How To ONLY Talk To Clients That Can Afford Your Services And Want To Work With You 100% Of The Time

All right, I'm unmuted and I'm live. What's up everybody? Welcome. To, uh, the live stream with your friendly neighborhood Hernan Vazquez. This is Hernan Vazquez and this is a live stream. So thank you for watching this and welcome. So let me make sure that we're going live everywhere, right? Pretty much. So we are definitely going live on Facebook. I'm not so sure about YouTube at the moment. I don't know what's going on, but we're definitely going live on Facebook, which is, I would say, my number one, um, what I really care about Uh, anyways, let's see if, if at some point Restream decides to pick up, you know, the YouTubes. In the meantime, welcome guys and thank you for watching this livestream. How are you guys doing? I hope you had an amazing Christmas. Happy holidays for all of you guys that do not celebrate Christmas, and thank you for, uh, staying with me for a little bit, right? Today we're going to talk about how to get those amazing clients that you have always dream that you had, pretty much, right? You know, this comes, uh, from a conversation that I had with one of my, um, mastermind members, and he was getting a lot of shoppers lately for his local SEO and local marketing, I would say, agency, right? So he was getting a lot of shoppers, and the problem with that is that those are people that are purchasing based on price. Now, a lot of people, of course, if they are purchasing based on price They will not be willing to pay what you want to charge for your service, and that's completely fine. That's why today I'm gonna talk to you. I'm gonna show you some techniques that you can use today to actually get those clients that can really afford you, can really afford you, and to get those to to actually get those people that can afford you. All right, so we should be fine. Hello, YouTubes. What's up? How are you guys doing? I hope you guys are all right on the YouTubes. And yeah, we just went live on YouTube, so sorry about that. And with that said, if you're watching this on Facebook, I guess you can ask me questions somehow. I mean, you can drop them on the comments below, and yeah, I'll try to answer them by the time we're done with this. All right, so with that said, let's Leave your questions on the YouTubes, on the Facebooks. I really appreciate that. So now we're gonna dive right into the content. Now before doing that, I just wanted to show you guys that you can still get a copy of this bad boy right here, the book How to Get More Clients Without Spending More Money on Ads, which is gonna be a little bit— we're gonna be talking a little bit about that on this livestream, but you can still get your copy of this. It's really inexpensive and it's at hernanvasquez.com/book. You can get it, you can share it, it's a nice Christmas gift, whatever. But it's a really cool book and some people are getting a lot of results just from the procedures of reading this book, okay? So I really recommend it, not because I'm saying that, but because if you watch it on the— if you see on the sales page, there's a lot of good reviews about this, number one. Number two, I'm doing a webinar on Thursday. You know, you guys know already that I always deliver the good stuff. So you better come to the webinar. It's gonna be a lot of fun, and we're gonna have, uh, yeah, we're gonna have a lot of fun. I'm gonna share a lot of the good stuff, so you guys can come and join the webinar live. It's gonna be this Thursday, and there should be a link somewhere. If there's not, you can go to hernanvasquez.com/webinar. All right, and last but not least, I really hope that you guys— I, I've seen a lot of people coming and joining us on the Facebook group, which I really appreciate it, and I see a lot of people getting a lot of value. Out of the Facebook group, so I really really appreciate you guys joining. If you're not in the free Facebook group, you can come and join us at HernanVazquez.com/Facebook. And yeah, it's free. It's a lot of fun, and I share a lot of the good stuff on that group too. All right, so say hi guys as you come by. Say hi as you come by. Please just let me know that you're watching this as everything is coming up nice and easy. So. Let's talk about high-paying clients, or rather, instead of high-paying clients, let's talk about how to get those clients that can actually afford you. Now here's the thing, as I mentioned before, I was talking to one of my mastermind members the other day, and one of the problems that he was having is that on the weekly calls that we do every Tuesday, he was having this issue about, um, he was getting a lot of shoppers, okay? He has a local SEO and marketing agency, and he was getting a lot of shoppers. And by shoppers, I mean people that are actually out there shopping based on price. Now, the reality is that it's really hard for us to compete if it is by price. You don't want to commoditize your services, whatever those are. If you're a coach, if you're a consultant, if you're a marketer, it doesn't really matter. You don't want to commoditize those services because when you go into a price fight, you're gonna lose it. Why? Because you have a lot of people from the other side of the world they can work cheaper than you, right? They live in some other countries, and I live in a third world country, so