Transcription
In this video, I will share with you the plan to scale your agency or your freelance business to €100,000 per month. So, it's a big promise, but you'll see, I've prepared some great content for you. Here, we will look together at how to find your clients. So, the complete prospecting plan from 0 to €10,000, and then from €10,000 to €100,000, because obviously, the methods from 0 to 10 and from 10 to 100 will not be the same. But especially in this video, we will focus on the scaling part, so to go after the €100,000. So, you will see in this video, I will share concrete action plans that we know very well for finding clients. So, why do we know them so well? Firstly, because these are the prospecting and client acquisition methods that I implement in my own agencies and businesses. And also, this is what we share with all members of our AGS coaching. So, these are truly plans that we implement every day with all the agencies we support. We have helped several thousand agencies from 0 to 10k to implement the prospecting plan to reach €10,000 per month, and we have helped hundreds to go from 10k to €100,000 per month. So, these are things that we know very well internally at AGS, and just in the last few months, there have been 25 agencies to whom we have advised this exact plan to go from 10k to 100k. So, suffice it to say that everything I will show you, we have seen it in the field on multiple occasions, whether in France, Belgium, Switzerland, Quebec, etc., and so naturally, we know that it brings results. So, I am truly delighted to present this to you in this video. So, we will start quickly with the first step, from €0 to €10,000 per month. Note that in this video, I will focus heavily on the 10k to 100k. So, if you want a video of this style, very in-depth on the transition from €0 to €10,000 per month, let me know in the comments, and I will make one specifically on the €0 to €10,000 per month. But in this video, I wanted to really delve into the scaling aspect, which is very rarely discussed on YouTube. So, we will start with €0 to €10,000 per month in summary. So, concretely, how do we go about getting the 10k? So, a quick parenthesis, but I also talk about this next Tuesday at 8 PM in my conference, which will be free and which you can find below in the description. So, you can register for free. However, spots are limited, so hurry to check the link and see if there is still space for next Tuesday. And it's a conference in which I will share the complete prospecting plan to find clients and generate €10,000 per month as quickly as possible. Notably, my promise for the conference is how to sign your next three premium clients. So, truly, this is a conference that I recommend you attend. It lasts about 1 hour and 30 minutes, and inside, I tell you everything you need to find your next clients. And it's always live, and I take the opportunity to answer questions as well. So, it's worth attending, the link is below. So, in summary, how do we reach 10k per month? So, in my opinion, to find your clients from €0 to €10,000 per month, there are three main pillars. The first pillar is direct prospecting. So, this is the act of going out to find clients through prospecting. Here, we will talk about it later, but I recommend using the audit method, which is the method I suggest in AGS and which I often talk about on this channel. By the way, there is a video that will appear at the top of the screen where I go into more detail about what an audit is, how to create an audit, and how it fits into a prospecting method. So, it's a video in which I summarize this prospecting method. Go watch it if you want more information, but again, I go into more detail about this in the conference I'm doing next Tuesday. But this is truly the method I recommend. It's the one that works best in my opinion, the one that offers the best response rate when you approach prospects and the best conversion rate. The second pillar, therefore, alongside direct prospecting, if you want to quickly find clients between €0 and €10,000 per month, is to have a good web presence. And the goal of this web presence is not to get discovered by a whole host of new companies, but truly to convert your prospects. That is to say, for me, the real purpose of web presence when you are below €10,000 per month is to build trust with prospects who discover you through prospecting, so that they accept your appointments and simply respond to you. So, web presence is extremely important for building trust with your prospects. We will see how to do it. And finally, the third pillar to work on between €0 and €10,000 per month is networking. Because, to be very clear with you, I think that today, if you are earning less than €10,000, I think that currently around you, even if you are at zero, there is at least €5,000 to €10,000 that is waiting to be recovered. I am convinced that in your direct network, if you develop it well, if you know how to use it, how to leverage it, you can earn an additional €5,000 to €10,000 this month, I am convinced of it. And we will see how. So, regarding pillar number 1, direct prospecting, as I told you, I recommend the audit method, and my advice when you use the audit method is to create a free audit, a sort of free analysis for your client. So, if you sell websites, it's an analysis of their website. If you sell Google Ads or Meta Ads, it's an analysis of their business, their current ads, or what they are missing by not advertising. And so, if you do in-person prospecting, which I prefer, which works best, which has the best conversion rate, the best response rate, and the best appointment booking rate, I recommend doing about twenty approaches per week. This is the best volume in my opinion, at least to start, 20 approaches per week in person. So, this means that you create an audit for your prospect. So, you find your prospect, you create an audit for your prospect, and you go directly to their office, their business in person to give them the audit and propose an appointment in which you will present the audit but also present what you can do for them. And so, twenty per week is more than enough for me. You will see, the conversion rates can be excellent. However, if you do phone calls or LinkedIn prospecting, meaning DMs, LinkedIn messages, then you don't need to prepare the audit in advance, because when you do it in person, first you do the audit, you print it, ideally even laminate it, and then you hand it over to your prospects. But if you do phone calls or LinkedIn, people don't see if you have the audit in your hands. So, you won't bother creating audits in advance for all your prospects. What you will do is call prospects, say you have prepared an audit and you want to present it to them on a certain day, at a certain time. That's how you book the appointment. Similarly on LinkedIn, you will write to the prospect and say, "I have prepared an audit for you that I would like to present." And if prospects say, "I'm interested," then you create the audit and spend time creating the audit