Transcription
[Music]
Hello, hello. Good morning, everybody. How are we doing today? Jesse, good to see you. Angelo, Tim, Sui, Mike, how's it going? Mer, what's up, man? Ab and Rich, good to see the beautiful faces. Always love having you guys on here today. How are we doing? Let's get in, let's have some fun today.
Um, um, welcome to this week's, uh, welcome to this week's Sales Clinic. Um, pumped to get going with you. Uh, let's all, let's start off with just getting the chat fired up a little bit. Uh, share some wins. What do we have going on? Uh, who's, who's been hitting some good outreach? Had some good looms, got a good reply, made some money. Um, drop some, drop some updates on how we're doing over there. Uh, and let's, uh, let's get started off with that. Or even come off mute if you want, if you want to share. We can just, we can just go that way too.
"Got my first response. I need to get my loom out." All right, Rich, love it. Get that out today. Uh, "Have, have a, have a sales call today with Mike." Sweet. "Positive Fons from looms consulting." Nice, Philip. Way to go, dude. Uh, "Followed up with your ghosted client. He apologized and asked for more time." There you go. That's great. Sometimes you just gotta, you got to stay persistent, even with the people you've, you're working with. Um, "Got my first inbound." All right, Cedric, that's cool. Very cool. "The marketing director I reached out to responded and wants me to seek work." Wants to send, wants me to send work samples. Nice, very cool. Uh, make, make friends with the marketing director. Whatever you do, you got, you're gonna have to work with them, so make sure you're, you're best friends with them. Um, very nice. Sweet. Got a couple wins coming in. I love to see it.
Who's, is this your first time on the Sales Clinic? Is this your first sales clinic with me here? I think I recognize all these faces, actually. Maybe Arland, is this your first sales clinic? No, okay. That's about it. I've recognized you. Got some familiar faces hanging out with me today. So, um, all right, well, let's, uh, let's jump into it. So, I do have, uh, Tan, Philip, and Angelo, that dropped questions in the thread yesterday. Um, there's even been a few that I haven't got to yet that I could go to from May, Anushka, Marcel. So, we'll, uh, we'll start though with, with either Tan, Philip, and Angela. Tan, are you here by chance? I like to try to start with people who are here. Not here. Okay, cool. We will move on for now then. Over to Philip, and I see you are here. What's up, Philip?
Hey man. Um, do you want to pull it up or should I? Quickly. Yeah, yeah, hold on. Let me give you a second here. Let's see. All right, so got this. I'll make sure our spotlight is. Where are you? There we go. All right, let's do it. All right, so yeah, talk, talk us through the little bit we got. Uh, we got this right here for everyone trying to, trying to read along.
Yeah, so basically, um, some context. I met with a friend, more or less, who also sent like a, um, like a consulting loom yesterday, and he gave me some feedback. And he was like, you know, dude, the first thing I, I, I realized when you, when you told me that this, this sounds like a vitamin and not like an aspirin. And I, as a business owner, need like a lot of leads, a lot of, like things to reach out to. He's a B2B business owner. And that made me wonder, okay, if I reach out to B2B companies, um, that might not also not be so active on social yet and don't have so much website traffic either, um, how to position like the EEC, but also social, more like as an aspirin solution instead of like a vitamin, you know? The concept?
Yeah, yeah, for sure. Um, so, uh, what is, so you're, you become a vi-, you become an aspirin when you have a problem, right? I, I don't need, right? I, I get aspirin because I have a headache, right? So the headache's my problem. What's this guy's problem?
So basically, um, his, his conception was more like, you know what you told me, Philip, like this might lead to some leads that might be qualified, like to let's say, like five or 10. But he wants to have like, I don't know, like, like a very well-segmented lead list of like 500 leads within a segment that he can reach out to. And basically, he was like expecting more leads or like, let's just say, like the EC sounded more like a nice to have on top of what he's already doing. Yeah. But what's his problem? What are we trying to solve?
[Music]
Um, so basically, his problem is to get a significant amount of, uh, leads for outbound. That's like his, I'm not sure like pitch, if he is my ICP, either way. But like, that made me thinking, okay, like how to position yourself as like, you know, an aspirin solution, especially for outreach. Because when I, for example, reach out to somebody on LinkedIn, um, and I tell them, hey, I saw your website, you have a little bit of traffic, you can capture, you know, why EC, some of those. And on LinkedIn, for example, you have some followers, but not so many. This you fall into, I think, like I can fall into the trap of like being like a nice to have solution instead of like positioning myself as like something to critically solve for them, like in the sense of engaged leads.
Okay. Um, right. So for this guy who said, say, he's his problem is lead generation, it sounds like, right? That's, that's more or less what it sounds like he's looking to solve. Is he has a low number of leads? Yeah. Yeah. Like he uses, for example, he uses Clay, and like with Clay, he gets, he got like a Clay consultant that gives him like, I don't know, 500 leads, uh, each week that he can then, you know, just send out.
Okay, so you're part of the problem here, and why you're not an aspirin, is you're having a hard time describing to me what the pain and problem this guy has, is, right? If we know like, yeah, he has, what, hey Philip, what specifically on the marketing on the sales side, what problems are you running into? What struggles are you having?
Yeah, well, I am not, you know, I'm not getting as many people on sales calls every week as I'd want. Oh, okay. Great. Can you tell me, what are you doing right now to make that happen? Well, I have, uh, 500, uh, leads from this Clay specialist, uh, every month, every week. He sends these to me. I send them emails. Great. And how's that working?
