Why do you want to stop selling and start closing and Lead Generation ?
You see, most people, they don’t know how to communicate.
Fewer people know how to sell and almost no one knows how to close.
There’s a very big difference between selling and closing.
You see in any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling.
How many of you know people who just sell sell sell sell and they don’t get paid? Or they turn off their prospects.
You only get paid when you close a sale.
I want you to think about the difference between a salesperson versus a closer.
You see a sales person, they would push.
They would use aggressive tactics.
When you think of a traditional sales person, what comes to mind? Comment below.
It’s snake oil, it’s scammy, it’s slimy, it’s pushy.
Versus a closer.
How do you know when you are a good closer? After you’ve done a sale, after you’ve closed a prospect, when your prospect says, “Thank you.
” “Thank you for helping me make this decision.
” “Thank you for helping me move forward.
” That’s when you know you are a good closer.
There’s a big difference, sales person and a closer.
You see today I want to teach you something very very critical.
Why you should stop selling and start closing client deals, and what is the most powerful way that I know of to close, and it’s not what you think.
Today I’m going to teach you what I call “Value in advance” Write it down.
The formula is called “Value in advance.
” Now, you can see on my social media I have millions and millions of followers, and every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting, face to face to do all your closing clients, that is very difficult, because you only have a very short period of time to persuade, convince a prospect to say yes.
Instead I believe what you need to do, you need to do a lot of work, before you even open up your mouth.
A lot of work needs to be done before you even say a single word.
In one of my previous videos, I talk about this.
The best way to sell a box of chocolate is what? Is to give people a taste.
One piece of chocolate, if they like that they’ll want to buy the whole box.
It’s exactly the same in closing.
I don’t want to count on closing, that closing part, that conversion part, that face to face, on the phone part, to do all the heavy lifting.
I want to start closing way in advance, and the best way to do that is “Value in advance.
” How can I provide value to someone in advance?
For someone who is consuming my materials, watching my video, consuming my content.
When I release something, when I make an offer, the trust is already there.
That it’s easy for them to say “Yes.
” Let me give you a perfect example.
Let’s say you are a martial artist, and you are teaching someone how to be a black belt, and of course you’re not going to be a black belt over night.
There are a series of steps you need to go through in order to attain your black belt.
Lets say the very first step is you need to learn how to do a proper stance.
Okay, that the first step, and then you need to have some basic flexibility with Lead Generation.
How to do stretching, stretching exercise, and then basic punching technique, and then basic kicking technique.
Lets say and then you learn some jumping kicking technique.
Then later on you also have power and speed, endurance.
Lets say it takes you seven steps to get from point A to point B, you with me? The best way I could convince someone to say, hey I’m the guy that can teach you how to be a powerful human weapon, how to be that confident black belt.
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Instead of telling you how good I am, I know it takes you seven steps to get to your goal.
All I need to do is provide value in advance.
Let me teach you through my content how to do a proper stance.
Let me get you to that first step.
I’m not going to get you to the end goal, but I’m going to get you to the first step.
I might even teach you some basic stretching exercise that you can do from the comfort of your own home.
To help you become more flexible, to get you to almost step two.
Now what happens is this.
That if I am the person that gets you from point A and then point B.
Not to the end goal yet, but you’re already getting value from the free information, the free value I’m providing, and what the prospect is thinking is this, “Wow, If I’m getting so much value from the free stuff, if the free stuff is this good, I wonder what the pay-stuff is going to be like” and that’s exactly how the “Value in advance” formula works.
You don’t wait till when the money takes place, the transaction takes place to start closing.
You started closing from the beginning.
When you’re delivering value to the marketplace.
You provide so much value in advance when you make an offer your prospect is like this is a no brainer.
The One Secret To Close More Sales On The Phone
Of course I want to buy.
I’m already getting so much value.
You’ve helped me solve the first two step problem.
I know I have five more steps to go.
Of course you are the man, you’re the woman, you’re the company I want to go with.
Instead of trying to convince them, you don’t know me, you don’t like me, you don’t trust me, give me some money.
No! Give them some value upfront.
Help them solve some problems upfront.
When you do that through social media, through video, through education, through content, that’s a smart way to do it.
You can do this on a massive scale.
You’re impacting so many peoples lives, and you’re adding so much value to people’s lives.
When you make an offer, it’s easy.
When you do make an offer, then it is just a moment when you realize all the hard work you’ve done in he beginning.
You’re not selling selling selling, trying to use some gimmicks or techniques or whatever tricks trying to close people, and there’s a time and place for that, but you don’t need that.
I bet I have so many students, if you’re watching this comment below.
You’ve gotten so much value from my free content, and then by the time I make an offer you’re like Dan is the guy, of courseI want to learn from him.
I want him to be my mentor.
Why? Because, I’ve done so much.