to present it during the appointment. But in this case, you have less preparation to do for prospecting. So, it's less time-consuming. However, it's also less engaging than in-person prospecting. So, you have to do more volume. So, if you do in-person, I recommend about twenty approaches per week. But if you do phone calls or LinkedIn, I recommend about a hundred approaches per week. This may seem like a lot, but in reality, from my point of view, I find it to be a beginner's volume. That is to say, for me, if you are fully committed to your agency and you really want to go fast and get results quickly, you can almost double these volumes. So, twenty approaches per week in person is about 1.5 to 2 hours per day, at most, for prospecting. Same for phone calls and LinkedIn, if it represents about twenty approaches per day, it's 1 to 2 hours per day. So, in the end, it remains a fairly light daily effort from Monday to Friday. So, that's for direct prospecting, these are the volumes I always recommend with the audit method. However, for web presence, pillar 2. So, here, I really recommend optimizing your website. So, I recommend having a website, even a one-page website, a very simple one-page website is simply sufficient, but I recommend having a website and optimizing it around trust, because that's really the problematic point when you're starting out, when you're between 0 and 10k, you have no notoriety, no credibility, no clients speaking in your favor. So, you really need to build trust. You don't inspire confidence because you're starting out. So, you need to create this trust, and your web presence should serve that purpose. So, on your website, highlight everything you have. If you have client testimonials or even people around you who say, "Oh, I find you really good at what you do, you've given me good advice," that kind of thing. Take it as testimonials, put them online. If you have created websites or ad campaigns for your friends, for businesses, even if you've offered them, highlight them, showcase your portfolio, show that you know what you're talking about. Put your website really forward. Make a beautiful website, even if it's simple and small, make it truly optimal for building trust. If you don't know what a good website for an agency looks like, go watch the video that will appear at the top of the screen, in which I explain what I consider a very good website for an agency. And in parallel to your website, I recommend having a content strategy, even if it's light, for example, a LinkedIn strategy. Why LinkedIn? Because, in my opinion, it's the social network where all your clients are. That is to say, don't think that, well, I'm targeting plumbers, so they're on construction sites, they're not on LinkedIn. No, if you're targeting tradespeople, it's true they're not on LinkedIn because they're too small, but they're not good prospects for you either. You want qualified prospects who have a certain economic potential. So, even plumbers, if the plumbing company is large enough, there are people in the offices. These people are on LinkedIn. So, for me, everyone can be on LinkedIn, or almost everyone, but a good portion of your clients can be on LinkedIn. So, it's one of the best networks for prospecting, or at least for being present when you're prospecting, in my opinion. And it's one of the first networks that will be consulted by your prospect when you approach them. And so, again, the idea of web presence is not to attract prospects, but to convert the prospects you are prospecting. So, when someone receives your approach, which we saw in pillar 1, their first reflex will be to see who you are, and they will find your LinkedIn and try to see if they can trust you or not. And so, if they find nothing, it's not great. However, if they find three posts per week, that's what I recommend. For example, Monday, Wednesday, Friday, three posts per week in which you will talk, for instance, in the first post about expertise. You give advice related to your expertise to show that you know what you're talking about. In the second post, you do case studies, you show concrete examples of what you sell, even if you weren't the one who delivered to the clients, and you take a company, for example, that has a website, and you critique it positively or negatively, but at least you do a case study where you show your expertise while also showing a real case so that your prospect can visualize themselves with that result. And then the third post would be, for example, behind-the-scenes, the backstage of your agency, where you humanize yourself, you humanize your agency, and this humanization helps build trust. So, just this content alone means that if your prospect, whom you contacted, checks you out on LinkedIn, they will find content that will generally build trust. That's the goal. And if they also see a good website, even if you don't have a large background or a lot of portfolio, it's not a problem. You still provide some information, some leads that show you are trustworthy. That's the goal of web presence. And pillar 3, networking. So, this is, in my opinion, something that... I think pillars 1 and 2 are mandatory for everyone. But pillar 3 as well, even if you think you don't have a network, I think everyone here should do it because we all have a network, whether we realize it or not. Pillar 3, as I said, consists of developing your network and knowing how to leverage it. So, there are two types of networks you need to consider when you're starting out between 0 and 10k per month. The first network is your personal network. What I call level 1 network and level 2 network. Level 1 network is people you know, your loved ones, your cousins, your friends, etc. And level 2 network is people you don't know, but your loved ones know. So, for example, it's my cousin's friend. I don't know his friend. I know my cousin, he's my level 1, but I don't know his friend. That's my level 2. I don't know him directly. And so, what we want with the network between 0 and 10k is to expand our level 1 network with the best possible quality. We will see how later to also expand our level 2 and to leverage, discover, and exploit our level 2 to find clients. What I mean by that is that in your level 1 network, perhaps you don't have many people who want a website, perhaps you don't have many entrepreneur friends around you. However, it's highly likely that among your loved ones, there are some who have bosses who might have a company that needs a website. There are some who have connections, there are some who... you see, there are people around you who, in their own network, might have potential clients. And so, your job is to make sure you always meet new people to bring into your level 1 network. And when I said earlier to have quality in your level 1, it's, for example, to seek out entrepreneurs or people in business, because naturally, they are more likely to have people in their own circle who could become your clients. So, go meet entrepreneurs and people in business to join your level 1 network, to