Closing a Client Live ($2500 Close)

All right, so we got a banger today, pretty much. In this video, I will be sharing and breaking down a live sales call that I recently had at my own lead generation agency where I hop onto this sales call with someone with a prospect who literally never heard of me before, never heard or seen me before. And at the end of that 20 minute conversation, I walked away collecting $2,500 for my own lead generation agency. And the best part about this is, is I didn't use any case studies. I didn't do any of those things. And this person who I was trying to sell my services to literally hit me with a bunch of different objections. Oh, I got to think about it. This cost too much. Let's get started next week. And you will see by the end of this live sales call how I was kind of able to diffuse all of these objections. Now, this video is probably going to be one of the most valuable videos that you will ever come across on YouTube, to be honest with you. And the reason why is because most people who are, who teach how to start an agency, how to start a business, they don't actually run the actual business that they're trying to teach you. And obviously they don't have any live sales costs. And obviously I do. Right. And the reason why is because I still run my own lead generation agency. Now this video, this breakdown has been shared with all of the people that I privately work with, one on one inside of my consulting business inbox lab, where essentially I'm helping people start their own lead generation agencies and scale to 5,000, $10,000 per month in, in the next 90 days. It's kind of in a group setting where I first. Last week they got first access to this live sales call. I literally pulled it up in a group call and I literally just played the video, the 20 minute sales call, and I made pauses and stuff like that each step of the way to kind of explain to people why I'm saying what I'm saying and what's the purpose of it in the context of progressing the sale and leading to closing a deal. Yeah, it's been pretty good so far. I've learned a lot. Yeah. Now Jimmy teaches a lot. When I first got on, I was a little skeptical, like, okay, how much, how hard is this going to be? How much am I going to learn? But now he does a good job. Yeah, definitely. Definitely. So this sales call was. It was two days ago. And I did, I explicitly did it in a way where I. There were. So for background context, our marketing agency I sent a cold email to them probably like end of last week or Saturday, and they watched through the VSL and then they booked a call. So that's. That's the background context. It was the VSO that I put inside the Discord General chat. It's unlisted on YouTube. Right. So that was the background context. She runs a marketing agency and. Yeah. Okay, so let me just start by playing this. Hey, Vanessa. Hello. Hello. You here? I see me. All right.

Yeah, I hear you.

All right.

Hi, how are you?

Pretty busy day. Just back to back meetings, but this is the last call of today, but I guess pretty good prompt to have. How about yourself?

I'm doing quite good.

Awesome. Where were you calling in from today?

I'm calling in from New York.

Nice. I'm actually up north in Toronto, Canada. Super cold here, but so cold in New York as well.

Yeah, a little bit. I mean, it's kind of the same every year.

Cool.

While we do have this on the calendar for 45 minutes and it's going through me right into it then. Shall we?

Yeah.

Yeah. Well, Vanessa, so kind of like how I like to structure these calls is I'm just going to start with asking a couple questions, learn more about your business, kind of what you sell, you know, what you're doing right now to get sales trust and do lead generation. And if it makes sense, then I'll actually run you over how I think we can potentially help you. And if that makes sense, then we'll make an offer to potentially together. Sounds good. So what I did there was I started off with just an icebreaker. Right. So I think there's a lot of different ways to go about it. Personally, I don't really like the small talk that much, so even on any sales call, I do, I just start with, hey, where are you calling in from? They tell me, I say, oh, yeah, well, I'm in Canada. And then I just move right into setting the frame for the actual car. Hey. So in this car, we have it for 40 minutes on the calendar. It can be less. It can be 45 minutes, depending on what we talk about. How I like to structure these calls is I want to start by asking you some questions. I'm asking for permission to ask them questions because otherwise it will just feel kind of like an interview. Right. So I asked for permission to ask them questions and I explicitly say if it makes sense, then we'll make an offer to work together. Right. So I'm setting that frame up that there's a pitch at the end Right. So it removes. Because I think in the past when I didn't do that, I've had situations where the person didn't know that they're getting pitched or worse, didn't even know this is a sales call. Right. So I'm setting up that frame. So that's what I did in the beginning there. Cool. So I guess my first question is, what got you interested in booking this call today?

I received on your emails and I went, I read through it, I saw a couple of videos. So watch them. And then I felt like it kind of aligns on what I'm looking for. So I just thought might take a chance and come on a call with you.

And when you say something that it might align with what you're looking for, what does that look like specifically? Okay, so what I'm doing. So notice for like the next, probably like next five minutes, I'm just digging what she's saying, right. So I start off by asking what got you interested? And she said she's looking for something that, that, you know, could potentially align what she's looking for. But that's pretty broad, right. It doesn't really tell you. Like, if someone says that to you, right. You'd be like, what do you talk about? Right. So just notice how I'm digging deeper and deeper because that's what I do for probably like the first 10 minutes. This entire cost, 20 minutes, by the way. So the, you know, very first time talking to her to closing the deal took 20 minutes. And the discovery was probably the first five to maybe 12 to 13 minutes. And I spend maybe like five minutes on the actual pitch, talk about what I do. And then the final maybe five minutes just. Objection. Handling and closing the deal. Right. So that's kind of the overall structure. But just notice how I do the discovery because I just dig deeper. I'm not just asking a question, hearing some really broad answer and moving on to the next question.

