The 80% Close Rate Formula

8 snips

Jul 9, 2024

Ryan Hanley, a once-struggling insurance agent turned digital marketing powerhouse, shares his inspiring journey of building a successful digital agency in just two years. He unveils his "100 Days, 100 Videos" strategy, showcasing how to leverage content to engage potential clients effectively. Ryan emphasizes the power of addressing customer questions and the importance of authenticity in communication. His unique five-step "one call close" method revolutionizes sales, focusing on empathy and personalized communication, ultimately boosting close rates.

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ANECDOTE

From Fired to Digital Success

Ryan Hanley transformed from a terrible traditional insurance salesman to a digital marketing powerhouse by answering client questions in daily YouTube videos.
This approach built trust, allowing prospects to be "already sold" before contact, revolutionizing his sales process.

ADVICE

Leverage Multi-Channel Content Strategy

Use YouTube as the primary channel due to its massive search engine power, then repurpose content as blogs and native LinkedIn posts.
Chop videos into shorts for Instagram and YouTube to extend content lifespan and maximize reach.

ADVICE

Create Content From Real Questions

Collect client questions verbatim to create content that matches customer language and search behavior authentically.
If you lack clients, use AI tools like ChatGPT to craft precise questions relevant to target customer needs.

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In this episode, Charles dives deep into the world of content marketing and digital sales strategies with Ryan Hanley, the innovative entrepreneur who transformed from a struggling insurance agent to a digital marketing powerhouse. Ryan shares his extraordinary journey of building and selling a thriving digital agency in just two years, all while revolutionizing the way businesses approach content creation and sales.

Ryan unveils his groundbreaking "100 Days, 100 Videos" strategy that catapulted his business to new heights. Through engaging anecdotes and practical advice, Ryan and Charles explore the untapped potential of answering real customer questions to create an endless stream of valuable content that builds trust and authority in any industry.

Ryan's passion for authentic communication and innovative sales techniques shines through as he breaks down his "one call close" process, a game-changing approach that dramatically increased his team's close rates. He emphasizes the importance of listening, empathy, and transparency in sales, challenging traditional notions of what it means to be a great salesperson.

Whether you're a content creator looking to never run out of ideas, a salesperson aiming to improve your close rates, or an entrepreneur seeking to build a scalable business model, this episode is packed with actionable insights. Get ready to be inspired and equipped with the tools necessary to transform your digital presence and sales approach.

Key Takeaways:

Discover Ryan's "100 Days, 100 Videos" strategy for creating an endless stream of engaging content
Learn how to implement the "one call close" process to dramatically improve your sales conversion rates
Gain insights into building a scalable business model that leverages content marketing and innovative sales techniques
Understand the power of video proposals in closing deals and building customer trust
Explore strategies for pivoting your career and business in the face of challenges and industry changes

Head over to https://podcast.iamcharlesschwartz.com/ to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

Key Points:

4:13 Digital Transformation: Ryan reveals how he pivoted from traditional insurance sales to digital marketing. 7:12 Explosive Growth: Detailing the rapid expansion of his business through innovative content strategies. 9:15 Overcoming Adversity: Exploring Ryan's journey through career challenges and his subsequent growth. 15:57 Client Engagement: Unveiling effective strategies for meaningful client communication. 19:32 Content Creation Arsenal: Ryan breaks down his toolkit for efficient content production. 23:24 One Call Close Mastery: Introducing the revolutionary "one call close" technique. 26:00 Open-Ended Questioning: Demonstrating the power of starting sales conversations with open-ended questions. 31:23 The Winning Moment: Ryan reveals the "kill shot" in his sales process. 33:35 Process Transparency: Emphasizing the importance of clearly explaining the sales process to clients. 35:58 Video Proposal Innovation: Exploring the game-changing impact of video proposals in sales. 38:51 Proposal Delivery Mastery: Breaking down the nuanced process of delivering effective video proposals. 41:26 Video Proposal Advantages: Highlighting the multifaceted benefits of using video proposals in sales.