Business Development & Sales Mastery For B2B Businesses

1. Business Development Mastery Introduction: In this video, we're going to go over the six core sections here for this particular course. So section one here is the Introduction to Business Development mastery, where we have this particular lecture here, as well as the four pillars of this course, which is the four key things that you're going to come away with once you've finished this course. Then we have Section two, which is the Business Development Foundations. I'm going to show you exactly what business development is, how to create your business development plan, the five stages of market sophistication, and then how to understand the organizational hierarchy so that you are connecting, reaching out what the right individuals. I'm going to walk through our entire sales process. How to develop different types of strategies, different types of goals, how to properly set goals. And then we have Section three here, which is where you're creating your lead generation system. We're going to go over our entire cold e-mail strategy, the entire methodology behind it. And then we're going to walk through how to start prospecting, how to find companies to e-mail, how to get email list from different providers, how to hire somebody to build you a custom list. And then how to actually write personalized emails that get responses and actually booked meetings. Then in section four, we're going to go over the simple four-step system here, where we're going to walk through the different stages of the sale, the entire four-step sale system, the type of questions that ask how to overcome objections. And then I'm going to walk you through our particular discovery script that you can use as a framework for your particular niche or vertical. And then we're going to walk through the sales presentation slides. And then I'm going to show you how I would walk through that in a particular presentation so that you can use those slides, that pitch deck there as a framework for your particular business. And then we have Section number five, which is the art and science of cold calling. Now, cold calling still works extremely well for businesses, even in today's day and age. The problem is with a lot of people that are trying to do cold calling, they're doing it the wrong way. They're doing it using old school tactics. And businesses are now a lot more savvy. And so you have to be able to come across in a different way, very personalized and making sure that you have your USP. And then I'm going to show you how to make sure that you have a USP that connects and resonates with people when you're calling them, to actually have a conversation to see if there's an opportunity to get down and discovery call, then be able to get them on that presentation slides call, right? And then very, very important here in section five is working with the gatekeepers or the executive assistance. Because when you are calling in for the most part to medium, large sized businesses, you're going to have people that are answering the phone, right? That are gatekeepers, assistance. And oftentimes, they're the ones that are not going to let you in to actually talk to the decision-maker. So I'm going to show you different strategies, different things that you can do to be able to work with the gatekeeper so that they see you as a trusted person and not just somebody trying to waste the time, right? And then number six, we're going to go through creating your direct mail strategy. Now, with today's day and age, cold, emailing, digital marketing strategies work extremely well for getting clients, for generating new business, right? However, a lot of people are disregarding direct mail and direct mail still works very well. You just got to know how to go about it. Have the right kind of templates, the right kind of strategy, the right kind of packages to send to those particular business owner. So we're going to go over the four pillars of this course. So by the end of this course here, you're going to know exactly how to generate leads. You're going to know exactly how to do outreach to your ideal prospects vis-a-vis cold email, direct mailing, cold calling, right? So you're going to have various methods here that you can use to outreach to your particular customer base. Then number three, this is where you have a discovery call, right? You're going to be sending the messages, you're going to be getting them to respond back and scheduling a time with you to see if there's an opportunity for you guys to work there, and then you're going to get them on that discovery call where you're going to ask them a series of questions. I've actually provided a script that you can use as a framework. But it's really about learning about that particular business to see if you can help them achieve whatever goal, right? Helped them increase their business, whatever product or service that you may have, right? That's where you're going to do the discovery phase, right? Then you're going to in that particular call, you're going to sell them on the next call, which is the presentation, right? You're going to say something along the lines of, hey, you know, well it sounds like you may be a good fit for our program. Why don't we do this? Schedule, a follow-up call where I can walk you through our entire system and process step-by-step. So your goal on that discovery call is to get them to the presentation call, right? That is your sole objective there. Now with the presentation, right, this is where you are getting them on like a screenshare. You're walking them through your pitch deck on whatever it is