Networking Tips By Joe Apfelbaum

We are back live on LinkedIn, Facebook, YouTube, everywhere that you see us live. Thank you so much for joining us. Jeff, thank you for being here with me.

Joe, I'm so excited because as you know, I'm a sales expert. I've been selling for 48 years. I've been teaching people how to sell and coaching them. But there's a challenge that I have. I came out with these new sales training videos that are online that people can, you know, download and watch and learn. But it's a very different sell. I'm used to talking to people face-to-face and selling them one-on-one. But You, my friend, are brilliant at using webinars and I don't know how to use a webinar to sell. Can you please help me with that?

Okay. I love that. I love this topic, how to use a webinar to sell. If you guys are watching this live in the chat, say, I want to learn, in the chat. I'm curious to know who here wants to learn how to do that. And what I'm curious is how many webinars have you done, Jeff, in the past? I don't know. You're doing this for a few decades. How many webinars would you say that you organized and conducted?

Well, recently I've only done about 3, but over the last 18 years I've probably done 50, 100. I've done lots of webinars, usually not for the purpose of selling, just to share information and hopefully get people interested in reaching out to me. But right now I'm interested in selling a particular product, and I don't want to be real salesy, and I don't want to be pushy with people. I want to make sure I'm giving great value, but at the same time, get them interested enough to buy my product.

