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How to Sell Agency Services (Full Guide) | Ethan Welby | YouTubeToText
YouTube Transcript: How to Sell Agency Services (Full Guide)
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Core Theme
This content is a comprehensive guide to closing agency sales calls, offering a structured system from foundational mindset shifts to practical techniques for handling objections and closing deals, designed to help agency owners significantly improve their sales performance.
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So, the following video is a full guide
to closing agency sales calls. It's
going to cover every single thing from
the foundations, the mindset to the
scripts to the pitching to the
objections and everything that you need
to close deals. Now, this is designed as
a resource that you can use. Honestly, I
would save this. I would bookmark it. I
would do whatever you can and just come
back to this whenever you have a sales
call to just make sure you close deals.
There will be nothing that's missing
that isn't covered in this video. And as
we go through this, I'm going to link
some of the resources that we have
inside our free school community as
well. Things like the line questioner,
things like the objection handling
tracks that if you want access to, you
can just access using the link below.
And again, for this, absolutely
everything is free. And the reason that
I'm creating this is that I get so many
questions on sales when I'm coaching an
email gadget program, when I'm taking
calls inside my free community of people
just don't have a system for closing the
deals. They can book the calls using our
systems, but then when they get on the
call, there's just so much lack of
clarity that they don't have. So, this
video is meant to solve that completely.
So, the way the video is going to be
structured, there will be timestamps in
the description, but it's going to be
broken into all the sections of the
sales process, starting from foundations
going through to every single other part
of it. And just for clarity, these are
the exact systems that we use to go from
not being able to close a $200 setup
cost with our agency to being able to
close deals worth $24,000 upfront on a
single sales call. We also work with 300
plus agency owners who have used the
exact systems as well to again close
deals that are 5K a month, 10K a month,
15, some up to $25,000 per month, right?
Some working with hundred million dollar
companies, billiond dollar companies.
And these are the exact same frameworks
and processes used on those calls as
well. Right? So whether you're starting
out, whether you're experienced again, I
would use this, study it and apply it as
much as possible. So the first part of
the foundations is scripted selling
versus scriptless. Right? So on the
scripted side is some people say, "No,
you need an exact process. Every single
question needs to be so straightforward.
Just need to say these things and
they'll buy." The other side is like,
"No, if you don't use a script, you'll
have more flexibility. You just need to
know certain things about the prospect
to get this outcome." either side is
correct, right? And if you ever hear
someone saying this is the only one that
works, they're most likely selling you
something, right? So, the key thing that
I want you to think about as we go
through these sections is that instead
of, you know, thinking, okay, I need to
ask every single question on this
script, which I will give you, I'll give
you the exact scripts that we use and
that our clients use, I want you to
treat every single section as a
checklist. Think of it like there's
certain things that a prospect or a
person needs to have in place to buy.
For example, if someone gets on a call
and they have absolutely no pain and no
problem, are they going to spend 5,000 a
month for your services? No, of course
not. On the other hand, if they have the
pain, they have the problem, but they
don't have a reason to do it right now,
are they going to buy? Probably not. So,
this is why you'll have calls to
prospects. They'll have the pain,
they'll have the problem. you can help
them, but they'll be like, "Yeah, but I
need to think about it or I need to talk
to my partner. I need to talk to my
spouse." Then you don't hear back from
them. Like, yeah, just follow up in a
month. Never happens. So, think of it
like every single section is a
checklist. And this will make a lot more
sense as we go along. The second
foundational thing that I really, really
want you to understand, and honestly, if
everyone can just understand this, you
will make so much more money, right?
Honestly. And the thing is, you need to
know why you're asking every single
question in the sales process, right?
And for any of you who have done sales
in the past, you'll know that there's
some questions that are emotional or
some questions that are more personal
like asking for their current revenue,
asking for why do you want this goal?
Why is this important? So many
salespeople, so many agency owners, they
get on a call, but they hesitate on
asking this. They know they need to ask
it. They know it's important, but they
just don't do it. Why? because they
don't know the reason for why they're
doing it. And I'll say one thing here,
and honestly, really just pay attention
to this. There isn't a single question
in our line of questioning, in our sales
process, that is there to manipulate or
un like wrongfully persuade a prospect
to do anything. Every single question in
this script is designed to help the
prospect because if they don't have
these things, they will not buy. And if
they don't buy, their lives won't
change. and the lives won't change you
failed as a salesperson. So an example
of this is there's a question in the
process talking about okay understanding
why do they want this call what's the
reason behind it what's the motivation a
lot of people a lot of agency owners
when I'm on my coaching calls inside my
program if I'm on eman's coaching calls
inside there they always say like yeah
but people are going to think I'm salesy
like cuz I'm asking a salesy questions
people aren't going to buy it they're
going to put their guards up but then I
ask them imagine two prospects one of
them you ask them why do you want to get
to the 100k Because m I want to make
more money. Yeah, but why? Yeah, like
100 is like a nice number. Okay, but
like why do you want 100k? No, like I
just want I just Yeah, I just want to
make some more money. Maybe I'll like
travel a bit. Okay, that's prospect
number one. Prospect number two, you're
asking why do you want to make 100k?
