How I close $5,000 A MONTH deals for my lead generation agency (how to get good at sales)...

I've taken over 1,000 sales calls. And in today's video, I'll be sharing everything I have learned. After taking all of these 1,000 sales calls, I've closed hundreds of clients from my own lead generation agency. And I'll be sharing with you everything you need to know to take a sales call on Zoom or Google Meet and closing thousands of dollars worth of deals literally within 30 to 45 minutes on that call. Now, in this video, I'll be sharing what most people sell for thousands of dollars in their own courses and, and I'll be giving it to you away for free. So please make sure you pay attention because this will be one of the most valuable videos that you will watch on YouTube today. All right, so how do we close $5,000 deals in 40 minutes? How do you actually sell your own lead generation services? This video will be everything you need to know about the art of making thousands of dollars. Over a Zoom call. Over a simple sales call. And in today's video, I broke it down into 10 key steps. This is what we'll be talking about today. The first is why do people actually buy? The second is the sales call process for a lead generation agency. The third point is the actual discovery phase. Why now? Pre handling certain objections, building alignment, handling objections, the actual sales pitch that you'd be going through, how to close the sale and how to sell with integrity. Those are the 10 points we'll be talking about in today's video. So let's jump right into it. So starting with why do people buy? So you have to understand that in your case, as a B2B business, when you're selling to other businesses, specifically selling lead generation agency services, businesses aren't just buying cold email campaigns. What they're buying is a predictable system to generate leads and book sales costs which will help them grow their business. It's very important you understand this. So what businesses really want is a steady stream of qualified prospects coming in without having them to do really anything while having them to spend endless hours on on prospecting. That's what they really want. They're not buying cold emails. They're buying a system where they could get qualified leads without them doing anything. Right? So as an example, and I laid this out with a series of examples, right? Let's say you're selling to a software company, a B2B SaaS, and let's say they're struggling with generating enough qualified leads to grow their sales pipeline. The problem is their sales team has no one to talk to, no leads. So when they buy your code email lead generation services. What, what they're buying is a solution to that problem. A solution to a system that consistently delivers qualified leads and books sales calls for their sales team. That's what they're buying. Example two, let's say you're working with professional services, right, who want to scale up, make more money, work with more people and expand into new markets. What they want is they want to reach decision makers at large companies, but they just don't have the current ability in order to do so, or they don't have an internal team that, that could handle that cold outreach. So what you are selling in that case is you're helping them fulfill their desire by being able to help them reach the right people and expand their business. And the third point is, let's say you are on a call with a manufacturing company selling your cold email services. Let's say they say something like, we've been relying on word of mouth and referrals to generate all of our clients and it's just not consistent enough. We need more leads in a more consistent way. That is their pain point. That's the problem that they're having. So when they do work with you, when they do buy cold email services, what, what they're looking for is a solution that provides them a consistent flow of qualified leads and book sales costs, right? That's they're not buying cold emails, they're buying a solution to the lead generation problem. And it's very important you know this because you never want to sell the vehicle. You're selling the outcome. And depending on the scenario, right, we're going to ask a series of questions on the sales call to help us understand what is it that they actually want. Because it's not cold emails, it's not Facebook ads based on that, it's not building a website. That's not what they want. What they're looking for is a very specific solution to a very specific problem. And here are just three examples of it. So moving on to the actual sales call process as a lead generation agency. So the structure of a sales call, because it is a sales conversation where you're having that, it's probably not going to be in person, but it's going to be on a zoom call. It's face to face, face to face to a certain degree. So you need to be flexible with how you conduct that conversation. How, however, every sales call should follow the same overall structure, the same series of steps. But obviously you want to tailor it specifically to the specific conversation that you're having. So the very first step, I broke this down into a series of steps, right? So step number one is the introduction. That's when you first jump onto the zoom call with the prospect is you and him meeting for the first time. Just build some basic rapport. Say something like, hey, thanks for taking the time to chat today. How's everything going your end? Where are you calling in from today? Right, that's what I like to