SS Weekly Call Recording - Jan 21 2025

I this and M everyone here there you go so let's just wait for people to come in uh I'm gonna tackle your first questions Jason because just because I

think they're highly valuable and then we're going to walk through the sales call and basically how to how to how to close what's up what's up Axel hope

you're doing well man how's the campaign going all right pretty good of course man just based on the

interactions that we have together uh oh Jason just got his first client today I'm pretty happy for you man just make a post about it man make a

post about it that's that's that's amazing man like always warms my heart to see people actually like getting their first clients and uh just gets to show

that when you put efforts because I see you like getting putting efforts basically into your campaigns and I see

all of just on our limited interactions right pretty smart guy and uh I I mean I'm not I'm not even surprised so

yeah great stuff man yeah what's up Roger man hope you're doing well I always see you in these

calls of course yeah recruitment yeah man recruitment is absolutely crazy like it's crazy how many people are actually like targeting recruitment

and everyone is getting results just because it's an untapped Niche and I like I I I also am targeting recruitment

currently um not me like I'm not trying to get them get myself clients but like a I have a recruitment client that is essentially looking for these candidates

right so feel free to ping me I I can help you with that uh I just launched a campaign Monday so it was yester yeah it was yesterday of the recruitment

what's happening Jesse welcome Jonathan welcome Roger so welcome everyone so now um hello Fabian hello um Eduardo what's

up man so first of all we're gonna go ahead and tackle the question of uh Jason and let's go ahead and get started with it so let me go and and share my

screen with you guys and let's just get started with this let's just go ahead and get started with let's go crush this you got three booked calls with okay I'm GNA stop looking at the chat just

because there's so many wins okay I'm gonna read through this later okay so first we have our like a lovely person which is Jason hey son

what's up brother a question for you and a few things I have learned so can you quickly go through what you would say on a discovery call I found myself

stumbling uh over my words and not quite sure have convinced them yeah man um that's that's part of the game that's normal so I know that this this is about reps and I'll get better but like I'd

like to get an idea of what others are saying and the process the call goes through so yeah man so I've been taking some notes here and I'm going to read through this I'm going to explain to you

essentially how I go through my sales goals and how basically um most people that I know that are operating an agency

right or a lead gen agency go over their calls so um what I want to explain to you is that obviously you're going to have an idea on what to say on a call

right because I don't want your mind to go completely blank right because this is like a problem that I see most people actually have is that they go on a sales

call and they get scared and they would have a script but sometimes there our mind just goes completely blank and it's totally understandable like I've blew many sales holes right it's not you're

not just alone in this like I've blown so many sales calls like I've had days where I didn't close even though I had so many booked meetings so that's

completely normal right um again like uh uh our friend here um he closed like 10 booked meetings no he he booked 10 booked meetings he only closed two and

two is actually very healthy guys two like you'd be surprised like two two two deals out of a 10 is crazy like it's pretty good right so another thing is I at the same time I don't want you to act

like a robot so why I don't like these scripts right is just some people just go go ahead and like copy the script and usually doesn't work because I want you to be authentic right so your

personality and the connection you build with clients is one of the best the biggest assets that you have as a service provider so you want to be easy and enjoy people to work with so also

you need to be human and not a robot but what I would recommend you do is you always when you get on a call you want to be in control and lead in the conversation but is also important that

you ask the right questions and listen right it always has to feel like a a consultative approach not a closer right so don't feel like you need to do all

the talking or pitching or selling so your service is best sold by showing how it's going to help them achieve their goals which is connecting them with their ideal clients in them book meetings and it's so important that you

really understand what these goals are first because because once you take the consultative approach now you're no longer um have this crazy um feeling

that you need to perform right I don't want you to go on a sales goal and be like oh I need to perform this no you have to come in chill and you always have to come in as you already closed it

right so what I've noticed is that most of these sales aspects most of even the business aspects are just mindset right and mindset is extremely important I want you to come in and the in the SCH

to and understand that whatever happens happens right don't put so much pressure on yourself and always come in from the perspective they already closed it right so live live in that now don't look

don't don't live in the future right live live in the now right so take a consultive approach live in and out and ask a lot of questions what I would recommend is a one close call right so

the purpose of the call is to help them you know make the best decision of of their business so I want you to understand uh where because I'm going to go uh I'm going to explain to you first

of all the Paradigm and the belief system that you need to have and then it's going to all make sense to you right I want you to go right and come in in the purpose of the call you're make you're going to help them as a

consultant right so the mindset you want to be in is you are in their side working with them to put together a solution that's going to help them Reach their goals so this is the mindset that