that you found out that they need help with. In your discovery call, you're going to go through in your presentation if they need help with their marketing, content management. If they need help reducing or increasing XYZ, whatever that may be, right, you should have a pitch deck. I've provided one here that we use. So you can use as a framework so that you can walk them through your process, your entire methodology, and then get them to actually make a commitment on that presentation call. So once again, by the end of this course, you're going to know where to find leads. You're going to know how to do outreach to your ideal prospects, right? And then number three, you're going to know how to do a discovery call. And then number four, you're going to know exactly how to create a pitch deck and go step-by-step through your presentation to get them to actually become a paying customer. So that's gonna be here for this video and we'll see you on the next one. Next. 2. What Exactly is Business Development: In this video, we're going to go over business development. We're going to compare the difference between business development and marketing, and business development and sales. So let's go right ahead and jump into this here. Let's take a look at what exactly is business development. Business development is a process that is used to identify, nurture, and acquire new clients and business opportunities to drive growth and profitability. Essentially, it's the creation of long-term value for an organization from customers, markets, and relationships. So let's take a look at the difference here between business development and marketing. Because oftentimes they can get lumped into the same category. And there are a lot of differences in light of similarities, but I want to go ahead and cover this here. So just think about business development as the very top of the hierarchy. You think about marketing, you think about sales. Business development sits at the very top, and it's responsible for forming partnerships, strategic relationships, and other professional contexts in the target market in order to bring on new clients. So just think about business development folks that are out there traveling, they're out there talking to different people that make key decisions, that can introduce them. Two different decision-makers at different companies. Those are the business development folks that are out there typically forming these types of relationships. Now, marketing is responsible for understanding the needs and wants of the target market and developing a strategic plan to establish the businesses overall messaging benefits, capabilities and for communicating those out to the actual target market. So you have a business development that is out there forming relationships, that is building connections here and there. And then the marketing is the actual individuals that are developing the plan to get in front of those target individuals. Then we have the business development versus sales. So sales is the task of converting leads or opportunities and to new clients or customers. Business development is again, that broader term that encompasses many activities beyond the sales function. Now, somebody can be a business developer and go out there and build a relationship with a company with the key decision-maker. And they may then pass that lead onto the sales team so that sales team can follow up and actually walk them through and then take them through the sales process so that they can become a paying customer. And the paying clients that this developer is really that front-facing individual that is out there representing the company, building key connections and relationships. 3. How To Create Your Business Development Plan: in this video, we're gonna go over how to create your business development plan. We're gonna go through four steps and I'm gonna walk you through each one individually here , and we're gonna walk through exactly how you can differentiate yourself how to define your target audience, how to determine your unique mechanism. What were the kind of sets you apart in the marketplace, and then we're going to go into how you're going to be able to choose your best business development strategy moving forward. So let's go right ahead and jump into this year. You want to find your target audience. You want to make sure that you know exactly who your ideal customers are, exactly who those decision makers are within the organization. And if you're going after you know a broad market, you want to try to get that as specific. It's possible because you can go after vertical markets, horizontal markets. It's important to understand you know who your actual ideal customer avatar is as well, because that's really going to help you craft a lot of your marketing material a lot of your sales material and really help you with the business development strategy as faras building those key relationships with right individuals at the very top as well. And we're going to go over how to build your customer avatar Having exercising you can use to really define who, exactly is your ideal customer and your actual target audience. Now number two. You want to determine your competitive advantage. What makes you different in the marketplace? What do you do or can you offer that will set you apart from your competitors, right? Ah, lot of times what really makes business is different and unique is being able to go and look at the top players in the marketplace, right and looking at what exactly they do. What were the kind of set seven apart and then being able to emulate your product, your service? Ah, little