I combine and I strive to combine my branding, my education, my marketing and closing all as one thing.
Instead of isolated components,I treat them as one.
I strive to get to a point where it’s automatic closing.
Where the closing is natural.
Where it’s not forceful.
That people are happy to be closed.
That’s exactly why you need to stop selling and start closing Lead Generation.
I’ll teach you one more thing before we go, and that is this, every single time you offer something, every single time you make an offer, you want to strive to deliver 10x more value.
Meaning this, this is what I truly believe, it is my mode in business.
If you sell something for $100, what can you do to strive to deliver 10x more value? That’s $1000 worth of value, when you charge $100.
When you can do that it’s easy.
It’s easy to close.
because people can see the value.
It’s a no brainer that they want to buy.
They are happy to buy from you, because they can see how much value you are delivering.
I want you to think about this.
How can you implement “Value in advance” in your business? How can you deliver 10x more value?
What can you do?
I want to leave you with one thought, and that is this, closing is not something that you do for somebody.
Closing is something that you do for somebody.
How to Build, Grow, and Scale Your Own Lead Generation:
- [Gary] Staphon.
Got these for four dollars.
- Get the hell outta here.
- [Gary] Garage sales, baby.
Trying to tell people.
- Four dollars?- [Gary] Four dollars.
What? - In Jersey?- [Gary] In Jersey.
My size too.
It was funny I saw them, I wasgonna buy them just to give to like somebody to flip.
- [Tyler] Yep.
- [Gary] 'Cause I saw a 10 andI knew I was gonna kill 'em and then I looked atthem I'm like, "Oh, a 10.
5," I'm like eh.
("Unstoppable" by This Is Wolff) ("Beauty In The Struggle" by Justin Stone) Monday morning, feelin' pretty good.
Lot of stuff going in the world of business but especially on my mind is very massive decline of retail.
Retailers, retail locations.
We've had more bankruptcy inthe retail sector in the first quarter of 2017 than we didin the entire year of 2016.
I think that's just the beginning.
I think we're seeing thatthe, not the collapse but the recalibration of retail in our society.
Rents are overpriced for thereality of the traffic that is being deployed as we continue togo more and more e-commerce and as brands get marginalized and more and more players coming to death of a thousand cuts and so I think it's a really interesting time and I thinkit's an absolute preview to what's gonna happen to thetelevision commercial industry.
You know with every OTT player, Netflix, Hulu, Amazon and I can't imagine the Facebooks and the Googles of the world not getting more serious about it.
Apple, obviously, Planet ofthe Apps, like original program, supply and demand, fragmentation.
Bottom line is the moneythat brand spent on television commercials and on banner ads is going to collapse over next five years.
VaynerMedia is going to be in anincredible position to pick up those opportunities and I continue to be on the aggressive offense to structure my company, hire the talent.
Couple people I met withrecently that I'm about to hire that are just straight ninjas for 2021 but 94% of the agencies in the market wouldn't know what to do with them in 2017.
So excited about that.
Got a lot of stuff going, just the way we're rolling on our side.
You know, really good on this Monday morning.
Cool, right? Bought 'em at a garage sale.
- [Other Tyler] This weekend?- [Gary] Yeah.
- [Other Tyler] How much you pay for 'em? - They wanted 10 but I got 'em for 4.
When they want 10, you offer 2 to set the tone.
Too many people are like, "What about 8?" Settle on 9.
I go 2 to startle them and see what happens.
("Beauty In The Struggle" by Justin Stone) I genuinely believe that our SMB VaynerBeta P&L can be in the ballpark of (censored) dollars next year.
So, just from all directions.
On the flip side, just lookingat the feedback and things of that nature, it's real.
It's very real.
I think the answer for somethingthat big is we have to have it integrated but we have tothink about how to integrate it without it slowing us down or creating too many, what we're trying to do here, get faster.
Anyway, it's big.
It's real, real big.
'Bout to change the small business world.
Small business 'cause I knowthere's a lot of entrepreneurs by definition companies that can afford $25-30,000 a month to change their business but that could change it big.
About to crush it.
- [Taylor] This is insane.
- How are you?- Amazing.
- Real pleasure.
- [Tyler] Two hours of shadowing with you.
- I love it.
Taylor, it's a pleasure, man.
- [Taylor] Kind of like what can he call you in for? It's like so much that you come here for.
That I need to pick up.
- [Gary] Yeah.
- [Taylor] Business is going really well.
- [Gary] I think it comes, as long as you're executing on your ambition.
- [Taylor] Yeah.
- [Gary] You know, like to me,I don't think I can call people out so easily if, I think I can call people out all the time because my ambition for what I want to accomplish is so great.
- [Taylor] Yeah.
- But I think my ambition's crazy.
- [Taylor] Yeah.
- Where I'm at right now, 99% of people won't get to.
So, I'm always scared to makesure that people know, here's what I don't like.