I want you to go in I don't want you to come in as a um just a closer just just comes in and wants to close the deal right just because it's going to stress you out and it's not going to help you

at all but the script that I'm going to give you well it's not really a script just a frame of work right the first questions here are prompts about your client's business their goals was

stopping them from achieving these goals right it's it's a really good idea to get comfortable also talking to the client about money just because I noticed a lot of people gets uh scared to talk about money which is absolutely

okay um when you talk about money upfront guys is going to show you clients that you're all about making them money and you want them to see good uh you want them to see

to see good return on investment and good why and what I mean what I mean by that is take a consultive approach by asking open-ended questions uh to better understand your business goals and

challenges for example here are the questions guys so in terms of us it's not we're not a automation agency okay we are a Salem agency and yes we Auto

our entire lead generation but kind of questions that we have are very very specific right so our questions that you should be asking right and here are the question that I always ask whenever I

get on a discovery call such as what does your current lead generation process looks like you'd be uh like you you'd quickly understand that most these companies still rely on you know outdated methods sometimes they spend

thousands and thousands of dollars on ads so you would essentially ask them what is their current lead generation and I can tell you from from now 91 out of the times there is they're going to

be saying it's either going to be Facebook ads Google ads or some sort some sort of referal scheme 100% right another thing so this kind of this question is gonna bring you to the next

question which is what kind of budget do you currently allocate in this client acquisition method right so typically if you're working with Enterprise going to be $5 to $20,000 to acquire one damn

client and if it's paperclip ads it's probably going to be if you're working with like a company like a like like a small siiz company is going to be like

maybe $100 per day on at spend you can essentially pitch that so I want you to understand that when you ask them this first question what what does your current lead generation process looks

like you're essentially um trying to reveal where you can attack in a way right so when because we know that in

order for them to get one client is gon to they're going to have to a a of money now those answers that they're going to give you now you can leverage them right

leverage them and then pitch your pitch our service which is connecting them with their ideal clients with basically an internal cost of $500 maximum uh the next question that I

usually ask which is have you ever worked with a sales agency before and this is where you established Authority right so most most companies they are bombarded with Legion agencies that

automated like um you know the hell out of this those sequences and typically uh most Legion agencies guys um I've consulted with so many of them now like a lot of Legion agency you would know

they would come and they they would want a system build using me.com right because they essentially still use very expensive software such as clay right

you if you guys are know Clay it's a um water it's a uh enrichment flow right and it's basically like a air table or a click a board on steroids so what they

do is just they query an API of a uh service provider such as Anil finder or any like email enrichment workflow such as built builtwith builtwith is

basically like a technology uh retriever right they like a A system that finds companies that are working with certain technology such as intercom or whatever

right and it's just an API you can essentially do the same using air table or like clickup right so the these companies they spend so much time right to enrich those workflows and they

typically have templated shitty emails right they they they don't know how to use Ai and companies are bombarded with these Legion agencies so when you come in and you ask them hey have you ever

worked with the sales agency before there some of them are going to say we we've been burned and this is where you come in and you put put your service as how we leverage Ai and real juice of automation to automate our entire lead

generation without worrying about a single thing so the next thing I want you to ask is I want you to ask about their ideal customer profile this is extremely important um always ask about

their ideal customer profile before the onboarding right just because uh you it puts you in a in a in a spa kind of like a doctor so a doctor when you when you

come to a doctor before they give you a prescription they're going to have to basically say hey what's the data like the data here is like what are your health metrics What what is the kpi like

this if if you come to a doctor and they just give you a prescription right you're going you're going to be like what the hell but if they basically take your health Matrix and your blood work and all of that you're going to be like

okay this this this person knows what they're doing so you want to ask these questions about their ideal customer profile if they have a clarified offer like what is the current offer that they

are currently um basically going for if they're running Google ads or Facebook ads you're going to know pretty quickly that they have shitty offers uh another thing is I always say

something like the following do don't you think it would be logical to just focus on closing deals instead of trying to find them and let a growth partner like us just do the work for you how much revenue do you think you're leaving

on a table with your lead gen methods so all of these questions are pain Discovery uh questions so essentially you want to put them in as much pain as possible and I know that sound mavan but

this is what sales are guys so another thing I always is asking how would have an X qualified lead per per month impact your sales Target and this is where they

gets basically happy because now since you've discovered their pain and how much they're spending uh in acquin one client now we're giv them the solution

so how about five qualified meetings would impact your sales Target right and then if they did how much time does your team currently spend on lead generation

right so these are the questions that I always always ask and then once you ask these question it's going to take you like 10 minutes to understand this right

I want you to listen and the usual sales uh script that I usually go for is I want to give you a recommendation right so before you go into a sales call I would always recommend you have a price

end point and the reason why is you want to Anchor your price so let's say for example you want to sell a system build or like a c email system or a sales system for let's say