I'm not— I kind of know what I'm talking about. So they live on the other side of the world, and it's not a bad or good thing, right? It is what it is. So if you go the price route, you're definitely gonna lose it. So you don't wanna do that, number one. Number 2, people that shop based on price, there's a big chance that they will not be the best customers for you. So with that said, I want to show you guys some, some ideas, some activities that you can actually implement today or by the end of this call, or maybe the first, which would be next, uh, next week. You can actually go ahead and implement this. Now here's the thing, I'm telling you this because I've been through that specific situation. At some point in my life, I was having so many hardships in terms of money, you know. I was having a really tough time. In fact, I couldn't afford to heat up my house, you know. I used to live with my girlfriend and, you know, we didn't have enough money. Like, she was having— she had a day job and she would come back and it was really, really tough. I had to choose either to heat up the house or to buy groceries, which sucks, right? So the reality is that I started getting, uh, some clients because I learned a lot about SEO and web design and whatnot. I decided to go ahead and do some WordPress websites. And, you know, back in the day, um, I, I learned how to do WordPress websites and SEO, and I would say yes to pretty much any kind of client because I was really tight in terms of money. So every decision that I would make would be fear-based, right? Meaning I would say yes to pretty much any kind of client, even if they would decide to pay me way less than I initially intended. So if I would quote, I don't know, $2,000— and not even that, I wasn't even charging that high— maybe $1,200 for an SEO plan and they would decide to pay me $500 a month, I would say yes, right? Because things were really, really tight. And I talk a little bit about that on the book, and I'm going to talk a little bit about that on the webinar as well. But the point here is that when you say yes to those kind of clients, you end up getting the worst possible clients on earth. Why? Because these people that buy and they shop around based on price, they usually, they will micromanage you, right? Because if they are focused on the price, they're not focused on the quality. And this will be like really, really bad clients. Like, I mean it. They will call me at any point in time during the day, during the night. I would have people in Spain. I would have clients here. So it was a mess. And one of the clients that I had, actually, he made me go to a meeting on a rainy holiday here in Argentina. There was snow on the streets, no one to be found on the streets, and I had to go meet him because he was freaking out for some bullshit. And you know, I had to go. And I— well, it's not that I had to go, I decided to go because again, I was operating from this fear-based perspective, right? That what happened if I miss him? What happened if I lost him? What happened if I, you know, if I don't get a good review? What happens? So that sucked. Now, and at that point, I decided that I wasn't going to tolerate any clients anymore. Any longer. I decided at that point, I kind of had an epiphany, you could say, that I decided that what happened if I started with all of that that I knew about SEO? What happened if I started doing my own sites, lead gen websites, you know, my own affiliate websites? And, you know, once I decided on this, I started having these ideas. What if I launch my own brand and I launch this and I did this and I started, you know, doing lead gen websites and stuff, the reality is that I had a lot of results. And then I just decided to go ahead on my own, and that has, has been one of the best decisions that I made in my life because right now I get to work and to choose whoever I work with, right? I wouldn't be doing these kind of things like once a week, you know, during 30 minutes or 40 minutes or whatever for you guys, like, because I really sincerely want to help you guys moving forward in your business, if If it wasn't for the decision that I made back in the day, right? So I want to kind of help you guys, guiding you in terms of how do you actually go ahead and pick those clients, either because they pay you a lot of money or because you're really excited to work with them, or both, right? That could happen too. So the first thing is to ask yourself, where are you getting these clients from? You know, I was talking to one of my my team members. Earlier I was talking to one of my— the people that work with me on the Hernan Vazquez Media LLC, and we were talking about how to get more leads to one of the funnels, the webinar funnel that I'm putting together. And, you know, I had this old lead magnet— well, it's not old, but it has some weeks, or some months rather, a lead magnet that it's about how I brought around 7,000 people in one month using free traffic sources. And we decided, okay, why don't we go ahead and we put that back up and we start promoting that, right? And I said, well, I'm not entirely sure if I want to do that because the topic of the lead magnet is about free traffic. In fact, the name of the lead magnet is How I Got 4,000 or 5,000 and Some Change Visitors from These 5 Free Traffic Sources. Now the reality is that when you target people