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
- [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).
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
(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.