So right now I want to generate more sales for my marketing agency. So I like, you know, get more leads in order to get that. So I just felt like it might work.

And since it sounds like you're looking to generate more sales calls, what are you doing right now to actually get those sales calls? What are you doing right now currently? What are you doing right now? So she said she wants more sales calls. So whenever you ask them. So you start by asking, what are you doing this call, why do you book here? They're going to tell you either like a problem they're having or what they're looking for whatever they say because they're selling lead generation. Probably going to say something along the lines, well, we're looking for more sales call. Right. We saw your lead gen agency. We want to find another way. Okay, so you want more sales calls. What are you doing right now? What's your current situation? What? How are you doing that right now? Right. That's the next question you want to ask, right? What are you doing right now after you figure out why they're here.

Right now what we're doing is the word of mouth and as well as doing LinkedIn posts. But I feel like that's not doing too great.

So.

Yeah.

Okay, so a lot of LinkedIn posts and stuff like that and when you're saying like doing too great, what does that kind of mean? Like what does that mean?

Digging deeper so the numbers just more so like we aren't really signing the type of clients that we do. So just to give you a premise, I like, like I said, I do a marketing, I have a marketing agency. But what we do is a social media, we do social media management for our client as well as, you know, doing ads for them, for E commerce brands. So basically with these LinkedIn posts, we're just posting a bunch of stuff of what we do. They are hitting people, but they're not really hitting the type of e commerce brands that we're looking for. It's just kind of like an old general type of audience, like more specified a little more.

Got it. And when you say it's not hitting the right type of audience, what type of e commerce brands do you like typically sell to? Is it like a specific niche, like beauty, apparel, like, or is it more like in terms of revenue? Like what does that kind of mean in terms of not hitting the specific e commerce brands that you're looking for?

It's more so we do health and wellness.

Okay.

And like now like with our LinkedIn post, it's just hitting like basically every type of niche that's out there and we kind of want to really focus back onto like health and wellness.

Right, got it. So you are getting interest. It's just kind of the wrong type of people. Like not really the type of clients that you could potentially serve and work with. What type of impact is that having on your business right now? Okay, so I just asked the consequence question. So she said a problem. Well, what I'm doing right now, it's not doing that well because it's going too broad. It's not the right type of, you know, e Commerce brands. So I hear the problem. My next question is, you know, what is called a consequence question. What does that do for your business? What type of impact does that have? Right. So I'm moving beyond the yo, I'm just struggling with getting sales calls. Right? Like, that's a very surface level. Okay, you're struggling at sales calls. What type of impact is that having on your business? Right. And the goal of that question is to figure out, okay, so, you know, yeah, obviously you're struggling to book sales calls. Is it slowing down your business? Are you making less money? Are you potentially going bankrupt? What does that look like? That's ideally the type of answer that I'm looking for. What type of impact does that have for your current situation, for your current business? So that's consequence question, because we're not.

Really like hitting the type of like a split set like we're looking for. Like, we're not really signing as much as many deals as I would like us to be.

Right. How many deals are you signing right now?

Around, like five a month.

Okay, five a month. And how many would you. How many are you looking to sign?

Like, asking for goals around 10 to 20.

So notice how, like, I think one of the. I mean, there's different things I would have changed about the sales call because I was looking at it as I was like blurring out the thing, blur out her image. But I think what I did pretty well is inside the discovery, anything she said that was not very descriptive, I was like, what do you mean by that? Right. So, for example, I asked her, I think I asked her the consequence question, and she said something like, oh, well, we're just not booking as many sales calls as I want. And I was like, when you say not enough sales, what does that mean? Right? So I'm pulling tangible numbers. And she said, oh, yeah, I'm booking five calls. And I said, okay, so how many would you want to be booking? So 10 to 20. So I'm starting to create that gap right now. You're five, you want 10 to 20, so you're missing like 15, right? Where's that going to come from? So I'm starting to create that gap between, like, in her own own mind where she realizes that what I'm doing right now is not what I need. Right. And you can't sell anyone without that gap. So I'm creating that gap. Right. But it all starts with getting specific numbers. That's the most important part, being hyper specific. Right. You're kind of looking to double two to Four, the amount of lead flow and amount of sales conversations and amount of clients.

Yeah.

So I guess Vanessa, help me understand why not just, you know, obviously we are a lead generation agency and we specialize in booking sales calls. But yeah, why not just, I don't know, continue like posting on just double the amount of posts, right? Why even consider looking at other channels at all? Like why not just kind of like just stick with what you're currently doing right now? I'm trying to understand here, super powerful question, help me understand why not just continue doing what you're currently doing right now to achieve her goals? So this removes the objection at the end of the call where they say, let me just think about it, let me just try this myself. Because every business, no matter what they are and what they sell, they're doing something to get sales calls, right? It doesn't matter what it is, right. We're a lead generation agency, we do cold emails. But help me understand why not just continue running some ads. You're at five sales, cause one get 20. Why not just increase your ad spend? Why not just you're doing word of mouth, why not just talk to more people, right? Why not just go to more networking events, doing LinkedIn posts, why not just triple the amount of posts that you're doing? So this really removes the objection of I need to do, I could do this myself. And more importantly, the nature of the question is I'm getting them to say it themselves, right? Because that's the most important part of selling, right? I think where a lot of people go wrong is they think when they sell they're telling people how great the product or service is. But the best way to sell is for the prospect to say it with their own work, with their own mouth. Hey, we need your help. We can't do, we need help. We can't do ourselves because xyz, because it's clearly not working. So that's kind of what I'm doing here, right? I'm getting her, Vanessa to open up about why she needs more help with lead generation and I'm going to use it throughout my pitch and throughout the objection. Handling parts of the call, right? So super powerful question, why not just continue doing what you do? Why not just double down on that and continue what you're doing to get the result you're looking for?

