the prospect's website and provides suggestions for improvement in terms of content, messaging, and copywriting to increase conversions.

This video by Ryan Stewart was published on Oct 25, 2022.
Video length: 24:30.

In this video, Ryan Stewart takes viewers behind the scenes of a live consultation sales call with a prospect for his consulting business.

He discusses his analysis process, including reviewing the prospect's website, content marketing, social media, email, and paid traffic. Ryan explains his simple process for recording notes and addressing opportunities and issues.

He emphasizes that this is how he closes six-figure deals without a proposal, and encourages agencies and consultants to watch the video to learn how to close large deals in less time.

  • The website needs to be developed and has thin content.
  • The overall copy and messaging need improvement.
  • The messaging should focus on problems and pain points.
  • Conversion-based and problem-focused copy is necessary.
  • Improvements should be made in conversion-based copywriting.
  • Specific landing pages should be created for features and functionality.
  • Keywords should be targeted on landing pages to improve search visibility.
  • More content should be added to the website to provide value to visitors.
  • The website should be optimized for conversions and user experience.

How To Close SIX-FIGURE Deals Without A Proposal! - YouTube

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Opportunities and issues found on the website

  • The website is thin in terms of content and needs to be developed.
  • The overall copy and messaging could use improvement.
  • The messaging should focus on problems and pain points.
  • The copy should be conversion-based and problem-focused.
  • There is room for improvement in terms of conversion-based copywriting.
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Improvements in overall messaging and copywriting

  • The copy should focus on the core problems and pain points of the target audience.
  • The messaging should be clear and easily understandable for new visitors.
  • The copy should align with the brand and customer needs.
  • Specific landing pages should be created for features and functionality.
  • Auto-playing videos should be reconsidered.
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Building out specific landing pages and targeting keywords

  • Landing pages should be created for specific features and functionality.
  • The landing pages should be constructed around keywords that potential customers are searching for.
  • More pages should be added for reviews and results.
  • Research should be done to determine the relevant keywords.
  • The landing pages should target those keywords to improve search visibility.
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How To Close SIX-FIGURE Deals Without A Proposal! - YouTube

Additional suggestions for improvement

  • More specific landing pages should be created for features.
  • Reviews and results should be highlighted on the website.
  • More content should be added to the website to provide value to visitors.
  • SEO should be a focus to improve search visibility.
  • Overall, the website should be optimized for conversions and user experience.
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Website Audit

  • The SEC ruling has changed, allowing portfolio managers to have financial advisor reviews on their site.
  • There is not a lot of content on the website, with many pages having sub-500 word counts.
  • Blog content is important for SEO performance and should be longer form.
  • Building out the structure and navigation of the website is crucial for success.
  • Analytics data was not accessed, but it is assumed that there is not a lot of activity on the site.
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Lead Generation

  • The primary source of leads is referrals, but the company has recently engaged in LinkedIn campaigns.
  • They are getting about five leads per month through these campaigns.
  • They have a salesperson and a BDR to help with sales.
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Content Strategy

  • Content is important for positioning the company as thought leaders in the space.
  • Content should be created for various platforms, such as LinkedIn, blogs, podcasts, and YouTube.
  • A specific system is used to identify customer problems and create topic clusters for content.
  • The best medium for creating and distributing content is determined based on the topic and audience.
  • Recommended distribution channels include blog content, audio (podcasts), and video (YouTube).
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Overcoming Content Overwhelm

  • Creating a content map that outlines all the brand's content in one document is recommended.
  • 90-day sprints can be used to focus on creating content in manageable increments.
  • Content creation can be challenging, but it is a powerful way to build a competitive advantage in the industry.
  • There is a blue ocean opportunity in this industry for companies willing to invest in content marketing.
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Content Strategy

  • Develop a content strategy every 90 days for 10 topics.
  • Build the right content based on the chosen topics.
  • Consider available resources when deciding on the level of hands-on involvement.
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Organic Search (SEO)

  • Organic search can be divided into three main categories: technical, website content, and PR.
  • Technical aspects include website structure and speed.
  • Website content plays a crucial role in organic search.
  • PR can be a powerful tool for improving search rankings.
  • Working closely with a PR company can help ensure effective results.
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Paid Traffic

  • Consider running paid ads to generate leads and qualified pipeline.
  • Paid search, such as Google AdWords, is a direct response advertising tactic.
  • Paid search can inform organic search strategy.
  • Use a blended search approach by pushing successful paid keywords into organic search.
  • Start with a limited spend to test keywords and gather data.
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Email Marketing

  • Email marketing is often overlooked but can be highly valuable.
  • Build a list of qualified leads through email subscriptions.
  • Regularly make offers to the email list to generate leads and conversions.
  • Segment the email list based on specific criteria, such as industry or interests.
  • Utilize email marketing to nurture leads and build relationships with potential clients.
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Email Marketing Strategy

  • Emails should focus on nurturing leads and converting them into qualified leads.
  • Create content for emails that aligns with the content created for other platforms.
  • Use automations to drip out content over time.
  • Send out special offers to book a call on a monthly or quarterly basis.
  • Avoid using emails solely for company announcements.
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Copywriting and Messaging

  • Most people are unaware of your product or service, so focus on creating awareness.
  • People are self-interested, so speak to their problems and anxieties.
  • Create content that addresses the benefits and anxieties of your target audience.
  • Focus on solving their problems before introducing your solution or product.
  • Many B2B companies struggle because they go straight for the sale without addressing customer needs.
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Social Media Strategy

  • Use native platforms for social media posts to keep attention on the platform.
  • LinkedIn, Twitter, and YouTube are the most effective platforms for reaching new people.
  • Facebook and Instagram can be used for remarketing ads once awareness is built.
  • Focus on building attention and awareness before implementing remarketing strategies.
  • Consider simplifying social media management by focusing on a few key platforms.
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Pricing and Plan of Attack

  • Provide a high-level plan of attack for implementing the strategies discussed.
  • Include pricing estimates for the proposed services.
  • Emphasize that the pricing is not final and is meant to give an idea of the cost.
  • Offer to discuss the plan of attack and pricing in more detail.
  • Express gratitude for the prospect's time and interest.
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Section 1: Building a cohesive strategy

  • Start with a simple strategy to align all marketing efforts.
  • Go through everything in the marketing and sales process to build a plan of attack.
  • Define the channels and platforms for advertising.
  • Create a content strategy and determine the scope of content needed.
  • If no one is currently dedicated to marketing, it is recommended to hire a full-time content person in-house.
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Section 2: Services offered

  • Offer website messaging and UX improvements.
  • Provide copywriters and designers for content creation.
  • Offer a one-time cost for these services.
  • Recommend hiring someone internally and then managing them on a monthly consulting agreement.
  • Can also handle media buying for platforms like Facebook and Google.

Watch the video on YouTube:
How To Close SIX-FIGURE Deals Without A Proposal! - YouTube

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