How do You Build a Digital Marketing Agency?
So it’s 2019 and you guys have probably heard about how to start a social media marketing agency or a digital marketing agency.
What you have to understand is it is huge it is an amazing business to be and because of the fact that I get to work from home you can see I’m at home right now in my basement.
I have an office set up all this my office setup right in here at home and we just run marketing campaigns for businesses from home.
So I’m going to this post, explain the step-by-step process everything you need to learn how to build a digital marketing agency.
I get asked all the time number one how am I making money online number two what are great ways to make money online and number three what’s a great way to build a profession or build a career rather in today’s day
and really the answer is super simple there are tons of ways out there obviously outside of doing a marketing agency or starting your own agency but this is the one that I have found is
the most lucrative because the profit margins are so much higher you’re able to work from home so the cost of operation is so low to start it literally cost you maybe a thousand to two thousand dollars in total that’s including your education maybe getting yourself a website some business cards your business name all of that
set up and it’s going to get you going and on the road so that way you’re making five to ten thousand twenty thousand we have students making fifty thousand seventy five thousand
dollars per month in revenue for their agency alright and so that’s what I want to show you guys is what you really need to know we get into this topic a lot and you guys probably have seen these types of videos all the time but really people leave out some of the most important information when it comes to starting a marketing agency and they leave out really the technical side or they leave out the practical side where you actually have to know how to implement the marketing
campaigns you can’t just like go into this business only understanding the theoretical side and just outsourcing everything you do need to understand the ins and outs and that’s what I want to go through today so that way you at least have a broader picture of what you need to know oh and PS stay tuned to the end of this video and i’ll show you guys how you can actually get your marketing agency checklist we put together a checklist that shows you all of the things that you’re going to want to know pretty much everything we covered in this video and more because we put in tools resources there’s a two-week training involved so guys
it isn’t all just hype you actually can make from one business per month anywhere from a thousand to ten thous and fifty thousand a hundred thousand dollars per month in revenue for their marketing campaigns now obviously the businesses that are spending a hundred thousand and fifty thousand dollars per month there are very few of those right but they do exist and they are kinds of clients that you can take advantage of I promise you they’re not the the unicorn type of client I promise this is possible so what I want to show you guys today outside of you know understanding the marketing side of it you have to understand the revenue side how the business
is actually built how do you actually make money off of this how do you build a team large enough to manage a client that’s spending ten thousand dollars per month right all right guys so let’s go ahead and break this down a little bit so you can see how the revenue is actually generated to build a six-figure income all you guys have to understand is you’re charging anywhere from one thousand to ten thousand dollars per month at the base rate right ten thousand is more your enterprise style packages those are going to be medium to large style businesses the$1,000 package is to like 2,500 3,000 those are going to be your small businesses that are more local they have smaller budgets okay but all you have to know is it takes roughly eight thousand
dollars per month to make it’s a little over eight thousand dollars per month to make a hundred thousand dollars per year so a hundred thousand dollars is actually8333 dollars per month for 12 months to make a hundred thousand dollars in a year all right so that’s actually not that much when we break it down because here’s the best part guys most clients that we’ve taken on are spending an average of $2,500 per month or more all right so anywhere between usually our clients are between the 2,500 to 5,000 even actually today we’ve stopped taking clients below 5,000 dollars per month and we only work with clients that are five to ten thousand dollars per month but let’s say that the average is 2,500 well how many does it take to get to2,500 well divided by 2500 you’re looking at roughly three clients well three clients are making seventy five hundred so three and a half but you can’t really have a half a client
so we’ll just say four clients at 2500right but we could say that other client is you know it’s instead of them being a$2,500 package they’re just a thousand dollar package right so you have 2,500times 3 you got this guy times 1 you’ve got 7,500 you’ve got $8,500 right here in revenue and that’s just for clients guys there are businesses allover the place that if you know how to get results we’ll hire you to do this kind of work why well let’s think about it real estate agents make 3 percent off of the sell of the sale of a home so let’s say they sell a home at I don’t
know 500 grand 10 percent of that would be 50 thousand so five percent it’s twenty-five thousand three percent is roughly twelve thousand dollars right maybe fourteen thousand dollars so that’s what I want you guys to see 14thousand dollars in revenue for that agent for getting them one client do you think they would have a problem with me basically selling for them and making them fourteen thousand dollars off of one new client now obviously there’s expenses associated with that but that’s still way out of the the price that they’re paying me three thousand four thousand dollars per month to manage their marketing campaigns and that’s just real estate attorneys spend even more than that the automotive industry is spending hundreds of millions of dollars every single month in
digital marketing there are so many industries out there that aren’t even being tapped to because people don’t know the industry even exists or they just don’t even think to go market for those kinds of people for example dry cleaners nobody thinks to manage a dry cleaner but they actually do need marketing just as much as anybody else so that’s a little bit about the revenue guys now let’s look at all of the things you’re actually going to have to know to get the business running right you got the math I just wanted to show you guys it’s not actually as far-fetched as it seems and people think Oh business isn’t gonna pay me $1,000 per month why would they not that trust me there are tons and tons of businesses
