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Sales Training #1 with Connor Kaplan
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so welcome everyone
uh is this your first call with the
maker School Community yes or no just
feel free to put that in the
chat right on second call from harsh
Lasha second yes there we go and how's
the community been for you guys so far
thumbs up one thumb up two thumbs up we
have some cool backgrounds here as well
amazing so hopefully uh this will also
be uh a great experience for you guys as
well so without further Ado I'll go
ahead and flip my
screen do you guys see
this cool
sweet so for today's conversation what
we're going to go ahead and do is have a
bit of an an overview for
sales so what you're going to get out of
today is essentially learn the three C's
of selling you're going to be able to
get actionable steps that you could
Implement into your next sales call and
then at the end of today's conversation
we'll have a question and answer period
the main goal for the next hour is to
help you increase your close rates so
that you're going to be able to make more
more
money before we jump into any of the
next content that we have set up I
wanted to just address something here so
whenever we're learning new topics
there's beliefs Frameworks and then
tactics what we're going to go focus on
today are core beliefs and Frameworks
and we'll try and stay away from tactics
just because it's not as applicable to
everyone however if we focus on core
beliefs if we focus on Frameworks
there's going to be more people that
will benefit from the
content in terms of my background don't
want to talk about myself too much but
I'm from Canada I used to paint home so
I wasn't always in Tech and right until
the pandemic in 2020 I was going into
homes with Crews and were able to
deliver Home
Services in my sales career I've been
able to book more than a thousand
meetings through b2c and B2B businesses
I've chatted with 500 plus seven and
eight figure business owners and in the
last 12 months I've been able to close
more than $2 million in total contract
value so that's just a bit of my
experience for some of the ground rules
for today wanted to set some
expectations that no question that'll be
asked is stupid feel free to ask away in
the chat next an ounce of practice is
worth a ton of theory so ideally if
you're able to implement at least one
thing from today the next hour will be
worth it and then we'll also have some
fun as well how does that sound thumbs
sweet Spen says it's good har says it's
good too so let's jump
in Osama as well question for the group
what is the goal of a sales call and
Toby says to
closean says to make money and did I
pronounce your name right
Joan yes no
maybe Berne says to
sell Kristoff says to deliver value gav
says to get a client to say yes Rich
says to convert to discover the client
needs learn about the
to see what Solutions we could come up
with and so on and so forth great answers
answers
everyone what Nick mentioned in a
previous video that I agree with a
thousand times over is the goal of a
sales call is to ideally transfer
trust and the main reason
why is before anyone says yes to moving
forward with us in a in an engagement
they have to trust us first they have to
believe in Who We Are and what we're
able to deliver them so that's the main
goal of a sales
call I do believe someone might be
on uh might be talking the audio feed if
possible would you be able to
yourself amazing
amazing
perfect going back into the
content today we're going to go cover
the three C's and those three are
conviction confidence and then
consistency but what does the first part
mean conviction it's how can we believe
in the product that we're selling and
this is the first step to increase our
closing rates because if we have more
conviction our prospects will be able to
trust us more an example that I always
use is let's just say that one of our
friends they are
dehydrated and we know that if we
provide them with a bottle of water
they'd be able to hydrate themselves
with it we would know that we'd be doing
them them a disservice if we don't
hydrate them so that's the main reason
or that's the main goal that we want to
eventually get to with our prospects we
want to be able to almost feel as if
we're doing them a disservice if we
don't solve their pain points and then a
common question could be well how do we
get to that point of certainty of
believing in our product just as if you
know one of our friends is dehydrated
and we know that we could hydrate
them one of the best ways on how to do
this is to look at ourselves in the
mirror and really ask ourselves if we
were in the prospect's shoes would we
buy our
product the very first step in order to
how to increase our conviction is to
sell ourselves
first once we do this we're not going to
be able we're not going to be selling
the prospects anymore we're only going
to be sharing the benefits as to why we
believe this is a right fit for them any
point Rich says it's all good
good
perfect and understanding that as we
have sales calls some people will not be
good fits for a product and then we
could disqualify them so that is the
right expectation to have from the very
GetGo and to also touch base on
if we don't believe in the product that
we're selling it'll be very hard to
succeed in our sales
efforts next one thing that is important
as well to increase our conviction is to
ensure that what we're proposing to a
client is logical for example do we have
case studies to back it up just walking
you through an example of a
logical proposal let's just say we're
selling a lead generation system for
cold email we're saying that we're going
to be able to book Someone eight
meetings however if we're on a sales
call with
someone we would ideally need to show
them something logical of how we will
actually get from where we are today to
where we're going in the future so
providing more context a logical plan
will help for example if we want to book
eight meetings what we could do is say
that we're going to go send 10,000
emails out of these 10,000 emails what
we're going to go expect is to get 175
replies from these replies 35 of them
will be
positive 14 of those calls will book and
then eight meetings will actually show
up so this is the logical part of how we
could actually increase our conviction
when we have a logical offer
we would buy it
ourselves that is how we increase our
conviction what else would you guys ask
to generate more conviction in the
product that you're selling just want to
okay correct L of video testimonials as