There's a lot of different reasons to do a webinar, and if you're doing a webinar with the goal of selling people something, there's a very different method of presenting yourself at that webinar than it is if you're doing a webinar with the goal of getting them to book an appointment or getting them to know who you are or nurturing them or guiding them. Or just literally education. You're just doing like a branding thing where you're just educating people. There's lots of different webinars that you can do. If you want someone to actually buy something at your webinar, these are people that you have to get onto your webinar that already somewhat have warmed up to you and that are the right target market. So you have to be speaking to a specific target market. So part of getting people to buy is not just what happened on the webinar, It's also what happened before the webinar. The highest closing rates that I've had on my webinars, it was from people that already have watched a previous webinar or from people that already have entered my funnel and have been getting ads and have been getting emails from me and have been seeing me on LinkedIn many times and maybe even have spoken to me. Like for example, on this webinar right now that we're doing, this LinkedIn Live that we're doing, I'm curious to know how many of you have already seen me in the past and how many of you it's the first time that you're seeing me. There's not a lot of people that would commit to joining your webinar if it's the first time they're seeing you and all of a sudden they get a random email or a random message from you saying, hey, join my webinar. I'm Jeff. Spend an hour with me. Like, what's the likelihood that they're actually gonna hop on a webinar? And a lot of people use the webinar as their top of the funnel. That usually doesn't work. And that's why it's so expensive. Yeah. To get someone to join a webinar on the top of the funnel, and those people are not warmed up yet because a webinar is not a top of the funnel activity. A webinar is more middle of the funnel and sometimes even bottom of the funnel if you're looking to close deals. Now, the price point also has to be right for what you can sell on a webinar, because if something is more than $2,000 or $3,000, usually you have to get them on a call. That's why when we do a webinar, we get people to apply to our program, but if we're selling our AI course, which is just a few hundred dollars, then we just sell it right on the webinar. And so there's a very specific way that you conduct that webinar when you're doing that. And to start, you first have to engage the audience to have them know who you are, what is your authority in this space. And then what you need to do is you need to be able to show them why they have a problem. Why is this even a problem for them? And then you need to show them how you can solve a piece of the problem for them today on the webinar. But then what you need to show them is there's a lot more for them to be able to go through. And for that, they can buy your program at the end. And you do all this at the beginning of the webinar, the first 10, 15 minutes. I don't know if you've watched my webinars. I'm very good at doing this. I first set the stage for them, tell them who I am, my background, and what I'm about so that they start trusting me. I have some level of authority with them. Even though they've seen me before, I got to remind them around, hey, who am I? What are my accomplishments? And a lot of people don't want to do this. There's ethos, logos, and pathos. Egos, logos, and pathos. Ethos is your authority. Logos is the logic, the reason. And then at the end of the day, the pathos, which is our emotions, that's the reason people buy. People Buy because of emotion. They back it up with logic, but in order for you to even enter that conversation, you need to have authority first. So if you look at my pro— if you look at my webinars, and for those of you that have— are curious to know about my webinars, just let me know in the chat. Say, Joe, send me your most recent webinar, and I will send you my most recent webinar right now. I'm going to quickly just take a peek at the chat just to kind of see if people are actually chatting over here or they're not chatting over here. And by the way, while I'm taking a peek at the chat, if you're watching this live, give this a like. And give it a light bulb like. Don't just give it a regular like, give it a light bulb like. I'm curious to know who's here. It looks like Mike Stewart is on right now. And me and Mike just had a conversation on the phone. Jeff, we just had a phone conversation. He said he got one of our cold emails. He responded to it, booked a call with us. I got on the phone with him myself. I had an amazing conversation with him and I said, I have to go because I have a LinkedIn Live. He's like, how do I go to your LinkedIn Live? I said, just go to joelinkedin.com. I'm going to be going live. And now he left a comment because he's watching live right now. So Mike, you are awesome. Thank you so much for being here. Really appreciate you. One of the things that I want to be very clear is after you give people the authority, and remember, authority is not about bragging. I wouldn't want you to brag and say, oh, I'm the most important person in the world. Just share your accomplishments. For some of you have known me, some of you don't know me. I'm just going to quickly talk a little bit about who I am. My name is Jeff Goldberg. I've been training people on how to do sales for the past 30 years. I've been the number one speaker at the National Speakers Association. I've trained over 100,000 sales reps, and I find that people have this particular problem, and this is why I designed this course that I'm going to talk about later. But now let me just show you my process, and then you show them— remember you did the ladder of success? How do you get from the bottom to the top? So you're showing them the journey, showing them And then they self-identify that they're in the middle and what their problems are with being in the middle and how they can get to the top. And then after that, you can show them your full solution. You show them your, let's say, your steps to success. Let's say you have 3 steps to success, step 1, step 2, step 3. And in each step, there's how to book the calls, how to whatever. And then you're going to help them solve one small problem today, but there's a whole bunch of problems they're going to need to solve. And in order for them to solve all those problems, at the end, they're going to have to buy your course to solve all the problems they have. But right now, you're going to help them solve one problem, and you're going to talk about that problem. And usually what's going to end up happening is, and you're going to see, if you get people that are wanting to take screenshots and wanting to take a picture of your graphic that you have there, whether it's the ladder of success or the 3 steps to success, the journey or whatever, if you want people, if people are taking pictures of that, that means That you're likely to sell something at the end. If no one's even interested, if you say, all right guys, now, and you see their videos and they— and you say, guys, take a picture. If you, if you feel like you want this, take a picture now. And you see people in the little video taking pictures, then you know that you're in a