Master Implementers
Book 1:1 calls without a sales pitch. Offer someone something genuinely useful in exchange for 45 minutes of their time.
Marc Teo
The whole method
Why the chase fails
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Nobody owes you 45 minutes for a pitch, and plenty of people will trade you 45 minutes for something useful.
Before you post
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So this is not: "I say it's a value trade, but actually my secret intention is to sell them so that they work with me." No. The whole point is to actually understand them.
And really give value. Really give value. Don't do this as a way to just get a sales call.
Marc, on the callThe job is their current situation, their desired situation and their challenges. Tell them what you would actually do, so they could go and do it themselves.
You check they got value first, and only then ask whether they want to hear about your offer. A sale after that is a bonus.
When to use it
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You want real feedback from real buyers before you build the whole thing out.
Marc ran his when he launched a brand new community platform inside his program.
Not many calls booked this month, and you want a boost of cash coming in.
A Calendly link, and an offer that is ready to present if someone asks to hear about it. That is the whole requirements list.
Step 1 of 4 · The trade
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Teach them the thing you would normally teach a paying client.
Coach them live on the problem they are stuck on right now.
Audit the area you are known for, whether that is mindset, marketing or something else.
Marc said it twice in one breath on the call, so it is worth repeating. Really give value.
Rule 1 of 3 · Protects step 1
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Marc's own words, said on the call to someone who works in public relations. Yours will name whatever you actually hand over.
Step 2 of 4 · The post
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Long on purpose, because it answers every question before they ask it.
Facebook or LinkedIn, whichever one your market actually reads.
One simple call to action, so nobody has to guess what to do next.
Because the post is long, Marc does not paste it into messages. The post is the place you send people to.
Step 2 of 4 · The structure
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And the line that says it will not cost them anything.
You launched or upgraded something and want beta testers.
Written as one specific person, not a crowd.
Named part by part, plus free access to test the program.
Feedback, hopefully a testimonial, zero obligation to buy.
One line of proof, then: this is not a sales call.
Only 5 to 10 people, and one call to action.
Marc's own post
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Kept exactly as he stores it. The blanks are his, so you can see exactly where your own details go.
Announcement: I am looking for beta testers...and it won't cost you anything (aka free).
I'll keep it short.
As some of you know, I recently launched my XXXXX and I'm looking for brand new beta testers to make sure it's as valuable as possible...
So if you are currently a XXXXX, this is my invitation (at zero cost) to you.
I'll not only personally audit your current XXXX, incl your YYYY, ZZZZ,
Assess your current situation and diagnose your biggest bottlenecks and challenges,
And immediately identify the exact steps to take to grow your xxxx ASAP.
And after you gain clarity and direction of exactly what to do, if you're the right fit, I'll invite you to test out our brand new (program) for free.
This where you'll get to benefit from my entire life's work including accessing our modules and playbooks, attend the live workshops and receive unlimited support from my entire team,
And by the end of the beta test, to simply provide me some feedback (and hopefully a testimonial after).
For context, I've worked with (add credibility), so if you find my experience could be useful for you, #INFO below if you are curious or interested to find out more.
Btw, this is NOT a sales call; it's the exact Kickstart call I conduct for my clients when they first start their journey with me.
Again, I'm doing this because as we're in our next season of upgrading our entire program, XXXXX, I want a fresh set of eyes to make sure we don't leave out anything 🙂
Again, this is completely free, all I ask in return is for feedback and hopefully a testimonial too (there's ZERO obligation to buy anything).
If you're curious or would like more details #INFO below and I'll send you the details ASAP 🙂
Only looking for 5-10 people for this, so it's first come first served too!
Step 3 of 4 · The list
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If they could not actually buy from you, the feedback is worth nothing.
Start with the people who already know you. Cold messages do not work very well.
Go for decision makers, or the people close to them, and message them directly.
A written list of real names turns this from a nice idea into an activity you can finish today.
Rule 2 of 3 · Protects step 3
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The people who already know you and already reply to you.
You ask the people who already know you to connect you.
Now you arrive warm, introduced by someone they already trust.
A client of Marc's does mindset coaching for financial advisers. He wanted to help the team managers and directors, but he did not know any of them. He asked the advisers he already knew for introductions and promised it was not a sales thing. Some of them went further and asked him to run a free training or some live coaching for their team, and that is what worked.
