0:04 recing and I'll go ahead and flip my
0:12 everyone so if possible as everyone
0:15 joins uh if we'd be able to keep
0:18 everything on mute until the end of
0:21 today's presentation that'd be great um
0:23 there's going to be a portion at the end
0:24 of today's call where we'll be able to
0:27 answer any and all of your sales
0:29 question and yeah let's go ahead and
0:33 jump in so uh so far maybe in the chat
0:36 what we could do is we could get a good
0:39 understanding of um how you're liking
0:41 the maker School community so far can I
0:44 get a thumbs up in the chat or let's
0:46 just say a w in the chat if you're
0:47 liking the
0:51 community so
0:55 far let's see how many W's or thumbs up we
0:56 we get
0:57 get
1:00 okay amazing
1:04 okay lots of wins lotss of W's so far so
1:07 for today's presentation what we'll talk
1:10 about specifically is a sales process
1:12 and there's a lot of content online I
1:15 believe Nick has uh content inside the
1:17 curriculum but specifically what we're
1:19 going to be looking at today is
1:22 essentially from when someone reaches
1:25 out to us uh initially from either a an
1:29 upwork application or a a cold email
1:31 what happen next we're going to go cover
1:33 the entire process and then after that
1:35 we'll go through some questions and
1:38 answers that everyone here might have
1:41 the goal of today's conversation mostly
1:43 is to help you make more money and be
1:46 more efficient in your sales ability in
1:48 terms of my background um been in the
1:50 automation space for the past couple of
1:51 years I'm from Canada I used to paint
1:54 residential homes um had more than a
1:56 thousand sales meetings in my B2B and
1:59 b2c career and in the last year or so
2:01 I've Clos $2 million in total contract
2:04 value so what I'm bringing up is just
2:08 from my experience it's a hot take and
2:11 if take whatever I say with the grain of
2:13 salt uh everyone's sales style is
2:15 different for some ground rules today if
2:17 you do have any questions feel free to
2:20 ask in the chat uh we do have Marlo
2:22 he'll be helping moderate the questions
2:25 today just to make sure that we have a
2:28 process to answer everyone's questions
2:32 next a an oun of theory is worth um an
2:34 ounce of practice is worth a ton of
2:36 theory and lastly we're going to be
2:38 trying to have some fun today so how
2:41 does that sound good bad so so
2:44 so
2:46 cool so for the overview of today we'll
2:49 just jump into the content so who here
2:51 is running cold
2:54 email feel free to let me know in the chat
2:56 chat
2:58 or who here is
3:02 running uh um Outreach on upwork and
3:04 applying to
3:07 jobs okay
3:10 so nice a lot of people are doing Outreach
3:12 Outreach
3:14 amazing and who here has started to get
3:18 results from Outreach so any sort of
3:27 negative hi Tim what about you any
3:31 responses back so far Nega too
3:34 okay nice Richard said that he has had a
3:40 replies
3:43 perfect so what we're going to be
3:45 looking at today is once someone gives
3:47 us a positive response back how can we
3:49 actually take that response and convert
3:52 it into a client so we're just going to
3:54 go through the exact stages of what a
3:56 normal sales cycle would look like so
3:58 first let's just say that we have a
4:00 positive response the steps are the
4:01 following we would have to book an
4:03 appointment we would then nurture the
4:07 appointment we would have a sales call
4:08 after that we would have to take down
4:11 our sales notes we will then follow up
4:13 with the prospect from there we'll
4:15 follow up with value and then only after
4:17 we do all of those typically will we
4:18 have a closing call if you're running a
4:21 two call close some of these steps could
4:22 be eliminated if you're doing a one call
4:25 close but today we'll assume that it's a
4:30 two call close so jumping into how we
4:32 could actually book appointments let's
4:34 just say that we get a response back uh
4:37 from a prospect we have someone that
4:38 said hey do you know what we are
4:40 interested in learning more about your
4:42 services after we say that we could help
4:45 them with a lead generation system what
4:47 we would do next is we' want to confirm
4:50 their appointment so typically what we
4:52 could do is we could say great I'll send
4:54 you over a calendar invite and then
5:03 what happens next is we'll have a period
5:05 of time before the appointment that we'd
5:08 be able to nurture them so what we're
5:10 doing at this point in time is we want
5:11 to be able to provide more context more
5:13 credibility we really want to frame
5:16 ourselves as an expert before we even
5:18 jump on the meeting in the first place
5:19 so let's just say that the meeting was
5:22 scheduled for 12 what I do anyway in my
5:24 sales calls is roughly 2 hours before
5:27 the meeting I'll remind the prospect of
5:30 the call I'll also share a short video
5:32 explaining the system that I'm talking
5:34 about in detail whether it's a short
5:38 five to 10minute video it just helps
5:41 establish ourselves as a credibility
5:42 especially if you have any case studies
5:44 that could back you up so question for
5:47 the group here is why do you think it's
5:49 important to remind the client of a
6:01 okay so Jason says that so they could
6:05 show up AJ silver says that we could set
6:07 the frame for the call okay great
6:10 answers guys jagoi I'm hoping that I'm
6:12 pronouncing your name right to avoid Nosh
6:14 Nosh
6:17 shows cillo says loyalty
6:20 okay Maria says so they could remember
6:25 what this is about 100% And main reason
6:27 why is because typically for someone to
6:29 buy from us they need to have multiple
6:31 points of contact because if we're
6:33 selling a system that's anywhere from
6:35 let's just say $1,000 to
6:38 $10,000 we have to first off establish
6:40 trust and that's what we covered in the
6:44 last uh training so just having an email
6:46 before having them see what our process
6:48 is about showing them that we're
6:50 professional it helps us set ourselves
6:52 up as the authority someone that's
6:53 professional and someone that they could trust
6:55 trust
6:58 so on the sales call what happens is typically
7:00 typically
7:03 we covered this a bit last week however
7:04 there's a few steps that sales calls
7:07 normally always follow there's always
7:09 going to be an an intro there's
7:11 typically an agenda as well we'll then
7:14 have time to learn about the company we
7:16 could learn about their challenge
7:18 processes we could ask them permission
7:20 to share exactly what we're all about
7:22 and how we could help them we'll then
7:24 get ahead of any sort of their common
7:26 objections and then from there what we
7:32 a
7:35 closing section where we see and ask
7:37 them if they could see this process
7:40 working for them specifically what this
7:43 looks like is during that initial
7:44 Discovery call what we're doing is we
7:47 want to be able to set the agenda and
7:50 typically the way I always do it
7:53 is I just ask people hey like where you
7:55 calling in from I know before today uh
7:58 Richard I this it might be a habit but
8:00 it's a great Icebreaker because you
8:03 could often just build relationships and
8:04 you know the world is small because even
8:07 today in uh today's training a couple
8:09 minutes before it started Richard and I
8:11 were chatting about how we're both from
8:13 Canada and how he knows the city that
8:14 I'm from and it just helps build
8:16 familiarity and Trust more so than
8:18 someone that you know just jumps into
8:21 work itself and it's instead of being a
8:23 very single dimensional call it's
8:26 multi-dimensional and there's more
8:27 points of contact that we could reference
8:29 reference
8:32 the sales cycle now uh after we set the
8:36 agenda what do we do well typically it's
8:38 important to ask them about their
8:40 process so one thing I always do
8:42 whenever I'm on a sales call is I want
8:44 to understand exactly what brought them
8:45 to that sales call today so then we
8:48 could ask them saying hey so out of you
8:49 know a thousand things that you could be
8:51 doing with your time
8:54 typically like we could just ask them
8:55 what made you interested in jumping on
8:57 today's conversation and then typically
9:00 they'll give us an answer
9:02 from there what we could do is we'll get
9:05 more under a further understanding of
9:08 exactly what their pain point is so
9:10 we'll understand everything from the
9:11 softwares that they use the people that
9:13 they have in place and the metrics that
