How to scale from $12K/month to $88K/month in 90 mins
William Brown coaches Matt on scaling his digital nomad agency program from £12K to £88K monthly. Matt's £3K three-month offer has a 12% close rate on sales calls. Brown recommends soft deposits, word-for-word sales scripts, better objection handling, and separating content strategy between lifestyle and business audiences.
Questions this video answers
£3,000 for three months.
Step-by-step course, WhatsApp access to Matt, weekly group calls, ~4 one-to-one calls (more if needed), community (School), access to paid community trips.
Current close rate ~12%; 18 calls taken so far this month for the new approach, 27 calls booked this month total.
Prior close rate ~27% when price was £2,000.
Approximately 90–95% show rate (Matt said 95% with caveat of small sample).
Chapters
Okay. Did the Internet work by the way?
Yeah, it's working.
Excellent dude, excellent. Well mate, to begin with, tell me a little bit about the business.
Yeah, so I started with like travel content, so I built up a skill of like social media and building a personal brand. So I started with helping businesses just run their social media, like social media management. And that's what I've done for two years now. Um, but six months ago I launched a like program slash community where I help people who do 9 to 5 build their own agency. So now it's kind of two parts of the business but I'm focusing more on the community now. So yeah, that's what I currently do. So it's part of the business is like social media management for businesses, mainly in the health and wellness niche. And then I've got a program which is pretty much all of them are people that have never ran an online business and I'm helping them start, get the first few clients and aim to get to like 5k a month.
Got it, got it. So you're still doing the social media management as well?
Yeah, but I'm now transitioning more towards the community.
Very natural, very natural. And now you've got a program helping brand new beginners. That must be fun.
Yeah, it's interesting. And I've had a lot of people maybe say I should target people that already have businesses because it. Yeah, some of the objections are more towards like mindset and they just don't know anything about this world essentially.
Well, dude, I mean I was thinking about this this morning. I was thinking someone's got to work with beginners. Yeah, I mean someone's got to do it, you know, and to be honest, like it's not, it's not a bad thing. We can talk more about that later. So social media management, it's like running their ads, running their pages, helping with sales.
Yeah, mainly like the full process of video ideas, content strategy, video editing, posting the videos. And then I started to get more into ads as well. But like my knowledge is more like short form content.
Mm, cool. Right. And so the offer is learn how to make your first 5k per month online. Doing what I've done to make money basically.
Yeah, more like the agency model. It doesn't necessarily have to be social media. I teach more like the outreach, how to actually create a good offer, a bit of inbound marketing rather than teaching the individual skill.
Yeah. So you're helping them to start a agency of their own and get clients and. Yeah, make their first 5k.
Yeah. So some of them might have worked in, like, sales, for example, in a 9 to 5. So I'm helping them kind of offer that.
Yeah. As an agency, who's your, like, dream customer, your ideal avatar, would you say?
So my current avatar is, like, people in the UK working nine to five, mainly males, usually between the ages of, like, 20 to 30. So that's my current avatar. Whether that's my absolute ideal, it's something that I'm thinking about, whether it'd be better to help people that have started an agency but are just struggling to scale it slightly.
How many customers have you had so far, Matt?
There's 17 in the community at the moment.
Yeah. So it's coming together. That's decent.
And.
Have you had a customer that's been like, your favorite customer or that's got the best results or any standout customers yet or a bit too early?
Yeah, there's a few that are now out in Bali. And I'd say the idea with someone that's already got a skill set, because some of them come to me and literally, like, I do not know where to start, even with a skill. Whereas, like, someone came in with, like, sales skills, for example, or, like, they're already a videographer for, like, one of them is a videographer for Porsche. So, like, straight away, there's a bit of social proof he's already got a skill that can sell, so it's more packaging it up rather than taking them from absolute zero.
And when you say that they've already got a skill that they can sell, how does that relate to the agency.
In terms of they can then offer that service to businesses on their own because they're currently in a 9 to 5.
I see, I see, yeah. So they can tie their skill into the agency that they're going to run. Yeah, that makes sense. Do you help them? Let's say that they're not skilled. Do you help them choose, like, a niche, an area to focus?
Yeah, it's something that I do help them with. In terms of, like, what skill set or service can they provide based off maybe previous experience, Anything they've done for themselves, areas of interest? I'd say they're the slightly tougher avatar.
Yeah, they're definitely the tougher avatar because.
There'S just a longer timeline between literally no skill set to earning online.
Yeah, but. But it can still be done.
It can still be done. Yeah.
Yeah.
It's just slightly longer timeline, so it doesn't look as good on, like, testimonials, of course.
Is there a customer that you wouldn't take or something. You'd be like, no, I just can't work with that person. Was it quite, quite broad and quite open?
It's reasonably broad because my whole channel is. As I said, I used to do travel content. So my following is people that like I'm selling more. The lifestyle of you can travel anywhere, you can build the business, earn online. So that is kind of my audience in terms of people I wouldn't work with. Some people like don't have the right mindset of even trying, so. But they wouldn't invest anyway.
Yeah, yeah, that makes sense. So yeah, so you came from travel vlogging, you did this for yourself, built up a good income, realized that you can help others to do it as well. And now you basically help anyone with the mindset and the passion to come in and start an agency of their own.
Right.
It's preferable if they have a skill or a niche already.
But.
But even if they don't, you can help them find one.
Yeah, yeah, cool.
And let's say we just met and I was like, what do you do? What would you say to me?
I help nine 5ers become digital nomads in 90 days or less.
Sick. Sick. Say that one more time.
I help Digital. I help nine 5ers become digital nomads in 90 days or less.
Really good. So I help nine to fivers to become digital nomads. In 90 days or less. And how do you do that?
Well, in terms of what I offer within my program.
Yeah. So I've just met you and I'm like, dude, what do you do? You're like, Well, I help 9 to 5ers to kind of become digital nomads and get freedom and travel like, well, how?
I've got a full step by step course. So you're never lost along the way, you know. Exactly. The next phase throughout the whole process. So all the way from picking a skill and niche, creating a really strong offer and then building an outreach system which will book you sales calls and then clients and one to one with me. So I don't just give you a course and leave you to work it out by yourself because this is all new to them. So at any step you can message me on WhatsApp or we can book in a one to one call. So it's personalised to your journey.
Really good. Is it just the one offer that you're selling right now, like one tier?
Yeah, it's just a one off. 3k. 3k for three months, 3k for three months.
3K for three months. And just tell me what are the exact deliverables?
Dude, the exact.
The things that they get, like course, WhatsApp one to ones, community.
Yeah, so they get the course, they get my WhatsApp. They can book in one to one calls with me as many as they like. I say four.
So four one to ones for the full three months?
Yeah, but I do more like I don't mind taking them and I'm happy to. Happy to do them. It kind of just depends on the person. And then I have weekly community calls, so every week we'll have a zoom call, which is like a Q and A or talk about a topic. I also get other entrepreneurs occasionally to come on a call as well.
Is the community in school? Yeah, yeah. So school. So they get a course, WhatsApp 4:1 to ones technically, but maybe a few more if they need it. School, community, once per week. Group call.
Yeah, yeah.
Anything else?
And we do community trips. It's like an added cost, but they got access. Only people within the community can come on these trips.
What's the cost of those?
It depends on the trip. We've done one to Montenegro, we did one in the UK and we did one in Bali. So.
How much was the. The Bali one? And was it just the one day?
No, it was three days. Only £400. I'm just running them literally at like cost at the moment.
Fair enough, fair enough.
I think once I scale it and we get more people on it. But it was a relatively small, small trip.
Yeah, fair enough. Yeah, it's more fun.
Yeah.
Nice. Cool. So technically, two offers. The main front end offer, back end trips, slash masterminds, which is cool. So I know your avatar, but you're not sure on it. I know the niche, I know the offer, I know the price, I know the deliverables. And how. How do you acquire customers right now, man?
Pretty much all Instagram.
Yeah.