Well, I just think it's not working like I said before. It's just more so like it's not going in the right direction that we're going to. And I feel like Maybe a lead generation agency might be able to help me divert like my agency into the route that I wanted to achieve by basically going back into the. Finding leads that are more suitable for the health and wellness.

Got it, got it. And you know what happens if you're just kind of unable to do that? Like, what kind of impact would that have? Impact questions, your bottom line, what does that look like for you?

We'll probably have to like lay off some of our media strategies, which is something that I really don't want to do. But seems like looking at where we're heading right now, it might, we're like kind of going up to that route kind of thing.

Okay, so notice, I mean, I'll send you guys this recording, but notice every question I asked that led to that. Right? So her saying we're going to go under and we're going to have to fire staff, right? That's a problem, right? That's a definition of a problem or pain. And the very first thing she said when I first opened the car, notice we're only five minutes in. Right. But when we first opened the car and I asked her what kind of, what you're doing here? What are you struggling with? She started off saying, I'm not booking enough calls. Right now we're booking five calls, right? For a lot of people, they think that is the problem, but it's not, right? Like, okay, you're booking five calls. Okay, what's the problem with that? Right? But over a series of questions, I dig deeper and deeper and deeper. Until now she's saying, well, I'm going to have to lay off some people. That's the impact is going to have on my business if I continue doing what I'm doing right now and I don't figure out another solution, so I'm really widening that gap. And that's, you know, objectively speaking, firing people, it's a pretty bad problem to have, right? If you're, if you're the business owner, right? So that's, that's the line of question you want to go. And it's gonna be very, very, very hard to close a deal until. If you don't hear that type of stuff, right, we're gonna have to fire people, we're losing a ton of money, we're gonna go bankrupt. Until you hear stuff like that, it's gonna be very, very hard to close deals. Right. Because everything else is too surface level. Right. And if you don't mind me asking, if you continue kind of just doing what you're doing Right now, which is just relying on organic or posting on LinkedIn aimlessly. How many months do you have until you're kind of just forced to just, you know, lay off or fire some of these people on your team? How many, how many months does that look like for you?

I would say maybe like next six to eight months, which is not ideal.

Right. So next couple months. So you. Okay, so what I did there, in her specific situation, I asked her, how long do you have until, like, how. I basically said, how much cash you have in the bank until you're forced to. To fire people?

Right.

So what I'm doing there, the reason I asked that question is I'm removing that. I need to think about it. Objection right at the end. Because if she did say, and you think about it, I'd be like, well, you just told me that you have six to eight months. How much more time do you want to waste before, you know, every single, every single day you're hitting one day closer to the six to eight month mark, we got to fire a bunch of people. Right. So that's why I asked it, because I'm putting a number on it to know how urgent is this? Right? Because if she said, well, I could tank this for the next three to five years, then, you know, I mean, she wouldn't say that. But if she did say that, then I know that there's a very strong chance she's gonna be like, I need to think about it. Right? I gotta figure out a way to kind of like turn this ship around, right? And kind of save the business before, you know, before it like just shit hits the fan, basically. Right?

Yeah.

So you kind of gotta figure out another solution, basically. You kind of have no other choice. Is that, Is that the case?

Yeah, basically, yeah.

Got it, Got it. So what have you kind of looked at before? Right, because I'm just gonna assume because you're a business owner, I'm just gonna assume that you've kind of like looked around, you weighed your options, maybe talk to some other people.

Yeah.

What have you tried before? Other than just strictly LinkedIn or word of mouth? What have you tried before?

Well, aren't just speaking with you? We've worked with another lead generation agency and I felt like that wasn't much of a success or else I wouldn't be talking to you right now. Right. It's just more so like they weren't able to deliver the results that they promised to deliver. And I felt like the money that I've spent with them wasn't Worth to be spent on.

Right. And in terms of specific results, what does that look like? I know you said you didn't deliver the results you're looking for, but what does that kind of look like?

Basically like, okay, so the purpose I.

Asked that question, I said you work with someone else and didn't get results. Why do you think that's the case? Ideally she would have said something like, well, they were doing cold emails and they weren't sending enough emails or while they were doing cold emails and our open rates was pretty bad. Ideally she would have said something like that because if she did say that inside of my pitch, I would have geared my entire pitch towards how we're different from what they tried before. Right. So for example, what I mean by that is if you said, well, we're just. They previously were only sending 50 emails a day, my entire pitch would be talking about how, how we have a higher volume approach, meaning we're sending way more than 50.