9:16 they track in order to understand
9:19 how to understand the pain point that they
9:20 they
9:22 have so going through this a little bit
9:23 more in
9:26 depth once we get a good understanding
9:28 of exactly what their process is we'll
9:31 then ask them permission to show exactly
9:33 what we could help them with and
9:36 typically what I always do is I have a
9:38 short presentation and I'll walk them
9:41 through exactly who I am what I do the
9:43 companies I've helped them with and then
9:45 I have a road map of the common
9:46 questions that I normally get asked at
9:48 this point in
9:54 time next from there um once I present
9:58 the presentation I'll then say well okay
9:59 how do you see something like this work
10:02 working for you and that's typically the
10:05 overview of the sales call just want to
10:20 point okay so I see some uh we're good
10:22 to go so
10:26 far okay Ally asked a question okay Ally
10:28 in just a moment I'll be able to answer that
10:36 next so after we go through the typical
10:39 sales call at the end of the call what
10:41 is crucial to always do is to always
10:44 book next steps and the way that I do
10:47 this is I typically say hey do you know
10:49 what would it make sense to continue the
10:51 conversation a little bit further and at
10:54 this point what we'll then do is we'll
10:55 get a good understanding if the prospect
10:57 is interested if they're still in this
10:59 deciding phase or
11:02 if they really don't know and they just
11:03 need to think about it a little bit
11:05 longer typically what I always do at the
11:07 end of the initial sales calls is if
11:09 they are interested we'll set them up
11:12 for a closing call at the end of the
11:14 conversation from
11:17 there if they are not interested
11:18 typically what I do is I'll always set
11:21 up something called a placeholder invite
11:22 typically for a week out or two weeks
11:24 out just in the event that they are
11:27 still deciding so that we have next
11:29 steps always scheduled on the calendar
11:32 want to pause here so why do you think
11:34 that it would be important to book next
11:50 meeting okay chosi says Clarity on
11:59 okay AJ Silvers says that it's it's 100
12:02 times harder to book next the next call
12:05 via email after the meeting CH GOI says
12:08 that no one's left hanging so there's a
12:10 road map and to set clear expectations
12:13 okay great setting a road map and that's
12:15 exactly why it's important to set next
12:17 steps on the
12:21 call so typically after um we have those
12:23 next steps scheduled we can then send
12:25 them a calendar invite what happens next
12:28 is we have a conversation and what we
12:29 want to do
12:32 is take notes of exactly what happened
12:34 on that sales call so what we could then
12:38 do is you know write exactly out what
12:40 their company name was what their name
12:42 was uh their email their paino their
12:44 solution the price that we potentially
12:47 provided them or at least a ballpark we
12:49 could then add a next step and then a
12:52 Next Step date reason why taking sales
12:54 notes is important is because as you're
12:56 you know building your pipeline you're
12:58 sending thousands of emails you're
13:00 sending hundreds of uper applications
13:01 we're going to get a lot of people
13:04 interested in exactly in our services
13:06 and it's important to stay on top of
13:08 everyone half the projects that I close
13:10 on a monthly basis are because I'm
13:12 always following up from leads that I
13:14 chatted with three months ago and the
13:15 reason why I'm able to follow up with
13:18 them very easily is because I have clean
13:21 like clean notes and I could always go
13:23 into my CRM and understand exactly what
13:25 the next step is and what the next step
13:27 date is for all of the clients that I
13:29 meet with from the p from like the past
13:32 like year so there's always uh you could
13:34 always move your pipeline forward and
13:37 the more you keep your notes detailed
13:39 the easier it is to leverage in future
13:42 outreaches to them so question for the
13:46 team here is what's the impact of not
14:03 messy road map okay we will forget about
14:06 something okay misunderstandings between the
14:07 the
14:10 two not following up equals no
14:13 money appearing unprofessional on the
14:15 next email and
14:17 call you can't follow up properly and
14:23 opportunities the client thinks that you
14:26 don't remember what they told you and
14:29 then that there's no clear action path
14:31 and that those are all right and
14:33 typically what I find is that there's
14:37 crms that pretty much it's just they're
14:39 very empty inside there's no depth to
14:41 them for me on my end what would make a
14:43 lot more sense especially being in the
14:46 B2B business space is I'd rather take
14:49 200 very well-qualified accounts that I
14:50 know exactly what their pain points are
14:53 what the next steps are uh what the
14:55 price ballpark was that I provided them
14:57 over a thousand just generic names
15:00 companies and emails any day of the week
15:04 because when we do Outreach to them it's
15:06 personalized and this is going to be a
15:08 bit of a a hack as well too but in
15:11 Outreach the thing that has won me many
15:14 many many deals is at the beginning of
15:17 the calls as we're just getting to know
15:19 each other if they say they have a dog
15:21 named Stacy for example and we talk
15:24 about that I take notes of those exact
15:25 things so that in the follow-ups I could
15:28 reference it it might sound a little bit
15:31 crazy but those small details that's how
15:33 you win deals because it shows that
15:35 you're on the ball you're sharp as
15:38 attack and you're
15:40 professional so let's just say that we
15:43 took notes of all of the important parts
15:47 from our sales call what happens next
15:48 typically we'll have to write a follow-up
15:50 follow-up
15:53 email and what those follow-up emails
15:55 normally look like for my end is I'll
15:57 just typically have a subject line
15:59 that's always goes as the follow
16:02 so I'll have next steps hyphen then my
16:03 company name and then I'll just use the
16:05 following framework hey James I
16:07 appreciated I appreciate your time just
16:10 now I'll give a one sentence summary of
16:12 what we chatted about I'll say exactly
16:14 what they're looking for I'll talk about
16:16 the next steps of you know we agreed
16:18 that we chat in two weeks from now at
16:21 this time to see exactly if this is in
16:25 scope or if this is um within budget for
16:27 your company right now and to walk you
16:29 through what this would look like so
16:30 this is the framework I would follow you
16:32 could just copy and paste this after
16:34 I'll give you the template but it would
16:37 turn into a followup email like this so
16:39 hi James I appreciate your time just now
16:40 we just thought that you're looking to
16:42 generate more leads for Q4 we discussed
16:44 that your sales team has the capacity to
16:46 bring on an additional 10 to 30 leads
16:48 per month from cold email with the
16:51 expected investment between uh x and x
16:53 we carved out time for you to look over
16:55 The Proposal with your partner and for
16:56 all of us to get back together early
16:59 next week have a nice day Conor cap
17:01 so that's typically how I would follow
17:04 up want to pause here would you guys
17:18 time right on okay so AJ silver is added
17:21 to the chat so what he does is he says I
17:24 was chatting with company or company
17:26 business owner last week and they had
17:29 the same exact problem this is how we
17:30 approached fixing their issues so we
17:32 could add more context uh even in the
17:35 follow-up emails as
17:38 well now let's just say that they didn't
17:40 get back to us this is the first email
17:44 and we have about a week of time
17:48 to establish us as the best person to
17:50 take care of their problem what we could
17:55 do fall uh next is we could help them
17:57 buy our services by helping them
18:00 visualize success from our
18:02 fulfillment people next people will only
18:04 change their minds if we provide them
18:07 with more data and the way that we're
18:09 able to do this is to give them more case
18:10 case
18:12 studies and by showing them exactly what
18:14 the process looks like to help them
18:16 really visualize it and next if let's
18:17 just say we're doing a cold email
18:20 campaign for them or we're scraping some
18:22 data for them what we could do is we
18:23 could just give them a sample batch we
18:25 could give them a sample list of leads