ask. It just really breaks the ice and establishes a friendly tone and it kind of just gets them to chill a little bit, to relax. Maybe they're a little bit anxious about the sales call. Maybe they've been on other sales calls where they just get pitched right off the bat. And it's a really great way to kind of just stand out and show that you're a real person too, Right. You're not just there to sell something right now step two is the discovery phase and I like to call this the phase where you're digging into the, the actual issues that they're facing. So in the discovery phase, you want to ask questions that will help you understand that will reveal the prospects challenges, what are the problems that they're facing with. And specifically it should be problems surrounding lead generation, their sales pipeline and client acquisition. Right. If you're selling Cody mobile lead generation, this is what the problem should be. So as an example, you can ask good questions such as, so what's the biggest challenge your sales team is currently facing right now when it comes to generating leads? Or another good one might be, so tell me a little bit more about how you're currently handling lead generation. Or maybe you get asked something with what's been your experience with cold emails and using that as a cold outreach channel. Tell me a little bit more about that experience and that helps you to get them to expand a little bit more into what they've previously tried, which is super important towards understanding what you're trying to do. Right? So by asking these questions, you're going to understand whether they're actually struggling and what they are struggling with. Is it a lack of leads, is it inconsistency, is it a low quality of leads, or is it time and resource constraints? Some people just don't want to do it themselves. Right. And you need to ask these questions to really understand that. So here's an example of what a dialog on a sales call might look like. So let's say the prospect says to you, well, right now, how we're currently generating clients and generating sales calls is we're relying on a sales team to, to handle outreach, but it's just not enough. We're not getting the amount of meetings that we want. So this is a quantity thing, right. So you can say something like, I see, so how are you currently finding prospects? And he might say, well, mostly LinkedIn and referrals, but we haven't tried cold emails before. So now what you could say is you could ask him something about it. So overall then, Mr. Prospect, would you say the main issue, the main struggle that you have right now in terms of lead generation, would you say it's more of a quality issue or is a volume issue? Right. Which of those two would you say it's more of, you know, if you were to pick one or the other? Right. And that really helps you narrow in on the specific problems that he's dealing with. And by asking these type of questions and saying it like this, it helps you understand the problem and helps you determine if the issue is, let's say, insufficient number of meetings, which is something that you could help fix with your own code email service. Now, step three is presenting the actual solution. So this is your actual pitch. So once you've identified your prospect's problem, you want to present your cold email services as a solution to whatever problem they just told you about and the solution to whatever issue that they are currently facing. Right. So maybe in a, as an example, it might be booking consistent sales calls with qualified leads. So as an example, you can say something like, so based on what you've told me, Mr. Prospect, it sounds like your sales team is struggling to keep a full pipeline of prospects. You can just simply not getting enough, in other words. Right. I believe our cold email lead generation, blah, blah, blah, blah. And that's a little bit more of a pitch as to what you actually do. And this is the pitch section of the call. And obviously I'm explaining this as a high level. I'm going to go in way more detail on each of these steps. But as you are pitching your service, it's very important that you frame your solution, your cold email lead generation services, as a solution that will remove all of the pain points, all of the problems they're currently facing, and as a result will make their life easier. Right? So in this specific case, more sales calls equals more opportunities to make more money, more opportunities for revenue. Now step four is handling objections. This is where a lot of people spend a lot of the time on, on the actual sales call. But really it usually comes after the pitch where people might say, well, I need to think about it, or I'm not sure coding most will work, or we've tried other lead generation agencies before, other Legion services, and, you know, we got felt like, got scammed. Right. You want to address these objections, these concerns, and I'll explain to you in specific examples how you want to do that later. And in step five is obviously closing the sale. So this is where you're collecting the cash, right? Where once all the objections are handled, the sale will progress into the next stage, which is how you get paid. Right. So these are closing questions, which might be. So. So, Mr. Prospect, how does this sound for you? Do you think our services can help your sales team to do xyz? Would you like to move forward? Or what's your next step? Right, so this is closing the sale, and this is the kind of the five steps you want to take in all of your