well results that are number driven to
back up
this a video saying what we've done that
also does help
Dan thanks everyone for jumping in the
convo the next seed that we could cover
is is after we have conviction and we
believe in the product that we're
selling how can we go to a call with more
more
confidence and I like to bucket
confidence and energy in the same exact
bucket what we could do to show up to a
call to have more confidence is to
listen to music right before the call
personally I listen to Alan Walker right
before a call to get me fired up
drinking water throughout the day if
you're going to go have five six seven
sales calls in an afternoon
it takes a lot of energy from us so we
want to stay hydrated and I know this
sounds funny but it happens when you're
taking backtack calls or when you're
working long hours we want to make sure
that we're staying hydrated and then
also between calls if you do have a
couple minutes feel free to go on a walk
get some fresh air do some push-ups do
some jumping jacks whatever you seem fit
to go to the next call with more energy
and the take away from this is if you do
any of these if you think that it's
possible to show up to a call at least
10% better through doing these actions
it okay we'll mute the fireflies
notaker let's see this here
here
mute great call Sven thank
you next jumping into the Frameworks now
so once we have conviction once we know
how to show up to a call with more
energy what we want to be able to do is
set the right first impression with our
prospects so in the first two to three
minutes this will help the prospect know
if you're professional or if you're not
professional what I always do is
whenever someone jumps on a call I'll
typically ask them where they're calling
in from just to get more context about
them then I want to ask
them if they're still good for the time
that they agreed on through the meeting
invite the simple way that we could do
this is to ask them hey are you still
good for the 15 to 30 minutes today or
do you need to jump off sooner this
shows that you respect their
time next when it comes to setting an
agenda this helps you let the prospect
know what they're going to get outside
of today's call for example something
that you could do is say hey normally
whenever I have these calls by the end
of it we'll see if there's any Tech
solutions that you could use in your
business business so that I could have a
full picture about your business I'll
ask a handful of questions and then I'd
be able to answer any and all questions
you have about us how does that sound so
that's setting up the call for a discovery
discovery
section so once we have the
agenda we're going to go start something
called a discovery phase and this is
when it's important to have a plan if we
have if we don't have a plan we won't
have confidence however we do have a
plan we'll show up to the
call feeling more confident
next what I always do here is once we
set the agenda I'll ask the prospect hey
just jumping into it would you be open
to sharing more about you and your
business from a 30,000 foot overview and
then I could do the same this really
lets you understand what the prospect's
position is in the company what the
company does what their North Star might be
be
once they share about themselves we
could then do the same and it's
important to have something short
something concise that you could say
within 20 to 30 seconds so that you can
go ask them more questions right after
we want to stay on track on this
discovery process from there what we'll do
do
is we'll ask them about why they wanted
to jump on today's call so a great
question to ask at this point would be
well hey what were you specifically
looking to get from today's call to
ultimately help your business
with wanted to pause here how does
everyone in the chat here start their
conversations normally or how does this
okay so harsh says that he'll normally
solution Acton Archie says how' you get
into X
okay good questions or good ways how to start
jumping into another way of how you
could approach the discovery phase is I
use a framework that I like to
say or that I start with of learning
more about their past their present and
then ultimately their future so guys
after someone says let's just use lead
generation as an example after we asked
them saying well what are you look
specifically looking to get from today's conversation
conversation
they might say well look we need to
generate an additional 10 to 15 leads a
month because we just brought on a new
salesperson and then that gives a lot of
context of how the next 30 minutes or
next 25 minutes of the conversation will
play out we'll then talk about the
history of that problem we could say
well okay what have you historically
done to get more
leads what have you tried what has not
worked in the
past once we understand about what
happened in the past we can then ask
them about what their currently doing
well okay understanding that you want to
generate an additional 10 to 15
leads what are you currently exploring
for lead
channels and then when we're talking
about the future of this challenge with
the prospect what we could then learn
about is well let's just say I wave a
wand and we're able to automatically get
you these 10 to 15 leads what would that
unlock in your
business we could also ask the
alternative of that question or the
opposite hey if we don't resolve this
challenge what happens in your
business so it gives us more context
about their landscape for lead
generation as we're asking these
questions we could understand what's
happening when it comes to their
software stack which people in their
team are currently involved in this
process and then what metrics do they
use to see if they're doing a good job
it once they provide more information we
feel more than confident that we
understand their entire landscape when
it comes to lead generation we then
provide a short recap to them saying hey
look you've done this in the past you're
currently doing this and in the future
if you don't achieve you know these
leads this will be the impact of that
and you give a short
recap you can then say is it all right
if I do the same share a little bit
about who we are and what we do as a
company and they're automatically going
to go say yes tell me
more at this point what you could do is
have a presentation set up and what
you're doing here is you're going
through the most common questions that
prospects have so you're getting ahead
of any potential objections you could
also share case studies you could share
pictures of your clients of saying hey
we help them achieve XYZ make it visual