18:27 and I found that typically doing that
18:29 leg work it does
18:31 build some Goodwill so this is the
18:33 framework that I use as well so in
18:37 between a an initial call a follow-up
18:40 email and then a closing call this is
18:43 what I normally do and it's up to you to
18:45 see if you'd like to implement this but
18:47 i' typically use the following subject
18:51 line I'd have free resource or I could
18:54 say uh like free resource line your
18:56 company name hi first name was just
18:58 having a morning coffee and put together
18:59 a complimentary you insert the free
19:02 resource name why is this free resource
19:04 important you'd have a sentence about
19:06 that you'd have a sentence about the
19:08 free resource details you'd have another
19:10 sentence about The credibility of this
19:13 free resource and then you'd remind them
19:15 of the next
19:17 meeting this is what it would look like
19:21 in practice so you'd say
19:23 well the subject line would be leads for
19:25 your campaign leverage operations hi
19:26 James was just having my morning coffee
19:28 and put together a complimentary lead
19:30 list for for you assuming you and John
19:32 who were referencing back their
19:35 partner's name wanted to go forward I
19:36 thought I'd I thought you'd be
19:38 interested in seeing the type of leads
19:40 we'd be able to pull for you here the
19:42 all the founders within like the
19:45 geography within a five to5 employee
19:48 size this is the same type of audience I
19:50 was able to generate a 3% reply rate and
19:55 generated $100,000 in pipeline um after
19:57 the emails warm up on Tuesday's call
20:00 with John I thought we could out some
20:02 rough campaigns and answer any questions
20:04 you both might have have a great day
20:07 Conor Kaplan and this is typically what
20:09 just builds more value because it shows
20:10 that you're open to doing work you're
20:13 open to bettering them whether they go
20:16 ahead with you or not and that's just
20:18 typically my process and it's been it's
20:20 been efficient so
20:24 far so next let's just say that or to
20:27 recap what have we done so far we got a
20:30 positive response we nurtured them
20:32 before that first meeting we provided
20:35 them a solid sales call and we Pro
20:37 provided them more context as to how we
20:39 could help them we took down some
20:42 detailed sales notes we followed up with
20:44 them initially we provided them with
20:46 more value and then it's time for that
20:48 initial sale or that initial closing
20:52 call so typically how these always go is
20:54 we'll give an overview of exactly what
20:56 the paino was and then what the solution
20:59 is we'll then answer any questions they
21:02 might have will schedule tentatively
21:04 their onboarding and if someone says yes
21:07 tentatively to an onboarding typically I
21:10 count that as a verbal confirmation on
21:12 that closing call as well typically I'll
21:15 take some time to send them over or send
21:16 them over a proposal if you haven't
21:18 already have them look over it briefly
21:20 and then collect the payment on that
21:22 same call what I like to do anyway this
21:24 is I don't know if this is Secret Sauce
21:27 but if someone says yes to a tentative
21:29 kickoff call in the future
21:31 I count that as a verbal confirmation
21:33 and because someone said yes to you
21:35 verbally literally like right in front
21:38 of you they
21:41 are they have a high likelihood to pay
21:43 on that same call and it's just a very
21:45 efficient way how to help someone buy
21:47 from you and then once they buy from you
21:49 and once they pay typically you will
21:51 kick off their onboarding sequence and
21:53 then provide them value in the first 24
21:55 hours but that's exactly what I do
21:58 anyway to go from lead who doesn't know
21:59 who I am to provide them value
22:01 throughout the sales process to
22:03 ultimately closing the deal so that's
22:06 the presentation today
22:09 um and yeah wanted to just pause here
22:12 see if anybody has questions um Marlo do
22:14 we have a list of questions that we
22:23 up here I'll just go ahead and stop the
22:29 share great okay thanks Mara Okay so
22:30 uh Ali
22:33 Simkins what if this is new and no case
22:35 study so I'm assuming that you might be
22:36 starting out and you don't have case
22:39 studies right now
22:41 um few things that I'd probably do in
22:44 the situation is if you have any sort of
22:46 relevant work experience in the same
22:48 space so if you were a marketer before
22:50 and you have paid ads experience I'd
22:53 simply showcase some of that experience
22:55 as well
23:04 work experience in the same space like
23:06 if you were previously in the marketing
23:09 space but you're open to doing marketing
23:12 automations that could be a great angle
23:14 of how to establish credibility although
23:16 you don't have automation
23:20 experience uh right now
23:22 um you'd also
23:24 leverage other people's case studies as
23:26 well uh if they are going to be doing
23:29 the Fulfillment of uh of your service so
23:32 what I used to do um back in the day is
23:33 I had a painting company I didn't know
23:36 how to paint but I sold like $100,000 of
23:37 painting without even knowing how to
23:39 like use a paintbrush what I did is I
23:42 just simply used the uh case studies
23:45 that essentially my subcontractor had
23:46 and he was okay with letting me use it
23:49 and the clients knew exactly that I was
23:51 going to be having the contractor paint
23:53 and go into their homes so that's
23:54 typically how I leverage other people's
23:56 case studies and I just said that hey i'
23:58 manage everything from the paint buying
24:00 to managing the contractors to the
24:03 cleanup everything and they're pretty
24:04 happy with it so although I didn't have
24:06 case studies that's just what I did
24:08 anyway would be curious to know if
24:10 anyone else
24:13 has um like what's your take about this
24:14 like if you guys are just starting out
24:16 and you don't have any case studies what
24:18 would you do in the situation would love
24:42 Sweet let's uh can we do this here let's
24:52 and AJ Silvers oh no hi um hey how's it
24:54 it's good appreciate the uh presentation
24:57 so far um I'm in a similar situation as
25:00 most people are in that I haven't got
25:03 paid clients to talk to yet I'm just at
25:05 the beginning of the upwork cycle um
25:09 what I found works is uh on the call
25:11 like I try and get people on a video
25:12 call as quickly as possible I will
25:14 actually show them the solutions so the
25:17 kind of jobs I'm going for are jobs I've
25:20 already built the scenario for or if I
25:23 apply for it and get a hey let's chat I
25:26 will go work out how to do it so that I
25:28 can demonstrate it's already kind of
25:31 done I I appreciate this low as the rate
25:33 of the the perceived value because it's
25:36 like the you someone's buying a box
25:39 rather than a consultation but my right
25:42 my belief is if I can get the first 10
25:45 case studies to 10 testimonials I never
25:47 have to give a discount again uh as a
25:50 generalization so I found that being
25:52 able to walk people through what we've
25:55 done and the other thing I have a long
25:58 background in s so um case studies seem
26:01 to be things we as vendors want when we
26:05 think we don't have a strong position or
26:07 but clients aren't going to buy without
26:10 case studies um but without wanting to
26:13 be too cliche before Apple released the
26:15 iPhone Steve Jobs didn't say here's a
26:16 case study of all the phones we made
26:18 before he did such a good job of
26:20 presenting the iPhone it flew off the
26:22 shelves and that's been done a number of
26:26 times so I would encourage people not to
26:28 worry too much about case studies but
26:32 just focus on helping the prospect see
26:34 the solution is available to them
26:36 because if if we can get a prospect to
26:39 change their beliefs around the problem
26:41 the sales already started so if they
26:43 think cold email is impossible it's a
26:44 nightmare it's going to end up in 100
26:47 spam filters and we can demonstrate
26:49 actually if you approach it this way
26:52 it's quite simple um once they can
26:54 change if they if we can change their
26:56 belief about the problem it
27:01 and if we've got the solution we don't
27:03 need a case study because we've got the
27:06 we've got the key to the Block in their
27:09 company agreed yeah that's a that's a
27:12 great addition essentially just walking
27:13 and flipping your screen over to showing
27:15 the sample scenario or something that's