qualitatively grow your level 2 network, and then do the work of discovering and leveraging your level 2 network. What does that mean? It means going to your level 1 network, for example, your cousin, and asking him where he works, who he knows, does he know people who have companies? Does he know people who work in good companies? And you ask him questions to understand a bit about who your level 2 network is. You can also go look, stalk your cousin's social media, look at his LinkedIn, see who he knows, who he communicates with, who commented on his posts, etc., until you come across people who seem interesting, and then you ask your cousin, your level 1, to put you in touch with level 2, or you simply ask for permission to contact your level 2, meaning his acquaintance, from his side. So, you see, we expand level 1 and therefore our level 2, and we leverage it afterwards. And this is extremely effective and very easy to prospect within because when there is an intermediary of trust, people immediately accept appointments. So, this is truly a great method. And the second thing to add here is the personal network, level 1, level 2, and then the professional network. So, this is participating in entrepreneur clubs, entrepreneur networks to discover new entrepreneurs, people, and add them to your level. For example, if I attend an entrepreneurship fair or if I join a BNI club or a Dinabai club, these are business clubs. It's an evening where I will meet 30-40 entrepreneurs, and perhaps one or two with whom I will get along. I will say, "Come on, let's have a coffee, let's eat together next week." I will start to get to know these people well. They will become people who enter my level 1, my close network. But these people, if they are entrepreneurs, they probably have a very good network themselves. So, they unlock a very good level 2 network for me. I will then just need to discover and leverage their network to find clients. Networking is super powerful, I highly recommend it. From 0 to 10k, it can accelerate everything. We have many AGS clients, in AGS coaching, who quickly reach 5k, 10k, 15k per month thanks to networking because it's extremely fast. So, when you implement these three pillars, what will happen is that you will prospect and generate many discoveries. People will discover you in the best possible way and be interested in the audit you offer them. So, you will be discovered by many people. You will build trust with them thanks to pillar 2 with web presence and reinforce all of this with networking, which will create a truly interesting general synergy, and all of this will generally allow you to generate, on average, what we see in coaching, between 3 and 7 new appointments per week. If you do the volumes I told you, with the quality I told you, this will generate between 3 and 7 appointments per week. And honestly, even if you're not great at sales and you're not very comfortable at first, you can expect a conversion rate of 35% on average, and sometimes it's much higher, and I wish it to be much higher for you. But 35% is an average, even a bit low, and so that means we can expect one to two sales per week. So, you see, this can go very, very fast, and this is from the very first weeks, from the very first weeks you take action. If you take one or two weeks to set up your web presence and to prospect, these are results you can achieve very quickly. And if you sell services, which are called one-shot, meaning for example, websites, you sell them once, and if you adhere to the prices I often suggest on this channel, for example, €3,000 and up for a showcase website, then average order value (AOV) is the average basket. So, if you have an average basket of €3,000 for a one-shot service, if you make one to two sales per week, you easily make more than €12,000 to €15,000 per month. So, we are well above the €10,000 as promised. And if you offer recurring services like ad management, Google Ads, Meta Ads, community management, or consulting, coaching, training for businesses, and you are on a recurring revenue, meaning a recurring revenue every month, and you have a recurring average basket of €1,000 per month, which is the minimum I recommend, then in that case, in 2 months, with this kind of figure, in 2 months, you can reach your recurring revenue of over €10,000. So, it can go very fast. I think on average it's 3 to 6 months. When you do, for example, in AGS coaching, it's over 3 months, and we have objectives for 3 months. So, we can, and we often see very good results in 3 months, even well over €10,000. I interviewed Ines on this channel who reached €32,000 in 3 months. So, we see very big and quite fast results. It's possible in about 3 months to achieve this kind of result, €10,000 per month. And in the worst case, even if you lack a bit of time daily or otherwise, it can be done in 4, 5, 6 months. Personally, I would aim for 2 to 3 months. And if I had to start over tomorrow, knowing all this and knowing how to apply it, my objective would be to make €10,000 in the first or second month, very honestly. So, in short, this is exactly what I recommend you do to go from €0 to €10,000 per month as quickly as possible. It's exactly that. Once all of this is done and you're at €10,000 per month, congratulations. Now, we can move on to the second step, the scaling phase. Because for me, 0 to 10k is really the moment when you discover the business model, you discover the clients, you discover your services. Everything is a discovery. From 10k to 100k, we will build on these foundations we have built to accelerate growth. And one thing that will change particularly is that we will replace, or rather complement, one-to-one actions with one-to-many actions. So, what does that mean? When I say one-to-one, it means that when you prospect, for example, you take an action, you will reach one person. So, it's an action, one action equals one prospect. One-to-many actions are when you take an action that will reach multiple prospects. So, this is what we call leverage, an action that has multiple results, and this is what we will really implement in the scaling phase to accelerate our prospecting, because alone, it's actually quite easy to make 10k, 15k, 20k per month with this kind of method. But to make 100k, you alone won't have the time to do all of that. So, you need to have leverage. Just a small disclaimer, a small warning here. Don't stop all your one-to-one actions until your one-to-many actions start producing results. Otherwise, you risk finding yourself, and I've seen it, agencies that go from 0 to 10k, 15k, scale, stop everything they were doing before, and fall back to zero, and sometimes take time to take off again. So, really wait for scaling to take over and produce results before stopping what you were doing previously. And we will see just after that not everything needs to be stopped. There is a very good foundation that needs to be continued. For me, networking should continue for life, web presence too. And in prospecting, we will see that we will keep it partially. So, the