$3,000 uh I would always pitch something like $4,000 because this is the highest I would go for and then I would anchor it down so let's say they say okay it's

a bit too pricey then now I have the lowest price I can go for which would be like 2,800 right and it's still within my range of range of cash collected that

would make me comfortable and it would also allow me to deliver the results so it's kind of like a bargain in method right um it's from a book that I read before and it and it really works great

it's called Never split a difference which means you're just anchoring the price to a high and a low and you would go for the highest points so if the

prospect agrees to the high price now now you're you're crushing it and if it's not you're still within that range that makes you comfortable right so

obviously when you get onto a call always be high energy and enthusiastic if you're like super tired you're not going to close them uh so meaning small

talk jokes introductions so gratitude and thanks them I always say something something like hey thanks so much for coming into today's call I know managing whatever the hell they were managing is

a hassle if you are talking to a Founder you would say something like hey um thanks for coming in today I know managing a business as a Founder speaking as a Founder myself it could be

quite the hassle so I appreciate caroun some time for this sales goal and then obviously guys you have to understand that it's a sales call and they understand that you're going to pitch a service so they understand that

we going to there there's going to be some sort of pitch in right like people are not stupid especially Founders they're very very careful about their time so don't try to use any gimmicky

sales tactics just be authentic and make sure it is going to be a sales uh a sales call right like there's going to be money transaction right it's how this a it's the nature of the game right so

you want to ask them question understand their business like I said using these questions and then you're going to give a little good presentation of what you do and how you could help him but not

your best one okay and then you're GNA try to close it right there so the reason why I'm doing this is let's say for example the discovery call is 45 minutes you try to close it in minutes

15 or 18 early on just because it it acts like a pattern disruption most people that get on a sales go right they expect like in the last two minutes going to pit the price right and then

it's time for them to like to say something like hey well I have another meeting the weather whatever right so what you need to do is basically give a little presentation and pit the price right

away and then the second you ask for it is the actual like is the second it actually begins now you're going to understand that they will try to ask you the right questions something like hey

how do how can we know that this is 100% full guarantee now it's time to the objections such as hey um uh we work on a paper lead basis or the upfront fee is

going to be 100% refundable if we fail to deliver the five book meetings or whatever offer you are running and then you you would basically pull back the curtain of what they truly are just

because it feels comfortable when you are uh understanding their problems and they're talking they're yapping and now if you blow your enti blow your entire load in the beginning that's the wrong

way to do it the natural way people are used to it is that you're listening and it's all nice like I said and the last 10 minutes they say oh I have to go another meeting the weather so that they know that the close will come two

minutes before the sales call so banging it in the first 15 minutes kind of like a shock right so and now you have 40 minutes left to really get into it okay

so I have something here that I named when someone is hot you strike so ideally you want to close them on a call which is why I always make sure I have a pricing inpoint in my my and I always uh

try to close them in a call and I send them a contract on the call and I get them basically uh get up and running as soon as possible and when you close them ideally you would have an onboarding

called the same day right and just because people when they are excited right you want to frontload as much value as possible and you get them on a on an onboarding call onboarding call

and then you basically start getting them the WIS as soon as possible right and you would Define your availability which is what I is Monday through Friday and I have an availability from let's

say 12 uh 12:00 a.m. to no 12:00 p.m.

let's say 5 PM and uh like I would give you progress updates it's just three times a week and I'm also uh something that I would encourage you guys do is

you would frame Your Service as they would get extra and extra by meaning is I would say you'll get a um like click a board right what are you use this clickup or you can use any

project management tool that you want to use and I say you'll get a uh clickup board that autop populates with new interested booked leads right and then

you're going to also get um weekly uh analytics over your instantly campaign so you're always in Loop and you're also going to get a slack or phone integration so you're always ahead of

the curve of new interested leads and obviously I'm going to send you uh progress updates about any lead or interested lead or lead that wants more information and that we don't know the

information of so clients love this but just because they want to feel like they're involved right and then it also helps reduce that buyer remorse just because when someone pays you they want

to feel like they get they got value in the first place right so yeah this is pretty much it this is how I always go uh into the sales goal so let me know if

you guys have any questions the chat and if you guys are following along okay awesome so uh we have another question

here uh Axel how would you close what do you say when trying to close early on the call yes so basically when they ask you a question right

um you typically will have the answers right because when they say well we are only uh using referrals now it's time for you when you when you like when when

you're hearing all of these answers like these answers of these leads now we understand right that when you try to give your presentation let's say you say something like hey we've built a system

that will automatically scratch this amount of uh this amount of uh internal cost in your system and it's going to help you basically connect with pre-qualified decision makers that that