I'll be honest. All of my family died.
I'm the only person who can take care of
my three daughters that I have right
now. I'm working three jobs. I'm doing
everything I possibly can in the world
to make this work. I need to take care
of my wife, my kids, and if I don't make
this work, they're all going to die.
Who is going to be more motivated to
take action? Who is going to be more
motivated to change their life?
Obviously, the one with a clear reason.
So, when we're asking emotional
questions and a prospect is like, "Hey,
but why are you asking me this?" You'll
just say something like, "Honestly, all
the clients we've seen who've gotten the
best results possible, they all had a
clear reason why. And if I can
understand yours and you can understand
yours more importantly, the likelihood
that you succeed is so much higher. So
now it's like, okay, you understand why
you're asking this because the people
who know this, they get the best
results. So this is what I mean by
understanding the questions that you ask
and the reasoning behind it. So I hope
that makes sense and as we go through
the exact questions, it'll again even
make more sense. So the next step in the
process is called the preall steps,
right? And pretty much what this is is
let's say you have a call booked,
whether it's from outbound content,
whatever it is, but it's on your
calendar and it's coming up soon. These
are the steps that I'd recommend you
take, right, to maximize the chances of
you closing the deal. And I'll be
honest, none of these steps are
salesreated. Honestly, it's all things
that are outside of sales that make the
biggest impact. I mean, imagine this.
Let's say that you have a call at 6 p.m.
The entire day you've had backto-back
chaos. You know, your girlfriend's
calling you. She's shouting at you for
something. your clients, something
happening there, there's a problem here,
there's a problem here, your car broke
down, all these things. Then you get on
a call at 6 p.m. If you don't have a
pre-call process that can get you in
state, that can get you calm, right?
That can ease the nerves and all the
things that happen throughout the day
and just compartmentalize that, you're
just going to bring all that chaos onto
the call. You're going to be scattered.
You're going to be thinking about other
things. You're going to be typing at the
same time. You're not going to be fully
present. So what I'd recommend before
every single call and I do this very
often right now. I do it before team
calls, sales calls, everything is you
need to get into state. And I always
thought this sounds so like woo woo
fluffy like what are you talking about
getting in state and honestly this makes
more of a difference than anything. So
what I do before I have a call is 5
minutes before the meeting I'll have the
script ready. I'll have it on screen.
I'll join the Zoom call. And what I'll
do is again I can imagine it sounds
pretty like what are you talking about?
But you sit there, you close your eyes
and you take six deep breaths. And when
you're doing this, the intention that
you're looking to provide is you want to
release all the other things that have
been happening throughout the day.
Literally think, I'm just releasing
this. And you want to set your
intentions. And your intentions
shouldn't be, oh, I'm going to close
this deal. I'm going to uh yeah, I'm
going to close this deal. I'm going to
buy. What you want to do is set the
intentions to honestly just genuinely
listen to the prospect, solve the
problem, right? And present your
solution. That is it. Because when you
have all this pressure and all this
anxiety from sales of like, oh uh uh
what if I say the wrong thing, what if I
what if all these things, if your
intention is to genuinely help someone,
all of that goes away. All the anxiety,
all the nerves, all the stress, all the
pressure, it goes away because now
you're trying to help them. I remember
when I was taking my first ever sales
call, it was booked for like 7:00 p.m.
in the evening. I woke up at 7:00 a.m.
And from the second I woke up to the
second I took the call, which didn't
even show up, I was nervous. I was
anxious. I had a knot in my stomach
being like, "Oh man, I I honestly just
hope they don't show up because I'm so
anxious for this call, right? Because my
intentions were wrong." So again, before
your next call, before any call that you
take, try this. Six deep breaths,
release everything, set the intentions,
and I promise you, you will feel 10
times better and 10 times calmer and
more ready for the call. Now, the first
step when you're on the call is that you
want to set the agenda. Now, very
simply, what this looks like is you get
on the call. Honestly, you don't have to
do any of the small talk stuff. Oh,
where are you from? Who's your favorite
sport? No one actually wants to have
that conversation. All I do when I get
on a call is I say, "Hey, how's it
going?" They say, "Hey, it's going well.
