Transcription
I've sold over $7 million in deals, and I've also coached hundreds of salespeople to increase their sales. So what I'll be sharing with you is one of the coaching calls I did with the salespeople that I trained so you can learn from it, you can implement, and you can make more sales. Let's dive in.
Okay, looks like Pier, your hand was up first. Let me go ahead and pull you up, man. All right, how can I help?
Yeah, bro, so a lot of improvement in terms of like anything that's between 5 to 10K. I'm closing at like 30% at the moment, 30%. I'm getting at least 50% cash collected. Okay, but I've been getting these 28K programs where I'm selling Bizup, so people that want to start a coaching business, but I'm getting this like the objection of like, "Oh, you might scam me," even though the company's pretty reputable, MH. So I don't know if I should be changing my approach with these higher-end clients or what I should be doing differently, maybe before the call to increase trust, because anyone that doesn't know us, it's like the same objection that keeps coming up.
Okay, so as far as like the 5 to 10K offer versus the 28K offer, what is the differentiating factor of how you pitch?
So it's one-on-one with the CEO, unlimited access, and they get—well, I'm saying like, do you pitch both of them, or are you just pitching one?
No, just one.
Okay, so what's the factor that decides, "Okay, I'm pitching them 28K if they have more money," but is there like a cutoff? Like, what goes through your mind when you're pitching the 28K?
I mean, yeah, just if they have more money, and if they want to get results faster. It's just anyone that has—if they come from a business background, these are the people that I usually pitch the 28K for.
Okay, so like they've had business, but then they're looking to start like an online coaching business, like that type of thing.
Yeah.
Okay, so we gotta take a look at what is going to be the easiest path because there's things we can do on the call, but there's also things we can do just through our sales process.
Because how long have you been on this offer?
Almost a year.
Okay, so almost a year. So of those people who you've sold the lower tier package, how many have you upsold?
None.
Okay, so when we're talking about we want to get the 28K package, right? We want to get people across the line there. The easiest people to sell are people who already bought [ __ ] from you, right? So we gotta take a look: have we gotten those 28K people across the line, or have we never gotten those people across the line?
No, see, it's like a colder audience that didn't really buy anything from us.
Yeah, so we gotta take a look. We can take a look at the actual process, what do they see, how much they're indoctrinated into it, because you gotta take a look from their perspective as far as if they don't know much about you and you're pitching 28K, like it's just more of a hefty amount versus like 5 to 10. So we gotta take a look—would it be more beneficial if everyone you just pitched a lower amount and then you have touch points and those people who have more money, who are more primed, who are getting results, we upsell them?
Okay, so like focusing more on up—like getting them in the program already and then trying to upsell.
Yeah, that's probably going to be the easiest way to do it, just the easiest way to get to like the 28K, because you can sell that on the front end. I'm not saying you can't. There may be some things—and it's hard to say exactly without taking a look at the whole process, without dissecting these calls, of like what's going to be the biggest factor of what's causing it. If they're saying there's a lack of trust, maybe they're just not indoctrinated enough. Maybe there's something that we're doing that is causing that lack of trust, where they don't feel like we know their problems as much.
Something we're doing on the conversation—I know we've had a talk before about people who are more well-off, like us, actually breaking through their mask and getting to real problems, creating urgency. So it could be all those things combined, or just one of those things that really stick out. It's hard to say without listening to the calls, but let's just talk about for you how do we just make more money right away?
The easiest way: just pitch everyone the 5 to 10K offer and then upsell them.
So do you think I should try upselling like right after they buy, like on the same call, or should I just wait a couple weeks?
Okay, so with everyone that you do sell—and this goes for everyone—if you have an upsell, here's how you go about it. Typically, in the 5 to 10K program, when do they start seeing like some positive results—not when they see the peak results, but they start seeing positive results? Like what's the time frame on that?
Yeah, because it takes us a week or two to really just identify what they can offer online in terms of writing down their skills, hobbies, expertise, and doing some competitor analysis. A lot of them feel like the support within a week or two, so it's like, let's say two weeks, maybe three weeks.
Here's what I always did: 21 days. Everyone I sold, we have a check-in. Now, there's two things we do with this check-in: number one, we see if they're primed for an upsell; number two, I'm getting referrals.
Okay, so those are going to be two things that are going to be outside of just people getting booked on your calls that can add an extra 5 to 10,000 per month, like in the commissions you're able to make just through upselling people and getting referrals.
Dude, that's [ __ ] nuts, man, because I'm—like right now, I've already sold 17 deals this month alone.
Yeah, I don't check in after. I usually check in just to collect the rest of the payments, but never ask for a referral, and I keep forgetting on the call to ask for a referral.
So you can ask for it on the call, but like literally what you can do is like, "Hey man, something I want to do, something I do for every client that comes in is we have a 21-day check-in."
You can go take a look at the times where there's the lowest show rate. Typically, it's going to be Monday morning and Friday afternoon—typically it's a little bit different for everyone, but take a look at the data. I always did this Friday afternoon because anyone who books in at that time, guess what? They're not showing anyway.
Okay, so I just have two to three hours every Friday afternoon of people who I've already sold to talk to them about upsells.
And you have to take into account, like 21 days; not everyone's just going to upsell. You gotta see where they're at. You can nurture them, get them to that next stage, but then also like for referrals. A lot of these people, again, they're not going to have somebody off the top of the mind right away, but like we plant that seed in their mind that like, "Oh, who else could be good for this?"
And they're really starting to buy into it as well. You just keep on top of those people. So I'd say 21-day check-ins for everyone. Typically Friday afternoon when nobody shows anyways. That way you have those extra touch points, you get upsells, and you get referrals.
Okay, and is there anything specific that you say on the call, like after I sold them, to prime them for the check-in? Is there any words that you use?
Yeah, so it's just like, "Hey man, like, you know, congrats jumping on board. Ready? Pumped up!" You kind of give them that affirmation afterwards and it's like, "Hey, and something I do—this is like outside of the program, but I really care about everyone who I bring in. So we have like a 21-day check-in just to see if there's any extra support I can give you along the way. Do you think something like that would be helpful just so you have some extra support?"
Awesome! It's like, again, you can book it for like 15 to 30 minutes. You stack them Friday afternoon or Monday morning—again where people are less likely to show anyways. And that way you have the touch points with everyone, and if you get proficient at it, you can—I would say you should at least be able to upsell, like if we're being conservative, maybe like a fourth of the people that you're bringing through.
So if right now you're selling, what, 17 people per month? Like if we're talking about you should be getting like four upsells a month—like one a week.
