YouTube Transcript:
Sales Training #2 with Connor Kaplan
Skip watching entire videos - get the full transcript, search for keywords, and copy with one click.
Share:
Video Transcript
View:
recing and I'll go ahead and flip my
everyone so if possible as everyone
joins uh if we'd be able to keep
everything on mute until the end of
today's presentation that'd be great um
there's going to be a portion at the end
of today's call where we'll be able to
answer any and all of your sales
question and yeah let's go ahead and
jump in so uh so far maybe in the chat
what we could do is we could get a good
understanding of um how you're liking
the maker School community so far can I
get a thumbs up in the chat or let's
just say a w in the chat if you're
liking the
community so
far let's see how many W's or thumbs up we
we get
get
okay amazing
okay lots of wins lotss of W's so far so
for today's presentation what we'll talk
about specifically is a sales process
and there's a lot of content online I
believe Nick has uh content inside the
curriculum but specifically what we're
going to be looking at today is
essentially from when someone reaches
out to us uh initially from either a an
upwork application or a a cold email
what happen next we're going to go cover
the entire process and then after that
we'll go through some questions and
answers that everyone here might have
the goal of today's conversation mostly
is to help you make more money and be
more efficient in your sales ability in
terms of my background um been in the
automation space for the past couple of
years I'm from Canada I used to paint
residential homes um had more than a
thousand sales meetings in my B2B and
b2c career and in the last year or so
I've Clos $2 million in total contract
value so what I'm bringing up is just
from my experience it's a hot take and
if take whatever I say with the grain of
salt uh everyone's sales style is
different for some ground rules today if
you do have any questions feel free to
ask in the chat uh we do have Marlo
he'll be helping moderate the questions
today just to make sure that we have a
process to answer everyone's questions
next a an oun of theory is worth um an
ounce of practice is worth a ton of
theory and lastly we're going to be
trying to have some fun today so how
does that sound good bad so so
so
cool so for the overview of today we'll
just jump into the content so who here
is running cold
email feel free to let me know in the chat
chat
or who here is
running uh um Outreach on upwork and
applying to
jobs okay
so nice a lot of people are doing Outreach
Outreach
amazing and who here has started to get
results from Outreach so any sort of
negative hi Tim what about you any
responses back so far Nega too
okay nice Richard said that he has had a
replies
perfect so what we're going to be
looking at today is once someone gives
us a positive response back how can we
actually take that response and convert
it into a client so we're just going to
go through the exact stages of what a
normal sales cycle would look like so
first let's just say that we have a
positive response the steps are the
following we would have to book an
appointment we would then nurture the
appointment we would have a sales call
after that we would have to take down
our sales notes we will then follow up
with the prospect from there we'll
follow up with value and then only after
we do all of those typically will we
have a closing call if you're running a
two call close some of these steps could
be eliminated if you're doing a one call
close but today we'll assume that it's a
two call close so jumping into how we
could actually book appointments let's
just say that we get a response back uh
from a prospect we have someone that
said hey do you know what we are
interested in learning more about your
services after we say that we could help
them with a lead generation system what
we would do next is we' want to confirm
their appointment so typically what we
could do is we could say great I'll send
you over a calendar invite and then
what happens next is we'll have a period
of time before the appointment that we'd
be able to nurture them so what we're
doing at this point in time is we want
to be able to provide more context more
credibility we really want to frame
ourselves as an expert before we even
jump on the meeting in the first place
so let's just say that the meeting was
scheduled for 12 what I do anyway in my
sales calls is roughly 2 hours before
the meeting I'll remind the prospect of
the call I'll also share a short video
explaining the system that I'm talking
about in detail whether it's a short
five to 10minute video it just helps
establish ourselves as a credibility
especially if you have any case studies
that could back you up so question for
the group here is why do you think it's
important to remind the client of a
okay so Jason says that so they could
show up AJ silver says that we could set
the frame for the call okay great
answers guys jagoi I'm hoping that I'm
pronouncing your name right to avoid Nosh
Nosh
shows cillo says loyalty
okay Maria says so they could remember
what this is about 100% And main reason
why is because typically for someone to
buy from us they need to have multiple
points of contact because if we're
selling a system that's anywhere from
let's just say $1,000 to
$10,000 we have to first off establish
trust and that's what we covered in the
last uh training so just having an email
before having them see what our process
is about showing them that we're
professional it helps us set ourselves
up as the authority someone that's
professional and someone that they could trust
trust
so on the sales call what happens is typically
typically
we covered this a bit last week however
there's a few steps that sales calls
normally always follow there's always
going to be an an intro there's
typically an agenda as well we'll then
have time to learn about the company we
could learn about their challenge
processes we could ask them permission
to share exactly what we're all about
and how we could help them we'll then
get ahead of any sort of their common
objections and then from there what we
a
closing section where we see and ask
them if they could see this process
working for them specifically what this
looks like is during that initial
Discovery call what we're doing is we
want to be able to set the agenda and
typically the way I always do it
is I just ask people hey like where you
calling in from I know before today uh
Richard I this it might be a habit but
it's a great Icebreaker because you
could often just build relationships and
you know the world is small because even
today in uh today's training a couple
minutes before it started Richard and I
were chatting about how we're both from
Canada and how he knows the city that
I'm from and it just helps build
familiarity and Trust more so than
someone that you know just jumps into
work itself and it's instead of being a
very single dimensional call it's
multi-dimensional and there's more
points of contact that we could reference
reference
the sales cycle now uh after we set the
agenda what do we do well typically it's
important to ask them about their
process so one thing I always do
whenever I'm on a sales call is I want
to understand exactly what brought them
to that sales call today so then we
could ask them saying hey so out of you
know a thousand things that you could be
doing with your time
typically like we could just ask them
what made you interested in jumping on
today's conversation and then typically
they'll give us an answer
from there what we could do is we'll get
more under a further understanding of
exactly what their pain point is so
we'll understand everything from the