Right.

To create that, you know, that differentiating factor. Unfortunately for her, she kind of said she didn't really know. Right. Which you know, meant that I didn't really have ammo to work off of. But that's kind of the goal of that question. Right? Is whatever they say you want explain in your pitch how what you're doing is completely different from what they've tried before and that creates more of a gap as well.

We would barely like were able to get any calls with any of our leads and stuff. Basically no result, no results, anything. We're lucky maybe just as much as we are doing right now, which is no idea.

Right. And what channels were they using to generate leads? Were they doing like LinkedIn stuff or emails running ads? Like what does that look like? How are they supposedly getting new?

I honestly, as bad as it sounds, I actually don't know. I just let them do their own thing. So I can't really answer that question.

For you right now. Okay, got it. No, no worries. So I guess to help me understand that, because obviously if you tried someone else before you work with another service provider, big question here. You, you know, feel kind of burned, just never got the results that you're promised. Why would you consider working with another service provider again? Right? Like I know if I got burned, right? I, you know, look at doing the same thing again. That could work, right? Like what got you interested in potentially working with us then in that case? So another really big question that these are like questions to pre handle objections before you hear them. Right. I literally straight, straight up Ask her, okay, you tried this before, it didn't work. Why are you trying it again? Right? Like I straight up ask her, right? And again, I really know what she's going to say. She's going to say something along the lines of, well, I need more sales calls. Like I said, you know, we're going to defy people, we don't figure this out. I already know what she's going to say. Right? But the reason I ask it is again, right, Is the power of getting her to sell herself with her own words on why she needs to do this, rather than me just telling her, hey, you need more calls. I'm getting her to say herself, right? Biggest thing, right? That's kind of how I like to ask my questions. Right? So very, very important question.

I was just like. Because, like, like I mentioned, right. If we don't do anything about this situation, I might need to close that business. Right. And I just really needed a way to kind of save us and I felt like maybe like the second time might actually be better than the first.

Right?

Who knows?

Got it, got it.

It's a risk I'll take.

Yeah. I mean, you kind of just have to, you know, just do whatever it takes, right. In order to. I think it's just at a point where you just, you know, the leads have just dried up.

Right.

There's just nothing on the sales and it's, you know, leading to a lot of cash flow issues. And personally, you know, we are a lead generation agency and I'm very confident that we can definitely help you if your goal is to book somewhere between 10 and 20 sales costs every single month with these E Commerce brands, it can be, it can be done very, very easily. I'd like to run you through. So I'm moving into the transition with the pitch, but I think I kind of fucked up and I forgot to ask her. Like, like, as I was saying this, I remember I was like, shit, I forgot to ask, do you have other decision makers? So I was starting to bridge your transition and in my mind I'm like, shit, I forgot to ask that question because at the end if I didn't ask it, she might say, I need to talk to my business partner. So I, luckily for me, I had a way to naturally pull back into that question. So that's what I'm going to do here and then move back into the transition. Specifically how we can do that. I guess we do that. See, I'm asking now. You know, I saw on LinkedIn that you're the founder do you have someone else that kind of overlooks the sales, you know, that marking the lead generation, or do you still kind of overlook that yourself? Right now?

Right now it's just myself.

Okay, got it. Just. Just yourself. Okay, got it. I mean, we could definitely hope that I move back in transition. Some people can do that, run you over, like our business in more specific detail. That's cool with you?

Yeah, of course.

Okay, awesome. Vanessa. Cool. So just to give you a little bit more background context. Okay, cool. So that's kind of the discovery section. I'm going to pause right here for now. We are nine minutes in. So the first 10 minutes of the call, I basically got all the information I need. I understood, number one, what are they doing to book calls? Why that sucks. What is the problem with that? And I pre handled to remove a lot of the potential objections. I removed that. I need to think about it. You know, I can't do this right now. And I removed that. This the decision maker objection. Right. I got to talk to this other person. Do you guys have any questions about like, this discovery, this first 10 or so minutes of the discovery so far? What questions you guys have? Oh, Shola, you go first and I'll go to Travis afterwards.

Okay. Hi, everyone. Okay, so I noticed that as she came on, she only mentioned just one of her pains. I mean, I could understand. And that was just basically, she's not booking enough calls. Is that enough to. I mean, based on. You're very experienced and you know, you flow. Your flow is phenomenal. Of course, you've been doing it for some time now. But when you're dealing with, you're looking to sell some. Something to a client, the first thing that you want to try and identify, especially this way that you're taking it, is identifying the pain. That one pain. Is that enough to. As me, as a beginner, is that enough for me to close that deal? Because I would probably thinking that maybe I'll need one or two so that I can tick boxes and say that you've got this one with you in order to develop the core.

Good question. I think the best. I think the best way to look at it is not from a number of problems, but how big of a problem it is. Right. So I think where a lot of people mess up on sales calls is they keep it. They hear, they say something like, why are you here today? And then the person will say something like, well, we want more sales calls. And then let's assume you get quantifiable numbers. Well, we're booking five calls right now, we want 10 to 20, and then people just move on, right? But they think when they hear, oh, I'm booking five calls right now and I want to 10 to 20, they think that's a problem. But that's not a problem, right? That's a goal, right? I want 10 to 20, I'm at 5 right now. But if you move on with just that information, probably 99% chance I'm not going to close the deal because there's no problem there.

