Behind Closed Doors: Real Sales Training with Matt Ryder
In this live sales workshop Matt Ryder walks participants through a practical, hands‑on system for turning genuine logistical objections into predictable follow‑ups, building a high‑velocity pipeline, and generating referrals. He first redefines “follow‑up” as a scheduled, time‑bound action to resolve a real barrier (cash, partner approval, etc.) rather than a vague future call. He stresses never booking a follow‑up call; instead, block dedicated time in your diary and set a realistic timeframe for the prospect to clear the obstacle. Participants learn to ask prospects for a preferred outreach cadence, lock it in, and use their CRM as a daily task manager, creating deep‑focus blocks and unscheduled‑task buckets for no‑show periods. Matt shares tactics for improving show‑up rates (avoiding low‑performing days, using Calendly data, and personal pre‑call messages), handling cancellations by pulling forward other calls, and leveraging a “pre‑call sequence” with FAQ videos to warm prospects. He recommends tools such as Calendly, HubSpot, and SalesKick for calendar optimization. The session also covers systematic referral generation – asking at high‑point moments, treating referrals as a regular task, and using a “cheat‑code” lead‑magnet creation method that extracts the most common prospect problems from sales calls. Finally, Matt introduces the “apocalypse plan”: a contingency blueprint of multiple outbound strategies to sustain sales when inbound leads dry up. Throughout, the tone is conversational, instructional, and occasionally blunt, with a confident, enthusiastic sentiment toward the methods presented.
Chapters
I don't know if they can. I reckon they can. Wait one second. Where is it? Oh, people can. All right, sweet as. Let me know if you cannot hear me on YouTube. Okay, cool. All right guys, so we're going to be going over this file. Okay, so first of all, what we have define follow-up, okay? Uh, follow-up is not you can't— from an objection, okay? And so you just go like, hey, in 2 weeks I'll reach out to you and speak to you, right? That's not what follow-up is. Follow-up is, is you have a lead that has a logistical concern, right? And they have a want and a desire to actually do the product, to buy their product or get the service, but there is something that's stopping them. Okay, so we have to be very clear on that because I think a lot of people— and you can let me know if you're guilty of this— what they do is they have a sales call, they don't close them, they kind of can't handle the objection, they go, hey, let's set a follow-up call for 2 weeks. And all of a sudden now you're kind of like stacked with these unnamed booked calls, right, that sort of do nothing. You know what I mean? They rarely show up and yada yada yada. So I think that's why people think that follow-up doesn't really work. Whereas that's just not kind of how it works. So first thing is first is you have to get a— you have to get someone to want the product or service. Like, they have to actually want it, right? So there has to be a desire to move forward, and it has to be more of like, this isn't like a fear objection that you couldn't overcome. This is— there is a logistical objection, which is why you guys have got to get square on your objections. Like, if it's logistical, just can't really move forward, right? Because there's just an issue. Then like what we're gonna do is then set a goal and a time for them to be able to overcome that objection, or, or like, uh, sorry, um, to overcome that like, like logistical barrier. Okay, so when I'm, when I'm selling somebody, um, and it's like it's clear that they want to do it, they need to do it, but there is something in the way— if someone doesn't have the cash on hand, that's not a poor mindset. They do not have the cash on hand. Right? There's just something stopping them. Or they might have a business partner or someone, or they might actually need to speak to their partner because like they cannot make that buying decision without them, right? All these things, if true, are totally fair enough, right? We can't like beat people over the head with mindset bats because like they need to speak to their wife about spending $20K. Most of you would as well, right? So it's like, it's fine, all right, as long as it's like genuine and legitimate, in which case your objection handling is designed to uncover that to make sure that concern is actually real, right? Then it's like, okay, cool. What are the next steps? Okay. So once you've confirmed all of that, it's like, okay, uh, what I'll do is I'll go, okay, it seems like this is something that you really need and want. Yeah. And there's just a barrier in the way. Okay. How long do you need to overcome that obstacle? And I ask them that directly. How long do you need? If they say a month, I'm going to challenge them to do it in like a week. Or sorry, in like, in like 3 weeks. If they say I only need a week, right? And it's like they have to, it seems fairly complicated. There's a lot of things going on. I'm going to challenge them that are they sure that's all they need? Because what I want is I want a reasonable and predictable timeframe that can actually get it done in because these people are actually going to try and overcome this obstacle, right? This isn't like pretend follow-up, it's real follow-up. So it's like they have a need, a want, and a desire. Okay, so it's, uh, so we go, okay, when can you get that done? Now they can't overcome 14 different logistical issues in a week, right? Um, so like that's not going to happen. So it's like, hey, that's a lot of stuff to do in a week. Does that seem reasonable? Do you feel like you need more time? Now they think about it, give them more time, because that means what you don't want is for them to not do it in a week and then give up. Right, like, that's not good. Like, that's not good. Also, if it seems pretty simple and they think they need 2 months, I'd go, hey, like, if I challenge you, do you reckon you can get it done in 6 weeks? Okay, so the first thing is we need to find that nice bracket of time that we think seems reasonable to