Bro, that's [ __ ] nuts, man. I mean, that's an extra 5K—like 20 at 10. Yeah, that's another like 400, and just—yeah! And then everyone that you upsell, they're much more likely to give you a referral too because they're really bought into what you guys are doing. So then like it just compounds on itself.
Yeah, and do I ask for the upsell before the referral, or how do you—
So you—you go ahead, you have a check-in, right? Like I have the referral script back there, so take a look at that. See what type of results that they're getting, okay?
And then you want to start planting seeds, right? Like, where are they at? Where's that next step for them? Where are they really looking to be going? If there's a way that we can get it done faster, like would they be open to it?
Okay, because like something—just make it sound more like an exclusive thing, right? Like, "You know, something Max allows me to do for the students who are really crushing it: he has this Mastermind where you actually have that one-on-one time with him, and what that does is it really just accelerates the results so we can really start crushing it."
So he lets me really flag the top students that get the opportunity to go ahead and do that. Is that something you'd even like be open to, like getting more hands-on help like that?
Now again, I would typically book in another chat to talk about an upsell versus just trying to get it closed on that 30-minute chat because again, if there's objections, different things along those lines, then you're just running into bad territory.
Because like you're going to try to close them in—and sometimes you can, like the upsell is super [ __ ] easy. Just oftentimes, like, you'd be surprised if people just know that there's something more—there's something else—like they'll just give you—like there are so many upsells I've done over text. We just run the same card.
Okay, cool man. You just gotta let them know that there's a thing.
All right, all right, um, and sorry, one last question. In terms of the 21-day check-in, if let's say they don't have any referral and they don't have any upsell, would I set another 21-day check-in or what would be the next step from there?
Yeah, so as far as like keeping touch with them, it just depends on the person. Like if you feel like, okay, they don't have that right now, but they're going to be primed for an upsell or primed for referrals—like continue to check in on—it doesn't always have to set it in like a meeting, but like you continue to check in, continue to see how things are going.
Right? You can call them up, see what's going on. So it just depends. Like if there's somebody that it's like, hey, there's—I’m probably not going to get something out of this person, which is fine. Like sometimes that's going to happen if somebody you sold in, like hey, this person's not really doing the work or they're kind of disgruntled, then yeah, I probably want to waste more time trying to get like—you know?
Or it just depends on like if they're super happy, keep in touch with them. And like maybe that won't upsell like in a month, maybe two months, three months—because how long is the program?
So we have—it depends on the guarantee because we have a guarantee that we keep working with them until they generate their first 10K. It's optional. I don't usually pitch it on the front end, only after objections, and yeah, so it's usually three months or however long it takes.
Okay, or six months for the 10K or however long it takes, yeah. So three months, so every single person who gets done with the program, you should be talking to them about upselling.
Every single person, so if you've been there for a year, take a look at everyone who's been through the program, and if you know, like hey, what the results are like—the testimonials, especially people who have left testimonials, like you need to call them up. Just have a chat.
Like hey, like Max is doing this, you know, special thing for the top students. He left a really crazy testimonial; he's really wanting to take people—like if there's an extra result they get from it, like you can pull that up.
Like is that something you'd be open to having a conversation about?
I go, like call them up, send out a text blast to every single person who's been in the program. And if you're not the only closer there, hit up everyone else's sales too, okay?
Especially if they're not—like again, depending on like how you can do. Like for most companies I've sold for, if it's like if you haven't touched them in like 30 days, they're free. So I don't know if you guys have that same rule or whatever, but like hit up everyone’s sales.
If you're finding this valuable, go ahead, leave a like and subscribe. And if you want more hands-on help with me, go ahead and check out the links in the description. Sales, man, right? Upsell, upsell, upsell, and you can just start to—like again, if you have clothes, what you can do is you can just have like automated text blasts and email blasts just telling people about it. You'd be surprised if you just let people know, they'll buy your [ __ ] like they've already spent 5 to 10K with you guys.
Dude, good stuff!
Okay, so just focus on getting them into the program—these like people that are a little bit on the colder—and then just try to upsell them 21 days later.
Yep, and right now, I'd say homework for you, man: go to all the people who have already been sold and try to upsell them. Like, if you really hammer that hard—like in your free time, your no-show things, like that—you should be able to at least get like two or so like per week.
That's a lot of [ __ ]. Especially if you have a lot of volume— a lot of people have been through the program, which sounds like you guys do.
Yeah, bro. [ __ ] amazing! Thank you, man. Good after, man. Hopefully that helps, dude. Amazing!
Alrighty, um, okay Solomon, let me go ahead, let me pull you up here, man. Great!
How's it going?
Howdy dude, it's going pretty well, man!
Good, good to hear.
I kind of wanted to get your take. I've been retooling. I've been going back and listening to my calls, and I feel like I kind of had this like gut feeling that the transition between solution awareness part one to solution awareness part two is where a lot of these calls—not a lot of them, but I'd say between about like a fourth to about half of these calls—where this call kind of goes a bit sideways.
And what I mean by that is that is when you kind of start off with the phrasing, "So let's do this, right? Just, you know, just to see if like what we do could actually even work for you."
But besides getting the right price—because you know that's what everyone tells us—what would you actually be looking for as far as an offer? Like what would be maybe your ideal criteria?
I'd say like about 25 to about 50%—not so much as I guess lately within the last month, but even before then it still gets triggered like, "Well, what do you actually mean by that? Like, what do you—"
That's kind of what comes up.
What exactly do you sell, just so I can have that context?
Oh yeah, so, um, I'm actually a real estate investor, so we purchase properties from homeowners directly.
Okay, yeah. So you're purchasing it from homeowners.
So besides just, you know, wanting to get the right price, like what would you be looking for in an actual, I guess like partner when it comes to just making sure we get the right deal across and everything is, you know, really dialed in? All the dots are... are I's dotted and T's crossed. What do you feel like you would need?
Right, and you can maybe even lead them a little bit more on some level with certain types of people.
Um, like you don't need that question.
Okay, because I have like another idea just to kind of simplify it. But you know, like I think Matt Ryder said, "Don't mess with the script, like you're the variable, so you need to hone in on what you do." But I was going to kind of change it to like, "So what do you need to make this like a great deal for you?" Rather than kind of like the whole ideal criteria.
Yeah, I tend not to like to say ideal criteria because it just confuses people. I would say if they have never worked with somebody like in your space before, the idea—like that question—like you don't really need it.
Like it doesn't need to be a need to be there, especially if you're very much leading in the conversation. So like sometimes I’ll skip it, but I would say like, "What would you really need in a partner who's able to really take care of this deal?" Maybe some support with that as well, like what do you feel like you would need on that end?