softwares that they use the people that
they have in place and the metrics that
they track in order to understand
how to understand the pain point that they
they
have so going through this a little bit
more in
depth once we get a good understanding
of exactly what their process is we'll
then ask them permission to show exactly
what we could help them with and
typically what I always do is I have a
short presentation and I'll walk them
through exactly who I am what I do the
companies I've helped them with and then
I have a road map of the common
questions that I normally get asked at
this point in
time next from there um once I present
the presentation I'll then say well okay
how do you see something like this work
working for you and that's typically the
overview of the sales call just want to
point okay so I see some uh we're good
to go so
far okay Ally asked a question okay Ally
in just a moment I'll be able to answer that
next so after we go through the typical
sales call at the end of the call what
is crucial to always do is to always
book next steps and the way that I do
this is I typically say hey do you know
what would it make sense to continue the
conversation a little bit further and at
this point what we'll then do is we'll
get a good understanding if the prospect
is interested if they're still in this
deciding phase or
if they really don't know and they just
need to think about it a little bit
longer typically what I always do at the
end of the initial sales calls is if
they are interested we'll set them up
for a closing call at the end of the
conversation from
there if they are not interested
typically what I do is I'll always set
up something called a placeholder invite
typically for a week out or two weeks
out just in the event that they are
still deciding so that we have next
steps always scheduled on the calendar
want to pause here so why do you think
that it would be important to book next
meeting okay chosi says Clarity on
okay AJ Silvers says that it's it's 100
times harder to book next the next call
via email after the meeting CH GOI says
that no one's left hanging so there's a
road map and to set clear expectations
okay great setting a road map and that's
exactly why it's important to set next
steps on the
call so typically after um we have those
next steps scheduled we can then send
them a calendar invite what happens next
is we have a conversation and what we
want to do
is take notes of exactly what happened
on that sales call so what we could then
do is you know write exactly out what
their company name was what their name
was uh their email their paino their
solution the price that we potentially
provided them or at least a ballpark we
could then add a next step and then a
Next Step date reason why taking sales
notes is important is because as you're
you know building your pipeline you're
sending thousands of emails you're
sending hundreds of uper applications
we're going to get a lot of people
interested in exactly in our services
and it's important to stay on top of
everyone half the projects that I close
on a monthly basis are because I'm
always following up from leads that I
chatted with three months ago and the
reason why I'm able to follow up with
them very easily is because I have clean
like clean notes and I could always go
into my CRM and understand exactly what
the next step is and what the next step
date is for all of the clients that I
meet with from the p from like the past
like year so there's always uh you could
always move your pipeline forward and
the more you keep your notes detailed
the easier it is to leverage in future
outreaches to them so question for the
team here is what's the impact of not
messy road map okay we will forget about
something okay misunderstandings between the
the
two not following up equals no
money appearing unprofessional on the
next email and
call you can't follow up properly and
opportunities the client thinks that you
don't remember what they told you and
then that there's no clear action path
and that those are all right and
typically what I find is that there's
crms that pretty much it's just they're
very empty inside there's no depth to
them for me on my end what would make a
lot more sense especially being in the
B2B business space is I'd rather take
200 very well-qualified accounts that I
know exactly what their pain points are
what the next steps are uh what the
price ballpark was that I provided them
over a thousand just generic names
companies and emails any day of the week
because when we do Outreach to them it's
personalized and this is going to be a
bit of a a hack as well too but in
Outreach the thing that has won me many
many many deals is at the beginning of
the calls as we're just getting to know
each other if they say they have a dog
named Stacy for example and we talk
about that I take notes of those exact
things so that in the follow-ups I could
reference it it might sound a little bit
crazy but those small details that's how
you win deals because it shows that
you're on the ball you're sharp as
attack and you're
professional so let's just say that we
took notes of all of the important parts
from our sales call what happens next
typically we'll have to write a follow-up
follow-up
email and what those follow-up emails
normally look like for my end is I'll
just typically have a subject line
that's always goes as the follow
so I'll have next steps hyphen then my
company name and then I'll just use the
following framework hey James I
appreciated I appreciate your time just
now I'll give a one sentence summary of
what we chatted about I'll say exactly
what they're looking for I'll talk about
the next steps of you know we agreed
that we chat in two weeks from now at
this time to see exactly if this is in
scope or if this is um within budget for
your company right now and to walk you
through what this would look like so
this is the framework I would follow you
could just copy and paste this after
I'll give you the template but it would
turn into a followup email like this so
hi James I appreciate your time just now
we just thought that you're looking to
generate more leads for Q4 we discussed
that your sales team has the capacity to
bring on an additional 10 to 30 leads
per month from cold email with the
expected investment between uh x and x
we carved out time for you to look over
The Proposal with your partner and for
all of us to get back together early
next week have a nice day Conor cap
so that's typically how I would follow
up want to pause here would you guys
time right on okay so AJ silver is added
to the chat so what he does is he says I
was chatting with company or company
business owner last week and they had
the same exact problem this is how we
approached fixing their issues so we
could add more context uh even in the
follow-up emails as
well now let's just say that they didn't
get back to us this is the first email
and we have about a week of time
to establish us as the best person to
take care of their problem what we could
do fall uh next is we could help them
buy our services by helping them
visualize success from our
fulfillment people next people will only
change their minds if we provide them
with more data and the way that we're
able to do this is to give them more case
case
studies and by showing them exactly what
the process looks like to help them
really visualize it and next if let's
just say we're doing a cold email
campaign for them or we're scraping some
data for them what we could do is we
could just give them a sample batch we
could give them a sample list of leads
and I found that typically doing that
leg work it does
build some Goodwill so this is the
framework that I use as well so in