first thing to start scaling and implementing one-to-many actions is to generate leads. Leads are prospects. So, our first step in our daily scaling routine is to generate new prospects every day without having to actively prospect. How will we do that? Well, the first step will be to generate qualified traffic. That is to say, to generate prospects, we need many people to discover us. And for that, we have two potential traffic sources. The first traffic source was organic content. So, you know that from 0 to 10k, we started the LinkedIn content strategy where we create content, and well, the goal isn't to be discovered by many people, it's to convert, but still, we put content online, and little by little, people will start to discover you through it. What I can recommend here is to maintain the three posts per week. That doesn't change for LinkedIn, and the same type of posts doesn't change. And you can add another channel, the most qualified channel possible. And for that, I tend to recommend YouTube. So, YouTube, for me, is the best organic channel overall. Why? Because it's a channel, I think it's one of the last networks where we have long-form content, content where... it's a channel where people come to educate themselves, to train themselves, who take the content seriously and dedicate time to attention, and people's attention today is too rare. And so, YouTube is one of the only channels that allows this, to have people's attention. So, these are truly qualified prospects that you find on YouTube. And so, what I recommend is to make expertise videos on your expertise on YouTube once a week. Here, in terms of conversion, it will be incredible because through YouTube videos, people will also discover you as a human being, they will see and hear you. You will be able to delve into subjects. So, honestly, in terms of conversion strategy to build trust with people, having YouTube in addition to LinkedIn is truly great. And in addition to that, YouTube has a very good SEO function. It's a Google, it's a search engine. And so, people will often look for solutions on YouTube. So, if you position yourself as a solution to their website problems, ads, etc., they will find you rather quickly. So, honestly, I recommend YouTube. Personally, it's the first network I implemented for my agency 8 years ago. Almost all my first 100-150 videos were marketing videos for SMEs, content strategy for my agency. I got 700,000 views with my purely marketing videos. It really allowed me to... well, to become known, to have a certain credibility with my prospects. So, even if it didn't bring me a flood of new clients from YouTube, when I had a sales meeting, people saw that I had a lot of views on YouTube in my field with my agency, and that gave me credibility in meetings. So, that was really great. And incidentally, it allows us to be discovered, which is great. And in parallel, what will really make us discoverable is paid traffic. I will recommend that you start running ads, and specifically Meta ads. That's what I recommend. It's the simplest. It allows you to test many things. You will be able to test many things in terms of creatives, so videos, photos, etc. And what I will recommend is to start advertising. So, let's take a 4-week horizon to start the first month. I recommend creating five new ads each week. The goal will already be to test many ads to see what your audience likes and to find formulas that work and attract people to you. And so, we will look at the content of the ads later. But for now, keep that in mind. I recommend creating five new creatives per week for the first four weeks. And the idea is that in the first 10 days, you will spend around €20 per day. The idea here is just to start seeing what people want to see, to start seeing how much clicks cost, what the click-through rate of your ads is, to see a bit what interests people, the hooks that work. You will be able to test hooks with your first creatives. Also, you will educate your pixel, your tracking a bit. So, your ad account will start to understand who you are targeting, who is clicking on it, etc. So, it's really about refinement. At the beginning, with €20 per day, don't expect great results or very qualified leads. The goal is just to get started and start seeing what works. And after 10 days, you will have tested about ten creatives and spent about €200 with your tests. You can start spending around €50 per day. That's the budget I recommend to start with. That's about €1,500 per month. That's why we can't do this from the beginning to find the first clients. In any case, I advise against it. When you do this, you already have a certain notoriety, you already have testimonials, a portfolio, you already have a track record from the 0 to 10k that allows you to show things that build trust, and you have cash flow, treasury that allows you to finance advertising. But that's why it's important not to burn through everything. You need to keep a budget for this kind of thing. And so, I recommend spending €1,500 per month because ultimately, you are running highly targeted B2B advertising. And so, leads, prospects will be expensive, and good prospects are very expensive. But what you also need to keep in mind is that if you apply the rates we saw previously, and more, because if you start scaling, you can even increase your prices a bit, you will be very profitable no matter what. In less than 2 months, you will have recouped the cost of one recurring client. For one-shot, I won't even mention it. So, if with €1,500 per month, you start getting 1, 2, 3 clients, you see, you don't need many clients to make it profitable. So, these are the budgets I recommend to start with. And for creatives, a small tip: to create good hooks and good creatives for your ads, use your clients' pain points. Later, we will take concrete examples, you will see where all this organic content, paid traffic, leads, is going. It's good, you get discovered, but why? What do we put in the ads, and where does all this content and all these ads lead? Well, the idea, the core of this strategy, is to create what is called a lead magnet. So, it's about bringing all this traffic, whether it's your organic traffic or your paid traffic, all to the same place, towards what is called a lead magnet. And so, we will bring them to a capture page, a page where people can sign up to receive your lead magnet. So, what is a lead magnet? It's a gift you will give. It's a free resource, a gift with value inside that you will offer to your prospect in exchange for their information, their name, their email, their phone number. These are the basic details. And so, this information will be stored in your emailing tool, your autoresponder in French. So, for example, Mailchimp, that's the one I like, that I've been using for almost 10 years. You will have all the people who sign up, who will be stored in your autoresponder. You will have all the information about them, name, email, phone number, and they will give you this in exchange for a gift. So, what is a good lead magnet?
