**(many more to come, i just always forget to record)
-
https://www.loom.com/share/3d45707d0b7e44b0a99c1246df15df4d?sid=2258b83c-5673-49b1-a6c3-12cc6ae9eb44 (overcoming objections)
-
https://www.loom.com/share/267d1982ecf04533b69346f4fb3afa83?sid=06229446-58ab-47e8-aca5-f966f586b512 (creating a warm lead, no appt booked)
-
https://www.loom.com/share/c2734ef8592f4de78b86e4331f862399 (this guy literally said no and later became a $297/month client)
-
https://www.loom.com/share/307b95f8ea2e4eb0bbf8ec1fa5446b2e?sid=ec470b9d-b19f-43cf-b56d-2239afd9914f (example of someone calling back off a voicemail , not a great client, never converted to a customer)
-
https://www.loom.com/share/0af94a63334a4602b84667678f275ab7 (creating a warm lead overcoming common objections)
youtube/v=obgzlgc2ea4 (julie becker script live)
script:
-hey is this (insert their name / business name)?: (you can usually find their name in their google reviews)
-prospect: yeah it is
-hey what’s up their name if you have it, my mom’s friend julie becker referred me to you guys, she said you did super high quality work, the insert business niche name right? (ex: “the handyman right”, the “plumber right, etc”)
-prospect: yeah that’s right
(they’ll usually question who julie becker is for a second then just move on, you just re-explain it’s your moms friend, you’ve never met her, etc (check recordings for how i do this part)
-sweet!, yeah she told me to give you guys a call, said you guys don’t have a website or a google page or anything like that? (you can also insert your offer here) note: (either they agree with you or they tell you they do have a google page, then you can follow up with “but you don’t have a website”? either way you’re getting them into conversation which is the most important thing.) (you can use this even if you’re not selling websites, just assume they don’t have the service that you’re offering, this at least gets them in conversation)
-prospect: yeah we don’t have (niche service you’re offering) note: (for me it’s a website, always use the cheapest foot in the door service you offer as the opener… we just want them to get on a call)
-ok cool, well i don’t want to waste your time, i just graduated college and i’ve started a little (insert your agencies services). i’ve done (x services) for a long time but i thought i’d finally create a business out of it. right now i’m doing (insert your service) for super cheap with the hopes i might be able to get a testimonial from you saying i did a good job, i was fast, efficient, you saw great results etc, do you mind if i build something out for you to take a look at? note (again insert your offer here)
note: this is where you will start to get objections (look to objection handling section to get through this… but mainly study the recordings)
-if no rejections: prospect: yeah maybe, how much do you usually charge ?
so i cover the cost of the monthly hosting and the domain name, right now i’m just charging between 497 depending on how crazy you wanna get with it. if you have like 10 minutes today or tomorrow i could walk you through some of the work i’ve done and kinda just give you a little free audit of your business.
note: depending on the flow of conversation i may add here : all i would need from you is to fill out a basic form with some info about your business. (this shows them it doesn’t require much effort for them to say yes)
-prospect: ok yeah why not, call me back later today or tomorrow we can set something up. (this is where you lock down the appointment time on your calendar)
-sweet! even better than a call back let me just schedule into my calendar, give me one sec (book them a time that works). note: don’t give them too many options… i just learned this but say “how’s “x time” today, i also have “x time open tomorrow”, what works better for you?
-prospect: x time should work. note: this is where you can ask if there’s any reason they wouldn’t be able to show up at that time. i always like to say “besides the off chance there’s a zombie apocalypse at “x appointment time” would there be any reason you wouldn’t show up? (you want to get as much commitment from them as possible to reduce no show)
-sweet, well at the very least you can learn a little bit about your business from an advertising perspective + see what some of your competitors are doing to market themselves. note: (again, give them some incentive to show up to the call, make it not sound like it’s a sales call)
-prospect: sounds good
awesome, appreciate your time (prospect name), i’ll talk to you on (appointment time / date), have a good one man!
script / mindset:
some things to understand
-
understand the goal at the start of the call is just to get them not to hang up on you… with cold calls this is a big win and it called “getting in conversation”… obviously an ideal outcome would be to get them to book a call but doesn’t always happen… creating a “warm lead” off a cold call is also a huge win
-
depending on the niche you’re calling try to stand out from the normal telemarketer, i’ll always try to crack jokes / be a little risky. the best thing you can do is to have your prospect think “damn this guy/girl seems cool and not like the rest of the dumbass cold calls i get, they seem authentic.” the worst thing you can do is sound like you’re a drone reading off a script, you will get hung up on, every single time.