between a an initial call a follow-up
email and then a closing call this is
what I normally do and it's up to you to
see if you'd like to implement this but
i' typically use the following subject
line I'd have free resource or I could
say uh like free resource line your
company name hi first name was just
having a morning coffee and put together
a complimentary you insert the free
resource name why is this free resource
important you'd have a sentence about
that you'd have a sentence about the
free resource details you'd have another
sentence about The credibility of this
free resource and then you'd remind them
of the next
meeting this is what it would look like
in practice so you'd say
well the subject line would be leads for
your campaign leverage operations hi
James was just having my morning coffee
and put together a complimentary lead
list for for you assuming you and John
who were referencing back their
partner's name wanted to go forward I
thought I'd I thought you'd be
interested in seeing the type of leads
we'd be able to pull for you here the
all the founders within like the
geography within a five to5 employee
size this is the same type of audience I
was able to generate a 3% reply rate and
generated $100,000 in pipeline um after
the emails warm up on Tuesday's call
with John I thought we could out some
rough campaigns and answer any questions
you both might have have a great day
Conor Kaplan and this is typically what
just builds more value because it shows
that you're open to doing work you're
open to bettering them whether they go
ahead with you or not and that's just
typically my process and it's been it's
been efficient so
far so next let's just say that or to
recap what have we done so far we got a
positive response we nurtured them
before that first meeting we provided
them a solid sales call and we Pro
provided them more context as to how we
could help them we took down some
detailed sales notes we followed up with
them initially we provided them with
more value and then it's time for that
initial sale or that initial closing
call so typically how these always go is
we'll give an overview of exactly what
the paino was and then what the solution
is we'll then answer any questions they
might have will schedule tentatively
their onboarding and if someone says yes
tentatively to an onboarding typically I
count that as a verbal confirmation on
that closing call as well typically I'll
take some time to send them over or send
them over a proposal if you haven't
already have them look over it briefly
and then collect the payment on that
same call what I like to do anyway this
is I don't know if this is Secret Sauce
but if someone says yes to a tentative
kickoff call in the future
I count that as a verbal confirmation
and because someone said yes to you
verbally literally like right in front
of you they
are they have a high likelihood to pay
on that same call and it's just a very
efficient way how to help someone buy
from you and then once they buy from you
and once they pay typically you will
kick off their onboarding sequence and
then provide them value in the first 24
hours but that's exactly what I do
anyway to go from lead who doesn't know
who I am to provide them value
throughout the sales process to
ultimately closing the deal so that's
the presentation today
um and yeah wanted to just pause here
see if anybody has questions um Marlo do
we have a list of questions that we
up here I'll just go ahead and stop the
share great okay thanks Mara Okay so
uh Ali
Simkins what if this is new and no case
study so I'm assuming that you might be
starting out and you don't have case
studies right now
um few things that I'd probably do in
the situation is if you have any sort of
relevant work experience in the same
space so if you were a marketer before
and you have paid ads experience I'd
simply showcase some of that experience
as well
work experience in the same space like
if you were previously in the marketing
space but you're open to doing marketing
automations that could be a great angle
of how to establish credibility although
you don't have automation
experience uh right now
um you'd also
leverage other people's case studies as
well uh if they are going to be doing
the Fulfillment of uh of your service so
what I used to do um back in the day is
I had a painting company I didn't know
how to paint but I sold like $100,000 of
painting without even knowing how to
like use a paintbrush what I did is I
just simply used the uh case studies
that essentially my subcontractor had
and he was okay with letting me use it
and the clients knew exactly that I was
going to be having the contractor paint
and go into their homes so that's
typically how I leverage other people's
case studies and I just said that hey i'
manage everything from the paint buying
to managing the contractors to the
cleanup everything and they're pretty
happy with it so although I didn't have
case studies that's just what I did
anyway would be curious to know if
anyone else
has um like what's your take about this
like if you guys are just starting out
and you don't have any case studies what
would you do in the situation would love
Sweet let's uh can we do this here let's
and AJ Silvers oh no hi um hey how's it
it's good appreciate the uh presentation
so far um I'm in a similar situation as
most people are in that I haven't got
paid clients to talk to yet I'm just at
the beginning of the upwork cycle um
what I found works is uh on the call
like I try and get people on a video
call as quickly as possible I will
actually show them the solutions so the
kind of jobs I'm going for are jobs I've
already built the scenario for or if I
apply for it and get a hey let's chat I
will go work out how to do it so that I
can demonstrate it's already kind of
done I I appreciate this low as the rate
of the the perceived value because it's
like the you someone's buying a box
rather than a consultation but my right
my belief is if I can get the first 10
case studies to 10 testimonials I never
have to give a discount again uh as a
generalization so I found that being
able to walk people through what we've
done and the other thing I have a long
background in s so um case studies seem
to be things we as vendors want when we
think we don't have a strong position or
but clients aren't going to buy without
case studies um but without wanting to
be too cliche before Apple released the
iPhone Steve Jobs didn't say here's a
case study of all the phones we made
before he did such a good job of
presenting the iPhone it flew off the
shelves and that's been done a number of
times so I would encourage people not to
worry too much about case studies but
just focus on helping the prospect see
the solution is available to them
because if if we can get a prospect to
change their beliefs around the problem
the sales already started so if they
think cold email is impossible it's a
nightmare it's going to end up in 100
spam filters and we can demonstrate
actually if you approach it this way
it's quite simple um once they can
change if they if we can change their
belief about the problem it
and if we've got the solution we don't
need a case study because we've got the
we've got the key to the Block in their
company agreed yeah that's a that's a
great addition essentially just walking
and flipping your screen over to showing
the sample scenario or something that's
very similar to it because like like you
said AJ it's um it's about helping the
prospect visualize the solution and once
they literally see it and you press run
once and they see it work or something
very similar to it work it minimizes all
the risk that's associated with going
ahead with hiring you and yeah I I did