solve that problem, and then we need to kind of like lock that in. Now, what we're not going to do, okay, is book a call. That's not going to happen. We're never going to book calls, right? Say it with me: in follow-up, we never book calls. Okay, you just block time out in your diary, okay, uh, for follow-ups and referrals, and you can block that out. And then today what I'll give you is I'll give you a, like, what to do, um, like what to do when I have a no-show type thing. Okay. Um, yeah, I'll also write all that out today. Okay. So it's like a, it's like how to, there's like scheduled tasks and unscheduled tasks. Okay. So, and that's how you'd be like super productive in sales, but we don't book the follow-ups. Right. So what we do is then we go, okay, cool. We get the time. Then it's like, all right. Uh, then what we do is we ask them, okay, for what is a reasonable like outreach sequence for them. I know that sounds crazy. It's like, hey, how often are you okay with me reaching out to you to make sure that you're still on track, right? So it's not like— that's why when people say, hey, what's a good sequence, the answer is whatever is good for the person, right? And everyone's going to be different. Some people say, hey, yeah, once a week. And I'll say, if I call you twice a week, or just message you once a week, call you once a week, are you cool with that? Yep, sweet. Now we're cool. Like we have permission, like this is no big deal, right? And then we don't have to do like value-based follow-up because value-based follow-up is for people that are sort of massively on the fence. It's a totally different thing. This is people who want to do it, which is like, hopefully you're good enough at sales to where people at the end of a sales call want to do something, okay? If they're not, if you're not and they don't wanna do it, then you're probably not good enough at sales, all right? So we get that agreed-upon schedule. Then from there, what I'll do is like, uh, I will just set little reminders for myself. And in the CRM, I'll write notes and I'm going to like set reminders for myself, right? So use your CRM as like your daily task tool. And so have a list of daily tasks, okay? So I used to use Close a lot, and what I used to do is, um, so that like the task, I would go, okay, cool, message for follow-up on this date, on this date, on this date, on this date, on this date, on this. I would do it like lock in all the dates because every single morning when I wake up, the first thing that I'm gonna do is I'm gonna address all of my tasks. Like that's what I'm gonna do as a sales rep in this year. I'm gonna address the tasks that I've set for myself, right? And there's gonna be follow-up tasks and there's gonna be like outreach tasks. There's gonna be like, I'm also, and I'll go over this in a second on like how we can find some buckets of where like low-hanging fruit sales are. But I'm going to use that mechanism, or whatever mechanism you use best, whether it's the, the do list in your phone or whatever. But you need to set yourself those reminders to do that. Um, one of the things that I do these days is I have like a deep focus time in my diary. They go for 60 to 90 minutes, and that's every single task is laid out back to back, right? So my EA just goes in and fills in every admin task I have to do. And then she hyperlinks it. But you could do that for yourself where you have like a focus time and then you just put in all of the like, like, like referrals you want to ask for, all the older leads that you want to reach out to, right? Anyone that you don't get to, you just move to the next one, right? That way you can like, you make sure that you're hitting everybody, okay? Also, you want to have your pipeline, uh, little poster that we spoke about last week, okay? You want to make sure that that is up. And that you have that and that you're trying to bring people down the line. Okay, so any questions on that so far before we then go into the next part? I think YouTube's fucked, so I'm going to stop that. You guys got no questions? No, you guys are good to go? Okay, cool. All right, so, uh, then from there, okay, Uh, then what we do is we block out multiple pieces of time. Okay, so, uh, you want to have your lowest show-up time periods. So in the High Ticket Course, okay, I've given you guys the like show-up rate. Okay, so in this, in this document, yeah, it's got all of the trackers. Yeah. Okay, all of them, right? So one of them is the, uh One of them is like the Time Optimizer. Okay, if you guys use that, you will make more money in the same time, or the same money in less time, right? Guy came on today and he's, you know, he's like, so like, uh, Matteo, right? It's like, you know, Mondays and Fridays are not good for show up, right? You know, so if you just don't allow anyone to book in those times, like, that's a very good thing because people don't show up. Um, if you want a really good software, Mateo, uh, I don't know if you're the business owner, but SalesKick. I've not heard of it, man. What is it, similar to HubSpot or— No, no, it's a— it's specifically for like what you're doing, like high-ticket calendar management, and it will like double book, move things around, you know what I mean? It does it automatically. Yeah, I'll have a look into that. SalesKick, you said? Yeah. Yeah, the guy's name is, uh, uh, Spencer Van, um, the guy who owns it. It's Cole Gordon CMO. He's actually my CMO as well, um, but he's, he's, he's, uh, he's really good. So, uh, it's a, it's a very good software. Like, it basically automatically moves— like, it uses a bit of AI but then like a bunch of rules, and it integrates into your calendar system and stuff like that. And then it— and then it, uh, you can set all the priorities and then it will just physically move around. All of the calendars to be optimal, right? And if you're having share rate issues, like, that's a good way to do it because Cole— I don't know if you've ever used Cole's stuff, but like, Cole's sales operation stuff is probably the best I've ever seen. Cole is probably the most organized human being I've ever met. Thanks, man. I'll look into that. Yeah. Uh, Halbin?