Right.

You got to figure out, you basically have to understand, okay, you're booking five calls, what type of impact is to have in your business? What's that doing to you personally, right? What does that mean for you? Right? Basically, that's the overall gist of it. Right. And I think you just got to strike that balance. I think for her, for Vanessa, specifically in this sales example, her, when I heard her say, why you will lay off some people, in my head, I was like, yeah, that's a pretty bad problem. One of the worst ones you can have in business in general. And I knew that. I didn't necessarily to dig any deeper because, you know, it's pretty self explanatory. That's a bad problem to have. And that's kind of how you just want to go about it, right? Is you just can't keep a surface level of I need more sales, no shit. Right. That's. That's what we're here for, right. You just can't hear that and move on to the next question and call it a day, otherwise it won't work. Does that make sense?

Yeah, makes a lot of sense. Okay. Okay. And I feel that your probing actually made her talk a lot more, which is of course, and understand the way that you handle the question. Yeah, handle the question that your question had. It's kind of bought her a lot. Bought a lot out of her. That's obviously given me that opportunity as well. So thank you for that.

Thanks 100%. And maybe it's not accurately portrayed because this video recording is sped up by like 1.25, but in the live conversation, I tried my best in terms of tonality to sound curious, as in, like, I'm not just asking question after question after question because that's on my sales script. I'm just genuinely curious. Okay, you're telling me that you're getting five calls. Okay, help me understand what's that doing to your business? Right? What does that do for you? Right? So it's kind of like if your friends is talking about some random stuff. You're just curious, right? You're asking them more questions because you're legitimately curious. What does that mean for you? Right. And that's kind of what I'm trying to do. And maybe, again, right, this recording is sped up, so the tonality is kind of, like, removed there, but that's kind of what I'm trying to do there. That makes sense.

Yeah, I get that. Yeah. Fantastic. And I was just gonna ask, do you deliberately just wear black all the time?

I don't deliberately wear black. It just so happens my wardrobe is black or most of my clothes. Right. So even, like, right now, I'm wearing black over here. In this call, I was wearing a black crew neck, I think. But, no, I'm not doing on purpose. It's just so happens all my clothes are black.

Yeah.

I don't know.

You noticed the videos that I sent you. I wasn't sure how to position myself because, you know, I'm a colored. I'm a black lady. Should I wear black? Should I keep it clean? Am I too close? You know, I'm just really practicing. I've done so many, and it took a lot for me to send those few that I sent to you, but I still felt like, look, I have to send you something, but I'm quite confident to say what I'm saying. But I just wanted you to see. Have I got the right tone?

Yeah.

Should I move back a bit? You know, should I be a bit more plain? You know, mannerism and everything else? You know, somebody like yourself? I thought it would be easier for me to be able to correct that, you know, 100.

Yeah, no, no, no. I completely feel that. But, yeah. Travis, I think you had a question. And then after your question, we're gonna continue the sales call recording.

Yeah. So did you. Did you write these questions down beforehand, before the call, or is this just kind of like, are you kind of going with the flow based upon where you kind of feel and you're. You know, the conversation needs to go or. Yeah, that's the first question. And the. The second question I had was, what do you do when they are basically, the. The pain is not that deep. So it's like. Yeah, I saw you had this AI personalization thing, and I was just kind of curious about it. We already have, like, our own outbound meth and whatnot. And they're just. They're not, like, super pain. In pain like she is.

Yeah. Okay, so the first question is. No, I didn't write down the Questions, I just. Whether it was like, I don't think I purposely memorized it. I just memorized the phases of the call. Right. So I understand that how the call needs to go specifically, like, just in general is you always start by, hey, what. What got you interested in booking this call? So very first question from that question, she's either going to say, I'm looking to do xyz. I saw your video or your email and I thought, you know, thought it was interesting, or I'm struggling with XYZ problem. Right. So after you start with that intro, the what got you interested? Booking a car. You move into the problem phase. After the problem phase, current situation. Okay, so what are you doing right now to get all of these. What are you doing right now to do xyz after current situation goals. Okay, what are you looking to achieve? Right. So problem current situation goals. And I move into pre handling objections. Okay. Do you have any other decision makers that you know the time objection? Right. There's different ways to go about it. In her specific case, it's pretty easy to get the time objection because she said she's got five people. I was like, how long do you have? Right. So that's a really easy way to do that. But then I also asked her, do you have other, you know, people making this decision? So I didn't. I didn't memorize the script by also taking so many sales costs that I just understand the flow of where things go and in a way to make it natural. So. So that's the first answer your second question was? Sorry, what was your second question, Travis?

No worries. I almost forgot it myself. When they don't have pain, you know, like it's not. Or they're not at least signaling pain. Because I've been on calls before. It's like even, I have to say, like, maybe even ego driven, where it's like, yeah, we're doing fine, we're doing great. But yet you're on this call with me and they maybe they just don't really want to reveal the underlying pain, but you get sort of the surface level.

Yeah, yeah.

Interested in the AI, in personalization and stuff. How do you proceed then? How do you just continue digging or what?