are willing to hop on a call with you and basically have the pain and the problem uh the pain and the the budget of whatever service you are selling then you would basically just give like a

little bit presentation and you would say something like hey and the pricing usually goes from right and then is how you transition you would say something like hey and the pricing usually goes

from and then you You' go higher right The Anchor You anchor your price and then you say something along the lines for example the the pricing usually goes

from $4,000 all the way to $5,000 right and it's typically fully refunded able and you say it's fully refundable and we also work on a paper lead basis and you

and you you don't say anything after that right you keep silence right you you say your price I always recommend when you always pit your price don't

talk right let the let the awkwardness be there okay I'm just being completely agre with you just because I've been on so many sales calls and people typically

try to fill in the uh the void which is not what I would recommend right when you pitch your price then you're GNA see the objections and when you pitch the

price and you let that silence in this is where you see the prospect actually reveal themselves and then they will be asking you the right questions such as how do we know this is a full full money

backer guarantee how do you work with paper lead with a paper lead model do you have any case studies or something you can essentially just now basically

get into the root of it okay so now let's go ahead and uh uh answer the next question so using Spinx in your sequences I saw this is a called

uh email Reddit group use random regards regards cheers bests you could essentially have a few of these in a single email greetings case study ctas and it will be a string different random

Parts together and you'll have three variations making sure they make sense when put uh together randomly would this works do you think three different ones

are just easier to track um so I yeah uh you can use a spin act that that could definitely work I use it in my greetings

such as regard cheers and best but um I wouldn't go over three just because it's going to be harder to track right the goal here is to basically just put in

one to three so we understand which one works so when you add more it's very hard hard to track what works right so because you would have a couple variations that had the same results

right and the other ones that shitty results now we don't know what variation actually worked so don't go over three that that would be my general recommendation right okay so I noticed

this instantly and wasn't sure if others had seen it when you push reply it says typo and as a macro yes then you basically can create a macro also known as a fast reply this will help you to

get replies out much faster I have a few here that cover basis or just copy and add them with their variables yeah man I know this from uh instantly I used to use it too so yeah make sure to make a

post about it just because I don't think if many people in the community know about this macro thing instantly it's pretty awesome you can just essentially click on macro and you can push and create a macro and basically just a

keyword where you can reply faster to your leads so yeah so these are your questions uh Jason I'm going to go up just I wanted to tackle these first questions first it's just because uh I

think this is the most value that everyone is going to get in this uh call just because we don't have many questions in this thread so Asher I have a question about speed to lead issue I'm

having so we've built this system before I hope you uh had value in that system which basically handles uh the replies and automatically replies to lead leads

who are interested and leads who are have uh need more information just because the highest juice and the highest levers that you have interested leads and interested that need more info

these are the ones that you don't want to mess out other other lead such as like the the pricing requests you can go ahead and reply to them um later on uh

just because when you have more categories categories when AI when you use an AI to send replies sometimes it can mess up right so this is why we're

only using two categories because we want to uh not leave the juice and the real juice people are interested people are will need more info okay so hey sad

following everything you do have multiple instantly CS running getting decent open rates but 0% reply rates except for a few that told me to buzz off I'm using the same methods and email

sequences here are the two screenshots uh granted among the campaigns maybe 500 thousand emails have gone but one campaign has 82% open rate and no response first of all I would disable

the open rates just because it hurts the deliverability um so let me read through the copy so good afternoon Daniel

um hello Tuesday so I can see first of all this is a I think this is a typo so I would remove this and make sure there is no mistakes right here just because there's good afternoon

there's hello Tuesday so maybe there's a typo here or like a person a variable that you clict so and then another hi Daniel so hi Daniel congrat GR in securing that 1 million seed fun awesome

awesome for deal potential this is a great personalization I have an idea to Target with private equity and VC firms right when they're researching investing opportunities and conducting due

diligence so um I wouldn't use this copy right here right I would use only use this I know what you're trying to do here you're trying to use the AI

personalization but I wouldn't use this right now I would only use it when they are interested so my us flow is I would ask them for so okay so the first

variant would be asking them for more information right and then the second would be an aggressive CTA which is getting them on a call and then once they say okay I'm up for a call now I

send this um I'm I'm going to be saying say something like hey I have an idea we targ with private Equity VC firms when they're researching investment opportunities and conducting du D Lance and i' say something like hey it's even

crazier when you can do this automatically would you be willing to hop on a call this week um when is a good time for you is it Monday or Friday so I wouldn't use this as the initial

email right it could work in certain uh Industries but seems like it's not so I would I would not use this copy so feel free to post this in the community I'm

going to roast it and maybe probably most likely record the loom for you and then we can dissect this together so yeah I can see 82% open which is crazy

and uh 0% reply rate but I don't know if you're still getting replies just because the sequence is just 156 so pretty early to denote the health of

this but we're GNA see about this okay guys so now what we're going to do is basically we're going to go through the questions in the chat since uh the last