bit towards what they're currently doing. But then changing it and modifying it and adding some of your own unique twist to whatever it is that you're providing right, because you don't want to re invent the wheel unless you have, like some sort of app or some kind of SAS product that is unique, that is, you know, that nobody else has in the marketplace and you're trying to get traction. That's going to be a little bit different. But for the most part, for most businesses that are in the marketplace, right, they have a competitor out there. They have somebody who is at the very top or who is doing pretty well where they can go in , find out what they're doing right as faras their product or service or delivery bols. And being able to emulate that to an extent, but then adding your own twists and unique competitive advantage. So number three determine your unique mechanism. Now. The difference here between the unique competitive advantage and the unique mechanism is with the unique mechanism. Your product or service has a unique formula. Unique, characteristic ingredients, and you leverage it into communication with your prospects. So you come up with the secret sauce or something unique about your product, and you give it a name, right, your five step formula for accomplishing X right or your three step process for accomplishing why, whatever that may be. So a really good example is like a massage therapist. Okay, this is a very simple example here, A massage therapist that has studied different forms of massaging techniques, different therapies. And they've combined all these different therapy techniques into their own, and they've called it, you know, the new X y Z there p methodology, right that they invented. But it's a unique mechanism. That's what really sets them apart. And we're going to go through how to determine your unique mechanism and one of the other lectures in this course as well, so that you can really differentiate yourself not only with your competitive advantage but also with your unique mechanism. So Number four here choose your business development strategy. So we went through some of the top business development strategies and the previous lecture in this course our business development strategies that we're going to be focusing on our cold email, cold calling and direct mail. Now this is really centralized around a cold email very, very in depth section on cold email alone, and we have the other sections going over cold calling and direct mail. But the main core business development strategy that this core is really focused on is cold email on being able to secure meetings with your ideal prospects and being able to convert those into actual paying customers. So that's going to be here for this video, and we'll see you on the next one. Thanks 4. The Top Business Development Strategies: Now let's talk about the top business development strategies. And as I mentioned, the business developer is typically that front-facing individual that is going out there in meeting individuals at different networking events. There's B9 meetings, Business Networking International. There's Chamber of Commerce meetings, there's Eventbrite, and then let's hip international, I believe that's how it's pronounced. Meet-up groups, conferences, tradeshows. So those business development individuals are going out there. They're meeting key decision-makers, key people. They're passing out business cards, they're exchanging information, maybe brochures, e-mails, all of this stuff that is generating new opportunities, new leads so that that can get then transferred over to the sales team. Then number two, referrals. Oftentimes referrals will happen automatically as your client will have a good experience and they will refer business to you. This is a very slow and random process because you're relying on your clients to put in a good word for you and there's really no incentive for them. So the best way to get referrals is to develop an incentive-based referral program. And this is where you have the ability to tell your client that has been with you for a few months or for awhile. And it had a great experience to let them know that, Hey, listen, if you're able to refer to us two or three or whatever that number may be, that makes the most sense for you and your business. If you can refer to us to paying customers that sign up and pay, you'll get one-month free of service or whatever that may be that you feel is a good incentive for your client because It's very difficult for them just to give you a referral, just because you asked them to write. There's nothing in it for them if you're just asking them for referral, so make it worth their while, give them an incentive so that when you're able to ask for a referral, you tell them, Hey, this is what you're going to get if you can provide us with these referrals and that actually sign up. One of the key things here is to make sure that they sign up because a lot of people will put together an incentive-based referral program. But they don't make it contingent upon the actual prospects signing up and actually pain. Because that's the key thing here. You want the actual will referrals to sign up and actually become a paying customer. Another thing that you can do as possibly give them a percentage of whatever it is that you charge that new client or there's other clients. So again, there's got to be an incentive here for your clients, your customers to give you a referral. Number three, cold calling. Cold calling is the solicitation of potential customers who've had no prior experience with any kind of salesperson, whoever maybe that's actually