Like you can lead them a little bit more; you can spell it out for them.
Just if you're going to do that, if you're going to spell it out for them, you just have to make sure that we get them to expand on why that's important to them.
Okay, got it. Does that make sense?
Yeah, I think that does.
So there are like some nuances within the scripting that, you know, like I said, I don't really want to mess with it because obviously it's proven and it works, but also I kind of feel a little bit awkward like putting those in because it's just part of like that structure for that particular—what would be a good answer for you?
Like what are you searching for with that question?
Yeah, so typically the owners that work with us to sell their properties are ones that like to sell their house like, you know, as-is, where they don't have to do any sort of like repairs.
Um, you know, they don't have to go through the entire like real estate market of like fixing listing and then ultimately selling their home and, you know, three to six months.
And then also, you know, they're typically owners that have been there for like a long time, so anywhere between, you know, 20 to 30 years and they've accumulated like a lot of things within the property.
And so one way that we've helped owners in the past is we'll actually hire movers to pack the things that they actually want, and then they can just leave everything that they don't. So it kind of saves time on both ends, if that makes sense.
Yeah, so something you can do—and again, if you feel like you're not getting these things out of them—you can just say what you just said, and just so I have a better understanding, and just so we can have better understanding about the conversation—like how we help specific people.
And you can explain it out. So what would you be looking for besides obviously the price—like what do you feel like you—right? Then you can just go right into it.
So you just explain a little bit about what you do and you give them more context to the question, which is just going to clear up the confusion that's going to come along with it.
Okay, so you think pre-framing some of the things that we actually do will kind of help?
Like, okay, it's like an upstream thing?
Okay, all right, thanks.
So if you just pre-frame it, like, and then now they have some things that like okay, this would be an appropriate answer for this.
Yeah, like, oh, that—like, because you gotta think in their mind, especially if they've never worked with anybody like you before, like they don't know, okay? Unless you tell them, right?
So then—but you said even if they say latch on to one of your examples, now you've got to get them to essentially justify why that's important to them, though—not just kind of it.
Okay, yeah, they're like, "Oh well, yeah, I just want to sell it as-is; that's what I really want to do."
"Oh, why is that important to you?"
Okay, right, and get them to expand on it so we can make it their idea.
Got it, okay! Sounds good! Thank you, Christian!
Okay, yeah, perfect! Absolutely, man.
Alrighty mate, let me go ahead, let me pull you up here. Man, howdy howdy, dude!
Yo, how—not to—okay, bro, like I'm fumbling and I sent you a bunch of messages, but like I just had this one call, yeah, and it pissed me off so much because I went through the, you know, happily married not to go on dates. I went through all that stuff, and I just kept getting like, "I'm just looking to improve." I went through rationale; the guy was still like, "I'm just looking to improve."
I just didn't know where to go.
So do you have the call?
Uh, yeah. I could find it in my CRM right now.
Yeah, if you have the call, it's probably going to be the best thing to actually listen to it, but what I sent to you is like, "What even makes you feel like there is room to improve with what you've seen so far in your business?"
And then what if they said, like, "I'm just always looking to improve?" Because I feel like that's exactly what that [ __ ] would have said again!
Yeah, but why do you feel like there is even room to improve? 'Cause some people are totally fine with the marketing they have.
Okay, um, I have the—I have the call right here. Mind if I play it?
I'm going to join my—okay, I'll just play through my Mac speakers. That should work.
Okay, okay, let's see. It might be a bit [ __ ] sketchy, but, yeah—yeah, no worries, man.
Okay, here.
Hey, Bob. It's just Nathan, like Nathan M. Cody may just ask me to give you a shout and just have some time to get back to see if I could help.
Um, yeah, just kind of looks like you requested some training around getting some more appointments. Looks like a couple weeks ago or something, and, uh, yeah man, I'm just kind of wondering like how are you, I guess, like currently generating business?
It's just in like—
For you, so it's like when we have that, especially like we have a little bit of like a very long intro, just say, "Hey, does that ring a bell?"
Like start to get some buy-in, like hey, like they even remember this?
Okay, right.
Okay, so before I go into like how you're generating business, I should just go into this—
"Does that ring a bell?"
Yeah, it's like, "Hey man, looks like you went ahead; you left your information. You told us to call you back. It looks like on Thursday here, just had a moment to get back to you. Does that ring a bell?"
Okay, and as far as then you can just go into it, it's like, "What even caused you to reach out in the first place?"
Okay, okay, cool. All right.
Multiple—okay.
Yeah, and I guess, like what have you—I was like, "What have you seen in your business that would even have you open to like a different way of getting appointments?"
What it cost, how effective it is?
Yeah, well like, why would you even be open to like a different way of getting like more appointments?
Why would I be open?
Yeah.
Like, yeah, because I'm a businessman and I'd like to and I'm always looking for a better way or a better way to create business.
Pause.
So I guess—okay, so he said, "I'm looking for a better way to do something."
Now when he says, "I'm looking for a better way," what is he saying about his current way that he's doing it?
That it's not working?
Right, like to exactly. So he's admitting that there is a problem, we just gotta pick up on his language, okay?
So what I just probed in there and like clarified, "Yeah, what do you mean by better? So what have you actually seen in your business right now, if you had to take a look back at it, that makes you feel as though there are better ways to do it?"
You see how it's very—it's gonna be very hard for him to give you fake answers because I’m taking exactly what he said, yeah, and just plugging it right in.
So we just—we gotta pick up on the language that he is using.
Okay, yeah, because I feel like, okay, that might be the big problem, because like I'm getting that same thing a lot, and it just might just be like me not picking up on the language.
Yeah, so if they're saying like, "Better," I'm just, "Oh, like I'm trying to get more leads."
How do you mean by more leads?
So what have you seen so far with the way that you're currently generating leads that makes you feel as though you could get more leads?
Like what's going on with your current way to—
Right, so it's like what's going on with your current that makes you feel as though there could be better? That you could generate more, whatever it is.
Okay, okay.
Yeah, because from here I just go into rationale and then it just—better!
Yeah, yeah, so just—I would say slow down. Don't overthink it too much, okay?
Nobody says you have to go fast, all right?
I know with real estate agents they're a very squirrely bunch.
Yeah, but yeah, just take your time and just pick up on his language. So that's all I'd be looking for, especially very early on in the conversation. All I'm looking for are like words or phrases that they're admitting that they have a problem.
And if he says he's looking for a better way to do it, then that means he feels like there is a better way to do it, so he's not totally satisfied with what he currently has.
Okay, so then from there you just go into like what have you seen in your business that even has you looking for a better way?