good place and you're delivering value to them right then and there. And I also often ask people, hey, are you guys getting value right now? Who here is getting value? If you're getting value, put a number 1 in the chat to make it really easy for them. Or put a V in the chat, as in value. V as in value. And then I see a bunch of people put V in the chat. And if I'm not delivering value and no one's putting V in the chat and no one's engaging with me, then I'll just talk about whatever I want to talk about until they start— you know, I'm not going to keep delivering value, the value that I think is value, until they start asking questions or they're engaging. I want to know that they're alive, that they're there. I'm not just talking at them because otherwise no one's going to buy anything. You're— it— if no one is engaging with you in the chat then it's not likely that anyone's going to actually click on a link and buy something. So you got to make sure that you're actually engaging with them. All the webinars that I've seen that do really, really well, they get a lot of clients, is because they engage the people in the chat and people actually went through and actually engaged. Um, and then the other thing you want to do is— and I used to be afraid of doing this because I was so focused on delivering value— is showing people case studies and testimonials. That's something that's really important and telling stories about transformations on clients. So the other day I was talking to Mike and Mike is an awesome client of mine. He bought our AI course. Before he bought our AI course, he was really worried about how to create AI avatars to clone himself because he doesn't have a lot of time and he wanted one with a specific English accent. So I show him my avatar. By the way, guys, check this out. Welcome to the future of LinkedIn networking. Introducing Evy AI, your intelligent companion for mastering LinkedIn engagement. I'm Mojo Apfelbaum, Joe's AI avatar, and I want to tell you about his new business. Okay, so that's an— that's a clone of— that's not actually me, that's a clone of me. And so I just bring it right in, people are excited, you know, like I do fun things like that and I tell stories about my client and what I did for them and what I showed them and then the results. And if you do that over and over and over, it may seem like you're not adding value, but really what you're doing is you're getting the audience excited about getting those same results. They're like, I want to get those results. What do I have to do? And then you could say, and then you keep showing them. And it's not just telling stories, but it's telling them stories where they learn something from that story as well. Like, oh, I need to post on LinkedIn. Oh, I need to engage on LinkedIn. Oh, I need to send direct messages, but how do I do that? That's what you want them thinking. But how do I do that? So if you say you need conversational selling skills, you need to have conversations, you need to have conversational selling skills, you need to learn the 3 things that he learned in our program, and they're thinking to themselves, I need conversational selling skills, I need to 5x my revenue too, I need to gain another $100,000 in clients, and I need— but how do I do it? So if you guys want to learn how to do this, I'm going to be giving a special deal at the end of the seminar Just write deal or write interested in the chat if you guys are interested in this deal. And then you can see right away, anybody want a deal? If nobody wrote deal, nobody wrote interested, you probably don't have the right crowd. You probably don't have enough people. But if you have a webinar where it has, let's say, 30 people and 20 out of the 30 wrote deal, you know you're going to close some deals today. You know people are interested. And so then you just walk with them. Yeah. And talk to them and get questions. Now, the questions that people ask are extremely important too. If nobody's asking questions, Jeff, I would make a list of questions that they should be asking and put them up on the screen and say, which one of these questions would you like me to answer for you? And all those questions should lead to them having to buy your course at the end or your program or your service or whatever it is. So you could see which one of these do you want. Another thing that I do is I play bingo with them and ask them, what is the problem? So there's 9 different problems that I have on a bingo chart. And I say, which one of these problems resonate the most with you? So I say, if one resonates the most, and whoever gets all of them wins the bingo. So wins the bingo gets a special, special deal on my course. But I want to know who resonates with problem 1 on the bingo chart. Bingo. Let's play bingo, and you'll be a bunch of people say one. Okay, who resonates with problem two? And you explain the problem, and then problem two, problem three. Then you see who resonated with which problem, and then you just start talking about why this is such a big problem. Then you share another testimonial of how you solve this problem for David and for Sally and for Sarah, and but you keep going. And then at the end you say, listen guys, I'm gonna offer you a crazy deal. Just whoever wants to buy right now is gonna get a crazy deal. I just put a link in the chat with the deal. It's only available during this webinar. I'm also going to include a conversation with me to go over it and a bonus, which by the way is worth 10 times more than whatever the program is worth that I'm selling the program for. So you'd be crazy not to take it, but I'm crazy for making this deal. And together, let's get some crazy results. And you say, who's in? Just write, I'm in, and I'll reserve a seat for you and I'll make sure that you get the link. And then you'll say, I'm in, I'm in, I'm in. Hopefully you'll get a bunch of people. If you get 5 to 10% of the people that attended the webinar to buy during the webinar, you did really, really, really good. You're never going to get everyone to buy. This is not Walmart where everybody that comes in walks out with something because they have everything there. There's a specific thing that you have. Hopefully it'll be everything to them and they will want to buy it either now or later. But if you create urgency, If you create scarcity, the first 5 people that buy get this extra bonus. If you give a guarantee, I'm going to give you 100% of your money back, or I'm going to say, or whatever it is, you know, you can give different, there's lots of different guarantees. If you call your thing a specific name, which I know you have, yours is called Conversational Selling Skills. Mine's called the Evergreen Networking System or the Sales Navigator Bootcamp. You have to call it something. And then at the end of the day, it's about really delivering value to them. So the way that you're going to get testimonials Because if you don't have any testimonials initially, is by giving away your product. So initially I gave my product away to my friends and my family and the people that I know, and they got it and they watched it. They did me a favor to watch it initially, but after that they're like, you did me a favor, this was amazing. And then I would do video testimonials with them. I'll show you guys, I could show you guys an example of a short video testimonial. Here's one that I have from Savvy. Check this out.