Everything's fine." Then I pull up their
website. I would have already had it
pulled up, but I was like, "Yeah, I was
looking forward to the call just to
confirm, you're in the paid advertising
space. Is that right?" They say, "Yes,
that's right." And again, obviously
for this call because we are just
meeting for the first time. What I
wanted to do is I just wanted to ask
some quick questions. Help me understand
you know what your goals are, where you
are right now. If we can help you out
and if it all makes sense, happy to give
some recommendations, answer any
questions. Would that be okay? Yes. Then
you start with the questions. That is
the rapport and all the the agenda
thing. That is it. Don't do some small
talk about what soccer teams do you
support, what where are you based, where
you no one actually cares. So just do
that. Honestly, you can just use these
lines verbatim and then get straight
into the questions. Now remember what I
was saying earlier, each section has a
goal. It has an objective. We don't care
about the exact questions as long as we
can get this objective ticked off. So
the first objective we have on a sales
call is to identify the pain slash the
challenge. What is the problem that
caused them to want to be on this call?
Because without a problem, you cannot
make a sale. It is absolutely
impossible. So the first thing I always
ask on a call is cool. So Mr. prospect,
in your opinion, what would you say is
the biggest challenge you're facing in
growing the agency right now? And again,
just tailor this to your situation. What
would you say is the biggest challenge
in growing your roofing agency right
now? What would you say is the biggest
challenge in growing your ecom brand
right now? And they'll say it, "Oh,
getting more leads, signing more
clients, making more sales, or they'll
say some long thing, but it always just
ends up as being a simple problem." Now,
if they're like, "Oh, but I don't have a
problem right now." And honestly, the
only time that they would say that is if
you didn't ask the question correctly,
but let's say they're like, "Oh, I mean,
it's it's okay. I just want to learn a
bit more about what you do." What you
say here is, "Hey, that's perfectly
fine." And just so I know where we're
actually looking to go. Let's say 6 12
months in the future. What's your goal
with the business revenue wise? Oh, I
want to get to 100K. Perfect. And right
now, where are you guys round about? Oh,
we're at 10K. So, what do you feel like
is holding you back from making this
jump as fast as possible right now? Or
another question is why do you feel like
you haven't gotten to that goal yet? And
if you frame it like that in the past
tense especially, it's like they're not
there. So they can't say there's not a
challenge because just by them admitting
a gap, it implies there is a challenge.
It implies there is an obstacle. So if
they're being like a type ego prospect,
it's like, yeah, so what stopped you
from getting there already? Oh no, no, I
think I can get there, but I uh I think
we just need some more time. Okay. So,
what do you feel like has held you back
from getting there faster? Oh, I mean,
if we could get more sales, then that
would help us get there faster. Okay, so
the main challenge right now in growing
the business faster is just getting more
sales. Is that accurate? Yes. Challenge
ticked off. Done. Right. That's it. If
you want, you can have them expand on it
in more detail, but it's not clear. If
someone comes on the call, they're like,
"Oh, yeah. Uh, yeah, just like growing
is the biggest challenge right now."
When you say growing, like what do you
mean? Oh, like signing more clients
consistently. Like, if we could do that,
we'd hit our targets. Okay. So you can
get them to expand. Just ask what do you
mean? Uh could you expand on that? It's
very straightforward. So now that we
have the challenge, the problem, take
that off. That's done. Now the next
thing we want to do, the next objective
is to find pain and actually create
pain. So they've mentioned the problem,
but this is very surface level. So what
we actually need to really give them a
reason to buy now is understand why
that's painful. Why is this a problem?
And the way that you can do this is
either asking like I was saying, you
know, what makes you say that this is a
problem? How is this showing up in the
business? And again, you need to be very
flexible with your questions. You you
should have many different questions to
actually get to the same outcome. But
another way of doing this very simply is
just by chunking it down. So if they
say, "Yeah, I need more clients or I
need more bookings, whatever it is,"
then you just go into it. It's like
perfectly fine. So let's just get a
baseline. In the last seven days, how
many bookings have you gotten? Oh. Um,
none. Okay. And 7 days before that, how
many bookings did you get? Uh, like one.
Okay. And the week before that, oh, I
don't know. Um, probably probably
nothing again. And yeah, the week before
is probably the same as well. Okay. So,
just confirm in the last month you got
one booking. Yeah. Again. So, just by
making them admit the numbers, it's
already creating pain. And it's like,
okay, so how does that month differ to
the previous months? I mean, is that
higher? Is that low? Is that a normal
amount? Yeah, I'm saying that's like the
normal amount. Okay. And how long has
this been a problem for?
Uh, I'll be honest, like uh 9 months.