Yeah, well it's like, "What do you mean by better?"
Okay, so clarify because he can go two different ways with that. He can say, "Oh wow, like I just want more leads," or things like that, or he can go with the negative of what he's currently doing.
So he can go two different ways; either one is fine. Then it's just like, "Well, what makes you feel as though like what are you seeing in your business right now that makes you feel that there is a better way to do it?"
Oh, I'm not getting as many leads as I want.
Well, what are you currently doing now, though? How long—so what do you feel like is actually missing in your marketing strategy that's caused you not to get the amount of leads that you're looking for?
Okay, okay, cool.
All right, I'm trying. All right, thank you, man!
Okay! I know, uh—yeah, man, he sets appointments for a very similar audience, right? Like real estate agents?
Yep, that's right.
Yeah, so you guys can always connect and share notes and go through that. So hopefully as well, everyone's selling real estate agents, bro.
Okay, so hopefully it helps, man!
All right, thanks!
Yeah, absolutely! All right, let me go ahead, let me pull you up here, man. Howdy, howdy, dude!
Sorry, can you skip me for now?
Yeah, what's going on?
Okay, Omar, let me go ahead, let me pull you up here, man. Howdy, howdy, man!
Okay, I'll take it. Can you hear me loud and clear?
Yep.
Okay! Actually, I just joined yesterday so—okay, just for context, up to this moment, I haven't been in any sales calls, like zero. Now I watched all your YouTube videos, so I understand everything in terms of the actual sales calls, and the—okay, we'll see.
Okay, now what I'm trying to understand is everything leading up to the actual sales tool, right? How can I set up the sales, you know, in the right way, the proper way?
So currently, I'm relying on cold calls. So from what I've seen so far, they go through whatever, all this good stuff: situation, problem, what's the meaning?
Okay, now the first meeting, I don't actually know how does that look like. How should—what kind of goals am I aiming for exactly? I'm trying to achieve in this first meeting.
Yeah, and I think next is the actual system move.
So when we're talking about going from cold call, are we trying to close it on the second call?
Well, I don't think so because it's B2B and usually, I'm assuming they have multiple decision-makers, so I feel like… what's the size of business that you're reaching out to?
From 10 employees to 50, usually.
So typically, if you're able to speak to the owner, they would be able to make decisions, right? Like they're—now again, it's going to vary but we'd want to understand what their decision-making process is.
But let's just say for—I would say for the majority, a small to medium-sized business, you got one decision-maker, typically. Again, it does vary, so it's not going to be like that for everyone.
So I would say, when you're going from a cold call to a meeting, what you need is they need some indoctrination, right? They need to see something of your expertise, what you do.
Highly, highly recommend something like a video sales letter that explains what you do.
Okay, what results? If you don't have results, then you just rely more on the mechanism.
Yeah, I heard from Matt Ryder before; he said like kind of giving them homework after the CT and you're telling them, "I'm going to send you an email; you have to check it out," and this email has the case study with what—
So as far as giving them the homework, again, like we never want to come at it as a frame of, "Hey, I'm going to send you this over; you have to go through it," because again, like, first and foremost, who liked homework in school, right? Like that's the frame that you got in school.
I never did my homework, so it always has to come from a place of you're genuinely trying to help them.
Okay, so this is how I'm going to typically frame any type of homework. And oh, uh, by the way, you know, we've helped quite a few people with like XYZ. Do you think it would be helpful if I actually send you over resources of how we actually help them?
Like, "Oh yeah, that would be helpful."
Okay, perfect. So the video goes over A and C. Would it be better to send it over via email or via text? Like, what do you think?
Like email?
Okay, cool! I’ll send it over an email, and do you mind if I just text you just to make sure you got that?
All right, okay, cool!
So then like you send an email, you send a text if they got it, all right? They're going to go through it.
If you have a problem with people not going through it, you can always get like a timeframe of when they're going to go through it, but like don't add that in right now until like you like have some data back.
Like, "Okay, nobody [ __ ] goes through your homework."
Then there are some different things you can do to just make sure they do go through the homework, but it always comes from the frame of help.
Then, like let's say they have a VSL; I would say depending five to 15 minutes—you can do longer if you feel like you're really good at storytelling—but 5 to 15 minutes is probably going to be a good sweet spot.
Like the video that I just put out earlier this week—that is like a form of a VSL like on my YouTube channel, so you can take a look at that—but with that, it also had some training and stuff in there too, so maybe just an email is enough.
No, so first and foremost you need to build trust. The best way to build trust is they see your face, they see you know what you're talking about, you have authority—these are all things you want to build.
It's not going to build via email, so it's like people like people, okay? They don't—you know what I mean?
So it's like the personal touch is what's going to really separate you, okay?
And again, it may take some time as far as like you filming yourself 10 separate times before you realize like, "Okay, this one I actually sound confident," right? Which is fine because you got to also understand that barrier to entry—that's what separates you from other people.
Get what I mean?
So this video is more like for them to get to know me before they actually hop on the call?
Exactly! Get to know you, and then you can also do some indoctrination.
So we want to start to—either, now again, if you're selling more marketing services, a simple thing you can do is like, "How are you different?" because that's going to be a big thing you're going to run into again if you're cold calling.
Like, exactly!
So it's like you can do like an "Us vs. Them" type of frame on your VSL, and like your entire video is just explaining how you're different than normal marketing companies and like why they've been burned before by other marketing companies and how you're different.
Okay, in terms of this video, what do you feel like the mandatory points that I should be going over? I know the case study has to be there; what else should be approved?
So result, you're going to give who you are and results you've gotten and how you get those results.
Like, it could literally be that simple.
Like you can just have a Google Doc; it doesn't need to be super elaborate, but it's like who you are, who you work with, the type of results you get.
Like you just go over all of that.
Like there's like—you can go on YouTube and there's a ton of videos of people just like laying it out.
Like there’s a ton of different ways that you can do a VSL—a ton of different ways you can structure it.
Oh, okay, so it's more like me personally talking to them instead of me saying, "Oh, the [ __ ] does this and that."
Right, personally, and then I’m the salesperson. I'm presenting this company, and you're working with me.
So if you're working with another company and they already have some of these things, if they have marketing assets, then you just—you can use that too.
So it's going to depend.
So it depends on what you have.
In terms of the first meeting, if I have the boss, the CEO, I just go to the actual system, right? There's no need for other decisions because in terms of small businesses.
But when they have, for example, a marketing manager, then may need to actually invite the other decision-makers to the second call.
So yeah, so it's just really going to depend because if you don't have the decision-maker and you can't get them on a call, then maybe it’s going to be three steps.
