yo what's going on guys hope all of
y'all are doing absolutely amazing and
welcome back to the video so in this
specific video we're going to be talking
about how exactly uh you can use this
setting framework that I use to book
over 5 to 15 calls every single day for
my coaching business and this is the
framework and structure that I teach
over 100 different sales reps in SMU and
so you know this has been proven and
tested time and time again and it works
in every single Niche specifically to
make money online Niche the fitness
Niche and the dating Niche so without
with that being said if you're looking
to add an extra 5 to 15 book calls every
single day use this specific framework
and stick to the end so that you really
understand how to use it alright so
let's go ahead and get started
so the best framework to use and set
appointment setting so should you use a
script all right that's that's what a
lot of people ask me should you use the
script now scripts are the absolute
worst and it's the single reason why you
sound so robotic even in DMS right what
I want you to use is a framework and a
structure instead and what this will
allow you to do is you'll be able to hit
all the pain points you get the
emotional side out of them you're
booking a lead 10 times easier all while
sounding natural that is amazing that I
want you to understand so you need to
sound Naturals right and so the same
structure is very very simple there's
seven steps personalized opening you
know sending a Outreach message that is
personalized to them building report
saying agenda slash leading question
pain uh probing question and consequence
question consequence question and the
transition to a booking and then post
booking report all right so seven steps
we're gonna break down every single one
of them so the first part of actually
you know sending the first Outreach is
to be different by being unique and
personal you need to realize that the
person you're reaching to is also
getting other people's Outreach message
and so what you can do is you can be
hyper personalized to stand out from
everyone else are reaching to that
specific person
so an easy way you can do this is just
analyze his profile before you send a
message do not give value at all just
want your genuine conversation so with
this guy you know I hopped on this page
and I saw that he was posting clips of
him working out and clips of him working
on a laptop so I would soon I assume
that he was in entrepreneurship and
fitness and then I said how long have
you been working out that is a
personalized question again another one
Felix you look absolutely jacked I'm
going to put a
um what is it called exclamation mark
there not a question uh starting on my
fitness journey I was wondering how long
it took it took you to get that physique
so a few typos but you get the point
right it's very specific to each person
and because both of them are in the
fitness space I asked about how long
have they been working out or how long
did it take him to get that physique right
right
so very very simple and another way is
just to ask a question about the places
from so if you see he's from he posts a
post about him being from a specific
area maybe it's Taiwan right they say yo
man sorry from Taiwan plan to go there
this year any places you recommend I
should visit very simple straight to the
point he knows his personalized because
he's from Taiwan right very simple and
maybe it's a question about story he
posted now this is a great way to
actually get into the DMS without
without them expecting it at all swipe
up on your story
swipe out right and the reason why is
because no other person is doing it
every other person is just commenting on
posts reaching out and all that but if
you see that the person posted a story
then I'll reach him that way right and
something that I need you to understand
is that you have to find ways that no
one else has used and what I mean by
that is if everyone's sending DMS to
this person and it's going into the
Inbox and everything then like it's just like
like
you're the same as everyone else right
but if you actually swipe up on a story
and you find different ways to actually
connect with that client in a way that
no one has ever done before he is he or
she is much more likely to respond to
you okay so I want you to get taken into
into account that when you're actually
outreaching find a way to differentiate
yourself from the competition so that
you don't get left undelivered
you know let's say some guy posts about
chai jbt just as a simple question like this
this
so simple right so these are a few ways
that you can get go to it now building
report talk about talk about the first
Outreach message you set and Spark the
conversation off of that topic so send
voice messages if you can now obviously
I know some of you are strictly Setters
but if you're a coach send a voice
message you know this will really make
him or her open up as well and check
similarly to how you text a friend I
don't want you to treat him as a
prospect I want you to treat him as a
friend that you're talking to and this
will let let his guard down right
hey look at this you know I'm swearing a bit
bit
um I'm talking to Rodney who's one of my
guys uh we're in the same age holy
haha just asking him questions talking
to him and all that stuff respect you
know all that good stuff right and so
find specific things that you can agree
on build a connection that way that's
one of the easiest way to build
connection at this point you should not
try to frame yourself as an authority I
want you to be 50 50 with your prospects
and you're not trying to get into the 40
frame too early by trying to make the
convo 80 20. all right
this is where you build tons of a report
by actually relating to the person
agreeing on things and just getting to
know each other well so as you can see
just like this very very simple
so setting the agenda questions in this
part of the process you should subtly
maneuver the conversation into finding
out about the potential client's pain so
a very sneaky way to do this is to ask
him about their day you know and when
they ask the same question back to you
you can mention that you finish a few
sales calls or client work and what this
will do is because you mentioned
something subtly this could Sparks
curiosity and make him ask more
questions and so
you also mention something about
expertise that is subtle but still gets
the point across right so let's go ahead
and look at a few examples
a great way to do this is to mention an
impressive achievement
so how's your day going obviously it's
like not how's your day going but how
have you been uh then you respond to
something like this
yeah man coming off at 8K a month hoping
to scale past 10K this month I finally
hit five figures so realize how I didn't