We've been running the agents for like 9
months now. Okay. So, you've been
running the agents for the last 9 months
and you've been booking around one call
every single month. Is that accurate?
Yeah. So just by them saying that it's
like okay pain there's there's visceral
pain there and it's like so given the
fact that you have booked one call a
month for the last 9 months like how is
that having an effect on growing the
business and hitting your goals? Well I
mean to be honest like we just have near
no opportunities to grow and to actually
sign clients. Okay. So what do you feel
like you would need to get to the point
where you are signing clients
predictably and you're on track to
hitting your goal? Oh man, well, if we
could work with someone and they had a
system and this system could actually
get us more bookings and honestly that
would be all we need. So, do you see
what I'm doing there? I'm I'm getting
specificity which creates the pain and
it opens up you being the solution cuz
now they're literally saying that for
them to get to the next level, they need
someone who can help them with this,
right? So, this is the next point,
getting paid. So all you want to do is
for whatever your offer is and again we
have the scripts in the free school
community so you can just use that as a
baseline um but get the key metrics that
matter for your niche. Now the next
thing we want to do is we want to create
desire. So this is the opposite of
creating the pain and we want to find
the alternative or the opposite. So if
they were to solve the pain what would
they have? So let's keep going with that
example of okay getting more bookings
that's the main hold them back. And just
as a side note, in the partnership
program that we have with agencies,
that'll be the first link in the
description, we have live call examples,
so like me actually taking sales calls,
my closers taking sales calls, our
clients taking sales calls, and me
reviewing that you can just watch back
and model that. That's honestly the
easiest way to compress the time and
just do what's working, just copy what's
already there. Um but in the free school
group as well in that one we have calls
on Thursdays where you can actually
bring your calls to it and I can review
it as well just to give you some
additional feedback because I can
imagine it's like it's very theoretical
right now but by seeing the live calls
that will change everything right so
going back into it creating desire so
again if you were to solve the problem
of booking more appointments let's say
in the next 6 12 months what would be
the goal revenue-wise right and the key
thing here is that we want to find
tangible figures for what their goal is
okay. Yeah, I want to get to around 100k
a month. Okay. Where are you guys at
right now? Revenue-wise, 10K. Okay. So,
it seems like the goals go from 10K to
100K. The main constraint at the moment
is booking more qualified calls with the
right people. Is that accurate? 100%.
So, now the next thing we need to do is
this is where the emotional questions
come in. Right? So, at this point, we
figured out tangibly where they want to
go with a number. But now, we need to
figure out this is what most people call
the emotional questions. Now, I don't I
don't actually like to use the term
emotional questions because I don't
think it does it justice. The reason why
we're asking these questions is to
understand their purpose. It's to
understand their motivations. It's to
understand the things that will make
them put in the work. Even if it's
difficult, even if they're tied, even if
they aren't 100% sure if it's going to
work, this is why they're going to
follow through. So, it's so important to
have this info. I have this info for all
of my clients and I know them. So if I'm
on a coaching call, I'll just call these
things out and then be like, "Oh yeah,
oh man, okay, I need to get back to work
because it's it's visceral. It's real."
So what we want to be figuring out is
why is this goal important to them? And
what does this goal represent for them?
Right? So a way to get this info is I
mean simple question. Okay, so you
mentioned the goal is 100K. Why that
number specifically? Oh well, I mean at
100K we'll obviously just have a lot
more clients coming in. We can really
just bold and you know I can step out
and there's a lot that comes from that.
Cool. And when you say building and
stepping out like what does that look
like for you specifically? Oh yeah well
I mean I can get a team and honestly the
team can take care of all the delivery
all the setting even some of the sales
and then I can step out and I can just
focus on the things that I want to focus
on. Okay. What do you want to focus on?
Well honestly I just had three kids and
I I want to spend some time with my kids
to be honest. Okay. and the way the
business is currently going where you
mention that you're working all day um
you're involved in everything has this
potentially taken some time away from
you being able to spend you know time
and all of that with your kids yeah
definitely man like honestly I barely
even see them at this point okay so if
we can build a system to get you more
bookings get you to the 100k get cash in
so you can sign clients that will allow
you to step out build a team help all of
them but also spend more time with your
family. Is that accurate? Yes. So, do
you see there? I could go even deeper. I
could ask five more questions. That's
just a taste of what we want to be
getting to in the purpose section. Cuz
now it's like, okay, instead of just
this 100K, it's like now it's specific.