27:18 very similar to it because like like you
27:20 said AJ it's um it's about helping the
27:22 prospect visualize the solution and once
27:24 they literally see it and you press run
27:26 once and they see it work or something
27:30 very similar to it work it minimizes all
27:31 the risk that's associated with going
27:35 ahead with hiring you and yeah I I did
27:38 this this afternoon with um appify I was
27:40 doing I had an idea to solve a problem
27:43 using appify to scrape LinkedIn jobs so
27:46 I found a LinkedIn well I found two
27:47 because the first one didn't work very
27:49 well I found it pulled up the first
27:52 record in the air table showed the
27:54 company the LinkedIn profile to the
27:56 person I was doing this for and he said
27:58 wow that's amazing I didn't know that
28:04 do it's like well you know we can do a
28:06 th records a day without a problem it
28:10 that there was no people on our side of
28:11 the table when we're beginning we get
28:14 caught up on our domain name our logo
28:17 all of the that doesn't matter if
28:18 we've got the answer to someone's
28:19 problem and they're in pain they will
28:21 pay to solve that problem
28:24 problem
28:27 100% thanks AJ um Ally uh did we answer
28:37 okay yes amazing so I just want to
28:39 respect uh all those that had questions
28:41 initially throughout the the past 30
28:44 minutes or so um so what we could do is
28:46 we could answer them one by one uh
28:47 either I could take a take someone else
28:50 could uh provide uh their perspective as
28:52 well however going to the second
28:55 question that we have hatm said can we
28:59 have a copy of this road map so yes uh
29:02 100% I will give uh or I'll make a post
29:04 and share it in the community if you're
29:05 curious and you want to have access
29:08 right now feel free just to save
29:13 this link but it'll go uh into the maker
29:17 School Community Jason do you automate the
29:19 the
29:21 responses uh maybe what I could do is I
29:23 could get a little bit more context as
29:25 to what responses you're talking about
29:28 if you are talking about the cold email
29:31 responses I haven't automated that yet
29:36 responses maybe I could just wait to get Jason's
29:37 Jason's
29:42 take can you hear me yeah I hear you hey
29:45 um yeah I was re uh referring to when
29:49 you did the sales call and you had kind
29:50 of brackets around certain things that
29:54 you were saying if those were animated
29:56 based on the notes that you
30:00 took gotcha okay
30:03 um so I'll just flip my screen over and
30:04 I'll just walk you through exactly how I
30:06 take my notes I don't know if this is
30:09 going to be Overkill or not but
30:11 typically I just take my sales call
30:14 notes in a very uh structured way and
30:16 I'll just show you what that looks
30:18 like give me a sec here
30:25 loading um
30:34 yes cool so after every single sales
30:36 call that I do I normally just fill out
30:39 this form and I could share something
30:41 very similar to it in with the community
30:44 however I just come in here I take three
30:45 minutes after every single call I'll
30:47 write down the account name the account
30:49 notes their website uh their contact
30:52 details and then specifically for the
30:54 opportunity so the opportunity is the
30:56 actual service that they want this time
30:59 that they're talking with you uh so I'll
31:01 typically have like a Next Step so what
31:03 are we planning to do the next time we
31:05 chat um what's the cost that I gave them
31:08 a ballpark on um you know what their
31:10 problem is what their solution is what
31:12 their timeline to get this project
31:14 completed in is and then also what the
31:17 tools needed to complete the project are
31:20 so I'll complete all of these notes once
31:22 in a format I just bookmarked this and
31:24 typically in my emails I'll just always
31:27 refer back to like their their record on
31:36 so um so for your CRM is this connected
31:39 to it or is this your considered your
31:44 CRM yeah so this is how I add new um new
31:47 records to my CRM so the moment I I
31:49 click this submit button um it it
31:53 automatically gets built into my CRM and
31:55 then I could just simply go to my CRM
31:57 whenever and typically what I do on my
32:00 end is two three times a week I'll just
32:01 follow up with all my leads in like
32:04 batches so I just go through you know my
32:07 my follow-ups like for three three four
32:09 hours a week and I'll just rip through
32:12 maybe 10 15 follow-ups every single day
32:14 and just copy and paste like a mad man
32:16 because to be honest I don't have the
32:19 personalizations built out just yet
32:21 I the prospects we're talking to are
32:23 like the business owners were talking to
32:24 like they they're pretty smart they know
32:26 if it's built with AI and for me the
32:27 last thing that I want to do is
32:29 essentially give them an AI message
32:31 because that just says like hey I don't
32:33 respect your time I like personally
32:35 reaching out to them but again that's
32:37 how I approach it I didn't build out the
32:39 automations yet it's probably possible
32:42 but this is just my process so um this
32:44 is connected with my CRM and you know
32:45 three four times a week I'll just follow
32:47 up with all my prospects in like batches
32:58 hours cool so uh next question uh High H
33:00 do you use form entry to automate the
33:03 email I do not
33:07 or I use the form entry to collect the
33:11 information however I don't uh now now
33:13 that you're saying it I could probably
33:15 automate the at least the drafting
33:19 process so um right now it's manual but
33:20 in the future I'll probably create
33:22 drafts in the
33:25 future uh for this so Marius would you
33:28 give them an early demo of what a
33:30 solution you're thinking about could be
33:35 so very similar to what AJ mentioned um
33:37 I'd give them a video demo of exactly
33:40 the process of exactly like the back end
33:41 typically what I'm doing anyway is if
33:43 I'm running a cold email campaign and
33:45 I'm selling a cold email campaign I'll
33:46 just say hey guys like this is what's
33:49 working for me I'll click into Apollo
33:51 I'll click into instantly I'll show them
33:53 all the replies I'm getting and I'll say
33:55 hey do you want these kind of results
33:57 and then if they say yes then I'll just
33:59 them over a proposal because the more we
34:01 could help someone visualize exactly
34:03 what the process is and what the end
34:07 results will be typically like they'll
34:10 trust you more so that's how I would
34:13 approach like giving a demo to prospects
34:20 Marius sure yeah thank you cool
34:24 cool okay so I think that that was the
34:26 end of the questions that we had
34:29 previously during the present ation um
34:37 here okay thank you so I think it's
34:39 Richard how do you collect the payment
34:41 on the call typically I just have preset
34:45 up stripe links so that's what I do I
34:47 have an agreement I send them I use I
34:50 don't use um pandadoc I use something
34:51 called uh e
34:54 signatures I just have been using it for
34:56 the past little while now and I'll send
34:58 a simple agreement over to them and then
35:00 I'll you know they'll sign it it's
35:02 really straightforward I'll just collect
35:04 the payment they could use their credit
35:07 card so uh how do you phrase the do you
35:09 want to pay now [Music]
35:10 [Music]
35:14 um eek is that how I pronounce your name
35:26 maybe
35:28 eek okay
35:29 eek hopefully I'm not butchering your name
35:31 name
35:34 um but I I'll go ahead and try and take
35:36 a a stab at this question so how do you
35:45 now so typically I'll say okay well are
35:46 you ready to book this into my
35:49 production calendar and I use the same
35:51 line for a painting business that I used
35:54 to run and it worked wonders so if
35:56 someone says yes I'm ready to book the
35:58 project into my production calendar I'll
36:00 just say okay great so these are the
36:02 these are the next steps feel free to
36:03 authorize the
36:05 agreement I'll send it over to them
36:07 they'll sign it and they'll be like
36:09 great the next step is to authorize the
36:11 payment and
36:14 then I'll send them the link they'll pay
36:16 it on the call and then we'll book their
36:23 it
36:27 okay so Gage asked how true is the just
36:29 BS and then figure out the details afterwards
36:38 approach I might have a contrarian take
36:41 here but I don't
36:44 really subscribe to that idea main
36:47 reason why is
36:48 because if you want to be in the
