How to get rich people on the phone

Anyone who runs a service-based business knows:

It’s easy to get poor people on the phone.

They opt into every sales funnel that shows up on their Facebook feed.

They always ask for “just 5 minutes to talk,” or “a quick coffee chat.”

But it’s much harder to sell to them.

Rich people are the opposite:

Once you decide to only work with businesses making >$30k/mo, you’ll notice it’s harder to get them on the phone but then easier to close the sale.

How exactly do you make sure your sales team avoids brokies and attracts ballers?

Here are three things I do. Each is progressively simpler:

1. Use Typeform or Calendly to disqualify broke prospects. If you’re offering any type of B2B service you must ask how much revenue the business is doing because your job is to bring them revenue. You must know if its even feasible to get them results.

2. Create a value proposition to get on the phone. Everyone wants rich peoples’ time. Don’t pitch the service, pitch the call. What value will they receive by giving you 30 minutes of their time? Maybe a new ads strategy that’s working in their niche? Maybe a blueprint for your AI sales system? They have to get something.

3. Solve rich people problems. LinkedIn profile optimization probably won’t make you a millionaire. Build AI software for businesses or train their sales teams? There’s money in that.

Keep crushing it.
- Eric Otten