It's like, oh, okay. So, the cash is
used to get a team. The team's used to
step out. Step out used to free up time
for the family. That's amazing. And now
we can work towards that. Imagine how
much more motivated he is now that he
mentions this. So now at this point in
the process, you've honestly ticked off
almost all the sections. At this point,
if again this is a a theoretical thing,
check the exact script in the free
group. That will help a lot. But if
there are any pieces of context that you
feel are missing, you as the closer, by
all means ask those questions as well.
But at this point, if you have all the
ammunition, if you have all the
information, you can actually transition
to the pitch. Now, one other thing that
you might want to go through in the
desire section is just understanding or
in the purpose section is just
understanding why is it important for
them to take action now. Right? So,
assuming I mean you've taken some sales
calls and you've seen you get the time
to think about it. Oh, I just need to
send me an email or I just want to take
it back. I just want to talk to the
team. These are all just putting things
off cuz there's no urgency to do it now.
So, a good question you could also ask
in the purpose or desire section is
cool. So you mentioned that you want to
get to the 100K and you've obviously
been trying things for the last 9 months
and honestly you mentioned that it
hasn't actually resulted in any growth
for you. So for you specifically why is
it important that you know instead of
just doing the trial and error trying
things yourself why is it important that
you actually get this solved now and
make progress towards a goal? Why is it
important? Like, you know, I'll be
honest. Like, I feel like the people who
I see around me, they're just making
more progress than me. Um, they're not
smarter. They are honestly the same age
and they're making three, four times
more. And honestly, I just hate to see
it. And like I was saying, if I keep
working like this, I'm not going to see
my kids grow older because I'm just
working the whole time. Like, that's the
type of response you'll get if you ask
questions like these genuinely. Like, I
this isn't something I'm making up. like
these are actual examples from corpses.
So again, that's another important one.
But let's say you've got all the
information now you need to go to the
pitch. What most people do is they'll
just make a complete shift from asking
question just start pitching, which is
horrible. So what you want to do next
and what I do on my calls and what my
closes do as well is I will just say
perfect. So Mr. Prospect, I appreciate
all the the answers. It helped a ton. I
just want to check. Is there anything
else about your situation that you think
I should know or do you think we've
pretty much covered everything? They
were like, "No, covered everything.
Cool." Honestly, so based on everything
you covered, we can definitely help you
this. Like honestly, get into the 100K.
You have no idea how quickly you can do
that when you have the right systems in
place. Right now, you were saying that
the only thing holding you back is just
getting more calls. And honestly, like
that should be pretty straightforward.
So, what I'm happy to do is I can just
share my screen. I can walk you through
what I'd recommend. Then just answer any
questions. Would that be okay? Yes. Then
you go into the pitch. So you can see if
there is anything you're missing, you'll
you'll pull that out by just asking
them. And then it's a very calm pitch.
It's a very straightforward one. And it
doesn't bring up any sales resistance.
It's not like, okay, now it's going into
pitch mode. It's like, no, it's like
cool. I can get some recommendations.
And then you just go to the pitch or
then you share your screen. Okay, so now
let's go into the pitching section. How
do you actually pitch your services? So
we have a very simple framework. I was
literally talking to a client in the on
one of my coaching calls yesterday and
we're building out his pitch. So the
biggest thing that I can convey to you
on how to create your pitch is a three
pillar framework. So the way that you
want to do this is very simple. Let's
say you're working with a client, right?
If you've worked with clients already,
that's fantastic. If you haven't, that's
fine, too. Let's say you've worked with
a client and you've helped them go from
10K to 50K using, let's say, Facebook
ads. This is exactly the example I was
talking to my client Marius about
yesterday. What are the steps that you
would need to take to get to this
outcome to take them from 10K to 50K? I
was asking Marius and he was like,
"Well, the first thing I would do is I
would audit, right? So, I'd find like
the leaks and what they're currently
doing and then I mean that will just
save them a ton of money. Like it's it's
just plugging the leaks in the ad
system. Like that's such an easy win."
I'm like, "That's fantastic. Okay,
what's the next step? What do you do
after that?" Well, after we audit, we
actually we launch the campaigns and we
run the paid advertising for them. I was
like, "That's amazing." And then what's
the final step? Okay. Well, after we're
running the ads and it's working, then
we optimize and we scale it. I was like,
"There's your pitch right there." So,
what this looks like is step one is
audit, step two is launch, and step
three is optimize. So, what he's going
to be doing is this is his three
pillars, the three pillars of his pitch.
So, when he does this statement that I
mentioned, this is how it will sound. Is
that cool? Um, after the transition, by
the way, it's like he brings up his
screen. Okay, cool. So, John, like we're
saying, to go from the 10K to the 100K,
we're going to solve this using a very
simple three-step system, right? Audit,
launch, and optimize. So, the first
thing that we're going to do is we're
going to audit what you're currently
doing. Honestly, we're going to look at
what you're currently doing. We're going
to find the leaks. And honestly, this
alone can help you save an extra 10, 30,
50k a month like most of our clients.