36:51 automation space for the next five 10
36:53 years 15 years however long you want to
36:56 be in the space for if you say that you
36:59 could help a business owner and then
37:01 eventually you know you don't have the
37:03 legs to actually fulfill that project
37:05 you're going to go establish like a bad
37:08 rep however if you are well connected
37:09 you do have a good network of
37:11 contractors and you do know that you
37:14 have the team you don't have the skills
37:15 yourself but you could identify those
37:18 skills then perhaps you could sell it
37:19 and sell the project but if you're
37:22 looking to fulfill this project yourself
37:23 um typically I wouldn't sell anything
37:25 and just try and like figure it out on
37:28 the client's uh budget
37:30 that's me I'm guessing other people on
37:32 the call might have a different take but
37:34 if someone asked me to create them a
37:37 custom like like Google Cloud database
37:39 like I haven't done that before but I
37:41 know one of my friends has done that so
37:43 I could potentially sell that project I
37:45 could say hey do you know what uh let me
37:48 get you a price I'd ask my friend to see
37:50 exactly how much it would cost for him
37:53 to build the uh build it and then I just
38:00 I don't know if to answer your question
38:03 I know I'm uh going on this on tangent here
38:04 here
38:08 but I'm going to say it depends you want
38:09 to be able to fulfill on the projects
38:13 that you sell and just
38:15 always provide your clients the best service
38:17 service possible
38:19 possible
38:23 cool um okay so Jacob how will you
38:25 calculate a price for your service on
38:27 the call
38:29 one thing that Nick preaches in the
38:32 community is how it's important to either
38:33 either
38:37 sell uh templated services so product
38:39 High services so for example uh if you
38:41 have a cold email system and you sell
38:44 this system you know four or five six
38:46 times a month you typically have a good
38:49 understanding of exactly how um how much
38:51 that service is worth to a client so
38:55 whether you sell it for 3K a pop um 4K a
38:57 pop whatever it might be um
38:59 over time you'll get to understand
39:03 exactly what the price to offer your
39:06 service to a client should be if you
39:10 don't how I would then calculate the
39:12 price would be to figure out exactly
39:15 what my hourly is and then just identify
39:18 what all the steps are in that
39:20 project quantify an amount of time that
39:24 I expect that step to take so whether
39:26 you know there's 10 steps step one will
39:27 take two hours step three will take two
39:29 hours St three will take four hours and
39:30 so on and so forth then I'd figure out
39:32 that the entire project might take 15
39:35 hours I'd multiply it by an hourly and
39:38 then probably give uh market up a little
39:40 bit just to in case the project runs
39:42 longer to have a little bit of that
39:44 hourly protection on your side that's
39:46 how I would price a project if you
39:48 haven't done that project
39:57 Jacob amazing
40:00 Richard um what are the mechanics of
40:03 obtaining payment during the closing
40:05 call typically it's just a stripe
40:07 payment like a stripe link so I'll send
40:09 someone a link they'll pay it and then
40:12 I'll just refresh my stripe uh on the
40:14 call and then like as soon as I see that
40:18 that stripe um line uh go up then I know
40:20 that they paid and
40:23 uh that's typically how I do it uh or
40:25 you could send an invoice and then both
40:28 parties will be U notified uh upon
40:41 Richard sweet amazing okay uh so Ethan
40:44 do you use air table for your CRM I do it's
40:51 um if if you're pretty handing pretty
40:54 technical uh it's very powerful uh it
40:56 does have the ability to provide like
41:00 custom interfaces so custom dashboards
41:01 in real time with your data so I I find
41:04 it pretty uh powerful if not if I
41:07 weren't using air table I'd probably use
41:12 level the secret is to become a painter
41:14 uh before becoming an automator Perhaps hatm
41:15 hatm
41:18 Perhaps um
41:21 okay so we have a few more questions in
41:24 the chat here let me go ahead and answer
41:26 them let me just have some uh coffee uh
41:42 super refreshing okay Richard
41:45 um what uh do I think that the uh
41:55 automation it varies it really varies
42:03 um midmarket companies do this snbs do
42:05 this uh I I I don't have a clear answer
42:07 for this but I I'd be curious to find
42:09 out what what the answer
42:13 is as well so cillo have you ever
42:15 considered the monthly base payment for
42:17 your services does it make any
42:20 sense yeah absolutely it it makes
42:22 complete sense to have a base payment
42:33 if someone wants to work with you long
42:36 term eventually they care about what
42:39 Consulting you're able to provide them
42:41 and a couple of my clients just pay
42:43 monthly just to have access to you know
42:45 guidance in terms of how it could help
42:47 them automate their business or give
42:50 them advice on cold email strategy so
42:53 over time it does make sense
42:57 to have retainers for for your services
42:58 because there's only so much access that
43:06 clients okay
43:09 Jacob let's see your question here can
43:12 you please describe a process working for
43:13 for
43:16 clients do we need his credentials or
43:20 how uh or how this process working um
43:21 I'll try and take a stab at your question
43:29 here so what's my is your question
43:30 what's the process of working with the
43:33 client like and how do we get their
43:35 credentials is that what your question is
43:41 Jacob yes my question is uh how this
43:45 process working with the client uh if we
43:51 will uh agree on the uh uh on the
43:54 process or on the contract
43:59 so um uh he will need to create his own
44:03 make and I he will invite me to his make
44:07 and I will build in his make or how this
44:09 this whole process
44:12 working so I'll try and give uh the the
44:16 most comprehensive answer that I've that
44:19 I can for this number one is for all the
44:21 clients that you work with uh I think
44:22 it's always important to get them to
44:24 sign up using your affiliate link so
44:26 number one uh send them an affiliate
44:28 link you could set it up for make
44:31 instantly uh smart lead uh clay.com
44:34 whatever platforms um that you're
44:35 working with are and like that's the
44:38 first step so get them to sign up using
44:40 make.com uh equals like you know your
44:43 referral link from there typically I'll
44:45 ask them not to sign up with Google
44:47 again uh I don't know if this is like the
44:48 the
44:55 official uh approach but they could just
44:57 give you their login credentials
45:00 and is it the best thing probably not
45:02 not
45:04 um but it's fast it's easy it's
45:13 of implementing their system as easy as
45:16 possible so I get them to give me like
45:19 their login and password again please go
45:21 forward with this with caution
45:27 and yes um I'd be curious what does
45:39 do a form for credentials like type form okay
45:52 cool they could also add you uh to their
45:55 user um users
45:57 list to their workspace
46:05 too
46:08 okay Jacob did I ask or did I answer your
46:16 question yes so I will need uh probably
46:18 credentials for all the apps that uh I
46:22 will Implement to their
46:25 scenario okay gotcha
46:27 so in terms of
46:30 of getting the credentials to all of
46:33 their platforms all that needs to happen
46:36 is they need to create a
46:39 connection um inside of make.com so
46:41 let's just say that they have a Google Drive
46:43 Drive
46:46 connection like you're able to access
46:48 that connection as long as it's already
46:49 set up on
46:51 make.com however you don't need to have
46:55 their username to Google to be able to
46:58 automate um task inside of their Google
47:00 workspace you need to create those
47:02 connections and I could just show you
47:04 what that looks like if you're curious
47:06 curious
47:35 okay so
47:41 here let me know if you see my do you
47:43 see my screen
47:47 here cool so all you need to do is I
47:49 don't know why c.c's connection is
47:51 broken I reached out to their team and
47:54 uh it's just a UI issue but as long as
47:58 your clients have these connections here
47:59 uh you
48:03 could uh work with them in your
48:14 automations uh yes but but probably if
48:18 uh I uh I don't need probably uh his
48:22 structure of I don't know uh
48:24 this categories or something like that
48:28 so I will need to probably see this uh
48:32 structure of I don't know uh in some CRM