that want to get free visitors, they're not, or they still yet to understand the power of paid advertising or the power that a paid visitor or investing in your business could have. And there's no actually free traffic. There's no such thing as free traffic, if you know what I mean. Either you're paying with money or you're paying with your time. SEO takes time. Growing an Instagram profile takes time. Growing a Facebook group takes a lot of time. And time is money, right, in business. So there's no actually such a thing as free traffic, right? There's organic and paid traffic. So I decided to ditch that idea right off the bat, even, even though that's a great lead magnet and that has a lot of value. I decided to ditch that idea and to completely go in another route in terms of the kind of lead magnet and the kind of value that I want to, um, go ahead and give away in the beginning. So what I'm doing right now as we speak is I'm having my team design a PDF about the perfect Facebook ad, the perfect Facebook ad template. Now if you think about it, the people that are gonna download those kind of templates, so those kind of— they're interested about that, are people that potentially they're already investing in Facebook ads. If they're already investing in Facebook ads, that means that they know the value of investing in your business, right? In their business in this case. So, you know, it's a completely different approach. So the question is, where are you getting your clients from? Is it from free events where people come and congregate and then they want to pitch your services and they want to, you know, you're jumping on a call with somebody after a Facebook or a LinkedIn message and they just want to pick your brain, you know what I'm saying? Or what kind of, like, where's your traffic coming from? Is it coming from SEO? Are they looking for something for free? Are they looking to get something from nothing? Or are these guys that understand the power of investing in your business? A great way of doing this is to actually go out there and pitch businesses that they're already investing in advertising. Google AdWords, Facebook Ads, LinkedIn Ads, whatever that is, if they're buying banners on, on websites, or maybe even on publications. Like if you open a magazine and if you see people, you know, actually advertising on that magazine, that means that those businesses understand the power of investing in their business, right? So those clients are potentially much higher value than people just hanging out on free Facebook groups. For example, I posted something really, really cool on the ClickFunnels Facebook groups Which is an amazing Facebook group, by the way, but I got a lot of people wanting to work with me for free, right? And that's not how things are done. So that's number one. You need to understand where your clients are coming from or where your leads are coming from, which takes me to the next step, which is how are you pre-qualifying those people? How many hoops they need to jump through before they get on the phone with you? Right before you actually dedicate some time to them. So that's number two. Once you get those clients, what kind of what kind of of process you're putting forward or you're putting together in order to filter as much as possible those clients? The best and simplest simplest way to do this is that if you get a LinkedIn message or if you get a Facebook message, even if you come across someone. On a networking meeting, the best way to do this is to say, hey, why don't you complete this form? Okay? And on that form, what you're looking to do is to disqualify the freebie seekers, the tire kickers, and people that cannot actually afford you. Not because they're bad, but because maybe they're not on the stage of the business that can actually afford you, right? Maybe they need 6 more months or 1 more year to actually get to talk to you or get to work with you. So with that said, a really simple technique is just to actually have an application form. And we're gonna jump into the screen in a minute. I'm gonna show you guys this kind of funnel. It's really simple to use. So what you want to do in those cases is even if you get somebody on Facebook, if you get somebody on LinkedIn, if you get somebody pitching you on the phone, whatever, saying, hey, no problem, would you mind completing this form? So that I can better understand what's your business and what's your status of your business and if I can actually help you out, right? Even further when you're selling products or services as a coach, a consultant, or whatever, right? If you have your own marketing agency, etc., etc. So that's a great way of actually, um, filtering those people that cannot pay you because on that form— this is important— on that form you want to have a big disclaimer saying, hey, I need at least, or you need to be making at least XYZ per year or per month in order to work with me, right? So you don't want— you don't want to have calls with anyone. You just want to have calls with people that, A, they have gone through that process, they jump through some hoops in order to reach you, number one. And number two, that they are already aware what you're gonna charge them. Okay, and this is really, really important. One of the things that many, um, a lot of people say, or a lot of people do that I see, uh, that, um, that they are making