this this afternoon with um appify I was
doing I had an idea to solve a problem
using appify to scrape LinkedIn jobs so
I found a LinkedIn well I found two
because the first one didn't work very
well I found it pulled up the first
record in the air table showed the
company the LinkedIn profile to the
person I was doing this for and he said
wow that's amazing I didn't know that
do it's like well you know we can do a
th records a day without a problem it
that there was no people on our side of
the table when we're beginning we get
caught up on our domain name our logo
all of the that doesn't matter if
we've got the answer to someone's
problem and they're in pain they will
pay to solve that problem
problem
100% thanks AJ um Ally uh did we answer
okay yes amazing so I just want to
respect uh all those that had questions
initially throughout the the past 30
minutes or so um so what we could do is
we could answer them one by one uh
either I could take a take someone else
could uh provide uh their perspective as
well however going to the second
question that we have hatm said can we
have a copy of this road map so yes uh
100% I will give uh or I'll make a post
and share it in the community if you're
curious and you want to have access
right now feel free just to save
this link but it'll go uh into the maker
School Community Jason do you automate the
the
responses uh maybe what I could do is I
could get a little bit more context as
to what responses you're talking about
if you are talking about the cold email
responses I haven't automated that yet
responses maybe I could just wait to get Jason's
Jason's
take can you hear me yeah I hear you hey
um yeah I was re uh referring to when
you did the sales call and you had kind
of brackets around certain things that
you were saying if those were animated
based on the notes that you
took gotcha okay
um so I'll just flip my screen over and
I'll just walk you through exactly how I
take my notes I don't know if this is
going to be Overkill or not but
typically I just take my sales call
notes in a very uh structured way and
I'll just show you what that looks
like give me a sec here
loading um
yes cool so after every single sales
call that I do I normally just fill out
this form and I could share something
very similar to it in with the community
however I just come in here I take three
minutes after every single call I'll
write down the account name the account
notes their website uh their contact
details and then specifically for the
opportunity so the opportunity is the
actual service that they want this time
that they're talking with you uh so I'll
typically have like a Next Step so what
are we planning to do the next time we
chat um what's the cost that I gave them
a ballpark on um you know what their
problem is what their solution is what
their timeline to get this project
completed in is and then also what the
tools needed to complete the project are
so I'll complete all of these notes once
in a format I just bookmarked this and
typically in my emails I'll just always
refer back to like their their record on
so um so for your CRM is this connected
to it or is this your considered your
CRM yeah so this is how I add new um new
records to my CRM so the moment I I
click this submit button um it it
automatically gets built into my CRM and
then I could just simply go to my CRM
whenever and typically what I do on my
end is two three times a week I'll just
follow up with all my leads in like
batches so I just go through you know my
my follow-ups like for three three four
hours a week and I'll just rip through
maybe 10 15 follow-ups every single day
and just copy and paste like a mad man
because to be honest I don't have the
personalizations built out just yet
I the prospects we're talking to are
like the business owners were talking to
like they they're pretty smart they know
if it's built with AI and for me the
last thing that I want to do is
essentially give them an AI message
because that just says like hey I don't
respect your time I like personally
reaching out to them but again that's
how I approach it I didn't build out the
automations yet it's probably possible
but this is just my process so um this
is connected with my CRM and you know
three four times a week I'll just follow
up with all my prospects in like batches
hours cool so uh next question uh High H
do you use form entry to automate the
email I do not
or I use the form entry to collect the
information however I don't uh now now
that you're saying it I could probably
automate the at least the drafting
process so um right now it's manual but
in the future I'll probably create
drafts in the
future uh for this so Marius would you
give them an early demo of what a
solution you're thinking about could be
so very similar to what AJ mentioned um
I'd give them a video demo of exactly
the process of exactly like the back end
typically what I'm doing anyway is if
I'm running a cold email campaign and
I'm selling a cold email campaign I'll
just say hey guys like this is what's
working for me I'll click into Apollo
I'll click into instantly I'll show them
all the replies I'm getting and I'll say
hey do you want these kind of results
and then if they say yes then I'll just
them over a proposal because the more we
could help someone visualize exactly
what the process is and what the end
results will be typically like they'll
trust you more so that's how I would
approach like giving a demo to prospects
Marius sure yeah thank you cool
cool okay so I think that that was the
end of the questions that we had
previously during the present ation um
here okay thank you so I think it's
Richard how do you collect the payment
on the call typically I just have preset
up stripe links so that's what I do I
have an agreement I send them I use I
don't use um pandadoc I use something
called uh e
signatures I just have been using it for
the past little while now and I'll send
a simple agreement over to them and then
I'll you know they'll sign it it's
really straightforward I'll just collect
the payment they could use their credit
card so uh how do you phrase the do you
want to pay now [Music]
[Music]
um eek is that how I pronounce your name
maybe
eek okay
eek hopefully I'm not butchering your name
name
um but I I'll go ahead and try and take
a a stab at this question so how do you
now so typically I'll say okay well are
you ready to book this into my
production calendar and I use the same
line for a painting business that I used
to run and it worked wonders so if
someone says yes I'm ready to book the
project into my production calendar I'll
just say okay great so these are the
these are the next steps feel free to
authorize the
agreement I'll send it over to them
they'll sign it and they'll be like
great the next step is to authorize the
payment and
then I'll send them the link they'll pay
it on the call and then we'll book their
it
okay so Gage asked how true is the just
BS and then figure out the details afterwards
approach I might have a contrarian take
here but I don't
really subscribe to that idea main
reason why is
because if you want to be in the
automation space for the next five 10
years 15 years however long you want to
be in the space for if you say that you
could help a business owner and then
eventually you know you don't have the
legs to actually fulfill that project
you're going to go establish like a bad
rep however if you are well connected
you do have a good network of
contractors and you do know that you
have the team you don't have the skills
yourself but you could identify those
skills then perhaps you could sell it
and sell the project but if you're
looking to fulfill this project yourself
um typically I wouldn't sell anything
