Live Q&A

What's going on, guys? Welcome back to another live. Ethan. Nice background there, dude. Looks good. Can you hear me okay?

Yep. Yeah, I got you. Sweet.

What's going on, guys? We're back for another live. We're going to be going for about 15-20 minutes here, uh, depending on how many questions we have. But if you're just jumping in, drop a comment down below, let us know where you're calling in from. I'm a little bit sick today, so I apologize if I'm a little bit slow, uh, but we're excited to get rocking and rolling with you guys here. Let's Let's see, Ethan, how's the week been? What's been going on on your end?

Let's see, week's been good. Couple things. What I've been doing this week, the classic don't send proposals, get on a call has been popping up at least a couple times today. Not just—

why should we not send proposals? Maybe recap it for everybody.

So I mean, you'll lose one thing. I was talking to Sean and then Trevor about is he'll just, you know, lose a lot of leverage and, you know, just leaves a lot of gaps in terms of just— they can leave things up to interpretation. You're not there to answer any questions. Yeah, just making sure everybody's on the same page, really. Sure.

Yeah, that makes sense. Absolutely, that makes sense. Yeah, I mean, you're really giving up any sort of leverage that you have in that conversation when you're doing that, whereas like What you should be doing is getting on with them, obviously walking them through that and then making sure that they feel like it is the right fit for them. Right. And that's the, that's one of the biggest things that, and also what are you seeing as far as like, like what other kind of issues are people having on the sales front? What other things are you kind of seeing on your end?

So I would say making sure, you know, all the decision makers are there on the call, just making sure everybody's in the right room. With you. Another one would be, you know, the pre-call process. A lot of our clients run a VSL, so making sure people are checking that out so they're informed, you know, they see your testimonials, you know, proof from your past clients. And a big one too is, oh, BamFam, just booking a call from a call, just keeping people on track with you throughout the process.

Yeah, for sure. And what are you seeing? 'Cause I know we have some people who are probably on here who are maybe struggling with like, just dealing with selling from organic, selling from referrals, selling people who already kind of know, like, and trust them. What would you say is super important when somebody is coming in from like a paid ad, from taking them from like curious to convicted? Like, what are some assets or things that you think are really, really key there?

Say biggest thing is, you know, want to build a sense of urgency, right? How soon? Are you looking to do this? And then really building the gap with them as well as, you know, okay, let's take a look at, you know, where are we at right now? What are the goals? What are the priorities? And then how do we help fill that gap by working together?

For sure.

Yeah. And just getting to, getting to see the space of, you know, okay, we were at a million, we want to be at 3 million. How do we, how do we close that gap?

Yeah. And I think a lot of times people are selling from referrals, they aren't following a sales process as much simply because it is an easier kind of lay down sale a lot of times. And so it kind of puts 'em in a position where they're like, yeah, I could just close anybody by just like saying kind of what I do and then being like, okay, great, you're ready to work with me. And that just isn't always the case, you know. Um, you're not going to get that a lot of times when you have paid ads. You have to take them through a sequenced process, not only on the sales call but also, um, within like nurturing them with content prior to that time as well, you know what I mean?

Yeah, yeah. A lot of times with referrals, people are almost 90% of the way sold by the time they talk to you.

Yeah. For sure. Yeah. And that's— that is obviously a big benefit to you because you're on there and it's easier for you to close, right? I know we have some people on here, guys. What questions do you have for us? I want to make sure that this is helpful for you guys. I know we only have about like 10, 15 minutes here, so I want to make sure it's as helpful as we can for you guys. And I got to get some cough drops in a minute, dude.

I am—

I'm struggling over here.

This—

whatever this virus is.

Something's going around.

Something is going around. My little one had it, my wife had it, and now I guess I have it. I don't know, you know, is what it is though. Uh, let's see what— so we talked about kind of nurturing a little bit, making sure that they're coming in pre-framed. Um, what are some of the— because I know there's some clients who closed some deals this week. Uh, yeah, I think Sarah closed that, uh, $5,400 deal.

And then, and then Zara closed the $15K.

Yep.

And then, yeah, it's a 6-month at $2,500 after that initial $50.