sales cost, no matter where it goes, you need to be going on all five of these steps. So the most important part of the sales conversation is actually the discovery phase, because you need to be asking the right questions for you to uncover those problems. Right? And the discovery phase is critical because this is where you uncover specific challenges that your prospect is facing when it comes to lead generation. What you're trying to do, your goal is to gather as much information as you can to understand where your services could really provide value for them. So a really key question you want to ask is something like, what's the biggest challenge that you're currently facing when it comes to lead generation? You're basically asking, what is the problem you're facing? That's basically what you're saying. And this is a really good question because it opens the door for an actual conversation. Whatever they tell you, whatever answer they replied back to you will give you insight into whatever problem they're currently facing. Whether that's, again, right, a lack of leads, poor quality leads, or just simply not having a system at all that can help them book sales calls. So as an example, let's say the prospect says our sales team isn't booking enough calls and the ones they do book aren't qualified. They're not with the right people. Well, you could say, well, what have you tried before to solve this problem? So you're taking whatever the answer is and you're going a layer lower, a layer deeper, so that you're understanding and extracting more information out of them so that it can help you understand what they tried before and. And what they're struggling with. Right. And again, right. By asking this question, It'll help you understand the past efforts and what they previously tried and what worked and what didn't. Another example is, let's say a prospect hits you with, well, we've used lead generation to generate leads, but it's very slow and very inconsistent. We've also tried and hired another lead gen agency before, but we felt like we got scammed. Right? A key aspect is a key question is asking, okay, that makes sense. I understand that you worked with other people before and just never got results. Out of curiosity, why do you feel like that is why do you feel like it hasn't worked? Right? And this is a very good question because it covers the why behind why. What they've tried previously never worked. It's very important you do this because if you miss this part, you're just kind of pitching into thin air. And it's like logical, right? Someone who's tried something before, they're not going to try it again, especially if it didn't work the first time. Right? People won't do that. So by understanding what has he tried before and why hasn't it worked, you're able to position your offer as different from everything or whatever it is they tried before. So if someone says, we tried it before and we just didn't get volume, well, position your service as we're sending a lot of volume. If someone says, well, they're with poor quality leads that aren't decision makers, well, position your service as we will get you directly in front of decision makers. And while you're asking this question, the keyword is the word feel, right? If you read this question, why do you feel like that hasn't worked out? That doesn't even make sense grammatically, right? It's not part of English. By using the word feel like that, right? It literally doesn't make sense to question. But this question will get them to open up about how they're truly feeling about the problem and whatever it is they're facing and will get them emotionally involved, which is what you need in order to actually get a sale. Now, another example is, let's say the prospect says, I think we're just not reaching the right people. We ended up with a lot of low level contacts, not the decision makers. Maybe an intern or something on a sales call. Now what you can say in response to this is something like, okay, I understand. So out of curiosity, what's kind of stopping you from just generating more leads on your own? And by asking this question, this will encourage the prospect to just validate, basically that they need help. You want them to say it themselves that I need help, I need help with this? Right. And your goal is to get them to admit that their team just doesn't have the time to do this themselves. They just don't know what they're doing, meaning they're not the experts or they just don't have the tools or the resources to do this the right way. So now the final example in this specific part of the discovery process is just understanding a little bit more. Right? So let's say the prospect says we just don't have the bandwidth internally to handle all the code outreach right now, understanding these things, you're able to come up with questions that your goal is to identify the gap. So figure out what the gap is. And with questions you're widening the gap, right? That's what you're doing with all of these questions. And the goal is a widening gap between where they are right now and where they want to be. Where are you currently right now and what's your end goal? Right. Six months from now, what do you want to be, what do you want your business to look like? Right. Just stretching out that gap so they understand the prospect understands in their own mind to that there's a missing gap there and there's a problem that they need help solving right now, again, your cold email services is the bridge that will help them fill that gap by