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.
How to Start Your Own SEO Agency | Find Quality Leads For Your Digital Marketing Agency
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 close clients before getting on the phone! (How to get social media marketing clients)
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:
One of the questions that I get from youguys all the time is "Jordan how do i price my services for my marketingagency?" Well in today's video we're gonna go through a bunch of the pricingstrategies and tips that you're going to want to be aware of for each differentservice for your marketing agency so if you're interested in that stay tunedhere we go.
All right welcome back everybody my name is Jordan Steen alsoknown as Cereal Entrepreneur and at this channel we talk all about starting amarketing agency building a personal brand or really just building any kindof online business so if you're interested in any of those topics makesure you hit the subscribe button and the notification bell in the bottomright hand corner so that way you get all of our updates free trainingsgiveaways that we do here at my channel every single week now pricing yourservices can be super challenging and this is something that is very importantto do because it tells whether or not your business is actually gonna make itor not and especially if you don't have any experience this can become even morechallenging so that's why in today's video I wanted to go through theguidelines for social media marketing email marketing website design anddevelopment pay-per-click marketing and search engine optimization and we'lleven talk about creating content for your clients or any potential businessthat you might be working with and how you're gonna want to go about pricingthose services oh and make sure to stay tuned to the end of this video where I'mgonna give you one thing that you're going to want to know about pricing yourservices that I swear by that a lot of people try to avoid but I promise youit's the best way to build campaigns and pricing packages for your clients andit's something that you're going to want to know now it's important when puttingtogether your pricing strategy to understand a couple of things the amountof time it's gonna take you to complete a job also your value right and whoyou're going to be hiring or outsourcing work to what their value is rightbecause those two things really determine what you need to charge sothat way you make a profit right you need to make more than you're spendingon the completion of the service then you are actually bringing in from yourclient right you need they need to be paying you more than what you'respending on that service to complete it and so that's something you guysneed to start looking into really you need to look at things on an hourlybasis how much does the service cost per hour and whatwill it take for us to get it completed and a lot of the times what happens ismost businesses go in and they undersell themselves and then they start doing alot of extra work that they didn't agree to and what ends up happening is you'respending way more time working on one little project than you should be rightand so that's what you guys need to start to understand is instead oflooking at it as we're gonna do this many post look at how much time it'sgonna take you to complete all of those jobs and then what you're going to haveto pay someone or what your time is worth to be able to get those jobs doneso what I would recommend for someone newer or even someone not newer is toput together some base price tiers or packages that basically say at thisrange we're going to do this much work or at this next range we'll do this muchwork right and what I always recommend is starting off with a minimum of abouta thousand to $1500 going up to about $10,000 to start right because most ofyou aren't gonna take on the $50,000 a month clients just yet and I wouldn'trecommend doing it yet if you're brand new either so put together your basepackages from about 1,500 to about $10,000 and what those would look likenow the cool thing is if you're working in a specific niche or two or threeniches then the the cool thing is most of the time you're gonna be performingthe same services for the same style of business and the reason being is becauseonce you figure out a method it's going to work again and again and again fordifferent for different businesses in that same niche so quick question do youguys offer pricing tiers or do you actually offer packages to your clientsI'd like to see what you guys are offering so just leave that in a commentbelow now personally I recommend doing at least a little bit of social mediamanagement in every package or you know campaign that you put together for aclient a lot of the time especially with local businesses it's going to be forremarketing purposes right running remarketing style ads to people who havevisited the website because cold traffic is a lot harder to generate for smallbusinesses with limited budgets and limited ad budgets so I recommendlooking at doing at least a little bit of remarketing for businesses on socialmedia and if at the very if they can afford to do more than do some of theirmanagement and posting and community engagement as well so really you're justgoing to look at spending up you're having them spend at the veryfive hundred dollars for you to manage one to two accounts one big account likeFacebook or Instagram or YouTube something like that and then the otheraccount would be you know Twitter or something smaller LinkedIn somethingthat they aren't doing as much focus on but they're still wanting a presence tobuild there in the future and then as they