Yeah, so, um, Just had a question. What's the best way to keep track of your most like no-show times?
First of all, I hate you, um, because I gave you that, right?
So, but is that like, like set in stone? Like, is it always just like that? Because you said not to, um, like, you know what I mean? Like, like not to test it out, you know what I mean?
I mean, like, you just gotta track it. Like, so, um, if, if shows and no-shows and cancellations and reschedules are being tracked, okay, uh, at all, like if they're being logged, then it's pretty simple because, um, like you could download the report off Calendly or whatever you're using, right, of the outcomes of every booking, and you could whack that in ChatGPT and it would just tell you Okay, all of you can do that. ChatGPT is a tremendous resource for like sales optimization and sales management because if you're tracking data, then it's pretty good at analyzing data, right? So now you can't give it anything too overly complicated, right? But like if you have a— if you're, for example, like you just download the Calendly, Calendly like CSV file of the outcomes of the last 500 things, it'll show like the time But you know, what you're really interested in is you're interested as a sales rep in your time zone, right? So like, I think the easiest way is just to track it for like 4 weeks. Like it really is, right? Because if you're tracking it and you're like, oh man, like over the course of this 4 weeks, like you can easily see that like there's a pretty consistent pattern of like, you know, these times are always red. Then like what I would do is like, that's admin, that's follow-up, that's gym, that's gym, you know what I mean? And that's fucking like, I just don't work, you know? Like I ended up sort of finishing work when I was a full-time sales rep at like sort of 3 PM on Fridays, 2 PM on Fridays, right? And then like this block was always referrals. I asked for a lot of referrals, right? If you guys want to like significantly increase your income without having to get better at sales, like do this follow-up stuff that I'm telling you and just ask for a lot of referrals. Referrals are really easy to ask for. In fact, everybody asks for a referral right now. Like, hey, Halbin, um, appreciate you being part of the program. How do you think it's helped you out so far?
It's been great.
What about it?
I just love the fact that we come in here and like get to like practice and, you know, get to see what everybody else is doing in their own niche and implement stuff.
Okay. Is there anything that like a problem that you feel like it's helped you solve the most?
Uh, I mean, just getting better at objection handling for sure.
Okay. Do you know anyone else in your network that might want to get better at objection handling?
Yeah, for sure.
Okay. How would I best get in touch with them?
I'll give you a phone number.
Yeah.
Or their ID tag.
ID tag. You just say that. I'll just say their name into social media. I'm sure they'll pop up. But like, when you go to that person, like, what do you think you'll say?
They'll probably say they'll look into it.
Okay. But like, how would you describe it though?
Hey, man, you just got to join this, this sales group. You know, it's the real deal.
Okay. Do you mind if I make a suggestion? Sure. Instead of telling them that, why don't you tell them about how before you started, you were struggling with objections and, you know, you think that it was maybe like, you know, you didn't really have the knowledge in order to be able to handle, think about it or stuff like that. And like joining it has sort of really opened your eyes and helped you handle those more effectively. Do you feel like that might be a better way to do it? Yeah, that sounds a lot better. All right, cool. And so when do you think you'll get a chance to talk to this person? I'm sorry, when do you think you get a chance to talk to them?
Today, probably after the training.
Okay, so like if I reach out to you like tomorrow, you feel like you'd be able to make an intro? Yeah. Okay, what time tomorrow do you think I should reach out to you?
Whatever you want, Matt.