who don’t want to manage Facebook Ads they don’t want to build websites they don’t want to run email campaigns they just want to focus on their business and go home at the end of the day and they want someone like you to come in there who actually knows how to do it and that’s gonna that’s the key that’s gonna be the whole premise behind this videos for you guys to get how important it is for you to find quality education and digital marketing let’s go ahead and jump into what you actually need to know about digital marketing and building that kind of business because building a digital marketing business is different
than say building a real estate agency or a an attorney’s office for practice and doctors practice you know all of those things are different and you build the business a different way and you have you’re required to know different things so let’s look at what you actually have to know now guys the first and most important thing that I can say that you guys need to do and I’m gonna leave it up here on the board the whole rest of the time because it is the most important your education if you do not get how important this is guys whatI’m saying is even if you don’t take
one of my courses what I’m trying to tell you is take somebody else’s course and when you go through that course do not rush yourself do not try to blow through the videos so you can get out there and start getting clients because you are hurting yourself more than you even realize you will get up there get the client realize how unprepared you are and then start struggling and then all the sudden you lose that client
and they leave you a bad review the education side of it is the side that nobody takes seriously and that’s why there are so many people that fail with their marketing agency because they just go out and they just see the money coming in but then they forget that they have to fulfill that
marketing service and actually make that customer happy otherwise they’re not gonna be there in three months right so this is the most important part in what do you actually have to learn well you have to learn things like how to run a biz you have to learn things like how to grow your team so
outsourcing right you guys have heard of that the third thing you need to know is also probably how to sell right you have to actually know how to sell this service for selling any other service because you if you don’t understand how to sell digital marketing simply to business owners
that don’t get it then you’re not going to land clients and that’s a lot of the reason why people fail but also outside of that you just need to know general rules and techniques to selling and that’s the thing a lot of people don’t go through a process to learn about overcoming objections and qualifying
leads and that there’s somebody steps in the follow up process and we go through all of that you know in all on our youtube channel and through our courses but either way subscribe get it and of course something but that’s what I’m trying to tell you guys anyways number four is you have to learn
an acronym that I created called SWEPS alright and you guys will see what this is so let me get down here S.
alright SWEPS and what doest hat stand for these are what I refer to as the core concepts to digital marketing to social media marketing agency SMMA that you guys are familiar with it’s not actually SMMA it’s a digital
marketing agency or a marketing agency but SMMA just means social media marketing agency we’re talking about digital marketing okay everything building an entire marketing agency not just somebody who only does
Facebook Ads but anyways guys SWEPS and what this stands for is social media marketing web marketing and design email marketing and automation pay-per-click which is Google ads Bing Yahoo YouTube ads and then SEO which also stands for search engine optimization these are the
core concepts that people don’t take the time to learn and how to actually apply them for example we also have another concept I want to go through here really quickly we’ll go back into this oh and then I also like to say plus C
because C and its really CM and that stands for content marketing and that is building quality content for your business for your clients whether that be through blog content video content for Facebook for YouTube whatever the
you know the content channel might may be you need to understand how to actually create quality content and so let’s talk about you know some of the other concepts we’ll talk about SWEPS a little bit more here in a second and what you’re actually going to want to know and then talk about pricing and all of that but before we do at AgencyConsulting.io want to go into the next step which is why
people don’t actually understand how to apply SWEPS to their it to their agency and to their clients marketing campaigns and it really comes down because they don’t know another one of my concepts called 3-step
marketing I’m going to simplify this even more for you guys you guys are
gonna be like oh my god that’s it because a lot of you you’ve probably heard of digital marketing before or starting a marketing agency some of you
might be new to this which welcome but a lot of you are probably familiar you just haven’t seen the success you’re looking for yet and it usually comes down to this simple factor you don’t understand 3-step marketing first step
is finding or building awareness sorry awareness you have step two which is consideration and then finally you have conversion let me ask you guys something you guys mostly deal with local clients right local businesses well when you’re looking for a service most local businesses they’re
providing services most local businesses aren’t selling products right a restaurant kind of sells old they sell a product and the grocery store sell product but pretty much every other business is a service based business all
right and so what do you do let me ask you a question what do you do when you go to find a service in your area first thing you do is you goon your phone you go to Google and you type in blah blah blah near me right or
where is this in this city right and that’s what you start searching for so the awareness stage the first step marketing aka cold traffic is all about using SEO and PPC to drive traffic to the site and then what people are actually
doing is they’re going out straight to Facebook and they’re trying to sell Facebook and Instagram campaigns as cold traffic right they’re trying to say hey mr.