Well, I'm obviously not getting as many sales calls as I like, so it's not working super well. It's like, okay, so that's what we're doing right now, right? We're, we're doing some like cold outreach with this, with this Clay stuff. But you've admitted that it's not really producing the results that you want. Why do you think that is? What else have you tried? Is there anything else going on? And the more you ask these questions around the problem, the more you can say, okay, so it sounds like you are pushing a lot of information out there through email, which is potentially leading people to your website, maybe potentially leading people to your socials. But because you don't have a, like, what are they going to, let's go pull up your website real quick and look. So you're sending these emails, people might be seeing them, people may not be, because cold email can kind of be hard, right? But if they do see them, they go to your website. Let's see what they see. Okay, they see a book a call. Well, the problem here is, is no one knows anything about you. You're just trying to book a call, and they don't really know what problem they're trying to solve. You're not able to educate them because it's just to a book a call page. So what if instead we nurture these people? We grabbed their email so we could actually, like, we grabbed not just their cold email, but we like grabbed their email consent to continually send them value and more information to educate them. Don't you think we'd be able to convert more of these people into like booking a call?
Got it. Like, check, like what I'm also like, was like the question was also a little bit, when I'm doing outreach, you know, and then I see like, hey, by the way, I recognize this on your side, and I don't, like this is until now, like not a bilateral conversation where I can ask these questions. But like, when I do like a, like a one-way loom consulting, one-way outreach there, how do you do it there?
You know? Okay, cool. So now we're just talking about like, uh, doing outreach, not, not on the sales call, but just doing outreach and loom consulting there. Um, and still talking about how to position email funnels, email courses as the main, like, thing you're selling, correct? Just to make sure on the same page there. Yeah. And potentially social as well.
Okay, well, so that changes things, though, right? Depending on what your offer is, will depend on what problem you assume. So like, if, if it's, okay, let's just play it out a little bit here real quick. So, uh, uh, let's, let's pretend it's an email course first that we're thinking of. Okay, I want to, I want to sell email, email courses, email funnel, and all that kind of stuff. So how do you become the aspirin there? Some of it is, uh, making some assumptions, right? Because we don't have all of the information. We can make, uh, educated guesses based on what we're seeing, but we don't have all of the information. So like, let's just be clear there. Um, but if you pull up somebody's, um, website and you see that all they have is a book a call now page, what can we assume?
Wait, me, like, um, sorry, question. So if you go to a pro-, this is, I'm open sources to everybody too, here. Uh, if you go to a prospect's website and all they have is a book a call now page or schedule a demo page, what's the pain? What's the assumed pain?
I mean, like low conversion rate, because like, it's very appro-, say that again, because like, ultimately, like, okay, there's just like the demo page, but like, there's no education happening before. So there, there might be like lower conversion that for people that book a demo, right? So the pain is their conversions terrible. The pain is, uh, book a call is probably converting one, two, maybe 3% of the total people on your website. So that means you are basically burning 97% of your marketing dollars or your marketing time, because 97% of people are coming to your website and not doing anything. Sounds kind of painful.
But what if, like, um, with like my ICP, like those don't really do a lot of marketing leading people to their website, but also they do like a lot of outreach. Like at one point they might do outreach and then people come to their website. But by them doing like a lot of outbound, you know, so it's cold emails, cold email, cold emails, or like cold calling.
Okay. Uh, do you know how effective cold emailing is? That's a raw question. If all of your prospects do cold emailing, you should probably know the data on what, how good cold email works, because it's not good, right? Or it takes a lot of volume, I should say, right? Cold takes a lot of volume. Well, what if I could make that volume more efficient by collecting more opt-ins and more emails from people? Stand that also, like, for example, in this case, maybe I'm getting ahead of myself a little bit. Um, but like, for example, like if a company is like also doing a lot of outreach, like one of the things to position like an EC is also, hey, if you do outreach, you can already add this as, as an asset, as a mini offer when you do outreach, for example. So people go into a certain funnel. Is composition? It, it could be a follow-up piece to cold email, right? To be more like, more valuable cold email. It could also be like, any business, um, has multiple ways to, or can have multiple ways to do lead generation. And so maybe cold, cold outbound is one way. But what happens when you do more cold outbound is when you're getting their attention, there's a good chance they're then searching you somewhere else. And so if they're searching you somewhere else, on your LinkedIn profile, on your website, and then there's nothing that they see, right? They don't have any way to to, uh, learn more or give you their email to kind of confirm that they've actually come across your other content other than your cold emails, then you're not, you're just, they're just going to a website or going to a LinkedIn, leaving, and you don't really know what's going on. You don't really know how effective your cold outreach is actually being. Um, and so when you do cold outreach, the, the key there is you should have like other resources outside of the actual cold email messages to pull people back in. Because that's what I do first, right? If somebody cold emails me, I don't reply. I say, who is this company? Let's go look them up. Let's look up their website. Let's look up this guy on LinkedIn. What if I do those things and there's, we don't know about it? What if I do those things, we don't capture their email?
Okay, that makes some sense. So it could also be used in the actual cold emails, right? Like it could be used as like a follow-up value thing. But I would even say the, the, the better value is having that resource somewhere else so that way when that cold email does hit and that person does open it up and that person then does go and research and look them else out elsewhere, they have those educational assets available and ready to to educate people. Make sense?
Yeah. Sweet. Okay. Uh, Mitch, I see you're here. You made it. What's up, dude? Is there any, anything else you want to throw on top of this conversation here?
Yeah, the aspirin versus vitamin during your outreach. Like the, the kind of like logic train that Andrew walked you down is how you want to apply that consistently. You just want to be like, you're missing out on this many deals because of X, rather than like, hey, you'd get more if you did this, right? Subtle wording change. But like, if you compare their funnel to a perfect funnel where someone is like, undeniable, right? Their outreach message is good, it talks to a really good pain point, and then they check out the thing, and there's educational material that helps them like make good decisions and solve their first problems. If they don't have a perfect ecosystem, they are missing out on whatever their traffic, uh, number is. So as long as they have a little bit of traffic, and if their businesses, they're driving traffic through cold outbound or whatever, that's still marketing. And so if there's a gap between, uh, a perfect funnel and theirs, that's what you point out and be like, you're bleeding money here. That's the pain.
Yeah, makes sense because it's not a nice to have. Yeah. Okay, here was my second, uh, consulting loom. So, but now, thanks for that.