up their budget you can start toadd in more services for each of their primary platforms but ideally to managetwo or three platforms let's say it's Facebook Instagram and maybe you knowLinkedIn you're wanting to get about a thousand to fifteen hundred dollars atthe minimum to do the wide range of services where you're posting on eachplatform maybe once you know not even necessarily once per day but at leastfour to five times per week and you're doing some remarketing on their ad spendplatforms and in case you didn't know building the proposal is part of puttingtogether the pricing strategy because that's where you start to put togetherthe price to go in and pitch that business owner so if you aren't familiarwith the proposal side of things and how you should actually go about buildingthose then check out this video on the top right hand corner now the next thingwe want to talk about is with ad spend an ad spend is something that you'reactually going to add on top of your management fee for social right so ifyou're managing their social campaigns that's fine if you're spending on adsyou need to charge them a separate fee and this is essentially how I work itout if they're spending less than $3,000 then I will give them a five hundred toseven hundred and fifty dollar management fee that's it flat ratemanagement fee above three thousand dollars I will charge them anywhere from20 to 30 percent of their ad spend it that way it makes it a little bit moreaffordable for clients who are on the lower end but also you have to makemoney right and if a client wants to spend five hundred dollars on ads andthat's all they have that's fine but to do twenty to thirty percent of a fivehundred dollar spend is only a hundred dollars and that's still a lot of timethat you're putting into creating the campaign so not worth it right that'swhy we recommend a flat rate for the first three thousand dollars and thenafter that you can switch to that twenty to thirty percent model the third thingwe're going to talk about is email marketing and automation and this isalso a really lucrative service if you do it the right way and if you run emailmarketing campaigns effectively a lot of people think this is airrelevant form of marketing but if you do it the right way it really is a superlucrative style of business and really a super lucrative style of marketing sowhat I recommend here is if you're going to do email marketing for most of youwith local small business clients you don't really need to worry about thistoo much newsletters all of that isn't super effective but if you do havemedium-sized businesses or online businesses that you're working with thatcould definitely use an email marketing campaign then you're gonna want to startby building automations and I recommend starting with at least a $500 charge permonth to manage and keep up with that automation updated make sure that you'reyou know making sure that people who unsubscribe get removed and that you'reupdating tags and links inside the automations to make sure that itimproves also because you're going to be managing the lists and segmentingcontacts inside of those lists so you're gonna want to make sure you charge atleast $500 for the basic automation now when you get into super complexautomations for email and you're driving several thousands of subscribers permonth or essentially leads per month then you need to be charging what it'sworth and so for something where you're generating I would say look at it at acost per lead basis right what does the average lead generate them in sales howmuch does that average lead typically cost online via email marketing and thenwhat you can do is you can kind of set your pricing based off of that or youcan do a flat rate we build an email automation funnel that manage it that wedo this much management this much segmentation we do this many lists thatwe build new each month and we'll update this we'll manage this many contacts fora minimum of $5,000 per month right so it's kind of up to you you need to lookat each service and say okay how much is it how much time is it going to take usto manage that automation to segments to do tagging link building andoptimization for that email campaign each month and at the very minimum youshould charge you know whatever your hourly rate is times the amount ofmaintenance but also take into consideration if this is an evergreenautomation it's going to continually generate leads right so you want to makesure that it's set up in a way where you're continually being paid your valuefrom the amount of leads that you're generating for them the fourth thing wewant to talk about is basic SEO services because we'relooking at minimums for this video right and so what I recommend is at least aminimum of $500 per month and this could be to optimize their site blog contentdo keyword research and the very minimum of what's required now the more contentyou add into the creation process each month the more pages that you'reoptimizing each month shouldn't be incorporated into the cost factor theminimum though should be about $500 per month to manage several pages each monthalso there's other services out there that really work well for localbusinesses like for example we recommend in my course van desta and then that'sit as a service that costs $249 and you can easily turn around and chargeclients around 250 to 300 dollars per month for that same service and what thecool thing is is with the nastas platform you can put up to 1,000 Ibelieve new customers on to that one license right so you can have a thousandpeople paying $250 for a product that you're only paying $250 for do you seewhere the money comes in and so that's the thing you have to