this mistake— mistake in my, in my opinion— because instead of saying their prices, stating their prices right off the bat, what they would do is to jump on a call to try to sell someone into whatever they're gonna, you know, whatever they're gonna sell. So let's say that I'm selling a $6,000 package, a coaching package. I'm gonna tell you before you jump on a call with me that I'm gonna charge you $6,000 or $10,000 or whatever. Why? Because otherwise I might have a lot of calls, but people could feel a little bit weird, right? People could feel a little bit weird saying, hey, but wait, you know, now you're wanting to charge me? Like, I'm completely upfront on this, right? If I want to charge— if I'm gonna charge you $6,000 or $10,000, whatever that is, I'm going to tell you beforehand, hey, are you happy with this? Is this within your budget? And you know what? Most people will say no, and that's completely fine too. You only want to talk to those people that will say yes, okay, that's reasonable for the value that you're going to develop or that you're going to deliver to my company. That's reasonable. Let's hop on a call. Okay? So people, they already know what you're going to charge them. So that's something that you want to do. If you have a webinar, for example, I usually state the price in the webinar. Of course, conversions will be way less, but those people that you're actually dedicating time to, those people are really into talking to you. Okay? So that's step whatever, step number 3 at this point, I'm lost with that. And so number 1, check where you're getting your leads from. Number 2, make them jump through some hoops. Number 3, make them apply or tell them what you're going to charge. In advance. And number 4, the best way to sell someone— there are basically 3 ways of selling someone or selling yourself as a professional when it comes to selling a service or selling a product or whatever. There are basically 3 ways. Number 1, you can say, hey, I'm awesome, buy, right? Buy from me because I'm awesome. Number 2 is by saying, telling other people, hey, he's awesome, buy from him. Okay, let's say that I have a lot of testimonials saying, hey, Hernan is awesome, buy from him. And that's completely fine too. And number 3, which is my favorite, is by actually helping you and showing you that I can help you by actually helping you right now. This is something that I've learned from Frank Kern, which is called results in advance, right? So you want to provide results in advance right now in order for people to understand that you can actually help them. That's kind of what I'm trying to do with these videos, actually trying to help you guys. And maybe at some point you would decide to go ahead and buy the book or do business with me, okay? So that's completely fine too. So those are like 4 or 5 steps that I want to share with you guys to actually increase your odds of talking to those people that can actually afford you. You don't want to have— like, here's the thing, if you're giving something away for free, you will have a lot of people opting in, okay? That's completely fine. If you're selling something, you might have less people opting in, but you— the people that opt in or buy your stuff will be higher quality. Right? Now if you're saying, hey, come talk to me, I'm gonna help your business for free, like the free strategy call, whatever, you might have a lot of calls, but the amount of people that will be able to actually afford you could potentially be less. Now if you're saying, hey, let's have a strategy call, but guess what, I'm gonna pitch you something and at the end it's gonna cost you between $3,000 and $10,000, yeah, the amount of calls that you're gonna have, that you're gonna have are gonna be way less, but nonetheless, those that you are talking with are completely on the same page as you. So let's jump into the computer real quick. Let's see if I can do this without breaking anything. So let's jump into the computer real quick. I'm gonna share with you, boom, how we do this. So this is super simple, guys. In fact, it's one of the simplest funnels ever. It's one of the simplest funnels ever, and I'm here As usual with the good old Lucidchart. So what you want to have is some sort of traffic, which could be whatever— Facebook traffic, LinkedIn traffic, um, networking, whatever. You want to have them go to an application form, okay? Application form. Whoops. And then after that, you want to have these as automated as possible. So after the application form, they will go to a calendar, um, schedule. So you can use whatever you want— Acuity, you can use Calendly. I rather— I, I like Calendly a lot because it's simple and it integrates with my Google Calendar. So I will just pop in, pop it in there, and people will go ahead and schedule their call. This is all you need. This is 100% all you need. Now granted, this traffic right here needs to be warm traffic, right? You don't want to send people directly into an application form if they are dead cold, if they haven't heard about you, if they haven't had a conversation with you. But if you're out there trying to reach out to a lot of people and you're actually, you know, doing a lot of networking, or you get approached because you probably have some Facebook videos or some YouTube videos like I do, or you're really helpful on a Facebook group or a discussion