doing the cold calling. This is a really good strategy because you're actually reaching out to your prospects in real time. You get to get an answer right there. And then, and then I'm going to walk you through an entire section of this course that is dedicated to cold calling, to making sure that you can actually reach the decision makers, working with the gatekeepers, the screeners, so that you can put together a script, write, a system of process to get in front of your target markets by doing cold calling. Or you can hire sales development reps to do the cold calling for you so that you can get meetings with key decision-makers. And then we have direct mail. Direct mail encompasses a wide variety of marketing materials, brochures, catalogs, newsletters, sales letters, a lot, a little large organizations use this strategy. And it's actually a very good strategy because a lot of businesses are reliance upon digital strategies which worked extremely well, but very few businesses are still using direct mail. I'm going to walk you through an entire section in this course on how to develop a direct mail strategy, I'm going to share with you some templates, some different strategies that I've used and how you can implement and create a successful direct mail strategy. So number five, cold e-mail. Cold email is essentially where you're sending e-mail messages to potential customers that have never ever spoke with you. You've never had any kind of interaction with them. However, it's an extremely profitable strategy that you can implement into your business to get you in front of key decision-makers. Now this course is centered around cold e-mail strategy. I'm going to walk you through a very in-depth, cold e-mail strategy that's going to share with you different templates, different methods, different ways to actually craft your email messaging so that you can get in front of your key decision-makers and actually start booking meetings and closing deals. And then number six, we have joint ventures. With joint ventures, this is where you go to a specific business that already has an existing audience. So they have existing customers. Then you partner with them and you are able to then tell them, hey, listen, I had this product that can really help out your existing audience and really compliment what you're currently doing. Hey, let's put together like a joint venture here where we do a webinar where I can come in and present this product disservice to your existing audience. And then whoever purchases, you're going to get X percentage each sale, and then you have a revenue share agreement there, depending on each sale with that particular business that you're doing a joint venture with. So this is a really good strategy here. If you're looking to leverage other people's audiences and you're able to get in front of them and let them know, Hey, listen, I have this product or service that could really benefit your audience. Hey, let's put together some kind of agreement or some kind of strategy where we both can come in dual presentation. And every time somebody purchases, you're going to get a percentage of that revenue. So how do you recommend these strategies here? That's gonna be here for this video and we'll see you on the next one. 5. 5 Stages of Market Sophistication: the five stages of market sophistication in this video, we're gonna cover what exactly these stages are. How important are they to your overall messaging for your target audience? And really, how you can differentiate yourself between your competition as far as being able to create a unique mechanism and also understanding that your prospects are going to be at different stages and depending on where they're at at each stage, your marketing material, your business development strategy is going to change, right? So let's go right ahead and go through each one of these stages here. So the five stages of market sophistication is a term that was used to describe the level of awareness of your marketplace. Now this is a term that was first coined by Eugene Schwartz in his groundbreaking book, Breakthrough Advertising. So let's take a look at this overview here of the five stages. So first stage here is where your prospect knows your product. They already have been pitched and seeing all these different marketing materials, and they're just like, Hey, I know what the deal is. Just tell me what the prices Stage Number two is where their product aware the prospect knows what you sell, but they're not sure if it's right for them. So Number three. Their solution aware. So your prospect knows the results that here she wants, but they're not sure whether or not your product provides it. Number four Problema, where your prospects senses that they have a problem, but they don't know that there's a solution out there. Number five. They're completely unaware they have no knowledge of the product or service. So this is like a brand new app, a brand new software that is being introduced into the marketplace. They don't even know that it exists. And they don't even know that it's going to be something that they should purchase because they don't even know what the problem is even there, right? So let's walk through these in a lot more detail and in depth here in the next slide. So the number five states here, which is the completely unaware brand new item, right the marketplace has not seen this. And when there's a brand new market that comes up, you can really think about yourself as being a pioneer, so your customers have never seen a product or service like yours before you. Product is brand new is exciting, and you really don't have any