Yeah, let me share my screen and we'll go through some of these real quick. Let's see here. Yes, we got Zara closed a $15K upfront 3-month. Sarah did a $5,400 upfront, $2,500 a month after that. Gage closed a $24K package, 6-month deal. Uh, let's see. Yah got his first booked call from ads, which is awesome. Jonathan closed a $75K—

excuse me—

project from reactivation, which is sick. So he's at $170K in reactivation so far. Uh, Ashton closed a $4K and then yeah, Gage closed another $24K, so on and so forth, which is awesome. So Uh, and then Jason closed a $78K 12-month deal with a, uh, a surgeon, which is awesome. 50% upfront, just sick. Um, but yeah, I think a lot of this is like just really making sure you have A, a way to get qualified leads, like people on your calendar, B, a dialed-in sales process, and then C, a dialed-in nurture process as well. Like really making sure that you're, you're nurturing people prior to that call. So then they show up and it's a closing call, not like a education call. That makes sense.

Yep, absolutely. Well, like with, uh, Jonathan and, uh, Chris, they both close deals from reactivations too. So yeah, they're the best clients. Or even if they don't buy on the first time you have a sales call with them, it's not a dead lead.

Yeah, 100%. Yeah, I agree, I agree. Um, guys, you guys are lurking back there. Questions, what do we got? What questions do we have? Otherwise we're gonna have to wrap this thing up early.

Let's see.

Questions, questions, questions can be about how to get more leads, how to price yourself, how to scale your agency, any of those things. So we're happy to help. But yeah, I know with the $78K deal, I know Evan was helping him with Jason with that, with that surgeon. But really just like a lot of these companies, they have the budget, they have someone ready, they have the need. It's just about getting in front of them and then talking to them about their problems and then showing them a path to a solution through whatever your solution is at the end of the day, you know, which is huge.

Yep. And that's why those pre-call assets or pre-call videos, like your testimonials and your, your case studies, your breakdowns—

exactly, all those things. Yeah, it's huge. Um, let's see, what other questions do we have? You guys are lurking. I see the people on the live. We're not asking. Um, well, without—

with sending, just sending out proposals blindly, you basically missed that whole part of the process.

Yeah, yeah, yeah. Well, it's, it's also like, it's a lazy way to go about it as well. It's like you're just not, you're not going about it the right way where you are actually walking someone through the process, what the issue is, how you're going to fix it, uh, so on and so forth. So that's, that's a huge part. Um, Dude, we might have to wrap up early. I got a call in a couple minutes here, so if no one has any questions, I'm going to jump to prep for that. But Ethan, anything else you're seeing, or questions, concerns people have?

Let's see. Those have been kind of the recurring themes this week, is the sales process.

Ron says he's in our sales cycle.

Love it.

Trying to listen in.

I love it, Ron.

Um, curious, Ron, what is your sales cycle? I think, um, one of someone from my team filled me in. I think you guys do the restaurant software. Um, I'm curious what the sales cycle is. What's the buying cycle for something like that? I'd love to know. Um, what else, what else, what else? I've had some questions from people who are like, yeah, he said yes for sure. Yeah, I'm curious what your sales cycle is, what that length is, what that looks like. Typical sales cycle for our clients is like 7 to 14 days, and they're selling something between typically $15,000 and, uh, $80,000, $90,000, right around there. So, uh, it really just depends. And you can shorten that sales cycle by having more content that addresses key objections or key problems that the, the person buying it might have, and then putting it in front of them prior to that first sales call, because you can condense a lot of that window by doing that. You know what I mean? You turn on mic, you just have to comment on here. Unfortunately, we just have the comment function on here, Ron. So you just have to comment within here if that works for you. But yeah, just, you're able to condense that a lot more by just like pre-framing content and just really like shortening that sales cycle as much as you possibly can, you know, which is huge. So.

Yep.

Yep. Let's see. Uh, but yeah, I'm curious on that, Ron, for you, it'd really just be like, you don't type that fast. That's fine. You're good. Evan, fill me in a little bit, I think, on your situation. Uh, you guys are doing the software, which is great. It's really just gonna come down to like bringing the right types of people in, uh, and then converting those on a consistent basis. Right. Cause it's like, if you don't have any business, doesn't have a steady flow of new leads and new clients, it's obviously very difficult to grow that business because you don't have any new inbound lead flow. Um, 70% one-call close, that's great. Yeah. So then it's just about how do we take more people and pour them into that process, um, and then keep all the other metrics the same, and then we'll have a good time is really what it comes down to. So it's just about really making sure that you have the right people coming in, they're coming in pre-framed, they're coming in nurtured, uh, and they're coming in the right way. So That's it.