so it's not just words on or it's not
the end or at the end of this
presentation what you could say is hey
do you have any questions about what we
just went through and our main goal is
to get to a point where the prospect
says no so they understand exactly who
we are what we do and how we could help
them if they do have any questions those
will be objections that we must handle
later however if they say no then we
could then turn this into a conversation
where it says where we say hey how could
you see something like this working for
you and then that's where where we could
transition into a
close let's just say that they want to
go ahead we could then ask a soft
question to see if they want to move
forward and we could just simply say hey
can we book this into our fulfillment
calendar and this is a great way of
saying hey are you ready to move forward
they'll give the verbal confirmation
once they give the verbal what we have a
proposal already made and then we'll
send them the proposal they could look
it over we could send them the stripe
link and then we we will send them the
automated onboarding that Nick also
walks you through in the course or in
the maker school so just want to pause
okay any question so far
guys about this specific
section jaav says no
okay so I guess we could then proceed to
the next
part so as we have sales calls um people
often have objections for us however
it's important to know that there isn't
an infinite amount of objections
possible normally there's only six to
eight buckets that someone will that an
objection will fall under either
objections will be time delays it'll be
budget concerns they'll question your
Authority they may not trust you they
might be comparing you to another
competitor or they may simply see that
hey we just don't need the solution
however as we understand what objection
we're really getting because sometimes
people will say that people will give us
one objection but it really means something
something
else we will then craft responses to all
of these objections or potential
objections already so that nothing's
going to go Blindside us so the end goal
in sales is to help us understand that
whenever an objection comes up we're
going to be able to slay the
objection and that's a
cool animation here the last C that
we'll cover today is consistency and
then we'll jump into some questions and
answers number one
is consistency is going through a rough
patch and doing all the actions that you
need to do to move your sales pipeline
forward working in sales for the past
maybe like eight years now eight uh8 to
nine years I've been able to work with
50 other sales professionals and only
maybe one of them has been haunt 247
365 so just understanding this sales is
a an aspect of a business that very Hit
or Miss it's hard to stay consistent all
the time so one thing that we could do
to help us stay hot is we could create a
swipe file of all of our best calls to
watch When Calls haven't been going in
our favor it's possible that
we'll close five out of five calls but
it's also possible that we may go zero
for five so whenever that happens we
want to reins conviction in ourselves
and the way that we could do this is to
look at our positive client reviews we
could also look at call Snippets where
we Clos clients previously so that we
could get that edge
back it's also important to have the
expectation that sales is hard it's one
of the most humbling careers that you
could get into or aspects of a business
that you could run it's important to
understand that you shouldn't get too
high when things are good and you
shouldn't get low when things aren't
going well then lastly because we're in
the community here it's important to
find people that are also doing hard
task and hard things because sales is
going to be challenging and if you're
doing challenging things in a community
lighter for consistency as well a great
thing that you could Leverage is a CRM
however specifically what are the fields
that I'm always looking at in a CRM well
there's two columns the First Column is
the next step and then the next step
date so going into this eventually what
is a list of all the actions that you
need to do in a given day or in a given
week to follow up with all of the leads
that come in your way
so that you're not always hunting New
Leads but eventually you'll be farming
opportunities and closing deals from
past leads I can't tell you how many
times I've had a conversation with a
prospect 3 four months ago it wasn't the
best time for them to move forward but
because I stayed on on top of them
because I sent them a Blog because I
sent them a a video resource and I
provided value between the time that
they were initially interested to four
months later when they ultimately closed
follow up following up during this
period was crucial and having a CRM that
shows you exactly what you're supposed
to do and then when you're supposed to
do it will help
help
lastly it's important to focus on task
in your business that will actually help you
you
generate Revenue so there's a Salesforce
thought leader or a Salesforce uh
LinkedIn thought leader his name is Ian
conak and what he mentioned before was
It's always important to focus the
majority of your time on tasks that will
move your pipeline your business and your
your
sales forward these are called Revenue
JDate generating activities so what
could you do or what falls into Revenue
generating activities if you have eight
hours in the day and you want to grow
your sales ensure that the majority of
your time being spent is on Prospect
follow-ups Partnerships writing
campaigns and then really asking
yourself will the task ahead actually
make make you money yes or
no and then
that's just typically what the RGA focus
is that will help you with
consistency so question for the group
here what do you guys do when you're in
a sales slump to maintain consistency if
okay so Alexander Curtis from Nashville
says that he used to call it d for
dollars and getting through the NOS to
get to the
yeses okay sounds good like sounds like
you're picking up the phone and booking
meetings which is
amazing Rich says that it's difficult to
maintain it however she's trying to be
now Stefano says that he's totally new
to sales here well you're in the good
Stefano perfect and then Acton Archie is
also very new to
sales yeah no kid kidding Alexander it
is an old school way how to get business
but it's yet it's still very
effective okay Livingston says that he
rewatches old footage to see where he
could improve these are all great things
that we can Implement so today what we