business owner you pay me $5,000 per month we’ll just manage yourFacebook page we’ll do all your cold traffic for me and that I’m not
saying that you can’t get results that way but 90% of the time you’re doing it wrong because you’re not driving traffic from the main traffic source which is Google search engines and then you remarked it with Facebook Instagram YouTube email those are the re-marketing platforms YouTube
and email and finally number three is conversion where do people go once they actually you know they’ve seen your product now you’ve re-marketed to them now they finally want to buy well that happens on the website right that’s where they go and they sign up to come in for an appointment or they send that email to set up a phone call or whatever it is that your try that
metric that you’re trying to convert them through that’s where it happens at at the website so if you don’t have that third final piece of the puzzle done you’re not gonna sell them to begin with right so you have to understand this three-step marketing process and that is what understanding SWEPS
allows you to do and so that’s why it’s important to really go through each one of those things individually and try to at least get to an intermediate level of knowledge and education and training before you ever start to take
on a client in this white90 percent of businesses and marketers go out there and fail in their first year because they don’t take the education seriously if you don’t if you didn’t already know this was a saw a strong solid method
for building a marketing campaign for a local business which again 90 percent of you are gonna work with that you shouldn’t consider yourself ready to be marketing for other businesses yet after you do that the next
step is to get your business plan together because before you even need to start worrying about a business you need to understand the industry need to be able to technically work yourself through how to run ads how to create content how to build email can all of that stuff right once you get through
that then you need to start making your business plans so we’ll just write that up here this plan and what does that consist of things like your LLC or your business license your EIN so that’s your tax identification number you need your name right you need a website the next two for the business plan are also going to be super important and that is picking your service
offering so your services and the next thing is going to be picking your niche so we’re just gonna write niche up here okay so you need to know what services you’re gonna provide you don’t have to provide every single digital marketing service I personally recommend it because it makes you that one-stop-shop for businesses which they really like but you don’t have to you can just do you know if you wanted to start with just web
- You're also makinggold that has no context for the distribution.
- That's right.
- Which is vulnerable at some point.
You got your perspective.
(crowd cheering) I just wanna be happy.
Don't you wanna be happy? (chill hip hop music) - I am Paul Daly, AKA Paul J Daly.
I'm the founder and CEO ofCongruent Creative Agency.
So, it's been a crazy sixmonths since the first meeting with Gary and the mentors.
That kinda sounds like a band.
Although we had a lotof stuff rolling already when we started the mentors program, I can definitely say thatthe strategic guidance and mentorship that they have given me have really fast-trackedthe growth of the agency.
Our revenue since the mentors'program has almost tripled and our head count has almost doubled, so it's making a real difference.
Look, there have definitelybeen a number of setbacks since we started theVayner Mentor Program, but the real point is theyhave been available for us whenever we've hit one tohelp coach us through it.
I can say Vayner Mentorschanged my business for the better, continues toimprove it for the better, and I think will in the future as well, so here's to the journey.
- [Man] So, what do you seebecoming your core product as an agency? - I think our main in-roadis gonna be through this incoming generation of dealers.
There's a lot of transitioninggoing on right now who are progressive,who are following you.
That's the emails you're getting.