So mainly Instagram organic. I've started running Instagram ads this month, so they've only been running like two, three weeks.
Cool.
And yeah, it's just through the dms. So I'm chatting them in dms, find out what their job is, what that situation is, what their dream outcome is, then ask if I can send a vsl and then if they're interested, from there we booking a book in a sales call.
Cool. So just reels, stories, posts to get followers. Then they DM you, you DM them.
It's a mix. So some DM me a word because they see it in My bio. Yep. Some just message me, like through an Instagram story, if I put like a lead magnet up or I put a CTA in there, or I've got a VA who's sending out the initial message. So anyone that follows me, also going through my past followers, like 100 a day, just messaging and people that engage in my post, like if they comment or anything, we're doing the initial message and then I take over from there.
Nice. And in the dms, you send them, you have a chat to them and then you send them to a vsl. You literally link them to a vsl?
Yeah, yeah, yeah. I've got like a VSL where I send the link to, but I asked for their permission first. They're essentially asking for it.
Yeah. And then is there like a button on that page where they can self book or do you book them in in the DMs?
I normally do that with my social media management agency, but no, there's not. I should probably add that.
Okay.
Oh, I send them a calendar link after the vsl. If they say, yeah, let's book in a call or I'm interested.
Yeah, cool.
And then I just send over a calendar, basically.
Yeah. And where is the, the vsl? Is it like a loom? Is it.
It's a loom video. Yeah, thought so.
Yeah. So the VSL is a loom. So you'd like send them a link and be like, watch this. And then when they've watched it or not, then you'll be like, let's book you in for a call. Then you would send them the calendar link to book them in. Yeah. And then they go to a call and get closed.
Yeah.
And is it you taking the calls recently?
Yes. So I used to have a closer. I used to have like a bit of a team helping me with this whole process. But as of this month, I'm controlling it all myself. I'm hiring an appointment set today. Who's starting today?
Nice.
I'm taking the calls for the moment. It's not something I particularly want to do long term, but I want to learn sales and learn the process myself before I teach someone else. Um, so yeah, currently I'm taking the sales calls.
What, what's your, your close rate on taking calls?
As I said, I've not done it long. Currently it's 12%.
12.
So before with the old closer it was 27%, but our price was 2K. And then I increased the price, started taking the calls myself, and now it's 12, but I've only this month so far we've taken 18 calls.
Okay.
And some of them like I've got a second call with. So I think it's too early to say. It's like a set amount to be honest.
Definitely. I'll just put script deck price. We'll come back to that in a sec. Dude, just let me blow my nose or else I'm going to be sniffing in the bloody odor.
No worries.
All right. It's really embarrassing and it's gonna mess up the friggin video. Sorry about that.
No worries, mate.
Right, let's refocus. Okay. We're getting, we're getting closer to the answers now. We're getting closer. Right, so I know the funnel and that's the only funnel that you run right now is just that.
Yeah. I've got YouTube and you can that I've got a, like in my bio there's a lead magnet where you can go to a free two hour course on my YouTube and then in my YouTube description you can book on a call but like that's Nothing comes through YouTube for the moment.
Fair enough. And is that straight to Calendar?
Yes.
Yeah, yeah, yeah. Cool. So the YouTube is pointing to Calendar but you're not really booking any calls from there yet.
No.
How big is the channel?
It's nearly 5K but it was travel content.
Ah, so it's. Right.
And now I've same with my Instagram. It was travel content so a lot of my followers are through that. And as I said I was doing some like weird travels last year so now it's transitioning more towards lifestyle, digital nomad and business.
Got it, got it. That's really useful. I'm glad that I asked about that. We'll talk about that in a minute as well. So close rate is 12. What's like the rough show up rate right now?
95. I've only had one though. Sure.
Yeah, thought so. Sure. Rate is about 90%. Do you do payment plans? You must do.
Yeah.
What's your full pay to payment plan ratio? Roughly, like how many people pay in.
Full generally I say like 50. 50.
About 50. 50.
As I said, I've only just increased the price so that slightly changed it I think. Yeah. The main objection is financial to be honest.
Yeah, that's common. When you start taking more calls, keep an eye on the ratio between full pay and payment plans. If it's above, if you find that likes it's above about 60 or 70%, your price is too low. If you find that it's, you know, 40%. 30% is quite low and not a lot of people are paying in full. There's a bit of a problem there, usually with either the pricing or the strength of the offer or the closing ability, that kind of thing. So that full pay ratio tells you a lot. It's quite a. It's a bit of a guiding metric. So just keep an eye on that.
Yeah, right.
And if it's high, you can raise your price. If it's low, there's a bit of a problem to solve.
Yeah, I think a few things with the metrics at the moment is I'm. I wouldn't say I'm the best at sales. I'm reasonably new to it. I've done it through my agency, like, for a while, but it's not something I'm massively worked on. So sometimes I'll come off a call and think a good salesman would have closed them.
Yeah, that's an annoying feeling. But you just gotta learn. You gotta learn the hard way. Yeah, sometimes. So. Okay, no worries. Is there any numbers that I'm missing that I should ask you for?
Total calls booked this month so far is 27.
27 so far this month.
So I should do it.
That's pretty good.
Well, that last month I think I did seven or eight. And then this month I started running ads and I'm not spending loads, just £20 per day. But I'm messaging every single person now. So, yeah, in terms of actual calls booked, we've improved a lot.
So 27, you said? Yeah, not 27. Yeah, that's. That's pretty good. So you're tracking for almost 60 calls this month then by the end of the month? Yeah, yeah, that's really good. Yeah. So you've got decent cold flow, which is good. And you're running Instagram follower ads, like profile visits.
Yeah, follow ads. So, yeah, I'm only running one ad at the moment and it's just basically showing my story sort of thing and just saying, if you're interested to become a digital nomad, drop me a follow.
Nice, nice.
Yeah.
Then. So you're running the ad. Do you know what the cost per follower is?
It's about 90p.
90P? Yes, it's about a pound. And you're spending £20 a day, so you should be getting about 20 to 25 followers a day.
Yeah.
So what's that? That's about 750amonth. Ish. Do you know from follower to booking a call, do you have that number yet or not?
No, as I said, I've Been doing all the appointment setting myself.
Yeah.
And like my DMS are a mess to be honest. I've not like I've not really had time to. I used to track it when I wasn't doing big number in terms of only booking eight calls, but fair enough.
Do you know what the like qualified DM to booked call rate is or not yet?
Not yet, no.
It's probably. Ours is about 12%. So for every 10 people we chat to, we're booking about one call. If you had to guess what roughly what would you say that it is? If you had to take a more.
In terms of chatting someone who's qualified to book it.
Yeah. Like if you spoke to 10 qualified people, how many will book a call roughly?
I'd say slightly more than 1 in 10.
Yeah.
I don't think I've spoken 270 this month so far. I'll definitely not send that many. Like VSLs. Yeah. I don't know, if I had to guess I'd say maybe like one in eight.
Yeah.
But that's. Yeah, a rough, rough estimate.
Yeah. Okay. Okay.
I think there's a slight problem with like speed of response at the moment, which is why I get appointments at because of the time difference. He's in the uk so it should be a lot better.
Speed to lead.
Yeah.
And you've got a setter starting today.
Yeah.
So basically one is speed, speed to lead is one and metrics is two. Right, cool. Okay, so you're running the organic, you're running the ads, closing about 12%, show rates really good, you're getting decent call volume. Right, let's come to problems then. So tell me all of your problems and bottlenecks that you feel like you're stuck on right now.
I'd say my biggest one is sales.
Sales skills.
Sales skills. Yeah, understanding. So one of my friends works in sales and yeah, I know a lot of people saying push for the one, like one call close, but I don't know, with my audience like 3K is probably the biggest payment they've ever made. True, true. So I've started trying more of a tactic. Well, I'll still try and handle their objections, but I won't really, really push. It's more. I'll get the WhatsApp, send everything over and then try and have like another quick 10, 15 minute call in 24 to 48 hours.
