Transcription
Uh, we actually don't do sales calls and I haven't for 5 years. We actually close all our stuff in 5-minute videos.
I'm here with Frankie. Hey Frankie.
What's up, brother?
Show the big guns. [laughter]
So, you've literally had over a thousand agency clients in dozens of different niches, right?
Correct.
What are you finding that's working right now to get clients? I'll tell you my my favorite beginner thing is is everybody teaches doing one-to-one outreach, but there's a it's the most crowded way to reach people. It's the most competitive. I like just doing either on Facebook or LinkedIn, depending on where your audience is. I'll friend a bunch of those people and then I'll put what I call little hand-raiser posts of like, hey, if we could do this for you, who would be interested? Drop a comment. And the magic of it is they think they found you rather than you strategically. It's like if I'm trying to sell roofers and I don't know any roofers, I'll go add a 100 roofers on LinkedIn, make a post and they'll go, "Hey, I saw your post about blah blah blah." And in their mind, they discovered you, which changes the power dynamic. It's super easy. It's free. It takes 10 minutes to do. And you know, you can add a hundred of them, you know, in 3 days or whatever. You can actually do it in a day most times.
And what is the actual post say, the hand-raiser post?
Usually I call it an offer summary. So, I had a mentor who said years ago, if you can't sell your offer in one to three sentences, there's no amount of VSSLs or copy or pages. So, I usually just summarize like, hey, if we could do this thing for you, would you be interested? And it's usually it's related to a promise, not the service. So, like the difference is like if I'm doing, I don't know, pay-per-click. Paperclick is a service. I don't say, "Hey, if we did pay click for you, would you want to buy it?" I say, "Hey, if we could get you 50 to 100 people this month on a $3,000 budget who are interested in getting emergency toilet repair, drop a comment below if you'd like to hear more about it." And I get instant real-time feedback from like actual roofers. Would you buy this? It also saves me a lot of time of like building websites and, you know, like trying to optimize 80,000 things if nobody's going to buy it because if nobody says me and raises their hand, you know, I just try the next promise and try something else. And people have short attention spans on social media. They won't remember that you're the same guy who posted something else 10 minutes ago.
Yeah, 100%. And they'll they'll think you're some sort of wizard for showing up on their feed.
Even though they accepted the friend requ.
So once you do the handraiser post, somebody reaches out, what do you do on the sales call to actually get them to close?
Uh we actually don't do sales calls and I haven't for 5 years. We actually close all our stuff in 5-minute videos and includes like all the details everybody hides behind like the price and all that. And I actually taught it to one of my students and he told me uh like just a couple weeks ago they closed 800 clients this year without talking to a single one of them and there's still two months to go. So he probably hit a thousand.
Okay. So I have to hear this like what what's in the video?
Uh just nude pics. You know my uh only fans know. No. So a big part of it is I learned that if you demonstrate an outcome that you create for a client and the simplest thing to demonstrate is what happens after you do your service. So, I mentioned like, you know, we did stuff for personal injury attorneys. Rather than saying, "Hey, we'll run Facebook ads or, you know, it's $2,000 a month for the service." I just play an example phone call for like 10 seconds. Hey, my name's Keat and I hurt my back in an accident and I was wondering if you guys could help me out. And I go, "Hey, you'll get, you know, 50 to 100 of these every month." And if you if you do a good demonstration, which is more about picture or audio than actual words, but you show them the thing that's going to happen for them, they usually get your service like a thousand times faster. Plumbers don't understand Facebook ads or Google or SEO but if you show them like hey this is what's going to happen these kind of people are going to call you then they want it and then towards the end of it everybody asks like do you show the price and and I realized something years ago that price is actually irrelevant so if I say hey Katon I got a car for sale it's five grand do you want it like it's not a deal it's not a ripoff until you know what kind of car you're going to get so what I learned to do is when we tell them the price you have to contextualize it with whatever they're going to get so like you know the example I use it's $2,000 a month and you're going to get 50 to 100 kind of phone calls of this type, they're not buying the $2,000 a month. They're buying the fact that the 50 to 100 phone calls a month is more valuable than the price. And I realized if you know how to contextualize price, everybody else says like never mention your price until they, you know, talk to you for an hour. And I used to do all that. And now I'm just like, "No, here's the price. Here's what you get. If you want to get started, here's what to do." And then we literally just tell them how to buy it. Click the orange button below. Fill out the form and blah blah blah. And like uh but don't assume they know how to buy it. like, you know, one person uses Stripe, another person uses QuickBooks, another person uses PayPal, another person sends an invoice. So, I just like literally just walk them through how to buy it and go and then I I'll usually have a, hey, if you got a question, here's how you can ask a question. And almost always the only questions I get are, hey, here's my unique situation. Would it still work for me? Like, I know you showed that example in Orlando, but I'm in Frog Balls, Arkansas. Does it still work in Frog Balls, Arkansas? Yeah, it still works in Frog Balls, Arkansas. You just won't get as many calls as you would in Orlando kind of thing.
Yeah.
Is it a custom Loom video for every person or it's the same video on a page every single time?
Um, the answer that's both. So, when it's a brand new offer and I haven't had somebody say yes to it, I send a custom video. When I get used to people hearing uh yes, which usually there's there's often an objection in there, like almost always the objection is like, "That sounds similar to something I tried before." And then you have to kind of articulate how it's different. Once I get used to people saying yes, which usually just takes a a couple of attempts, then I just one video to rule them all. It's the same video for everybody. I don't The only little personalization I'll do is in the message where I send the video, you know, hey Katon, uh I know you're trying to make this thing work in Frog Balls, Arkansas. Check out this video. I put all the details just so you can check it out on your own time. And what I wish I knew, clients actually prefer to be sold that way because they don't have to schedule. They don't have to waste time. and they can they can consume your offer on the if they want. And so it's it's just so much easier for them to like, you know, kind of make sense of it in their own way, on their own terms. And you don't have to worry about syncing up calendars and schedules and this implied pressure of a sales call. It's like the opposite of pressure. It's like you watch it, you tell me. And you also save yourself an hour of talking to people who are broke. There's nothing.
There's nothing worse than you spend an hour and they go, "Well, I don't have two nickels to rub together. It's been nice talking to you." Right? Those people just watch a video and I never hear from them again. It's like the Tim Ferrris thing he says in the 4-hour work week. He went to his boss. He was calling, cold calling all day. Everybody was at lunch, work, whatever. He was getting more done in the 30 minutes before work and the 30 minutes after work. And he went to his boss and he politely said, "Why are we doing this like idiots?"
And uh.
That's being an entrepreneur right there. Why are we doing this like idiots?
Cool. Thanks so much, man. That was great, brother.
If you want to find out more about Frankie, his YouTube's below. Is are there nude pics there or just pics?
Okay, just we're going to be Only Fans models from now on. We're selling out for fee pickics. [laughter] Thanks, bro.
You got it.
That was sweet.