As a result of the LinkedIn coaching with Evergreen Networking for teams, in the first 30 days we have started to put in place, we have closed $40,000 in revenue directly attributed to what we learned to do on LinkedIn via coaching that Evergreen Networking provided us with. After working with Evergreen Networking and, you know, having attending, having attended a lot of your sessions and your course, I think we were really able to streamline our process, hone down into our message and our offering, and have a better outreach strategy to our customers. And that really has helped us multifold our results, you know, and our client acquisition as well. So it's been really, really helpful. It's been amazing. In our first coaching session, I got massive value. Joe and the team got straight to the point and gave us strategies that made perfect sense. The LinkedIn training for teams that Evergreen Networking took us through was easy to understand and very simple to implement. The course and the coaching program was also really helpful for me and my team because it happens, you know, it happens a few times a month. So the strategies that I got were able to be applied right away. The frameworks, the scripts, the checklists, all of that make You know, using LinkedIn much more approachable. Every time I've attended one of the sessions with Evergreen Networking, whether it's Joe or someone else, I always leave that session learning something new that I'm like, "Oh, I thought I knew LinkedIn, but this is something I learned today." So it's been it's been it's been game changing for me and my company.

Wait a minute, wasn't that your brother? No, I'm just kidding.

Well, he does look like me. He does look and sound like me exactly like me. So of course, people will. Confusing for my brother. But, you know, if you take a look at— and, you know, you may not be able to see my background right now, but let me just see if I can change the background of the screen. Let's see if I can change the background of the screen. Let me turn— I'm gonna turn off my video for a second just to disable camera. Okay, no, my video doesn't disappear when I do that. Let me see if I do it like this. No, but in the background of my screen, you see there's something over there. There's something in the background like a graphic. That's the graphic that I typically present. I'm going to turn my camera back on. That's the graphic that I typically present. Oh, you know what? I can turn it off like this. Check this out. So that's the graphic that I typically present. So for those of you that want to take a screenshot, I'm going to give you guys a minute to take a screenshot or 30 seconds here to take a screenshot. Check it out. And if you guys, if you guys want to see this again, feel free to let me know that you want to see it again. And I'm happy to share it with you guys again. But, you know, bottom line is, for me, the bottom line is that I want you to know that there's an actual strategy to be able to get people to buy things and not to just, you know, wing it. Because if you try to sell too much, people are not going to want to buy. People hate being sold. They love to buy, but they hate being sold. So you actually have to be solving a problem for them. And if you're giving them a money-back guarantee, we offer a 14-day money-back guarantee. If you are giving them the support they need, if you clearly understand their problem better than they can even describe it, like you're clearly telling them and articulating to them what their problem is, And you're showing them that you're the only solution and you're creating scarcity and you are creating urgency and you're sharing the guarantee and you have a really solid name. Those are the things that I learned from Million Dollar Offers, believe it or not, from that book I suggested that you read. And I did a bunch of LinkedIn Lives about it as well. So you guys can go later and check out my LinkedIn Lives that I've done in the past. Look at that $100 million offer. It's amazing. Well done. I love that. So highly recommend, Jeff, that you consider the different things that I shared today on this LinkedIn Live when you're doing webinars. And here's the other thing is I just dropped a bunch of comments on my own video here with people that they can watch the replays of my previous 2 webinars, one for AI and one for LinkedIn. So I have 2 main offers. I teach people how to use AI. So if people want to go check that out, I put it in the comments. And the other one is I teach people how to use LinkedIn. So those are 2 separate webinars, 2 separate products. And both of those webinars, I've had people do different things. With the LinkedIn one, I have people apply and after they apply, I help them book a meeting and then I have a conversation with them because when they apply, I'll know what the conversation needs to be about in order to help them be able to sign up to our program. And not everybody qualifies for our program. And then for the AI, then it's just about giving them a deal and making sure that I add bonuses like tutorials and 1,000 ChatGPT prompts and other things that I throw in as bonuses. So highly recommend you guys check out those, uh, 2 things, um, and then make sure that it's not the top of the funnel. Make sure that your webinar is not on top of the funnel. A lot of the people that are watching this particular program right now live, both on my profile and your profile, Jeff, are people that know us already. They know who we are. They've been watching our stuff already. So the likelihood of them buying something now, if I offered something to them, would be high. But I'm not selling anything right now. I literally have nothing to sell unless, of course, somebody wants to buy something. Then of course I have something to sell. But if they wanted to buy something, they would already put in the comments— they just wrote, I want to buy. By the way, do you guys want to learn about my new AI tool called Evie AI? Just put the word AI in the chat if you're interested in that, and I can show you guys how it works. We actually added a new feature yesterday, which I think you guys can really benefit from. So just write AI in the chat if you're here live. Do you see what I'm doing right now, Jeff?

