How to Convert Dead Leads Into High Ticket Sales with Group Closing Calls

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You got a problem. If you’re only closing, let’s say, 25% of the deals that come on your closer calendars, that means 75% of those people are not closing and giving you some cash.

That issue in itself is worth however much you can quantify it being worth.

In this piece today, I’ve got a tremendous solution for you. It’s worked time and time again across all different kinds of high ticket product and service-based businesses that we’ve coached, mentored, and worked with hands-on over the years.

This is one of those lessons that helps crack million-dollar months or tack on that next million a month, give or take where you’re at while you’re reading this.

Can’t stress it enough though. We don’t make any income claims around here. There are by no means any implied earning potential or income guarantees as a result of reading this. Your chance of ever hitting 10 million a year, just shy of million-dollar months, is 0.1% according to the US Bureau of Labor Statistics.

Let alone the even smaller chance that you got to crack million-dollar months.

But that doesn’t negate the fact that I sit here and bring the lessons to you of people who have been there, done that, cracked the big million-dollar months and well beyond and just pass down the things that have worked and the things that haven’t worked.

Members of My Inner Circle are already scaling to $1M+ and beyond. This isn’t for beginners. It’s only for operators already at $100k+ per month who want proven strategies, speed, and focus. If that’s you, apply here.

What Are Group Closing Calls and How They Work

We call this solution the group closing call.

This group closing call – just as an example of how effective this is – time and time again, it’s very simple. Your sales team throughout the week, let’s use the example that whatever their current closing rate is, the exact opposite of that is what we want to call the unclosed rate.

That’s obviously going to be taken in most instances in a percentage for both of these.

You want to turn that percentage into a number. You want to figure out how many people per week are going unclosed.

Because as soon as you figure that out, what you’re going to be able to do is you’re going to be able to say, “All right, if I took,” – let’s use the example you’re operating at scale or maybe you’re just getting started at somewhere in the couple hundred thousand a month range and you’re looking to punch up.

It’s obviously going to wildly dictate how many of these people are going unclosed per week. It might be dozens. It might be a dozen. It might be hundreds depending on how many salespeople you’ve got.

Why Busy Sales Teams Fail to Follow Up with Leads

The issue is this big problem exists which is very simple to understand by the way – your salespeople that actually have the blessing of having full calendars, they are super busy. Research shows that 80% of sales require five or more follow-ups to close, yet most sales reps give up after just one attempt.

As a result of that, they do not follow up with near anybody. Sales follow-up statistics reveal that 92% of salespeople stop after four or fewer attempts, even though most deals require more contact points.

The only real people they follow up with are the ones who said “hey man, I got a credit card coming in the mail in a week from now, follow up with me then” or “I’m in such and such place, I’m traveling, I’m going to buy later.”

They’ll follow up with those people. I’m not negating the fact that they follow up somewhat. But again, with all the people that they don’t actually close that don’t explicitly say, “Hey, I’m going to buy at a later date,” they’re not going to follow up with anybody.

They’re just not.

Which, by the way, on this YouTube channel, I have, I believe it’s like 4 hours long, I put together a sales training course, and somewhere within that 4-hour sales training course, I talk about this role called the cleaner.

This is also an incredible function. And these two different types of roles within your sales organization, they definitely go hand in hand.

The cleaner, they can follow up with the unconverted people as well. They can push them to this group sales call. They can also obviously attempt to close them themselves.

Simply put, when you have a lot of unclosed deals that are also not being followed up with, these two roles – the cleaner role and the group closing call.

How Personal Brand Authority Increases Group Call Conversions

The group closing call is what I really want to focus on because it leverages a specific level of authority that your salespeople generally don’t bring.

A lot of businesses nowadays, they’re personal brand-oriented. They have a charismatic leader that deals in hope and offers change and promises potential results and outcomes that the buyers want.

Then generally all those people, they get funneled to a sales team that’s slightly less charismatic. They do a great job at representing or sometimes a good job or sometimes unfortunately a mediocre job at representing your organization.

That is where the authority level starts to go down a bit.

As soon as they have that experience with you and it gets handed off and diluted into just somebody on your team, the impression of “I’m willing to spend a ton of money” can sometimes negate in the person’s mind and just escape them.