And honestly, it doesn't take any work
from you. We'll take care of everything.
And by the end of it, you'll have a
perfectly audited system. You would have
saved an extra 20,000 a month. and will
be set up perfectly to launch the ads.
So that's the first pillar. That's the
first step and that's how you present it
on the call. Then it'll be like okay
after the first pillar you ask them does
this make sense? Do you have any
questions? Now I I obviously gave a
summarized pitch here just for time
sake. You probably give a bit more info,
a bit more clarity, but that's pretty
much how it would go talking about the
benefits. Then I say, okay, cool. So
that's step one. Any questions there?
No, no questions. Perfect. Cool. So once
we have step one in place, now it's a
matter of step two, launching. So what
this involves is like we were saying
right now you don't really have a system
for getting more sales coming in
predictably. So the first thing that
we're going to do is we're going to
implement the systems that are working
across 100 clients right now where
proactively we can go out reach the
ideal client reach the ideal customer
get people to your website convert them
into sales and this is how we're going
to make that jump between the 10K to the
100K as quickly as humanly possible. Cuz
now instead of just relying on organic
we can control the traffic. We can
control who comes to the site and who
actually ends up signing. Does that make
sense? Yes. Any questions? There are
some questions. So, you see there, I'm
just going through the pitch step by
step. I'm talking about the outcomes.
I'm talking about the benefits and the
prospect can see it in their position.
So, the pitch is honestly very
straightforward. But what I want to
really emphasize, the one mindset shift
that I honestly find has helped the
clients the most is instead of viewing
it as a pitch where you're explaining
what your product does or what your
offer does is you want to personalize it
to how you would solve the prospect's
problem. Now, this is really, really
important. Imagine you're explaining to
the prospect how you're going to solve
their problem. And when you start
thinking like this, you start
personalizing the pitch to them. So if I
go back to the example of talking about
let's say audit right that is step one
of the pitch. If I were to personalize
it what it would look like is cool. So
Mr. Prospect you know how you were
saying that currently you have all these
systems running from the old agency.
It's still running but it's actually not
resulting in anything. The first thing
that we're going to do is we're going to
audit what they were doing. Look at
what's currently there and plug all the
leaks. That's most likely costing you
around $20,000 a month. So from this one
interaction, just cleaning up what the
other agency did, we cannot be save
extra 20K without you launching the ads.
And at this point to go from your goal
of 10K to 100K, we're already at the 30K
just based on what we project. So that's
step one, right? So just stepping out
there. Do you see why I'm doing that? I
mention specific things that they said
to me that I'm now using in my pitch.
And now it feels to the prospect, wow,
okay, this is this is for me. This is
personalized to me. This is what will
help me. And this is what really creates
a great pitch, them understanding or
them seeing that you understand them. So
after you finish your pitch, after every
single pillar, ask if they have
questions. If they do, answer the
questions and go back to the pitch. Once
you finished everything, I like to end
with some case studies. So still sharing
my screen, I'll bring up the case study
sheet. And then from there, I'll walk
them through some similar case studies.
And the way that you want to do this,
very simple, is everything needs to be
personalized to the prospect. Cool. So,
this client was in the exact same spot
as you. They didn't have this, they
didn't have this, they didn't have this.
Once we got this, they were able to
scale to such a similar revenue amount,
almost around 150,000 a month. Do this
for around 3 to five case studies. Once
you finished all of this, the pitch and
the case studies, what you want to do is
you say, "Cool. So, that's how the
process works. How do you feel about
everything?" If you did a good job,
they'll say, "This sounds great." Or,
"This sounds exactly what I need. This
sounds fantastic." And then from there,
you ask, "Cool. Any last questions?"
They say no, no questions. From there, I
like to do a temp check. So, literally
asking them, "Cool." So, just to make
sure I'm not missing anything. I mean,
let's say on a scale of 1 to 10. 10
being, "Hey, this is perfect. This is
exactly what I need." One being, "This
is the worst call I've ever had in my
life." Just in terms of how confident
you feel on the process, where would you
say you land on that scale? If they say
anything less than an eight, then I'll
ask them why. Cool. So, when you say a
seven, I mean, what do you feel like is
holding you back from being like a solid
eight or nine out of 10? Oh, just this,
this, and this. Okay. Would it help if I
just explain how these things work? Yes.
Okay, you explain it. Cool. So, based on
what we covered, do you feel like you're
still at a seven or do you feel like you
may be at a different number? No.