48:36 or this things so how will
48:40 I know these things will not
48:48 if in that case I I normally just get
48:51 added as a user I'll send them I'll ask
48:55 them to send me a um an invite uh put me
48:57 as a user on for like as a month or add
49:00 you add you as like
49:03 a as an admin and then from there you'd
49:06 be able to just see exactly like their
49:08 entire Tech
49:11 stack so that's typically what what
49:13 happens with
49:16 me yes okay thank you very much cool no
49:19 worries Jacob great
49:22 question okay um so we have a couple
49:23 more questions
49:27 here so Ethan says have you had success
49:29 with delegating work to contractors and
49:32 does that take uh and does that increase
49:33 your workload on client communication a
49:36 lot so yeah I mean I've delegated a
49:38 bunch of work uh before typically what
49:41 I'll always try and do is create like
49:44 clear like Sops in terms of how I want
49:46 the project to be completed and in terms
49:48 of just like like the timeline of like
49:53 of communications so let's just say I
49:55 someone is hiring me to do a go high
49:58 level build go high level is a CRM and I
50:02 sold the project and I know I have a
50:04 scope of work that the client gave me
50:06 typically I'll write
50:08 exactly what the steps are for each of
50:12 those uh parts and then from there I
50:14 will then uh associate a certain amount
50:17 of time that I expect each part to take
50:20 and once those parts or those Milestones
50:22 are completed I'll then ask for
50:24 communication updates so then once those
50:25 communication updates are sent to me I
50:27 just pass it off to a client
50:30 so let's just say that a I'm
50:33 subcontracting a CRM and the client
50:36 expects it to take three weeks I'll ask
50:39 the developer to give me maybe 10 days
50:41 like a week and a half so I could at
50:43 least have that buffer room in order to
50:46 you know just to have so that's
50:48 typically how I go about delegating uh work
50:49 work
50:52 and uh providing Communications to
50:54 clients and also getting Communications
50:57 from uh contractors however one thing
51:00 that I'd always recommend too is try
51:02 getting like referrals uh in terms of
51:05 who's actually like good
51:08 um look at their reviews because I
51:09 always trust people within my network
51:11 who refer me to contractors and it's
51:14 just so much easier as um as a business
51:16 owner because you don't want to pretty
51:18 much like whenever you're testing new
51:20 contractors you never want to put too
51:22 many eggs in their basket typically
51:24 bring them on like ask them to do a
51:25 small project before you give them a
51:27 full project to do them mes so for
51:30 example if you do have a I like using
51:32 the example of painting a house everyone
51:33 knows like painting a house before you
51:35 ask someone to paint an entire main
51:37 floor of a home ask them to paint a
51:38 washroom first see if they're clean see
51:40 if they're timely see if they are
51:42 respectful to the person's house and
51:45 then if they respect that small project
51:47 give them more work after however you
51:48 don't want
51:51 to give too much like leash to the
51:52 contractors you always want to make sure
51:55 you have an eye on them initially and uh
51:57 as you build a relationship give them
51:59 more trust I think that that's typically
52:01 a a good approach of how I've approached
52:04 contractors in the past to answer your question
52:06 question
52:10 Jacob or no not Jacob Ethan Ethan yeah
52:12 it did answer it um do you usually find
52:14 them on upwork or just you just said
52:16 reach out to people you know that
52:21 potentially want want work or
52:23 um yeah
52:25 so I guess for some context is I started
52:27 doing these Outreach processes and I
52:29 work a full-time job too and so I
52:31 started getting like a bunch of clients
52:33 and it's like the delivery is getting
52:35 really challenging so I'm like how do I
52:36 just like have someone support with
52:40 delivery a bit but um I'm like kind of
52:42 worried about getting 10 clients and
52:44 then having to like man the emails of
52:47 all those 10 clients and communication
52:50 like like kind of just like in in that
52:52 area gotcha and you don't want to like
52:54 Outsource it I mean you don't want to
52:56 bring it internally
52:59 like thought about like have you like
53:02 brought in like kind of like would you
53:03 think about bringing in a contractor and
53:05 then if they're like really good having
53:07 them like take over email communication
53:09 with clients like once you onboard them or
53:11 or
53:14 like I don't know so I'm trying to figure
53:21 out it's challenging I mean like if you
53:24 were are you doing a cold email
53:27 business or uh what's your alare just so
53:29 I could have a little bit more context
53:31 mostly it's content systems I've built
53:33 out really robust make templates for
53:35 like automated content creation and I'm
53:37 basically just plugging in playing that
53:38 for different people's like they'll just
53:40 like take their blog post and repurpose
53:42 it into like all different platforms
53:49 gotcha and does it vary a lot between
53:52 clients like is it possible for you to
53:55 productize and just like create Sops to
53:56 yeah I think I could productize it
53:59 create Sops for
54:02 it I mean if if it's pretty plug-and
54:10 now I don't have the best answer for
54:13 this um probably like let me think about
54:16 it and I'll get back to you um I
54:18 probably just how do I say it create
54:20 Sops or at least like record the work
54:21 that you're doing right now for like the
54:23 next like you know couple of weeks like
54:25 on loom and then like if you ever do
54:28 bring it internal at like after just
54:31 like ask the um like your internal
54:32 support to just watch all of like the
54:34 past like two weeks of work that you've
54:35 done so that way you could kind of just
54:37 like get them up to speed and you don't
54:39 have to spend all this time like
54:40 creating Sops it's like it's something
54:41 that you've already been doing for the
54:43 past couple weeks and you have like a
54:46 stack of Loom videos for them to like
54:49 watch and get like and train uh with
54:50 like that's maybe like an approach that
54:51 I would do if you're looking to bring it internal
54:54 internal
54:56 externally I think like that was kind
54:58 like your initial question is do you
55:00 think it'd be possible to like create
55:02 email Sops where you basically like
55:04 here's what the format of the project
55:06 update should be like send them to me
55:08 regularly and then I just like fire them
55:11 off to the client basically yeah 100
55:14 per. yeah that that seems like it could
55:16 really take a lot of work off but yeah
55:18 and like a cool way how to do it man is
55:21 just like go to like the B like the past
55:22 like three months of client
55:24 Communications run through a script on
55:26 like chat gbt and just say like hey like
55:28 create like a a standardized like
55:31 framework for this and
55:33 then you just get someone else on your
55:36 team to do that eventually yeah totally
55:37 yeah I think that's the goal is scale up
55:40 and be able to have someone like really
55:42 focusing on that or like good enough to
55:44 do that cool all right I appreciate it
55:48 man no worries take it
55:51 easy okay so we have a few more
55:53 questions we're getting a lot of great
55:55 questions today guys amazing work we
55:58 have a a talented bunch in the maker School
55:59 School
56:01 community so
56:06 um what about adding you as an app
56:08 developer straight that hasn't happened
56:11 to me before uh hadm
56:15 um I don't have too much context on that
56:17 however what I'll do is I'll try and ask
56:20 um Santi um he's a little bit more
56:23 technical than me and he's he's been
56:26 able to work as a developer for a full
56:33 companies okay let's
56:37 see um but I'll get back to you on that
56:40 let's see Brandon should we sign an NDA
56:42 with them if they give us their login details
56:52 so there's best practices and then
56:56 there's what I do anyway and like if you
56:58 were to talk to like a an attorney who's
57:00 been in like the in the space for 10
57:04 years of course uh signing an NAD an NDA
57:06 would be you know better for probably
57:10 both parties and probably cover you know
57:12 some of your exposure as a business
57:15 owner however I I don't uh for some of
57:16 my clients if it's a straightforward
57:18 system um that I'm
57:21 implementing I'd say only like 15% of