consistently bringing in qualified leads or whatever problem that they're dealing with. And whatever the goals are now, the next step is understanding why now. So building urgency for your own lead generation services. So building urgency is very crucial in making any sales. And we're not using like fake, fake scarcity or fake urgency. We're not telling people we only want to, we can only work with three people this month. So they need to reach out because spots will close. You're not hitting them with bullshit like that, right? Because people can smell that a mile away. But what you want to do is you want to show the prospect that by continuing the current approach, whatever they're doing right now, whether that's LinkedIn or Word of mouth, referrals, ads, whatever they're doing right now to generating leads, well, it's not going to work, right? It's going to hold them back. If it's not working right now, it's not going to change in three months if you continue doing what you're doing right now. Right? That's the goal of what you're trying to achieve. So in order to build urgency, you get asked them questions to Help them realize what the cost of inaction actually is. So in other words, what the opportunity cost is. So good questions to build urgency might be. So, John, out of curiosity, then what happens if your sales team just doesn't have more leads in the next six months? What would that look like in six months from now? Or another question might be, so, John, out of curiosity, why is solving this problem important for your business right now? Right. Those are good questions because it will help people realize that they need help right now and not next week or not next month or half a year from now. And by asking these questions, you could also get ahead of one of the most common sales objections, which is, I need to think about it. Because if they tell you, well, we need to figure this out yesterday because our business, we're just not making money. We're not making clients. We're not, we can't go another three months without signing clients. And at the end, if they hit you with, well, I need to think about it, you can literally take what they told you in this section of the sales call and be like, wait a minute, John, but you told me earlier that you need leads yesterday. Has that changed? Right. So it really works to really get in front of certain objections, especially as you're asking these questions the right way. So again, right, here's an example dialogue. Let's say you ask them. So, John, what happens if your sales teams continues to struggle lead generation over the next six months? And he says, well, we'll miss our sales target and it can affect the revenue growth. What you could say is, well, that sounds like a pretty big problem. That sounds like a pretty big risk. How important is it for you right now? Would you say for you to fix it before this affects your bottom line? And he might say, the prospect might say, well, we definitely can't afford to wait any longer. So you're using these answers to get ahead of the I need to think about it sales objection. Right. And again, this conversation will help the prospect realize that they actually need to stop the lead generation problems right now. Their urgency is clear because without leads, they're not going to hit the sales target and miss the sales targets and they're not going to make money and they might even lose money. Now, this next part of the sales call is very, very important because this is where most people kind of get tripped up, because most, when they're having that conversation, all of it is going well. It flows, all of that stuff. And suddenly the prospect hits you with something like, well, Jim, I'm not sure, Code Emo will work for us. Or you know. Well, Jim, I tried other lead generation services before. I've worked with other agencies. I felt like I got scammed. The leads just weren't good. Most people, they just don't know how to respond back to that, right. They think the sale is dead and they move on with the day. But in reality there's a very strategic way to, to pre handle all of these objections, right? Because you could actually pre handle them inside of the discovery phase to prevent them from becoming roadblocks later. And again the keys by asking good questions. So again, right here are some examples of very specific objections that you will hear as you are taking sales cards. I will guarantee that you will hear all of these sales objections if you're taking, if you take 10 sales calls, you're going to hear all of these at least once. So the first most common sales objection is, well, I don't know if cold emails will work for us. And what you could do is in the discovery phase of your sales call, you can literally ask them. So out of curiosity, John, have you tried cold emails before? Have you not? If you did, how did that go? Because by asking this question, if they haven't tried cold emails, you could position your service as a proven kind of like data driven, backed by data kind of method that has worked for many businesses similar to theirs. But if they have tried it before and it just never worked before, you again you want to find out why it never worked out and explain and demonstrate how your approach is different. So position your service as well. Previously when you did this, the reason it didn't work was because of X, Y and Z reasons. That was the old way. What we do is we use a completely different approach. We focus on 1, 2, 3, which is the opposite of whatever they tried, meaning this will