Yeah, financing as well. Okie dokie. Right. Sales script deck, sales skills, YouTube channel. What, what else, man? What other problems do you have?
So in terms of like objections, it's one financial and two is more of the mindset because as I said, a lot of them have never done online business. So it's the mindset of kind of standing out, being back in the UK and trying something new and not even necessarily just doing the program, but everything that comes along with it. Having to go on sales calls and just like a mindset issue and like procrastination sort of thing.
Is that like before the call or also when they buy the program? That's still a problem, would you say?
Not as much when they buy the program because I'm there making sure they are doing the work and I feel like they've committed then.
So the problem is like avatar mindset and getting them to know what to do.
And yeah, they're more like, oh, I'll start when this happens or when this happens. Or I'll start in January or.
Start in January. Shut up. Come on, man. People. All right, we'll talk about that in a minute. What else? What are the bottlenecks or problems do you have?
I'd say potentially, I don't know because I'm booking a decent amount of calls, but maybe the content and trying to balance how I portray myself online. So I've gone from a travel content creator, might go into places like Afghanistan and now I'm teaching business. So managing that transition and what style of content I do currently, I'd say it's more focused on lifestyle and mindset. I'm trying to handle the objections in my content essentially with the mindset and I've occasionally dropped in some business content, but I don't know how much like talking about how to do sales, that's not really my avatar because they're not even at that point. I'm more trying to get them to start and try and get them to change their life.
Yeah. Because what. Because what is the promise? Your promise is quit your 9 to 5, work online, be able to travel, get freedom and do what I've done.
Yeah, yeah. I'm not. So I think there's people online that are selling courses to like scale to 100k and everything. Like, that's not me. I'm. Yeah, get. Get to 5k a month, potentially scale in the future, but enjoy the freedom, travel, live in Bali. Yeah. That's where I think mine's slightly more unique and not competing with these other courses and programs.
That makes complete sense. Yeah. YouTube channel will talk about financial. Objection. We can talk about what is your. What's your next goal with this business?
Obviously scale it. Revenue Wise.
Yeah.
Get more testimonials and better testimonials.
Yep.
Like get a more fluid system with. In terms of content being pumped out, having an appointment set a longer term, having a closer. Because I don't really want to be doing 50, 60 calls a month. I'm happy to at the moment while I'm learning.
That's really useful. Yeah. So scale revenue, work on content flow, hire a team, systems and processes. And dude, so now's November. What have you done? Cash collected this month. And what did you do? Cash collected last month.
This month is 6k so far. Pounds. That is so like 7 1/2k dollars.
And what about last month?
I don't actually know. Probably should know.
Okay.
Probably not a lot because I only booked eight calls.
Yeah, fair enough.
I think it might have been. I think we got two people in, but then it was two and a half K. Yeah. Pounds select. Six K maybe.
Yeah, yeah. And what would be a monthly cash collected number that you would be happy with slash excited about? Like, what's the next number to hit in your mind?
30K.
Yeah. Pounds.
Yeah. Why not? Oh, it's 10 people. And I think that's what my aim this month was, 30K. Because I thought, oh, if I book 50 calls in. But I was doing it off our close rate before when it was a lower price. So I was thinking, oh, if I just do the same close. Right. Close rate that we had at a lower price. If I book 50 calls, then I'll do at least 30k.
Yeah.
But yeah, obviously we change closer. Change the pricing as well.
Yeah, yeah, that's, that's, that's a good goal, man. 10 in a month, 3k, 30k. That's like the next, next place to go. So how are you going to get there? I'm gonna make you do my job for me for a second.
I think close rate is a big one. Like me improving with my sales, I think is the biggest problem.
Yeah.
Because If I'm booking 50, 60 calls and this is like the first month using that system, I think next month I could push towards 100.
Yeah, yeah.
And then even if I push the close right up to 15, 20%.
Well, let, let's do the math for it then. So if you wanted to do say 10 units right now, let's say that your close rate was. Let's just say it's 10%. So if your close rate is 10%.
Right.
If you take 100, you'd have to take 100 calls. Yeah. So. So if you. But you've got a very high shore rate, so you're probably gonna have to book. You're gonna have to, like, probably book about, say, one. Just say 120. Yeah, right. So if you book 120, you're gonna take roughly a hundred. And let's just say 10% close is 10 units. We don't know your full pay ratio yet, Bones. I mean, we do know that. We do know that, at least in rev. Revenue would then obviously be the 30k, which is great. The cash, however, would probably be. I don't know, probably. Maybe. Maybe half. Ish.
Yeah, I'd say at the moment it's 50. 50, obviously.
Yeah, yeah, some. Something like that. So your cash would be about 15k. So if you wanted to hit 15 cash, well, double that, basically. So then you just double it.
Do 2, 4.
Yeah. If you booked 240 calls, you probably take about 200 calls. 10% clause would be 20 units, which would be about 60 rev with about 30 cash. Ish. And then obviously you can play with these numbers. So your close rate is really, really high, which is great. If you can get that to 20, well, then you can achieve that with these same calls as well. Because then if you can close 20%, you close 20 units and you would hit 60 rev and 30 cash.
Yeah.
So I think in terms of priority, closing is definitely a focus for. For sure. How heavily do you vet people before they're allowed to get on a call, would you say?
Not too much at the moment, because I'm trying to focus on getting better at sales. So I don't want to disqualify too many. Some people, I do if they say they're a uni student or, like I asked where they're from as well.
Yeah.
Just to, like, financially qualify them a bit.
Yeah.
But I think a lot with my audience if, like, I don't want to say the price in the DMs, because then most of them won't get on the call.
What are the. What are the questions on the. The calendly form right now?
Mainly just where did you come from? Like, which channel? Yeah, I don't. I don't have too many questions on there.
Okay.
I could potentially, obviously, add, like a financial one.
Yeah, I think that'd definitely help you because it just depends what you want. Right. So if you. It sounds like you've got a pretty bare survey on there right now, which is. Okay, that is going to get you more calls, but the quality is going to be lower. But it's not. It's kind of good to practice on right now, you know, because. Because the opposite is you could add, you know, something like we have where it's like working with us is not free and requires a, you know, roughly say four figure investment on your part. Do you have the capital to invest that? If we find that you're a good fit, then you would get a lot less calls but obviously better quality. That would improve your close rate in itself. But you would maybe burn some leads if you're not that skilled yet. So it sounds like your preference is the former right now.
Yeah, at the moment if I started booking 100 calls plus and I'm then something I probably would start to qualify slightly more. Yeah, I think for the moment, with the first month of me taking the closing, I don't mind too much. At least I get a bit of practice. And I don't think 3Ks if they're from the UK, I don't think 3K is a ridiculous jump where even if they've not got the money now, I might speak to them and in two, three months they could have the capital.
Yeah, definitely. Do you have a sales script that you follow?
Yeah, slightly. Yeah, I've got it there next to. Next to me to follow while I do it.
Where did the script come from?
My friend, he's done like Charlie Morgan's course.
Cool.
So it's based off that and. And then I've kind of tweaked it obviously for my, my service. And yeah, my friend does sales as well, so I spoke to him about it.
Nice. So you're confident you've got a good script?
Yeah, I think so.
Yeah.
I think I could delve deeper into the problems and then build up the dream outcome a bit more. I think that's something I could do better. I ask questions, but I don't. I could probably dig further into the pain.
Yeah, yeah. I'm just trying to think like where is the problem? Because you've got. When you do a sales call, you've got discovery, then you've got the pitch. Do you have a pitch deck? No, no, dude, you should test having a pitch deck in terms of something.
I show on the call.
Yeah. So what we. I wish I knew this sooner. So what we do now is when we get to the, to the pitch, we do discovery. Then at the end of discovery we will say, right, based on what you've told us, I definitely feel like I can help with this. Would you like me to tell you how? And they say yes. And then the closer will share their Screen and cover. A visual deck.