I see it perfectly.

In real time, I'm trying to see if anybody even has a remote interest in potentially learning about a product that they could get for free and then eventually pay for if they're interested in. And so far nobody wrote, I want AI or anything like that. And so I'm not even gonna get into any pitches. I'm not gonna go and say, oh, I'm gonna pitch you something, because the riches are not in the pitches, because the pitches get stitches.

Well, Laura's interested in AI, and so am I, because I already love Evie AI. So I'd love to see what the new feature is.

Okay, okay, okay. So if Laura's interested— do you see what happened now? Now Laura's interested. So that's amazing. By the way, if anybody else is interested, write I want AI. And also, if you're watching the live, write live in the chat. If you're watching the replay, watch replay in the chat. So I'm gonna just pull this out over here. I'm gonna pull out the chat, um, and I'm going to share my screen real quick so that you guys could see my full screen. I'm just going to do entire screen, this screen, screen 1. Okay, so now you guys should be able to see my screen all on screen 1. So the new feature of Evy AI, evyai.com, is the ability to save Profiles, the ability to save profiles. I already have your profile saved. When I save a profile to Evie AI, I can click on see recent activity on a person, and then it loads not their profile, but it actually loads all their recent posts. So if I want to consistently post comments on your posts, it's very hard for me to go in there and start looking for your recent post on LinkedIn. It's like a whole It's a whole sabbatical to do. I will— I could use Evvy AI to quickly leave a comment on your post. As you can see, it's going to read the post. Hey, thanks for sharing the upcoming event that you'll be hosting. I'm always on the lookout for valuable networking events. Looking forward to attending. So I just pressed post and I just left you a thoughtful comment on this post that you posted an hour ago. But the only way that I knew that is because I already had saved your profile over here. Like, for example, Rhonda, if I wanted to If I wanted to let Rhonda know that I'm remembering that she exists, I see another event that she's attending here. So I'm gonna go ahead and I'm going to generate, hey Rhonda, thanks for sharing the upcoming event that you'll be attending. I'm always interested in valuable networking events, blah, blah, blah. I'm gonna press comment. Same thing that you, same type of post, but I didn't have to write the post. That's the beauty of it. I also didn't have to wonder what was actually posted from that particular person. If I wanted to say Naftali, I wanted to see what he posted, I can easily go in here. And so instead of waiting on the feed for something, and I see I already left a comment on this one, so I don't have to worry about this. I know that I have him covered. I want to make sure that I have all my clients and all my referral partners and all my network, my whole network. I want to make sure that I have them covered. And so once a day, I'll just spend a few minutes and going through my 5 to 30 people that I'm going to look and just see. And most of them, I don't even have to leave a comment because they didn't even post. I completely agree. Understand to do mastermind groups and calendar management to stay on top of things. Yes, yes, yes. I agree with you. And I left a very thoughtful, beautiful comment on Margo's posts. So that's one of the features that we recently added. And now If you go to anybody's post on LinkedIn, let's say for example, Evan Blumenthal, you have the ability to save the profile right here to Evy AI. You see that? Once I press save, I can see the recent activities or I can click on this and it'll show me all his recent activities, but it'll also save it here. You see Evan's profile was now saved to app.evyai.com. You see it's right over here, app.evyai.com. If you want to get there within the program, you just go to the top and you click on the little Evy AI logo, and then you click on See Recent Activities, and then you can get to the backend as well, to app.evyai.com.

Boy, that makes it easy.

