live Q and A

Yeah, I don't think that's a particularly good question.

Okay. You know what I mean? Yes.

Yeah, I don't think you need to do that. So, like, the. The do you, like, question. I'm not. I'm not a huge fan of it. Like, you know, I don't think you need to go through that at all.

Okay.

So, like, if you're going to go through, like, the problems, it's like, you know, you want to be like, hey, like, why are you here? I'm here to get out of pain. Okay, cool. Understand more about that. Then from there you're going to be like, what are you doing about that? Now the question is, what are you doing to get out of pain? Not what are you doing for pain management.

Right.

Or, like, what are you doing currently? Like, because they have a goal of getting out of pain, let's say, then the conversation has to be, and what are you doing to achieve that? And if it's like, oh, I take pain medication, it's like, that's what you're doing to not be in pain. That's not what you're doing to get out of pain.

Okay.

Like, I can, like, give myself a little kiss, right? I can see myself on YouTube. It's like, mirror. It's quite weird. So. But yeah. So does that make sense?

Yeah, it makes sense.

And then the problem is going to be like, okay, so, like, you know, is it working? No.

Why not?

Okay, cool. So just so I can understand the reasoning, what's the main reason for wanting to actually, you know, I guess take a more comprehensive, preventative way of doing this rather than just doing something extreme like, you know, going get surgery or something.

Okay, makes sense. You're going to rewatch this. Thanks. Y.

All right, who's next? Nico. Go for it, buddy.

Hello. How are you doing, Matto?

Good.

Okay. I have a question about fitness. I'm currently selling a fitness offer.

Okay.

And it's kind of similar to Paulus. For example, when. When the prospect start and start throwing, like, all the pain from the beginning and just open straight up the gate, do you feel that is necessary when.

They start throwing the ball? You say that beginning part again. I didn't hear it.

The pain.

Okay.

Do you think that it's necessary to do the whole structure, or do you think that, for example, just push them through and go all in into the pain, then beach?

No, I think, like, you know, I think the answer to that is one.

Second, just.

Gonna get the right microphone. I think that the answer to that is, like, the Difficulty in that is that you don't know that the pain that they're kind of bringing up first and foremost is sort of is like the real, the real deal. So like, you know, I've sort of a lot of fitness in my days and you know, I have all conversations and people open up really quickly, but it's not necessarily like, it doesn't have like the full encompassing of like what they are really feeling. And then it's really, it's not like the pain is not going to cause someone to buy, it's like it's the solution, it's the outcome, you know, so with, with fitness, they are aware that they are unhealthy and unfit and fat and all that kind of stuff. And they've been that for a long time. That problem alone and the problems associated and pains associated with it is not enough for them to do anything about it, because they haven't. So what you have to do is juxtapose that with if you lose weight, what happens?

Right, okay.

Like, like what, what happens? Like, you know, is there a reason for wanting to lose weight and an outcome? And then it's like if, if, so what is it? Okay, makes sense. And are you close to being able to achieve that? No. Why not? Okay, build gap. What happens if you never achieve it? It's not what happens if you stay if you keep doing what you're doing. It's what happens if you never achieve X. Because that's a, that's a driving factor for them. That's the thing that will get them to change.

Right.

Do it like being, being in the situation that you're in now can be, but you're in it, so it's fine.

Okay.

Does that make sense? So I would say like, long story short, don't take the open goal, just go through the process and then you'll get better over time at like shortcutting certain areas of it. But you sort of have to tick every box. If you don't, you leave yourself exposed at the end.

Okay.

Okay, thank you. And I have another question related to fitness. I know that you have plenty of experience in that niche. Do you think that sometimes is. Because sometimes I feel that I coach them a little bit.

You shouldn't, you shouldn't coach at all. No, it's just a good way to make less sales.

Okay.

They can coach once they're a client.

Okay. Yeah.

I wanna, I wanna jump in on that because I've been catching myself doing that more and more recently and I've been trying to Cut back on that. I've been kind of going more of a consultant type of view at times and coaching some type of people. I'm on a lead generation offer.

Are you a lead generation expert?

I guess not necessarily, but in a sense, kind of. I mean, for the industry. I think we now you, you. Oh me probably not.

You should probably just be quiet.

Understood.

You know what I mean? Like, you know, but why does that.

Necessarily like reduce the, the sale? Is it because it's kind of like information overload, they're no longer kind of having that pain? Or like what causes consulting or coaching to reduce the sale?

Well, I mean, you're not like, if you're an expert, then that's a good way to sell, right? Like if I'm selling my dialing software, like when I sell that, it is just pure expertise. It is a display of expertise, right. Which leaves people like, oh, I don't know any of that, right. And it just builds an enormous gap because software is a slower sales cycle, right. And so like, and there's logistical things like I'm not gonna beat them over the head with a mindset bat, right.

Or anything like that.

You know, it's gonna happen. And so it's like. Or if I'm selling like consulting, again, it's expert because it's what I'm selling, right? But I'm the expert. So now when I'm selling other people's stuff, I'm not the expert. Therefore, I want to stay away completely from those rabbit hole conversations because there comes a point where I cannot answer the question and then that becomes extraordinarily unproductive.

Also, like in that standpoint, I can answer pretty much any question in the industry for that I'm at, for, you know, for tree service contractors that are doing lead generation. I've been in this certain spot for like around two years now that we've been running this business.