actually work this time. So that's how you want to position it. Now the next example is, you know, objection where people will say, well we tried this before but the results weren't great. The leads were really low quality or they're just simply unqualified or maybe they've had a bad experience with other lead generation services before. Well, a good question you can ask is, well what do you think went wrong with the previous service? Or when you tried this before, was it the targeting? Was it the messaging, like the words people are using? Or was it just like the lead quality? What does that kind of look like? I want to learn a little bit more, right? And by asking them and getting the prospect to talk about their Past failures again, right? You're able to position your service as a better solution, a higher quality solution that focuses on bringing in the right leads and not just filling the pipeline with unqualified prospects. In this specific example, right? So again, you have to understand what they've tried before and position what you have as different than what they've tried before. Because if you fail to do that, you're just going to get bucket in. And in the mind, the prospect, you're like, well, I've done this before, it didn't work, so why the hell will I try this again? That's what people will think. So here's an example of dialogue. Let's say you see something along the lines of, so, Mr. Prospect. So, John, you mentioned earlier that you tried another lead generation service, but the leads just simply weren't that good. Where do you feel like that went wrong? And the prospect might say, well, they sent us a lot of leads, but none of them were decision makers. So our sales team was wasted a ton of time on unqualified prospects. Well, what you can say is you want to acknowledge him. You can say, well, that sounds super frustrating. That sounds like it sucks, right? But the thing is, is our approach focuses on delivering leads that are qualified and just ready to talk. We won't just send you the names, the email addresses of leads. What we do is we target the right decision makers based on whoever it is that you want to work with. Whoever it is needs to hear about your offer. How does that sound compared to what you previously tried before? So you're able to position what you have as new. Old versus new is very, very important. You do this. And again, right, by addressing their concerns before they bring them up, before you hear it at the end of the sales call as a sales objection, you're able to get in front of it and you're able to reduce building kind of that sales resistance and you're able to actually build trust in your service. Well, what you sell, if you're doing this the right way. Now, the next part is a section of the call called Building alignment. This is pretty straightforward, right? You're kind of trying to figure out what their commitment level is in terms of your service and how serious are they about all of this and implementing it right now. So you want to gauge how committed the prospect is in actually solving the lead generation problem. And a really easy way to do that is by using kind of like out of 1 to 10 type of scale. So, for example, a really good way of doing that is you can Literally, just say so, Mr. Prospect, on a scale of 1 to 10, I'm curious to hear how curious, how committed are you to solving this lead generation problem right now? One being you're just not interested, this is not a problem, and 10 being you need this soft yesterday, where are you on that scale of 1 to 10? Right. That's a really good way to ask that question. And let's say the prospect says, well, I'm at about a 7, right? And what you could do is basically anything below 8 is it means they have a certain concern or objection or fear about the overall process. So if they say 4, if they say 3, if they say 6, if they say 7, you need to loop back into the sale and figure out what is stopping them right now from getting to a 9 or a 10. And the best way to do that, to actually get in front of that is they're just saying. So, okay, I see you're at a seven. Out of curiosity, what would you say would take that up to an 8 or a 9? Is there anything that is maybe stopping you or maybe holding you back from being 8, 9 or 10 right now? Right. Again, really good question. You're really diving into what their concerns are. Because in order to get a sale, you need to remove every concern in their mind. Someone who has a concern simply wouldn't buy. Like that's a fact. Right. And that's where most people struggle. So again, if they say it's a seven or below, it's a sign that something's holding them back. Perhaps it's a concern about the cold email. So the vehicle itself, or maybe it's the budget, they don't have money, or maybe it's just poor timing, whatever it is, right. That will lead them to being below a seven. And by asking what will make them more committed, you're able to uncover all these hidden objections. Because you're not a mind reader. If they don't tell you this stuff, if you don't tell you that timing is bad right now, you're not going to know that. And if you continue on with your pitch at the end of the sales call, they will hit you with, now's a bad time. And. And it might be a legitimate reason, it might not be. Who knows, right? And you're just gonna be left kind of stumped there. So it's very important you get in front of this before you go in for the close. Now, this is the next part which is handling objections, right? And there's a very specific strategy that I use