and just try and like figure it out on
the client's uh budget
that's me I'm guessing other people on
the call might have a different take but
if someone asked me to create them a
custom like like Google Cloud database
like I haven't done that before but I
know one of my friends has done that so
I could potentially sell that project I
could say hey do you know what uh let me
get you a price I'd ask my friend to see
exactly how much it would cost for him
to build the uh build it and then I just
I don't know if to answer your question
I know I'm uh going on this on tangent here
here
but I'm going to say it depends you want
to be able to fulfill on the projects
that you sell and just
always provide your clients the best service
service possible
possible
cool um okay so Jacob how will you
calculate a price for your service on
the call
one thing that Nick preaches in the
community is how it's important to either
either
sell uh templated services so product
High services so for example uh if you
have a cold email system and you sell
this system you know four or five six
times a month you typically have a good
understanding of exactly how um how much
that service is worth to a client so
whether you sell it for 3K a pop um 4K a
pop whatever it might be um
over time you'll get to understand
exactly what the price to offer your
service to a client should be if you
don't how I would then calculate the
price would be to figure out exactly
what my hourly is and then just identify
what all the steps are in that
project quantify an amount of time that
I expect that step to take so whether
you know there's 10 steps step one will
take two hours step three will take two
hours St three will take four hours and
so on and so forth then I'd figure out
that the entire project might take 15
hours I'd multiply it by an hourly and
then probably give uh market up a little
bit just to in case the project runs
longer to have a little bit of that
hourly protection on your side that's
how I would price a project if you
haven't done that project
Jacob amazing
Richard um what are the mechanics of
obtaining payment during the closing
call typically it's just a stripe
payment like a stripe link so I'll send
someone a link they'll pay it and then
I'll just refresh my stripe uh on the
call and then like as soon as I see that
that stripe um line uh go up then I know
that they paid and
uh that's typically how I do it uh or
you could send an invoice and then both
parties will be U notified uh upon
Richard sweet amazing okay uh so Ethan
do you use air table for your CRM I do it's
um if if you're pretty handing pretty
technical uh it's very powerful uh it
does have the ability to provide like
custom interfaces so custom dashboards
in real time with your data so I I find
it pretty uh powerful if not if I
weren't using air table I'd probably use
level the secret is to become a painter
uh before becoming an automator Perhaps hatm
hatm
Perhaps um
okay so we have a few more questions in
the chat here let me go ahead and answer
them let me just have some uh coffee uh
super refreshing okay Richard
um what uh do I think that the uh
automation it varies it really varies
um midmarket companies do this snbs do
this uh I I I don't have a clear answer
for this but I I'd be curious to find
out what what the answer
is as well so cillo have you ever
considered the monthly base payment for
your services does it make any
sense yeah absolutely it it makes
complete sense to have a base payment
if someone wants to work with you long
term eventually they care about what
Consulting you're able to provide them
and a couple of my clients just pay
monthly just to have access to you know
guidance in terms of how it could help
them automate their business or give
them advice on cold email strategy so
over time it does make sense
to have retainers for for your services
because there's only so much access that
clients okay
Jacob let's see your question here can
you please describe a process working for
for
clients do we need his credentials or
how uh or how this process working um
I'll try and take a stab at your question
here so what's my is your question
what's the process of working with the
client like and how do we get their
credentials is that what your question is
Jacob yes my question is uh how this
process working with the client uh if we
will uh agree on the uh uh on the
process or on the contract
so um uh he will need to create his own
make and I he will invite me to his make
and I will build in his make or how this
this whole process
working so I'll try and give uh the the
most comprehensive answer that I've that
I can for this number one is for all the
clients that you work with uh I think
it's always important to get them to
sign up using your affiliate link so
number one uh send them an affiliate
link you could set it up for make
instantly uh smart lead uh clay.com
whatever platforms um that you're
working with are and like that's the
first step so get them to sign up using
make.com uh equals like you know your
referral link from there typically I'll
ask them not to sign up with Google
again uh I don't know if this is like the
the
official uh approach but they could just
give you their login credentials
and is it the best thing probably not
not
um but it's fast it's easy it's
of implementing their system as easy as
possible so I get them to give me like
their login and password again please go
forward with this with caution
and yes um I'd be curious what does
do a form for credentials like type form okay
cool they could also add you uh to their
user um users
list to their workspace
too
okay Jacob did I ask or did I answer your
question yes so I will need uh probably
credentials for all the apps that uh I
will Implement to their
scenario okay gotcha
so in terms of
of getting the credentials to all of
their platforms all that needs to happen
is they need to create a
connection um inside of make.com so
let's just say that they have a Google Drive
Drive
connection like you're able to access
that connection as long as it's already
set up on
make.com however you don't need to have
their username to Google to be able to
automate um task inside of their Google
workspace you need to create those
connections and I could just show you
what that looks like if you're curious
curious
okay so
here let me know if you see my do you
see my screen
here cool so all you need to do is I
don't know why c.c's connection is
broken I reached out to their team and
uh it's just a UI issue but as long as
your clients have these connections here
uh you
could uh work with them in your
automations uh yes but but probably if
uh I uh I don't need probably uh his
structure of I don't know uh
this categories or something like that
so I will need to probably see this uh
structure of I don't know uh in some CRM
or this things so how will
I know these things will not
if in that case I I normally just get
added as a user I'll send them I'll ask
them to send me a um an invite uh put me
as a user on for like as a month or add
you add you as like
a as an admin and then from there you'd
be able to just see exactly like their
entire Tech
stack so that's typically what what
happens with
me yes okay thank you very much cool no
worries Jacob great
question okay um so we have a couple
more questions
here so Ethan says have you had success
with delegating work to contractors and
does that take uh and does that increase
your workload on client communication a
lot so yeah I mean I've delegated a
bunch of work uh before typically what
I'll always try and do is create like
clear like Sops in terms of how I want
the project to be completed and in terms
of just like like the timeline of like
of communications so let's just say I