You could probably answer like, you could probably answer a lot of questions, but in terms of like your, you know, like if we. And you were to have a conversation about media buying, right, like, or like attribution of different revenue cycles and like seasonality and all that kind of stuff like that might get tricky, you know.

Yeah, I can see a little bit of how you can get in the weeds of thing, but that's so unproductive for the sale if you're going down that.

Yeah. Also like, I don't. If I'm selling lead generation services, I don't give a fuck what they currently do. I'm not Going to talk about it.

I'll be like, hey, like, how are they generating work?

Is it going to change the description at the end? Is it going to change what you sell them?

No.

Then why?

Who cares?

So what would you kind of focus on then? The discovery then with the type of prospect like that, does it work okay? And if they're saying no and then how so recently. Because it's seasonality. So some companies, this is like the peak time for them. It's going to go to my next question that I had a lot of them that come to us in the wintertime, they need more work, but their funds are very low because they have no jobs. And then when they.

Why is that?

During the summertime, why do they have no money?

Because they haven't.

Why?

Why is that?

Because their vehicle doesn't work. Of how they do advertising, they rely on word of mouth and other shitty lead generators that don't.

Is that. How long has that been happening for? Every season?

Yeah, every season. There's some people that's. That's the, the frame that we go them through. But then on sometimes that I'm. The problem that I have is that a lot of the times these clients, clients come in that are already booked out. A couple weeks, couple months out, you know, maybe a month or two out. Is it even a point where they need like something that they need to sell or is it kind of just.

Are they always booked?

No, not always.

Okay, so why are they on the call?

They're looking to maybe add on another crew or maybe add on. It's a. It's like a. Maybe it's not. I need this. It's just like, oh, this is cool. Let me find out more information. They're very low urgency on it because they feel like they're comfortable, they've already had enough work, they're booked out, they're.

Overwhelmed, you know, I mean like maybe, but that marketing spoke to them in some way. What's the hook on the ads?

It's tree service companies, I think, doing above 20k a month, looking to add on an extra 20 to 40k in additional revenue or. I think there's many different hooks that we do. One's revenue, one's doing consistency, leads, one seasonality that we run.

Yeah, but you got to know the hook that brings that lead in.

Right.

You got to know that. So you can have.

There's a disconnect between that. Yeah, because I don't know, that's kind of just lead flow from marketing and sales side.

Well, that seems Like a you thing, brother.

Right? Yeah.

You know, you gotta.

Right.

If I don't know the hook, then, like, how am I supposed to know?

That's actually the main point, a great point that you just brought up.

Cool. Oh, my God.

Yeah, I appreciate that. That I actually, that opens up a new. New gate for me to get.

Are they tagged?

They are tagged, but they all kind of go into the same tag that it's not, it's not optimized at all to understand that data.

Yeah. Because if you know, if you know, then what you can do is you can just like, you can tell them where the best leads come from.

Should be handy, right?

Yeah.

But then also, like, you know how to bucket that conversation. Hey, man, looks like you come in here because you're experiencing some seasonal fluctuations. Is that right? I see you looking to add on an extra crew, is that right? Seems like a better way of opening your calls.

Right?

Where you know. And then you can formulate a list of questions to build a gap that makes sense to build urgency based off. But if, but if you're, if you're, if you don't know where they came from because like, the only, the only thing that you have to spend that you can never make more of is time.

Okay.

So like it's your ultimate commodity. So that marketing got them to spend their most important commodity, which is their time, you know. Oh, is going on Internet.

He's gone. All right.

Something's going on Internet. So they're doing maintenance upgrades over.

Okay.

Is that better?

There's also an outage today. Yeah, I can hear you. You're fine. I can hear you fine.

Just can't see you. All right.

All right, cool. Alrighty. So that answers some questions. Let's go with. And then like understand. Right. So you can do that. Have like, have a look at the marketing so you can understand what the marketing is saying. Because like, you know, you're guaranteed to figure out exactly what objection you're going to get. And so if you get that all of the time, then it's just like you not being very prepared. Because, like, buyer leads are always going to give you the same objection. Do you notice that is the. Every single buyer lead is going to give you that objection. So you have to figure out a way to. Throughout your sales process is to build the gap of like, yes, the product is good, but maybe there's more help required. So like, if you get that objection, it's like, yes, of course you get that objection. They've just built something, right? No, no, Nobody's buying an incomplete solution. Hey, here's a car with three wheels, right? You know, it's like if. If I, you know, if I sell spare tires, right, and they're like, well, I'll just wait till I get a flat, you know? I mean, like, if that's the objection that I get every single time, then, like, I should probably know how to deal with that. You know what I mean? And then from there, just dial for eight hours a day. If you are willing to work eight hours a day, you will be just fine.

Okay.

Thanks for that, man.

Yeah.

Alrighty. Will has a hand raised, I believe. Don't know you.

No, no.

Or at least you don't want me to know that any one of the two. Will Jones, very suspicious name. So, yeah, I mean, you can do all of that. It just really depends on, I guess, what the acquisition thesis of that particular business is. So if the thesis is we are going to pump as many people into the marketing, into that sales process of what's a good fit, what isn't a good fit, you know what I mean? And then stuff like that, like, hey, we are financial.