We need to show them there's a solution that they can bring to dad and say, dad, we need to do this.
- So, let's talk about that.
What do you wanna sell? I agree with you 100%.
- I'm Gary.
Sasha, right here, we have a dealership, fuckin' dad's wasting allhis money on TV and radio and doesn't believe in this shit.
I wanna do it, and I know it's early, but what do you think it is? - I wanna create a brand,clarify your messaging.
- Branding, I got it.
- Branding, messaging,and content production.
This is how you produce content.
- How much? - How much content? - How much money do you want for that? - I think we could have hundred thousand dollar relationships.
- Quarter million to a 100,000.
- 100 to 250 is whatyou're thinking a year.
As a retainer? - That's what we're working towards.
- Sure, yeah.
That's why we're here.
Listen, that's why we're here.
- I'd love to get away from project-based.
We work with local and national brands.
- Yeah, honestly, the reason Vayner Media became a big company fastwas we did no project work.
We've layered project workon top now, but I hate it.
- So, what's the current.
You're doing 300 plusthousand in the business now.
What are people paying you for today? - On the agency side? - Yeah.
- On the agency side, yeah.
And why did you project 800.
- They're just seeingcool stuff out there.
So basically, major globalbrands are producing amazingly cools stuff.
We just started producing coolstuff at a very local level.
People are like, I want that, I want my brand to reflect that, so they call us, hey, we want - And when you say cool stuff, a video? - Video, yeah.
- Social media executions they come in and say, wewant you to make us a video.
We're like, well, why do you want a video? Who's gonna watch it? Where's it gonna live? And then, we kinda backin and they realize, walk out, say we need a lotmore help than just a video.
- Yeah, so they hire us not for one video, but a series of 20 videosand we execute to that.
- Cool videos, cool media,cool photos, cool animations.
- But you're not doing themedia placement, right.
You're doing the creative production.
- Very little placement.
- Yeah, we brought on Pat,that guy with the orange sweatshirt over there, do that,to start executing to that 'cause we give them this piece of gold and they totally fuck it up.
- They don't understandwhat to do with that.
- You're also makinggold that has no context for the distribution.
- That's right.
- Which is vulnerable at some point.
- Let me tell you my personal end game.
- Go ahead.
That's a great way to start.
- That's where we should start.
- Which is? - So, I was kind of ready,'cause you're to the point, so I'll just beat you to it.
I wanna help people.
I wanna help people get clarity.
This was born in Claude'soffice a year ago.
I wanna help people withbusiness, with relationships.
- If you're not makingdecisions based on clarity, you're just guessing, at best, you're guessing a general direction.
I think that having anagency leverages my ability to communicate, builds my personal brand, and if I can do it in business, I wanna keep doing it in business.
If it's dealership world forthe next five years, awesome.
That will give me 20 yearsin the dealership world.
- My blueprint is attractive to you.
- Absolutely, 100%.
- That's what you're saying.
- That's why we're connecting.
- That's what I'm doing.
- That's why I trust you, that's why I'm like, I don'tknow how it's gonna work out, but I know being closest to this sun is gonna help me get there.
This is the same thing.
It's literally, whenyou're talking to that, I'm like, you're talking to me.
- It was so important for the whole team because there's an elementof getting close to the sun that I wanted us to experienceas a team of creatives.
It's one of those things, wedon't know what we don't know and when you get in anenvironment that's completely outside your regular life andyou can start to see people operating on a different level, all of a sudden, you startto realize, you know what? This is possible.
- Let me give you acouple pieces of advice that I think will really matter.
You need to be very, verythoughtful about the products and services you do for this company.
Let me give you a great piece of advice: Immediately, from day one,and I know we're kinda of in day one, but post-acquisition,we're in a new day one, I want you to announce a datefor Clarity Con immediately.
The thing that you'lllearn very quickly.
You're gonna get your moneysworth right this second.
Your even business willbe more profitable, more fun, more profitable,more impactful for you mission of why from day one.
If you're able to do Clarity Con, if you're able to sayClarity Con looks like this: It's $1000 ticket, but youalso get 30 minutes Q and As or one hour Q and As ona closed door live stream with me once a month.
Got it? And then, that all of asudden becomes also something you get free, that if you'rea client of your company, as part of the retainer.
I think if you build a model.