on all of my sales calls, and it works extremely, extremely, extremely well. I call it the isolation technique. So what you want to do and how this, all of this works is, is when a prospect raises an objection. So whether that is a concern about the price or doubts about cold emails working as a whole, whatever, it doesn't really matter what it is. You don't necessarily need to respond back right away. And this is where a lot of people who take sales calls go wrong. Because if they hear a prospect say, well, this is kind of expensive, they're by default just automatically really defensive and they're like, well, this isn't that expensive. It's 500 bucks. This isn't that expensive. It's $2,000. Right. And it never works well, because it seems like you're arguing with the prospect. You could actually not necessarily respond to it right away as long as you appeal to it. And I'll be showing you exactly how to do that. Right? You could use what I call the isolation technique to actually first confirm if it's a real issue or just a surface level concern. Because a lot of the times when people say, I need to think about it or it's expensive or I don't know if this works, but that's not the real reason that's a surface level concern. And underneath of that surface level concern is a real issue. And you need to isolate that. So here's a really great way of isolating the price objection. If someone tells you, well, this sounds great, but it's really, really expensive, what you can say is, I completely understand. So you want to first acknowledge what they say. Not in an argumentative way acknowledge what they say and validate their feelings and how, you know, kind of their concerns about it. I completely understand that, Mr. Prospect. Just to make sure, if price wasn't an issue, would this type of service, with this cold email lead generation service, do you feel like that might be the right solution for your needs right now? So you see, what I did there, right, is I first acknowledged whatever concern they were. And I asked another question to isolate and really confirm. Is price really your issue or is there something else that that's not price. That's kind of the overall message of what I'm saying with a lot of these objections. And it might say, yes, it would. Right. I believe our services, you know, the service they're selling is the right fit. And then you can say, great. So it sounds like price is the only concern. So in this case it's a logistical thing. Right? They might just, they might Just not have the money, whatever the case is. Right. But by asking this question, you're able to understand is it a legitimate issue like they just don't have money, Your service is $2,000 and the $500 in the bank. Or, or is it they have the money, they just are saying that kind of as an excuse because they have a real objection underneath. Right. And using this approach, using the isolation technique, you're able to get to the roots of the real objection and it shows that price is the real barrier. And it's very easy if it's a logistical thing. You can literally say something like, all right, so once you've clarified all of this, you can offer your solutions and you know, position as different solutions such as payment options. You know, maybe you're helping them scaling their service, but. Or you could just have a ROI calculator that could justify your cost. The next section of the actual sales conversation is the pitch. And that's kind of where you're presenting your lead generation services as the ideal solution for them. So once you walk through that entire process of the discovery phase and you handled all the pre objections before it has come up or before as the opportunity to come up, it's now time to actually pitch your service. And the key in this section, the key to the pitch is to focus on how your lead generation services specifically will solve the problem. Very, very key, how it solves their specific problem. So as an example of a pitch, it's very, very quick. A lot of people mess up here again because they go into the weeds, into what they actually do. You have to understand that most people prospects, they probably don't care because again, back to the first thing I said in this training. People aren't buying your cold email services. What they're buying is the outcome. Your cold email services is just the vehicle that will bridge the gap from where they are right now to the outcome that they're actually buying. So what I've learned after taking so many sales calls, after taking over a thousand sales calls for my own business, is the specific channel you use doesn't really matter as much as the specific thing that you're solving for them. And never ever go into too much detail because you will risk boring your prospect. They're going to, you know, once they get bored, it's over because they're just mentally tapped out and no sale will be made. And the best way to prevent that is by just being as brief about your service as much as possible. No need to. If you're selling cold emails you don't need to talk about email warming. You don't need to talk about how many emails you're sending. You don't even have to talk about VSLs or all of these random things. Building websites, domains, email accounts. You shouldn't talk about any of those things. When I first started taking sales calls, I spent a lot of time talk about that. I was on a sales call being like with prospects. So Mr. Prospect, we're setting up 30 domains for you, 45 email accounts. How does that sound? Right, but that's way into