look at whatsoftware services you're going to use if you're going to use any how you're goingto resell those and if you're not going to use those software services whatspecific on-site or off-site SEO marketing services are you performingthat you're going to be charging for the next service we're going to talk aboutis pay-per-click and that's with Google Adwords and this one is super simplelike Facebook ads and social marketing I recommend doing a minimum of a $500management fee and I also recommend if you're going to work with businessesthat they spend no less than $1,000 on a pay-per-click campaign on Google it is avery competitive market and it is more expensive than Facebook so you're gonnawant to keep that in mind a minimum of $1,000 and again the same rules that weuse on social ad spins apply to pay-per-click we're gonna do 500 dollarsup to $3,000 in ad spend and then from there we're going to charge a 20 to 30%management fee on the total ad spend finally is web development and this isone of the hardest services to price for because you could have a four page basicsite to an eight page basic site or you could have a site like mine CerealEntrepreneur where we have over I think over 300 pages because we have a ton ofblog content and other pages that kind of relate back to our site so to saythat it would just be anywhere from a thousand to five thousand dollars wewould be a little ignorant what I going to tell you is this one of thebest ways to get a good price for a new person in web development because now Ican look at a project and kind of gauge about how much we should charge just byknowing the industry and how websites work for someone new what I recommenddoing is going on to something like lucidchart and building a workflow orreally a skeleton of your website basically just draw out what yourwebsite is going to look like all of the pages all of the navigation how manytabs you want in each right and then you what you can do is you can take that toa developer and give them your budget and say look I'm not trying to spend anymore than this on this website do you think this is a project that you canmanage then they will give you a yes or no and why or why not and then you canreally start to figure out well why wouldn't they give you that rate whywould they give you that rate should you have done you know ask for a cheaperrate and then what you can do is you shop around that's what you know newpeople that you just have to learn to shop around really and to figure outwhat people are charging for specific services also to be able to look atportfolios for those web developers and say yes that's a good site versusobviously no that's not a good site I would never pay you $5,000 for that nowpersonally I don't manage web development like I'm not a web developerso if you want an idea of a site project and what we did and how much our sitecosts now again we already have a lot of this pre developed all they have to dois migrate a lot of it but we migrated our site and did a complete redesign ofour site and added a few extra pages but if you want look at the CerealEntrepreneur web site we spent about two thousand dollars developing that sitewhich is a site that you could easily take and turn around to another customerof yours and if you include the kajabi back-end that would be a fifteenthousand dollar site but if you just look at the front-end WordPress sitethat you guys see a CerealEntrepreneur.
Academy that site alone we would havecharged about five to eight thousand dollars for due to the fact that we haveall kinds of different content tons of blog articles different pages thatinterlink together it has a fresh design tons of video incorporated that we youknow used to build the the authority of the website and really it's just a greatlooking site very high-performing site and so we would charge anywhere fromfive to eight thousand dollars for something like that and we only spenttwo thousand so you guys see we actually charged about 1.
5 times as much to twotimes as much as what we spent on that project andanother note is we developed it through developers in India so we got it atabout eight to ten dollars per hour on development and that's a verycompetitive price range eight to ten dollars per hour from someone in Indiais somewhat you can expect from a decent you know experienced developer in Indiathe last few things we're gonna talk about our landing pages and lead magnetswhich if you guys have heard of clickfunnels you've definitely heard oflanding pages and what I recommend guys is charging at least 500 upwards offifty thousand dollars on these lead magnets and again it takes anunderstanding of what kind of lead magnet are we creating is this aone-page simple one image call-to-action go to the next page thank you type oflanding page if so that one's probably around 500 to maybe $1,500 at the verymost depending on the industry you're working in but if you do a full lawnwebinar with four different processes in it does tracking and it does all kindsof integrations with email remarketing and stuff like that that's a differentkind of landing page with a whole different type of objective and feel andyou'll want to make sure you're getting your values worth that's why people whoactually come out of clickfunnels little training academy they're charging tenthousand to fifty thousand dollars per month just for one funnel for someclients so if it is effective if it is something that looks good and it takes awhile to develop and you're doing custom design versus just templated blockbuilders then you'll want to charge more so that's again where you want you'regonna want to look into the development side of things paying a developer todevelop that