If I could do it all over again, which is what we're talking about here, knowing your industry enough, you do a $5000 a monthretainer, a strategy retainer, not a creative output,and then a contractual, minimal guarantee of another5000 in social media content.
So now, they're locked in for120 to even be in your world and then above and beyond project work.
So, it goes five, five- I'm gonna come around and hug you in a second.
- This is what's good.
This is it, man.
This is what's good.
This is what I would.
If I- And I'm not taking notes 'cause I know Levi is.
- So now, what you're doing is you're creating perceived value.
It's like, okay cool,I'm getting something that's 1000 bucks, I'mgetting access to him, you're building that, you're building in, you're building, you'rebuilding, you're building.
You're building stairs.
You get this, you getthis, but now it's like, hey, it's 5000 a monthretainer and obligation to do 5000 a month of output, so they're gonna be like, okay,it's $10,000 a month, right? By saying 5000 for that and5000 you have to buy for output, what you've done is a verygood job of not mixing the two.
They've now bought intothe fact they're paying you $60,000 a year to be smart.
That's a lot of upside for you and your organization, long-term.
That's why I want you tobreak out that Clarity, 'cause we used to do it asyou're gonna get $10,000 worth of community management and pictures and you get the value of our strategy, but whenever anything is free, it's free.
- It's free.
- Got it? So, I want you to start withit's $5000 a month retainer for strategy and brand positioning, comma, even for us to say yes to that, you have to then doanother $5000 in the output and that's where you'll get your pictures and videos and cool stuff.
- That's your day in and day out.
Above and beyond that,you can do one-off videos for your big fall sale, you're sitting on too much inventory, you need an extra boost, orif you wanna go down the path of internal culture, kindaof the Claude stuff, fine.
You'll decide how you wannabuild out your company and your services, butI do think that 120 base for thinking and pictures and videos, you're at a really sweetspot to build on top of, along with they get aticket to Clarity Con, which is 1000 bucks.
- Anyway, that would be the model, I think you need to go with, but Ithink Clarity Con from day one, when you announce it, literallyit's we've been bought and literally comma, we've been bought, we've got an agency, we'vegot Clarity Con coming, in fucking wherever on whatever.
- What's realistic? What's the attention lengththat we can actually push that? You know what I mean? 'Cause I'm thinking,how much time do we got to execute to a conference.
- And here's the good news, here's what's amazing about video, and I think we see it alot in my internal coms, as long as you're humble and transparent, this is how you hedge: It's humility, it's self-deprecation.
Let's say you make a video in September, everybody's away for the summer, you say, guys, Clarity Con, March 2109, super excited about it.
To be very frank, we're gonnastart opening up pre-sales and getting a sense, it's $1000 ticket, also you get it for freeif you're a client of ours.
Very simply, I have no ideaif this is gonna happen in a Dunkin Donuts orif this is gonna be done at Buffalo Bill Stadium.
I think probably more likely Dunkin Donuts than Buffalo Bill Stadium, but if there's one person that comes or one million people that come, we're gonna put on a show.
You've now eliminatedany expectations, got it? That's it.
Now, you're not vulnerable.
Now, you've taken pressureout of selling it.
Now, if you sell seven - Everything you announcethat's gonna happen in the meantime, it's an upside.
Oh, this is actually gonna happen now.
- That's exactly right.
- This is live.
- That's right.
- This is live.
- I just think - We watch Gary Vaynerchuck,can you believe it? - Yeah, and you're only150,000 in the hole.
(laughing) By the way, by the way - That would be yours, so - By the way, by the way.
It's really right for you.
You'll win that game.
You've got all these personalities that you've been able toget into your ecosystem.
You'll be able to call in favors.
You're gonna put on a realshow and it can become a real thing and what'sgreat about Clarity Con is maybe year one it's a little bit more towards that world, but to yourwhy and where you're going, you'll be able to expand out.
- Step, man.
- Proud of you, man.
- Thank you.
I think it's really important to say that the value of thisprogram is not just Gary, but it is the team that he's assembled and I think he'd be happyto hear me say that, but for real, the mentorsteam is accessible and ready and willing to helpwhenever we have a setback.
(camera flashes) There was this sense of we'reabout to take the first steps on a trip that we're gonnatalk about for a long time.