detail and people just don't care. So summarize it and you can say something like, so based on what you shared today, John, I understand that your sales team is currently struggling with xyz. So whatever problem they said what we could do is we have a service. It's a cold email lead generation service and it's designed to target exactly the people that you want, the exact decision makers. We'll do X, Y and Z. Right. We'll create custom email campaigns, we'll do the follow ups, we'll do all of these things. And the goal is we'll put qualified calls directly onto your sales calendar. This way, what this will mean for you is your team will be all focused on just closing deals and not chasing any leads. And again, notice how short this is, right? You don't need to go in more detail than this. At the end of this you could also ask a question. So John, out of curiosity, what questions about the process do you have? And by asking that question, you're opening the door for them to, if they do care about domains, if they do care about the leads list, whatever the specific issue, they're going to ask you about it and you're able to explain that. But if they don't ask you about it, they probably just don't care or they don't even realize that it is a question for them. And, and if you're talking about scraping leads and they just don't care about scraping leads, you're going to bore them because they don't care about scraping leads. So again, by framing your pitch around the problems and the value your service actually provides, you make it clear that you're offering a solution to the exact needs. And super important that you make sure that this is relevant to a specific situation. Because prospects need to know that you can help them specifically, that you're not helping every other person, but you can help them specifically in their specific scenario that they're facing right now. So make sure that in the discovery Phase, as you're asking these questions, you're actually listening to the answers, especially during the discovery. What I like to do is sometimes I take a notebook, paper and pen and I just jot down notes. Sometimes I open on a Google Doc as they're talking, I type it back out. Whatever the case is, doesn't really matter. The point is, make sure you're actually listening to the answers. You remember what they say and you make your pitch specific to the answers that they shared with you. In the discovery phase, as you're understanding the business, you're understanding the problems they faced, what they tried, what they haven't tried, and why it didn't work out. Because if you don't do that, you won't be able to make your pitch as relevant as it needs to be in order to consistently close deals. Now step nine of the process is closing the sale. This is where you're asking for commitment and just collecting payments. So once you presented your solution and you handled all the objections, it's now time to actually just close the sale and close the deal. And don't be afraid to ask for the commitment directly. A lot of people, they sugarcoat around it, they're uncomfortable with it, so they end up asking some open ended question that's not even clear that they're trying to close the deal. So the best way to do it is just to be as direct as possible. Literally ask them, so, John, how does this sound? Do you feel like a service can help you? Do you feel like this solves your problem? Xyz, whatever the case is, what are your next steps? Would you like to move forward with setting up all of this stuff or what does that look like? Stuff like that. That's a closing question. And what you're looking for is you're looking for agreements that they believe in the process and they want to move forward. If they do agree, you want to make sure that you're moving forward with the next steps, such as maybe setting up the onboarding call or sending them an invoice, sending them a contract, sending them an agreement. And if they hesitate, what you want to do is throw. The reason they're hesitating is because they have an underlying concern that is not being taken care of. So as you ask this question, and if someone says sure, right, that doesn't sound very, that doesn't sound very confident that they want to move forward with that. If you hear that, even though the words are saying is yeah, let's move forward, but because of the tone, they make it sound like they're unsure moving forward, you can really just ask them. So, John, again, right out of curiosity, do you have any specific questions or any specific concerns about how all of this works or how this could fit inside your business? And that's where they'll spill the beans and really start talking a little bit more about their concerns again before you close the deal. Right? Because if you hear them agree that they want to move forward, it needs to be a very firm, a very confident, yeah, I'm certain this will work. Let's move forward. That's what you need to hear. And if you hear anything other than that, they probably have an underlying concern. And what might happen is you send them an invoice to, you hop up the call all happy and stuff, thinking you signed a client for a few thousand dollars and they just ghost you and never pay the invoice. So it's very, very important that you do this now in step 10. This is kind of just a general note that is very important for you to understand. It's very important that you sell with integrity. You're helping people, not forcing. It's very, very important to do this right. That's why a lot of people, the sales industry