covered are the three C's we went over
how we could show up to calls with more
conviction and more confidence then we
also saw how we could maintain
consistency in our sales efforts so
that's the presentation for today uh
what we're going to go over next are
what are clear actionable next steps
that you could do in order to set this
up in in your schedule so what that
could look like and how rubber could
meet the road is I'll open up this
document here you'll all have access to
this after the call however if you want
to establish more conviction on your
sales calls what you could do is ask
yourself would you buy your own product
yourself why or why not if you want to
show up to your calls with more
confidence one thing that you could do
is get moving do some push-ups listen to
some music have some fresh air right
before a call so that you feel fresh and
you don't feel fatigued you could go
through your recorded calls in the past
identify the most common questions and
get ahead of them when you're presenting
your frequently asked
questions next once we do have those
questions that prospects normally ask us
we could then craft a response and then
practice handling them 50 minutes a day
for the next 2
weeks we all know sales could be
challenging however to maintain
consistency one thing that we could do
is know that
sales is hard it's a part of the game
and it's a part of the process and you
could create a swipe file include call
Snippets or something that will help
you remember the times when sales were
easy to know that it's possible again to
get back to that next
or to get back to that old state after
that you could create and leverage the
next steps and next steps date fields in
your CRM so that's the presentation for
today I think that all of us over time
will be able to make more money and
close more as we're a part of the maker
school so that's it I wanted to pass the
mic over to you guys what I'll go ahead
and do now is there are some questions
from the group that I could answer
briefly I took some notes down but for
those on the call today what we could
probably do is answer some of those
questions that were in the chat first
and then we'll be able to answer uh
these questions after how does that
okay
perfect so I'll go ahead and do is feel
free to come off mute then ask me a
it you guys should be able to come off
mute and then uh we'll be able to do a Q&A
Q&A
session hey hey Conor uh so I have a
question so basically let's say uh if uh
we if we are like getting into any any
sort of objections that you have shared
right so like in in that uh situation
what what we should do like how to
objections yeah I mean there's a common
way of how people normally answer
questions it's called the feel felt
found so you understand
exactly why they're feeling the way they
are you meet them with saying with logic
and then you bring them to ultimately
where you want to go
so what's an objection that uh you often
get and I'll walk you through this
process or this framework of how you
could respond to
objections let's say like if they have
objections around time delay or the
right cool so let's just say we
presented a project that was like
$3,000 and if that's okay just like
using that number typically what I'll do
is I'll say okay the price is $3,000 and
then I'll stop I won't say anything
because once we present the price we're
trying to get a reaction to see hey is
once they say something or if they don't
say anything and it could go on for 30
minutes it could go on for 30 seconds it
could go on for two minutes we can't say
anything after we present the
price if we if time's going on like two
and a half minutes something that we
could say is hey was this within your
budget just ask them briefly or hey what
were you expecting to just understand
exactly what their budget
was did I answer your question
harsh uh yes so basically uh I'll tell
you like uh this is something that I'm
getting very frequently uh like when I'm
applying on a work they then they get
back to me right on that part so they
were like uh we don't have this much of
budget hourly budget and everything and
then I I was like blank like how to deal with
with
that gotcha so is this happening on text
or is this happening on a call on text
most probably on
when going back and forth with prospects on
text I would almost say we don't want
to tell them our pricing on text
typically because if we give them a high
number and they can't see exactly all
the value that we're able to provide
that we're typically able to provide on
I I don't think it's a good idea to
present price on like on text it's it'd
be more beneficial to get them on a call
say hey on the call what we're going to
be able to do is really understand the
complete a toz process on this project
so that it can give you a a tailored
quote if it's a Project based if it's
hourly say that hey I have different
options different packages for different
projects if it's something very
complicated I'll charge you more if it's
something very easy I'll charge you less
so that's typically what I would do and
I'd always try and drive traffic to a
sales call harsh okay yeah yeah okay
that makes sense yeah thank you thank
you so much no
worries what I could go ahead and do if
that's all right is I could go and go
rapid fire through a few questions that
members of the community asked on the
post if that's all right with everyone
and then we'll be able to go back into
some of the questions that you all have
today on the live call
so what we did is I broke the questions
up that came up into different buckets
so there's the stuff that happens before
the call and then
there's questions that could be bucketed
into the on call or post call
section so mmud asked how can we be
confident on a sales call number one
thing that I could say here is to just
get a lot more reps in if
you're I use the example of riding a
bike the first time that you rode a bike
you might feel that hey you're nervous
that you might fall down however 10
years later after riding a bike for 5 10
years um picking up the bike hundreds of
times it'll become almost like second
nature to you and the same thing goes
with sales calls so mood I just try and
drive as much traffic get as many reps
as possible and then it should feel more
normal for you afterwards uh and as
you're going through these reps if you
have constant and NeverEnding
Improvement will be able to improve your
confidence just because you've done so
before Bora said
that um let's see
this how do you tailor your sales pitch
to align with each unique uh each client
so typically what I'll do is during that