As a result, what they need to do is they need to get back in front of you. And that’s where this group closing call can come in.

Optimal Days to Schedule Group Closing Calls for Maximum Attendance

You on a week-to-week basis, sometimes twice a week, give or take the volume of unclosed deals that you have or give or take how much money you truly care to make – that’s generally what dictates more so than anything else whether it’s worth doing once a week or whether it’s doing twice a week.

I’ll tell you this though. I will tell you the two days that are typically best to do it.

A Tuesday and believe it or not, a Friday.

These two days are typically the best days of the week to do the group closing call.

Scripting Your Sales Team to Invite Prospects to Group Calls

The group closing call is super simple to do.

What you’re going to do is your salespeople when they don’t close a lead – so if somebody ends the call with “I got to think about it” or whatever little objection they give that prevents them from buying, the salesperson, all they have to do in real time, because remember, they don’t follow up with anybody who’s not actually probable to close.

They got to tell them in real time: “Hey man, by the way, I’ve got an opportunity for you to jump on a call here later this week. It’s actually tomorrow, Tuesday, at this time, and you can get on a call with so-and-so. And what they’re going to do, as you know, they run the business. They’ll answer all your questions that I may have failed to answer at a very high level. You can ask them and be very direct with them about what specifically is holding you back.

“I want to disclose it’s a group call. So generally that means that there’s going to be some other people that pose questions that you also maybe not have thought of, but you’re going to get a lot of value from hearing the answers to.

“And keep in mind, you don’t have to unmute yourself and go through all of your questions in front of a bunch of other people. It’ll be on Zoom. And Zoom allows you to privately message the host. So nobody else will see your question. And you can make sure if you do private message the host, just say, ‘Hey, don’t say who asked the question.’ And then just ask your question and he’ll happily – he or she will happily answer it and get you the information you need.

“And typically on that call, there’s an opportunity to close if you end up feeling like it’s appropriate after hearing from this individual that leads our organization. Are you interested in that?”

Generally, if they actually have any level of interest after communicating to the sales representative to close at a later time, they’ll say, “Yeah, I’ll jump on that call.”

Then what you’re going to do is you’re just going to have that salesperson mark in the CRM so some marketing automation fires off because again, busy salespeople, they don’t have time to follow up.

Although yes, you’re going to chip them a commission if somebody does get closed on the group call still because they technically pushed them over. You can pay them more like a setter in that example. You don’t have to pay them the full closing commission. Of course you’re not going to do that. You’re going to pay them a little less.

But again, you just need a super simple way through marketing automation to tag the person in the CRM and then have a whole sequence fire off that gets the person registered for it, gets them a Zoom calendar invite, gets them the whole setup to get them to show up.

Group Closing Call Revenue Math and Expected ROI

Now, listen to this. Let’s use the example that on a week-over-week basis, you have a hundred people that are going unclosed. That’s a lot.

Let’s use the example that 50 of them say they’re willing to show up. Let’s say you get half of them to show up. That’s 25 people. Let’s say you close 20% of them. You close five people out of that.

That whatever times the dollar value per individual you’re going to close and the AOV you obviously cash collect minus that small commission you’re going to pay – that’s essentially your dollar value per hour that you’re walking home with after your expenses.

Of course, in that example, to be able to close those extra people.

Generally, these group closing calls, they don’t take longer than an hour. They’re kind of like a webinar, but a much more direct webinar because they already had a sales call.

Group Closing Call Format and Structure Best Practices

The group coaching call, this group closing call, it’s kind of a mix of both. You want to open it up and talk clearly about what it is you’re selling. Of course, you also want to pepper in some coaching elements to it.

Then a majority of it’s just going to be a big Q&A.

Can’t stress it enough though. If you do this twice a week, it has that much more effectiveness, especially when you’re operating at scale.

But even if you’re at a smaller scale and you only have like maybe a dozen or two dozen or three dozen calls on a week-to-week basis, this still has a lot of effectiveness. The numbers are just smaller.

But that’s still likely worth the dollar value per hour that it’s probable to pay you after you actually get it dialed in and working.