Oh yeah, yeah, I do have that on. I've got a Miro board which quickly goes over like my story and how I went from I used to work in construction to living out here. And then I've got. It used to be just going through my program, but people still couldn't see how they got. Could get from where they are now to where they could get to. So it was. It now it's a breakdown of like each step throughout the three months really. So like week one of planning and what part of the course they should watch there. And then like the first month, second month, third month, and throughout that. I'm saying here is where some of the students were at that point. Like month one. Like this person was already earning this or have booked this many sales calls.
Yeah.
So it's like dropping in testimonials throughout.
Really good. Yeah, that sounds like a. A good deck. So I'm just kind of going through the variables here. So you've got a good sales script. We're confident with that. You've got a pitch deck which sound like. Sounds like it's pretty damn solid. So you're good on that.
That's reasonably new, though. I've probably only used it on the past.
It's.
I only started it like last week. Okay. So it's reasonably new.
Make sure that you track. Right. I would take 30 calls without the deck and 30 calls with the deck and see where you close highest. Because from my experience, right. Some people close high with the deck, some people actually don't close higher. It can damage their close rate Sometimes some people are just not good at reading the deck and it can confuse them a bit. So make sure that you test that to see which one are you.
Someone's mentioned to me before, like as soon as someone books a call, it sends them to like a pre call video, potentially showing the roadmap on that. So then when we go on a call, it's asking, is there anything you want to ask about the course or any doubts that you have rather than each call going through that whole roadmap.
That's a good question, actually. When people book a call, where do they land afterwards?
So recently I've changed it to straight to a testimonial of a guy called Tom in my course who's now living out in Bali. So it's filmed like in front of my pool in my villa.
Nice. And it's just like a flat page with like a video, but any, any copy. It's a loom yeah. Okay. Okay. Well, for now, if we don't really want to qualify people too much, then we don't want to mess with the survey because we want to keep the cold flow so you can keep practicing and getting better at sales. But when they book, they land on that testimonial video. Right, well, that's something to test then. So you could test. I'll put it on the list. Right, so one thing is the thank you page video.
But.
You only really need to play with that if people are, like, not warm and they're not bought in. So when you speak to people, like, where is their head generally at? Do they, like, know you? They know what you do, they're excited for the call, they're ready. Or are they a bit like, oh, what is this?
No, they know. They know why they're on the call. Obviously, some have followed me for a few years, but now I've started running ads, I'm getting a lot more new people where there's less trust, I'd say, because they've just landed on my page and then suddenly I'm chatting to them in the DMs. I'd say a lot of them are more, like, curious. I'm helping them build an agency. But I'd say my audience aren't like, oh, I really want to grow a business. That's what I really want to do. They're more, I want to escape the uk, I want to travel, I want to have the freedom, and the agency is just the way to do that.
What are the two or three biggest objections that you get when. When people don't buy?
Well, the main one would be, I can't forward it right now.
Yeah.
Second I'd say, oh, it's not the right time because of this.
Or.
Yeah, I'd say. I'd say that's. The second one I'd say is like the procrastination, I'll start later, sort of. Objection. And then maybe the third one I'd say is the people that don't know what skill they'd sell. So they're right at the start and they are unsure that their skill is valuable enough to then sell to businesses.
Yeah, it's really good. Really good. Right, well, you can use the thank you page video and you can use email over time to solve whatever those problems are. So, for example, let's say you get loads of people on the phone and they're like, oh, yeah, I just don't know whether I can really do this. Right, well, in your thank you page, Video in your emails, put that in and be like, now if you're thinking, you know, can I even do this? Here's an example of this person that thought that, this person that thought that I used to think that and here's how I solved it, blah blah, blah. And then you'll solve it in the thank you page video and the pre call emails. Or if it's like maybe even I can't afford it. Right, well you might want to put in your thank you page video and your emails. Now if you're wondering what the investment is, we'll cover that on the call. But just to give you an idea, right, you're going to need around X pound figure or X dollar figure to make a success of this. If you don't have that, cancel the call or whatever, you know, or you might want to reconsider, just whatever and just use the thank you page video and the pre call emails to handle whatever needs to be handled.
Would that be better to do in the pre call video or as a question on the calendar, the financial one?
There's different levels of like friction. So if you said to me, listen Will, man, I only want to speak to fucking qualified people, I would be like, right, we're putting two questions on the survey, right. We're putting it in the thank you page video, we're putting it below the thank you page video and putting it in the emails. And we're gonna have a fucking set of dial them and check them as well. Like that's what we do. Or if you said to me, nah, I'm happy to take more calls, you know, because I want to learn and I don't mind, I'd be like, well don't do that. So there's the different levels of intensity and that depends on what you want.
Really? Yeah, you know, no, as I said, at the moment I'm happy to take the sales calls.
Yeah.
And I'm thinking If I have 50 calls and even if, yeah, obviously a lot of them won't close, but now it's kind of in their head and they might come back. Like I've had a lot of people where they won't close and two, three months later they'll come back and then they're really ready to buy because they've thought about it.
Mm. Do, do you, what is your process when you know that you should have closed someone but they didn't buy? What's the process from there?
So I'll get their WhatsApp on the call. I'll send over like the pitch deck so they can look through the roadmap. If they're unsure they might have forgotten or unsure what the roadmap is, I send them that. And then depending on how the call goes, I'll send over a contract and the payment link. But the contract has just to kind of show that everything I'm saying that's in it is, like, legal and. Yeah, yeah. And then I'll, Yeah, try and keep in contact with them.
You do take payment on the call, though, don't you?
Yeah, yeah, if they're ready to buy. Yeah, take it on the call.
Good, good. You know, just. I just wanted to check because I've had people in the past that are like, yeah, when they want to buy, I send them a link and, like, just leave them to pay it.
No, I don't know.
No, no. Good, good. Okay, Right, well, let's come back to the problems. So you've got a good script, you've got a good deck, your price is solid. The main problem right now is sales skills. And am I right in saying, like, the main problem is just objection handling?
Yeah, I'd say mainly I'd say not too, like, putting in the right frame of mind in terms of, like, the questioning. And I don't know if I skip over sections slightly too quick. Like, don't delve into why they really want to leave the uk, why they really want to leave their nine to five. So I think that could potentially be a problem. And then, yeah, I'd say the objection handling.
Okay.
Because I'm trying to balance not pushing too far where it gets to the point or they, like, dislike me because I'm the one doing the course as well. And I've been on sales calls before where it's annoyed me because they've pushed too hard.
Yeah, yeah.
But I also know that you have to do it to some degree, so it's balancing.
Yeah. It sounds like you kind of know what. What you're doing, so you may be going a bit too fast through discovery. Perhaps you don't want to push too hard. Are you confident that you, like, know how to handle objections, though?
Yeah, I think I could improve massively on it. Yeah. I think in theory I know how to do it. Whether I do it well enough on the call. Yeah, Like, I've done research on it and like, positive framing, everything I think I know. But whether I handle it. Can think of the question in that moment, like a good question in that moment to handle it? Probably not. I think. So whether I need to just go through all my calls, find all the objections and think of how I would handle it in that moment. Potentially.
Yeah. Oh, I was just thinking of something else. What was it now? Word for word? Script taking deposits and dude, I remember back when I used to take sales calls, man, dude, this one day I had this insane breakthrough and literally my close rate immediately went up. I just want to share this just in case it helps you. Right. I wish I knew this sooner. So back when I used to take calls, probably my biggest objection, as it always is, is I can't afford it. And the way that I learned to handle it was when someone says that, I started saying to them, okay, no worries. Well, listen, I really appreciate the openness and you kind of sharing that because it allows us to work through it together. When you say you can't afford it, do you mean like you physically don't have 3k to spend or do you mean, listen, you know, you've got 3K but you're just on the fence about maybe spending it or maybe not? Which one of those two is it? That question has made me so much money. Right. And it sounds simple, but for a long time I just used to be like, okay, well, I mean, should we do a payment plan maybe? Or some shit, you know, and they just get lost in the weeds. But that question gives you so much clarity and power.