First, I would like to start by recommending a reading, Alexi's book, which I have put on the screen, this one which is really excellent. I recommend it to you and notably from page 27, it explains exactly what a lead magnet is and he has a whole chapter on good lead magnets and the different possibilities. A lead magnet can be an ebook, a PDF guide, it can be a free conference, it can be a video masterclass, it can be what we call VSLs, video sales letters.
So, it can take many forms, it can be a gift, no matter the form it takes. The idea of the lead magnet is to offer a gift in which there is value and ideally a solution that partially solves the main problem of your prospect and which, obviously, is the problem that you will solve with your service afterwards. I will give you, and by the way, I will give you a very concrete example of a lead magnet from an agency that works very well and is part of the AGS ecosystem. But by the way, just in parentheses, I'll give you a piece of advice. I advise you against using free consultations as a lead magnet. Yet I know that 90% of agencies do that, but for me, free consultations are not what works best.
Simply because, in fact, there is no immediate value. First of all, when you offer a free consultation, the prospect is not stupid and knows that this free consultation, yes, they will receive content, I hope so, but they also know that it serves as a sales appointment. So, they will already have a first barrier to going there because they know they will try, they will be closed, they are aware of it, the prospect is not stupid. But in addition to that, well, there is no immediate value. In a consultation, you will discuss and they are not sure what they will receive. Whereas, conversely, when you offer a concrete gift, then you guarantee your prospect to receive immediate value. And I can tell you, I do both. You will see below many of these videos or in the ads you might see on Instagram, I have ads, videos where I offer you an appointment for a direct consultation and I have lead magnets which are concrete gifts like my prospecting pack which over 15,000 to 20,000 of you have downloaded, which contains a list of 100 potential niches to target. See, that's immediate value. You sign up, you receive it. The free consultation, well, of course, we give content, we take heart, we do big diagnostics and we give a lot of free advice in our appointments and by the way, we present the AGS coaching.
But you need to understand that even if both are very good in practice, I can tell you that there are 10 to 20 times more people who will sign up for the prospecting pack where there is immediate value rather than for the free consultation because the value, once again, is immediate. It's an immediate gain. So you must offer something that has value that will immediately impact your prospect positively. So I'll give you an example with an agency I admire, Maxens' agency called MS. He did a YouTube strategy with a lot of videos. He published quite a bit and under these videos, he has lead magnets and for example, he has one which is here, his guide to automating artificial intelligence for e-merchants. He is an agency that targets e-merchants and fairly robust e-commerce businesses. And so he created a guide on AI automation and there you go, people watching the video, he tells them "You can find my guide below." People click and land on this page and they have to give their first name, last name, email, phone number, say if they are founder, CEO of the company, marketing manager or other, and if it's a Wcom company or an agency. And they have to fill this out to receive the guide. And as soon as you click on "receive the guide," you land on the guide. And at that moment, Maxence and his agency receive all the information about this potential prospect. So that's an example of a capture page for a guide. And why is it interesting? Because, well, obviously, we collect contact information, but above all, our lead magnet must be designed to qualify and filter our prospects.