competition now, since they don't know anything about your product, your service, it's completely brand new. You can pretty much say anything to your market and attract them to your product or service . Now here's a good example of like the weight loss in the stream when they were first starting out and they were providing supplements. So our supplements help you lose weight by now. Right? Very, very broad. It's not getting into any kind of specifics, but you're just really hitting them with the pain points of losing weight in that your supplement can help them lose that weight. Number four here So their product aware at this stage you're no longer alone in the marketplace. There's other companies that have picked up on your success. There's other players coming in, and now you're competing for the same market. Now, with this particular marketing angle, since you already have some players coming into the market, you need to be able to extend your clean pastor. Competitors claim the show, then why they should choose you over them, right? So here's a good example. Are supplement helps you lose £10 in a week. Right? As you notice that the completely underwear marketplace, you could just say, Hey, I have a supplement that helps you lose weight by now, right the next stage. We got to go a little bit further because it's already players coming into the market. So we got to say our supplement helps you lose £10 in a week, Right? We have something different that allows us to separate ourselves from our competition. So let's go to Stage three now. This is where their solution aware Now the market is now saturated with companies at the same level, with similar products just like yours. At this level, your target market has been bombarded with claims saying that they can do this, they can do that. And so now there's some skepticism there. So a good marketing angle for this is to counter that skepticism that exists in the market and add some credibility to your claims. Now you must create at this stage a unique mechanism to differentiate your product or service from the rest. Skepticism comes from uncertainty, so that mechanism there you create must illustrate the reason why your product is better than the rest. Let's take a look at an example here of how we can use a unique mechanism to really set us apart from a competition. Are unique. Supplement formula includes fat bursting ingredients, which help you lose £10 in a week, naturally, without starving yourself. So in this particular example, the unique mechanism here is this unique formula that includes fat bursting ingredients. Notice how at each stage that it becomes a lot more competitive right where your prospects , your customer has seen all the different marketing material, all the different hooks, and they are tired of seeing the same with messaging. You really need to set yourself apart by including a unique way that your product is different. Just like I mentioned in one of the other videos. You can mention a five step Formula five step process you know, 2 to 3 step methodology that helps you lose weight without having to do X right. So let's go to Stage two. At this stage, they are problema where the market is saturated with players that are coming up with all sorts of unique mechanisms for their version of your products and To be honest, very few companies out there have actually a unique mechanism. Ah, lot of times, you know companies will develop a USP unique selling proposition unique value proposition, but they rarely have unique mechanism. So it's really important that you can develop a unique mechanism for your particular business so that your customers prospects can see you as a different player vs all the rest of the competition out there who is just saying the same things. Yeah, that may have a unique selling proposition, but they don't have a unique mechanism, which is what really sets you apart from the competition. Now, since you already have a unique mechanism that you've developed, you need to expand on that to make sure that you're beating the other mechanisms out there in the marketplace. So here's an example. Are unique supplement formula includes fat bursting ingredients which bind to dietary fats , preventing it from becoming absorbed into your bloodstream. This helps you lose £10 in a week, guaranteed or will give you your money back. Now you may have the same exact product, the same exact service that your competition has, but now you're presenting it to your prospects right to your customers in a very unique method, because you have that unique mechanism. But not only that. You're expanding on that unique mechanism, right? Because if you think about it in the marketplace, right, why is it that a lot of the products and services out there in the marketplace may not be the best quality, right? But they sell a lot of product, right? They sell a lot of services because they know how to market. They don't have a position that product or service, so that their prospects air customers get excited and want to make a purchase right. It's typically not the best product in the world that is actually selling the most. It's the product that has the best marketing message, the best kind of positioning right in the marketplace. So really, keep that in mind when you're developing your marketing messages when you're developing your business development strategy that if there's already a ton of players in the marketplace, do you not only have to develop your unique mechanism, but expand on that a little bit so that you can really separate? Differentiate yourself in the marketplace. Now let's take a look at the most aware stage. This is the