Why do you want to stop selling and start closing and Starting an Online Business ?
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 Starting an Online Business.
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.
How to close clients before getting on the phone! (How to get social media marketing clients)
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.
How to Start Your Own SEO Agency | Find Quality Leads For Your Digital Marketing Agency
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 Starting an Online Business.
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 Starting an Online Business:
- Hey, what's up everyone? Adam LaRoche here from Viewership.
We have Neil Patel here for Q&A Thursdays where basically we gothrough all of your comments, we find the most relevant ones, and I'm gonna ask them to Neiland really pick his brain, and get all the good stuffthat you want to hear from him.
- So, well first off, thankyou for leaving comments.
The more comments youguys leave on my videos, we're gonna end up using them, and then make sure we answerthem in future videos.
We're going to be doing a Q&Aeach and every single week, going after the most-askedquestions in marketing.
So the ones that get up-voted the most, those are the ones thatwe're gonna answer.
So if you see a comment, and you like it, up-vote it if you want the answer to it.
Or, if you have your own question, make sure you leave acomment with your question, and we may consider it forour next week's Q&A video.
- Leave that right there below.
So this one's from Boost ORM: "Hi Neil, I want tostart my own SEO agency.
"I have some clients alsoright now, but I'm not sure "I will get more clients in the future.
"Please tell me what I can do.
" - All right, so, here's what I would do.
And I was in this position.
When I first started an SEO agency, and people, nowadays, "Oh,Neil, you're well-known.
"It's so easy for you.
" But when I was startingout, I was a little kid.
16 years old, and when you're 16, who wants to give money to a 16-year-old? Two, I didn't have money.
Three, I didn't have a college degree.
Four, I didn't have any experience.
It was really tough.
And I could even give youa number five, or six, or whatever we're on.
The next one would be,I would go to school from 8 a.
to roughly 2o'clock in the afternoon.
So customers would be like,"Wait, you can only work "on my account for two,three hours a day?" I'm like, "No, no, I'll worknights and weekends as well.
" And I still made an SEO agency work.
When I was a little kid I got well into the six figures per month,and this was in high school.
And I know at 16, I cappedout at around $20,000 a month.
And then I grew from there.
And I'm not trying tobrag, I'm just trying to prove a point that if I could do it when I was 16, anyone can do it.
- That's the first thingsomeone needs to know.
If you want to anagency, and you guys want to go and createsomething, don't be afraid.
- Just believe in yourself.
- Exactly, just believe in yourself.
The second thing is, theway I used to get clients, and this still works today, I would go find outwho's doing a ton of ads on Google AdWords, and back in the day there weren't tools like there are now, but if you go to SEMrush, andyou put in the company URL, it will even tell you how much money they're spending each month.
That'll give you idea of howmuch money a company has.
Because if they spend $500,000a month or $1 million, or $200,000, there's a good chance they could pay you for SEO.
You don't want to goafter the ones who spend a half a million or a million a month because those guys are big organizations.
It's gonna be too hardto find the right people to go out there and sell.
You want to go after theones who are spending 20, 30 grand a month.
Hit up the founder, and shoot an email that goes something like this, right? Now that you've figuredout who to go after, the third step wouldbe you create an email and you send it off to them.
And it could be something like, "Hey John, I noticed that you're "spending a lot on Google AdWords, "what if I can end up getting you "a similar amount of traffic "from the same key words without "spending money on paid ads? "Would that interest you?" Yeah, a lot of CEOs will ignore you, but I send you that and you'respending 30 grand a month, what would you say? - Done.
- Or at least you'll get on the phone.
You may not hire, but you'llget on the phone with me.
- Well, I think that's the thing, is most people think youhave to focus on inbound, and no one's doing the outreach.
No one's doing the outbound.
- No, they're all lazy.
And it's easier to get them from outbound than inbound because theproblem with inbound is, like we generate right now around 5,000 consulting leads a month.
Almost 90-somethingpercent are not qualified.
- And that's the problem youend up with with inbound.
Outbound you can have 100% qualify because you're reaching out to the people that you know that can pay you.
Another strategy that Ilove using is Crunchbase.
So I go on Crunchbase.
They list out all the companiesthat are recently funded, their valuations, howmuch money they raise.