See, Max is interested in e-merchants who are themselves interested in artificial intelligence. Why? Because Max behind sells a service where he helps e-merchants implement automation thanks to artificial intelligence in their e-commerce. So, naturally, he created a lead magnet, a gift that is linked to his service. And that means that 100% of the people who sign up for his lead magnet, meaning those who click on the ad or his organic content and come to sign up for his lead magnet, are qualified people, filtered in relation to the service he sells. After that, he didn't just offer a super broad lead magnet like "earn more money with your e-commerce" because that wouldn't be a filter. Anyone, anyone, whether it's a dropshipper or someone doing 20 million a year, anyone would sign up. Here, there is a real filter. And so he receives new registrations every day from people who give all their information. It goes into his autoresponder and he has new e-merchant prospects every day who are interested in artificial intelligence. And that's his prospect base. Okay? And so, in your ads, what do you put? Well, you don't sell your services, you don't sell yourself. You sell your lead magnet. So in your videos, you say, in your posts, in your YouTube videos, you say "Well, if you want to go further, I have a guide on artificial intelligence that you can download below. There you go, that generates leads, well, in your ads, you talk about this guide. You talk about your lead magnet. So you can create guides, PDFs, masterclasses on any topic. If you sell websites, it can be advice for succeeding in creating a good website or for diagnosing your website. Well, in that case, in your advertisement, you say "You have a website, you don't know if it's good, you want to diagnose it yourself and know if it's qualified or not. Below, you will find my website self-diagnostic tool. There you go, I'm talking nonsense, it's just an idea, but it's to tell you that in your advertisement, you sell your lead magnet and that will generate registrations. From there, you will have qualified, filtered leads, so qualified, who will fall into your autoresponder. And then, we can move on to step number 2, which will be to take all these leads and transform them into appointments and then obviously into clients.
So, how does that happen? First, there are two things that will happen when you receive prospects who sign up in your autoresponder. So, imagine you have your Mailchimp, the tool I mentioned earlier, and in it every day, you will have, for example, let's say a prospect will cost between €5 and €10. You spend €50 per day. Let's say you have between 5 and 10 prospects who fall into your list every day. First, the first thing you will do is what's called SDR. It's basically setting. Setting is what? So, setting is to book an appointment. Okay? Setting is to book appointments with prospects. So, and SDR is the term we give to this operation and to the people who do setting on a daily basis. So, your first mission, the first thing you will do with all these prospects is that within 4 hours, I advise you this, within 4 hours of their registration, you will contact them by phone ideally, since you will get their phone number, you will contact them by phone to offer them an appointment to go further on the same topic as your lead magnet. And I advise you to use the phone because conversion rates will explode, response rates will explode. And why within 4 hours? Well, because within 4 hours, they will still remember you. And if they downloaded your lead magnet from the website, from the ad or elsewhere, it's because it's a topic that interests them right now. Don't wait weeks or 10 days or even 3 days to contact them. Do it when they are thinking of you. Otherwise, in 4 days you'll say "Yes, hello, I'm Valentin, I sent you an ebook that you downloaded 4 days ago. I don't remember. You have the wrong number, bye." Whereas here, 4 hours later, well, a maximum of 4 hours later, obviously, they will remember you. Okay? So you will have more effectiveness, it was fast. For Americans, like Hormozi, you are contacted in 5 to 30 minutes. Okay? That's to tell you it's aggressive.
So, the day, obviously, from 9 AM to 5 PM, for example. And at the beginning, when you've just reached 10k per month, what I advise you is that you, the CEO of your freelance agency, do it yourself. For the beginning, you won't start delegating this. You will do your own setting yourself. You will call the prospects who sign up every day. For this, it can involve setting up automation. For example, with Zapier, which is an automation tool that allows you to set up small alarms, identification when you have a new registrant. So you have the information, you wait a little, not a second, you wait a little and then you call all the prospects who come in. You do this all day with the goal of, well, with the goal of generating appointments. And for that, what I advise you to do when you call a prospect who has just signed up, first, you tell them who you are. You tell them that it's your lead magnet that they downloaded. If it's a guide, for example, a PDF guide, you ask them if they've read it, if they liked it, and then you ask questions about what motivated them to download it. So, if I understood correctly, you are an e-merchant, is that right? You have an e-commerce, okay, cool. And you are interested in artificial intelligence, you have already started implementing it, and you ask questions like that, and then you make a proposal to schedule an appointment in exchange for even more value. Listen, I hope the guide has already pleased you or will please you if you haven't read it. Know that I took the liberty of looking at your company while we were talking. I saw your e-commerce, I see a lot of interesting things and I have other content like the guide and other advice that I could give you. Would you be up for it? Shall I offer you 30 minutes of consultation during which I will give you some additional advice on this topic? And there, you get your appointment. Again, it's an appointment, they are supposed to receive value, but it's the appointment that will also serve you to close your client. So that's something you do all the time. And what's great is that from the moment you do this, well, you don't have to prospect much anymore because in an ideal world, if you have 5 to 10 prospects coming in every day thanks to ads, well, technically, when we saw the volumes we were doing before, we were doing even less volume than that. So you have even more prospects coming in without having to do anything. It's automated prospecting, so to speak. So, you have prospects coming in, you contact them, you book appointments with them as I just explained to you. In parallel to this, because we don't only have setting, there might be people who don't answer the phone, that will happen. In parallel to this, we will also have an email sequence that will be launched. So when people sign up for your lead