final stage of the market sophistication. Your market is fully saturated with different versions of your products. Your service. The buyers are extremely sophisticated to all the different marketing messages that are out there and Onley respond. So a certain level of marketing now, at this particular stage, your marketing angle needs to be no longer around your product, your service. It needs to be more on the experience that relatability the emotions that your customers going to feel when they're using it. So ask yourself this. How did your product or service make your customer feel? Sometimes you don't even have to state the product or the service, because at this level it's all about the experience or the feeling that the prospect will go through at the have with the actual product or service itself. So very few companies do Level five marketing very well. It's typically the big players now. A good example of this is where your marketing material starts with. Just imagine how you would feel when X. A good example of this is like American Express, the credit cards, Coca Cola. They don't even mention coca cola in the actual commercials or messaging. It just talks about how they can have this great experience. Imagine how they would feel they're out there on the beach and they're having this great experience. But the marketing messages, not talking about the product itself or the service. It's talking about the experience that the actual customer will have once they're actually using it. Right? So these are the five stages of market sophistication. Ah, highly recommend that you are able to study these and understand where your particular customer is in this particular market sophistication framework because it's going to really help you position yourself properly and position yourself against the competition so that you could be seen as a unique difference maker, right vs all the rest of your competition. So that's going to be here for this video, and we'll see you on the next one 6. Understanding Organizational Hierarchy: In this video, we're going to talk about organization hierarchy. So let's go right ahead and jump into this. Now, whenever you're targeting a specific individual at a certain company, depending on the size, they're going to typically have these different levels of hierarchy here, where you're going to have the C-level suite, the VPs, directors and managers, and then actual individual contributor employees. Now, again, this all is dependent upon how large the organization is. Typically when a company is anywhere between one to 5 million in revenue, they're not really going to have a C-level folks. Remember you going to have an owner, maybe a couple of managers or a manager, and then the rest are going to have is the actual employees. So it's important that you understand at what level that short typical clients right? Organization that you're targeting is at. Typically where you see the sea level, the VP, the directors, and managers, all these different levels is when companies 5, $10 million plus you're going to have the VPs a director. So when we're doing our outreach and outreach that I recommend that we're gonna be doing here is cold email. This course is really centered around the core cold e-mail strategy, well as cold calling and direct mail. However, the majority of what we're doing here and the core of what we're going to be going over is the cold e-mail strategy. And when you're reaching out to your target individuals, one of the best things that you can do is reach up to top level individuals and ask for help. And then oftentimes what will happen is that they will push you down that hierarchy. So let's say that I'm looking to target the Director of Marketing or the director of sales, or even the director of HR, right? So what I could do is easily go to the VP of marketing or the VP Human Resources, contact them and ask them, Hey, wanted to see if you can connect me with the person that handles the marketing or the person that handles your HR initiatives, whatever that may be. Then this person up here is going to then forward the email to this person. And they're going to say, Hey, follow up with this person here to see if this is even worth looking at it, worth pursuing, right? So even when you're doing cold calling, you can easily call up different departments and ask them, Hey, you know, I'm not sure if I'm in the right place. I wanted to see if you can help me out. I'm looking for the person that's in charge of x or y, whatever that may be. A good example of this is I can recall hearing the story of a particular individual that was looking to target. I believe it was the director's director of data or something along that lines in that particular department. And this is for Amazon. And so what happened was this individual was emailing the director 4030 times a ton of e-mails and they just were not responding. Right. And so what he did is he emailed Jeff Bezos directly and this was a few years back, but he emailed them directly. And then after three to four or five emails to Jeff Bezos directly because he does actually check his emails even to this day. He checks emails and then what he'll do is hope for them to his VPs or directors or whoever that may be. What ended up happening is that Jeff Bezos, assistant, emailed back this individual and said, Hey, Jeff has actually read your email. He's folded over to the right individuals and those individuals that he was trying to target initially finally responded back to him. Right. Because if you're getting an e-mail from Jeff Bezos, write your boss, then you're going to immediately follow up on that email. So