Yeah, well, let's say they say, I'm interested. I saw your emails. Interested in the AI stuff. Okay, awesome. So, Mr. Prospect, what are you doing right now to generate sales calls? They're going to tell you, well, we do xyz. Well, do you like it? They're probably going to say, yeah, you Know, I like it. It's doing pretty good. My next question would be, okay, so you're using LinkedIn and you like it. What would you change about it if you could? So what I'm doing there, right, is I'm starting to take the frame and I'm positioning it as okay, it's working well for you, but nothing is perfect, right? Like even like you buy a car, you love the car, but there's going to be certain things that you would change about the car if you could. You like what you're doing, but what will you change about it if you could? And from that you're starting to get problems. Right? So that's how I would go about it, if that makes sense. Like that, that's a specific word track that I would use. Okay, what would you change about it if you could? Right, that's the word track I would use. But I think the overall mindset of it is they probably, they definitely do have a problem. Otherwise they're not going to be on the call. Right. I think that's the most important thing to understand is they're not just going to be wasting time to go some random bullshit if they don't have a serious problem there. Right? And you guys got to probe deeper. I think that's the best way to explain it is they're going to tell you, well, I like it, but I want it to be more high volume. Right? Let's say they say that, okay, you want it to be more high volume. What do you mean by that? Right, so you're expanding it into specific numbers. How long has that been going on for specific timelines. Okay. And what type of impact does that have for your business? So I'm digging deeper and deeper and deeper with each of those questions. Does that make sense, Travis?

Yeah, it kind of reminds me of the Challenger sales method where you don't take the first, the first answer is as obvious. You, you ask them a follow up question. Say, like why would, why do you think, you know, cold outreach email is even a good idea for your business? Like, why wouldn't you just continue doing ads or whatever? I like how you did that too. By, that was great.

100%. Got it. But cool. Okay, let's, let's finish this recording first. We have 10 minutes left and let's, let's go through this, Jimmy. And right now I have two businesses. So the first is this lead generation agency where we specialize in and working with marketing agencies pretty much exactly like you, helping them book qualified sales calls. Every single Month. I also have a second business which I'm pretty much helping people start and make money online. But that's kind of a little bit unrelated. But that's just more so, more background context on me. We've been running the lead generation agency and pretty much I speak with a lot of like business founders and business owners every single day. And they usually come to me with three kind of key, kind of key, you know, three key problems that they're currently facing their business. Right. The first is no, they are just struggling to book sales calls, like whatsoever. Right. Like maybe they're just starting a business, just zero in the calendar. The second problem that they typically come with is someone exactly like you, Vanessa, where they have something that's going on. They've been running the business for a little while, but what they're doing right now is just not getting it done. I'm giving her identity. That's what I'm doing here. Either not enough to, you know, it's not creating enough cash flow or it's not going to get them to where they want to get to. And that's kind of where you are. And the third type of businesses that I chat with are people who, they're just getting great results. You know, they're booking a lot of sales calls. I don't know, they're doing emails, whatever, whatever they're doing. And they kind of want to scale up the efforts because they just have aggressive sales goals. And honestly, Vanessa, we'd love to get you to that third point where you're just kind of scaling that aggressive scaling base. Does all that make sense so far?

Yeah.

Cool. So kind of how we specifically help our clients at our lead generation agency is there's kind of three key pillars. I know you said you watched that video that we sent over that even like led to the sales call. So, you know, what we do is entirely through cold emails. We don't do anything else. We don't run ads, LinkedIn, whatever. We're just strictly called emails. And we kind of help our clients in three key ways. The first key pillar is we just help them identify, number one, who it is that they're trying to sell to. I know you mentioned that when you're posting on LinkedIn, the biggest problem, the biggest bottleneck that you are facing, take your answer from earlier aimlessly, you feel very aimless, right? Like you kind of just a lot of shots and nothing is kind of sticking or it's going towards the wrong people. So the very first thing that we'll do together is really just define who it is that you're trying to sell to and make sure that any sales calls that are put on the calendar, they're directly with these health and wellness brands and they're exactly what you're looking for. So that's the first pillar, making sure you're talking to the right group of people. The second key pillar is building the actual system. So our entire strategy, our entire code email funnel, as the name implies, it revolves around cold email. So what we're doing is we're sending cold emails to the direct decision makers at these e commerce brands, these health and wellness e commerce brands and we're basically generating interest, you know, we're warming them up and putting them onto your sales. That's pretty much entire premise of what we do. And that's the second part. So we build the actual system that allows you to get these results and book 10 to 20 sales calls every single month, strictly Google emails. And the third people that we do is we run the system for you, completely done for you on a day to day basis. So you can obviously go and you know, learn how to do code emails yourself or implement yourself or even just run it in house. But the key problem that a lot of people run into is they either just don't know how, number one, or even if they do know how, they just don't really want to do it themselves. Right. You know, they're like, you know, I know how it is because I run, you know, I'm the founder of my own business as well. You know, my day is packed and I just don't want to be spending my time replying back to people, you know, doing all these random little things. It's just pretty much a waste of time. So that's the third core pillar is we're just generating these sales for you pretty much on autopilot where you don't have to lift a finger. And the only thing that you do is, you know, just see these calls on your calendar, jump on these calls, talk with these decision makers and close these deals. So that's kind of the three key pillars of how we. So notice how high level I did, I did not talk about we're going to, you know, buy you domains, we're going to buy Microsoft accounts, we're going to warm it up for 14. I didn't talk about any of those things, right, because number one, if you do the VSL correctly, they should have a high, high level idea of how everything works anyways. But number two, she probably doesn't Give a shit. Right. And if I did talk about that, I'll be pulling the conversation in a way that's just way too technical and the chance of closing will be very, very low because then should be too logical. Right. So notice how everything I said, I summarized it in three key pillars. I found three to be the best, you know, best amount, three core pillars. And I'm tying it to our outcome. Right. So I'm just talking about things in a very high level but very outcome focused. Here's what we'll be doing as a first pillar, second pillar, third pillar, with a goal of getting you to 10 to 20 sales calls a month. Right. That's basically what I'm doing there. Right. And I'm not talking about we're using smartly reason Apollo. We're doing all these random little things. Right. So that's what I'm doing. How we just help you with getting two 20 sales cost every single month. I know that was like super, super high level, but what questions do you have about how all of this works specifically? So I open that up. So after I finish it, I always like to say what questions do you have about that specifically? Because in the case where she does, she is curious about, you know, how are you warming up your email? That's where she ask it. Right. But I'm never seeing it first in case she doesn't care.