someone is hiring me to do a go high
level build go high level is a CRM and I
sold the project and I know I have a
scope of work that the client gave me
typically I'll write
exactly what the steps are for each of
those uh parts and then from there I
will then uh associate a certain amount
of time that I expect each part to take
and once those parts or those Milestones
are completed I'll then ask for
communication updates so then once those
communication updates are sent to me I
just pass it off to a client
so let's just say that a I'm
subcontracting a CRM and the client
expects it to take three weeks I'll ask
the developer to give me maybe 10 days
like a week and a half so I could at
least have that buffer room in order to
you know just to have so that's
typically how I go about delegating uh work
work
and uh providing Communications to
clients and also getting Communications
from uh contractors however one thing
that I'd always recommend too is try
getting like referrals uh in terms of
who's actually like good
um look at their reviews because I
always trust people within my network
who refer me to contractors and it's
just so much easier as um as a business
owner because you don't want to pretty
much like whenever you're testing new
contractors you never want to put too
many eggs in their basket typically
bring them on like ask them to do a
small project before you give them a
full project to do them mes so for
example if you do have a I like using
the example of painting a house everyone
knows like painting a house before you
ask someone to paint an entire main
floor of a home ask them to paint a
washroom first see if they're clean see
if they're timely see if they are
respectful to the person's house and
then if they respect that small project
give them more work after however you
don't want
to give too much like leash to the
contractors you always want to make sure
you have an eye on them initially and uh
as you build a relationship give them
more trust I think that that's typically
a a good approach of how I've approached
contractors in the past to answer your question
question
Jacob or no not Jacob Ethan Ethan yeah
it did answer it um do you usually find
them on upwork or just you just said
reach out to people you know that
potentially want want work or
um yeah
so I guess for some context is I started
doing these Outreach processes and I
work a full-time job too and so I
started getting like a bunch of clients
and it's like the delivery is getting
really challenging so I'm like how do I
just like have someone support with
delivery a bit but um I'm like kind of
worried about getting 10 clients and
then having to like man the emails of
all those 10 clients and communication
like like kind of just like in in that
area gotcha and you don't want to like
Outsource it I mean you don't want to
bring it internally
like thought about like have you like
brought in like kind of like would you
think about bringing in a contractor and
then if they're like really good having
them like take over email communication
with clients like once you onboard them or
or
like I don't know so I'm trying to figure
out it's challenging I mean like if you
were are you doing a cold email
business or uh what's your alare just so
I could have a little bit more context
mostly it's content systems I've built
out really robust make templates for
like automated content creation and I'm
basically just plugging in playing that
for different people's like they'll just
like take their blog post and repurpose
it into like all different platforms
gotcha and does it vary a lot between
clients like is it possible for you to
productize and just like create Sops to
yeah I think I could productize it
create Sops for
it I mean if if it's pretty plug-and
now I don't have the best answer for
this um probably like let me think about
it and I'll get back to you um I
probably just how do I say it create
Sops or at least like record the work
that you're doing right now for like the
next like you know couple of weeks like
on loom and then like if you ever do
bring it internal at like after just
like ask the um like your internal
support to just watch all of like the
past like two weeks of work that you've
done so that way you could kind of just
like get them up to speed and you don't
have to spend all this time like
creating Sops it's like it's something
that you've already been doing for the
past couple weeks and you have like a
stack of Loom videos for them to like
watch and get like and train uh with
like that's maybe like an approach that
I would do if you're looking to bring it internal
internal
externally I think like that was kind
like your initial question is do you
think it'd be possible to like create
email Sops where you basically like
here's what the format of the project
update should be like send them to me
regularly and then I just like fire them
off to the client basically yeah 100
per. yeah that that seems like it could
really take a lot of work off but yeah
and like a cool way how to do it man is
just like go to like the B like the past
like three months of client
Communications run through a script on
like chat gbt and just say like hey like
create like a a standardized like
framework for this and
then you just get someone else on your
team to do that eventually yeah totally
yeah I think that's the goal is scale up
and be able to have someone like really
focusing on that or like good enough to
do that cool all right I appreciate it
man no worries take it
easy okay so we have a few more
questions we're getting a lot of great
questions today guys amazing work we
have a a talented bunch in the maker School
School
community so
um what about adding you as an app
developer straight that hasn't happened
to me before uh hadm
um I don't have too much context on that
however what I'll do is I'll try and ask
um Santi um he's a little bit more
technical than me and he's he's been
able to work as a developer for a full
companies okay let's
see um but I'll get back to you on that
let's see Brandon should we sign an NDA
with them if they give us their login details
so there's best practices and then
there's what I do anyway and like if you
were to talk to like a an attorney who's
been in like the in the space for 10
years of course uh signing an NAD an NDA
would be you know better for probably
both parties and probably cover you know
some of your exposure as a business
owner however I I don't uh for some of
my clients if it's a straightforward
system um that I'm
implementing I'd say only like 15% of
the time I have to sign ndas and
typically ndas when we're talking about
sales it adds friction to the sales
process uh and especially if we're
talking to I'd say you know uh SMB
mid-market companies typically a lot of
them they aren't providing you with
sensitive data um and if they are then
like if they're providing like a lot of
sensitive data than it makes sense to
but until then I I'd say it's a friction point
point
so long story short it it varies uh for
who you're actually talking to um Brandon
Brandon
just so I better understand the the
question um or your context are you
reaching out primarily to small
companies mid-market companies or
Enterprises if it's Enterprises I just
say lead with an
NDA like companies that have more than
thousand people it's just the easiest
and fastest way because you won't even
be able to like do a proper like
Discovery process or like a demo or like
a proof of concept until you sign an NDA
but if it's you're working with
companies that are under like 500 people
then yeah you don't really need one at
okay
sweet so I'll go to the next question
and I think that we are at time now but
I'll go ahead and answer the uh the