board, whatever that is, or you probably have some sort of publicity or advertising offline which could potentially be a really good source of leads, you want to do this still. So you want to send that warm traffic, people that have had sort of touching point with you beforehand, and you just want to send them into the application form saying, hey, I would be— I will be super delighted to talk to you. Just, you know, tell me what's your business about and how it works and whatnot. And then one of the best ways of doing this is that after they apply, you get all of their information, you get the calendar, right? They schedule with you on autopilot. You get all of the information in front of you and then you just have a conversation with them before, because again, they need to jump through that hoop. So they kind of know already what they're gonna charge, what you're gonna charge them from your products or services, right? So that's completely it. Like, this is one of the simplest ways of getting people that can actually talk to you. You can add a webinar, you can add a case study, you can then follow up via email, you can do pretty much whatever you want. But this is by far the simplest funnel, and it's usually the best one, right? Simple is, uh, it's not— I'm not saying you're gonna get a lot of clients, it's not easy, but it's definitely simpler than it looks. All right, and this is some of the things that I teach and I talk day in and day out with my, uh, students at the mastermind, right? So Convert and Prosper Mastermind is designed to get you and your business to the next level. We jump on a call every Tuesday, and then if you cannot attend, you get access to the, to the recordings And then you get access to— I think it's like $10,000 or $15,000 right now worth of bonuses, something like that, right? Yeah, so it's like $10,000, uh, dollars worth of bonuses right now because in it I have the Convert and Prosper video course, which you get for free, the Facebook Magic Bullet System, which you also get for free, the consulting funnels, which is basically telling you how to do this but on steroids. For cold traffic as well, and the automated webinar campaigns, which is completely for free as well. And we show you how to generate your own webinar, uh, your, your own webinar funnel, your automated webinar funnel right off the bat, which is pretty damn cool if you ask me. And that's all included on the price. It's just $297 a month, and you will be able to get it if you go to hernanvasquez.com /mastermind, and you can join us. We also have a Facebook group where people are raving about it. I deliver a lot of value over there, and I'm actually showing you guys what's going on with my companies, with my own stuff, and what's working with my companies as well. And you also get these for free, okay? And not only that, which is pretty cool— listen to me right here— because you also get a written copy of The newsletter, the What's Working Now newsletter. Deliver to your door. So I don't care where you live. You live in the U.S., outside of the U.S. That's completely fine. I'm gonna send to you a written newsletter every month with What's Working Now. Like it's like a distilled report from the trenches of what's working now for my campaigns, email marketing, advertising, etc., etc. It's pretty damn cool. Okay. So I hope you guys enjoy these little rant and live webinar. I really hope you do, and I hope you again join me. On the webinar I'm gonna do on Thursday. Links should be around here somewhere. If they're not, you can go to hernanvasquez.com/webinar. And yeah, it has a lot of value. And I really hope you guys join us on the Facebook group, which is hernanvasquez.com/facebook. And if you want to take your business to the next level, you know what to do. You can join Convert and Prosper Mastermind, where you will get this and a lot more. This is like, I don't know, not even like 1% of We're not even scratching the surface here, guys. Just believe me when I'm saying that. And yeah, guys, so again, this was the last livestream of 2017. I hope you enjoy the beginning of 2018, and I really hope to see you— a lot of you guys inside the mastermind so that I can help you taking your business to the next level. So before I say goodbye, let me see if I have any questions. Uh, over here. Boom, boom, boom. No, I don't have any questions. That's pretty cool. Oh, Shiba. Hey, Jimka, what's up, buddy? To start this funnel, what kind of paid ads work well for local construction clients? Facebook. Yeah, Jimka, um, Facebook, Facebook for local works really, really well. If you're doing cold advertising, I wouldn't do this specific funnel. Maybe do something in between like a lead magnet or something like that, and then you send them to an application form. Okay, this is for warm traffic only. So if you're actively looking for contractors in your area, you can actually go ahead and send them here, right, your application form. But I wouldn't use this specific funnel for cold traffic, right? So thank you, thank you for your, your question, Jeep Guy. I really, I really appreciate you, buddy. All right, so I don't have any more questions, and again, I hope you guys start 2018 with a bang. I really, I really appreciate you guys staying with me, and I hope to see you guys within the mastermind. It's gonna be a lot of fun. And yeah, I'll see you next time. Bye-bye.