But just make sure, like each in between each step, there are things like you're sending over to them and you're giving them things to take, like go through.
Because the thing is we want people to spend—they we want them to invest in us. The easier way to get them to invest first is to invest in their time.
Okay, like just think about the buyer journey that got you here. Like how much time did you invest in watching me before like we're having this chat right now?
Yeah, right?
But it's like there's hours of content that I have out, so it's like legitimately we've talked for hours, but like we really have. You know what I mean?
So it's like you make these things once and then they last for a long time.
So I would say that's going to be the biggest thing.
And just have that in between as far as like from the cold call to then—now we're having the second call—make sure they go through it.
So you can ask them like, "Hey, did you go through it? What do you think of it?"
And just so we’re on the same page, a bit of a recap of the last meeting: you told me like you're running into XYZ problem, like is that right?
And then you can just—you move on with the process wherever you left off typically, right before.
Yeah, typically you get like through some part of the problem section, and you just pick back up where you left off.
Okay, so like wherever you are like in your process, you just pick right back up from where you left off, and then you just go through the rest of the process.
And then also as well, if you do take a look in the classroom too, I've done—in the one-on-one sessions, like the call recordings, there are a couple of them that I've done specifically for like script writing if you take a look for service-based businesses and lead generation offers as well.
Okay, okay, just to summarize what I understand from what I understand is cold call, then right?
Book the meeting, and with the video, which is the homework, the first meeting—if they can't buy, I just do it.
I go through, they can't—I see this is the decision-making process and how they make decisions in general, and set up another call for the actual—sense?
Yeah, and I would say if you need more clarity on the actual scripting and things like that, you can either go through the framework or have like one-on-one calls specifically for people who are in like lead generation who do split it up into two calls.
So you can see and it might not fit exactly the same, but it's going to be similar enough to where hopefully—and if you have any questions on how to piece the pieces together, just go ahead and let me know.
That's amazing, by the way.
Thank you for your effort, right? Especially for someone broke like me.
I mean, I can't waste so much—100%.
Absolutely, man! Let's make some [ __ ] money, dude!
All right, let's get after it, man!
All right, y—are you good to go?
I am now!
Okay, hell yeah, bro!
St, how can I help?
So okay, so we recently blasted out a low ticket—like lower ticket—um, yeah, kind of like a revival text.
The trouble I am running into right now is, 'cause like that text is basically telling everybody like, "Hey, we're basically doing like most of the program but like for 497."
So I'm getting on these calls, right? The conversations are just like, "Hey, just tell me what you do, right? Like what do you do for that 497?"
And I'm trying to just like answer that like, "Hey, we'll have to understand, you know, this, this, this to see if we can help."
But like I'm just finding like they really want to just find out what that 497 thing does.
So you're talking like you're talking to people who have already been pitched, and then you're trying to downsell them basically?
Yeah, um, so the company blasts out to everybody, plus really old leads, so some of the leads don’t even remember us.
Okay, so just understand like that's just going to be an uphill battle.
Like most of what you're going to be doing is just objection handling, especially if they've already been pitched before.
Yeah, okay.
So that's why like with stuff like this, typically I would send like, you know, sales people who can objection handle things after it.
Because most of like they’ve already been presented like the full kit and caboodle, and then now they’re like just getting sold a downsell.
Like honestly, if they just made a good landing page, they probably don't even need anybody.
You know what I mean?
Like you probably just get sales coming in, but just understand like most of what you're going to be doing is just going to be like objection handling because you're talking about something that's like 500 bucks, you know what I mean?
And they've already been pitched before; they've already said no, so it’s gonna be a bit of an uphill battle.
Yeah, because these are all people who haven't bought. They told you no before, and now we're like, "Okay, well do you want something cheaper?"
Yeah, some people will say yes, you’ll make some sales, but like he’s wanting you to close the deals or book these people in to close.
Okay, so it's like dude, you just gotta [ __ ]—just like, yeah, like we're snapping next right now, so we go straight into like objection handling.
We're just like, no—you—like, so did they raise their hand or like how did people—like how do you know who to call?
Are you just calling random people?
They basically—the text says, "Hey, reply yes and one of our guys will reach out to you."
So they reply yes.
Um, some of them have been...
So what you'll do is you’ll just like basically have an abbreviated sales process because again, especially with the very low-ticket offer, like something you're going to run into is like we just need to do volume.
So is it going to be beneficial for you to stay on a call with somebody for a [ __ ] hour when you could have talked to three other people and got three other shows?
You know what I mean?
So it's going to be an abbreviated sales process.
So it's like, "Hey, what even had you interested in to begin with?"
Right? Like you just started—
"Oh, I just wanted to know what you do!"
Yeah, we can definitely go over that for sure!
Like they told me like again if I—I don't want to just sell you something just to sell you something, so we really just need to make sure like we can even help in the first place.
So if you don't mind, like what would you even help?
Like whatever it is because you do more lead generation, right?
Yeah.
Okay, so it's like what has you open to maybe looking at a different way to get more leads, right?
So you can just go right into it.
I would say an abbreviated problem, and then like I would like—I wouldn't deal too much into the solution; I would just go to consequence.
Like what if you don't get this solved?
And just pitch them because they're already solution aware then.
Yeah, like they know who you guys are; they've already been pitched everything before, so just shorten that.
Then it's like then why were you—like why did you respond to the text?
Like what stood out to you, man?
Okay, so they still have a problem, yeah.
They still have a problem!
So—and just understand the threshold to get somebody to give you 500 bucks is a lot lower, so it's like, you probably don't need to spend as much time.
I would just abbreviate the sales process and then you're just going to get good at objection handling, man.
You're going to have to objection handle some real estate agents, right?
So it’s really just like a short sales process and objection handling.
Okay, yeah, volume is key!
I would say because like how many leads do you have that like responded to yes?
Three a day!
Like three a day?
Just love them, say stop to unsubscribe.
Okay, so we got like three a day—okay, so it's not as much volume as I thought it was.
So if we have three a day, then we could probably spend a little bit more time with each person.
So it just really depends.
Yeah, they upped the—the so it’s actually worth doing it!
Okay, cool!
So I'd say maybe you can spend a little bit more time, but again, like they've already been presented to before, so like going through the whole sales process again like probably would get a ton of push back.
So again, it's just going to come down to presenting objection handling and just taking it from there.
Gotcha! Makes sense, that makes sense!
Yeah, super short sales process, objection handle—yeah, like five, maybe 10 minutes as far as like the discovery, really.
Okay, yeah, nothing too crazy.