-
most important/mindset: i have made the majority of my closes off calling people back between 5-11 times… the majority of all sales are made in the follow up process, if they’ve shown interest, you keep calling until they tell you they’re not interested or tell you to go play in traffic. get used to rejection, embrace it, love it.
objection handling: please refer to my recordings for how to handle objections, i will write down the most common ones / ways to handle them.. however the objections will be different depending on what you’re offering so this is something you may need to learn on your own. (note: always agree and understand their objection, don’t try to sound like you’re trying to convince them)
- we don’t need a website / (your offer) , we already have enough business
- you: i totally understand, i hear that all the time, the reason (your service) still works is because it allows you to charge more for the same service you’re already doing.
you: if you’re already turning away business you can now quote the overflow you get at a higher price and just see if they say yes, if they don’t you’re in the same place you were, if they say yes then you’ve just made money you otherwise wouldn’t have doing the exact same service.
- it’s seems too expensive: (easiest one to overcome)
- this is where you hit them with basic 5th grade math. ask them how much they usually charge for a job… i work with contractors so usually it’s been 4-10k a project. when they tell me that i explain that my service is only $97 a month so if my service only gets them one job a year they would 4x, 5x, 10x their return (just insert whatever math marks sense here to make them understand it’s absolutely not too expensive). even if your service is more expensive just hit them with the same math and logic.
ps: i always tell this joke:
“if i can’t get you at least one job a year to 5x your return with (your unique service) i’d probably just go play in traffic”. make a joke at the end here to almost make it seem impossible they wouldn’t get a return… make it seem like an actual joke they wouldn’t 5x their return on investment. this objection should literally be brushed off
mindset + script (for my personal niche)
we are selling them the ability for them to acquire more paying customers through building a google presence and getting more 5 star reviews and having a high quality functional website. this will lead to more business for them. you can use the example of how somebody shops online… everyone looks at reviews and chooses the service that has the best combination of reviews and price. reviews build trust. people buy services they trust
-
remember… you are selling the outcome the service provides, not the service itself. they only care about what you can do for them and how it benefits their “unique” business”.
-
i don’t believe in reading off scripts. i want you to do 30-50 phone calls , without the goal of even setting a single appointment, just get comfortable
-
if you understand the product and you understand the outcome the product brings the customer then you will develop your own script. stop focusing on the perfect script and focus on what feels natural to you + see what people respond to. remember… we only want to peak their interest enough to 1. not hang up on us. and 2. get them to commit to a zoom call
note: you will literally never talk to these people again in your life. understand you could pick up the phone and say whatever you want, embarrass yourself to the max, stutter over every word, it literally doesn’t matter. there is no downside to cold calling, you can only get better, you cannot lose.
mastering follow up (the most important part of sales)
-
case studies
-
send one directly after you hang up the call
-
use case studies as weapons for follow-up
-
they are excellent at breaking the silence (if you have sent multiple texts that have gone unanswered)
-
provide value and proof by sending a case study & prompt a response (ex.) “check out this client we helped ____, would love to hear your thoughts on this!”
-
if they don’t respond: “did you get a chance to watch that video?” or “?” or “thoughts?”
-
case studies you can send to clients:
-
personal videos
-
selfie videos
-
record a 30-90 second selfie video telling them how pumped you are to show them what we can do to help their business
-
make it unique/organic:
-
(ex.) if you see a handyman sign, record a video in front saying, “hey _____! just saw this and it reminded me of you, looking forward to connecting on {[appointment date/time]}, really pumped to see how we can help you take your business to the next level! call or text me if you have any questions before then!”
-
“stay in the create”
-
don’t focus on trying to sell them on something. focus on what you will create with them. stay focussed
watch:
examples:
-
set a hook at the end of the cold call
-
(ex.) “hey i’m going to send you over a case study of a handyman who tripled his google reviews and is now booked out months in advance”
-
make sure to follow up immediately with the case study
-
or a follow-up text thanking them for their time
-
this is so that the next time you text them they will more easily recognize who it is coming from [they probably will not save your number]
kpi’s for setters:
hours per day: 5 hours = (~150 calls a day!)
days: 5 days a week at 5 hours a day. total = 25 hours a week
calls: 750 a week / 3000 calls a month
expectations: weekly
-
1-2 booked appointments per day
-
5-10 booked appointments per week
-
3-5 of these appointments should show up
you do not have to hit those 3000 calls a month if you hit these kpi’s and are doing your follow up correctly. we understand that doing correct follow up will take away from your cold calling output. the only thing that matters is getting your prospects to show up to the appointments.**