Discovery phase that we went through
today on the training we're asking a lot
of questions to understand their
situation and to understand their pain
points as we're going through our
presentation after we're
that as we're presenting we'll be able
to share how we're going to be able to
solve each of their pain points in a
way so Acton I believe you had three
questions here for your first one you
said what sales technique would you
recommend to help manage nervous energy
prior to a sales call
again I would say have more
reps and have constant a never ending
Improvement do you recommend a framework
for capturing notes or do you just write
down your notes uh
freehand I write down the major pain
points that clients have so that when
I'm presenting during a like I'll be
presenting a Whimsical or a PowerPoint
presentation or slide deck I'll be able
to remember exactly what pain points I
need to touch base on and if I have any
sort of case studies that match those
pain points it'll only help solidify my
offering for
them for the third question do you can
conduct some sort of a self-evaluation
after every single call and if so what
criteria do you look at
candidly looking at every single call
this would be
amazing with respecting time what I do
these days is I will look at all my
sales calls every single week and then
I'll identify what the most common
questions are and so I pull that
transcript I throw it into Ai and I get
a list of questions and then that's
typically the evaluation that I
do Mark marus said or
asked see do you calibrate your offer to
the size of the prospect short answer is
I don't here and then do you have a plan
B offer in case of resistance from the
prospect normally any sort of resistance
that I get is going to be because it's
going to be because they either don't
understand what we do or we didn't
demonstrate our value enough so we
either didn't blow up their pain point
and we didn't match that pain with our service
service
offering so I want to go back to members
in the zoom chat here what are some
questions that we
have I could go through it one by one or
you oh one more time sorry if you don't mind
okay so what we could do is I'll go ahead
ahead
and answer some questions that were in
today okay then now let's scroll all the
way to the
top oh boy do we have a lot of AI
meeting assistants okay AJ Silvers has a
question how can I help oh no hi this is
probably a bit of an obvious question um
but I'm I haven't taken many sales calls
in this Arena I'm not afraid of sales
I've been doing copywriting and selling
for my own copy for over a decade um
okay the challenge um I've run into a
couple of times is the when I pitched
the price
having demonstrated the
um uh the cost of not solving the
problem that's normally the number I go
for first sort of price anchor what will
happen if you don't solve this um I've
pitched the price a few times and the
response has always come back oh well I
can get it cheaper and I've tried like
the John ran um quote about Minor uh
majoring in minor things I've tried
going back over the uh I sorry I thought
this was an important problem and you
wanted it solved kind of thing but I'm
constantly um referred back to I can
just go and get this done on Fiverr and
short of saying well why don't you then
I'm not sure where else to take those
kind of calls other than to just put
them down as you know another another experienced
experienced
call gotcha okay and just to provide
some context
um so I do U marketing automation
specifically so um not only do I use AI
to help write the copy the copy is sort
of ghostwritten first before it goes
through the AI but I'm looking at
um most of the projects I interested in
are lead gen or lead processing so it's
an 11 Labs clone of uh a coach's voice
to do an automatic sort of audio
response to an email opt-in things that
would accelerate the perceived reaction
time and response time of a of a client
to a generic Prospect coming
so they things that uh my clients
typically say they struggle with leads
gen and we dig into it it's not leads
gen it's Le conversion that's the
problem so I've built a number of
systems that will help with that um but
I'm finding it a struggle probably
because I'm not explaining it in the
best way to qual to justify the price I
I might have a concern that or sometimes
when I'm going back over the scripts I'm
I think I might make it sound too easy
because I'm confident I know what I'm
doing so for me it is easy and I'm
wondering if the ease and confidence
make it seem like I'm overcharging for
something which I describe as a
relatively simple
process gotcha does that make sense yeah
makes total sense I have an example that
I could probably speak to that's not
necessarily Tech related it's to when I
when I used to run a painting business
in Canada and couple like one last
question is when you're walking your prospects
prospects
through your pitch your offer do you
have any kind of visuals that they could
see exactly hey this is what I'm going
to get like step by step almost help
them yeah I do like um a swim Lane chart
or a flowchart so I say you know the the
inquiry comes in here this this
component handles this so I I I give
them a visual journey of what happened
to their Prospect and how the systems I
build will help that Prospect convert
into a customer either faster or in many
cases the biggest problem my audience
has are leaky buckets they just don't
follow up with leads or they don't
process the leads or the leads go cold
because they're too too late before they
get back in contact with them so they
tell me that oh well I want to hit 10K a
month or 20K a month and i' I get this
many leads that they don't process them
efficiently so my systems are designed
to help that lead efficiency if you like
gotcha okay so appreciate you sharing
everything on your end uh AJ to share a
little bit about what I do is if you're
saying that it's going to be a very easy
process for you and you're presenting
something that might be let's just say
2,000 3,000 $4,000 or pounds that's the
kind of price pitch cool I wouldn't
necessarily just say hey yeah we we'll
take care of everything for you so to
walk you through what I used to do in
painting and maybe we could draw like um
um like a parallel between you know what
I used to do in painting versus Tech
is I would walk with the clients step by
step and say hey can I show you exactly
how I would approach your project I
would say hey I'll put the drop sheets
down to protect your floors I will then
put tape around the hard to reach areas
so that I don't get any paint on you
know the the trim I will then apply a
