Using 6 Micro Commitments to Land 1 Big Deal

When it comes to sales, many agency owners ask us, “How are people closing such high-ticket deals? What’s the secret to landing $10K, $5K, or even $3K clients?” In today’s fast-paced world, sales is not about having the slickest pitch or being a master of silence. Instead, it’s about mastering micro commitments. Let’s break down how you can use these tiny but crucial steps to land bigger deals and create scalable sales processes.

[00:00:05] The Power of Micro Commitments

You might think high-ticket sales are all about charisma or clever sales techniques, but let us tell you—that’s not the case. High-ticket deals are actually the result of collecting a series of small “micro commitments” over the course of the sales process. Each step of engagement is designed to build trust and lead the prospect closer to saying “yes.”

[00:01:30] Six Key Micro Commitments

We’ve been refining this system for years, and here’s the framework we use to optimize our sales process:

  1. Engagement: Did the prospect engage with a knowledge gap? This is crucial. We often open a conversation by revealing something they didn’t know before, which immediately hooks their interest.
  2. New Frame: Did the prospect accept a new way of seeing their problem? If they don’t resonate with this new perspective, chances are, you’re not going to get very far.
  3. Call to Action (CTA): Did they book the next step? A simple yet crucial moment where you see if your framing has led them to commit to a call or meeting.
  4. Homework: Did they complete any homework you sent before the call? Whether it’s reviewing a case study or watching a short video, this step separates the curious from the committed.
  5. Alignment: Is their problem urgent, and is there a sense of alignment between your solution and their needs?
  6. Close: Finally, did you address all their concerns and align on pricing? If all the micro commitments are in place, this is just a formality.

[00:03:20] Optimizing Engagement: Opening the Knowledge Gap

True engagement is about opening a knowledge gap. We don’t bombard prospects with irrelevant information; instead, we deliver insights that reveal something they didn’t know about their own business. This gets their wheels turning and encourages them to seek more information from us.

For example, if you’re speaking with a prospect who’s frustrated with their customer acquisition costs, you can open the knowledge gap by showing them how they’re losing 70% of their traffic without even realizing it. Once they understand the gravity of the situation, you’ve got them hooked.

[00:05:15] Getting Past the “I’ll Think About It” Objection

One of the most common objections we hear is, “I’ll think about it.” It’s frustrating, but it’s also a clue that the new frame wasn’t assigned properly. This means the prospect didn’t fully grasp the real problem or how we can solve it. The solution? Go back and reassign the frame, making it crystal clear what’s at stake and how our solution bridges that knowledge gap.

[00:06:45] Homework: More Than Just a Task

Homework isn’t about burdening the prospect with research. It’s about giving them something simple yet impactful to consider before your next call. This could be a quick video explaining how a similar client solved their problem or a case study that shows how your solution works in action. What’s important is that the presence of homework positions you as an authority and primes the prospect for the next step.

[00:09:20] Final Thoughts: Fine-Tuning the Sales Process

By tracking these six micro commitments, you’re able to identify exactly where a deal went wrong. Is it engagement? Did the prospect not resonate with your frame? Maybe they didn’t find the homework relevant. Either way, this system gives you a feedback loop that allows you to continually optimize your sales process.

So, next time you’re struggling to close deals, remember: it’s not about being a sales genius. It’s about perfecting the small steps—the micro commitments—that build up to a big “yes.”

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