Yeah.
Because they're either going to say, no, dude, I physically don't have it, or they're going to be like, well, listen, yeah, I've got it, but, but, ah, I've just whatever. Then you've got clarity and then you can go from there. So if they say they can't afford it, you can logistically help them. Or if they say that yes, they do have it, you know, it's trust or value or something to be solved because they've got the money, they just won't give it to you.
Yeah, you know, maybe. Yeah, I don't know if I jump to the payment plan to. Normally if they say that, I say, okay, put the financial aside. Do you think this program can help you get to that 5k a month? And then like, why do you think it can help you? Yeah, and then I do the old, like, oh, I don't normally do this, but I can offer a payment plan. Yeah. But I don't really ask. Do you have 3K? So that could be, yeah, potentially an option.
That's, that's a really good, good way to handle it. When people say that, you know, you can say to them, okay, no way. Well, listen, just to take a step back, I just want to check, you know, do you think this is really going to help you? Then they'll almost always say, yeah, say, cool. But that question that I just gave you, it's just nice to give them clarity and give you clarity so that it's just easier to go in the different directions when you ask that. Also, one thing that used to really help me was having a literal word for word script. And I literally just used to literally read the fucking scripts, like word for word. And I've still got a copy of that script and it's literally from start to finish. Exactly word for word. Now I would read it word for word and that, that really helped me, you know, because it take, it took away the ability. Sorry. The need to think, you know. And also I used to have all my objections written out word for word as well. And I used to have a little list and if they started to say, yeah, I just need to think about it, I'll just click, think about it. And it would be the exact word for word. Or wife. Click wife. Exact word for word. I'll send you the script later, by the way.
Okay. Amazing.
It's. It's a fucking massive script. But it, like, is. It made us so much money. Millions and millions of dollars.
In terms of like, yeah, maybe I don't. I have a script.
Yeah.
And I go through like the sections, but not like word for word questioning.
Yeah.
In terms of doing it word for word, but also trying to build like a relationship with a person because they kind of need to buy into me as well. It's different if you've got a closer, but because I'm the one.
Yeah.
Who they'll be speaking to for three months. I, I don't know if sometimes I go like off on tangents too much.
Have you ever heard the saying, whoever speaks the most loses?
I've been told that you shouldn't speak much on a sales call.
Yeah. It's in, in, in discovery especially. I kind of think about it like, you know, you're the doctor and they are the patient. So when you go to see a doctor, they say, right, like, tell me the symptoms and you tell them. They're like, okay and blah, blah, blah. And it's very like. They ask, you respond. They ask, you respond. That's how discovery should be. You know, there shouldn't be a lot of. Obviously chat to them and be a normal human. Of course. Right. But you can, you shouldn't be going off script and having random chats. A sales call is really like a robotic. It's a system, it's a process. And if you say the right things in the right order, it will lead them to make the right decision for them. Whether it's yes or no. I'm going to send you the word for word script just so you can see it. I think it will really help you, especially all the objection handling and shit like that. Also, do you take deposits when they won't buy on the first call?
I only take deposits if someone like literally cannot start straight away and they want to start in maybe a month. I'll then take a deposit.
Cool, cool. Yeah, deposits can really help. Deposit can give you a lot of clarity because.
I don't take them. If someone's like, oh, can I think about it for 48 hours? I don't take a deposit then. So whether that's.
Why not? Why not?
I don't know. I just. I probably should.
Yeah. We did a study in my old company. We tracked 100 people that wanted to buy later but didn't pay a deposit, and 100 people that wanted to buy later but did pay a deposit. And the close rate on people that paid a deposit, I don't have the exact number, but it was like 88% that they came back and bought. And on the ones that didn't pay deposit, it was pretty much literally the exact opposite. It was like 12% that came back and bought. And when we learned that anyone that didn't pay deposit, we were just like, let them go because we knew the close rate was so low and we would really push hard for a deposit because we knew that if they paid a deposit, there was like a 9 out of 10 chance that they'd close.
How do you kind of sell the deposit on the call?
Yeah, yeah. So the way we used to do it was, let's say someone says, listen, like, will I. I'm definitely a man. I just need to sleep on it. And I promised you, like, I'll come in tomorrow. And I would just say to him, okay, no worries. Well, dude, let's do this. Okay. Let's book in a call for tomorrow, whatever time, just so it's on the calendar and you know, you know it's there. I know it's there. And what we do in these cases, we just take a soft refundable deposit. And that just shows me that you're serious. You are going to take the call tomorrow. You're not going to disappear into the. The ether. And it also allows me to set up your account so that we can onboard you faster and easier tomorrow as well. So let's go ahead and get that done. Now, should we do a Visa or should we do an Amex? Straight. Straight for it. And anyone that's serious and sorry, I should have had there a soft refundable 10% deposit. So for you, you just do 300 pounds and 8 out of 10 people, they will just pay it. If they're serious, they'll just pay it. If you frame it in that way, Soft refundable deposit, really like nonchalant. The people that push back, you then know there's something wrong because if they won't pay a deposit, that's like a red flag. So they're either talking shit or they're just a bit scared and you just need to work through a bit of fear. But dude, fucking trust me, if you do that right, you will 100% make more money over time. Like no doubt about it. All right, so that's a good thing to do.
I think that's one of my main problems. People disappearing, like I'd say, yeah, in terms of like, maybe the biggest problem.
Yeah.
Is they're like, oh, I'm in, I'm in. Well, I heard people say that people don't handle their own objections. So like they'll, they'll go away. And then I think that doubt starts to creep in and then because there's no deposit or anything, they then ignore me basically.
This is going to solve that problem for good. Right? Because when they pay a deposit, it's like just the commitment is there. They've given you some money, nothing bad's happened, you're still in contact with them, you get back on a call and then it's so much easier to pay the rest, you know. Whereas if they don't pay deposit or they won't, you're then going to know they were never serious in the first place. Because there's nothing more annoying than say booking someone for a follow up in a few days time. You don't really know whether they're going to attend or buy. They don't really know whether they're going to attend or buy. And it's just everyone wastes their time and it's a mess. When you've got a deposit, 9 out of 10 of them are going to buy and then you can be sure. And it's good for your pipeline as well because if you're booking a few over the next one to two weeks, you kind of like, no, that's money that's going to Come in. It's good for cash flow and peace of mind as well. Yeah, yeah. So word for word script I think might help you. Deposits I know are gonna bloody help you and make you more money, that's for sure. With your YouTube channel, man. Can I make a suggestion to get your thoughts on something?
Yeah.
Right, so the existing channel is like the travel vlogs that's got you to where you are now. Have you thought about maybe starting like a, you know, a business channel on the side?
Yeah, it is something I thought about and I started it for a little. So my YouTube for the past six months is pretty much been business content now. Okay. So it's not been that consistent, but a lot of them will be me going through like a Miro board and explaining some concepts.
Okay.
For example, my mastermind yesterday I filmed and I'll put it on my YouTube. But yeah, well, view wise, it's pretty low. And yeah, the, the subscriber base is pretty much all from travel.
Yeah.
But then it's a mix of do I use my YouTube as like really focus on business. So then my Instagram could be more lifestyle, selling the dream and people who are serious, I can then send to the YouTube, they'll see that I know what I'm talking about with business and more likely to buy it and. Or do I also have a bit of lifestyle stuff on my YouTube?
Do you know who. Who Ed Lawrence is? Yeah, yeah. Did you see my video that we did together?
No. I've watched some of his videos. Yeah, obviously seen your videos.
He. So he. One of the most important things that he told me was. So let's imagine that you make cooking videos about how to cook random food. I don't know. And someone finds your video and they like it and they're like, oh, I like this guy's videos. And then they go to the channel and then there's videos about skateboarding. Like, what the. That's. Oh, never mind. And then they, like, leave. Right. But if it's all cooking videos and they go to your channel, they're gonna keep watching your videos.