that's one of the great ways that you can use to get in front of your target audience. You email your contact, you call the top-level individual. It's actually better to be doing cold email because then you can act kind of like you're lost, like you're looking for that right. Individual and that VP, that director, would typically move things down the chain and they will connect you with the right individual. Because if they're getting an e-mail from their manager, from their boss, right? I mean, they are going to respond. So I just wanted to give you an idea here, as far as the organization hierarchy, how it works, and typically how everything moves down the chain. So you can use this to your advantage. So that's gonna be here for this video and we'll see you on the next one. 7. Defining Your Ideal Customer: In this video, we're going to talk about how to develop your customer avatar. So we're going to talk about exactly how you can pinpoint the different challenges that different interests, different things that your ideal prospect, your ideal customer is interested in. So we can really pinpoint exactly who they are, the different things that they enjoy, the different pinpoints that they have. So our messaging, our business development strategy, can all be centered around a targeting those specific areas. So let's go right ahead and jump into this here. So when we're defining our ideal customer, we have to do some research as far as the market. Who is this individual? Where do they spend their time, Matt, what do they do specifically? Where do they get their news? Do they read Fortune Magazine? Do they read Entrepreneur magazine, and do they read CIO? Do they read the Wall Street Journal? All of these different things we need to research and find out. And one of the great places to go and actually do customer research is by going to the Facebook Audience Insights where you can really look at the different likes, the different interests of your target individual. But there's also a ton of other resources that you can use to dig up information about your ideal prospects. So the kind of questions, as I mentioned, we really want to find out is, what do they do? Where do they read their news from? How much money do they make? What aspects of their life were personality affect how you market your product to them? What are their biggest goals of biggest values? What does their family and relationship status? Are they married, divorced, single? Do they have children? If they have children, how many does anything about their relationship have a bearing and how they might use your product or fit within their particular workweek. So it's really important for you to go and utilize all the different tools that are available as far as Facebook Audience Insights, there's Reddit, There's Cora. There's really simply Google where you can go out and find out information about your ideal prospect. And one of my most favorite places is going to read it. Because read it, you can find different things that a lot of people will not share in the public arena. More often than not, you're going to see a lot of behind the scenes stuff. And that really gives you an inside look of the problems, the challenges, the different things that people are going through that you can actually understand better. So you can use that to build your customer avatar. Now I'm going to provide a sheet for you here that you can use to build up your particular customer avatar. But it's really important for you to understand who exactly you're targeting. So for example, if I were to be targeting a chief information officer, right, they want to make sure that their data is secure. They want to make sure that their security managers have the right software in place or right penetration testing going on, the right things in place so that their organizations data is protected and secure by any means necessary. So then I would go out and research what are the common areas of weakness or pain points that a CIO may be facing, right? Intruders, email, spam, data protection, all these different things are what are going to be important that CIO. So it's really important that you spend some time to really research, pinpoint, really fine tune who exactly you're going after so that you can customize your marketing messages, your business development strategy, and then your sales strategy and process to make sure that you're going after these individuals and that you're able to hit on all the different pain points and you're able to make it very simple for them to say yes to you because you understand their pain points, you understand what's important to them, right? All these different things are what really matter. Because at the end of the day of prospect has problems, challenges. There's opportunities there that they may have, and it's up to you to fully understand those going into sales calls, right? You want to have an idea as far as the different pinpoints that different challenges they may have, but every particular individual may have different challenges at different times. So you want to get a better understanding of what those challenges, those pain points are, right? And then on those sales calls, when you're on there, your sales guys can dig deeper and really figure out, find out what it's really important to them. So that's gonna be here for this video and we'll see you on the next one. Thanks. 