57:23 the time I have to sign ndas and
57:25 typically ndas when we're talking about
57:28 sales it adds friction to the sales
57:30 process uh and especially if we're
57:33 talking to I'd say you know uh SMB
57:34 mid-market companies typically a lot of
57:36 them they aren't providing you with
57:40 sensitive data um and if they are then
57:42 like if they're providing like a lot of
57:44 sensitive data than it makes sense to
57:47 but until then I I'd say it's a friction point
57:49 point
57:53 so long story short it it varies uh for
57:55 who you're actually talking to um Brandon
57:57 Brandon
57:58 just so I better understand the the
58:01 question um or your context are you
58:03 reaching out primarily to small
58:05 companies mid-market companies or
58:07 Enterprises if it's Enterprises I just
58:09 say lead with an
58:11 NDA like companies that have more than
58:13 thousand people it's just the easiest
58:14 and fastest way because you won't even
58:16 be able to like do a proper like
58:17 Discovery process or like a demo or like
58:20 a proof of concept until you sign an NDA
58:21 but if it's you're working with
58:23 companies that are under like 500 people
58:25 then yeah you don't really need one at
58:40 okay
58:43 sweet so I'll go to the next question
58:46 and I think that we are at time now but
58:48 I'll go ahead and answer the uh the
58:49 following three ones as concisely as possible
58:51 possible
58:54 so if we're doing automated cold email
58:56 Outreach on behalf of our client does
58:57 that mean that we need nine new email
59:00 inboxes for them or just use our own
59:03 business email inboxes asking to see if
59:06 this means um for every new client we
59:09 get we should have to go through the
59:10 three-week warm-up process every single time
59:17 so if you're plugging and playing
59:19 plugging a system into a company it's
59:22 probably better that they use their own
59:24 like you're building their stack you're
59:25 building up their cold email
59:34 to you know have them buy domains have
59:35 them Buy email accounts that they'll be
59:37 able to run themselves if you are
59:39 setting up setting up that system one
59:41 time for them if you are an agency your
59:44 main goal is to essentially help them
59:47 get results as fast as humanly possible
59:48 and I know what some people do in the
59:50 space are they have very personalized
59:53 emails so they like if you are reaching
59:54 out to SEO companies and you're doing
59:56 cold email Outreach for them they might
60:00 have preset emails already for SEO like for the SEO industry so what that means
60:02 for the SEO industry so what that means is they'll be able to
60:05 is they'll be able to Simply on command they have like a 100
60:08 Simply on command they have like a 100 emails ready to go or at least like 20
60:09 emails ready to go or at least like 20 emails ready to go that are generic so
60:13 emails ready to go that are generic so that they could represent any company in
60:17 that they could represent any company in a certain vertical in a certain like
60:20 a certain vertical in a certain like space industry
60:22 space industry um but overall for the clients that I
60:25 um but overall for the clients that I set up infrastructure stres for for cold
60:27 set up infrastructure stres for for cold email I always set up uh email
60:30 email I always set up uh email inboxes
60:42 okay no problem let's see number
60:47 problem let's see number three or number four Marius what if a
60:50 three or number four Marius what if a scenario you are building for them
60:52 scenario you are building for them requires two or three other paid
60:54 requires two or three other paid services do you price that to their
60:56 services do you price that to their ongoing monthly cost after going live
60:59 ongoing monthly cost after going live typically what I'll do is I'll just
61:02 typically what I'll do is I'll just create a road map for them of exactly
61:04 create a road map for them of exactly what the cost will be like with the
61:07 what the cost will be like with the system moving forward often times it's
61:09 system moving forward often times it's not going to be like a oneandone
61:10 not going to be like a oneandone solution there's often like there's
61:11 solution there's often like there's going to be ongoing cost and I'd let
61:13 going to be ongoing cost and I'd let them know exactly uh what the costs are
61:16 them know exactly uh what the costs are expected to be so for example what I did
61:18 expected to be so for example what I did last month is I built a scraper and I
61:21 last month is I built a scraper and I let them know that in terms of the uh
61:23 let them know that in terms of the uh ongoing cost it'll be between two $200
61:26 ongoing cost it'll be between two $200 and $400 a month and they were
61:29 and $400 a month and they were completely fine with paying that amount
61:31 completely fine with paying that amount moving forward because uh I let them
61:34 moving forward because uh I let them know about it however after the project
61:36 know about it however after the project if I said hey do you know what here's a
61:38 if I said hey do you know what here's a scraper um here you go and I charged
61:41 scraper um here you go and I charged them up front forward but I didn't let
61:43 them up front forward but I didn't let them know about the ongoing cost they
61:45 them know about the ongoing cost they get um surprised at the ongoing $2 to
61:48 get um surprised at the ongoing $2 to $400 cost uh of software every single
61:51 $400 cost uh of software every single month so long story short it's important
61:54 month so long story short it's important to let your clients know what the
61:56 to let your clients know what the expected cost will be uh whenever you're
61:59 expected cost will be uh whenever you're creating a service for them or whenever
62:01 creating a service for them or whenever you're creating a an automation for
62:04 you're creating a an automation for them uh okay scribe is scribe is an AI
62:08 them uh okay scribe is scribe is an AI that helps write Sops while recording
62:10 that helps write Sops while recording your screen check it
62:11 your screen check it out uh I'm actually I I need to check it
62:15 out uh I'm actually I I need to check it out for um I've been using it I'm I
62:18 out for um I've been using it I'm I think I'm paying for it right now scribe
62:20 think I'm paying for it right now scribe and uh it was between scribe and Tango
62:24 and uh it was between scribe and Tango and I've just been creating like a lot
62:26 and I've just been creating like a lot of looms recently just cuz I like the I
62:30 of looms recently just cuz I like the I find scrab that it needs a lot of like
62:32 find scrab that it needs a lot of like editing afterwards and opposed to
62:35 editing afterwards and opposed to loom it just records every single click
62:38 loom it just records every single click um instead of just having like a
62:40 um instead of just having like a document it's just a video and my team
62:42 document it's just a video and my team they prefer videos instead of just the
62:45 they prefer videos instead of just the the the
62:47 the the documents so
62:49 documents so Jacob uh let's see this do I need all
62:53 Jacob uh let's see this do I need all the time reactivate Google a AP
62:56 the time reactivate Google a AP or could it be
62:59 or could it be automatically
63:08 okay I don't understand your question too well Jacob would you be able to
63:10 too well Jacob would you be able to potentially rephrase it if you're open
63:13 potentially rephrase it if you're open to doing
63:15 to doing that yes uh if there are
63:18 that yes uh if there are some uh I know that Google needs to
63:21 some uh I know that Google needs to reactivate the connection or this thing
63:26 reactivate the connection or this thing that I will
63:27 that I will will want to continue using it so it is
63:32 will want to continue using it so it is possible to make it automatically or do
63:35 possible to make it automatically or do I all the time go to client uh account
63:40 I all the time go to client uh account and press to De reactivate or like these
63:51 things so if I'm understanding the um question correctly is it that at times
63:54 question correctly is it that at times you have to authenticate
63:56 you have to authenticate your uh your services uh every like
63:58 your uh your services uh every like quarter every single year in make.com
64:01 quarter every single year in make.com and sometimes like every three months