Right.
Because they like them. So your channel's gonna have like congruency. So if it was like random travel vlogs and Mastermind recordings and Miro board ones, it's a bit. It's harder to binge watch a little bit because it's a bit all over the place. So now, I didn't know that you were going to say that you'd already started pivoting your channel, but in my mind I think it'd be so cool. I mean me as a viewer, I would love if you had like a vlog channel where I could watch all your vlogs and a business channel where I can learn the business from you. That would be so congruent and so easy to digest. I think Iman does this really well where he's got his main make money channel, then he's got his business channel, then then he's got his vlogs channel, you know, and it's, it's almost like different TV shows, different TV channels. So are you going to keep doing the lifestyle vlog stuff? I'm guessing you are. Yeah.
Yeah, it's more, yeah. Getting the con like is one of the goals is like the content flow. So I can post once a week on maybe all the channels. Plus my Instagram I'm trying to post twice a day because that's my main source of leads. So I did start doing that. It was more that thinking about consistency. But yeah, I agree. I probably should have two separate channels.
You should separate them out, man. It'll be so much better for the audience and it'll be better for you because then you won't be worried about oh fuck, am I messing up the channel by doing this and this and this and this, this. Just separate them out. Have a vlog slash lifestyle one and a business content one and it'll be better for everyone, I think. What? What do you think?
Yeah, no, I agree I did as I said, I started it but then I thought I won't get enough like travel vlogs out or like lifestyle videos. But then that channel just won't get enough posts. But yeah, I, I think I should do that with the business channel is how I target it though. As I said, I don't need to. I don't know what I can talk about too much business wise because my Avatar is most 99 of them haven't started. So the main thing is just mindset and how to create an offer and maybe picking a skill in niche. Anything past that. They're not really at that stage to be honest.
You've got a really, really good point there. Maybe you don't even need a business channel. Maybe you just need to do the vlogs and lifestyle stuff, get their attention, send them to a vsl. Just send them all to a vsl. The VSL can be the thing that explains what it is, who it's for, who it's not for. That's like the conversion mechanism and then just push them to A sales call if they want to book, you know, and then survey them. So you're not speaking to time wasters with a good thank you page. Video and, and just use the lifestyle content to just smash volume.
Yeah.
Into the funnel.
You could just do that maybe. Like my lifestyle plus, I'd say a lot of people don't know what I do. They don't know that I had like a marketing agency. So whether I can do more like vlogs, but mention my business more so people understand how I make my money online. I'd say in the dm that's what people ask a lot.
Yeah, well, I mean, that's what the VSL is for. I mean, the whole point of a VSL is to explain what it is, who it's for, who it's not for, what you're going to do, what you can help them with. That is the, the point of a VSL is to give clarity and context to the incoming traffic. So maybe you should just keep selling your lifestyle because that's what they really want, isn't it, really? Yeah. You're basically selling yourself and your life.
Yeah. So, yeah, that's what I've been mainly focused on. Mindset lifestyle. But also dropping in some social proof. Like I did a whiteboard session with one of my clients to kind of build that authority that I'm teaching someone else business. And yeah, yeah.
I definitely put it on a different channel though, I think. And then maybe if people don't know what you do, then you could send them to the second channel and be like, listen, well, I've got this channel that talks all about the business model and what it is and how it works and stuff. That could be the, the thing that helps people understand. Yeah, maybe solving the financial objection we've talked about already. Mindset of the avatar. And I guess when it comes to the mindset of the avatar, I guess, I guess the business channel could help with that as well, to be honest.
Yeah. I think in terms of objection handling, that's the one I probably struggle with most. Like the financial one I can handle slightly. And obviously the deposit will help with that. In terms of objection handling, yeah, I'd say that's what I struggle with most. I can, obviously they know my story. I can talk about my story or talk about clients that I have who had the same doubts and now they're living in Bali. But I think my questioning could be better in terms of getting them to realize that they need to start now. I don't really have a line of Questioning for that.
Do you have a testimonials YouTube channel?
Yeah, I've started on recently.
Good. Have you seen my one, by the way?
I don't know.
I've just got like a different. It's like William Brown testimonials YouTube channel. And fuck me, man, that thing's made me so much bloody money. Literally whenever I have a call with a client, the first thing I always say is, where did you find me? And very common people were like, well, I found your YouTube, but then I watched the testimonials channel and then I was in, you know, when I saw all the stories, when I saw Danielle's story, I was like, I was in. So business channel, I think would help. Testimonials channel. Great. And I'm guessing that's just people telling their stories.
Yeah, as I said, it's relatively. I've only been doing this for like, the actual program for like six months, and a lot of people are starting right at the start.
Yeah.
So there's like nothing. Yeah. Like some people moved out to Bali and they've got clients. But it's something that once I get more people in, it's obviously takes a bit of time to get better and better.
Of course, Matt, of course. And you'd say one of your biggest problems right now is solving the financial objection.
Yeah, yeah.
Let me get some water and let's. Let's role play it.
No worries.
Give me. Give me a sec. I'm going off camera a lot today. I'm hiding in the background. It. So, like, what. What does someone say to you when. When they're at that. That point in the call? What.
In terms of. So we'll ask. Sometimes they don't even ask. I'm like, oh, have you got any more questions about the course? And sometimes they don't ask about price.
Yeah.
So sometimes I don't know how. How do you bring that up? Because they're like, okay, what are the next steps? And then I'm like, oh, so we just take the payment. And obviously then you get access to the course and everything like that. And then they ask the price.
Yeah, It's easy. So you do discovery at the end of discovery. You're going to say to them now, with everything we've just covered, I definitely feel like I can help you with this. Would you like me to tell you how? And they're going to say, yeah. Then for us, we would share the screen with the pitch deck and say, right, well, here's what it looks like. So this is what we do this is how we do it. Blah, blah, blah. Any questions? Then we pause for questions and the questions removes the think about it objection. Later, could you say, right, tell me everything on your mind, all your thoughts and questions, and you do that before you cover the offer and price. Say, any thoughts, any questions? Let's cover it all now. What's on your mind? Get as much out of them as you can to give them full clarity and full peace of mind. Then you say, right, is there anything else on your mind? And they're like, no. And you're going to say something cool. Well, would you like me to run you through pricing and everything? You say, yeah, you say, cool. So how it works is it's just 3k for three months. And for that you get this, this, this, this, this. How does that sound? Then you're in the close. So you've done discovery, you're happy with who they are and where they are, you've pitched them, they know exactly what they're going to get. Then they give you price and tell you deliverables and then you close them.
Yeah.
Does that make sense?
Yeah.
Brilliant. And if you do that, you're going to be a lot more clear. And also, dude, I would suggest thinking about financing as well. We use some financing companies that will help you to close a few more people. PayPal, credit, Klarna.
Yeah, we use Klarna.
Good. Do you think, does that help what I just shared there in regards to the process?
Yeah, 100%. Yeah. Most people do ask the price. It's just sometimes they don't. It's maybe me being. I'm like, I find it a bit weird that they don't ask the price.
Yeah. I would just say they're like, oh, what?
The next steps. I'm like, you don't know the price?
I'd say, well, we haven't covered price yet. Do you. I mean, do you want to just give me your card details? Yeah, I'll just make a bit of a joke out of it.
So, like, if someone does have a financial objection, that's where I say, are you like 100 or even before? Yeah, before, if they ask me the price, I say, oh, before I go into the price. Like, do you think this program's for you and can help you get there?