Don't tell me that you're gonna buy the Raptors and work like that.
- [Taylor] Yeah.
- Tell me that you want to have a good living.
Spend time with your daughter, travel the world.
Well then all of a suddenyou can get into hundreds of thousands of dollars a year.
- [Talyor] Yeah, exactly.
- So I think that's the thingthat I want to spend more time clarifying for people.
Which is like, and I've been saying it, right? Don't let your mouth outpace your actions.
I think that when I meet people, we jam, I want to make sure they'rereminded that I'm not gonna, you know.
People are like,"GaryVee, call me out.
" I'm like, "Well, first of all,"-- - [Taylor] I know, yes.
- You've seen it.
Like but first help me like what you want to happen.
Because for $70,000 a year youcould live like a ridiculously happy life and do a lot of stuff.
Like people don't get it.
Like price list, and where's the beef, and just do it, that's what matters.
Creative is the variable of success.
The problem is you need to make$50-200,000 videos for Facebook where the media the amplification of a million is worth like 5-6 million on television.
And you need to make four ofthem because Doritos means something different to a45-year-old African American woman with four kids in Manhattan than it does to 17-year-old Ricky inTexas, in San Antonio.
People don't get it.
Let me rephrase, people get it.
The world is, the corporateworld and agency world isn't built to do the work that'sactually driving business today.
("I Just" by Justin Stone) I'm not kidding, I don't want to hurt feelings.
I'm trying to be kind here.
Let me explain.
When the market's good, everybody's a hero.
You know, what you're gonna hear for the next 40 minutes is I don't know when your economy gets soft, if ever, but if it does, you'velived through ups and downs.
- [Man] Yeah.
- I want to give you toolsthat will allow you to navigate.
I think of myself as a wartime general.
I like being a businessman when it's bad.
Wine Library, my first business, VaynerMedia, this business,--- [Man] Yeah.
- both in the first two years of me operating, the economy collapsed.
- [Man] So Gary, the reason why you like operating in shit, tough markets is why? - 'Cause A-players win more.
- [Gary] When times are good,--- [Man] Yeah.
- [Gary] B's and C's and D's get too much.
- [Man] Got you.
- [Gary] Got it? Because there's a lot of peoplewho are watching right now that are taking the money they're learning, they're getting and they'reover-leveraging themselves.
They're buying homes and carsand watches instead of investing in their business, saving moneyso when things hit the trash, you know, if you saved a milliondollars in cash if you're really good at what you do and the market collapses, well all of a sudden, property that was $3 million, might be $1.
5 and $1.
5 might be $480,000.
You then take that million dollars and you deploy it.
And when things go back up you've made real wealth.
Instead when times are good,people out here are buying vacations to Maui and buying better cars and buying a bigger home.
Over-leveraging themselves,getting too many mortgages and then they get caught.
- I love that winners win and that losers lose.
I love the meritocracy of business.
And in real estate over the last, forever, and through my 20, 30years professionally that I've paid attention to, and I say 30 because as a kid I started studying stuff.
You clearly see the pattern recognition.
Notice the stories of allthe people that you respect.
It's when the Great Depression and during collapses, that's where all the wealth is made.
- [Man] Yeah.
- [Gary] So how do you position yourself? How do you build your brand? How do you build a marketingengine for your organization or your agents or whatever you're trying to do.
I'm a businessman, anything yousay I'm comfortable in answering because that's what I do.
Alright, Passover which means it's time to go home and do the family thing.
So, hope you got some good stuff today.
Maybe that last interview gave you some good stuff, right? And that's it.
("I Just" by Justin Stone).
What to Do In The First 90 Days After Starting an Agency?
(soft music) (soft music) - Have you ever had this experience? You try your very best to sellyour products and services you explained the wholething it makes perfect sense to the prospect but yetat the end they don't buy.
And you wonder, what's going on? Why the hell they don't buy? Today we're gonna talkabout the five reasons why people don't buy.
The first reason whypeople don't buy from you is no need or low need.
So in spite of how great yourproduct is or service is, but the prospect they might not need it or they might not need it right now.
So what do you do? Imagine this you're going to the mall, and you know how you'rewalking through the mall, walking to your store, thestore that you want to go to, In the middle, may be itis in between the booth someone talks to you hey try this thing freesample or try this cream on.
They are interrupting you.
You have no need to buy there and you find it annoying.
Well there you go, there is no need.
You cannot convince someoneif they don't think that they need your product or they want your product or services.
There's nothing you can dowith these type of prospects, it's better to cut yourlosses and save your time you qualify them and then youdisqualify them very quickly and then you move on.
So that's reason number one-no need.
Reason number two, no urgency.
You see delay kills the sale.
When they say to you thatoh yeah you know what, I'll think about it, I'll get back to you, send me more information all of that stuff it's lack of urgency.