Good morning. Is that difficult? No, you just ask everyone like that. All right, like it's just simply just doing that. Now the way that referrals work is that, um, uh, you know, only a small percentage of people will actually give you one, okay? But the ones that do will give you many, okay? Like, I'm a super referrer. When I like a business that I work with, I literally— I'll get— man, I, I like— I, I make about 7 grand a month off referral commissions. Right now, totally passively, just from like— like, and I didn't even like want them. I was just like— and there's businesses that I refer to that I don't want any, but like I was sending them a lot of people. They're like, no, no, man, like we want to pay you. And I was like, sweet. But like, so it sounded like 20 agency clients, you know what I mean? So that's because I think they're good at what they do. So like I, I speak to people, I go, oh, you should speak to these people, they're really good. And I just do the intro there and then because I'm like a really good referrer. So I push people to, to use the product because I'm like, oh, this is really good, you should use it, it will help you, right? Now if you're like that, then chances are you're probably better at getting referrals, you know what I mean? Just because like that's how you are. Um, but if you meet those people and like they're not going to be obvious, but you have to ask them, right? Or you have to let them know like that's what you want, you know what I mean? And yes, I keep reaching out to the same people. I can, I can go into my phone right now, like, uh, the manager for Andy Elliott's group, right? Um, if I type referral in, right, I sent him yesterday, yet like literally yesterday, I said, let me know when I can get some of them sweet, sweet referrals, bro. And he said, I'm gonna pull a list of clients today and start seeing the team and sending over people. Next 40. Say less, let's do it, right? And so like, I love connecting people. If I, if I go into— if I just put like referral, um, like in my things, it's like— I got a new phone, but, um, but I ask people for referrals constantly. It's like, I reckon I got 5 referrals this week, right? Um, I got a good referral today. I got her Mosey. That's a good referral. Um, uh, but yeah, like, I asked for them all the time. And so, you know, this is a fucking referral savage. It's Cole Gordon, absolute savage of referrals. But I really encourage you guys, is anyone here— and raise your hand— think that you cannot ask for referrals? Good, because that was going to be an evisceration. Um, so who here is going to ask for a referral, uh, in the next 24 hours? Sweet. And not everyone raising their hand, you bunch of pussies. All right, have a look at— fucking— I should see— actually, I have a question. It goes let's do it. Yeah, because like I was thinking when I can ask Rafaela, when is the best time. And the thing is like that I'm setting and closing and then I don't have contact with a client. So basically, why don't you have contact with them? When to ask? Why don't you have contact with them? Uh, like it's not my job again. Like they are just on board and we are saying like the marketing strategy for carpenters. So yeah, I just have another client. If you want to get referrals and potentially upsell people, then you would need to— like, it's not the salesperson's job to deliver the product, but if you want to be a successful salesperson, I would highly recommend that you, like, don't just sell and ghost. Like, that's— so after, after 2 months, let's say Call them, ask them, and talk about it. Uh, so like I've asked for referrals on, uh, outbound calls that didn't want to book a sales call. Like I just outbound people and go, hey, they go, no, I don't think it's for me. Okay, cool. Hey, do you know anyone who you think it would benefit? Okay, this way. No sense. So they go, yes. So like the answer is you could literally just ask everyone for a referral. You could ask your barista for a referral. Like, it's— yeah, it's true. It's not like— it's not, um, it's not like difficult or, or like even weird. It's just people don't ask for them. So you're better off just asking like as many people as you can. If you ask for 100 referrals a week, you'll probably get 10. Like, fuck, man, 10 referrals a week, that's pretty good. You could— if you've been— if you've been selling for a business for say 6 months there's a good chance that if you really, really tried hard, you wouldn't need inbound leads. Because like the network— so you ever heard of— anyone ever heard of the Six Degrees of Separation, right? So it's like the every single person is connected by 6 degrees, right? And there's a whole science behind it. It's got to do with like nodes and outlier nodes and stuff like that, right? But like, Halbin, like where do you live? I live in Poland.
I'm in Rhode Island.