magnet, they fall into your Mailchimp, launch an email sequence, so emails that will send themselves. I advise you to program 5 to 10 emails. At first, you can send them every two days and then space out the emails a bit. And the emails should always have the same format. So, there are two possible formats. They are emails where there is value and a call to action at the end. So you give value and at the end you propose an appointment. The goal is always the appointment because these are people who already have your lead magnet. So, the next step is the appointment, no matter what. Or it's not value plus an appointment, it's another form of value. It's a case study, then the appointment proposal. So in any case, in your email, I would like you to have advice, value, or a case study followed by an appointment proposal. That's the model Alex Mos uses for all his emails. I've put an example on the screen. So you see a text where he gives very simple advice. It's quite short, it's direct. And at the end, so there he gives advice, what is it? on pricing and at the end he says "Do you want even more methodology to create profit? We have just opened a few new spots for our scaling workshop in Vegas. You can book a call to discover it." And there, there is the link, and in fact, that's his main product. That's what makes him money and there you have a link to book the call. And all his emails are like that, it's advice, value, a case study followed by a call to action to book a call. And you have this that is sent all the time in parallel to your setting. So when a prospect comes in, they start to discover you through emails. You send them value. So you complement the lead magnet with even more value. Then you really start to build a relationship with them, and in addition, you will do setting to grab the appointment as quickly as possible. And there, you have booked an appointment. We are approaching victory. Simply a small thing, between the moment you book the appointment and the appointment itself, 5 days, 10 days, 15 days can pass, it depends when the appointment falls. I advise you to do what is called nurturing. Nurturing is educating, feeding your prospect with content and educational content that you will create so as to educate them on the topic of your appointment, educate them on who you are and what you can do for them, and also motivate them to be there at the appointment because, believe it or not, they can forget the appointment in 15 days. However, if in the meantime they see content that interests them, it could motivate them to be present at the appointment. And so, and then possibly you give them access to the email sequence. You don't cut off the email sequence like that, they continue to receive emails in parallel as the appointment approaches. And there, you arrive at the closing appointment.
So, for the closing appointment, you find yourself facing the prospect to whom you have promised more content but also, above all, to present your services, what you can do for them. Well, here, I advise you to use what is called the Closer framework. It's a framework, it's a methodology called Closer, it's an acronym by Alexi. Again, that's my American coach. So I like to choose a coach I like and train exclusively with him. And I have chosen Alexi for 2 years now to train me. Okay? So I recommend his tools to you and his Closer framework, as I told you, it's a way to organize your closing appointment. The first thing, C, is to clarify why you are at this meeting. So there you tell the client, well, the prospect, well, today I will give you some additional advice based on what you discovered in my lead magnet, and then I will also present what we do and see how we can possibly help you. We clarify the appointment. Then, you give some advice and you also start your discovery phase, asking questions to the prospect so that they present themselves in more detail so that you can give appropriate and precise advice for their situation. And so, you start to know what their daily problems are and you will label them, give a name to these problems. You will identify the problems. So, for example, if it's to sell your artificial intelligence services again, as Maxence was doing before, to be in continuity with the lead magnet, then you will make him state what the internal problems are in his e-commerce that require AI automation. Okay? So he will state his problems. Same thing, if you sell websites, make him say what the problems are today with his website. And if he doesn't see it himself, even though I doubt it because he downloaded your lead magnet, so he is aware of his problem, you can state the problems that you have identified and that he validates them. So you validate the problems with him. You also validate the pain points. Here we are interested in the pain points. So the idea here is to see what pain points these problems generate and what past pain points they have generated. So here we really dig into the problems, the pain points, and after all that, we make him rise in emotion and show him why he needs a solution thanks to this negative emotion. And then, we present our solution, we make our offer. So, we sell him our solution to all this. So, your service, website creation, AI coaching, whatever. And well, there you will see how he reacts. Normally, there may be objections. That's normal, that's good news, it means the prospect is interested in you and your offer. And then, the next step is to explain, to overcome objections. So, explain away, in the sense of explaining them until they disappear, but basically, overcome objections and then finally show leadership to trigger the decision at the end of the appointment. That's the Closer matrix, that's the Closer framework. I recommend it, I like it a lot. We could also summarize it in three steps if we want to be a bit more chill, a bit more lazy. There are three main steps. We always clarify the appointment. It's important to clarify the appointment well at the beginning so that the prospect understands as soon as they arrive that they will have content, specific advice, but also an offer from you. We give him his diagnosis as promised, that's important, and at the end we make him the offer. Okay? That's if you want to be a bit lazier with the presentation, but basically, those are the three main steps. And to do a diagnosis, so to speak, it's a discovery phase where you mainly ask questions and where you give some advice, of course, to provide the value you promised. Here, I would tell you to expect about 30% conversion. That would be a 30% goal. In fact, it's not at the beginning, you might have 15-20%. Your goal is to have around 30% conversion. It's lower than what we said earlier. But because here, there was a whole prospecting process that really qualifies your prospect enormously. Whereas here, well, it remains qualified, but these are prospects who come in on their own. So, naturally, they are a bit less involved in the sales cycle. Everything was faster for