Right.

But I always say what question do you have about that in case she does care.

What I'm more worried about, like what more concerned about is how much will this cost?

Yeah. So she directly asked me about how much it cost and notice how I will take care of it. So what I'm going to do before I take care of price is I'm doing like a gauge check on how confident she is that what I do, pricing aside can help her. Right. So that's what I'm going to do. And I'm kind of sidestepping her question. When she first asked me about pricing here, I honestly could have dropped the price, but I chose not to do it here. And I'll be happy to run you through the investment and what that process involves. But before I do that, I guess pricing aside, how confident on a scale of 1 to 10 that this is kind of what you need to number one, make sure that your business doesn't continue on the downwards trajectory. Trajectory. But how confident are you that this is what you need in order to get into Your goal of 10 to 20 sales calls every single month?

I would say I'm pretty Confident. But it's also because like I mentioned before, like my with my past experience.

Right.

I'm a little skeptical. So. Yeah. But I just kind of want this to work.

Got it. And when you say pretty confident, why is that? Like why? So again, I'm getting her to sell herself. So at this section I'm doing a lot of wise. Right. So you guys are going to see it. But I'm asking her a question. Do you feel confident? She's like, sure. Why? Why are you confident? Right. So I'm getting her to pre sell herself.

I done a little research after the fact, like after the whole experience previously and I feel like now that like I'm more like hands on a little towards it. I kind of know what's going on and like kind of understand of how it's done. So yeah, that's basically one.

Right. So you kind of like believe in the channel which is called Imus.

Right.

Master. She believes it 100%. Does she believe in me? Confident that we are the service provider that could potentially get you these 10 to 20 calls using cold emails.

Yeah.

Why? See, notice how I asked why?

I think it's just based on all the info that like you've provided me and as well as like I've watched your YouTube videos and all that stuff. I think you know what you're doing and it gives me the confidence to really trust you into like working with us and helping us generate the leads that we generate.

100. Got it. So where would you like to go from here? Closing question.

Maybe like the pricing like I mentioned earlier.

Right.

And see, I just want to understand how much it costs for you to provide a service that we're looking for.

Yeah. So our entire service, it's $3,000 just to set everything up. So it'll be $3,000 right now. And every single sales cut that we generate for you, it would be 300. So what that means is if we just do a terrible job and okay, I think where I kind of did not that good was this section where I'm kind of rambling. Probably could have just ended it with $300 per call. Right. But I ended up rambling for like 20 seconds or something. So probably what I would change if I could go back paying for it. Right. So the $3,000 is to set up this entire system just to get started even. Right. If you were doing this yourself, it'll still cost you a similar amount of money and we get paid entirely on the results that we generate. So if we do a great job Then we'll make more. But you will also make more. If we don't do as good of a job, then we obviously don't get paid. So that's what the pricing looks like.

Okay, but like, I know, I know. Like, I'm just thinking about this. It's. The price is a little steep for us right now.

Right.

Is there, like, anything else you can kind of like, offer, like, I don't know, to lower the cost by a little bit?

Right. And we say you lower the cost by a little bit. So what I'm gonna do here, it's gonna happen to probably all of you guys on your sales cost. People are gonna ask for discounts. That's just the nature of it. Even if you can offer discounts, you never want to just say, oh, yeah, we could do it for $2,000 or we could do it for 2500. I always do a temperature check. Okay, why is that? What do you have in mind? And then what I do after that is ask for commitment before I get the discount. But, like, you know, what do you have in mind there?

I think our budget's around 2500.

2500. And pricing aside, let's assume. Let's just say, hypothetically, another confidence or it was free, whatever. Right. Would this be something that you'd be looking to get started on today?

Yeah, I'd say so.

Why is that?

Why is that kind of like get starting, getting to momentum and stuff?