You're in Rhode Island? Matt Ryder, like, where do you live? Matt Ryder? Oh yeah, yeah, I live in Poland. Poland here. Oh, thoughts and prayers, buddy, right? I live in that place. It's fucking wild these days. I went to Lake Oswego High School, buddy. Um, all right, so, um, but you guys are now connected, right? All right, so like in the Discord, everyone here in the Discord, right? Okay, I guarantee you, you guys have referrals for each other, right? I, I, I guarantee. Um, also, but you guys are now connected, and so like that means that like you've just massively widened your networks. It's just that people aren't looking at it that way. So, um, I'm gonna break it down to some actionable, actionable tangible steps. Okay, so with the follow-ups, you just do that thing, and I'll bring it back to referrals in a second. So once you get that buy-in, once you get that like, okay, I'm gonna do it on this time, this is what we're gonna agree to, then you just stay diligent with that. And your whole point is that you're just looking to work it forward. And that might turn into 1 month, might turn into 3 months, might turn into 6 months, might turn into 12 months. The whole idea is that you have a pipeline and you have 50 different irons in the fire, right? This is what creates sales velocity, and this is what creates like really one very, very high close rates. Because like you could have a 60-80% close rate because you might close deals over a text message, which means like that week in your data Right? If you close 3 deals without a sales call, then like, that's like, you go from 20 sales calls booked and 5 sales to 20 sales calls booked and 8 sales, right? Because like, that's what that week's data will look like because there are follow-ups from months ago, right? So I once had a week with a 357% close rate. It's just because I like basically did a huge pipeline push and I closed out like 15 people in my pipeline. You know what I mean? Uh, because like leads were down, and so I just pushed really hard to get everybody in and like squeeze them down, you know what I mean? And so like I got permission to run a promo that got some of them over the line because they could put less down, etc., etc., right? So I just closed a shitload of follow-up deals, you know what I mean? And then what that did is that cashed out my pipeline. So the usual 2 to 3 sales per week that I was getting from follow-up, because that was like about my average went down to 1, you know what I mean? So which meant that my overall sales went down for like the next like 6 weeks while I built that pipeline back up. But that, I knew that that was going to happen. But what it did is it like, it, it was a mechanism to kind of keep the momentum going because I wasn't sure when the, like, when everything was going to go back to normal, you know what I mean? And so I just made sure that I just kind of like really consolidated and smashed my pipeline and I decided to take 2 weeks off of that so I could go on holiday, do my thing, because I'd squeezed that pipeline so hard. I knew that like it was gonna take me a while to rebuild it and I wanted to give them time to rebuild the marketing and make that all fixed before I came back. What I didn't do is leave the offer, right? Because like I knew that I had the ability to do that, okay? So having that like nice, good follow-up strategy, it's not like a one and done, right? You want to be in a position to where a couple of, um, like, like a couple of, uh, um, yeah, you want to be in a position to where like you're always getting some like follow-up sales, you know what I mean? All right, and like that's basically how you do it. Okay, now when it comes to maintaining your follow-up, okay, uh, and then doing referrals, the best thing you can do is have a set list of scheduled tasks and unscheduled tasks. Okay, so your scheduled tasks are things that are in your diary that are scheduled that you must do, right? So it's going to be like team meetings, sales calls, whatever these like things that are like, uh, have to be done at certain times, then those are all scheduled out. Then you've got your, uh, unscheduled tasks which you do, which is why as a sales rep you can sort of, um, you, you can seem like you're working a lot more than what you are, um, and it's because you are guaranteed to have no-show time. So you need to use that no-show time appropriately. Right? So when people no-show or you have a block in your diary, you don't do nothing. You do a specific series of tasks, okay? And you activate that as soon as, like, that no-show is happening. You're like, okay, cool, this is the no-show. First thing you do is call the next guy, the next call, and try and bring them forward. Hey, I just had a cancellation, are you free now? Right? Perfect. Okay, so you try and bring that next one forward. Then from there, uh, what you're gonna do is you're gonna then confirm your next calls. So step 1, bring that guy forward. Step 2, confirm your next calls, right? Step 3, anyone from tomorrow you're going to try and bring forward to today, right? You always want to be bringing the sales closer to you, right? I mean, you want to bring them closer to you. Right. And so like, because the closer they are to the lead origin, like the lead date origin, the harder that lead is, right? So like, if you're— if you think about it, like the hottest and most highest intent someone can be is the moment they opt in or book the call. Most of you don't even speak to them until they hop on the call. Like you don't even attempt to reach out, which is so incredibly lazy. It's unbelievable. Right? Like, I will speak to someone before the sales call most of the time, right? Like, I'll at least text them or do something to try and engage in some conversation because it's going to massively increase my show rate. And then I will learn more about them. They have, like, you know, and then, like, it's, it's going to be a better conversation. Uh, Adrian. Adrian, I don't