landing page for you but also taking into consideration how muchvalue you're able to generate for that business how many new leads are salesdid you bring in or can you potentially bring in for that client and thentranslate that into value on your end what about content creation rightbecause we all are looking at blogs and videos and stuff like that what contentcreation is also very different what I recommend here is looking atprices on competitive blog writers and designers graphic designers because youhave a blog writer who writes the blog but then you also have graphic designerswho create the the creative elements that go inside of a blog right outsideof that what do you have video well what you want to look at here is yourvideographer how much does a videographer cost which is anywhere from$30 to hundred and fifty dollars depending onwhere you live the experience level of that videographer but also you have tolook at the video editing which you can easily hire someone for around ten tofifteen dollars overseas on a platform like Upwork and so it makes it superaffordable for you to be able to get these jobs done why because you knowexactly where these people are at you know how much they're gonna charge andit makes it easy for you to price your services because you know what you'respending on each job but that's it for today's video guys if you want to seemore on pricing marketing services all you have to do is go right below thisvideo in the description we've left a link to our blog where everything wecovered in today's video will be there plus tons more information because wedon't want to make this a 45 minute video but if you want more informationabout pricing and all of that make sure you check out the blog over at CerealEntrepreneur Academy but since you guys stayed till the end I'm gonna give youmy super secret tip and it's not really secret if you're in one of my coursesbut because we talked about it in there but my strategy to pricing is and thesecret really is the fact that it's different for every customer we don'tlook at a customer we don't go into a customer and say this customer is gonnabe the fifteen hundred dollar package we go in and we say "Mr.
Customer what areyour goals for your business? What are you trying to do? Do you want one morecustomers three new customers twenty new customers what is it that you want to dodo you want to just drive more traffic build awareness about your business inthe area because nobody knows you're there yet right what is your goal foryour campaign?" And then once we understand that we take a look at thebusiness the competitors and what they're doing what's currently workingwe take into consideration what type of business so they are are they localare they regional national right and then once we understand all of that thenwe go back and we look at the services that we have in our you know in ourarmory basically and we say what can we take from those services to provide acampaign that's going to benefit them but also that is something that's withinthe price range that we kind of came up with in the first initial meeting we hadwith them right because in that first meeting you're asking questions likewell what's your marketing budget been like in the past what have you done inthe past did it work right and that's going to tell you about how much they'respending then you take that and you start to use it to gauge basically whattype of campaign you're going to start them off with and then you put togetherthree different pricing packages basically for them with a middle tiera higher tier and a lower tier so that way it's hard for them to say no to apackage because it can't be too expensive it can't be too cheap rightyou you have one that's either right there in the middle or it's justaffordable enough or it's perfect and that's what they were wanting to see andthat's why I always start with a higher-end package first to see ifthat's going to be the one that they're looking for now guys we've done tons ofother videos on pricing services and there's tons of other information thatyou might want to know so if you want to check out those videos all you have todo is like I'm showing you right here in this video just go over to my youtubechannel click on that little search icon and then type in pricing and it willshow you all of the pricing videos that we've put together on my channel butthat's it for me guys thank you so much for watching if you have any questionsabout pricing or if any of this doesn't make sense make sure to leave them inthe comments below this video but I'm gonna get out of here make sure yousubscribe until next time Cereal Entrepreneur out bye guys ready to startliving the six-figure work wherever be your own boss lifestyle well at CerealEntrepreneur Academy we'll teach you how to use a laptop and internet to startyour own social media and digital marketing agency get started with ourfree Facebook Ads training links in the description below guys see you in thecourse, Cereal Entrepreneur out!.
How to Start a Digital Marketing Agency in 2019 [SMMA]
- So, what was the issue? What did he say before youguys got off the phone? - [Steven] So prettymuch, we're talking about you know, what the J.
V parlor looks like, I ended up saying like, at theend I was pretty much like, "Hey, trust me on this one",because he wasn't so sure.
"We've done this in the past", and I had to do a lot ofreassuring in the end.
And in the end he was like, "(sighs) you know, I have todo a little bit more research.
" - So, he's a bit on thefence, but he knows how the joint venture would work? - [Steven] He understandhow it works, I don't want-- - He's done J.
's before, right? - [Steven] He's done it before, yes.