Yeah, nice. It was your second, you said? Yeah, like this was like, you know, you get better over time. Um, so like this was like, I would say, I'm a bit better now. Um, but now that you said this, I, I actually realized that's what I did wrong. Cuz they pitched him like, hey, and then you can capture emails. And he was like, I don't need emails. Or you have the emails, I already go out to them. And this was like the conversation we went through. Yeah. So maybe the better wording for these people is, you're capturing, like, intent and interest and qualified emails. Like going and scraping a thousand emails is is not the same as having a thousand people opt in to your email list. Very, very, very different lead.
I like that. Intent capturing. Yeah. Yeah. Cool. All right, Philip. Good questions. Thank you.
We have, let's make sure I'm caught up on the channel. I see you made it, Tan. Sorry if you were here earlier. I typed your name in the, in the search. No worries. So good, good. Cool. Give me one second here, though. Let's see. Let's see. Mer, people leave without opting in. Yeah, that's okay. So that was on the earlier, uh, question. Question: the client is assuming that the people know their tool will solve their problem. Yeah, that's good. Nothing that compels them to book the call. Okay, good to go. So many Twitter gu-, this is Mitch. I shouldn't read Mitch's stuff, should I? Let's see. Um, okay, cool. We're good to go. Filter the noise with quality leads. Okay, sweet.
Tanya, what's up, dude? Oh, good. All good. Yeah, I have a few questions for you guys. So, uh, can I start just asking them? And let's, yeah, let's do, let's do question one.
Yeah, so basically yesterday I had this lead to whom I sent like a Google Meet link, and I had to wait for him like 40 minutes for him to show up. And once I started talking about price and stuff like that, he cut off his connection. And he's like, the owner of this SAS app, they're bootstrapped and looking to raise funds, but haven't raised anything. And I find him like a little bit disrespectful in terms of I have to wait for him like a few times. This has happened. So should I just, first of all, should I pursue him at all? And the second part of the question is, how do I avoid that happening to me ever again, like having to wait for people for 30, 40 minutes to show up, like flaky lead, basically?
Yeah, whether you follow up with him or not is kind of up to you. Um, like I would default to, yeah, like who knows what happened? He, his family member could have, could have gotten hurt. He could have been pulled into an emergency meeting. He had, could have gone to go get his daughter from daycare. Like, you don't know. So I would default to another thing I should mention, sorry to cut you off, is that when I asked him like, how many free subscribers they have and paid subscribers to his app, he was very hesitant, even though I gave him like good justification to make sure like, hey, this is a good offer for you and me and it's a good fit. He didn't give me any real numbers, which I find like very, like a little bit red flaggy to me, if that makes sense.
Yeah, uh, okay, let's take that. That's an additional, like, one-off thing here that I don't want to worry about yet. So just in general, you got somebody who is flaky, doesn't show up to a meeting or whatever, like, I, I would say first time, okay, maybe something could have happened. Let's follow up. Let's just, let's be, be supportive, be friendly, act as if, assume that it wasn't out of like malpractice, right? Just assume that it was something got mixed up on the calendar. If he does it a second time, start to question it. If he does it a third time, that's probably where I'd be like, all right, forget this. Not, not chasing you anymore, right? Like, you can come to me if you really want to work on this. Yeah, that would probably be my rule. Like, if I were to just like, if you force me to give you a rule of thumb, that's what I would do is like, first time, you know, two strikes, three strikes are out, kind of thing. And then, uh, how do you deal with it? How do you make sure that it doesn't happen?
Uh, yeah, so a couple of rules are, schedule the call as quickly after communicating with them as possible. So if you can schedule a same-day sales call, way more effective than scheduling a next week sales call. If you can schedule a next day sales call, way more effective. So like, ideally, schedule your call within, if, if possible, within 48 hours of the communication. That's your highest likelihood of getting them like to show up. A week, two weeks out, you, a week and two weeks out, you have to make sure that you are sending like, basically drip-feeding valuable information between the call, otherwise, there's a very good chance they could forget about you.
Okay, yeah. If you're booking a week or two weeks out, I would treat them like, I would, like in your brain, be like, okay, every other day or every few days, I'm going to send them something else valuable to show them that I'm thinking about their business, I'm excited to talk, there's this awesome opportunity, here's the problems we're going to solve. Like, I would be following up if you're scheduling calls a week to two weeks out.
Yeah, yeah. Okay. Other things you can do is, uh, just like follow-up, like reminder emails. Hey, excited to meet you tomorrow. Confirming you're still good to go. Hey, excited to meet you this afternoon. Just confirming you're still good to go. Text or emails, like those, those kind of things work. A lot. Um, so trying to think of what else, uh, like what else our team does for for those kind of things. Those are some of the bulk, the bulk ones. Um, so either are great. Yeah, constant reminders, shorten the time from call scheduled to call held, and if the call time isn't short, provide value in the in-between of some sort.
Okay, yeah. Yeah. I hop off after 10 minutes. That's just a hard boundary to have because you do have to protect your own brain from resenting clients so that you can keep showing up to your prospects in a really, really good way. So you're never like transferring your emotion to the client, be like, hey, why did you miss our call? Right? I'll tell that to you guys because we're in an agreement and if you book a call, someone else can't book a call. But like before that, they're, before they're a client, right? It's much more like they should only see the best, right? No no anger, no resentment, no everything. But it's totally fine to have boundaries around that. Just most people when they're like overcorrecting to solve this, tend to like, ah, I never give people a second follow-up call, no reschedules. So don't overcorrect. Definitely be polite, professional, and still like leave it value. They may just need more proof. And proof can mean like all of these people who are like, uh, they have the money, they don't trust you quite yet. Those are forever follow-up deals. The more that you write online, the more clients that you have, the more you follow up and be like, hey, I, I know that last time, um, it was a little bit uncertain if you wanted to work with me because I was just starting out. I get to brag right now because one of my clients just, you know, got, you know, is getting 20 subscribers a day to their email list by the way. Anyway, hope everything's going well. Like no call to action.