Some of them—most of them are just months old, so like I don't—the closer notes are just not as—they don't really bring much to in terms of information.
Yeah, it's a little bit of a wonky process, but you know, yeah, I guess we'll 'one' then.
Okay, yeah.
All right, let me know how it goes and if you have like any feedback like on a call or something, just go ahead, post it in the group, and I'll take a look.
Appreciate it, thanks!
All right, cool, man.
Alrighty, Josh, let me go ahead, let me pull you up here.
Sounds good!
Howdy, howdy, dude!
Hey, so I got some questions about pre-handling objections like in the first part of solution. I'm on an offer for Hair Solutions, right? Like hair restoration.
So when I ask like, "Before we spoke today, what have you been doing about really solving this for yourself so you can feel more confident when you're out in business or with your friends or whatever?"
A lot of times, they have a lot of things they've done. "Oh, I've tried different drugs, I've tried the lotions and potions, and whatever, and all this other stuff," right?
So none of that's worked, but it's not really their fault either because sometimes that stuff doesn't work. It's not like a thing that they're doing right.
Yeah, what do you do that's different? Like how does it differentiate itself from that?
Because it actually rebuilds the blood flow network that repairs the—like allows the hair follicle to produce healthy hair. Nothing else can do that, and it hasn't really been marketed until like the last year or two.
Do they work with somebody more hands-on or is it still just like more of a product?
No, it's a procedure! So they come in for a procedure, right? And it's an in-and-out procedure. It actually resolves the root problem with stem cell technology.
So it goes in—stem cell exosomes repair the root of the root problem, which is blood flow, and it lasts on average 10 years instead of having to do this on a day-to-day basis.
Okay, so it's like, well, like have you—like so let’s say they've done all these things that are like, you know, just the basics basically, right?
It's like, well, besides like all the basics, have you gotten anything like more comprehensive to really take care of this issue?
So then they're going to say, "I've looked at surgery, but it's been kind of a mixed bag as the results, and that seemed really scary," or "I had a friend who did it and it didn't turn out well for him."
Like what surgery?
So they do like a transplant where they actually cut hair from the back of the head, pull hair from there, and place it in the front.
And you know, there's some people get good results, some people it falls out afterward, some people go bald around it.
So, um, yeah, it's very interesting because it sounds like you're very much in like a blue ocean, so like they don't really have much to compare it to.
So with people like that, I would say we probably don't need to go like as much into it because it's something like different.
Um, because like typically, because you're talking about pre-handling objections, like what are the biggest objections like you're running into, think about it.
And money, so one, they don't understand it well enough, right?
And I'm trying to send videos out ahead of time to to beat that to the punch.
The other I’m doing now is after the first half I ask them, "What information do you feel like you need to know whether this would be an appropriate procedure for you?" And then I can give them a little bit of education before the second half.
Okay, so it's like you have two calls with them?
No, it's one.
Yeah, usually like sometimes some triage but usually it’s a one call.
And when they do hop on, are you like making like everyone who you actually take through the entire process, have gone through the resources?
No, I would make that mandatory because like the thing is if they haven't gone through it—like what's the likelihood you’re ever gonna sell that person?
And yeah, and it's probably next to nothing.
Yeah, because it reminds me of like a crypto offer where it's like this special thing and blah blah blah and it's like the team tried so hard to sell people who like just didn't go through the resources.
It's like you're fighting an uphill battle, man!
Like they just don't know, so it's like once they—we just shifted to like, "Okay, if they don't go through it, you reschedule," s***—closure rates just went like skyrocketed because it's like they just needed to be educated.
It wasn't anything like anybody was doing wrong; these people, like it's a blue ocean, they just don't know.
So if we just make it mainstream, it's like, "Okay, well it's like again, it goes through a lot of technical things. And again, like we only have a limited time for our call today, so do you feel like it would be beneficial?
Because like again, I don't want to waste your time and I don't want to, you know, drone over the important details of this."
Like would it make sense to actually reschedule so you have time to go through that so we can have our chat?
Okay, so like how much volume are you getting?
They have me capped at four calls a day right now.
If I can get my CPA is like 2500, and so if I can get that down—or 2800—if I can get it down to 2500, I can open up my calendar as much as I want.
Okay, cool!
So there are two ways we can go about it, right? We can go ahead and we can just reschedule anyone who doesn't go through.
What I would do if I was you, because especially if we're at 4 calls a day, I would—like typically, how far are they like booked out as far as in my calendar?
It depends.
Um, usually early in the week we’ll book out Monday, Tuesday, Wednesday, and Thursday are pretty thin, and I may actually get, you know, like after a day or two in advance.
Yeah, so every—like as they come in, like call each of the new leads, mini-triage, make sure you send over the resource, you get the buy-in that they're going to go through it, yeah.
And then that's when like that's going to increase like the likelihood to go through it because I actually talked to somebody because again, like they book this and then they send an email like, "Hey, go through this [ __ ]!" You know that's typically how the emails are basically formulated.
But then if they talk to somebody and they get buy-in, like, "Oh no, that’s interesting, that would help," um, then more likely to go through it.
So I would say that's probably the biggest thing is if you just do that, it's probably not much without listening to this call; it's hard for me to say.
But I assume like there's not a lot that maybe would change too much with the sales like—like the conversation you're having, but if these people are just more primed like the likelihood they're going to buy, it's just going to [ __ ] skyrocket.
And then as far as the other one thing that I want to ask you about really quick is pre-handling price.
How do you generally do that?
So when we're talking about pre-handling price, it's really only if they're going to bring it up like, okay, like what's prevented you from, um, like doing anything more serious in the past?
Like oh, just uh—just the money.
Like how do you mean the money, right?
They're like, oh, I just don't have enough money for this.
Well, can I share you perspective?
And it’s like, yes! And it's like typically, I'm going to bridge into it—I'd like to use a Tony Robbins quote, right?
Um, it's like, "Humans' biggest resource is their ability to be resourceful."
Just most people are resourceful in how they can't be resourceful; you know what I mean?
And it’s like I've never said nobody goes—no, I don’t know what you—
Yeah, I know what you mean.
And it's like, so what's prevented you from being resourceful, man?
Yeah, so they're—I mean they're going to say, "Oh, well I, yeah, I guess, uh, I mean it just hasn't really seemed like there's anything out there that even would work for me or something like that."
So then we're getting into like how it works, I guess, right?
Yeah, so it's like then we bring it back to that. So if there was something that you feel like genuinely would work for you, like would you be willing to actually get resourceful for it?
Because if not, like man, I'll tell you, hey, just keep doing what you're doing now.
And if I fly the conversation, like what do I need to know like what you came here for?