30 minutes is always for the chat so let's go ahead and see this so for uh so what we have Eduardo what's up brother just came in to say

thanks for the talk the other day I just got three booked calls another one starting in 25 minutes so just checking in three today let's go uh insane hey Jesse uh thanks for

responding to my last email I don't think you understand anything about my business when you have free moments please read my books my book solved uh curing your medical insurance problems

and then let's talk how would you reply to this guy I'm um I'm not reading that book no way well I'm not reading that too so he said when you have a free moment

please read yeah I think this guy's just trying to pitch his book um anything in my my business so so I would still I would keep

following up with that guy after the call I'm just gonna send you a reply uh based on the initial email that you send so I can just have like a little more

context about it um okay when you drop the price how do you justify the sudden drop in price

while still um delivering so yeah this is what you say so a common way to tackle this is to say something along

the line well um I would I will usually I would usually uh lower the price for every client newly new client that I on board right so this is how we would usually tackle this you would say hey

since this is the first time of us working together I want to provide as much value for you up front and I'm going to lower the price for you just because I do this for every newly onboarded client and they usually love

this is never split the difference where to read yes I love the never split the difference I read it a couple times and it's usually a um it's typically a a

story right of a um worldclass negotiator that negotiates Wars right and uh it's it's pretty good just

because it's a real life negotiation of and death situations and it's going to help you a lot about sales um he just picked my Niche hey Edward um

just picked my Niche wonder if you have any experience or insight into it Texas that are looking to hire SDR yeah that's a really good that's a really good Niche man typically tchas they always hire in

for an SDR and you going to have a lot of job postings uh for for SAS especially startups so if you go to Apollo like um I just I'm just going to

upload a video today and about me targeting companies were recently funded and it's it companies right so T when you go to Apollo there's a new filter so let me actually go through Apollo and

I'm going to walk you through it so Apollo actually just added this new feature so let me remove this from here and I'm gonna explain to you typically

they have they had like uh really shitty filters but in the new update has actually gotten a lot better so if you go to people there's

this right here which is uh basically job postings right so you can look for companies such as uh you could look for job POS such as sales representative

account executive account manager sales rep um uh you can even look for keywords such as sales and and the the cool part

of Apollo is they look for keywords that are mentioned by the company right all of their keywords such as sales sales and you would get like a lot of leads right just from doing that you could

also for look for companies that recently funding funded so when a company is recently funded meaning they are investing in growth that means they are actively uh spending a lot of money

to acquire customers you can come in uh and it's both relevant and also timely for them right you can come in as a sales agency and you would say something

like hey um please check out my company so there's a copy that I just wrote which is this one uh let me walk you guys through this and I'm just gonna uh

p uh post this in the community I believe it's already in the classroom it's uploaded in the classroom so it's called um let me go to shared with me I

think it's in uh reasons uh so this is the one so usually you'd say something along the line hey congrats on the recent race happy to see that company name looks a

bit different from all the generic gimmicky company category so company category is varable you would add something in your case you would have something like uh congrat the recent

raise uh happy to see that company name looks a bit different from all the generic um SAS companies out there and then you would

say something like hey noticed you're hiring four and you would have a varable called job title and then uh I would remove this

and I would say since on in your case they're already highd you say something like uh job title uh looks like outbound

is something you're exploring for for early early and high Ry traction just because it's um when a assess company is high SDR they want High Ry traction

interaction to their service right and here's my pitch as you guys can see the tone that I'm using is extremely natural if so you should check out my my my company we built a system that lets one

smart growth person send personalized outbound at this scale of 50 sdrs recently we managed to add you would add some Revenue here for vention and just 30 days with zero ad spin I'd love to

show you how it works would it be would it be worth 15 minutes of your time this week so as you guys can see I'm kind of like merging the way way uh I say would you be interested in more information so

I'm saying hey I'd love to show you how it works would it be worth 15 minutes of your time this week so I think this is what I mean by copy and I don't think anyone in any Community actually speaks

this way just because this is uh like you don't need personalization you would never need like another variable here just because is already extremely personalized just because they are they had a recent raise one and two they're

hiring for for a job title so you don't need to add anything what I mean by constrained variables so what I what I would do is I would just add in a variable which is job title using some

some form of indeed fast scraper or some LinkedIn job scraper right and then uh or you what you can do is you can just use Apollo which is extremely cheap you don't need to use even uh like some