Okay, yeah. Makes sense. Yeah. Great tips. Sweet.
Okay, and what about like the third question? Because I saw in a survey somewhere that a lot of, like B2B service-based people are hiring and finding people from these private communities. So my question to you is, how to sell in those communities? Like, what are the best practices to do that? You become a member, obviously, you engage there. Any specific tips?
Help them for free. It's a community, means they all talk to each other. So these are where your free clients are coming from. Like you can point out and be like, hey, I want to do something special because I really love this community. I've got two, three spots. I've got one spot. I'd love to talk to anyone I can and give you guys help with your email marketing strategies, right? Book a 30-minute call. I'll do those calls for free. And I've got an asset that's been working for a lot of people that I know that I can tell you how to build, right? Build a couple for free. And then let them spread the word. And be like, hey, it would mean the world to me if you just wrote like two, three sentences about like how this helped, what it was like working with me, etc. Because I just want to see everyone in this community win.
Yeah, I will do that tomorrow immediately. Well done. Yeah, thank you. There you go. Yeah, the, there's one, one guy in PGA, uh, GJ GMA, uh, one of, goes by one of the two. What is he on here? Dama, GJ. Yeah, GJ. Did this perfectly probably three or four months ago. And it, it was basically Mitch's playbook. It was like, just start by offering a ridiculous amount of free value in the community. Just like, if anytime somebody brings up anything about email funnels, email marketing, lead magnets, lead generation, you're the first person there to educate them. If you do that, that's going to immediately put you like on the, you know, on the pedestal. Like, oh, this guy's, this guy must be the expert, right? He knows what he's talking about. Um, so yeah.
Sweet. And then, uh, on your second question, because we didn't hit, we didn't hit that one either. Do you still want to do that one? Or did you? I still want to do that one, actually. So we're gonna do that one. Yeah, go for it. Go for it. Free. So a lot of people don't accept my prices, even though they have the money. Even when I offer discounts in exchange for testimonials plus through referrals, they still hesitate. How can I avoid this?
Okay, so is this happening, uh, yeah, after, hold on, is this happening after you drop the price? Like, this is the conversation that's going on? Um, sometimes. And sometimes I would do like, basically, we'll end a call and wait a few days and then like send that offer with a discount and testimonial for testimonial photos. And they still hesitate. Like I have this one guy who is like, fractional CMO type of guy, and he has like eight clients, so he's making like, uh, 30 to 40 grand per month. And yesterday he told me that he can only throw, uh, a few thousand at this. And I gave him like a discount, and he didn't answer. And yet today, I sent him like a case study, a testimonial. So I'm just curious, will you, will you, uh, will you do a quick, um, uh, quick mock with me right now?
Yeah, okay. So only thing we're gonna do here is price drop. And after the price drop, okay, so what you're gonna do is just say, and I do all this for $5,000. I'll be the, I'll start objecting. And then we'll, we might only need one. My guess is we won't need long because I have a feeling I know why this is happening, but I want to hear how you play it out after I object to the price. Is that cool?
Yeah, for sure. All right, hit me with it.
Okay, yeah, so price, uh, sorry, offer, stack, and I do all of this for $5,000.
Okay, lots of stuff going on there. That's cool. But I just think it's too expensive. I think, I don't think I can do that.
Yeah, uh, by this point, by the way, I already, uh, have information on, uh, how much they charge and how many clients they need. So in this case, I would do, hey, I just did this in the call before this. So, uh, one guy, he told me that it's too expensive. And I was like, hey, you charge like $500 per month for one client, and they stay with you for six months. So that's $99,000 in LTV. So basically, you only need like one client to pay for the investment and get an ROI.
Okay, cool. So this is right here what we want to get better on. Then, Mitch, your, Mitch, your turn. All right, drop, drop me the price. Let's do it.
So for everything that we just talked about, I charge a one-time fee of $5,000.
Okay. I mean, it's a good offer. There's a lot of cool stuff you're doing there. I just, $5,000 is just going to be too much for me right now.
Okay, I hear you. I can totally appreciate that. Um, I mean, money aside, how do you feel about like the process specifically, like, like of the email course? Yeah, do you feel like the email course is something that would help the business get to where you want it to go?
Oh, yeah. Um, yeah, it's not about that. It's just, I, like, I do think email course, email funnel, like I do think that makes a lot of sense. It's just about making the dollars make sense. In 5K, I don't think I can make work.
Okay, so it's just the money. Do I have that right?
Yeah, pretty much. Like, I, I, I would probably try to go build it myself if, if I, you know, if I have to.
You absolutely could do that and like take all the recommendations that I made and you could absolutely do that. Um, it'll take you a lot of time. So let me ask you this, is it just a 5K upfront? Or if we were to like split it up without breaking the bank, is it still something you'd want to do?
Um, yeah, I mean, with the way that my business is right now, I'm doing like 12K a month, so 5K is like, kind of hurts upfront.
Um, yeah, totally. Do you mind if I ask a couple questions about like finances? I promise I won't put on the rubber gloves or anything.
Sure, sure.
Okay, got it. So like, you said 12K revenue, how much is profit from that?
I'm an online business, so like 11,500. Pretty good.
Okay, got it. And like, is that recurring? Do you have a list of clients that are coming in? I know we like, we talked about like, kind of where the business is at, but like, just for my notes.
Yeah, it's pretty consistent. Um, I, I have about, this is not actually this month, is all three, three clients at recurring. Sometimes they can spike above that with different projects, but that's been my consistent.
Okay, well, I mean, honestly, man, your your price per client is really solid, and I want to see it like crack those like 15, 20K that we're doing. What if we did this? If there's a way for me to like break it up, because like, here's the secret, I own the business, I get to set the price. If we could do like half today, and then push out the second half until it gets launched, do you feel like that would be doable where you weren't stressing about cash, but you could still get this asset stood up for you in four weeks?