"Cold messages don't work very well. You really want to get some sort of referral connection if possible." Marc, on the call
Marc's own DM
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Hey XXXX! I recently announced something I thought you might be interested in:
(link)
In short it's just to support you for free haha. Let me know if you want more details k! :)
Marc's own DM, kept exactly as he stores it. Its only job is to point one named person at the post. It does not restate the offer and it does not sell.
Short, warm and no pitch, which is exactly why it never feels like hard work to send.
Step 3 of 4 · The two routes
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Marc's coaching on the call was that if you sell to businesses, go straight to a direct message, aimed at decision makers or the people close to them.
You only need 5 to 10 people either way, so sending each message yourself is realistic.
In his words, "because it's a pretty long post, I like to just direct them to the actual post itself." He would still post first.
Step 3 of 4 · Asking for an introduction
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"I know it's random." Marc opens nearly every warm message this way.
"I'm launching a project later this year that I feel is very meaningful, close to my heart." Marc bans saying you are promoting a program.
"Any of you know any directors or managers?" One specific line, never "anyone".
A small specific number, so they can picture actual faces.
"I'll personally make sure they are taken care of for you."
"All you need to do is ask if it's okay to connect us together. I'll take it from there." Then ask if they want the details rather than sending them.
Step 3 of 4 · Asking for an introduction
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Hey XXXX, in the past I'm usually shy to ask about this but today I decided I'll be more helpful than shy.
Since there are many people who have not experienced the transformation / experience like you.
And are still suffering from XYZ (insert their pain here).
I'm wondering if you know of 2 or 3 others who can benefit from the work I do? I'll personally make sure they are taken care of for you.
It is his own script from his Referral Marketing System, with his own blanks left in.
The bridge is from the pain that person had to other people still stuck in it, which is why it only works once they have actually got somewhere with you.
Step 4 of 4 · The call
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Say plainly that this is not a secret sales call.
Where they are, where they want to be, and what is in the way.
Tell them what you would do, so they could go and do it themselves.
Only after they have had something worth their time.
Forty five minutes. Use an AI notetaker and ask it to help you understand their challenges and their situation in detail, so the notes feed your content later.
Step 4 of 4 · Question 1 of 2
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"From a scale of one to 10, how important is solving all the problems you just mentioned to you?"
Marc, on the callHe also says "I'm very curious" around the question. That is an aside, not part of the question itself. If they say a seven or an eight, that is where question two comes in.
Step 4 of 4 · Question 2 of 2
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"Great, understand. Where do you think is the missing two or three? I'm just very curious."
Marc, on the callThe gap between their number and ten is where the honest conversation actually lives.
Rule 3 of 3 · Protects step 4
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A game plan they could go and use today.
Did you get value so far?
Only now do you mention that you have something.
"Hey, did you get value so far? Amazing. Anyway, there's no obligation, and if you're not interested, no problem at all. I do have a beta program that I'm testing out, if you want I can share with you more. Again, if not, no problem at all."
Ask permission first and the offer stops feeling like a pitch. It starts feeling like the natural next step.
The payoff
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Their words, their frustrations, and the patterns you keep hearing. Marc names this one as the worst case.
Marc asks for one even when the answer is a clear no.
If they would rather not write a testimonial, he asks for a feedback form after the call.
Some of the people who did not buy sent other people to him instead.
"There were some people I helped that didn't buy from me, but they referred other people to me. So it's a win-win-win activity."
Bonus · Separate from the main lesson
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When a post does well organically, do not let it die in one place. Paste it into the other groups you are already a member of. Marc did exactly that with one post into an entrepreneurs group in Malaysia, and it got a whole bunch of engagements and views. All he did was copy and paste.
LinkedIn is a little tougher. There, take the post that worked and share it with your own communities and channels with a short lead in. Something like: hope you're having a great week, last week I wrote a piece about this which I thought could be useful for all of you, enjoy.
Your best post has already done the hard work, so give it a second and a third home.
The bigger why
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"My goal of the call is not to get you to buy. My goal of the call is to make you have as clear a decision as possible."
Worst case, you walk away knowing exactly how your market talks, and that alone is worth the 45 minutes.
Do this now
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Build your four pieces on one page in the next 48 hours, then publish the post and send your first DM.
valuetrade.marcteo.comYou got this.