Indeed job scraper so you would look for companies here you would go in this filter you would look for job posting such as an SDR or bdr right and once you do that you would add this as a

basically a variable and then when you scrip apoll guys you would have something like a industry and it's an industry right here typically it's retrieved from right here which is going

to be computer games comp internet or information or it right if you don't have the industry you can just go ahead a little bit broad you say SAS or it and then then you can just go ahead and

Pitch your service right and then uh this is soft CTA along with well I wouldn't say it's a soft C it's a lukewarm one because I'm I want to explain to them how it works and it

would it be worth 15 minutes of your time this week so feel free to copy this I'm gonna add this to the thread of the

weekly call so there you go guys um okay so could you talk in Greater detail about what points you turn uh over the lead to the clients I'm going through a campaign right now is it best

to take over 100% use their calendar link and book the meeting if there any point you uh you can give them access to instant campaign to book the lead themselves so I've I've used both

approach approaches well it depend really depends on how you want to deal with it if you really don't want to deal with the booked calendar uh you can just forward the

campaign to them it really depends so um if I need some context in the initial call what did you promise did you promise the book meetings did you

promise the system itself right so just give me more context I'm G to give you this straight up no advice hey Sam uh in the you said to just try to the free plan of Apollo you just get the

free credit sadly the current free amount is 100 you do have any tips to get it free yes what you need to do man is you need to get the free right and click on start free trial right click on

start free trial and they're going to give you 14 days and I think 14 days is pretty much all you need to get up and running with as many leads as you want

so click on trial and it's going to be the Pro Plan right it's they're going to give you 14 days if you don't want to really pay for Apollo which I wouldn't recommend you do

anyway um Jonathan hey Sam are you using a Gmail account yes you also have to use a business email um so in the video that I'm going to post today guys I've made a

mistake and I've actually created a Gmail account I also got uh just 100 results so what I've done is I had to go in and log in with my business email

account and then I managed to scrap more than 2,000 uh but I have install yes yes it really does matter man uh you need like a business account a g like a domain

account right on the call do you run a scenario and show the is that a bit much do Rec um I usually do it man so what I do is basically I prepare the

system right and it's usually a drag and drop system uh with Google drive or sometimes sometimes I show them the fast ND scraper and when prospects see that

you can basically look for companies especially when you when you're targeting recruitment guys recruitment uh Niche not asz Tech savy trust me when I say this I've like I've worked with so

many equipment firms and they are typically more um they're they're not like uh it Founders they're not as Tech saavy they just because they're always on calls with

people they like that personal connection so there are more social so when you show something like this in make and the be about make is that you

can see literally in real time what happens like it's an actual module right that they see so I would just walk them through this like maybe like a minute or

two how the system works and then uh they they will be wowed by this right so I promise the booked meetings so yeah man if you promise the booked meetings I would encourage you not to leave the

juice in the table and just book them right um just book them using their calendar right you have the highest leverage just because they don't have to

deal with it right but if you really deal with it um it's gonna it's gonna hinder a little bit of your retainer

ability to retain them just because sometimes clients wouldn't know how to apply to leads or nurture them right so

sometimes U when I tried this model like I would have a CL logs a client that logs in in their instantly account this is back then before when I when I used to like sign them up and instantly and

give them the account um they would typically blow so many deals right and sometimes like they would not they would not know how to talk to these client to

these prospects so what I've noticed is since I know how to handle the entire thing so let me just book call right and the the only deliverable is going to be

the book meetings um they don't have to worry about it and they don't have to care how I got them the book meeting right I could use my tactics such as getting them on a call and basically

trying to nurture them using my tactics which is hey uh it could be like like a different messaging right like it's the Jews that you already know and the

reason why I've included so many written replies in the classroom just so you can get inspired and you can handle any any objection from any lead just because I've I've Seen It All I've so many

requests like pricing requests need more information all of these can be easily taret um this is really good stuff uh I appreciate man thank you very much just another question what do you have found

to be a good offer the type of Niche yeah typically some sort some sort of uh the best offer would be um um

basically having them not worry about uh the next lead you would always frame it as the only the only thing that they would have to do

basically is to fill out a form such the such as the onboard inform form that I have and then in terms of how would you frame this is you say something along

the line I'm gonna connect you with pre-qualified decision makers right have the pain right and the budgets of the service you are

selling right and all you have to do right is basically uh fill out this form which is the onboard inform form which is going to talk about all the case studies all of of whatever they whatever

offer they are currently uh running and it's always going to be fully refundable so the upfront fee would be something along the line hey I'm G to get you 10

booked meetings right for and 10 booked meetings and what you would do right and uh this is this is like a something that I noticed that people in the community