Yeah, I could probably make that work.
All right, okay. On that, real quick. So, um, the big, the biggest thing that I wanted you to take away from this, Tan, and you should go, everybody here, you go back and relisten to this part. Is when I object to the price, the first thing you have to do is clarify, is it price or is it process? What is the actual objection here? Because most of the time, many times, people will say, "Ah, that's expensive." What they really mean is, "I don't believe this is a good idea." And so we want to make sure we know what the actual objection is that we're working against here, because those are two very different objections, right? If I would have told Mitch, "Yeah, I don't think email course is right for me," so whether you're doing this for free or a million dollars, like I was saying, "No, that's okay. We'll talk about that. Why, like, what's, let's talk about why we don't think building an email list and having a good lead magnet, like, let's talk about why that's not a good idea," because that's the problem we're focused on right now, and then we can get back to why price makes sense or doesn't make sense later. So when you go back, that scripting of the specific part, where he said, "I hear you and thanks for sharing. Now, I'm just curious, money aside, do you see this as like the logical next step, a great a strategy to add to your business?" Or kind of however he phrased it there, that's the key. That key, like two sentences right there, is the phrasing that you want to use to clarify which direction you're actually headed here. And then if I don't sound certain, you ask again, "Are you sure? You sound a little skeptical. I just want to make sure like you're totally bought in, because if not, I get it. Let's talk about it. But I just want to make sure."
Yeah, yeah. No, Mitch, I swear. Like, I, I think this is awesome. Like, I, I want to do this.
Okay, cool. Just want to make sure like you want to get me ironclad locked down that that is the strategy that I want to do, whether I'm doing it, whether you're doing it, whether I got to go hire someone off the street to do it. Like, oh my God, got to do this. This is amazing. Like, that's the buy-in you want to hear from me. And then we'll go figure out the rest later. Okay?
Yeah, makes sense. Adding this to my process. Thank you.
Okay, there we go. That's, that's what I'm talking about. So that is so many things in the sales calls that's right, impossible to cover in just an hour call a week and stuff like that. So hopefully we can do these little micro things, uh, over and over, um, and and and help you, help you keep growing. This is why sales training, this is why like liftoff and things like this are available so that we can continue to educate and coach and train for years to come on this kind of stuff because there's a lot involved in the sales process. But hopefully, that gave you guys something to work with right there as how to handle post-price, like objections, at least the beginning of them.
All right, all right. Uh, and that was your third question. I think that was the last question. Am I right? Yeah, the third question was about the communities, but Mitch answered that so beautifully.
Okay, sweet. Tan, thanks for coming up. All super good questions, dude. I appreciate you sharing.
Um, okay, next, we have Angela. Hello, hello. You want to give us the breakdown here on?
Sure. Yeah, so my question, um, I'm reaching out to real luxury real estate agents who are all part of the same brokerage. And I'm a, um, ghostwriter for that brokerage. And so I was just wondering if it's a good practice in follow-ups to initial outreach to mention that the free EEC option is a limited-time offer? And if you can't tell, the sales process is like, my, like, super growing edge right now.
Yeah, no, that's okay. Um, that's why we're here, right? That's, that's, that's so that's totally okay. Um, is it, uh, fair to mention that? I think 100%. Um, now, there's different ways you, like, depending on how you frame it and how you phrase it, will come off differently, right? If you reach out to them and say, "Hey, by the way, like, I'm only doing this for a few people, so you need to hurry." Okay, yeah, wrong message. You're probably sending, right? Like, yeah, wrong message. But if you're like, "Hey, just wanted to make sure like we're all on the same page here. I'm just starting my business. I'm going to do this for two or three clients. After that, I'm going to like, I'm, or for one client, or whatever the number is, right? Don't, don't quote me on the specific numbers. After that, I will start like charging $5,000 or or even just start charging for this. So I just want to be transparent. I would love to work with you, but just want to kind of be transparent in where I'm at, where the business is at." Something like that. Like, if you, uh, buffer the bad news, if you would call it that, with like kindness, a little bit, like, then it's, then the bad news isn't so bad, right? It's just like being transparent.
Yeah, okay. There's an aspect of what we just talked about as well that you have to do. I don't know if you're doing this, it's not like in the question, but you have to make sure they like the idea first. Scarcity and urgency only works if they already want it, right? If you're like, "Limited time offer, I use a 2008 minivan. I only have two of them." I'm like, "Neat. For whoever wants that, I guess. That's too bad." So like the same reason I recommend like, don't lead your conversation with, "Hey, I want to do something for free for you." Right? Point out the problem, make sure that they like the process, that they think it'll work for them. You want them to be like, "How much does this cost? Because I want it." And then you're like, "Well, I'm doing it for free for the first couple, so like, I'm talking to a couple other people and like, I can only handle so much bandwidth for this. So, uh, do you mind letting me know by the end of tomorrow if you want to do it?" Cool.
Okay, perfect. Thank you. So anchor that the process is something that they like and would want for their business, otherwise you're negotiating on price and and you're talking about something different.
Exactly.
Okay, cool. Thank you so much. Awesome. Thank you, Angela. Good questions.
Okay, let's make sure I'm caught up on stuff over here. Had a couple of other questions come in from Hamsa and Fabio. Uh, Tim, I see you had a question I wanted to touch on. Um, okay, so Fabio clarified, price or process? Like, you, you were ahead of the game there, Fabio. Love it. Like, that, that must be Mitch. Is that, is that a team Mitch? No, he was just taking notes in the, in the channel. Was like a takeaway. It was right after we said it. Okay. I was thinking of the game. Okay, still a great, great takeaway. Yep. Good job. It's problem, process, and then product, which is where you talk price.
