Phone Sales: How to get your first sales gig

Hey guys. What's up? Matt here. And today what I'm going to do is tell you exactly how to get more clients as an inbound closer Guru Swami Buckmaster, whatever it is you call yourself. But I'm going to teach you how to do it. How I did it. Let's get into it. So you're out there in the big bad interwebs. Sifu has told you all you have to do is wear a black suit and tell everyone that you can grow their business like a hockey stick through your magical scaling growth guru Swami Fuckmaster abilities of scaling businesses. You're looking for your first sales gig. You're looking for an account. You're looking for someone or something to sell. You don't really know how. So first, like full disclaimer. All this stuff is predicated on the fact that you're actually pretty good at selling. You don't have to be the guru of all gurus, but like, it is predicated on the fact like, you do need to be able to come in and at a profitable level for the business owner and be able to actually achieve results. So if you can't do that, don't try. Become an appointment setter. You'll save everyone a whole lot of heartache and a whole lot of money. And I'm going to do a later video on explaining how to become appointment setter and how to do appointment setting, how to get clients. I don't think the sifu is too far off. When you told people to dress in black, tell people they're growth experts and just DM the living fuck out of everybody. It's not a terrible strategy. I think it was just overdone, overplayed. And the people who were doing it were not that well trained, right? So because they were new to sales, like, how can you be that well trained when all you do is do a short course, right? It doesn't work. Like, what are some ways that, you know, we, we can actually start to create some attention extra to get some people. And one of the things I think you don't want to do is, you know, call yourself a guru fuck Swami rapid hockey stick growth expert in scaling businesses, yada, yada, yada, through your sales. Like, it's not true. You don't know how to do that. You can just get people to buy stuff. Like that's not, let's not church it up, right? Just get people to buy stuff, okay? That doesn't mean you're a scaling expert in any way, shape or form or a business growth expert. Okay, so business owners can see that bullshit a mile away. So just stay away from it. I've covered this before, but it might cost 100, 200, 300, 2000, $3,000 to get people on a sales call. So, like, just by telling people that you're coming to work for commissions only one, there's no point of difference there. And two, like, it's not free. They're still paying for the leads or paying for the person to generate the leads. Probably both in most cases. So, like, when you just come on and say, hey, listen, I'll do it for 10% comms only. There's no risk. No, there is a risk, because you might be shit. You might lose them a lot of money. But, Matt, what do you do? Well, son, there are a few options, but tip number one, which is going to get the most amount of attention, is that you pay for all the leads that you don't close. So you gotta zip, throw a big old sales dig on the table, and you have to tell them. You got to put your money where your mouth is. Hey, man, I will pay for the leads that I don't close. Give me a week. Try me out. Let's do this. Just throw me the lines then, and I'll figure it out. I've yet to see somebody come at me with that. Okay? But it would make me pay attention because, like, I'll hold people to that. If it cost me $500 to get that lead and you don't close them, you are paying me $500. That's what I did, right? One of the very first accounts that I ever had. I. I really, really wanted it. It was a big step up from what I was previously selling, which was, like, really, really cheap. You know, fitness stuff, which is still good. I think it's a good place to start. The guy wasn't really convinced, and so I was like, hey, man, let me ask you a question. Like, what does it cost you to get someone on a sales call? It's 400 bucks. All right, cool. I'll pay you 400 bucks for every person I don't close. Just give me one week. Give me, like, 10 sales calls. I'll bang it. I think he gave me seven sales calls. I sold six, right? And I made $12,000 commission that week. I offered him the $400 for the one that I didn't close. He wouldn't take it. But, you know, I made $12,000 in comms that week. I ended up doing about two. Just over $2 million in five months for the sales for that client, and he paid me $176,000 in commissions. And all that came from me. One, like, relentlessly following up with that dude. Like, relentlessly. And then two, was putting my own money on the line and backing myself that I was going to produce results, and there was going to be no risk to you. And so, like, that's definitely a big boy maneuver. It's not something that I recommend for everybody, but if you are confident in your abilities and you think that you can sell it and you really want to work for that person or really want to sell that program, like, that's a very, very good way to stand out of the crowd, because not a lot of people are willing to do that. But, Matt, where did you find this guy? Where was he? Did he magically follow thin air? Well, no, he didn't. So I used to hang out in all the forums on Facebook and all the kind of places and, you know, and all the hashtags where business owners who need remote sales reps hung out. And then I would. I would try and create connections, and I would talk to people, and every single time there was a job opportunity posted, I would hit them up, hit everyone up, DM them, and just, like, go after it and treat it like it's a sale. It is a sale. You have to sell yourself. So treating it like anything else is ridiculous. Like, you've got to go in there. You're a salesperson. You. You need to find your avatar and sell them. Number two, which I've touched on briefly, is be fucking relentless. And I mean, like, annoyingly relentless. Okay? If you want to close a particular account, you need to make that happen. There's no lack of salespeople. I hate to break it to you. There's a lack of really good ones, but, like, there's no lack of people who are saying they're very good. So, like, they have no way of knowing. Like, you can send them sales calls and you can do all kinds of stuff, but, like, you know, it doesn't necessarily do a lot, but you need to be relentless. And so I used to tell accounts that, like, I will follow up with you relentlessly. Like, because that's the person that you want slang for you, right? Like, I was. I was just like, listen, if you don't want me to follow up with you relentlessly and religiously, then I might not be the right guy for you. Because, like, I'm not the type of salesperson that just wants to be fed warm leads. Like, I want to Go out there. I want to make shit happen. I want to be with them. Listen, I want to follow people, I want to make sales. And I'm not going to rely on you just to give me all the leads. So. So I'm gonna treat every that I do get as if I paid for it. And so according to now, you're one of my leads because I wanna close you. So I'm gonna follow up with you. If you're not okay with that, I'm probably not the right sales guy. That shit works. I had one guy who really wanted to work for me. I did a sales call with him and I sold him into a program. And then he's like, hey man, I really wanna sell for you. I was like, ah, I don't really have anything at the moment. Yada, yada, yada. This guy, he followed up with me every single week for four months. And he sent me like customized emails as to potential business opportunities that I might not be seeing. You know, just all kinds of like super creative, fully personalized, very, very in depth follow up methods. And he would hit me up on Facebook, he'd text me, he'd email me. Like, you know, the guy was just fucking relentless. And then after four months, I was like, you know what, like, you haven't wavered, you haven't given in, you've been creative. Like, let's find something for you. And that guy's name is John and he's killing. He made his first sale like just the other day. Tip number three, which kind of leads into that last one, is give people value and establish yourself as someone who knows what they're doing and someone who's passionate about what they do. Like with John, he was sending me useful information. I was like, oh, that's interesting, I didn't think of that. Or, you know what I mean? So he was establishing himself as someone who was able to deliver value. And so you know your social media presence these days, it is your website. If all that's on there is rants about Trump or cat pics or jerk off videos, like nobody cares about that shit, nobody wants to see it, Nobody.