Yeah, it makes it really, really easy. And here's another feature that we recently added. I'm going to go back over here. I'm going to close this up. I'm going to show you on the backend, there's something called personas. So if I wanted to add additional persona about, say, Evergreen or Evy AI or anything, I can add those personas. And I'm going to click on edit so you can see the Joe Apfelbaum persona. It says Joe Apfelbaum. I put a picture of myself. I wrote, I'm a person, not a company. Then I wrote the industry I'm in, the keywords, my tone. I'm going to do professional tone. And then I write who I am. Joe Apfelbaum is the CEO of Ajax Union, a B2B digital marketing agency that works with B2B companies to help them get an ROI from digital marketing. Joe is also the founder of Evergreen, blah, blah, blah. You see that?

Yeah.

I wrote a lot of things. I press update persona. And it updated my persona. Now if I'm on LinkedIn and I want to leave a comment on anybody's posts, I can select that particular persona. So for example, if I want to leave a comment on Gary Vaynerchuk's latest post, I can select the Joe Apfelbaum persona, hit ChatGPT-4 or 3 or whatever, press generate. It'll take into account his post, my persona, my tone, the goal And it'll generate a comment based on my persona. That's extremely powerful. I couldn't agree more. The organic reach on LinkedIn is indeed a goldmine. As a CEO of a B2B marketing agency, I've had firsthand on how consistent content creation on LinkedIn can significantly boost a company's presence. Look at that. Look at that. It knows I'm the CEO of a marketing agency.

Wow.

Wow. How cool is that? That's amazing, my opinion. Thank you. Thank you very much. Now I'm going to be one of 3 comments within 2 minutes of the CEO of VaynerX. Look at that, Gary Vaynerchuk. And he's one of the saved profiles that I have here. So I saved Gary Vaynerchuk right over here. You see that? So I know exactly when he's posting. Alex Hormozi, the new book, $100 Million Offers. I check his profile all the time, but I don't have to go to his profile to check it. It's right built into my browser under Evy AI. And now I'm able to just give him a like, leave a comment. I could leave a very thoughtful comment. Again, I could select my persona. I could do CEO of Ajax Union or whatever. I could press generate and it'll generate something that's extremely relevant. Boom, just like that. I completely agree with your perspective as a CEO, as a marketing expert, I saw firsthand, blah, blah, blah. So it knows I'm a marketing expert and CEO. Boom.

Okay.

So this is, this is extremely powerful if you're going to be, you know, it's one of the strategies I wrote about today on my profile. So if you go to my profile and you took a look at, by the way, this is us. This is how we show up on my own profile. But if you take a look at my posts from today, you'll notice that I posted this 3 hours ago and I posted the link. I had it side by side, Abby AI, and also me showing people exactly how to do it. You see that I wrote this whole thing there. Tina Larson commented and so on. And then, um, she tagged this person, said good materials for sharing, thanks for presenting at Atlantic Tomorrow's office. Um, that's cool. Now I'm gonna go in here and see what this guy's up to here. I'm gonna accept his connection request and I'm gonna build a relationship with him. This is extremely— if you learn how to do this stuff, if you learn how to use these tools It's extremely powerful. Another part is now that we have our post writer off LinkedIn, it used to be that you would have to go to LinkedIn to write a post. You click on start, you click on start a post, and then you would have to write the post over here. You can click on Evy AI and Evy AI will write the post. Now you can do it in our post writer here on the side. So you click on, let's say for example, provide value, informative, Ajax Union. The persona is Ajax Union. Tell a story about Ajax Union and how we came and how we help our clients. Okay, and I'm going to press GPT-4 just to make it a little more exciting. It is going to take a little bit longer. GPT-4 does take longer than GPT-3.5. So if you're wondering which one you should use, it depends on how much time you have. If you have the time to wait till it finishes spinning, use 4 because it is a little bit better. Actually, it's 10 times better. But if you don't have time and you're in a rush, then you press GPT-3.5 and it'll just appear much, much quicker. So it'll just take a moment here for it to spin around. But I'm curious to know, Jeff, what do you think about this tool so far that I showed you the new features?

I love this tool. Heavy AI is freaking awesome because it, it not only makes it easy, but it makes it so much faster. And, you know, as a solopreneur, who's doing everything, speed is of the essence. I want to create great content, but the quicker I can do it, the better off I am. So absolutely fantastic.