That's what we do as well. Yeah. Like, just to take a step back, I like to say, forget price for a second. You know, if this was free, would you be in right now? Is a really good question. Then if they say, well, yeah, if it was free, of course I'd be in right now. And then I like to say to them, okay, well, I mean, if this was something tiny, like £100, would you still be in right now? And then usually they'll say, you know, 95 out of 100 people will say, oh yeah. And I say to them, okay, well if you'd be in if it was free and you'd be in if it was £100, I get the feeling that it's literally just price that's stopping you. Then would you agree with that? And then if it is price, they'll say, yeah, yeah, it's just price. Sometimes it isn't. And they say, well, actually no, I just don't feel like I need it. And then, you know, it's not price. And they can, you can say, okay, well no worries, let's pause here and we'll touch base again later. But that is how you isolate the objection of price. So forget price for a second. Do you really think this is going to help you? Yes, I do. Awesome. And you know, let's say this was free, Would you be in right now? Yes. If it's something tiny, would you be in right now? Yes. Sounds like it's just the price. Would you agree? Yes. Cool. Well, when you say it's the price, do you mean you physically don't have three kids or do you mean, listen, you do have the money but you're just a bit on the fence about spending it. Most people say, well, yeah, I mean I do have the money, but it's just hard to spend right now because I've got this bill and I've got this to pay for and I'm just about to have a child and blah blah, blah, well, whatever it is, then you can solve it. Then you can say, well dude, I really appreciate the honesty and the openness because this allows me to help you. Right, so you've got the money. Maybe we could discuss something like putting maybe a third down. Now I can give you access to maybe just a course in the community or something, or the group calls. Get in there for a month and enjoy it. Let's book in another call for 30 days time at a catch up call. Then on that call, if you like, you could maybe discuss paying the rest or you could just whatever, you know. And then I just fiddle with the deliverables a bit and the price, you know, just say, well listen, what if we split it up? Would that help? No, I can't do that. Okay, well why don't we just put A bit down now and I'll just give you a bit of the program. Just, just take the course or the course of WhatsApp or something. And I just do it in a really soft, friendly, respectful way and just try and make it work for them and just. Yeah, that's what I would do.
Yeah. In terms of like, if they say, yeah, it's just the price, do I go straight to the payment plan or do I make them understand the value? More like that 3k is going to be an investment. Like, you only need like one client to earn that back.
That's good. Yeah, I would just ask them first. So if they said, yeah, dude, it's just the price. Would say, okay, well listen, forgetting the price for just a sec, I just want to make sure you understand everything we've covered all makes sense to you. Yeah. Cool. And do you see the value in it? Yeah, I see the value in it. Okay, cool. So it sounds like it's literally just the price. And if we can solve the price, you're in. And if we can't solve the price, you're nodding. Does that sound fair? Yeah, yeah, exactly. It's just the price. Okay, cool. And just to check so that I can help with the best solution, you know, is it more like you physically don't have the 3K or is it like you've got the 3K but you're on the fence about spending it? You've got to ask that or else you don't know where they're at. You don't know whether they have it or don't. Depending on that splitter question, you can go in different directions. Then if they say, no, I don't have it, I've only got like two and a half. Or sometimes they won't even give you an amount, then you've got to go down that road and do what's called an open wallet and say, well, listen, I might be able to help you out on price, but I'm just going to have to ask you a few questions around kind of where your money is at. Is that okay? Or would you prefer if I don't do that? And often people say, what are the questions? And then I would just say to them, well, again, just so I can give you the most help here, do you maybe have credit card you could use? Or maybe when do you next have some money coming in? And I'm just asking so that I can structure this in the best way to help you. And I just, I just keep it really soft and respectful. But, but You've got to ask those questions, though, you know? Yeah, you've just got to ask them. And a lot of people, they're afraid to ask them, so they kind of dance around it. You know, when people are afraid, usually they'll just go to a payment plan and they'll just be like, well, listen, we can break it up if you like, but then you don't have any understanding because they could have the money and they're just one question, one good question away from. From buying.
Yeah, I think that's the main one I need to ask then. Do they physically have 3k or.
Trust me, dude, I swear to God, that will raise your close rate. That question alone right there.
Yeah.
Yeah.
I had a call recently where they were like, we've got the 3K. I was, like, surprised because pretty much all my calls, it's the same objections. And I had like two calls back to. Back where they were like, oh, it's not the 3K. It's not the right. Or they're unsure it's the right time. So then it's like handling that.
Yeah. So sometimes it's not. So what we ask in. In the discovery part of the call, we asked them, are you sure that you've got the time for this right now? You know, to remove the. The time objection? So that's one of the last questions that we ask in discovery is just before we kind of COVID how this all looks. Are you sure that you've even got the time to. To do this right now? Then often they'll say, well, how much time do I need? And you'll say, yeah, just two or three hours a week. Do you have that? You'll say, yeah, say, all right, problem solved. And then you've removed the objection. So discovery is all about removing all of the objections that might come up later. You ask about their wife, you ask if they have the time. You ask about the financial situation in a very polite way. That kind of thing.
Yeah, yeah. I ask if that. Are you looking to kind of solve this problem now and are you committed to it? But I think because I'm not. So word to word with my script. Yeah, some calls I might have missed out. I don't know. Yeah, I've recorded them. I could watch back.
But yeah, word for word. Script helps so much. Helps so much, man. Does that kind of give you a bit more clarity, what I've just covered there?
Yeah, 100%.
Yeah.
Especially with, like, the objection handling. And yeah, as I said, the main thing is sales. So I think the deposit, the word for word and the objection handling will make a big difference. So I think in terms of calls, like obviously it's the first month of booking this many calls, but I'm on track to kind of reach that 100, 120, maybe next month or the month after. Yeah, especially if I can always increase that budget.
Definitely. Dude, this is one of your next steps now is to start playing out this model and hitting these numbers so that you can hit that income. And also I was going to talk about this later. Tracking before scaling. Make sure that you start building all your numbers up now and track everything, man. Like all conversations, the full pay to pay plan ratio, close rate, show rate, you know, how many followers does it take you to book a call because you need the numbers so that you've. So you know where you're going and what, what's good and bad and then you can start spending more and kind of pulling it all together.
100. What's the easiest way to kind of. It's the appoint. I track pretty much every day apart from like the appointment setting, which there's a lot that, that I was doing it myself but obviously with the appointment setters, whether he could change track how many conversations he's having.
Yeah.
How many VSLs he sends, how many calls.
Dude, it's, it's not, it's not nice, but it's got to be done. We've just got like a big spreadsheet, you know, so every time someone replies, they then go on the sheet. Right. So anytime someone replies, we've got a list of all the handles. Then were they qualified? Yes or no? Did we send the vsl, yes or no? Did we send the calendar? Yes or no. Did they book yes or no. Did they buy yes or no? It's a bit of a monster of a sheet, but it's just got to be done. There's just no other way.
Yeah, I used to have it where I, I'd move them across the. The sheet depending like if they're interested then they. They'd replied and if the bsl. Yeah, but that was when we weren't doing many calls at all. So whether I think it'd be very, very time consuming but also as you said, needs to be done.
It is time consuming but it's crucial. It's got to be done.
And does your appointment setter do that?
Yeah, that's their job. Yeah.
And it's like a 5% commission. Normal for like an appointment setter.
We pay 85 per booked call. Yeah. Which I Think is. Is pretty fair because we. It cost us about triple that to book a call from ads.
Yeah.
So that's. It's pretty fair.
Yeah. I was more going down obviously at the moment when I don't have all the exact metrics. Let's go more down the close rate and also with the. I'll probably have more people that aren't as qualified.
Yep.
So I don't want to incentivise them to book unqualified calls.
Exactly. No, they've got to be qualified.
Yeah.
Like for us, my assistant checks all the surveys and if my assistant cancels it, they don't get paid. If my assistant leaves it on, they do get paid. Well dude, what else is on your mind? Let me hand it back to you for a sec.
In terms of like the thank you page.
Yeah.
Like the video for that. Is that just talking about what's going to be discussed on the call? Do I go into any details about the program? Because I don't know if my calls are just that pitch deck takes me a decent amount of time to get through. So whether I'm doing that on every single call, I don't know if someone suggested to me put it in the kind of thank you page you can.