following three ones as concisely as possible
possible
so if we're doing automated cold email
Outreach on behalf of our client does
that mean that we need nine new email
inboxes for them or just use our own
business email inboxes asking to see if
this means um for every new client we
get we should have to go through the
three-week warm-up process every single time
so if you're plugging and playing
plugging a system into a company it's
probably better that they use their own
like you're building their stack you're
building up their cold email
to you know have them buy domains have
them Buy email accounts that they'll be
able to run themselves if you are
setting up setting up that system one
time for them if you are an agency your
main goal is to essentially help them
get results as fast as humanly possible
and I know what some people do in the
space are they have very personalized
emails so they like if you are reaching
out to SEO companies and you're doing
cold email Outreach for them they might
have preset emails already for SEO like for the SEO industry so what that means
for the SEO industry so what that means is they'll be able to
is they'll be able to Simply on command they have like a 100
Simply on command they have like a 100 emails ready to go or at least like 20
emails ready to go or at least like 20 emails ready to go that are generic so
emails ready to go that are generic so that they could represent any company in
that they could represent any company in a certain vertical in a certain like
a certain vertical in a certain like space industry
space industry um but overall for the clients that I
um but overall for the clients that I set up infrastructure stres for for cold
set up infrastructure stres for for cold email I always set up uh email
email I always set up uh email inboxes
okay no problem let's see number
problem let's see number three or number four Marius what if a
three or number four Marius what if a scenario you are building for them
scenario you are building for them requires two or three other paid
requires two or three other paid services do you price that to their
services do you price that to their ongoing monthly cost after going live
ongoing monthly cost after going live typically what I'll do is I'll just
typically what I'll do is I'll just create a road map for them of exactly
create a road map for them of exactly what the cost will be like with the
what the cost will be like with the system moving forward often times it's
system moving forward often times it's not going to be like a oneandone
not going to be like a oneandone solution there's often like there's
solution there's often like there's going to be ongoing cost and I'd let
going to be ongoing cost and I'd let them know exactly uh what the costs are
them know exactly uh what the costs are expected to be so for example what I did
expected to be so for example what I did last month is I built a scraper and I
last month is I built a scraper and I let them know that in terms of the uh
let them know that in terms of the uh ongoing cost it'll be between two $200
ongoing cost it'll be between two $200 and $400 a month and they were
and $400 a month and they were completely fine with paying that amount
completely fine with paying that amount moving forward because uh I let them
moving forward because uh I let them know about it however after the project
know about it however after the project if I said hey do you know what here's a
if I said hey do you know what here's a scraper um here you go and I charged
scraper um here you go and I charged them up front forward but I didn't let
them up front forward but I didn't let them know about the ongoing cost they
them know about the ongoing cost they get um surprised at the ongoing $2 to
get um surprised at the ongoing $2 to $400 cost uh of software every single
$400 cost uh of software every single month so long story short it's important
month so long story short it's important to let your clients know what the
to let your clients know what the expected cost will be uh whenever you're
expected cost will be uh whenever you're creating a service for them or whenever
creating a service for them or whenever you're creating a an automation for
you're creating a an automation for them uh okay scribe is scribe is an AI
them uh okay scribe is scribe is an AI that helps write Sops while recording
that helps write Sops while recording your screen check it
your screen check it out uh I'm actually I I need to check it
out uh I'm actually I I need to check it out for um I've been using it I'm I
out for um I've been using it I'm I think I'm paying for it right now scribe
think I'm paying for it right now scribe and uh it was between scribe and Tango
and uh it was between scribe and Tango and I've just been creating like a lot
and I've just been creating like a lot of looms recently just cuz I like the I
of looms recently just cuz I like the I find scrab that it needs a lot of like
find scrab that it needs a lot of like editing afterwards and opposed to
editing afterwards and opposed to loom it just records every single click
loom it just records every single click um instead of just having like a
um instead of just having like a document it's just a video and my team
document it's just a video and my team they prefer videos instead of just the
they prefer videos instead of just the the the
the the documents so
documents so Jacob uh let's see this do I need all
Jacob uh let's see this do I need all the time reactivate Google a AP
the time reactivate Google a AP or could it be
or could it be automatically
okay I don't understand your question too well Jacob would you be able to
too well Jacob would you be able to potentially rephrase it if you're open
potentially rephrase it if you're open to doing
to doing that yes uh if there are
that yes uh if there are some uh I know that Google needs to
some uh I know that Google needs to reactivate the connection or this thing
reactivate the connection or this thing that I will
that I will will want to continue using it so it is
will want to continue using it so it is possible to make it automatically or do
possible to make it automatically or do I all the time go to client uh account
I all the time go to client uh account and press to De reactivate or like these
things so if I'm understanding the um question correctly is it that at times
question correctly is it that at times you have to authenticate
you have to authenticate your uh your services uh every like
your uh your services uh every like quarter every single year in make.com
quarter every single year in make.com and sometimes like every three months
and sometimes like every three months you have to pretty much just like sign
you have to pretty much just like sign in again and because you don't have like
in again and because you don't have like their login information like their uh
their login information like their uh their email their password it pretty
their email their password it pretty much turns off the scenario is that what
much turns off the scenario is that what you're talking
you're talking about yes uh it I it will be uh probably
about yes uh it I it will be uh probably one time payment so uh how to figure out
one time payment so uh how to figure out with this because if it will be monthly
with this because if it will be monthly you will
you will probably uh take care of this things but
probably uh take care of this things but if it's a onetime payment so you will
if it's a onetime payment so you will probably don't have uh uh credentials
probably don't have uh uh credentials for all the time or I think or I figure
for all the time or I think or I figure out with
