Remote Closing - Appointment Setting Call Framework

Yo, welcome back to this time around the appointment setting training video, uh, how to run an appointment setting call. It's going to be short, it's going to be sweet, just like the call should be, uh, but it's going to be actionable. Okay, so like the closing call, if you didn't watch that, go find it, go watch it. Otherwise, um, just memorize these frameworks. Okay, the script, the frameworks, 2 different things. Memorize the frameworks. And you'll be good. So let's dive in. Let me make myself smaller. This is it. We're talking 5, 10-minute call max, should not be long. The main focus here is to just book them and like, don't overshare, don't mess it up. Don't set the closer up for like a tough call. Starts with an intro similar to the other call. Pleasantries. Hey, John, it's Dylan from X, Y, and Z or so-and-so's team. How you doing? They answer, I'm doing good. How's it going? Cool. Little small chat. Like, dude, they answer the phone like you have to introduce yourself. They have to know who you are. All right, immediately to, hey man, reason for the call. I actually saw that you opted into the free training. Just want to see if you had any questions or if there's anything I could answer or Want to see if you're interested in learning some more on how we could potentially help you. Depending on your offer, it's going to look different. Something like that. Just let them know like straight up, you know, saw you opting into the training, just want to call and see how you liked it. Something like that, just to open the door. Then you get to the discovery. This does not need to be nearly as extensive as the closing call discovery, but it's more so just to like kind of get an idea of where they are, what they're looking to achieve. And get some notes down for the closer so they don't go into this blind. So discovery. All right, John, you opted into the training, obviously you're interested. What are you trying to do with it? Where are you trying to take it? Oh dude, $10K a month for 3 months. That's the goal. Cool. Why $10K? Any particular reason? Oh yeah, so I can get my, get a house for my daughter and I, you know, if I can start making $10K a month, I can get out of our apartment. Cool. Move on. John, why aren't you there? What's jamming you up? Ah, dude, 9 to 5. The 9 to 5, like, I don't have much time between that and my daughter. So you already know that the timing or the intent for the closer is something that, you know, they're gonna have to address before this becomes an objection. So, yeah, dude, I'm having a hard time with timing and finances, kind of tight. This is where we're gonna talk about qualification, but You need to qualify for the closer, but just get an idea of generally like where they want to be, what's holding them back. And then you get into acceptance, just be like, yo, I think this would be a great fit. Like what you just described is exactly what we do. I'd love to put you in touch with our advisor Eric, who can really break this down for you, give you a better idea of how we can potentially help you. So I'm actually gonna— I wanna make a live edit here, and this might not be super clean because I'm on the video. Yeah, this is messed up now, but Cool, we did it. All right, appreciate y'all holding up. So they tell you the goals, they tell you the struggles, and then you, you basically have to say like, yo, I don't usually do this, or like make them seem like, oh shoot, like he's really gonna share something valuable for me. So like, man, John, based on what you just told me, like This is exactly what you need. Or like, we, like, I just talked to someone like, dude, he came with the same issue, not enough time. He wanted this goal. Like, this is what we were able to do for him. So give them, you know, peace of mind that, hey, this, this is a good fit. And then accept them. Be like, I don't usually do this. I'm gonna put you in touch with Eric. He's our, he's our advisor who can, you know, walk through this with you step by step, show you how this can really work, how we can really help you. You down for that? Make them feel like, oh shoot, like, yeah, they don't usually do this. Then you get into the qualification. Cool. Before I book you onto Eric's calendar, he likes me to just ask a couple of questions, or he just likes me to make sure of a couple things so that we know it's good use for, you know, your time and his. Um, so just so I know, like, are you— as far as like this business, is there anybody else involved? Is there anybody else who You know, would want to tune into this or ultimately, you know, have a say in whether this is something you pursue or not. Make sure that person's on the call. If so, cool. When does it— when, when can you and your wife meet with Eric? Knocked out the decision maker objection. Finances. Hey man, at the end of this call, there's, there's no obligation to buy anything, but there is an opportunity for you to invest into yourself and work with us For 12 weeks. Just so I know, like, should this be a perfect fit? Um, and there's a couple ways to do this. Should this be a perfect fit? Like, what do you have, like, that you can comfortably invest into yourself, um, by the end of this call? Or you could do like, hey, just so I know, by the end of this call, we are, um, you know, there is an opportunity to partner up and to help you grow this business. That opportunity is around mid-4 figures. Does that work for you at the moment? So try both depending on your offer. This is kind of like, this is kind of a not the easiest question to ask, but I usually like to give, put it in their court and say like, hey, what, what can you comfortably put into your education at this time? The next thing is intent. All right, John. So like you joined this call. It looks good. It feels good. You know that this can get you where you want to be. Are you willing to take action on it? Yeah, dude. I'm dude. I would start tomorrow or I would start yesterday if I could. Okay, that's what you're looking for. And then if they say like, yeah, yeah, I mean, I'm kind of waiting for tax season. Like three months, I should have the money. I mean, you as a setter, you can try to like work around this and be like, ah, but what if we could you know? What if we could make it work? Like, if the finances were the only thing, like, if we can make it work, would you be down? So try to like push through it, but like, don't put a square peg in a round hole, okay? Don't set the closer up for something that's not gonna close. Give them a fair shot. So you should be taking notes on the discovery. You should be taking notes on this, like simple qualified. Yes, no. Yes, no. Yes, no. And then be like, cool, looks like we're all good to go. Does this time work for you? Wednesday 4:00 PM Central Time, is that good with you? Cool. Do you have access to a computer where you can use Zoom and a video and have audio at this time? Yes. Cool. And send them over an invite, get them to accept it. On the call, then you should have workflows in place, warm them up, they get on the closing call, close down, happy customer. So super quick call, like this video is 7 minutes. A couple of that was just me talking about stuff not relevant to the call. But yeah, guys, it's not that hard. It's easier to mess up than to do good. Don't go too deep. Don't share too much. Just make sure that these people are excited, then they're gonna show up. So appointment setting call, that's how you do it. Primarily again for the B2C, maybe coaching or education space. Let me know how it works.