It was this knowledge that, I don't know what we're gonna learn, I don't know what we'regonna do from here on out, but I know it's gonna be meaningful and I know it's going tobe one of those moments that we look back on and say, can you imagine if we hadn't done this? (upbeat Spanish hip hop music).
development because you already have some experience there then just start there but you know and actually you can even do really well at that niching yourself into just being a web development company and that’s all you do and then you scale in other products and services later right and then the next thing is your niche I recommend picking at least 2 to 3 now I used to say 1 but I actually kind of like the 2 to 3 range and the reason why is
because not every niche is always going to have a ton of availability I guess for potential customers in your immediate area right so you might have to do some traveling to go get those other kinds of clients so it’s nice to have that backup niche to say okay I’ve kind of done six months of hitting these people really really hard so I’m gonna switch over to this niche and try and
take some more clients on in this niche and then we’ll come back to that my you know primary niche in another six months so that way you give them some time to you know look through stuff and throughout that process you’re following up but that way you actually have consistent flow of
potential clients coming in okay so that’s the business plan now let’s talk about pricing right we got to talk about pricing and I can’t okay I want you guys to understand something very clearly here when it comes to pricing services you have to understand that not everything is just cookie cutter packaged a lot of people like to do it that way and you can choose to do it
that way if you like where you set you know we’ll do this many facebook posts we’ll do this many ads at this level you can do it like that if you want I personally like to kind of customize my packages each time so that way I’m making sure I’m getting that business owner the best result but the package pricing also works very well for people who are new to the industry so if
you’re new I do recommend going with package pricing and just kind of setting some base rates so that way you know what to charge you know about how many hours you’re gonna work and it’s consistent right that’s the biggest thing that people struggle with in the beginning is getting
consistency in their pricing their packages and the service offering so set something up but basically you’re going to start off with a $999 so from four thousand to about ten thousand that’s considered your enterprise level so you could actually put ten thousand on here and that’s gonna be your entire enterprise level anything between these two packages right here and then that’s where you basically give them pretty much every single service that you can offer but not really because they do need to spend a little more to get really the full shebang really it’s about ten thousand to fifteen
thousand dollars to get that price or to get those types of services but those are the good kind of clients anyways let’s get into that so this also does not include any ad spend a lot of people like to they go well that includes you know Facebook ads but know that is where you add five hundred dollars on top you know a thousand dollars on top of that actual budget and then you you can either work this pricing out to where you assess your ad
management fee into this or you’ll need to add it on top as well so you’ll say plus 300 for ad spend that’s why I like to just include this in here and work that price into your base package but basically these this money over here goes into Facebookads Instagram ads YouTube ads this money right here is what they pay you and you take home to your agency and then you pay
outsourcing or you pay for labor from people who are on platforms like up-work freelancer blah blah and you actually have them fulfill the work for you you create the high level strategy to many people and this is one of the things where it’s important to take education courses because we teach you you do not need to be sitting there writing Facebook posts and creating
images and shooting the video and editing the video that is not a cash producing activity guys a CPA if you are not working on your CPAs you’re not building your business okay so you have to understand that outsourcing is super important so let’s talk about that really quick so now that you kind of understand the business model the revenue model how to price your
services you also need to start understanding how to build your team and again as soon as you take on your first client I recommend outsourcing like then I recommend going out immediately and at least hire you like someone to schedule your posts for you that alone will save and free up your time so you can focus more on selling and landing more clients but you have to
build the team you’ll need designers you’ll need copywriters you’ll need SEO related people people who understand search engine optimization add managers admins just to do basic admin work you want someone like a creative director right and this person actually comes up with posts for you they come up with ideas for campaigns they help you know facilitate the entire campaign creation process there’s so many different things that
you’re actually going to want to hire for I believe we have a team of almost twenty two people now with our agency and our personal brand combined so you know these are a ton of different people running a ton of different jobs right and that’s so I can focus on again those CPAs so that allows me to bring in more revenue for my business which in the end makes me more money now finally guys you’re going to want to do what everybody wants to
- How do you handle the objection of, hey I love what you do, I need to think about it.
Or let me think it over.
Now what happens when yourprospect says that to you? I need to think it over, let me get back to you, let me think it over.
You never hear from them again.
Comment below if you haveever experienced that.
That's the problem.
Now in my previous video,I've talked about where, you can click somewhere here, when someone says let me think about it.