- Okay so, so his objection is, "I want to do more research on this, "I want to think about it.
"- That's right.
That's right, that'sexactly what happened.
- When he said that, what did you say? - [Steven] I was basically like, "Dude like, trust me on this one.
"Like, we've don't this many times before.
"It works for other people,I've looked at your channel, "I've researched what you do", right, "and your audience.
" I really tried to keepthe attention on him, but still he was like,"(sighs) I don't know.
" I think that might haveactually pushed him away, I can't tell though.
- Mm, so at the end, youwere justifying a little bit? - [Steven] 100%, you hit thenail on the head (laughs) (Dan laughing) - Okay, okay.
Lets role play this a bit, okay? So,- Okay.
- when someone says if, they say, "I want to do a little bit more research", that's not the truth, right? That is- Okay.
- not the truth, that'snot what is going on.
What do you think is going on? What is he thinking? - [Steven] Maybe he hasto talk to somebody, and maybe, I think its just lack of trust.
- Lack of trust, yes.
- Maybe you jumped the gun too soon maybe a little bit too pushy.
- Uh, fear of making a mistake, don't know if this isthe right thing to do.
- That's right.
- He could clearly see, this deal willmake him a lot of money, but he's a little bit on the fence right? - Yes.
- So he needs a reassurance, the problemis the way that you did it.
If you told him, "Oh, just trust me man, "we've done this a lot, we'vedone millions of dollars "with J.
partners, youcan just trust me on this.
" That actually has the opposite effect, right?- Okay.
It's like you tell people, "I'm honest just trust me, right? - [Client] Mm-hmm.
"You know I'm a Christian,it's okay.
" (laughs), right? - [Client] (laughs) Yes.
- You know a trust worthyperson doesn't need to say that.
So, instead of saying that, next time if for the nextpotential J.
partner, what you could do is, so, when someone says,"Oh you know what Steven, "I need to think about it a bit, "I need to do more research.
- So, I want to know ifthat's the truth or not, so I want to cut through the B.
- [Steven] Okay.
- Okay, so lets role play this.
So pretend you're theJ.
partner and I'm you, and I'm talking to you, okay?- Okay.
So try to go ahead, tell me you want to do some more research.
- [Steven] Okay.
Yeah, that sounds great, everything you shared with me makes since so far,- Mm-hmm.
= I'm just going to you know, take what you sent me, and shared with me, I'm gonna review it, and doa little bit more research.
- Hey you know what Steven, let's pretend you do your research, andyou've done the due diligence and you like what you see,what's going to happen next? - [Steven] If I like what I see then, yeah, I would send you a message, and we'll just, lets do it.
- And we can move forward with this? - [Steven] Correct.
- Okay, pause off the role play.
So from there, I want to get a commitment.
- [Steven] Okay.
- I want to see if, cause otherwise, if he says, "well, after Ido my research then maybe "we'll do something.
" Or, "maybe we'll do something six "months down the road.
" Well, that's not the truth.
- Oh, sh*t okay.
- Right, so that's just a lie, right? 'Cause prospects lie.
So, if that's, I want to find out if he actually wants to do something or he's just B.
S-ing me right? - [Steven] Oh, got it, okay.
- So, in this case hedoes want to do something.
But, just a little biton the fence, right.
- [Steven] Mm-hmm.
- So, lets keep going,go back to role play.
- [Steven] Okay.
- So, what's going to happen next? Lets pretend you like what you see, and what's going to happen next? - [Steven] Well, I would just get started, everything you shared with me makes sense.
- I'm sorry, what? - [Steven] I said, if I do my research and everything looks good,and everything that you say, I can verify everything you say, then let's move forward.
Well Steven, before we get off the phone, tell me, let's just bottom line this.
What would it take for youand I to do business today? What do you need from me, inorder for us to move forward? - [Steven] Hm, what Ireally need to know, is whether or not, becauseI took the time to build up my audience, I want to make sure that this is something thatthey would actually accept.
I want to do maybe like, a smaller test.
Is that something we could do? - Ah okay, bingo.
That's the truth, right? - [Steven] Mm.
- That is what he's thinking about, okay, I don't know ifI want to burn my list, what if it doesn't work? What if this is not somethingthat they want to buy, right? - Mm.