100. Well, I'll be. I'll be honest with you. We don't really do discounts. Right. You know, I mean, you're a service provider as well. It's not a good reflection to just offer discounts and stuff like that. But I'm just thinking here for a sec, but if I could get your commitment to move forward today and we were able to get started for 2500, would this be something that you're looking to do right now?

Yeah, potentially. What about. Are you able to. Do you charge for consulting calls as well?

Consulting calls? In what way?

And let's say midway through, like, I might have, like, some questions.

Right, right.

Like, and a call with you. Am I able to. Are you able to include, I don't know, maybe like three calls with that price and then whatever afterwards, we can just charge, like, whatever your rates are.

Right. So, I mean, I guess the beauty of the system is we're kind of running the entire thing for you. So from your perspective, it's. Think of it as delegating the outreach aspect of this lead generation aspect. Okay. So what I'm doing here. So the rest of the call, right, she's pretty much closed here, right? Because the way she asking her question, but she's basically asking me, do you have to pay for consulting costs? I was like, no. You don't think of it as delegating, because that's a keyword that a lot of business owners, they want to. They feel nice when they're like, oh, I'm delegating this away.

Right.

So that's why I said that, like, specifically, you're delegating it because it hits on the ego. But that's basically how I did that. Right. And then she basically take care of the invoice. And I know we only have four minutes left, so I'm not going to play the remaining three minutes. But basically what I do after that is I'm like, where would you like to go from here? She's like, I want to take care of this to. Actually, I think there's a section where she says she wants to take care of this next week. Let me just skip ahead. Emailing. Here's the amount of sales stuff that you're booking. Consistent calls directly with you. They could.

Like, I would want to start, like, next week.

Why next week? Why next week?

Just to get things started. Like, I mentioned one of the Starting to get going. And I really don't want to, like, how long, how. How little sales. Although a lot of, like, calls were generating the release and stuff.

That makes sense. Then in that case, why not get started today?

Sure.

You sure that's true?

That's true, or yeah.

Right. Because what you're telling me earlier is if you continue. So, okay, so that was a little bit easier. But I think a lot of it is. I think what I learned about sales calls is you just gotta be a little bit uncomfortable and ask really uncomfortable questions. So I think it's very easy when people say, oh, I guess start next week. Because in the beginning I would just kind of be like, all right, it's fine. We'll get started next week. Right. But then what I started realizing is because I was uncomfortable saying why not right now? Right. And for a lot of people, you'd be pretty surprised. They actually don't really have a reason for why not right now. It's just, I don't want to get started right now. I want to do it next week. Right. So I'm really asking the uncomfortable why not right now? Right. And you know, it could be uncomfortable to ask that and it could go wrong. You ask it the Wrong way. Right. So you got to be smart with how you're doing it in the overall context. But that's basically the sales call. I know we have two minutes left. So I'm going to answer one question. I do have. I do have a sales call right after this, actually. But what questions do you guys have about. About this? Anyone have a question?

I have a quick question.

Sure.

You said if you didn't, if you did it yourself, it will be similar. When she mentioned, when you mentioned the price, why did you say that?

Yeah, I mean, I kind of up there because no one, like I honestly would have just said it's $3,000 and 300 per car. And I probably would have just ended it there. But then I kind of messed up and continue rambling. So if I could go back, I probably would have just stopped it there. But yeah, I probably wouldn't have said that, to be honest with you. Right. If I could go back.

Just a quick say. I actually it's something. It's something that I probably would use. But now you said that you messed up because it does seem like you're letting her know that. Look, if you're going to do it yourself, it's going to cost around about the same thing. And I'm not sure if you can be bothered. You know what I mean? Yeah, that's how I asked that because, you know, I took notes and I just thought, oh, that seems good. But if you're saying now that it's not really what you'd normally say, then maybe not. And it also could go left. Sometimes you say something like that, but, you know. Yeah, I think that call went really well. In as much you feel that you were rambling really well.

Yeah.

Thanks for that.

And these calls don't have to take very long. So whenever I see people take like one hour long, what I think is they're just asking the wrong questions. Right. They're asking questions for the sake of asking questions or the rambling. And you just need to understand what you're asking, why you're asking for and what you're looking for. And if you do it the right way, as evidence. Right. Discovery is like 10 minutes. Right. Your pitch is five minutes, final five minutes. Objection. Handling and closing. Right. It doesn't have to take very long. And whenever I see people take a long time, I just think they're asking the wrong questions or they talk about irrelevant things. So always keep a high level. Hold the frame, lead the conversation. Right. Be curious, which is probably the most important part. Be curious. About when you say this what do you mean what type of impact that have right? And I think that's just the most important part. But this was a good call today guys. Hopefully this was valuable for all of you guys. Hit me up on Discord if you guys do have any questions. I do have a sales call right now so I do have to go. But appreciate your time today guys. So hopefully you find value in this video. If you do make sure you drop me a like make sure you drop me a subscribe and if you want more content like this where I literally show you show to people what I'm currently doing at my own lead generation agency where I break down my own cold emails, my own VSLs, my own sales costs exactly like this then use the first link in the description below, set up a call and let's see if we could actually work together to help you start your own lead generation agency and scale from 0 to 5 to 10 grand in the next 90 days. But hope you enjoyed this video. See ya.