Awesome. And I love checking out your profile. You have so many great things on your profile. So if you guys haven't checked out Jeff's profile, highly recommend you do that. Check out his profile. Also, if you want to learn about his programs, he has 2 programs. One of them is called Conversational Selling Skills. The link is right here in his about section. The other one is called Professional Prospecting. Do you wanna tell us real quick about Conversational Sales Selling Skills and about Professional Prospecting?

Sure. Uh, by the way, let's not forget Laura has a question. Why don't we deal with her question before we get to my program? So she wants to know, when you add somebody like that, uh, in your saved profiles, do they know?

They do not know. No, they don't know. You're basically just saving their link onto your account on Evvy AI.

There you go, Laura.

That's what you're doing. That's your answer. And by the way, this is the post. Ever wondered how a B2B company can truly get an ROI from digital marketing? Let me share the story about Ajax Union, a digital marketing agency that does just that. At Ajax Union, we're not just a team of experts in marketing strategies, web design, SEO, and SEM. We're a group of innovators who understand the importance of each stage of the marketing funnel. We don't just, we don't just create bottom of the funnel messages to top of the funnel prospects. We created segmented messaging and marketing assets for each stage of the funnel, driving prospects from the top to the bottom line. Our process is thorough and unique. We start by learning about our clients through detailed workshops, followed by industry research. Look at that. Look at that. This is really, really good. And it's all because of my persona. So the better your persona, the better it's going to come out.

And it happened so quickly.

Yeah, it happened so quickly. Just, just boom. Just like that.

Boom is right. Love it. Love Evie AI. It's like so many of the things you do. I love your Sales Navigator course. I love all your stuff, Joe. I just do. That's why I asked you for this help.

I appreciate it. So front and center, tell us about your programs.

Oh, got it. So, uh, well, I'm a sales coach and trainer, so I work with both individuals and organizations to help them increase their sales. And I've got 2 programs, Conversational Selling Skills and Professional Prospecting, are the same programs I've been teaching at large companies like Cisco Systems and Siemens and Aramark and State Farm and Citibank for years and years and years as full-day seminars done in person. But I realized not everybody is a corporation. Not everybody has the type of money that it takes to bring me to a company to spend a day with their sales team. So I wanted to create something that anybody could use, whether you're in sales as a professional salesperson or like you're an entrepreneur or solopreneur that as part of their job has to sell. So Conversational Selling Skills is the sales process from start to finish. Now that you're actually meeting with a prospect who's agreed to talk with you about what it is that you have to do for them. It's how do you establish rapport? How do you ask the right questions, which are actually the key to selling? How do you confirm the answers? How do you make a presentation based on the 4 elements that you need in any presentation? How do you negotiate and how do you close? Of course, handling objections, rebuttals, and things like that. Professional prospecting is what comes before conversational selling skills. So if conversational selling skills takes over when you actually have an appointment to meet with somebody, professional prospecting is how do you get those appointments? And it includes things like, how do you cold call? How do you use LinkedIn? Of course, not to the extent that you teach it, but how do you use LinkedIn? How do you get referrals, networking, and all types of things so that you get enough appointments and then can close enough business? And you talked about, you know, the proper price points before. So I priced these incredibly low, and I just engaged the services of a marketing company who's going to start helping me market these things. And the first thing they recommended was to quadruple the price. So If anybody's actually interested in listening to this, they should reach out to me immediately. I'll send them a link where they can— as a matter of fact, if somebody says that they saw you and me talking, I will send them a link for 20% off the already very low price. They're both under $500 apiece. They're gonna go up to $2,000 apiece each very shortly.

Just write interested if you guys are interested in the chat. If you're interested in the special deal, just write deal or write interested, and we'll get you the information that you need. So, you know, we'll be monitoring the comments over here. So you don't have to do a lot of work. All you got to do is write interested or write deal in the chat, and we'll be more than happy to provide you with more information about this. Jeff, thank you so much for being here. Really appreciate you. Really appreciate you as a friend. Really appreciate you as a colleague, as a peer, as a client, as an apple, as a tomato.

As a fellow concertgoer.

As a fellow concertgoer. We had so much fun the other day. Thank you so much for being in my life.

Thank you, Joe.

And I'll see you online. Bye, everybody.