Directly addressing the cost and demonstrating value can help overcome pricing objections.

"If you're thinking $379 is worth all the above to me, then click below and let's get started... when you really want to show the value of your program... zoom out of the investment of working with you and we show them all the other micro wins that they stand to gain."

Takeaway: • Be transparent about pricing and value. • Illustrate how the investment leads to multiple benefits. • Help prospects justify the expense by detailing the returns.

High-pressure tactics can alienate cautious buyers and reduce overall conversions.

"Sometimes us coming in with this like, your whole life is at stake, your whole life is going to change... Sometimes coming in with that energy... we're selling that when sometimes your client just needs to be sold on the next micro win in front of them."

Takeaway: • Avoid overwhelming prospects with intense pressure at the close. • Focus on meeting clients where they are rather than where you want them to be. • Build trust by offering achievable solutions.

By adjusting your messaging to focus on immediate benefits and smaller commitments, you can boost sales at the end of your campaigns.

"So minimum viable commitment means... we need to come back and look at the short term wins... What can we ask them to commit to and see happen in their life in a week, in 7 days, in 2 weeks, in a month, and let's ask them to commit to that."

Takeaway: • Encourage prospects to take the first step with minimal risk. • Outline clear, short-term benefits to motivate immediate action. • Reduce barriers to entry by simplifying your offer.

Adjusting your closing energy to address the specific needs of late buyers can significantly improve email campaign performance.

"Closing energy is not big long-term gains, commit now, transformation... It's more like introvert... It's more like, what's the minimum you can do? I'm just asking you to do that... Those are two ways to close with the right energy, with closing energy."

Takeaway: • Understand your audience's mindset at different stages of the launch. • Use softer, more considerate messaging in closing emails. • Encourage action by simplifying the decision-making process.

Implementing minimum viable commitment in sales pages can help convert hesitant visitors into customers.

"Could you join the club for 2 weeks?... in the first 2 weeks of joining, we're going to give you this win and this win... within 2 weeks, you will have your offer suite mapped out... Can you commit to that?"

Takeaway: • Offer trial periods or short-term commitments on your sales pages. • Clearly state the immediate benefits customers will receive. • Lower the entry barrier to encourage more sign-ups.

Understanding that closing energy is not about big, transformative promises but about meeting prospects where they are can improve your conversions.

"Closing energy is not headline energy... It's not big long-term gains, commit now, transformation... It's more like, what's the minimum you can do? I'm just asking you to do that."

Takeaway: • Adjust your closing messages to focus on immediate, achievable steps. • Avoid overwhelming prospects with grandiose promises at the closing stage. • Use a more personalized and empathetic tone to connect with late-stage buyers.

Comparing costs and highlighting long-term savings can persuade prospects who are hesitant due to price.

"You could invest that $379 into learning a simple, streamlined, organized system for managing your own books... That $379 it's going to save you big in the long run in time and money... you won't have to outsource your books... you won't have to wing it and cross your fingers..."

Takeaway: • Highlight the long-term value and savings of your offer. • Show cost comparisons between options to justify the investment. • Address pricing objections by emphasizing benefits over costs.

Emphasizing short-term wins can make your offer more appealing to prospects who feel overwhelmed by long-term commitments.

"Maybe they just need to be sold on what life is going to look like next week... What's the way I'm going to have in 3 days after joining? Can I commit to that?... Your client just needs to be sold on the next micro win in front of them."

Takeaway: • Reduce buyer hesitation by focusing on immediate results. • Make your offer feel more attainable with short-term benefits. • Encourage action by highlighting quick, achievable outcomes.

Focusing on the minimum viable commitment can help you engage hesitant prospects by lowering the barrier to entry.

"So instead of thinking about, again, the big transformation, who they are going to be 6 months to a year from now... can we instead close with the energy of like, what's the minimum commitment your buyer needs to make in order to work with you... Could we talk about that?"

Takeaway: • Offer low-risk entry points like free trials or short-term commitments. • Emphasize the immediate benefits clients will experience. • Make it easier for prospects to take the first step with minimal investment.

Understanding how to close effectively with late buyers can significantly boost your sales at the end of a launch.

"Your person at the end of your launch is not the same person who buys at the beginning of your launch, OK? The person who buys at the beginning of the launch is like, sign me up. I have goals, I have dreams, I'm all in. I am committed. Like that is that person, OK? The person who buys at the end of your launch is more, I think of it like... It's the introvert. It's the quiet, it's like the whisper... maybe thinking about myself a year from now is overwhelming, but maybe if you broke it down and show me what I would get done in the next couple of weeks or months, that feels really good to me."

Takeaway: • Recognize that late buyers may need smaller commitments and short-term wins to make a decision. • Tailor your closing messages to address their immediate needs and concerns. • Shift from big transformation promises to more accessible, short-term goals.