When these companiesraise $4 or $5 million, and you hit them upand their investors up, you always want to hit up their investors because if you invested in a company and someone emailed you saying like, "Hey, this company youinvested in is screwing up.
" What are you gonna do? - Uhhhh.
- Yeah, you want that RIO, right? So I would find all thecompanies that recently raised money, and I would email them.
I did this when I was a kid to Michael Moritz of Sequoia Capital.
And one of the companies he invested in.
And I emailed both of them and I'm like, "Hey, I know you guys are busy, "but this company is screwing up, "and you guys aren't gonna do well.
"And here's what's wrong and here's why "you're not gonna succeedwhen it comes to SEO "and getting Google traffic anddominated and grow as fast.
" Investors never wanna hear that.
- And you know they're gonnaforward the email over.
I would email themseparately, not together.
What ended up happening was, these guys would get an email from their board of directors and they would be like, "Oh, go figure this out.
" The investor's not gonnaspend any time or energy solving the problem, butthey're gonna be like, "Oh, go check this out.
" And when they tell the personwho's running that company.
You know they're gonna go check you out.
And I got a lot of deals that way because those guys were like, "Whoa, whoa, you justbroke down in a six-page "Word document ofeverything that was wrong.
" It was a fancy PDF.
I didn't hold things back,I just gave it all to them.
If you have $5 million, would you try and learnthings on your own, or would you just pay theperson who just outlined everything for you? - Just pay it.
- Exactly, especially ifit's not that expensive.
You want to charge 5grand a month for someone who raised $50 million or $5 million? They don't care, it'sa drop in the bucket.
And the genius part about this is you didn't go for the marketing director, or even the CEO of the company, you went to the people whowere funding those people.
- That's right.
- So it's like, (laughs)just guaranteed money, right? - That's right.
And if youdo well for those investors, they're gonna tell alltheir portfolio companies "Hey, this guy did thisfor one of my investments.
"You should hire himfor your business, too.
" And that's a great way to get clients.
- All right, so there we have it.
That is how to start anSEO agency, like Neil said.
Leave that comment down there below.
We're gonna be doing this Q&A Thursdays.
We're gonna be goingthrough your comments, and be able to respond to them, and be able to answer them in this format.
So if you enjoyed this, give it a Like.
Give it a Subscribe on YouTube.
And, of course, leave that comment for us.
- And we appreciate it.
Any time you guys need helpwith anything marketing-related, whether starting an agencyor you're a founder, or entrepreneur ormarketer, or just anyone who's interested ingetting into the field, I don't care what your qualifications are, how much money you have, we're here to help, so feelfree to leave a comment.
Even if it doesn't get any up-votes, we truly care, and you'regonna see a response from me trying to help you out.
I'll do the best that I can.
So thank you.
- See you next Thursday.
Clients Say, “Let Me Think About It.” And You Say, “..."
- So, are you ready toplace an order today? - [Man On Telephone] Uh, Idon't know, I'll think about it.
- Well, I mean, it'sa very very good deal.
- [Man On Telephone] Stillnot quite sold on it.
- Is it okay, do youneed more information? Maybe I can email yousome more information, would that help? - [Man On Telephone] Yeah, if you could email me that'd be helpful.
- Yeah, so I can email you information and can I call you back maybelet's say two weeks from now to follow up and see ifyou may be ready by then? - [Man On Telephone] Yeah, Imean that sounds good to me.
- Yeah, okay, and the email address we have on file, that's okay right? - [Man On Telephone]Yeah, that should work.
- Okay then, I'll callyou back in like two weeks and I'll send you the email today.
- [Man On Telephone] Okay, thank you.
- No, thank you, thank you so much.
How many times in your life when you're on a closing call in a meeting, and your prospects say toyou, I want to think about it, or send me some more information? What happens? You never hear from them again.
It is a fucking lie.
Prospects lie all the time.
When they say they want to think about it that's not actually what they're saying.
What they're actually sayingis one of these three things.
First one is, I don't have the money.
But they don't want to admitit, so what do they tell you? They lie to you.
They say, well let me think about it or let me get back to you.
They never get back to you.
They never call you back.
When you're on the phone with a prospect one of these two things happen.