They don't see that whythey need to buy right now.
You haven't given them a reason why they need to do it right now.
You see tomorrow never comes.
What you don't close today.
you will not close tomorrow.
Although they'll be very nice to you and they'll be very polite, and say yeah you know what follow up with me three months from now, I'll get back to you,no you'll hear from me.
And guess what happens comment below.
What happens when they say that? You never hear from them again.
Delay kills a sale.
So what could you do? You need to demonstrateyou need to show them that hey why they need to do right now.
Maybe it is an exclusive offer, maybe it's limited quantity that we only have so many of these.
If you don't buy rightnow well they run out, you will not be able to get them anymore.
Or it could be limited time.
That hey this is only availablewithin this period of time or this offer is only available within this period of time.
You have to give peoplea little bit of push otherwise they don't act.
Reason number see why peopledon't buy is no desire.
You see people don't buy what they need they buy what they want.
They want a car, they want a house, they want a new suit, they want their bed, just like my wife Jenny they want a new pair ofshoes, they want a vacation, they don't necessarily need it.
You think about a lotof things in your life we don't actually need.
You don't need that new computer.
You don't need that new table.
You don't need that new video game.
You want it, the desire.
How do you create that desire? How do you create that insatiable desire that people want to buywhat you have to offer.
Usually, you do that with an offer.
An irresistible offer.
How can you make it so compelling? How can you make whatyou sell so interesting and compelling andirresistible to your prospects? That is a no-brainer and so hey, you know what, I want this.
And you can create that desire or you can tap into the existingdesires they already have, that's already within them.
You see human beings weonly have so many desires.
It's not as complex as you think.
In the future, I mightmake a video on that if you're interested comment below and I'll make a video for you.
So for now reason number three no desire.
No desire no sale.
Reason number four whypeople don't buy no money.
This is probably the most common one.
No money or they don't have a budget or they don't have themoney right now available to buy what you want to offer to them.
Now this may or may not be the case, if you're actually selling to people who's got no money, my question to you is, whythe hell are you selling to people who cannot in the first place afford what you offer.
But let's say they do have the money or they can find the money somehow.
What this usually means is no value.
What they're saying isyeah I can't afford it.
Maybe they can't affordit, but chances are is what they're saying is Idon't see the value in this.
I don't see like why this cost so much.
We as a closer we havenot presented our offer in a compelling way that they could see in terms of money and value.
Everyone in mentally think about this they have this scale,value versus money, right? Which one weights more andwhen you have a lot of value and they compare okayfor this amount of money, I can get this much value suddenly they have more desire,they're more urgency that they want what you have to offer.
So reason number four whypeople don't buy no money.
Reason number five, why people don't buy fromyou because of no trust.
They don't believe you,they don't trust you, they don't trust yourproduct and services.
they don't trust your company.
So how do you handle this? You can do this a number of ways.
You can do that by givingthem more social proof, by giving them some testimonials, where your other customerswhat they have to say about your products and services, proof, social proof or you can tell them that your history of the company.
How long you have beenaround or proof or data or case study if you're selling anything in the health and fitness niche, maybe show them some of those proof.
Show them what the scientists have to say.
If they don't trust you they cannot buy.
It's very very importantbut that's one more point not that they don't trust you, there's one thing thatvery few entrepreneurs and closers understand.
They don't trust themselves.
Yes they don't trust themselves.
They may trust your product, they trust your companybut they don't believe that it would work for them.
They don't believe thatthey would even use it.
They know okay its gonnabe another product I buy, I'm gonna put that on ashelf, I'm not gonna use it, It's gonna be a waste of money.
How is this time going to be different? You have to address that.
So not just trustingin you and your company and your brand are trusting in themselves.
And most people believe or notthey do not trust themselves because their track record is not good.
So let's say you're sellinga weight loss solution.
Oh here's another one they know I've been on 10 different diets and try20 other weight loss solutions Oh my god this time it is gonna fail.
How do I know it's gonna work.
Even they trust you,you have testimonials.
you have proof you have all these things, but they don't trust themselves, well you know I'm not gonna do this.
I know I've alreadylooked at my track record all these things I've triedI have already failed, How is this gonna be different? So when you're marketing in your brand in your message you need to address that.
I want you look at thesereasons why people don't buy.
No need no sale, no urgency no sale, no desire no sale, no money no sale and no trust and no sale.
I want you to look atthe way that you close.
The way you're doing your marketing.
How can you create trustin the marketplace? How can you make sure that you communicate and articulate your value, so people can see that you know what, it is totally worth to buywhat you have to offer.
How can you communicate? How can you create the irresistible offer so people desire what you're selling? How can you create that sense of urgency so they buy right now not tomorrow? And how can you solve theproblems that they have? How can you give asolutions that they need? That's how you handle these objections.
So five reasons why people don't buy.
Think about that.