John said, "Great St." Can you role play with Mitch the EEC doesn't work for me scenario? Um, yeah, I tried to role play with John in the chat. He goes to me, he left you, he left you, he left you on red, dude. Story of my life, dude. Oh, man. No, but that's a, that's a great. Right now, you're right back into, right? Yeah, the short answer for that is like, if you say, "Okay, money aside, does this make sense? Does the process make sense? Is this something that you feel like would help you get your business where you want to go?" And they're like, "Uh, I guess." Like, that's a no. That's a hard no from a polite person. But if they're like, "I just don't think email marketing works," right? Then you're like, "Okay, gotcha." And this is where Cole's objection handles in module seven are gold. Like, rattle those off in your sleep. It's like, "Got it. That's a common misconception. But if you don't mind, I'll educate you just a little bit, right? The most conservative numbers for email marketing across the industry, right? An industry being internet, right? Is like $1 in, $34 out, right? So most of the people that I talk to, in fact, I was talking to someone just last week who had the same exact, like, belief, the same exact kind of hang-up on it. And like, whether or not you and I work together, you got to be doing email, right? You just have to. This is what I told them. It's like, it's $1 and $34 out. Just because you haven't been able to make it work doesn't mean it doesn't work. And honestly, this person was leaving so much money on the table by not doing it right. Does that make sense? Is that fair?" Right? So you have to build that certainty up on process. And that's high level. Like, "Email marketing." They're like, "Well, I already, like, my website and my landing page is working." You should have already discovered what "working" means to them. You're like, "Totally, totally understand how you feel that way. Honestly, adding this type of thing increases the throughput of your funnel. And what we see, and what I see with my clients, is it goes from like a 1 to 10% with ones that you're looking at, and the one that you told me about, up to a 20 to 50%. I've even seen something go as high as 75%, right? So it's an added asset that's not going to take away from your landing page, your current brochure website, but it is going to add traffic to your email list that you can sell directly to. So that makes sense?" Cool. So like, how do you feel about the process, like now knowing that, right? And you continuously bring it back to the question. Because if you can get them from a two out of 10 on the process to a seven out of 10 on the process, now we can talk about price. You know, "Ask my business partner, my dog, uh, my dog controls the finances." All that type of stuff. Boom.
Okay, I want to scroll up real quick. So let's see. Tim, curious about why PGA suggests that we don't prioritize our own content. Isn't it parallel for our case? Um, okay, so it's not that we don't encourage prioritizing. It's to don't prioritize it over outreach. That's the, the difference there. And the reason is, if I had a chart in a curve, like the, like, you know, the, uh, time to scale and actually get inbound leads from your own content, it takes time, right? So if you kind of looked it on a scale, it would look like this. Whereas, uh, if you were doing outreach, it's gonna start higher. Doesn't have quite the same like trajectory, but it's just going to give you a higher baseline to get started. So that is why we suggest, like, start here. If you have additional time, totally should prioritize it. Like, I can, I know, uh, some of our, like, Derek Wong, Colleen Mey, a couple of these ghosts who have been around for a little while now, over a year, and they've committed to building up their LinkedIn alongside of doing outreach and other things. They're doing five, six, seven sales calls most weeks, and it's because of that combination of the two. Um, so I 100% definitely encourage you to do it. Just don't spend 20 hours a week on writing content and two hours a week on doing outreach.
Um, okay, next we have, we have 15 minutes, so we're doing good. Linda, I, I don't, oh, there. Okay, I do see yours over there in your private channel. We'll try to get to that one if we can. Um, let's start with HSA, actually. Sorry, right above that. Sebastian, you asked a good question. This was from an earlier, what could that value look like that you share between scheduling the call and the call itself? That's a good question. Uh, are you still here, Sebastian?
Yeah, I'm here. Sweet. Cool. Um, okay, so very good question. Um, let's pull, let's actually start with this. Let's pull the room. What are some good ways to follow up? We have, I just scheduled a call with Mitch, and that, dude, just refused to meet tomorrow. So we're not meeting for 10 more days. What am I going to send Mitch between now and those 10 days to keep him engaged, keep him intrigued, keep him, keep him, keep him going?
You're not a nightmare. You've told me before that you're a layover. Once you get on a sales call. Oh, yeah. I'm the easiest close there is. I, I love buying stuff. I love it. Nobody pitch me.
Yeah, send memes. Like, he's actually not kidding. Could totally send memes. There's probably some, some room in there. Um, didn't have time for in the initial loom. Yeah, Angela. So that's a good one. So, uh, Sebastian, what, what Angela is saying is, in your loom, ideally, you're only covering one problem. Right? It should be one problem, the reason for that problem, the negative outcomes of that problem, here's why I think an email course and building an email funnel makes a lot of sense. But more than likely, you could go through their funnel again and find another problem, and find another problem, and find another problem, and find another problem, and find another problem that you could send a new loom every couple days, re-educating on, "Oh, hey, here's another problem."
And that's what this is gonna solve. Oh, hey, here's another problem, and that's what it's gonna solve. That's a great one.
Um, but just on that, Andrew, um, would an example be if you had pitched them on going to SimilarWeb, looking at their web traffic? Um, another way to solve the problem would also be, uh, looking at their LinkedIn and saying, "Look, an EC will work for both of these."
Yep, 100% right. It's like, "Hey, I was, I was looking at your website before. Now I'm over on your LinkedIn. I see your CEO does a great job of like having some thought leadership, like, you know, founder-led content, really cool. However, I noticed it's not optimized to actually capture leads." So, same reasoning for why I talked about the website would work, I also think the email course is going to work great over here too, right?
Beautiful, beautiful way to do that. Um, uh, Cedric, additional free looms. Yep. So, kind of what we just said right there, create a proposed outline. Totally. If you didn't originally, like, create an outline for your looms or any of your free consulting, you can go ahead and create one now, right? Like, "Hey, just preparing for our call, like looking into some of your other content and some of your, you know, key pillars or whatever, and, uh, wanted to just like start brainstorming what this is going to look like. Figured I'd send this over to you. Check out this outline, right? It's just a V1, but excited to talk to you about this next week or whatever."