layer of primer I will then put two
coats of paint and we're using the only
the very best paint and throughout the
entire project you'll be able to see the
exact how do I say this you'll be able
to see the the progress I'll give you
daily reports and then at the end of the
project if you're not fully satisfied
I'll do you know x amount of touch-ups
until you are and it should be like a
twoe project so I was really just
walking them through step by step of
exactly how I would approach their
project and the same thing goes with
tech tech Solutions because if someone
thinks that hey it's going to be like a
34-hour project people inherently
normally what I found is they'll
associate the project with a time value
and if they're not yeah happy with that
time value then they won't pay so just
really building up the image
of what you're going to be able to do
for them and I wouldn't honestly I
wouldn't even just stop at saying hey
we're g to go deliver you a project I
would also include things like hey I'll
give you daily reports if or I'll give
you weekly updates because a lot of
people on Fiverr they don't do that yeah
and yeah I I I try and um
I I never agree to do things on an
hourly rate because my belief is that my
efficiency is something that they get
because I've been doing markeet like
premm made.com ordinary old school
marketing automation for 10 years so I'm
really good at this and um right
for me it's always a fixed price project
and the deliverables but I like the idea
of walking through the minutia almost
because that level of detail is
something that I might take for granted
and they might not realize
realize
right appreciate that thank you yeah no
worries and good luck AJ uh and
implementing that a luck doesn't come
into it as you say it's just
reps there we go I add on to that
P yeah for sure living soon um so I
think I've had the same experience
especially in the UK where people are
like I can just go on upor and F and
really outl the processes step by step
say uh this is uh re outlining the
process like showing showing them
everything like everything you do to the
Mye detail to show them oh okay this
might be something really hard to do but
he's going to take his time to do it so
that really helped me to charge what I
charge for uh my automations I'm not
saying like I charge 2,000 or like 3,000
I'll charge
between uh like a th000 and 2,000 or
I'll go for like especially with content
uh automation I do like a REV split on
the amount of lead brought in so we're
both into like we both have skill in the
game yeah that's what I would
say okay livon thanks for sharing your
your take as well um appreciate you
adding that
that take into the
conversation want to respect everyone
that's commenting in the chat here and
if I could simply answer some questions
that we have I'll try and go one by one
here okay
Osama asked how would you respond as a
beginner with no or just one to two
close clients if you get asked about
your previous experience clients or if
you have proof that you kind of want
that you kind of know what you're
talking about so H how can you establish
credibility with prospects even though
question if you have any sort
of similar work that you've done in the
past or
if there's a blueprint in make.com or in
the group in maker
School you could potentially demo those
however the last thing I'd want to do is
say hey sell the project oversell them
and then under
deliver you could at the end of the day
I'd say honesty is the best policy let
your prospect know that you haven't done
this before however you're open to
picking a stab at it for them you could
show them exactly all the you know
blueprints that you have and say hey I
have one that's very similar to your
project and we could use this as a
template or the same sort of approach to
complete your project with this template
if that makes
sense long story short is I wouldn't overpromise
overpromise
um with any sort of
clients and then I'd be honest saying
hey I'm open to taking a stab at the
project it may not be the best answer
for you
need it's a good question I don't have
the best answer right now for that but I
takeways I wouldn't overpromise and
deliver Marius
see so why do prospects who have or who
can shop on five or even jump on a call
Prospect from my experience using
Marketplace platforms is whenever
someone has a paino they ideally want to
resolve that paino as fast as possible
so it's POS so they might use f they
might use upwork they might reach out to
communities for support and whoever
often serves them the fastest it may not
necessarily be for
them uh for the cheapest amount either
sometimes people want their problem
so yeah that that's how I'd answer your question
Marius we do have a couple other
questions that members of the group
asked in the community so I'll go ahead
those so so we went through most of the
pre-call questions to walk you through
some of the live call or post call
questions Santi says well when you're on
a call and people show up with low
enthusiasm what do you do and I
paraphrase that question but it's
important to match the energy of your
prospects so if you have a prospect who
shows up with two out of 10 energy it
wouldn't be the best idea to show up to
the call with n out of 10 or 10 out of
10 energy mainly because that disconnect
will throw the prospect off typically
what I'll do is if a prospect ever has
low energy and let's just say that
they're at a two out of 10 I'll bring
myself down to maybe a four out of 10 so
that I could meet them where they
are Santiago says oh two santiagos in a
row there we go um so what are your best
techniques for pricing upselling and
setting up retainers or
subscriptions my main goal of what I do is
I initially just try and achieve the
first base initially I'll get my foot in
the door and the goal once I get my foot
in the door is to overd deliver once we
overd deliver and the prospect trust us
only at that point would I upsell them
however when you're presenting upsells
or subscriptions it's important to know
that you and the prospect you guys are
on the same side because you've already
established trust and throughout the
project you could lay out different
milestones in the future so if you set up
up
a a project management system a template
what you could eventually do later is
saying hey I will set up your team
Communications on slack so typically you
would build off your previous project
that's typically what I've done in the
in the past I wouldn't necessarily go
from one core system to the next to the
next also and the last what are your top
qualifying Discovery questions that you
you could ask