They're going to say, "Well, like just what it is, this is how it works."
And then of course, like the price.
Is there any point—if they're pretty price conscious from the beginning, even if they don't, like that's what's held me back—but they're very price conscious, like do you generally roll into that at some point in the conversation before the no?
Because I don't want to assume that they don't have the money or they're not gone resourceful unless they tell me, right?
Because if we assume that [ __ ] about them—like especially if they tend to be a more type-A person, might piss them off, right?
So, um, again, just like the fuse—oh, it's G to be custom, depending on what you need, blah blah blah.
And then if we go into like what's preventing you from doing something more intensive, then if they bring up money, then that's when I would just bridge into that.
So I don't want to—I don't want to put people in boxes that they don't belong.
Yeah, yeah, okay, makes sense!
Yep, sounds good!
Let me know how that goes!
Like I feel like if you just make that one shift, like probably double your close rate!
Like for real!
Appreciate it! Thanks, man!
Yeah, absolutely, dude!
Alrighty, all right, Sebastian, let me go ahead, let me pull you up here, man.
Cool!
Howdy, howdy, bro!
Yes, how you doing?
Uh, so I want to work on my downselling now.
I do a dating coaching offer; it's 3K. The 3K is easy, like I've implemented a lot of stuff that I've gone through with you. It took my close rate from like 10 to like 55 this week percent!
Nice!
Yeah, and then now I want to increase the AOV from three to five, but every time I start at a 5, it just shuts them down, and they’re not—I just like can’t have no opportunity to close, and they just say no and no.
But if I start at three, it's easy.
Okay, so a couple things.
Now without hearing the calls, it’s going to be hard to sell, but oftentimes, if they're completely price-shocked, there could be a couple things that are coming up.
Like, number one, the way that we're presenting things changes.
And if you're thinking it's a big jump in your head—even if you're not even conscious that you're doing anything, like there might be very small things that are coming across that can just cause them to put their walls up.
Number two, if you do get a lot of price shock, I'd always mention that there's different options of breaking it up. It's going to depend on what works best for you, right?
So I'd always add that part in there and that price is not a big deal, that's what I'm doing.
Okay.
Yeah, yeah, that's how I get guys on the 3K EA’s because I do that process.
Um, but the avatar essentially doesn't exactly have all that money.
In August, I did a bunch of 5 and 10K sales, um, but we came out with the 3K. It's just easier to get majority of people.
So I guess it’s kind of hard to pick and choose kind of who to present it to.
Um, yeah, we do a lot of financing.
I would say if you just understand that you’re dealing with a very broke demographic, then just—I would have typically it’s what I do, right?
Like you have a couple different programs that you can put them in, and if they hit certain benchmarks, then that’s the one I’ll pitch them, right?
So like—for the majority of the time, I like a 3, an 8, a 16, and like a 27—and they hit certain benchmarks, and that would just depend on which one I was going to present them.
Like most of the time, I always pitch the 8, right?
That way it's very easy to down-sell to the 3, but like they—like they had to be past a certain point for me to pitch the 16, and they had to be like above 500k for me to pitch the 27.
Okay, yeah, because, with the—we have like online curriculum and it's a lot of coaching, so whether they give us 20K or 500 for just like a monthly recurring super light coaching, it’s the same education.
It's just the level of coaching and how many like one-on-ones they get is the only difference.
And then access to the influencer, so...
So there's not like a crazy difference.
Yeah, so, um, I would say if you are noticing like a bunch of price shock, then again, I would try to have the criteria in your mind of like who’s going to pitch what.
Then I would say the big thing is when you're down-selling, okay—like let's just say they just don't have the money, but I still want to get buy-in that they really need to do this—before I’m gonna—
That’s what I started doing; that’s exactly what I do, and then I'll maybe do like one a week at 5K, and then I'll do like 10 3Ks or something.
Yeah, so as far as like getting like—let's say you're wanting to get more 5Ks, okay?
So the thing is, you do not give up until you categorically know it's in their bank account.
So just keep pushing, and if they're like, “I just can't”—like if I apply—like do I take it as far as applying to financing?
Or—yeah, so you go through like the money, right?
Like you go through that—hey, like what's riskier? All that stuff—we get buy-in that they're committed to change.
Money is easy; commitment is hard.
Boom! Like, right?
Okay, then it’s like, "Okay, what can you do?"
Right?
Then it’s like bills, expenses—decide like what are you actually working with?
That's typically what I'm gonna say!
Then they're like, "Again, if you've done a good job and you’ve connected with them, they'll tell you what's in their [ __ ] bank account!”
Right?
They're like, "Dude, I only have 500 bucks."
I'm like, "Okay, been there before; I get where you're coming from. Can I make a suggestion?"
Then you can go into financing, so then now you just know what they're working with.
And then from there like try to finance them for the 5K, and if they can’t, just sell them whatever you can at that point!
Yeah, okay!
Right?
So that's what I would do.
Just like don't immediately go into it like go through the entire process for the money, get the buy-in, see if they can do the financing, and then the down-sell is always like the last thing.
And the way that you always like want to transition into it is like, "Hey man, I really want to see you win, so here's what I can do."
Yeah, like now I'm giving them this lifeline because if you've done it right, they're like, "[ __ ] man, I can't!"
Exactly what I needed!
Like, "I don't have the money."
It's like, "All right man, I want to see you win, so here’s what I can do."
Yeah, right?
Can you do this?
Right now you're on the same side of the table and you're just giving them solutions to solve their problem.
Okay, yeah, that's what I was kind of thinking, just going really hard in that aspect. I just wanted a confirmation on is that the right way to go about it?
Absolutely, man!
And if you're getting great results, man, post a testimonial!
Post a one—I just joined a couple days ago!
Okay, okay!
I gotta jump; I got a call, so—
Okay! Absolutely, man.
Okay, running a little bit behind, so let's see if we can't bust through these a little bit quick.
Howdy dude, how can I help?
Hey man, how's it going? You can hear me, right?
Going pretty good!
Yeah, yeah, I can hear you!
Yep!
So, um, I had the call last time with you; it was really insightful! I hope you—I'm not sure if you remember, but I actually went through the entire—like I joined like two days back maybe, like, yeah, almost two days back.
Back, I completed the entire framework!
Um, it was really—I have like all the ammo that I need right now!
Yeah!
And the coming week is like full of like sales calls for me—that's positive!
So one thing that I wanted to—that there are two things that I wanted to first of all focus on.
Number one is since I am right now in the stage the business is like, you know, very new, there are not enough testimonials in place.
I mean like there's nothing apart from just a few results that we've got in the last month.