Super good idea. Um, uh, I, I once sent one of those Kevin Hart memes. Okay, there we go. Subtle midwit meme. That for the right person, that will 100%. Just don't, don't worry about even getting on a call.
Um, uh, okay, so the, yeah, the big one is basically what Angela said, and you can send that through a loom, through a voice note, through just, just message, just copy. Um, right, that doesn't have to just be through a loom. And so basically, just continuing to educate on the reason for that call through one of those three, three, one of those three ways to, to do so. Um, is like the easiest, the easiest thing to do.
Um, Mitch, any other, any other fun ones up your sleeve? I like the follow, like sometimes people just forget, so like a reminder. But I really like followed up with like, uh, "Hey, you know what? I kind of couldn't wait and I wrote up a sample. Like I did some free, more free work for you." So like, in addition to pointing out the problems, also like, you know, 80/20 what you can start for them already.
I heard it called the briefcase method before, but that was like for job interviewing. Would be like, "Oh, so like, based on what I could tell about the company from the outside, this is what I think would have a really big impact. Here's an outline of the project that I think I would start, you know, day one, assuming that I had bandwidth, in addition to training." And it's like, "Oh, we're already increasing bottom line." And they pull something out of their briefcase and slam it on the desk. You know, before all jobs were remote. So, you know, brief casing a couple of social posts, you know, outline of the email, a course to be the draft, like a landing page for the email course. Smack landing page. I did that for my last deal. Um, and it went over really well. And then I redesigned the whole freaking thing. Um, so I'm not, I'm just not doing a hot pink thing. They wanted, they serve both men and women. It didn't make sense. So with a nice forest green, that gave you some food for thought.
Sebastian, yeah, that was good. Quick follow-up. Um, how much of this do you think is applicable to cold leads who you haven't, but to call in with yet, and you're just trying to follow up but add value at the same time?
Same. It's honestly the exact same. All the same. Yeah. I, I would treat it the same. Um, that, that even includes like if you, like some, like the whole process, yeah, it's the same, right? If you send, if you book a call before you send a loom, I'd still suggest you go send a loom, even though you've booked the call, right? And so you're just flipping it around. The call will get scheduled somewhere in that process. But I would kind of play it out as though, like the same, the same. It's going to be easier for you if you're like, "All right, here's my 10 types of follow-ups. I'll either follow up before the call's booked or after the call's booked. I don't really care, but these are the 10 different ones I have in my arsenal to make sure they're excited and ready to go for that call."
Nice. That's a great idea. Um, and I suppose you're just making a judgment call with those who flat out aren't responding on how much resource you want to put into chasing them.
Yeah, I mean, I would still suggest if they, uh, haven't booked a call with you, like 10, 10 follow-ups. And you know, initially, it might be, you send the message, the next day you send a follow-up, two days later you send a follow-up, four days later you send a follow-up, eight days later you send a follow-up. And then it's every other month or every month you send a follow-up. Like it will start really compact and then you'll grow out to where it's a monthly follow-up on them. But there's no reason why if they're a good lead, you shouldn't just follow up once a month, like forever.
Nice. One. Thank you. Yep. Good question, Subashan. Thank you. Uh, all right, Hamsa, are you still here?
Hi Andrew. Yes, I'm here. Hello, hello. How are you? I'm good. How are you doing? All right, doing good. What do we, uh, what do we got going on?
Yeah, so, um, yesterday I had a call with the founder of a startup. So I met with them last year, proposed an EC, but, um, they didn't move forward. They were too delighted to raise funds and they weren't really set on positioning and stuff. This year, he contacted me saying, "We need to talk." And when we got on a on the call, he was like, "We have 50 emails. We want to send them three emails to book a call." So basically, like cold outreach.
So what I did is, I took that idea. We didn't have a lot of time on the call, and I told him, I sent a loom after. I told him like, "Why only send to those people when you have the chance to use the same emails, um, and like put it there out there, um, as a QR code in conferences or on your website, um, and just like, uh, let people opt in, those who are interested." So we are sending those 50 emails, but we are also like acquiring people to your funnel.
So after talking about this, he seemed very, like, he's okay with that. But we ended the call with the idea of, "Look, I'm very, I am okay with that, but I have two co-founders who are DIY. Like, if I go to them and say, 'I found someone that's going to send out those emails,' they will say, 'We can write it.' So can you share a sample of what you've written so that I can convince them?"
Um, um, what I did is, um, I was like, "Okay, there's a company that gave me consent to share the EC that I made for them." But I don't, I don't think this is the problem. Um, so I, I asked him, "What exactly are you going to tell your co-founders after this meeting? Are you, like, are you okay with what we said so far?" And he was like, "Yeah, I'm totally on board. It's just, just that they will not agree." And so I was like, "So tell me what you are going to say to them." And he started saying things, and I'm like, "Okay, I need to coach you more on what exactly you need to to transmit to them so they agree." Because if you tell them, "I'm going to charge you for writing five emails," they will definitely say, "No, we will do that."
So the call ended at that stage because he needed to hop on another call. Um, so my question here is, uh, I tried to book a call for this week. He was like, "No, I booked this whole week because there's a project he's working on." So maybe the week after. But is there anything that I need to send right now? Is it too early to send the EC pitch deck and the samples? Do I need a little bit? Because the, the point is, I can do with him the napkin math, and it makes a lot of sense. So the cost of the EC will be less than selling two units of what they are selling. So it's not a big deal for them. Um, but I need to make sure he really knows the process and what's exactly involved. So what's my, my next step here?
Cool. Well, first, I mean, I know it's just your summary, but great. It sounds like you did a really good job of, like, handling the objection, kind of like what we talked about earlier in the call with like, "Yes, right?" It sounds like you did a very good job with that. So, so good, good job there. Um, and good job sniffing out that if you send over an email example that is very unlikely the co-founders aren't gonna be like, "Oh, he's got this." Yeah, sounds good, right? That's, that's not the bottleneck. It's your, your sample of writing for a C, for a, for a CMO or somebody else in the company. So good job across the board all on, like, recognizing all those things.