as a whole gets such a bad rap and gets such a bad reputation that because there's so many slimy people, right? People who use high pressure tactics doing all of these other things to convince people to buy something they don't actually need. Because your goal isn't to force someone into buying a service they don't need. Your goal isn't to force someone into buying cold emails. What you're there for is you're there to help them solve the lead generation problem. They have a very specific problem that they don't know how to solve and you are there to help them solve that problem. Kind of like as a consultant, that's what you're doing. So in the discovery phase, if you're asking all these questions and you realize they're just not a good fit, maybe they don't have a problem, maybe the problem they're facing is not something you can actually help them solve. Just be honest and be direct. So as an example, let's say a prospect that you're talking to, it's clear from the discovery phase that what they're looking for is something that isn't something you offer. Let's just say they want help with running ads, but you sell cold email lead generation service. Obviously you don't know anything about paid ads, so you wouldn't be able to help them with that rather than pushing them into buying your service or even lying and telling them that you could run ads, literally just say to them, well, it sounds like John, what you're looking for is more of an inbound lead generation system. You're looking for ads. What we do is cold emails. It's not exactly our strategy. But what we could do is, even though I don't think we are the best fit for you right now, I could recommend someone else or I could point you in the right direction that will help you more in solving this the right way, whatever the case is, would you say that's helpful? So this way you're respectfully turning them away and you're just basically letting them know that hey, we don't think we can help you and that's fine, no worries. We're pointing in the right direction to help you get what you're looking for. And if you do this, people will actually trust you more. Right? People will look at you as someone who generally wants to help them with good intentions. And you're actually going to become a way better salesperson like this. Because almost no one does this, right? Everyone just wants to make some quick cash and as a result they use and resort to all of these slimy tactics or they lie to people, whatever the case is. And if you're that one guy who really tells them, nah, I don't think we can help you. Even if you want to pay us money, we can't help you, they'll trust you way more. And down the line, once they are ready to actually do this with you, they'll be the first person on your doorstep knocking your door, being like, hey Jim, I'm ready to get started. Send me the invoice. So that's kind of how all of, all of it works. And it's very important that you sell with integrity. Right now the final part is kind of the summary for selling lead generation services. So again, right, selling lead generation services involves understanding the prospect's key pain points. You're building urgency and you're showing them how your service can consistently deliver qualified leads. And as you are following a structured sales process, so you're going through the process of discovery, handling pre objections, but presenting the solution and closing the deal. What you're doing is you're guiding the prospect through a conversation that makes them feel just understood. What you want them to think is, wow, this guy, Jim, the seller, this guy who's selling me the service really understands me. He understands what I'm dealing with. The bullshit I'm dealing with and he can help me. That's the goal. And you want to create that level where they feel like they're understood and confident that your service is the best solution for their problem. Now obviously in this training video I gave you a lot of examples. And by using these examples, you now have a framework to actually sell your cold email lead generation services effectively. And by using this approach, by following everything I shared with you today, this approach will help you build more trust. It will allow you to handle objections professionally, and you will close more deals and just simply make more money, which is the goal of the sales call. So that's pretty much it for today's video. Thank you. If you found this video valuable, make sure you drop me a like make sure you drop me a subscribe. Make sure you share this video with someone else who you think could watch this video and gain value from it. Now the first link in the description is a link to Work with me where I will work with you to help you start your own lead generation agency and scale it to $10,000 per month in the next 90 days. It's a one on one consulting program. It's not a course. It's a consulting program where I will work with you. I will literally help you write your code email campaigns, put together your vsl, review your sales costs and help you start and scale your lead generation agency to $10,000 per month in the next 90 days. Now the second link in the description below is a link to a full step by step free lead generation agency course that I recently put together on YouTube. It goes over everything you need to know to actually start your own lead generation agency if you want to go out and do it on your own. But that's pretty much it for today's video. Hope you like this video and I'll see you in the next one. See ya.