have done and it's it's actually interesting that most people in the community actually figure that themselves so what you do is you say

something long um it's going to be an upfront fee right from for this amount of money right for five booked meetings right so once you get the five booked

meetings then the remaining five five booked meetings will be on a p paper lead model right so this is like a uh pricing model right that I've implemented in the past and I've done

this with it support companies so what you do you say something like hey we require an upfront fee which is let's say $2,000 right and then I'm going to

deliver you five booked meetings and if I fail to deliver five booked meetings from the 10 booked meetings right then I'm going to deliver you all then I'm going to

basically uh refund your entire money now it's so easy to get them the five booked meetings for the $2,000 and now what you can do is you transition into a paper lead model right

and this is how you essentially basically uh get that cash collected because what I want you guys to really focus on is get the cash first just

because any businesses any business that like really really Crush crushes it is they always collect the cash upfront just because you don't want your own profits you want to use it from the money that they give you you want to

have always cash collected because I want you guys to scale right I want you guys to speedrun your success easily so once you get a first like first clients you use that

cash right to get them those meetings and basically Flo as much value and then you upsell them hard on a retainer and you keep getting clients and cash and

keep growing your bottom line right because this is the easiest way to scale um the credit credit amount is 100 um yeah I'm not really sure about the

Apollo account because I scraped like a 2,500 earlier maybe like a maybe you're not

using a apify account uh that is also a domain related uh what do you do after the 14 days you just get a second trial account talking about

well yeah you can other account or you can just pay for it um in my case I just pay for it because I don't want to like create new accounts but I essentially

until I got to 25k I was still I was still using trial accounts right what's the time frame you give clients given that you have to warm up the email accounts for 14 to 21 days so what you

do basically there's two methods to uh tackle this basically so either you uh in your warmup phase you would say something like typically in order for us

to build you a automated system um we need to take uh in consideration the warm-up phase which and uh the the basically the guarantee will start after launching The Campaign which is

typically 14 to 21 days after the warmup right you would say that in the uh Discovery call and you would also frame it in a way that hey it takes this amount of time while we're warming up

the email to build this entire system for you which is completely ad hoc it completely hands off for you so when you say that you essentially uh given them

you're essentially just framing yourself as you giving them more value right so the goal here because you guys will the only thing you guys have to do is take in a template from the blueprints just

make a couple tweaks right and then you can essentially frame it in the offer they they're going to get the entire system built and what you do is just record a quick loom video or a quick LOM

sop and just walk through walk walk them through theist and this is going to give you huge Advantage right and you would say something like hey this is this video is

for anyone uh in their team and then uh you would essentially just um give them the system as a blueprint in a Google doc along with a video and also the five

book meetings so you frontload in so much value and they feel like they got so many things when in reality you just tweak the entire system because they're

not paying you guys for the system or the book meetings they're paying you for the time and energy that you put to build this entire system yourself right so just keep that in

mind and another thing is if you are B if you are if you're not using the 14 to 21 days warm up you can just get get them the pre-warmed up emails right and

just go ahead and uh deliver the results and it's going to take you four to five days days to build out the entire campaign and typically a week to the results for them like you're going to get some positive replies in the first

week and then you can just go ahead and Nur a call and then in like a week you just delivered one to two booked meetings which is already crazy and now

you don't have that stress of the uh other booked meetings right so the the goal here is to like when you buy pre-warmed up emails the goal is to frontload as much value and when you

frontload as much value you typically get them those booked meetings and you interfere with the market quickly now we understand their offer is working now we what you do just scale right you add more volume

now to add more volume you have a validated offer you just add more leads and you get them more more and more booked meetings uh Jason said I think what got my client over the line when she said

that is too expens I told her it's just 50% deposit by the 10:30 is up you will have had sales and you will have made more money PID your main %. that convinc

her yeah well man you're better closer than me and you're asking me about this called I'm kidding Deon I should get the 400% in future um I wouldn't I wouldn't

worry about it if you got 50% that's awesome um when you have more skin at the game um you will have more confidence to pitch the 100% in the

future so just give that a little bit of time so you can have the basically uh conviction to ask that right AEL with the pre-warmed up emails in

instantly there are five mailboxes should you use them all uh thought three mail boxes with the max to use so yeah

um typically these five M boxes I'm pretty sure they are have uh us um I

so honestly uh I don't go over three email inboxes I've implemented five mail boxes before and I did didn't have much uh deliverability issues just because I

think the main reason why is because um the offer that I used to run in the person that I had was already good so people were not marke as spam so you

have to understand guys that the only reason for deliverability to to go down is people are marking you as spam when you have good personalization good offer