64:03 and sometimes like every three months you have to pretty much just like sign
64:05 you have to pretty much just like sign in again and because you don't have like
64:07 in again and because you don't have like their login information like their uh
64:09 their login information like their uh their email their password it pretty
64:11 their email their password it pretty much turns off the scenario is that what
64:13 much turns off the scenario is that what you're talking
64:15 you're talking about yes uh it I it will be uh probably
64:20 about yes uh it I it will be uh probably one time payment so uh how to figure out
64:25 one time payment so uh how to figure out with this because if it will be monthly
64:28 with this because if it will be monthly you will
64:30 you will probably uh take care of this things but
64:34 probably uh take care of this things but if it's a onetime payment so you will
64:37 if it's a onetime payment so you will probably don't have uh uh credentials
64:41 probably don't have uh uh credentials for all the time or I think or I figure
64:44 for all the time or I think or I figure out with
64:45 out with this yeah really good question so what I
64:48 this yeah really good question so what I would do in that situation is I would
64:50 would do in that situation is I would just build on their stack I would get
64:52 just build on their stack I would get them to create all of their accounts I
64:53 them to create all of their accounts I would get them to do all of their
64:55 would get them to do all of their initial connections and then if it were
64:58 initial connections and then if it were to ever disconnect in the future I would
65:00 to ever disconnect in the future I would let them know like as you hand off like
65:03 let them know like as you hand off like the project to them ideally with some
65:05 the project to them ideally with some Loom overviews of exactly what each step
65:08 Loom overviews of exactly what each step of the project does you could also let
65:10 of the project does you could also let them know where if the future uh if in
65:12 them know where if the future uh if in the future if you need to
65:15 the future if you need to um you'd also let them know how they
65:17 um you'd also let them know how they could reconnect how they could like
65:18 could reconnect how they could like click a module and click sign in again
65:20 click a module and click sign in again just having that happen once or having
65:23 just having that happen once or having like that video um overview could be
65:26 like that video um overview could be very powerful like three months down the
65:27 very powerful like three months down the line or like six months down the line so
65:30 line or like six months down the line so that's simply how I would approach it
65:31 that's simply how I would approach it build on their stack then also provide
65:33 build on their stack then also provide documentation to get ahead of whenever
65:37 documentation to get ahead of whenever those situations
65:44 happen cool yes okay and the second question was uh if
65:47 question was uh if I'm uh building some connection for
65:50 I'm uh building some connection for Gmail or something like that so I'm
65:52 Gmail or something like that so I'm personally using just the personal
65:54 personally using just the personal account not the the workspace so how
65:58 account not the the workspace so how this is working because uh I think that
66:01 this is working because uh I think that firms or or companies uh they usually
66:04 firms or or companies uh they usually use the Google workspace so I don't need
66:09 use the Google workspace so I don't need to build some Cloud console from Google
66:14 to build some Cloud console from Google or something like
66:16 or something like that
66:19 that um so I understand your connect uh your
66:21 um so I understand your connect uh your question is it uh you currently have a
66:25 question is it uh you currently have a workspace like
66:26 workspace like a um like a Gmail and you want to work
66:32 a um like a Gmail and you want to work on other workspaces that your clients
66:35 on other workspaces that your clients have that are officially Google
66:37 have that are officially Google workspaces or do your clients
66:40 workspaces or do your clients have um like personal Gmail that you're
66:43 have um like personal Gmail that you're doing work
66:45 doing work for um uh if I trying to myself to build
66:50 for um uh if I trying to myself to build some uh email uh
66:54 some uh email uh automatization so I don't have a Google
66:56 automatization so I don't have a Google workspace so I had to go Google Cloud
67:00 workspace so I had to go Google Cloud console or something like that to
67:10 uh uh to activate some connection from this Google Gmail or something like that
67:14 this Google Gmail or something like that but if company will have a Google
67:16 but if company will have a Google workspace do I need to need to also go
67:20 workspace do I need to need to also go to Cloud console from Google to activate
67:24 to Cloud console from Google to activate these things or or it's automatically
67:26 these things or or it's automatically because it's a payment uh service you
67:31 because it's a payment uh service you know that's a little bit technical on my
67:35 know that's a little bit technical on my end I mostly just always use Google
67:37 end I mostly just always use Google workspaces like the uh the paid ones in
67:39 workspaces like the uh the paid ones in terms of using like the the free
67:41 terms of using like the the free accounts I don't have the best answer
67:43 accounts I don't have the best answer for you if you're open to it um Jacob
67:47 for you if you're open to it um Jacob I'm committed to getting you like an
67:48 I'm committed to getting you like an answer for that or at least attempting
67:50 answer for that or at least attempting to if you could simply on the post uh on
67:55 to if you could simply on the post uh on the ER post for today's training if you
67:57 the ER post for today's training if you could write the question I'll tag a
67:59 could write the question I'll tag a couple people that I know are in the
68:01 couple people that I know are in the community and they might be able to uh
68:03 community and they might be able to uh give it uh a more technical approach to
68:05 give it uh a more technical approach to answering your question is that
68:08 answering your question is that okay uh yes okay but uh can I send a
68:13 okay uh yes okay but uh can I send a link for it yes because this is this is
68:17 link for it yes because this is this is the page that I have to activate the
68:21 the page that I have to activate the Google
68:23 Google things for Gmail and do you also need to
68:26 things for Gmail and do you also need to activate on this link the things for
68:29 activate on this link the things for clients if you have Google
68:32 clients if you have Google workspace um yeah this is a little bit
68:35 workspace um yeah this is a little bit Tech I'm not the best with um the Google
68:39 Tech I'm not the best with um the Google Cloud I've used it before for na10
68:41 Cloud I've used it before for na10 but I'm gonna to uh like refer this
68:45 but I'm gonna to uh like refer this question out to someone a little bit
68:46 question out to someone a little bit more technical but really good question
68:49 more technical but really good question um I do know that we're a little bit
68:51 um I do know that we're a little bit over time today everyone there's been so
68:53 over time today everyone there's been so many great questions here today
68:56 many great questions here today and on the next training what we'll
68:58 and on the next training what we'll cover is um ideally how to you know
69:03 cover is um ideally how to you know overcome objections and help you close
69:06 overcome objections and help you close more deals uh over time so that's what
69:09 more deals uh over time so that's what we could look forward to in the next
69:10 we could look forward to in the next couple of weeks together to really wrap
69:12 couple of weeks together to really wrap things up thank you everyone again for
69:14 things up thank you everyone again for all your great questions and I
69:16 all your great questions and I appreciate your your time today I hope
69:18 appreciate your your time today I hope you all have a uh a great rest of the
69:22 you all have a uh a great rest of the day take care everyone thank you take
69:25 day take care everyone thank you take care yeah thank you bye thank you
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