Episode 071 - How This Copywriter Closes 80% Of His Qualified Prospects

We had Joshua Killingsworth on a few weeks ago, when he talked about how his divorce and child-custody requirements virtually “forced” him to move quickly from another business to copywriting. We got a lot of response and appreciative comments on that show.
Joshua also shared his empathy-map process, which gets the copywriter very much in tune with the prospect’s thinking and feeling. Something all copywriters need to do, but, sad to say, not all actually do.
Today, Joshua’s going to talk about something completely different. Something that should make him the envy of every freelancer listening to today’s show: How he closes 80% of the prospects he talks to.
I’m really excited to hear what he has to say.
But everyone should also be excited, as I remind you, that…
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Copy is powerful. You’re responsible for how you use what you hear on this podcast. Most of the time, common sense is all you need. But if you make extreme claims… and/or if you’re writing copy for offers in highly regulated industries like health, finance, and business opportunity… you may want to get a legal review after you write and before you start using your copy. My larger clients do this all the time.
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1. One thing you do in your process that seems very smart to me is you make sure your prospect has an offer that makes sense by itself before you’re willing to consider them as a client. This makes sense to me because, without a compelling offer, no client can be successful, no matter how good the copywriter is. Could you talk about how you evaluate their offer and what you look for?
2. Then there’s the client – the person you’ll be working with. We’ve all made the mistake of jumping into a project, only to discover we can’t actually work with the person on the client side. How do you evaluate a prospective client?
3. You have an intermediate step after they make it over your offer and can-I-work-with this client hurdles, and before you take them on as a client. Could you describe that step, how it works, and why you do it?
4. OK, you have a step called “ask the right questions.” Of course, anyone would want to do that. But you have a special purpose in mind. Could explain that?
5. Once you close the deal, you don’t wait – you get right on it. Not everybody does. What’s your thinking on that?
6. And finally, you have a follow-up step that is brilliant. And simple. Yet so many people just don’t take this step themselves. Want to talk about that?


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