Um, so I'm trying to sell them in an industry; it's like mortgage brokers, right?
I'm selling to them, right?
So they don't get a loan until it's like, you know, three months in—three, four months maximum.
And I cannot sell them on a loan as well; I can only get them to an application.
So I want to sell them per application at least like $200 or more per application.
Plus, I want them to commit to a specific number of ad spends on a daily basis as well.
So on their part, it's like a monthly 4,000 commitment for—but for my part, it's like maximum I can charge 2,000 a month, right?
Okay, so how can I sell that to them like on a longer commitment with that much expense as an investment on a monthly basis?
So when we're talking about how to get that across the line, so if you don't have the results, like something I would always make sure that you do have is like you lean more on the technicals of the mechanism—how it works and why it's better than everything else, right?
Because again, like you just need to make it make sense.
Now, the shortcut to that is having the results, so like definitely have those in there.
But like let’s say like what they see before they talk to you, like you probably just go a lot more in depth on like how the mechanism works.
So when you're explaining it and when it needs to be like longer term, it's going to be because especially when you're talking about—because you settle mortgage brokers—
Yes, mortgage brokers, loan officers, yeah.
Okay, so you do have to understand most mortgage brokers are broke!
Yeah!
So just understand that like the demographic you're selling to the biggest thing is like making sure they have a team and they like they have like the ad spend to actually put into it.
And for you, what I would do like in your free—like call process, like probably make it to where like we have some disqualifiers, okay?
To where you're not talking to people like, you know, just this just one mortgage broker and he doesn't have—you know what I mean?
Like there’s nothing you could do to get that guy to commit to like 4K a month in ad spend—you know what I mean?
2K a month, let's say, $1,500 a month in ad spend, plus 2K in service fee.
Yeah, okay!
So like $1,500 a month in ad spend, but you only get paid like one they put in an application!
So we're like, you know, it's like a prepaid model that we're going after.
So you commit to a specific number of applications upfront, okay?
And then we get the commitment and then we start ramping it up.
Yeah, so then I would say, yeah again, some of it is just going to be like who you're targeting.
Okay, so I would put some qualifications in there to where it's like, you know, can this person spend $4,000 because most of the mortgage brokers that you're going to talk to are just like dead broke?
So if you're—if you have a good funnel that’s like bringing people in, probably what you should do is just like maybe add in an extra qualifier that's going to weed that out a little bit.
I mean we are actually doing like everything is like cold calling. That’s on the front, right?
So yeah, we can put that qualify in the call itself—maybe like how much do you—what's your production right now?
That can be the factor!
Like, okay, a million in production a month—that’s a good fit for us!
So, yeah, we can—all right!
So it's just like an extra qualifier—just make it to where you're just going to have better conversation just overall like you're talking to people who aren't like dead-ass broke.
So I mean like let's say we have the qualification in place, and then they hop on, so they're qualified pretty much on the, you know, to have this discussion.
Then how do I present that in that, you know, in such a way that, okay, you know what, four months I want at least like to look you to have patience and commit to this for three months until we get something tangible for you?
Well, some of that is just going to come in like the indoctrination process.
So like just like I was telling Amar, like with the cold call, there should be something that they're watching that at least on some level also is going to give them the expectations of how this works.
Now when you’re dealing with like companies who are doing a little bit better, they're going to already have some of those expectations in place because they're not high in the sky.
Like one problem is with broke people is they don't know how [ __ ] works, so that's going to solve a lot of that issue.
It's just like, you know, they actually have a functioning business; they know things don't happen overnight.
So and just putting that like in the expectation of how it goes, um, and then I would say something that I've seen work quite well is like having like a doc or like an Excel spreadsheet that shows them like the return on ad spend and how it works.
And like, so it just—a lot of it is just going to be a bit of education of why it takes that long, what do they see the return on ad spend, and all those different things.
So that's more in the pre-call or in the presentation.
So we want to have some in the pre-call, and we also want to have it in presentation.
Okay, okay, so presentation is more like ROI focused certain truck!
Yeah, so like once you go into it, like how the mechanisms work and then here's the ROI.
Okay, all right!
Right, so like it needs that—like the numbers need to make sense.
Okay, all right, it makes sense!
So these two things can wrap this up—can I ask one more question?
Yeah, yeah!
Yes, so I mean like see we’re working in the US, right?
You know, with us—people in the US, and we’re based on operating from India, right?
So it's—I don't—I know that this is not a big deal for them, but if it's shared upfront, then it's not a big deal, right?
But it's if it's hidden in the call, then it comes up at some time—in the first 10 calls, it came up.
So now what I did is like I put that in security, like it's in sec, right, kind of.
So I put that in front of the call that, "Hey, 60 seconds, here’s the reasons why you can't work together.
This can be a deal breaker if it's okay, then we move on."
Right?
Do you think that can be—that can put out if you have like an insecurity or something like that?
You can definitely just like call it out at the beginning, right?
It's like, "Hey, like excuse me on like my Indian accent," or something like that.
Like whatever it is, I would say you're probably overthinking it.
Like if it comes up, you can address it, but again, like if you have like your website or something like that, and it like mentions where—like I don't really think people care too much about like, "Hey, where is it? Like where are they located?"
As long as they get the job done!
Okay, so um, that could be like a barrier putting on yourself that doesn't need to be there.
So I would say if you want to call it out, like you can just like, "Hey, like you know, apologies on the Indian accent," something like that.
Like make a joke of it, right?
Like you don't take yourself too seriously; that's a good way to start off.
Um, but I would say unless it’s—unless it’s constantly coming up and you see that it’s an issue, like let's not try to address an issue that you don’t have—like that's not really coming up, you know what I mean?
I mean, um, first 10 calls that I took—like total of, let's say, 4550—and then first 10, it always like sometime later, they always ask like, "Where exactly are you from?"
And I feel that tension all throughout the call, right?
So I'm not able to focus on the call.
Then what I did is like the last 40, I brought that up and then it just went away so I could focus on this, but they keep bringing it up.
But I would say like a lot of that sounds like it's internal, not external!
Okay.
Which is fine, right?
So if it makes you more comfortable on the call, just keep doing it because it's making you comfortable.
But what I'm saying is you could still be comfortable without that!
It's something that's internal!
Okay, so, um, yeah, but if it's working and it's making you comfortable, just keep doing it!
I wouldn't change anything!
So yeah, calling it out definitely can like help just ease tension, but I do—I do have to hop to another call.
Um, but if you have any more questions, just definitely go ahead and, you know, put them in the school, and then I'll go ahead and I'll see you guys next week!
All right! Have a good one, guys!