know. Yeah, no, it's Adrian. It's just spelled funny. Okay, cool. Um, yeah, I just wanted some clarity. So you're saying that you're confirming the call the day of, not the day before? Oh, like the, the second they book in, like literally the second, I'll usually text them like immediately. Okay, but usually they're not booking that same day with you, like they're booking in like the future. Yeah, no, they're not. Like the, the calendar system is going to do the automated follow-up stuff, right? It's going to do the automated reminder stuff. What I want to do is establish a connection between between me and them, right? So I want to be like, hey man, I saw you just booked it on my diary, I want to do it immediately. Because like, that person, the likelihood of them not replying when it's like immediate, when they've booked in, is super low. And if they don't, and they don't reply to you ever, that's super weird. They're probably never going to show up. Makes sense, right? You know what I mean? And so, um, it's like, it's clearly a personal message. Like, I just have like some, you know, you put like XYZ12 and then it just automatically kind of fills in type thing. Right? And then I do that, that will massively increase. I was on, I had a Sales Sniper offer a couple years ago and it was just book calls straight into the calendar and the team had a 35% show rate. I went in and I was like, put me on the calendar, what's going on? So I went in for a week and I had a different name, not that they would know who I am anyway, but like I didn't wanna give the team excuses. I had a 90% show rate, right? And the team was at 35 and I was like, what in the fuck are you guys doing? I was like, how can I? I'm just the same calendar. There's no difference. It's just I was put on as a sales rep and I'm getting everyone to show up and you're getting— so I just, I had a notification when somebody booked in and I was like, hey man, so, so that you booked in. And it was like a more B2— it's like a, it was like a sort of B— it was like a business coaching B2C, B2B type, you know, kind of hybrid. So they would have their, you know, uh, their name at, and then it was like, you know, their URL. So I would assume that was their website, which it almost always is. I would go onto the website and go, hey, just run into your website, uh, had a look at what you do, which shows that like I'm showing interest in you and I'm taking effort. Okay, always make sure you do that because like if they don't have a website or sometimes it redirects to like nothing, like what are you talking about, then like they think you're a fuckwit straight away, right? Um, so like, you know, you just do that and be like, hey, is there anything that I can, uh, prepare for to make sure we have the most productive call possible. Like, there's no reason for that person not to show up because I'm going like, hey, how do I best serve you? I mean, I don't believe in the status frame bullshit, right? I, I believe that like my competence will show my status, you know what I mean? My ability to speak and hold myself will show that. Like, I don't need to like play pretend word games with people about like, oh, I'm super busy. Like, no, no, I want to make sales, man. It's like, I'm gonna make it easy to, to be sold by me. Like, I'm going to be easy, you know what I mean? Um, like, I want you to show up so I can sell you, and I'm going to try and make it as seamless as humanly possible, right? I'm also going to make sure they know that it's okay to reschedule. Like, hey man, I know that life gets in the way, so if you— something does come up which is like more important than this, like kids, family, whatever, just let me know and I'm more than happy to accommodate. They're far less likely to do that because like you're showing them the respect and you're showing them that I'm interested. Whereas like most sales reps just ghost people and then just show up and be like, what's up, man? And then they get pissed off when people no-show. It's like you didn't even fucking reach out to them. Like, what are you doing? You know what I mean? And so, and the earlier you can do it, also that gives me now an opportunity where if I have a cancellation, right, because usually I'll have a cancellation the same day. I'll be like, hey, I'm actually free in 2 hours if you have time. They go, oh yeah, sweet, I'm free then. And dude, like, my chances of selling that person is like 10x, you know? And that— but that's like the problem is you can't automate that. You just have to make your sales reps do it, right? But if you're a sales rep, like, do it. It's insanely effective, you know? And it's worked on every single thing I've ever sold, you know? Appreciate that. Yeah, no worries, dude. Uh, Halvin?
Yeah, so, um, you said that all of your closers confirmed their own calls. I was wondering, um, do they get some of the information pre-call? Like, they try to get some of that information, uh, before the actual call? They just, hey, confirm we're on for 12, cool, cool, and then they just leave?
No, so they'll text and they'll do the exact same test that I just said, right? Like the URL of their thing is probably going to be their website. That's if they, you know, if obviously if it's B2C, they're not going to have a website. Right. But they'll say, hey, it's just, it's Matt Ryder from XYZ. So you like literally just booked it on my calendar for XYZ time and day. Uh, you know, excited to chat to you. Is there anything that I can prepare for to make sure that we have the most productive call possible? I find that SMS, that so we can have the most productive call possible. It's a great initiator because it's like, It, it requires a response. If you just go, I'm just confirming that, they don't have to reply to that.
So they're not getting any like information before the call? Like they're not like digging for any kind of info?
No, no, I just want people to show up, man.
Yeah, I mean, and then if they have a question, how much are you making?