Yep. Absolutely.

Let's see what else, what else? You have 150,000 followers on YouTube. That's great. Yeah. So then it's really, it's, it's using that to your leverage when you're running paid ads and making sure that you're, you're leveraging that credibility that you guys have and people who are going to see the ad, some of them will already be followers of you guys on YouTube. So they'll just be retargeted basically with an ad to get them into the ecosystem again. Is the biggest thing. So that helps you a lot. That's great. Um, Ethan, I love the background, bro. Looks great.

Yeah, it's been— it was super easy to set up too.

Yeah, it's good stuff. I love it. I built mine by hand, so I was like, I did each plank. You have the easy mode over there, which I love. It's good stuff. Um, sweet. Ron, any other questions for us? Anybody else have any other questions who's on here? Otherwise, we're gonna jump in a minute here. I want to make sure that we answered any questions you guys had, chatted for a few. This was a shorter one. I'm unfortunately a little sick today, so I'm trying to, trying to take it easy. Got the, that horrible brain fog, man, when you're like, got like a viral, uh, uh, some sort of virus. It's like just slow. It's annoying.

But yeah, Hakeem's missing. He's, he needs a slight wall too.

Yeah, I love it. Ron says, uh, low ticket does not match your model as well. That's fine. The low ticket, that's not as much of an issue as it is just pouring more people in., and getting the right types of people coming in, right? Because it's like restaurants are so easily targetable on Meta that we can pour a high volume of those people in at a very cheap cost. And then it just comes down to your monetization model on the backend. But it does, it really doesn't matter if you're doing restaurants or if you're doing, uh, if it is a little bit lower ticket, that's not a huge deal, uh, because you're gonna make that back on the backend, obviously, as, as they recur, uh, and continue to pay you guys as well. And then I think Evan said you have like a reactivation or like an activation, uh, amount that you can charge upfront, that'll help you as well with recouping some of the ad spend, um, on the backend as well. But all those things are fine. Not a big deal, really just about getting the right ads, getting the right targeting, getting the right people, getting in front of the right people, and then making sure that you're having those, those conversations, those quality conversations, and then closing them. And then engineering a funnel that, which is something we would help you with, is like answering all of the top questions they would have before they get on the phone with you. So we could take that 70% close rate to ideally like an 80% or a 90% close rate, right? Um, so that's, that's a big part of it as well. So hopefully that helps. Uh, any last questions, guys, before we wrap up here? No? Going once. Ethan, any last thoughts from you? I gotta get a— I gotta get some hot tea and, uh, cough drop over here.

Say, oh, we can drop something.

What would you say to people who wonder why our clients' ads from Better Than Traditional agencies who do it themselves. I mean, really, it's gonna come down to the scripting, the framing, and then the education, right? I think most ads are very, they're very just like basic, like they're very direct offer heavy, and then they're just like super lazy in a way where they're just not really building any trust or education with the viewer. It's like if I can do that in a longer form ad and build that trust, build that education with somebody, then I'm gonna have a much better time when they end up clicking and filling out my form and booking a call because they're going to trust me so much more than someone who just runs an ad that's like, oh, we'll get you a million views or you don't pay, or we'll get you a thousand, a thousand customers or you don't pay, we'll get you— like, it's just like these very blatant, like, lazy ads that I think a lot of the market is tired of, you know.

It's almost unbelievable. Yeah, like guaranteeing positioning.

Yeah, and everybody does it. It's just so saturated at this point to where, um, Everybody does it and it's just, it's so saturated. People are tired of seeing it, you know.

Yeah, the sketchbook ads do well for sketchbooks.

Are great. Yeah, absolutely. It's really just coming down to like, how can I educate and build as much trust with people as possible before they fill out their information? So then they give me the right information and then they're more open and have more intent to work with me as well.

So Yep.

Cool, cool, guys. We're gonna wrap it there. If there's any other questions you have for us, let us know. Um, outside of that, you want to learn more about how we can help, there's a link below this to book a call with us. And, uh, we're happy to help, and, uh, we'll do another one of these. It's a little bit longer next week, just trying to get over this, uh, this cold here. And, uh, we'll talk to you guys in a bit.

Cool. Peace. See you guys.