Test Drive Offers & JV “Three Bombs” That Close

Key Points:

1. Landing Clients with Test Drive Offers (00:46) – Bill shares how he uses a 30-day free “test drive” followed by tiered pricing to enroll new clients.
2. Reconnaissance Before Outreach (01:58) – Importance of researching prospects’ businesses before making contact.
3. Using PAS Assessment & Simulator (02:30) – How assessments and the simulator create authority and urgency in sales conversations.
4. Handling Pricing Objections (03:37) – Introducing a downsell and using a small software fee to secure commitment.
5. Building Authority with “Three Bombs” (15:22) – The “three bombs” technique: dropping three memorable, value-packed statements in every meeting.
6. Balancing Direct vs. JV Outreach (33:00) – Why coaches should spend 80% of time on direct outreach and 20% on JV partnerships, especially early on.
7. Scarcity & Urgency in Offers (55:24) – How to use limited spots and decision deadlines to drive action.
8. Qualifying Prospects & JVs (1:16:23) – Frameworks for vetting both clients and partners to avoid wasted time and mismatches.
9. Conversion Equation in Every Conversation (1:06:04) – Using pain, solution, and authority in every touchpoint to drive conversions.
10. Leveraging Digital Business Cards (1:14:28) – Using tools like Blink for seamless networking and follow-up.

Key Takeaways:

• Test drive offers lower resistance and create a clear path to paid engagement.

• “Three bombs” statements build instant authority and make your pitch memorable.

• Balance your outreach: Focus on direct client acquisition before over-investing in JVs.

• Use scarcity and urgency to prompt decisions and avoid endless “maybes.”

• Qualify ruthlessly: Protect your time by vetting both prospects and JV partners.

Notable Quotes:

• “Profit is the domino that knocks over all the other dominoes.”

• “You want to be the only, not the best.”

• “Are you profitable? It’s such an awkward question—but it drives emotion.”

• “You’ve got to become attractive. People are attracted to attractive people.”

Action Steps from the Call:

1. Script and offer a 30-day “test drive” with tiered pricing for new prospects (see 00:46).
2. Prepare your “three bombs”—three value-packed statements to use in every meeting (see 15:22).
3. Use the PAS simulator or assessment in your next sales conversation to create urgency (see 02:30).
4. Add scarcity and urgency language to your offers (e.g., “I only take on 5 clients at a time”) (see 55:24).
5. Download and set up a digital business card app like Blink for networking (see 1:14:28).

Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): Used for assessments and simulations to show financial impact.

• PAS Simulator: Visual tool to demonstrate compounding profit improvements.

• Blink (Digital Business Card App): For seamless, professional networking.

• Conversion Equation Framework: For structuring every sales conversation around pain, solution, and authority.

• Test Drive Offer Script: 30 days free, then tiered monthly pricing to reduce risk and close deals.