Marketers: These 7 Sales Frameworks Will Explode Your Business

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All right, today we're diving into the art of sales both for your marketing business and also on behalf of your clients so that you can actually drive more success for them. And we're not talking about marketing gimmicks or pressure tactics. We're talking about strategic selling and how to craft offers that are just so good that people would feel silly saying no. So, I've studied top minds like Mitchell Tibo and Alex Hormosi. And today, I'm sharing my own spin on what really drives conversion, particularly in the 9x12 business, if that's what you're in.

So, I have seven killer sales frameworks for you today. And let's get right into it. And first, if you guys need proof that I know a thing or two about sales, I'm sitting in the car right now in a two-hour drive. And I actually got my girlfriend to drive. And I didn't do that by convincing her of all the the great things that would happen that I would do for her if she drove.

I did it by asking her questions. I asked her, "Do you like us being so broke?" And she, of course, she said no. And I said to her, "Well, what would be the the number one thing that I could do in this two-hour period to make sure that you and I are no longer broke." And she answered the question for me, record a video.

So, that's what I'm doing. She sold herself. So, I put my money where my mouth is at. And let's get right to the frameworks. So, number one, pain is the pitch.

You've probably heard this. People don't want to buy drills. They want walls with holes already in them. But let's go deeper on this. Most of us try to sell solutions, and that's fine.

But the best offers, they start with pain. So ask yourself, what's frustrating your ideal customer? What's frustrating local businesses every single day? What's eating their time or draining their confidence or costing them money even? And bring that pain front and center.

Make it really vivid. Make them feel that pain all over again. And then once they feel that pain again, then offer your solution. And why would you do that? Because when people feel the pain, your offer becomes a relief, not a pitch.

So number two, speed is better than free. Most people think that free is the ultimate hook or cheap is the ultimate hook. But there's something better. Speed. Especially for local businesses.

People aren't desperate for cheap in most cases. They're desperate for fast and reliable and simple and won't take up too much of their time. So say this, I'm not giving you a freebie. I'm giving you fast, easy, simple results. And if your offer solves their problem quicker than they expected, they'll pay more for that than any discount anyway.

And or Alex Hormosi says that speed beats free every single time. And just a quick heads up, if you're still figuring out your offer as a marketer, I think the 9 by12 method is the perfect starting point. It's the simplest $500 sale out there. And it acts like a Trojan horse to get you in the door with local businesses. So you can use it to land clients quickly and then upsell your bigger marketing packages like web design, etc.

All the things that you do. So the 9x12 offer alone can easily pull in $5 to $10,000 a month in direct profit. Never mind, like I said, it's a Trojan horse that can help you drive sales and some of your other services. So, tap the video in the top right corner or click on the link in the description to see exactly how the 9x12 method works step by step. So, let's move on to number three, the reason close.

When people are hesitating, they often say something like, "I can't invest right now." And then most sellers back off right there. But here's the flip. When the prospect says, "I can't afford it right now." This is what you say back.

Exactly. And because you can't afford it, that's exactly why this matters. This is exactly why I'm offering this to you. So, you see what we did? We flipped the objection into a reason to actually act.

So, this is called the reason close. You take their hesitation and show how the solution directly addresses that specific painoint. So, let's role play. Prospect says, "I'm too busy." And then you respond, "Exactly, and the whole point of this is to help you get your time back."

Or in the 9x12 situation, prospect says, "I'm too busy." And you say, "Exactly." And the whole point is for you to drive more customers. That way you can actually choose the customers that won't keep you so ridiculously busy. Something like that.

It's subtle but powerful and it works cuz they basically give you the answer to their objection. Number four is a Horoszi law. It's ratio of runway to ask size. So this is a game changer. Big asks need a long runway.

So if you drop a high ticket offer on someone that's cold, it's like trying to launch a 747 off a driveway. It's just not going to happen. You need to build the relationship, give value, set expectations, start with small sailboat conversations, and build that trust. This is what I'm talking about how the 9 by12 method is the perfect Trojan horse to get you in the door because it's a small offer that then builds trust. So they'll they'll trust you with other larger offers.

Then once you have that trust, pitch the yacht. So Alex Hormosi said it best. The bigger the plane, the longer the runway. All right, number five is the value equation. This one's straight from Hormosi as well, but I'll break it down my way.

Basically, value equals your prospect's dream outcome multiplied by the likelihood of success divided by delay times effort. So, let me decode that for you. Say you're selling a fitness program. The dream outcome is a shredded physique. The likelihood of success, you've got testimonials, guarantees, and support that show that it's likely that they're going to be successful.

The time delay, 12 weeks, and the effort side of things is 4 days a week of work and meal prep. So your job is to maximize the top promise and make it feel like it's attainable. And then your second job is to minimize the bottom. So shorten the timelines, simplify the execution for them, make things easier for them. So that's how you engineer value because it's not just about price at the end of the day.

There's a lot of things that go into it, especially with such busy small business owners. You really just need to make things simple for them. And by the way, if you want to build an offer like this using the 9 by12 method, comment offer and I'll send you a free workbook that's packed with templates and scripts that can help you craft flawless offers quickly. So number six, raising price actually raises your value. Here's a paradox.

When you raise your price, people often value you more, which is weird, right? Think about it. Luxury brands, elite programs, exclusive events, they're expensive on purpose because price shapes our perception. lower your price too much and people think, "Is this low quality?" Instead, charge what it's worth and back it up with real results.

So, in the 9x12 business, don't discount your program. You're already providing immense value. When you discount your program by too much or too often, you shoot yourself in the foot because you're basically telling them, "I'm not valuable enough to go get somebody else to pay full price." Number seven, strikeouts equal progress. So, let's get real.

Most offers won't work the first time. That doesn't mean you suck. It just means you're swinging. you're at bat. And even the top baseball hitters strike out more than they actually hit the ball, but they still keep stepping up.

And sales is the exact same thing. So test your offers, refine your messages, and iterate on pricing a little bit because you only lose when you stop swinging. Okay, so let's wrap this thing up. Start with their pain. Prioritize speed over free.

Flip objections into reasons. Build a runway before your big asks. Use the value equation. Raise prices with confidence. And fail forward every time.

And again, if you want the full breakdown of how to use the 9 by12 method to add an extra 5 to $10,000 a month to your marketing agency, watch this video here. It'll walk you through step by step from your first pitch to a full scale roll out. I'll see you on the next one.