them. So 30% conversion is already very good. In terms of volume, it's already substantial. You don't need a lot of clients to make 20, 30, 40, 50, even €100,000 per month. And so, a rule I'd like you to keep in mind. So at the end of this appointment, in an ideal world, you will be asked for a quote because normally the prospect will eventually say, "Okay, your thing looks cool, your website looks nice, how much does it cost me?" So, in that case, we go and give him a quote. Or, well, it can lead to other less favorable outcomes. In any case, what I would tell you is to apply the BAMFAM method. Book a meeting from a meeting. That's the idea that you never leave an appointment without having scheduled the next appointment. So if they ask you for a quote, tell them "Okay, I'll give you a quote. I suggest we schedule the next appointment right away, during which I will present the quote and we can discuss it." And even if, well, even if they tell you "Well, I'll think about it, like, I don't know, I'll think about it, there you go," then you schedule the next appointment right away. So I'll let you think about it, let's talk about it Friday morning. Okay? So BAMFAM is really about bouncing from one appointment to the next to always have a next step planned with your prospect until we reach a final answer, which will be yes or no. And if it's yes, well, you cash in, obviously. But what's crazy is that you will cash in on a prospect that you will have triggered automatically because, ultimately, what's cool is that your only human action, technically, is in setting and closing. And again, what I didn't tell you before is that when you start making money with this, you will be able to hire, for example, a salesperson who will replace you in setting, meaning they will make the calls for you. So, personally, you will only have to do the closing. And I think that up to €100,000 per month, you can do almost all the closings yourself. So that's it, or you might have a salesperson who helps you close when you exceed €50,000 per month, but between up to €50,000 per month, you can easily do everything yourself. I even think it's your role and you will get the best results in terms of closing. So that's my advice regarding the division of roles. But the salesperson can indeed come and help you, and you can pay your salesperson on commission only on the deals you close. So you pay them, for example, x%, it could be, I don't know, 2%, 5% on the clients you sign following an appointment that they obtained. I'd like to finish with one thing, a little acronym you can keep in mind, is that from the moment you have this strategy running, your role, your daily life should be paced by what is called NPOS. That's also an expression from Rex Hormosi. NPOS stands for Nurture, Pipeline, and Outbound. Nurture, as we said earlier, is feeding the prospect. Here, in the sense that he hears it, it's feeding the prospect and educating them so that they are present at the appointment and that they always keep you in mind. So, in your daily life, whenever you have a moment of pause, ask yourself, can I do some nurturing on a prospect I currently have somewhere to ensure they are present at my next appointment or at least that I educate them in anticipation of a future approach. Okay? Nurturing is what we will do daily. These are really all daily actions. It's really what marks your daily life. Pipeline. So, the pipeline, you know, it's your, it's everything you have in progress, like files. It's the prospects you have in progress. Pipeline means the pipe. It's a bit like what I have in the pipeline, so to speak, in French. And so the idea of the pipeline here is to empty the pipes by closing clients. So the idea here is to close clients to make things circulate in your pipeline. So your daily life is nurturing to ensure that clients are present, well, prospects are present at appointments, and closing appointments. And finally, outbound is prospecting. So, that is to say, when daily you have done, you wake up in the morning, all morning you do nurturing, you have your two or three appointments scheduled for the day, you have 3 hours left to kill today. Well, that's when you can do outbound, meaning prospecting, and we can go back to the method. That's why I told you we wouldn't eliminate it completely. If you have 3 hours to kill, whether it's you or your salesperson, well, we'll make these 3 hours profitable by doing direct prospecting or networking. There you go, we do outbound to create new appointments. So your daily life, what should animate your daily life and that of your salespeople, well, it's these three tasks. That's what should really pace your commercial daily life. There you go. And when you do all this, well, we've really stayed focused on the client question, but when you do all this, well, you have what you need to go from 0 to 10, that's important, and above all, you have the complete strategy to have leads that come in on their own and convert them into appointments, then into clients. Here you have what you need to reach €100,000 per month. I hope this video pleased you. I hope the format, it's new, I don't think I've ever done this kind of format on the channel before. Tell me in the comments what you think of it. Tell me if it's too dense, too fast. If there's too much at once, I'll know. I can make longer videos or several more detailed videos. There are many topics here that are topics that on their own would be worth videos, like the topics of setting, email sequences, closing appointments, meaning all of that is worth dedicated videos. When I do AGS coaching, I lead two prospecting and sales sessions per week, each lasting 1.5 hours, and in all these sessions, we cover all these elements daily, every week, and it still takes time for it to sink in and be properly implemented. So I imagine that not everything will be perfect in a single video. So if you want me to make more videos like this, for example, as I told you, for the part from 0 to €10,000 per month, if you want me to go deeper into all these points, then I will gladly make a video like this. And if you want me to make videos on specific topics of everything we've covered today, let me know, I can better illustrate my points. There you go, that will be with pleasure. And again, if you want to have your prospecting plan as solid as possible, as effective as possible, because it's really a prospecting plan that I believe in enormously to go from 0 to 10,000. Come to next Tuesday's conference. Really, these are conferences where I give everything, I give a ton of content and it's completely free. However, again, limited spots, so book yours below and we'll meet live. And by the way, you can ask me questions about this plan or even about this video. I'll always be happy to answer them. In any case, I hope you enjoyed it. Tell me what you think. Subscribe if you liked it too, because there are many more videos like this coming. And then I'll see you very soon for another video.