Honestly, based on everything you
explain, I'm at a nine. Cool. That's it.
Anything above a eight or a nine,
honestly, you're good to go. Um, if
they're at an eight, I still like to
check. I'll be like, cool. Honestly, I
appreciate that. Um, anything stopping
from being like a solid nine or 10 out
of 10? Like, no. Honestly, I just never
give a 10. All right, fair enough. Or
no, I just want to know the price. No
problem. I'll come to that in a second.
Okay, so now you've done the temp check.
The next thing is just going on to the
next steps. So what I like to do after
this is let's say we've gone through the
temp check questions, all of that. Then
I'll say something like cool. So
honestly, the only other thing to cover
would be what getting started or what
the next steps could look like. Would I
just walk you through that? So before
you drop the price, what you want to do
is you just want to tell them, okay, if
they do pay this, what's actually going
to happen? This honestly creates so much
resistance when people just don't know
what the next steps are. So you'll just
tell them, you like, "Cool. So assuming
this is something you want to go ahead
with, first thing we'll do is we'll just
cover the investment. We'll get that
sorted. From there, we'll connect you
with your client success manager. We'll
get you in Slack and from there we'll
schedule onboarding call for the next
steps." Does that sound okay? 100%.
Perfect. Then you want to go to the
price right now. on the way to present
this. I I saw so many calls of people
just absolutely saying some goofy price
drops where they're like, "Oh, it's
going to be expensive, so brace
yourself." And they say the price. Like,
what are you doing? So, very simple.
Whenever you drop the investment, first
you say investment, don't say price. But
what you'll say is, cool. So, the total
investment to help you get to the
$250,000 per month is just 7K one time.
That's it. And if you want, you can add
some extra benefits onto it, but just
don't mess it up. So the total
investment help you get to the 250,000 a
month and, you know, get the freedom,
build the team, and really just have the
time with your family. The total
investment is just 7K one time. So you
see that we start with the anchor on the
result that they want and the benefits
and then you drop the price, right?
That's it. Very simple. Then you don't
say anything. Now, honestly, there's a
lot of closers who will say like and you
just sit there in silence and you can,
but honestly, usually they'll just say
something, but if it gets to like 5 10
seconds and they haven't said anything,
I'm just going to say, "Cool, how do you
feel?" Like, you don't have to sit there
in like super weird tension for like the
next 7 minutes. And they'll also be
like, "Come on, like what what are you
doing?" So, I would just ask, "So, how
do you feel?" Then just let them speak.
And honestly, best case scenario, if
you've done everything right, they will
just be like, "Yeah, sounds good. Let's
sign up." Cuz they know everything that
they need to know. This honestly happens
very often. But if you haven't, and it's
okay, you'll most likely get questions
or objections. Now, before I go into
objection handling, which will be the
last thing here, questions. Questions
and objections are not the same thing.
Questions are logistical things that
they just want to know to actually sign
up. Objections are them rejecting
signing up. So they're saying no for
whatever reason. So don't think that
because you get a question they're
objecting. Okay, I really want you to
understand this. It could be like like
let's say someone will ask like oh but
um are the coaching calls with you or
are they with like some other person on
your team. If I go into some objection
handling it's like hey don't even worry
about that. Honestly you'll be perfectly
fine. Um we're going to take care of
this going to be the best team you've
ever had in your life. They're like okay
but like are the coaching calls with you
or they with someone on the team? I
could just say yes with me and be like,
"Okay, cool. Let's get started." Like
that is literally it. So if you get a
question, the simplest framework that I
have that I've recommend is if you ever
get a question before answering it,
always ask why they're asking. Clarify
it. When you say this, what do you mean?
Let's say you finish the pitch and
someone's like, "Cool. So, um, how long
does it usually take to start seeing
results with the agency or with the
program?" Great question. just so I can
get an idea. What makes you ask? Oh,
like uh the last agency they took like 4
months to get started with things. So, I
just want to see if it's different from
the other one. Oh, okay. I'll be honest,
we can get started in instead of 4
months, 14 days. Um, so honestly, you
wouldn't have to worry about that at
all. We'll take care of the entire setup
and then from there we'll launch. That's
amazing. Fantastic. Let's get started.
That's it. That could really be it.
Okay. So, let's go into objection
handling. Now again, we've linked our
entire objection handling script and
like what to say for every single
objection in the free committee. It's
literally like if they say money, if
they say time, if they say partner, if
they say think about it, it's all there.
What to say step by step logical. If you
don't use this, like please just just
use the document. It's there for free.