explain what I was doing I want him to
ask that's what I want and in
appointment setting you can't you can't
just like tell Telltale you need to get
the person to actually ask you right and
that's how you're actually going to get
results that's how you're going to get
the client to really find out about you
you have to implement you know a sense
of mystery that the client doesn't know
what you're doing and so he asks you and
then that's kind of how you maneuver the
conversation into actually you know
talking about your program talking about
how you can help him and then booking
your call all right and another one is
just I've been super busy with going to
the gym in bulking if your Fitness coach
is perfect over the past month I've
gained 20 pounds of pure muscle so the
work is paying off and so you see a live
example here right
honestly I would say appointment setting
because I started on when I was 16. I
made 13k my fourth month and something
definitely changed my life forever right
simple like that not too pushy not too
you know direct very subtle that's what
you want
and so entry is a prospect and they'll
wonder how did he do that you know
that's an insane achievement
Etc and which will eventually lead to
them asking you a question and if they
don't ask the first time they just carry
on the conversation right carry on the
conversation get to know the guy and
you'll actually eventually book him in
for a call so now we're transitioning
into actually finding the pain and this
will actually make or break the
colonization and it is crucial to not
come off too picture or too salesy if
they ask you how you did it explain and
then ask if he's tried anything like
this before and he's like no you know
I've never tried it and then you ask why
you ask a deeper question by asking a
pro being such consequence based
question right this is finding the pain so
so
after we do that we ask why what's been
stopping you from trying it how long
have you thought about doing this or if
he's already tried it then are you on
track with that goal what's the biggest
obstacle you face and so you have to
kind of read and react appointment
setting is a read and react game all
right that's what's something that I
need you guys to understand it is a read
and react game because
every client is different every Prospect
is different and so if you kind of use
the same script and you use the same
structure for every single person then
it's not going to work right some people
are more experienced some people are not
so experienced right so you kind of have
to just read and react if a client opens
up in this way then just probe deeper
but if a client doesn't open up then
talk more about yourself and then probe
deeper so it all depends on each each
Prospect in each conversation it just it
really just depends all right so and
then transitioning to a call do not rush
a step oftentimes sellers actually make
the mistake of transitioning way too
early with not enough trust built if you
see that there's a ton of trust built
then go ahead and Pitch the call right
and so Caleb was actually one of my
clients and he's an SMU right now
um he was talking and then I said
awesome man you can I can definitely
help you with that which would love to
hop on a call to discuss more details
who if I send over to my calendar link
and then because there's only enough
trust built it worked right
and so when you're finding the pain I
want you to be very careful with this
step a lot of Setters make the mistake
of being way too pitchy so read and
react to their improvise accordingly
right gift tips that they open up about
the problems relate to them as much as
possible so say something like man I
remember when I was in the exact same
spot as you I tried everything but I
persisted through and I eventually use x
strategy and figure it out you need to
do X in order to solve y blah blah is
giving them tips and establish yourself
as an expert and then when you
transition to a call
sometimes you should actually wait until
the client experiences multiple
different problems after you've helped
them solve the first problem and then
you say look man I'd love to help you
out but I can only do so much in DMS
which should be down to hop on a call so
we can discuss your problem in depth and
figure out Solutions together so this
incentivizes him to actually hop on a
call because you're promising that you
solve a solution right but if there's
enough trust bill then go ahead and
build it or you know
actually pitch the call and so you can
see with Lou
um I said dope hospitality industry can
be tough just relating to him and then
because it's already trust being built
I'd say I picture in the call very very simple
simple
post-booking report now how many of you
actually continue a conversation after
you book a call chances are you never
even thought about it except reminding
him that we have a call right and so
what I want you to do is I want you to
continue to build rapport leading up to
the call by giving him advice and asking
about General Life stuff and this will
actually increase his chances of showing
up to the call by and buying the program
by almost 30 because it shows that you
genuinely care about that that person
right you're not just saying it's a book
in a call you're in it because you
actually like that person and it'll make
the whole sales process 10 times easier and
and
so a few irishing guides that I want you
to understand is the most important part
of outreaching is allowing the
conversation to flow
so ask yourself this
can I use a script and make sure that
the appointment setting and the whole
structure of the DMS is natural no right
and so use a structure outreaching is
the hardest strategy for appointment
setting so if you actually Master
Outreach and you know how to outreach to
a code leads and everything then you're
going to be able to master inbound leads
you're going to be able to master warm
Outreach and all that because cold
Outreach is the single hardest part of
appointment setting so learn cold
Outreach first and then learn more about
reach and then we'll learn inbound leads
so that's going to wrap up this video
hope you guys enjoys hope you guys got
tons of value and if you guys actually
want more information and want more
strategies on how to actually book in
calls whether it's inbound or mileage
cold Outreach or whatever go ahead and
DM me on Instagram the word
free and I'll actually send you a
completely free course I used to charge
three to 4K for this but I'm releasing
it for free only for the people that's
watched to the end and just go ahead and
leave me the word free on Instagram or
Twitter at the John gaw make sure that
you DM me and I'll send you the course
for free and yeah I'll see you guys soon peace
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