Selling Magic: How to Make 'em Beg to Buy from You
Travis Sago’s Coffee Date Mojo presents a mindset shift and practical strategies for engaging potential clients in a way that positions you as a strategic investor rather than a service provider. The central premise is that, rather than hoping a client will hire you, you’re an investor seeking opportunities with the right conditions to maximize upside with minimal risk.
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The FRAME: Investor, Not Service Provider
The fundamental framework is about flipping the traditional service-provider mindset. Instead of approaching potential clients with the hope they will choose you, Sago advocates seeing yourself as an investor evaluating whether they are worth your time and resources. The aim is to find opportunities with substantial potential gains and low risks. This shift sets the tone for every conversation, meeting, and decision.
Preparation Before the Coffee Date
Before scheduling a "coffee date" or initial meeting, Sago advises a thorough evaluation. The first question to ask is, "Would this be fun?" This requires checking if you love the niche or industry the potential client is in. The second is, "Would they be fun to work with?" Here, a quick social media check helps discern their personality and approach.
Beyond personal compatibility, a critical factor is whether they have a long history of success with their customers or clients. Sago prefers working with businesses that have years of clientele and proven track records, avoiding new companies with little experience. Additionally, he checks if the potential partner has multiple products and does something uniquely different in their market. This helps identify companies with long-term viability and competitive edges.
Another vital step in preparation is learning what matters most to the potential partner by reviewing their website, social profiles, podcasts, or even books they’ve written. This ensures a deeper understanding of their values and goals.
Evaluating the Industry
A key part of Sago’s process is researching the broader industry or niche the potential client operates in. Each sector faces unique challenges, and being aware of these is critical in identifying opportunities. For example, real estate education is a crowded field, and the cyclical nature of real estate can make it harder to sell education when market uncertainty is high. Knowing these dynamics allows you to approach potential clients with solutions tailored to their specific challenges.
Approaching People Through Direct Messages (DMs)
When initiating contact with a potential partner, Sago recommends a light-touch approach, especially when starting out. If you’ve done your research, there's no need to ask too many questions before the call; use the call to get your “investor sea legs.”
After gaining some experience and building a waiting list, you can begin filtering prospects more rigorously. Even so, the due diligence you perform ensures there is at least one good reason to pursue the conversation.
Opening Conversations with Different Client Types
Sago outlines different approaches for different types of potential partners, from influencers and course creators to those interested in collaborations or more advanced business deals.
For influencers, the recent shift in the market places a higher value on audience growth than immediate sales. Sago suggests a conversational opener highlighting a done-for-you approach that helps grow their audience without upfront costs, offering a commission-based payment model. This low-risk offer appeals to influencers who are focused on expanding their reach.
For product owners and course creators, Sago emphasizes talking about distribution and expanding to new markets. By suggesting ways to take their product to untapped audiences, you’ll likely get enthusiastic responses and coffee date opportunities.
The Power of Positioning
Positioning yourself as an investor, buyer, or collaborator rather than a seller dramatically increases engagement. When you present yourself as someone looking to invest or buy rather than sell, people are more eager to engage. The result is significantly higher response rates, as people are naturally more interested in someone who is offering to bring value to their business.
Using Social Media for Personalized Outreach
To start a conversation that leads to a coffee date, Sago advises research-driven outreach. Focus on one personal point and one business point when initiating contact, using information from their social media or Google search results. For example, if the prospect just moved and posted about deer in their backyard, mention it as a way to establish rapport. Transition smoothly to a business point by asking about their product or service.
Protecting Your Time
Finally, Sago stresses the importance of valuing your time. By coming from the stance of being the chooser rather than the one needing the business, you can avoid desperation and ensure that you work with partners who are a good fit.
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