I mean I've just, I've written here. So who it's for, who it's not financial qualifier. If you want to add that, cover the three biggest objections and do the same in your emails. That is what you should be doing in your thank you page video is saying something like hey, if you've seen this video, a big congratulations for booking in a call. I can't wait to speak to you about building your own blah blah blah business just like I have so that you can blah blah blah get outcome. Now I just want to quickly share a few pre call things to do. So firstly, check your email, pin the link, don't lose that blah blah and I just want to tell you who this is for and who it's not. Share that and say now often there's three things on people's minds before this call. Objection 1, Objection 2 Objection 3 and solve them in the thank you page video. And that's going to go a long way and you can do that in your emails as well. So you can have an email about objection one, an email about objection two, an email about who it's for, an email about you and your backstory and you can use the emails to warn people up pre call.
Yeah, nice. And then maybe the other one that I've been toying with is the actual avatar because people have said to me increase your price target business owners and do more of the. Because a lot of the course and the program is more focused on how to get clients and like my area that I'd say I'm best at is is kind of organic content and building trust and obviously learning all this stuff in terms of appointment setting and booking calls. So if I could do that for a business owner, the testimonials would be better. I'd get much quicker results because I could tweak a few things and suddenly they could earn a lot more money. Whereas the timeline of someone that's never done anything online.
Yeah.
Is a lot longer. So I didn't know if that's something that I should go into or whether I'm changing the business too much or even offer like a done for you service on top because obviously that's more like a done with you with the one to one whether above it. I have a done for you which is a few k a month where I maybe do content strategy, help build out the offer.
Yep. I like the idea of adding a done for you. I was going to talk to you about offer stuff but you've beat me to it. There one thing I would do, I'd keep doing what you're doing for now because it's because it's working. And eventually you're going to start to see the best customers do this and say this and look like this and you'll learn, oh, these customers don't really get results. These customers do get results. Let's start talking to them more. Then you can start tweaking your messaging, your content, what you say, how you say it, you, your survey, your thank you page video. Like we've just learned recently, like our best customers are doing between about 5 and 50k per month. If they're doing above 5 and below 50, they're the dream customer for us. That's who we can help the most. But it took us a while to learn that. So you're gonna do the same thing, keep doing this. Maybe just do 50 sales, 100 sales, then look at all the sales and be like, who's my dream customer? Who was the guy or girl? I was like, man, they got great results. They were so good to work with. That's your avatar. What do they do? Who are they? What's their age? What's their income? What's their job? And then reverse engineer it.
Yeah, yeah. Because at the moment that's who my content. Because I've thought of that as a potential. But then that's not who my, like, my content essentially target.
Yeah.
So I'd have to change up my whole content and also then I can't really target any of my current followers.
Yeah, don't do that yet. Don't do that yet. Content style, keep it the same. For now, just make sure that you have a content calendar. So, you know, like hours is like one YouTube video a week, two Instagram reels a day, one LinkedIn post a day, Monday, Friday, blah, blah, blah. So we've got like a big calendar for all the social channels. So we know what we're doing when we're doing it. You can schedule ahead and get organized.
Yeah.
Speak to Leader Metrics. We've talked about deposit, financing, tracking. Thank you. Page mindset. Back to you, dude. What else is on your mind?
No, I think. I think that's cleared up a lot. Yeah. A lot of it was just my mindset with kind of the two agencies and obviously the social media management and then the community. I prefer the community and I think there's a lot more potential with it. So. Yeah.
Nice, man, nice. What could you charge for the dump for you, by the way?
I don't know, because currently my audience, like, none of. Well, pretty much none of them are LED business owners or not many of them.
Yeah, dude, you know what? This is another thing that I've learned. You should always have a very expensive offer because there's always someone that will buy the most expensive thing, you know, like, so you could have the done for you. Like we have a done for you. So on our sales calls, we have a done for you done with you. Do it yourself. And we share them one by one. And it's really good to have that because there will be people that would pay, say six the done for you. But without that offer, you would just never know and you'd lose the money, you know, so maybe give that some thought how you could structure that.
Yeah, I think at the moment I've just not had calls. Like this month I've only had, yeah, one call where they've already got a business and they were doing around maybe 6k a month.
That's all you got to do. Book more calls, close more calls. Basically. I remember Sam Ovens once said that to me. I was like, what should I do? I'm doing all this shit. And he was like, just book more calls and close more calls. And I was like, thanks for 36 grand. Thanks a lot. Appreciate that. You know, but at the end of the day to really simplify all this shit. Keep doing what you're doing. You'll learn who your dream customer is. You're booking more calls, you're going to work on sales. I'm going to send you that stuff to help you and you'll get better at closing. Then the next thing that you need to do is hit this math. Get as close to that as you can. Then start tracking everything and getting organized. Then you can start to scale and spend more on ads and stuff. You're already working on your team stuff. You're pretty solid on content. I think that seems to be what you're really good at as well. Then you can come back to the thank you page video and start optimizing that to improve everything. That's already working. Yeah, that's kind of like the map in my mind right now.
Yeah. I think it's mainly like the. Obviously run it for longer because this system's relatively new, and then just having the metric, because then it, it does simplify a lot that you can then predict your revenue just based off how many calls you're taking.
Yeah.
And also then being able to track in terms of ads, like, okay, if I spend this much on ads, how much am I getting back? And then it gives you a bit more confidence with scaling it. Whereas at the moment it's. I've only just started it.
100%. 100%, yeah. Right now you've kind of just got to make a bit of a mess, Go out there, get all the shit going, track everything and learn what works, what doesn't. Optimize close more, learn and then do what we talked about here and it's all going to come together over time. I think.
That's been really helpful for like, got clear direction now. Good, let's get to that. 30k a month.
Good. What, what's like, like one main thing from today that you're like, oh, that really helped.
I think the deposit's the main one.
Yeah.
Because, yeah, as I said, one of the biggest problems is people disappearing. And it used to frustrate me because they'd be like, yeah, I'm gonna start, I'm gonna start and then they'll just ignore me.
The deposits. Massive. Glad to hear it. So you're feeling, you're feeling solid, you're feeling clear?
Yeah, I'm feeling confident with it. I'm hoping this month that I hit somewhere between 15, 20K and then, yeah, push. I don't know how good December would be for this sort of. I feel like that's Peak procrastination month.
Yeah. Get ready for January.
Whereas I think like January could yeah, be a big one in terms of. I've been on quite a few calls recently where people like January.
Yeah.
I didn't take deposit.
Yeah, well, well, well now you can take a deposit for January. You can even book them in for January and start filling. And if with a deposit, you know they're going to close as well. So you can start filling January's pipeline. You could get 5, 10, 15, 20k booked in for January.
Well, I kind of use the. I say that the whole thing with this course is I want to keep it one to one. I don't want to grow it too big.
Yeah.
So the price will. Will keep increasing and I'm like it's going to increase to 4k in December. So yeah, like I'll take a deposit. So I do have someone coming in in January. That's really good using that method.
I like that angle. That's really good. Yeah, yeah. This is good timing because you've basically got six weeks until Jan, so you can get a lot of this done and then smash January. You know, you can be doubling your ad spend in Jan and yeah, if you didn't hit 30k in Jan, I'd be surprised. I think you can probably exceed it, to be honest. Time to get to work.
Big Monday.
Big Monday, man. Cool. Well, mate, anything else on your mind for now? Are you feeling good?
I don't think so, no, I feel good.
Good.
And I feel confident with. I feel like it's cleared everything up and as you said, I'm confident I'll hit the 30k as well. And as you said in January, potentially more. Because I think over the next six weeks I could get to the point where 15, 20k is already locked in for January and then you could be Targeting like a 50k a month.
Definitely. Cool. Time to get to work.
Exciting.
Let's go.
Thank you, mate.
Good fun.
Appreciate that.
Big pleasure.
Appreciate your time.
Big pleasure, man.
More from William
Selling via a Google Doc, a Sales Call or an Expert Call. Here’s what makes the most money…