Bring them forward. Nah, dude, I don't need to like, I don't need to try and make my life easier for the sales school. I just want them to show up. That's like nothing else matters but them showing up until they show up and then all that stuff matters. You know what I mean? All right, Rico.
Yes, sir. So I'm in the online fitness coaching space. Mostly generation happens through the Instagram DM, stuff like that. So I hear you guys talk, of course, about, you know, outbound calling and stuff like that, but we set the calls inside the chats. Is there any anything that is different from, you know, sending these reminders? Because basically we try to book the call ourselves. So from a setting point.
Yeah, so you're doing DM setting yourself?
Yeah. No, I've got sellers.
So is there anything— what are you asking?
Sorry. So basically you have this process that entails here to the guys like outbound calling and what you can do, right? But my process is like DM setting. Where we have an active conversation, then try to book the call. Is it more like in that way of booking the call, send them maybe to a page with all kind of videos, or how would you go about that to make sure they show up?
Well, again, I think the closer can just reach out to them once they've booked, right? So I think that going to like an FAQ page is a good idea. Like, I think a good pre-call sequence is important. I think it makes sense. Like, I think it's more important for B2B. Like, I think my pre-call sequence for Dialer, I think, is really good. I think, you know, it makes a lot of sense. It definitely, like, warms people up. It does a job of educating them on key points that we want them to be educated on. And then what it does is it's like questions, calendar, redirect to an FAQ page. The FAQ page is like a video explainer of sort of like why the product exists and what we do. And then, um, from there, uh, like, that's a YouTube video that's embedded. The reason why it's a YouTube video is it's an unlisted YouTube video, because then it gets them to start watching more of my YouTube videos. Because once they watch one, it will— the algorithm will immediately just start serving them more of my content. So that's a, that's a good free retargeting mechanism that I don't have to pay for, right? And then it usually creates a higher level of trust when they hit the sales call. And then from there, like, the email and text sequence is very, like, educational-based, right? And it's like preparing them what numbers they should have ready, you know what I mean? And then all that kind of stuff and what things they want to understand and yada yada yada. Perfect. Thank you very much. Easy peasy. All right, Pat. Hey, I'm not sure if I'm overthinking this, but like, when you're reaching out after to manually confirm the the booking, right? Are you— does it matter if you message them from like a different outbound line, or does— than the automated one, or— no, I like— I think I would, you know, the automated one, I doubt you'll be able to message from it, but if you can, I mean, like, yeah, just do it from whatever, because like it's, it's one that you want to be able to reply from, right? Um, ideally one that you can do quickly. I mean, I know some guys that have automated that exact message, so like it's a workflow within HubSpot they do where it goes out from a number specific for that rep and they've just automated it and their show-up rates went up to about 78%. Um, I like the rep doing it just because I think it's a— like, me as a rep, I want to do it myself, right? But that's just a me thing. But if you, you know, there are ways to automate it, um, and, you know, and then they can get notified when somebody replies, etc., except they can go on there and have the conversations. Like, it can be done. Um, but like, you know, uh, Halvin. Yeah.
Uh, so I was gonna ask something a little bit different. Uh, it's kind of in regards to lead magnets. Is that okay to ask here, or—
I mean, is it about sales or is it about marketing?
Yeah, like I was just trying to figure out, like, for you, like, what do you think has been the best way for you to come up with lead magnets so you can generate more leads and, you know, sell more and book more?
I love lead magnets. I have fucking shitloads of them, right?
Um, how do you come up with the best put together?
Uh, the cheat code way is to take all of the sales calls and find all of the most common problems and then write lead magnets around specific problems. The problem with that people do with lead magnets is they're too vague and ridiculous, right? Whereas like all the ones that I do are quite specific. Because they're designed to call out a specific problem, which means that like they'll be super cheap. Like I can get 80-cent lead magnet leads.
Can you give an example like on what's something that's too vague versus something that's like kind of spot on?