What do you say to them at the end of that conversation, at the end of the sales call.
Now today I'm gonna teach you something a little bit different.
I want you to think about thesales conversation you have before, during and the end, kinda after.
I've taught you how to handle it when it's near the end ofthe sales conversation.
Wen someone says to you, hey I need to think about it, yeah, I taught you how to do that in the previous video.
Today I'm actually gonna teach you, how do you prevent that.
So they don't even say that to you.
That you don't need to talk about, oh I wanna think about it.
You don't even need to handle that.
We're gonna prevent it.
Prevent this objection, which is way better when itactually comes up at the end and you try to handle it at the very end.
I like to handle it up front.
So let's talk aboutbeginning, before the call.
How you set up the call is so critical.
If you are chasing the prospect, if you are calling the person, if you are.
You act and sound likea typical sales person, right there, it's veryeasy for the prospect to say, hey I need to think it over.
What they're saying is, Idon't think you could help me.
Or I don't know if youoffer the right solution to my problem.
Or I don't know if I trust you.
I'm a little bit skeptical.
They're afraid to take action.
They're afraid to take action to solve their problem right now.
So that's the issue.
It's not so much thatthey wanna think about it.
That's not really the issue.
So in the beginning, howyou set up that call, are you calling them orare they calling you? That makes a huge difference.
Which one are you doing? Now, in the beginning the call, here's something that you could say.
It's called Setting the Agenda.
It's how you set the agenda.
Now it could be face to face like this or it could be on the phone.
It doesn't really matter.
Let's do it like this, we're in a meeting with the prospect in front of us, face to face like that.
So I may say something like that, Hey Mr.
I'm glad that we are% meeting today to see how I could help you take your business to the next level.
Now, before the meeting starts, can I ask you a couple questions? And they say, sure.
You know what, at the end of a meeting, there are three thingsthat you could say to me.
The first thing you could say is, Hey Dan, that sounds good.
Let's do some business.
And that's good.
Then we can work togetherand I could help you.
The second thing that you could say, it's a no.
And that's perfectly fine.
I want you to know, Mr.
Prospect, it's perfectly okay to say no to me.
If it's not a good fit,you can say no to me.
I can say no to you.
Number three, the thirdthing that you could say, but I don't want you to is I want to think about it.
Because usually whatthat means is it's a no and you're just trying to be polite.
So before we even proceed, can we make a simple agreement that at the end of this meeting, you will say either a yes or a no, but not a I wanna think about it.
Is that fair? Boom.
I have set the tone, I've set the agenda.
That's how it's gonna go.
Then it's very difficult for the prospect at the very end to say, oh I wanna think about it.
No, we have agreed up front.
That's the rule of engagement.
We're not gonna talkabout one thing about it.
And so at the end, you're not like trying to chase them and say, oh what do you need to think about? Let's think about together.
Or is it the price? No, you're trying tojustify yourself too much.
You're trying to justify your value.
In this case, I just say that up front.
Very casual, very fair.
And if they give me resistance, I will say, you know what, maybe before we even dothis, maybe on the phone, before we even proceed, beforewe even meet face to face, why don't I send yousome more information? When you're ready, whenyou want to do this, then let's set up a time to talk.
Then maybe I'll send themsome more information.
I'll send them some more videos.
I'll send them some more case studies.
Send them some more proof.
I don't want to talk to prospects unless I know I properly qualify them.
They are pre-qualified and pre-interested to buy what I have to offer.
Why would I waste time? So you can use tools beforethe call to set everything up.
So then when you're talkingto someone on the phone, you are spending your time, notice the word, you'respending your time.
You're spending your timewith a qualified prospect.
So that's what you do.
Before the call, you set theagenda, you set the tone, and you are telling the prospect, hey, if we're gonna do business, great.
If we're not gonna dobusiness, that's fine, but let's not waste each other's time.
You're a business person,I'm a business person.
You've got money, I've got a solution.
You give me your money inexchange of the problem.
If you don't want to spend money, then keep your money, butalso you keep your problem.
And that's how you do it.
So next time, before you do it, before doing the sales call, try the technique, set the agenda, and see how people react and I think you'll find youeliminate that objection.
I need to thik about it.
Let me think it over.
Rarely, rarely do I hear that.
Comment below and let me know how this technique works for you.