people are not goingon to they not going to Mark you a Spam right so I would I would I would use five email inboxes just because I uh the

pre-warmed up emails from in are pretty high quality and they warmed them up using high quality us IPS so I wouldn't worry too much about it and I just get up and

running awesome guys so we have 10 minutes left if you guys have any questions please feel free to post them in the chat right here um there you go

so Edward so I've been talking to a warm lead who is selling High ticket SAS services for personal trainers around $7,000 yes personal trainers uh which

automates their training services but their leads have the big influencers which with large media pres presence their current leads are from ads

resellers but mainly referrals yeah just wonder what would be the best way to scrape leads for this type of company I was thinking possibly an Instagram

script yes so what I would do is basically an Instagram scraper and um so they are a high ticket SAS service for

personal trainers around $7,000 which automates their entire Training Services so um tell me what would be their ideal client uh based on the

initial conversation so I can just give you more of a personalized advice so they are selling stas kind of like a software for personal trainers

right so I would still I would still look for personal trainers in LinkedIn typically those uh personal trainers are LinkedIn they're going to have a sales

funel right so those coaches kind of like coaches and Consultants they would have a sales funel and a website you can still reach them out using a LinkedIn sales Navigator and youd f that in into

any Finder right so if you go to link ins Navigator and you look for a personal trainer you're going to find some people actually there right you can still can still gets a few leads

there and then what you can do is you can also um basically scrape Instagram and look for influencers right and then basically

feed that data to any mail finder and another hack you can do is um you would look for an ideal customer what would be their ideal

customer and you would build out a campaign based on what they are following so you can basically scrape all of their who the people are they are

following and those personal trainers just based on my experience they would follow people in their space so now you have a bunch of people that are in the

same space they can both Target right um Axel just got a reply from my campaign right now uh it's says please advice uh please advise price how do I

respond so yes so uh the the you wouldn't say the price so what I would do basically is just I would uh just go ahead to the

go to the classroom so what I would do is basically here is a copy for you that I would refine now I'm just going to go to school and then what I'm going to do I'm

going to go to the blueprint Library and then uh this is what I would say uh client

management uh where is the campaign okay so handling campaign example reply so this is the the reply I would go

for so what's the cost uh which one should we go for yeah this one so I would say something along the lines

so let me go to the chat and let me refine this for you Axel so what I'm going to do is um I would say something a long line hey thanks for getting

back to me first name uh we prefer how it it works we prefer to explain how it works on a call so you can see the value first before explaining the price I'm sure you would

uh no I would remove this uh just because this person is highly I think I think you're going to get them on a call 100% uh so we prefer to explain how it

works on a call so you can see the value first before explaining the price um we

work on a p per lead model so there is no risk on TR I'd love to set up a time to

talk um when is a i' say something like uh I'd love to set up a time to talk and then I would

I'd suggest a time something then like does X or Y or I would say something like are you

available on X or Y which time works better for you thanks for the time so I would say something along this

line and I'm pretty sure since they said hey what's the process and the pricing uh I would I would reply using this copy and I would just keep following up until they book call pretty sure you're going

to crush it man so we have the last question because we have minutes left in the call uh I wish we could have two hour calls um I'm thinking about

something guys maybe we can do like a uh maybe like twice a week call where we come in and we do basically a roleplay of sales goals right and we would have

people in the community and we would basically just have a like an hypothetical sales call and then we would have someone who is a great closer right and I would also come in and

basically audit everyone's sales calls and we basically just have a role play and so so people in the community like have like a an understand how to do sales gos just because um kind of like a

way to train yourself uh how to handle sales gos just because it's all like it's always going to be reps so let me know what you guys think about this idea

okay so the last question how do you not scrap the same Le twice multiple times for example if I use the same URL twice how do I get the script to not scrape the first thousand Lan for example that I already scraped in the first time yeah

man so what you have to do is basically um instead of might be a technical question but I was wondering if there is a new way around it instead of using an

URL so what I do basically is just in your Ur URL all the time and then I make sure I never include the same

um the same filters that I included right and typically when you do this you would add everything to instantly and instantly will just filter out all the

duplicates for you right so I wouldn't worry too much about um you could also um you could also change the platform that you scraped from what you can do is

use Apollo and use a combination of some some some form of LinkedIn Sal M um and you you're going to be pretty much good to go trust me um yeah so thanks so much

for coming today guys uh you guys had great questions um please make sure to leave all of your questions in the thread I'm going to make a post about it and

obviously uh the recording is going to be updated in the uh classroom so thanks so much thanks Sam thanks Jesse thanks Axel thanks Aon thanks Edward thanks for

everyone who came in today I love you guys and keep Crush I'll see you guys in the next week and have a great rest of the day cheers