Let’s be honest – there’s a reason you’re at a smaller level. You’re probably going to appreciate a smaller amount of money. The big dogs that are doing this, they obviously get a lot more people to show up and obviously they’re more probable to make more just based on the numbers of the whole deal.

Scaling Group Closing Calls from $200K to $1M Monthly Revenue

I can’t stress enough – very great opportunity to crack some additional revenue.

We’ve had one of our newer inner circle members, Pierre and Brez, they did a presentation just recently at our Q3 inner circle mastermind. They had gotten a million dollar month trophy and they talked about some of the lessons.

Interestingly enough, there’s some people in the group – this is more of an anomaly to be fair in terms of how fast they progressed, but it does happen occasionally.

They at the Q2 mastermind, which was in April, they only had 3 months between April and July because we do them halfway through the month for each one of these. So there’s about a three-month period of time in between this.

They had pulled a handful of things from the April mastermind. I’d gone through a tremendous amount of best practices for what was working up to that point in the quarter.

I’d seen them implement two of these things. I talked to them about live webinars and I’d also talked to them about the group closing call. They implemented both.

Again, super low percentage of people that work with us see this level of growth this fast. But again, this is the experience that they had.

They were at 500k a month in that April time frame. They doubled it in May. They went to a million a month mainly from the webinar, but the group closing call also, they attested to this during their presentation at the July Q3 mastermind to how much that also helped them.

Why Group Closing Calls Work Best for Personal Brand Businesses

I can’t stress this enough. Think about this – a personal brand like Brez. You may have never heard of this guy and it doesn’t matter if you have or haven’t. He’s a very notable individual currently with a very young demographic that’s learning from this guy on what he specifically teaches.

Brez gets a tremendous amount of organic reach.

Now, a lot of these people, they obviously look up to Brez specifically and then you go through Brez’s funnel. Obviously, you’re not going to talk to Brez. You’re going to talk to his sales guys.

A lot of those people that go unclosed when they then get told, “Hey man, by the way, we can get you on a call with Brez later this week. It’s a group call. We can answer all your questions directly. You kind of go back and forth with them on whether this offer is right for you or not.”

That works tremendously well, especially when the person who runs the business has some level of authority inside of the niche that you are operating in.

It has less effectiveness when you’re more unknown or just aren’t a charismatic leader. If you’re not somebody that aspirationally can be looked up to and you’re just some person in the business, it doesn’t have the same effectiveness.

It’s not like a manager on the sales team can see the same level of result that the person who literally runs the business and is like the face of the business is going to see comparatively.

That celebrity authority effect makes a tremendous difference to the volume of people that are probable to close during these weekly group calls or twice a week group calls that you’re going to do for the closing effect.

Implementing Group Closing Calls to Recapture Lost Revenue

Great tactic, tremendous to implement and execute on your way to million-dollar months or to crack that next million a month.

Most business owners waste years figuring out what actually works. In my Master Internet Marketing program, I compress that learning curve into 7 weeks — covering copywriting, funnels, ads, and more. If you’re ready to invest $5k and get serious about your skills, apply here.

Again, no income claims, no earning potential, no income guarantees of any way, shape, or form going through these lessons here with you today. Just something we’ve seen work on the big dog accounts that we sit here and take up the million-dollar months and crack those next million months with.

If you’re only closing 25% of your deals, you’re leaving 75% of potential revenue on the table. The group closing call is your mechanism to recapture a significant portion of that unclosed business.

It leverages your authority as the business owner or face of the brand in a way that your sales team simply cannot replicate. It provides a second touchpoint with prospects who need that extra push to make a decision.

Most importantly, it’s scalable. Whether you’re doing a couple hundred thousand a month or pushing toward eight figures annually, this system works because it’s built on fundamental human psychology – people buy from those they know, like, trust, and look up to.

Your salespeople might be great, but they’re not you. This gives prospects what they’re really seeking – direct access to the person they’ve been watching, learning from, and aspiring to work with.

Implement this twice weekly if you’re operating at scale. Do it once weekly if you’re still building. Either way, you’ll immediately start converting dead leads into closed deals and real revenue.

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