Um, right now, there's a couple of things that I would be thinking about. Is one, how can I get him, maybe, and the rest of the team on the call, or at least one of the other two guys on a call to get, now, two out of the three people at least on on a call together? That's something I would be thinking about doing. And my favorite way to handle, uh, handle a situation where there's three, two, basically more than one, uh, decision maker, and you're only on the phone with one decision maker, is to like, record a post-call loom that summarizes the whole conversation. So that way, it takes what you just said, it takes the, it takes the middleman out of screwing up the pitch, basically.
Yeah, that's what would happen if, if Mitch is, Mitch and I are decision makers, you pitch Mitch. He's going to come back to me and be like, "Yo, Andrew, this chick wants to do, you know, five emails for 5K." And I'll be like, "Oh, that sounds kind of crazy. What, what's why? What, what's so special?" Uh, and so I would say no. So what you should do is you should record a loom that is kind of like your, your module six loom of, like, basically recapping the whole conversation. So this is what we talked about, right? Here's the problems that you're running into, here's what you're trying to get to, here's what you're trying to do to get to there, but it's not working. And so here's where I suggested an email course. Here's everything that's involved in building an email course. Right? Here's my offer pack, and here's, here's the price. Right? Like, you, you summarize the entire conversation. You can definitely use the pitch deck, uh, like as a, uh, frame of reference for that loom if you want. You don't have to, but you definitely can.
Um, and then I would send that over to, if you have all of their emails, I would just send it to all of them. Uh, if you just have like, if you just had Mitch's email and not mine, then you'd send it to Mitch and be like, "Hey, Mitch, wanted to make sure, um, wanted, wanted to help you get your co-founder caught up on our conversation. So instead of sending him an hour-long conversation, send him this three-minute loom, and he'll be caught up to speed so you guys can have a more productive conversation." When you do something like that, and so it makes it sound like you're doing Mitch a solid, but really you're trying to make sure Mitch doesn't screw it up for you.
Yeah, exactly. So I sent him a loom after our first meeting saying like, "Don't do, don't go, like, just waste your time on sending cold emails while you can make this a resource and attract more people to it." So I did the loom. But for that person, so do you suggest, basically, Andrew, what I didn't say is that I, I still didn't price drop. So he was like, "Tell me your price so that I can tell you from now if that's possible or not, because I don't want to waste more of your time. You are giving me a lot of free value. I'm not okay with not paying you for all the things and the ideas that you are giving me." And I was like, "Okay, I don't get paid for ideas. I get paid for execution. And I'm okay with giving you those ideas until we like settle on doing the project."
Um, but so I didn't give him the price. So maybe I'm, I'm just thinking, like, do I give it another go? Just like go into another meeting, just summarize the offer stack properly and do the price drop, and maybe he will not need to get others on board. Like, the price will be okay for them, and it's not a big deal.
So you didn't, you haven't dropped price? Just make sure. No, no. He was like, uh, "Tell me what exactly you charge so that I can tell you if that's possible or not." And then that was the last three minutes of the call. So I started to like go into the offer stack and he, he had to hop off. So my question is, do I need to send him? I don't want to send those samples because I know that what will happen is that we will look at them and say, like, "Yeah, that's okay. We can do that."
Okay. So then, then what I would suggest is do what I said, but don't send over the pricing side of it. Then, since you haven't even talked to the original person about price, like send basically just the strategy piece of this and what your suggestion is, and get them to commit, like, "Okay, yeah, this looks really cool. Like, I'm bought in on this. Now, what does it cost?" Make, like, make that happen then, instead of the price with that loom.
Yeah. Okay. Because, like, for, I've got, like, bought in from, like, one of the founders is like totally on board. He's just afraid that the others will say no, and he's like, "I don't want to keep wasting your time because they might say no." So, so yeah, but, like, they don't know the price yet. I'm, if I, we do a, like, napkin math, I don't see it a lot because that's less than two units of, of their product. So I can't say, like, "Don't you think, like, in one year, you will sell two units out of this EC?" And I think the answer will be yes. So I don't think it's a problem. I just wanted to say, like, is there anything specific maybe to send to this person aside from the, the samples? I don't want to go there.
No, like nothing that I haven't said already. Yeah. Okay. Yeah. Yep. Yeah. Okay. Thank you, Andrew. Yep. Thank you, Hamsa.
All right, uh, Fabio, could you drop your question in the sales channel? Yeah, I'll drop it. If you have already. Thank you. I, I haven't looked at it, so, uh, sorry we didn't get to it today. Um, but I'll make sure to cover it, um, in the sales channel. And if it's something we want to cover, uh, next week, or if you want to even put it in for the hot seat on Thursday, um, with Cole, either way, we can, we can, uh, do it in one of those. Is that cool?
All right. Yeah, sounds awesome. Thank you. Thank you, Fabio. Sorry for not getting to you, man. Um, thank you. And then Linda, I see your, uh, your private message, so I will get to that one, um, as well after, uh, the next clinic. So, um, that is a wrap for today, guys. Thanks for coming to hang out. Uh, very intense clinic. Intense. Okay. All right. That's, let me, you know what? Let's do this real quick. Two seconds, 30 seconds. Give me your feedback. What was the number one takeaway from all of you guys today? Rip it in the chat, then we'll get out of here.
Money aside. That's it. That's what everyone say. Just copy and paste. Arlin, clarify. That's a good, that's a good one too. Mt, I like that. Roleplay. Roleplay is very helpful. That is true. Money aside, clarification, price versus process. Look at you guys. Look at you guys. All right, that's good enough for me. You guys, you guys got the TLDR right there. Then, uh, we'll see you around the rest of the clinics for the week, at the hot seat on Thursday. Take care.