So that's the first thing that'll all be
in there. But I'm going to run through
some of the principles now. So the first
thing to understand is that there is a
limited number of objections. There's I
mean some sales trainers group some
together, but let's just say there's six
in total, right? Again, it's in the the
free community as well. If you just
learn how to handle these six, like you
are good. Like that is everything. You
don't have to learn more. It's just
getting better at handling those. So
regardless of what it is, I mean some of
these examples is money, finances, the
other is partner, spouse, the other is
uncertainty, time to think about it. But
let's just say as a principle and
honestly if you can just do this thing,
this one thing in your next objection
handling, I promise you, you will make
so much more money. And what it's called
is just pacing the objection. So what
this means is let's say someone brings
up um you just dropped the price. Yeah,
so it's 5K a month on a 6-month
commitment. Yeah, it sounds really good,
but it's just too expensive. I can't
afford it. Okay. What pacing the first
objection means is instead of just going
into, okay, let's handle the money thing
or going into payment plans or something
like that, the first thing you always
need to handle is the objection of do
they even think this is going to work?
Do they even want to do this? So, what
this looks like is, hey, perfectly fine.
Money completely aside for a second,
just on the process right now, do you
genuinely feel like if you applied these
systems, you work with us, that you
would 100% get the outcome? If they say
anything less than certainly 100%.
There's doubt on the process not on
money. It has nothing to do with money.
If they say, let's say you ask that
question and they say, "Hey, I'm 100%
certain this is what I need. I really
want to do this. It's just money." Then
you know that they literally want to do
this. You just need to figure out
something on the money side. So to
handle this one, it's honestly very
straightforward. It's okay. Perfect. So
just to confirm, you're 100% wanting to
do this. It's just money holding you
back at the moment. Yes, 100%. And just
confirm there's nothing else besides
money that's holding you back. It's just
money. Like firstly, just listen to the
certainty of the question. I'm not
saying so is there something you might
like to do? It's like no. So you're 100%
in. It's just money holding you back.
Cool. So now we know it's literally just
money. So if you can just figure out a
money thing, they want to do this. They
want to get started. You just need to
handle that. This alone will save you so
many deals genuinely. So what this looks
like handing money like let's say for
for our program I'll give an example
let's say the investment is 10k it's
like okay I really want to do this it's
just money right now perfectly fine cool
so in terms of money we have some ways
that could help you out if you're open
to it I can just you know walk you
through some uh options that we have see
what makes sense to your side and if it
does we can get you started with that be
okay 100% cool so right now revenue wise
for the agency how much is coming in uh
5k okay and out of that 5k how much is
profit Uh 3K. Okay. And in terms of
savings at the moment, what's available
right now? Uh it's probably like uh 7K
in savings. Okay. So, just confirm 5K
revenue, 3K profit, 7K savings. Perfect.
Cool. And besides that, access to any
sort of investments or anything like
that? No. Nothing. Any crypto, any
stocks? No. Nothing there. Okay. And any
credit cards or things like that? No.
Nothing there. So, I'm just taking off
every single box. every single box.
Okay. What's available? What's what's
better? So now it's like, okay, to
confirm, we've got 7K in savings, 3K
profit coming in. If we could create a
plan that could work with what you have
there, would you be good to get going?
Like, yeah, it just depends what it
looks like. Okay. And just to confirm, I
mean, I know there's 7K in savings. Now,
what I think we can do, and again,
purely because we genuinely feel like we
can help you out here to make things
easier for you, what we could do is we
could do let's say 6K upfront
um and then 2K per month after 30 days
and 2K per month after 30 days, right?
So, you'll be able to get in, you'll get
full access to everything. You'll make
sure you have our support and our
process to get your results. Best case
scenario, you already signed clients.
You just cover the rest of the cash
flow. Worst case, you just cover the
rest over 3 months. Would that work for
you? Yes. Okay. Get them started. Like
that's it. If someone genuinely wants to
do it, if they've said that they want to
do it, the only thing holding you back
is just figuring out a plan on how to do
that. And it's your job to do that. So,
there's more to it for the other
objections as well, but I just wanted to
stop with the money one just so you can
see how it would work. So, this is how
you would handle it. The key thing is
for any objections you get, time,
partner, think about all of that. Paste
the first objection. Make sure it's
certain. So, that concludes the video on
the sales process. Again, like I said,
use the free resources in the free
school community, the scripts, the
objections, all of that. Join the calls
as well. And if you're interested in us
working with you directly, partnering
with you to review your calls, build out
your sales process, build out your
booking process, and just grow the
agency as a whole, and you just want to
learn a bit more, just check the first
link in the description. There's a quick
video walk you through how it works and
we could potentially get on a call
either with someone from my team,
myself. Promise it won't be a crazy
sales call and we can uh see if it makes sense.
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