Why I HATE Using Proposals ❌ 🤦‍♂️ - Master Filmmaker

I have one more question hit me regarding pricing and showing pricing. So up until about three, four weeks ago, I was just pulling up the price sheet. Right now I've been using Evan's kind of deck with the pricing and I've been kind of going through and doing a little bit of a presentation, two minutes or whatever. I banged through it, but now there's a presentation. Do you think there's a benefit towards doing it that way versus just pulling up pricing to kind of, you know, acclimate them a little bit more? Or is it. What do you think?

Yeah, so my. Everyone's gonna have a little bit of a different style. That's what I will say. So I don't think there's any right or wrong answer. What I will tell you, I do, I just speak from experience, what I do. So what I have to do is in the sales call, understand what they need and then diagnose them via my me talking to them over zoom without using a deck. Because sometimes a deck can feel a little bit. It depends on how you use it.

Right.

So if you're tying it into their problems and making it feel this is specifically made for you, then that's great. But a lot of times a deck can feel the teacher up at the whiteboard just doing a lecture and it's Charlie Brown's parents who want. And they start to just tune you out. Right. So for me personally, I've always just done, hey, here's. Based on what you told me, based on your situation, here are the three to four things we're going to do. Our pillars, and that's going to help you achieve outcome that you said you wanted. Does that make sense? Yes. Cool. And then do you have any questions on how that's going to work? And then I just go back and forth with questions on how they're going to do it. And then finally when they're how much is it? Then I'll pull up the price. It's this, this or this. I just feel it's more customized. It feels more tailored to them. Where a deck can feel kind of sterile sometimes, where it's just kind of this one size fits all thing. You know what I mean?

Sure. Yep.

That's why within diagnosis, I really try to go into. Here's why we're doing it. Here's to. It's to help you with your specific pain points that you told me about earlier in the call.

So what I. So basically what I used to do is that up until a couple weeks ago is I would diagnose and go through the deliverables before pulling up the price sheet visual visually and then show them the pricing and just go, okay, so we have this at this price, this at that price and this at that price. Which one? So I've already just explained to them how these deliverables are going to alleviate their pain and then I just pull it up and then I say. Then I shut up. Yep. So that's. I should maybe just go back to basics with that.

That's what I do. I'll just tell you that that's what I personally do is I walk them through what everything is, how it's going to help them and then how it's going to get them to wherever goal they said they wanted and then I get their full buy in on that. Yes, this is exactly what I need. I 100% want to do this. Then I go into pricing and I show that. Now if there's some situations where they're. What is a brand video? Do you have an example of that before you go in? Sure. Pull that up or what kind of. What does your social content look is it for? Is it vertical? Is it. Yes, you can pull some stuff up there. But I would say try to avoid just going through a 20 page slide deck because it's just so impersonal when it comes to their situation. I would use it if you need it for supporting. Here's what a video looks. But really try to avoid just going through a slide deck to pitch.

When you say pull up, you're saying pull up actual video samples on the.

Call if you need to. Yeah, it depends on the context. But you can screen share and be. Here's a quick little example of what a brand video looks and then play it for two or three seconds. Okay, that makes sense.

Yeah.

Stop screen share. Do you see how that can help you increase your awareness and build more trust with your customers? Yes, I do. Cool. Does that make sense?

Yeah, it makes sense. Yeah.

Just try not to use a slide deck as a crutch. Try to use it more as if somebody has a legit question that they're just not, they're not understanding when you're explaining to them. Then yes, you could pull something like that up.

Well, the deal I closed a week and a half ago, I showed, I, I showed them the deck. Right. But the thing is they were a referral and they were bought in no matter what. I think I already had them but a couple times over the last week I showed the deck and I could feel the energy was they Weren't into it. I could tell.

Because what is every other salesperson? I was like, no, that you lose engagement because you're. You're not actually having a conversation with them. Sales is all about making them feel unique, making them feel you're tailoring this to them, making them feel you're. You're present and you care about their solution and helping them. And then when you pull up a slide deck, it just feels I'm in a. In a, you know, a 90s sales pitch about timeshares or something like that. You know what I mean? It just feels super impersonal. That's just why I don't, you know. But they can work 100%. I'm not saying they can't. They can work. It's just not how I do it.

So maybe if you get to send me something over, which I hate, and I'm going to try avoiding that plague, but if you do send something over, send them the deck or send them something that.

Well, it depends on when in the conversation. So give me that. Objection. Let's say that someone says, send me something over. I just feel, yeah, no worries. I can actually pull it up right now and show you real quick. Boom, here it is. Does that make sense? Does that make sense? Because you want to understand why do you want me to send something over?

Exactly.

That's not an objection. That's a way to get off the call.

Exactly. Yes, yes.

You know, so it's. Well, you want me to send you something over. That's not a problem. I can definitely send you something over, I guess. What specifically do you feel you're looking for? Yeah, what questions do you have that so I can send over the best info? Because what do you do when you want to get rid of something? Yeah, yeah, man. Just send me something.

Cool.

Send me something over. Bye bye. That's what people want to do. Well, hold on a second. Why do you want me to send you something over it? What are you looking for? And then you alleviate it and you conquer it on the call. So the minute you get off the call with somebody and you tell them the price, it's kind of a balloon. The balloon's building up to the price, and then you drop the price and the balloon starts to deflate. So the minute you get off that call, the balloon is deflating. Deflating. Deflating. It makes it significantly harder for you to get that person back on the call and close them again. It's not impossible. It's just lower. That's all.

Yeah. Yes. 100%. Yeah.

So hopefully that answers your question.