The “Jedi Hand Wave” Technique
- If you’ve ever seen the Star Wars movies, you’ll probably remember the Jedi Handwave”.
  - It’s when the Jedi could wave their hand and instantly convince someone to do what they want.
- There’s a similar thing you can do in cold outreach.
Conditional Guarantees
- The “Jedi Handwave” in cold outreach is a conditional guarantee.
  - For example, in your outreach, you’d say, "I can help you [achieve the desired outcome], or you don’t pay.”
- This tiny little phrase is just like the Jedi hand wave.
  - You’re removing the perceived risk!
  - It also makes you appear 100% confident in your abilities.
- You say it with complete honesty too.
  - The “catch” here is that it’s a conditional guarantee.
    - They need to do X, Y, and Z for that guarantee to apply.
    - You spell out these conditions in your agreement.
  - The key here is to set up conditions so that it would be entirely unreasonable for the prospect not to achieve their desired outcome - as long as they meet the conditions.
  - For example, you can guarantee a return on Ad spend, or they don’t pay, as long as they...
    - provide full access to their ad account,
    - spend $X amount of money within XX days,
    - allow for XX amount of tests,
    - provide product creatives within a specific timeframe,
    - and do whatever else you know will lead to a positive outcome.
      - Spell this out in your agreement.
  - There are other types of conditional guarantees you can offer too:
    - “Or we’ll work for free until you [achieve outcome]”
    - “Or we’ll refund you (minus ad spend)”
    - Etc.
Downsides to watch out for:
- This is an excellent way for beginners to get their foot in the door, but there are some downsides:
  - You risk attracting clients who will ask for a refund no matter what
  - You risk confusing prospects with your conditional guarantee
    - You need to make it crystal clear to the prospect.
- As you gather more testimonials and social proof - you won’t even need a guarantee like this.

Action Items

Step 1

Come up with a conditional guarantee that will cause prospects to entertain your offer far more quickly.

Lesson #9: The “Jedi Hand Wave” Technique

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