9 steps to systemize your business would be vague as fuck, right? That's one that I used to sell when I was a sales rep. I think that was their lead magnet. It's just extremely vague, right? A good one, like for example, like the objection handling matrix is a really good one. Um, that's been downloaded like 50,000 times. I have a really, uh, one that's worked really well for me is like the, um, uh, step-by-step guide to increasing your pickup rates. That's been a good one. So it's not like how to improve your outbound dialing, it's like step-by-step how to improve pickup rates. Like, that's really specific. I have another one that's been downloaded a bunch, which is like, um, you know, stir, shaking, and out of station. Like understanding for outbound managers, like that's really specific because, and it's like calling out an outbound manager, which is good, but you sort of, it wants to be a specific problem to a specific niche. Most lead magnets are just way too broad. That's why they don't work. Thanks. Yeah. All right, Jack, this will be the last question. I gotta bounce out. So we have setters that do all of the confirmations. They set our Zoom calls. And then even the call that we book after that, they're confirming all of that. Would I reach out myself personally to send them an extra text to be like— because they're just confirming it, saying reply why. Am I saying, right, is there anything that I can prepare for the call to make it as— yeah, if you do it yourself, you'll be— and the good thing is then you have the conversation. So if you do have cancellations, you can bring everyone forward. Yeah, right, just bring everyone to you as fast as possible. How do I get Josh's past calls? You probably don't, man. I don't know, there's no requirement for him to record them. So, um, show up or don't, buddy. Um, yeah, um, so, uh, yeah, so, okay, so that's my, like, kind of follow-up We don't show up stuff, referral stuff. Um, the key thing is like to have all of these scheduled tasks and unscheduled tasks in your, in your calendar. So it's like if you're doing referrals, follow-up, outbound, getting your pools, right, have those as a series of unscheduled tasks that you do in your no-show. So if you have like 10 things that you want to get done, right, then like if you have 10 no-shows, you can do one for every no-show, right? But you might get through 3 in the first one, 1 in the second one, 3 in the third one. Right? And then it's like, okay, now you have this time. Then it's like, okay, cool, then go back to your pipeline, right? So when you're sitting there as a sales rep, make sure that every single hour of the day that you set out to work is just hyper-productive. I mean, and, and that's kind of how you end up doing that. That's how you end up being as successful as humanly possible, and you end up like not riding the highs and lows of high ticket especially. Um, and then ask for referrals. The best way to ask for referrals is You know, the easiest way is to find the high point, right? But you guys are gonna overthink this. So, but the easiest way is to find like an initial high point. Let's say you have a really good onboarding, do it right after the onboarding. If it's a fitness offer, for example, like say day 21 or day 28 post-sale, what I usually do is I'll then like, top to bottom, and then like just call people. I don't, I like to have a check-in So when I was doing more like full-time sales, like B2C, I would have a check-in with them and I would book it in on Fridays because Fridays in the afternoon, it was a low show-up rate. So what I would do is I would just basically go, hey, um, you know, when's a good time to speak to you on Friday afternoon? And then I would just go, okay, cool, note some times down and go, I'll call you around then. And then from there, I would just speak to everyone that I've sold 3 weeks ago, right, on that day and ask them all for referrals. It was also my upsell opportunity, okay? Um, and so I was just in constant contact with them. You can do it at day 21, 28. You can do it the day after, the day of. Um, you can also prime them and say that like, hey, you know, you're cool and I want more people in the program like you. So if you are happy, I love to get referrals. I don't need to— I'm not going to ask you for one now because you haven't experienced anything, but, uh, would you be okay with me kind of reaching out to you periodically, seeing how you're going, and then potentially trying to get a referral out there? Because Daddy loves referrals, right? And then it's like, yep, sweet. And then like you end up in a back and forth where 6 months later you just text them going, come on, man, I know you got some people, I know you got some people, come on, give them to me, right? And like that's how you create that cipher of people who are constantly sending you referrals. But then also like you've got your follow-ups in place and you're just like, you have a ton of irons in the fire. And so what I want you guys to do is like figure out I guess, you know, if, if you guys had to, right, and this is what's called like the apocalypse plan, if you were to get no inbound leads for the next 30 days, how would you hit your sales goal? If you were to get no leads, like, how would you do it? And write that out, right? Because like, what that's gonna— you're gonna have to go, okay, fuck, like, you're gonna have to reach into the CRM, you have to do all these things. Right? And those become your strategies. Then what you do is you try one strategy at a time because you are getting inbound, and you kind of try and systemize one strategy, right? I don't think you need incentives for referrals. People will just do it, right? Um, I mean, you can, but I don't think you need to. Uh, but really hit those strategies, right, one at a time, and systemize them and try and make them better and go, okay, cool, I know that if I do X amount of this, I'll get this outcome. X amount of this, I'll get this outcome. Now you might have 5 strategies that you know that you can— with certain amounts of activity, then you'll get certain outcomes. And then it's like, okay, cool, you decide what the most effective ones are and then you just make those part of your day-to-day. Now you've always got these streams coming through. Then if lead volume drops, then you can activate the other ones. Makes sense, everybody? Yep. Apocalypse plan. All right guys, good shit. Trying to have that ready by next time. I'll catch you soon. Bye.