out with this yeah really good question so what I
this yeah really good question so what I would do in that situation is I would
would do in that situation is I would just build on their stack I would get
just build on their stack I would get them to create all of their accounts I
them to create all of their accounts I would get them to do all of their
would get them to do all of their initial connections and then if it were
initial connections and then if it were to ever disconnect in the future I would
to ever disconnect in the future I would let them know like as you hand off like
let them know like as you hand off like the project to them ideally with some
the project to them ideally with some Loom overviews of exactly what each step
Loom overviews of exactly what each step of the project does you could also let
of the project does you could also let them know where if the future uh if in
them know where if the future uh if in the future if you need to
the future if you need to um you'd also let them know how they
um you'd also let them know how they could reconnect how they could like
could reconnect how they could like click a module and click sign in again
click a module and click sign in again just having that happen once or having
just having that happen once or having like that video um overview could be
like that video um overview could be very powerful like three months down the
very powerful like three months down the line or like six months down the line so
line or like six months down the line so that's simply how I would approach it
that's simply how I would approach it build on their stack then also provide
build on their stack then also provide documentation to get ahead of whenever
documentation to get ahead of whenever those situations
happen cool yes okay and the second question was uh if
question was uh if I'm uh building some connection for
I'm uh building some connection for Gmail or something like that so I'm
Gmail or something like that so I'm personally using just the personal
personally using just the personal account not the the workspace so how
account not the the workspace so how this is working because uh I think that
this is working because uh I think that firms or or companies uh they usually
firms or or companies uh they usually use the Google workspace so I don't need
use the Google workspace so I don't need to build some Cloud console from Google
to build some Cloud console from Google or something like
or something like that
that um so I understand your connect uh your
um so I understand your connect uh your question is it uh you currently have a
question is it uh you currently have a workspace like
workspace like a um like a Gmail and you want to work
a um like a Gmail and you want to work on other workspaces that your clients
on other workspaces that your clients have that are officially Google
have that are officially Google workspaces or do your clients
workspaces or do your clients have um like personal Gmail that you're
have um like personal Gmail that you're doing work
doing work for um uh if I trying to myself to build
for um uh if I trying to myself to build some uh email uh
some uh email uh automatization so I don't have a Google
automatization so I don't have a Google workspace so I had to go Google Cloud
workspace so I had to go Google Cloud console or something like that to
uh uh to activate some connection from this Google Gmail or something like that
this Google Gmail or something like that but if company will have a Google
but if company will have a Google workspace do I need to need to also go
workspace do I need to need to also go to Cloud console from Google to activate
to Cloud console from Google to activate these things or or it's automatically
these things or or it's automatically because it's a payment uh service you
because it's a payment uh service you know that's a little bit technical on my
know that's a little bit technical on my end I mostly just always use Google
end I mostly just always use Google workspaces like the uh the paid ones in
workspaces like the uh the paid ones in terms of using like the the free
terms of using like the the free accounts I don't have the best answer
accounts I don't have the best answer for you if you're open to it um Jacob
for you if you're open to it um Jacob I'm committed to getting you like an
I'm committed to getting you like an answer for that or at least attempting
answer for that or at least attempting to if you could simply on the post uh on
to if you could simply on the post uh on the ER post for today's training if you
the ER post for today's training if you could write the question I'll tag a
could write the question I'll tag a couple people that I know are in the
couple people that I know are in the community and they might be able to uh
community and they might be able to uh give it uh a more technical approach to
give it uh a more technical approach to answering your question is that
answering your question is that okay uh yes okay but uh can I send a
okay uh yes okay but uh can I send a link for it yes because this is this is
link for it yes because this is this is the page that I have to activate the
the page that I have to activate the Google
Google things for Gmail and do you also need to
things for Gmail and do you also need to activate on this link the things for
activate on this link the things for clients if you have Google
clients if you have Google workspace um yeah this is a little bit
workspace um yeah this is a little bit Tech I'm not the best with um the Google
Tech I'm not the best with um the Google Cloud I've used it before for na10
Cloud I've used it before for na10 but I'm gonna to uh like refer this
but I'm gonna to uh like refer this question out to someone a little bit
question out to someone a little bit more technical but really good question
more technical but really good question um I do know that we're a little bit
um I do know that we're a little bit over time today everyone there's been so
over time today everyone there's been so many great questions here today
many great questions here today and on the next training what we'll
and on the next training what we'll cover is um ideally how to you know
cover is um ideally how to you know overcome objections and help you close
overcome objections and help you close more deals uh over time so that's what
more deals uh over time so that's what we could look forward to in the next
we could look forward to in the next couple of weeks together to really wrap
couple of weeks together to really wrap things up thank you everyone again for
things up thank you everyone again for all your great questions and I
all your great questions and I appreciate your your time today I hope
appreciate your your time today I hope you all have a uh a great rest of the
you all have a uh a great rest of the day take care everyone thank you take
day take care everyone thank you take care yeah thank you bye thank you
Click on any text or timestamp to jump to that moment in the video
Share:
Most transcripts ready in under 5 seconds
One-Click Copy125+ LanguagesSearch ContentJump to Timestamps
Paste YouTube URL
Enter any YouTube video link to get the full transcript
Transcript Extraction Form
Most transcripts ready in under 5 seconds
Get Our Chrome Extension
Get transcripts instantly without leaving YouTube. Install our Chrome extension for one-click access to any video's transcript directly on the watch page.
Works with YouTube, Coursera, Udemy and more educational platforms
Get Instant Transcripts: Just Edit the Domain in Your Address Bar!
YouTube
←
→
↻
https://www.youtube.com/watch?v=UF8uR6Z6KLc
YoutubeToText
←
→
↻
https://youtubetotext.net/watch?v=UF8uR6Z6KLc