- Let's handle that, then you can go back, okay.
Let's pretend that wecould do a small list.
Like, how would,- Mm-hmm.
- what would that look like? Maybe instead of doing anemail to all your entire list, maybe we select from the list, instead of doing maybe five videos, why don't we test just one video, and see how that works, right? Or,- Yeah, I'm cool with that.
- Yeah and then, you can also ask him, "Well, what informationdo you need from me, "in order to do the deal?" - [Steven] Mm-hmm.
- Then he might say, "well I just want to make surethat this product is gonna "be beneficial to my audience.
" Okay,- Mm.
- then you can ask him, "well,would testimonials help?" - [Steven] Mm-hmm.
- So, lets go back and roleplay a little bit, okay? - Exactly, you know Steven,and when you do research exactly what are you looking for? What were you hoping to find? - [Steven] Well, I wouldlike to just make sure that this works out for my audience, because you know, I don't wanna leave a bad taste in their mouth, this isn't somethingthat we've tried before.
- I can appreciate that, so suppose I could giveyou some testimonials from our graduates, andsuccessful students.
Would that help? - [Steven] Absolutely.
- How many of testimonialswould you like to see? - [Steven] Just a couple, I could probably get my editors to put a, like, edit them into the videothemselves that we put out.
- Okay, so, like say two or three? - [Steven] That would work.
- Okay, so I'll give you two or three-- - [Steven] As long as they are good ones, like yeah, two or three is enough.
- Sure, sure, and I knowyour particular audience, and we know that we havestudents and clients in the same demographics right, the same kind of background.
So, I think that- Mm-hmm.
- you'll appreciate those.
Actually, we probablyhave, if I calculate, we've got over 1000 testimonials, but I'll pick three or four that I think would, that's what you want to see.
What else do you want to see? - [Steven] Aside from that, - What about in termsof our refund policy, would you want to know that? So, if your students- Yeah, that would be great to know.
- don't like the program, they have like 30 daysto change their mind.
So, that's okay if they, 'cause we only want students who actually get benefit, andenjoy what we give them, right? - [Steven] Mm-hmm.
- Would that help? - [Steven] Yeah, for sure.
- Okay, what a--- Any way that you can take care of the students, I fully trust you Dan.
Anyway that you can takecare of the students, - Yes.
- I appreciate that.
- What about, would you also want to talk to a maybe couple of J.
partners that we have done business with? - [Steven] Yeah, sure I know that we have a few mutualfriends, but I want to, I'd love to talk tosome of the people that you've worked with before.
- Yeah, so to know a littlebit about the process and what's their experiencelike working with us, right? - [Steven] Mm-hmm.
- Okay so Steven, letspretend I could give you the testimonials, thetwo or three testimonials you're looking for,- Mm-hmm.
our refund policy,- Mm-hmm.
as well as, a couple referencesfrom past J.
partners you have done business with.
- How do you feel about that? - I'd be ready to go.
- I'm sorry, what? - [Steven] I'd say, I'd beready to go, sign me up.
- Okay boom, see how that's done? - [Steven] Mm.
- That's how you do it,don't buy into what they say.
You gotta lead, you gotta ask questions, and dig deeper, and findout what's the truth? What's holding this prospect back? That's what I wanna know.
Right, from there, then it's not so much I want to do more research, the thing is it's not that I want to do more research, what he's saying is, "I don'ttrust you guys enough yet.
" - [Steven] Mm-hmm.
- So lets reassure the J.
Partner what we need to do.
He needs a little bitmore information instead of having him go out thereand do whatever research that he does, it may not be accurate.
Why don't we provide- Yeah.
- exactly what he needs sothat he can move forward? And some times when youdo this, they'll be like, "You know what, forgetabout it, I'm ready to go.
" They'll be like, "youknow, I don't need more.
"I don't need moreprof, I don't need more, "I don't need to do that.
" - Mm-hmm.
- Right, Got it? - [Steven] I got it.
- Okay, awesome.
So,next call try that out.
- [Steven] Alright, thank you CFU.
- Okay you got it, goodbye.
- [Steven] Okay, bye bye.