Either you're closingthem, why they should buy or they're closing you, whythey shouldn't buy right now.
Makes sense? So, the second thing, whatthey're actually saying is, well, I don't see the value.
When they say they want to think about it, what they're actually saying is, yeah you have presented your offer but I don't see the value of this.
And that's why they delay the sale.
There's a reason why they are on the phone with you in the first place.
Number three, when they say,I want to think about it, what they actually mean is,I don't see the urgency, why I should buy right now,why should I buy right now? As a closer you have not shown them, you have not presented the value.
You have not articulated the value.
You have not instilled that urgency, why they need to buy right now.
And that's why they don't buy.
And you let them getaway with that excuse, that, let me think about it.
So, when clients, they say,well let me think about it, what should you reply? How do we handle their objection? If you handle the objectionthe way that I just handled it, you're gonna lose the sale.
I have already lost their sale.
There are two ways you can handle this, comment below and pay attention.
The first way is, what I call preframing.
Before you go into any sales meeting, before you get on any sales call, you can say something like this, well Mr.
Prospect, thepurpose of this meeting today, or the purpose of this phonecall today is to determine, to see if it's a good fit foryou and I to work together.
By the end of our conversation, there are three thingsthat you could say to me.
First thing you could say is, a yes, and you and I think it's a good fit.
And we're going to move forward and we're going to do business.
And that fine, that's it, that's good.
The second thing that youcould say to me, it is a no.
And I want you to know it'sperfectly okay to say no to me.
The third thing that you could say but that I don't want you tois, I want to think about it.
Because I've been doing this a long time and usually when people saythey want to think about it, what they really mean is a no.
I would just prefer, justtell me a straight no.
No hard feelings whatsoever.
So, before we get started,before we proceed, can we make a simple agreement? You're only going to tellme one of these two things, either a yes or a no, is that fair? What have I just done there? I've preframed the entire conversation.
Now at the end it's very, very, very difficult for them to say no.
And I've take the pressure away and give them the permission,it's okay to say no to me.
If we're not going to do business, if it's not a good fit,it's perfectly fine.
So, that's preframing.
Another thing that you can do is, when this comes up atthe end, when people say, yeah that sounds good, let me get back to you, let me think about it.
Don't be afraid to be direct, because prospects lie and they always use smokes and mirrors.
You want to get to the core.
You want to get to the truth.
You don't want to let them get away with their smoke andmirror, get their truth.
As a high ticket closer, as a good closer, you get to the bottom line.
So, here's what you do when they say, I want to think about it.
You say, you know what Mr.
Prospect, when people say that to me,that they want to think about it what they mean is actually a no.
You just don't want to hurt my feelings.
Isn't this the case here? And people will be like, what? You are so fucking direct, you're like, you're basically indirectlysaying, I don't buy this.
Let's get to the bottom line of this.
Then you ask them the next question, so isn't this the case here? You just don't want tohurt my feelings, isn't it? Before I get off the phone, Mr.
Prospect, why did you call me in the first place? You circle back, you circle back, finding out about theirneeds, about their pain point And then you go back tothe money question again.
It's the money isn't is? It's always the fucking money.
Of course it's the money, if money's no object they would've bought right now.
It's always the money.
So you ask them the question,it's the money isn't it? And they'll be like, yeah it's the money.
It's not within my budget, Idon't have that kind of money, whatever it is.
Then you as a closer, now you offer an alternative, a solution.
Well, let's just pretend Icould finance this for you or let's just pretendwe could offer multiple, multiple payments, we can break this up.
that wouldn't make a difference, would it? Oh yeah, that would,that would help a lot.
Well, let's talk about it then.
You see you get to the core of the problem and that's how you handle,let me think about it.
It's about your conviction,about your certainty.
Remember you cannot helpthem if you don't sell them.
If you truly believe in what you offer, you truly believe in thevalue of your products and services, what do you need to do? You need to have thebelief that you are morally obligated to close them, to sell them, because deep down youknow when they walk away from this conversation you'llnever hear from them again.
Their lives won't be changed.
The business won't be changed.
They will stay stuck in the same way.
So, as a closer, it is your job, your duty, your mission to close them.
You can't help them, ifyou don't close them.
Food for thought.