when on the initial sales call uh we
here
okay so typically I'll ask people hey
are you open to sharing more about
yourself I'll then ask them what
specifically are you looking to get from
today's call and then I'll ask them more about
about
their their paino I'll say hey how have
you managed that in the past what are
you currently doing to resolve that and
if that were to change in the future
down and then Martin and then hatam
asked what are ways that you could open
up a conversation I normally just use
okay so those are the questions that
members of the group had in the
Community if you have a question and
you're on the call today and you want me
to answer it feel free to come off mute
and then we'll be we'll be able to walk
it
um okay so I'm I'm currently having an
issue in deciding what platform I want
to use uh for lead and I just want your
opinion on it uh either I'm thinking uh
okay I haven't really gotten into what
nck has set out cu I joined the
community like two days ago but I've
watched his stuff and before uh the
whole uh School Community I think make
school I I was doing up hook but now I
think I would want to transition out of
upwork into like platforms like LinkedIn
and YouTube yeah
so what do you think about that or I
just want to know your thoughts on that
yeah for sure did upwork work for
you yes that's why I started uh finding
clients yeah so I did what Nick said
Sending looms to different people I
found someone who has given me referrals
upwork has been extremely helpful for me
especially when
starting uh now I I want to continue but
I I want to try LinkedIn and YouTube to
see how that would
do gotcha and right now what are you
trying to solve for do you want to get
more clients do you want to make more
money do you want to diversify your lead
gen if you say you just want to make
more money I have a super simple answer
for you if you want
MH I just okay let me hear both let me
okay okay okay
uhhuh just do more up yeah okay how many
applications are you sending a
day right now I haven't really been on
upor like that so it's not it's not a
lot but few weeks ago it was like five a day
day
six three to six a day that's what I'm
doing then if you want to have more leads
leads
just keep on setting five to six
day now in terms of building like a
brand uh now what what would you think
about now transitioning into or LinkedIn
YouTube other sites
basically I don't have a brand so I
can't really speak to this I'd have to
say hey maybe try and defer that
question to Nick as Nick's been able to
build a brand I'm I'm not the best
person asked that question Livingston un
fortunately but if you want leads I say
just double down on
upwork okay okay thank you no worries
Livingston we might have time for a
couple more questions would anybody have
pressing hior uh I actually have a
little question uh how do you approach
um how do you approach to the potential
client that is actually uh kind of
losing interest in your deal and you're
not actually able to close it
out are you able to rephrase the
question so if you don't mind so yeah
let's take it this way uh you got a
client online you're talking about your
product you're trying to sell it is uh
Keen into your
deal you're still not able to close up
you know he's just sort of trying to
Daddy I'd hate to say this but did you
build up pain points in your initial
conversations with that Prospect
Prospect
yes and he understood that very well
well
still and then what was the main
objection oh well main objection is
nice and do you know roughly how much he
was expecting to pay for the
project uh yeah well uh that might have
been a problem
actually yeah
gotcha yeah now I'm thinking about it
yeah yeah I'm getting into all
right yeah and just to expand on that I
mean you know a lot of prospects
whenever I've presented to the price
that might be like three four five times
like the amount that they initially
wanted um sometimes prospects just don't
know like the market rate for these type
of projects and that's completely normal
I mean it's not every single day that a
prospect or a business owner will say
hey let me automate my business they
don't often wake up and feel that they
it's not like they're going to the
grocery store and buying like a bag or
like a a carton of milk people just
often don't have the previous buying
experience for our services and
typically what I do
if it's cool to walk you through it is
whenever I'm presenting price because
prospects don't know the market rate for
the services that we're offering I
simply just frame it in a way where hey
um sometimes whenever I present the
price prospects or previous clients will
say oh my goodness like that's a little
bit more than what I was expecting uh
they they'll have sticker shock and just
want to like prepare you for this I'll
say the price
and then at least saying that look it's
going to be really bad anchors them to
know that it's going to be a price
that's higher than what they are
expecting so that when I give them that
price it's not a complete shock I'm
letting them know that it's going to be
expensive and then my main goal after
that is I say okay well how much were
you think that something like this would
be then that's a that's how I approach
these conversations anyway and I know
other people have different ways they
sort of breing War them for the
pricing exactly cool okay
thank you very much great question no worries
worries
Martin hey Conor how's it going this is
Zach Acton how are you I'm well man
sweet how can help so yeah my my
question is do you have a philosophy on
actually performing demos during the call
call
absolutely um in terms of whether you
should do it or not or what's the best
way how to set up a demo right exactly
just you know if if you were asked to
build something that's you know
relatively on the fly or something like
that is that something that you would
get into or do you tend to stay away
from those things or how do you approach
that so I wouldn't try and build
anything on the Fly however
if if I already have a
template 100% I'll just walk someone
through a demo and I won't click into
all the like the modules on
I'll simply just walk them through like
the overview I'll give them a like a
30,000 foot overview of exactly what the
uh the automation looks like but unless
if I don't already have that template I
wouldn't build anything out on the Fly for
for
presentations if I do have a framework
it would be who I
am why we're
credible the types of services we offer
frequently asked questions and then that
would be the the four main
parts Mak sense makes sense and if I
