A coaching-call transcript excerpt from Eric Deeran's Master Filmmaker YouTube video ("How To Close More Video Deals By NOT Needing More"). The clip analyzes common prospect objections—particularly prospects saying "SEO is working" or "we want to wait"—and coaches a sales rep (Steven) to use a "lean in" approach: agree with prospects, ask probing "why now"/discovery questions, sit on the same side of the table, and draw out real motivations rather than manufacture interest. The goal is to get prospects to self-sell and reveal timing/price friction so more deals close without appearing pushy.
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What's going on, guys? This is a breakdown of one of our clients sales calls and how he's running into these. I want to try other methods objections first. And we go through how leaning out actually gets more deals than leaning in and how he can use that to his advantage when he's having these conversations with prospects so he can get on the same side of the table as them, get them to open up more and get them to sell themselves on why now is the best time to buy his video services. So this is a snippet from one of our coaching calls and without further ado in Enjoy.
A lot of them are really either starting SEO or they're even seeing some pretty good success with SEO. And it's like they want to grow, but they don't want to. Like, I guess I haven't, I don't drive the gap enough is I, I think as I'm talking through it.
Why don't you give me the objection and I'll show you how I would handle it.
I'm trying to think specifically. I just know, like within the past few calls, like, are they saying, like.
Well, you know, SEO is going okay for us right now?
Yeah, a lot of them just started, like, yeah, just started SEO, you know, 30 days ago. And we really want to give this a run. You know, we, we invested a lot of money into it and feel like it's going to yield some good results, but we're also looking to grow in other ways. But we really want to give SEO run for the money before we start incorporating anything else into our, into our marketing system.
Are you going into like, why they hopped on the call in the first place and why now? Like, why would you want to do something about this now rather than just kick the can down the road?
Right.
Yeah.
So it kind of be like a why now Thing.
I would try to ask that beforehand though, as much as you can. So like, I would incorporate that into your questions and your discovery call where you're like, but why? I guess I know you guys said you're doing SEO right now because you have more power when you say it. So I know you guys said you were doing SEO, but like, why do anything now? Like, why not just keep doing what you're doing? Yeah, well, because xyz. Okay, but like, do you feel like, you know, SEO works for sure? Like, do you feel like that that could just get you to where you want to be as far as the, the goal you told me about? Well, no, because of the X, Y and Z. Because of this. Okay, gotcha. So do you feel like maybe now it's time to make a change, do something different? So try to handle it beforehand. But then if you get to that point in the call, I always like to sit on the same side of the table and agree with them and be like, well, yeah, I mean, SEO can, I mean, it definitely works. But you said you wanted to grow in other ways. What did you mean by that? And they'd be like, well, we wanted to do this. And do you feel like. And I just loop back around again. I'd be like, well, do you feel like SEO is the best way to get you there? Well, no, that's why we reach out. Because at the end of the day, Steven, like, they wouldn't reach out to you if they didn't actually want to do something different. They're using it. Is it happening after the price for you?
A lot of times it is after the price. And then sometimes it is, you know, why do anything now? And then it's kind of like, well, you know, we got this going on. And so they're just kind of like, we're just kind of interested, fishing for prices type thing. So before I talk about pricing, it's kind of like, well, you know, we have SEO going on right now. We just really want to see this kind of play that out. And so it's like, so if it's.
Happening after price, that's a bigger thing. They're trying to use it. They're trying to put blame on the SEO because they're, they're either scared about the price or they're, they're scared about doing it. If it's happening before price, then if it's like, is it somebody with those ones, when it happens before price, is it like they're wishy washy during the call? Like they don't really want to commit to anything?
No, I mean, they seem, most of them seem really, you know, committed to like the method and committed to like, hey, we want to produce this content. We've to be like the next thing that's going to help us grow the business.
Okay, so then I would just lean. I always like to lean. I, I like to, I was talking to my sales team about this yesterday. Lean further into what they're doing. Because if you, if you lean out of the conversation, like both people can't be leaned out on the call. Someone has to lean in. So like, if, if you're giving me those objections, I'd be like, well, yeah, I mean, you definitely don't have to do anything about this right now. You could definitely ride out SEO. SEO 100% works. You know, I guess like, why, what, what was your thought process behind booking this call now, if I could ask. Yeah, well, it's because this X, Y and Z. But you just want to lean further into like, well, I mean, Stephen, you guys are doing okay. Like, you're doing 100, you know, 100k a month. The SEO seems to be working for you. So I guess why even change anything, right? You just want to use that reverse cycle as much as you can to try to like lean into them. So then they don't feel like they need to necessarily. Like, like, like they don't feel like you're trying to fight them on it. Because whenever people are like, well, you know, do you really feel like SEO's going to get into your goal? What's going to happen is they're like, I know what Steven's doing right now. He's trying to pin this against me. Whereas if you just lean in, then it catches them off guard and you can kind of find that gap within that part where you're like, well, I mean, SEO works. Yeah, that's fine. That's great. I guess. Why, why do anything about this now and just be naturally skeptical about why they'd want to make a change at all?
Yeah.
And you can just be like, well, I mean, you definitely don't have to do anything where you're at. Spine. And then they start to open up usually a little bit more around why they want to do something.
Yeah, for sure.
And it's like your job is not to manufacture interest. I was talking to this about my sales team, like with my sales team too. Like, your content should do a lot of that manufacturing for by the time they get to a call, there's a reason they're on the call with you. Anything they're telling you is usually a smokescreen because they don't want to be sold.
Right.
So then if you could just take that non salesy approach and sit on the same side of the table as them and be like, you know, that's, that's respectable. That's a respectable amount of money to be doing every single month. Your employees are, you know, they're happy enough.
Right.
Why do anything about this?
Right.
Kind of all just comes back to that why now? Question.
Yeah, no, that's good.
And then when you're like, you know, if they give you that, you lean out, then eventually they'll come back around most of the time because people don't just hop on four hours. If they did, that would be weird. Hopefully that answers your question. I'd like to listen to someone. All right.
I hope you enjoyed that breakdown. If you want to learn more about how we help video business owners scale their business, click the link below. I have a free workshop going over our four step system that we use to help video business owners scale and get more clients in 2024. So click the link below and we'll see there.