could just a follow up on the the previous gentleman's question yeah for
previous gentleman's question yeah for sure if during the call the conversation
sure if during the call the conversation does turn to price and that becomes more
does turn to price and that becomes more of a drawn out
of a drawn out conversation um and I believe this kind
conversation um and I believe this kind of speaks to AJ's question a bit as well
of speaks to AJ's question a bit as well do you when asked to more or less defend
do you when asked to more or less defend the price or if they ask well so what
the price or if they ask well so what what goes into the price or you know how
what goes into the price or you know how is that price set you know why is the
is that price set you know why is the market there do you have a you know kind
market there do you have a you know kind of a canned response to to justify or to
of a canned response to to justify or to Baseline wherever you set the
price typically I'll revert to that's a great question what you're
to that's a great question what you're asking Anton
and I normally just say hey other clients pay this price for the same type
clients pay this price for the same type of work and I need to keep the lights on
of work and I need to keep the lights on and I'll kind of turn into a joke anyway
and I'll kind of turn into a joke anyway I I I'll sometimes deflect the question
I I I'll sometimes deflect the question and if they press me on it even further
and if they press me on it even further I'll let them know that I have a good
I'll let them know that I have a good team of you know uh if I'm using a
team of you know uh if I'm using a contractor Partners on this deal I'll
contractor Partners on this deal I'll say that hey we use great talent and if
say that hey we use great talent and if we we want to have the best
we we want to have the best communication uh with you the best sort
communication uh with you the best sort of Engineers on the project it it costs
of Engineers on the project it it costs more uh than you know paying someone on
more uh than you know paying someone on upw work or five or like 20 30 bucks an
upw work or five or like 20 30 bucks an hour makes sense makes perfect sense
hour makes sense makes perfect sense cool
cool so maybe what we could do is answer one
so maybe what we could do is answer one more question uh and then we might be
more question uh and then we might be able to wrap it up does anybody have
able to wrap it up does anybody have something that's
pressing yeah I have a question I was holding it because I'm pretty sure I'll
holding it because I'm pretty sure I'll find it in the course um just in the
find it in the course um just in the first day I will do my second day today
first day I will do my second day today and I'm really unsure of how to offer
and I'm really unsure of how to offer the solutions be and how to price the
the solutions be and how to price the solutions that I will build before uh
solutions that I will build before uh thoroughly talking to the client and
thoroughly talking to the client and understanding exactly what they need to
understanding exactly what they need to build because I still don't have a
build because I still don't have a reference of what it would take to build
reference of what it would take to build a lot of things and I would like to know
a lot of things and I would like to know how are you pricing do you go with a set
how are you pricing do you go with a set of a list of solutions that you already
of a list of solutions that you already have in hand you have the set of
have in hand you have the set of prices yeah I do so if it's
prices yeah I do so if it's um how do I say
um how do I say this I have templates or rough ballparks
this I have templates or rough ballparks of how much projects should be if it's a
of how much projects should be if it's a core system the pricing for me anyway
core system the pricing for me anyway will start around like 2500 bucks or
will start around like 2500 bucks or 3,000 and then if they want to add on
3,000 and then if they want to add on any sort of extras on top I will then
any sort of extras on top I will then throw it in as an add-on but I always
throw it in as an add-on but I always know exactly that like a lead generation
know exactly that like a lead generation system if I'm going to go set up what is
system if I'm going to go set up what is it like 10 thou U 30 emails instantly
it like 10 thou U 30 emails instantly analytics sort of like a
analytics sort of like a project
project um how do I say this a project
um how do I say this a project management system that the client could
management system that the client could view it's going to be roughly around
view it's going to be roughly around like 3,200 bucks
like 3,200 bucks and I just know that if they want
and I just know that if they want anything more it'll C it'll take more
anything more it'll C it'll take more time so I'll just add on more cost on
time so I'll just add on more cost on top of that so I do have these price
top of that so I do have these price anchors for different systems that I do
anchors for different systems that I do sell so um
sell so um for custom work it's extremely hard to
for custom work it's extremely hard to price it perhaps try doing hourly for
price it perhaps try doing hourly for those give a ballpark of how many hours
those give a ballpark of how many hours that you think that it could it could
that you think that it could it could most likely be and also add in that it's
most likely be and also add in that it's possible that it takes more time than we
possible that it takes more time than we need and also let them know that if it
need and also let them know that if it takes less you charge them less as well
takes less you charge them less as well if it's
hourly makes sense thanks cool amazing well everyone I really do appreciate
well everyone I really do appreciate your time today to walk you through the
your time today to walk you through the uh next steps I'll go ahead and upload
uh next steps I'll go ahead and upload this recording on the maker school and
this recording on the maker school and you'll be able to access the Whimsical
you'll be able to access the Whimsical document that we went through today as
document that we went through today as well so appreciate everyone's time thank
well so appreciate everyone's time thank you so much and I hope you all have a
you so much and I hope you all have a great rest of your day cheers
great rest of your day cheers bye take care
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