8. The Sales Process Overview: In this video, we're gonna talk about the sales process. So how exactly is it that we're going to take leads, strangers write that, have never ever had any contact with us, never have had any interaction with us to where they're actually a paying customer. And then we can actually use them to get us referrals. So let's go right ahead and walk through the different sales stages here we're going to use for this particular course. So this is the sales process here, as you can see at the very top of the funnel up here, we have the leads. In this course, we're gonna go over different methods that we can use to build up our customer list. We're going to go over different websites, different platforms we can use to build up our specific target market list. So once we have the leads, then we're going to put them into our cold email outreach. And we're also going to be using the two other methods in here in this course, which is the direct mail and cold calling. But the cold email is going to be the one with the least amount of resistance because we can put together a list of several 100 of target companies and be able to email them fairly quickly. So we have the leaves up here at the top, and then we have our outreach method. And so once they respond and we've gotten them interested in actually having a call, we're then going to schedule that discovery call and go over their problems, their pain points are challenges and see if there may be an opportunity for us to partner together. And then from that discovery call, you're going to then walk them through a presentation on the second call and then you're going to have the close there and then we're going to have a follow-up if that doesn't close on that second call there. Now, one of the most important things here that I've been able to use that really helps out with the discovery call. And then the presentation is after the discovery call has been done, we've built our credibility up. We've positioned ourselves as a credible, authoritative expert right after that, when we schedule our second call, what I typically do is I send over a virtual silver, so a VSL. And what that has in there is it's showing them essentially a case study, how we've been able to help XYZ company accomplish XYZ goal and how we can help you accomplish the same right, get the same results. So by the time that the presentation called CMS on, we've already positioned ourselves as an authoritative, credible expert. They've already seen that via cell that shows them the results that we've been able to achieve. And so they're really buttered up, they're really primed up for that presentation call because of what we did prior and so on. The presentation call is up to you too, really showcase your product or service so that it really touches on the pinpoints, challenges that they may have and then be able to close that deal. So that's essentially going to be here, the sales process for this particular course. And what I like to use really in any kind of sales methodology. Because if you're trying to close somebody with one call, it's going to be very difficult when you're doing paid at. Now this is another thing here. When you're doing paid advertising such as Facebook ads, such as Google, that's where you can have a one call close. Okay. And I've done a lot of one call closes, but they are more difficult. And so what ends up happening is when somebody goes through a Facebook funnel or like a Google ads paid funnel, where they see a BSL. They have the ability to fill out an application to see if they qualify right, then there's that pre framing and that positioning that set up there where you're making them apply to see if they qualify and they're filling out all their information, their budget, all these different things that it's really going to help us use it to our advantage on that call. So that's the only time that I really recommend that you do a one call close where you have paid advertising. You have a funnel, right? You have an ad. And then there are actually filling out a application, and then they're actually booking that calling in on that call. That's where you actually do the presentation and you close, right? But if you're doing any kind of cold outreach, highly recommend that you always utilize a to call system where you have a discovery call to learn more about the business of pain points and challenges, and then a presentation to show them how the product or service works for them and how they can reap the benefits from your product or service. So that's gonna be here for this video and we'll see you on the next one. Thanks. 9. Differences Between Goals, Objectives & Outcomes: In this video, we're going to go over the difference between goals, objectives, and outcomes. So let's go right ahead and jump into this year. So it's important to understand the differences between the goals, the objectives, and the outcome. Now with goals there an observable and measurable end result, having one or more objectives to be achieved. Now, goals are typically going to be broad in scope. And a good example of this is saying, hey, my goal is to lose weight or my goal is to increase profits, right? It's very, very broad. So in objective is essentially a specific result that you're trying to achieve within a timeframe with available resources. So just think about a goal where you want to increase profits. And then an objective may be that you're going to run a special promotion and you want to accomplish that promotion by a certain date. So it, using the example of wanting to increase profits as a goal, right? Accompanies objective might be to call all existing customers with a special promotion to increase sales and then introduce a new product or service that may be an individual type of objective that needs to get taken care of. And when it comes to outcomes, they are the measurement and evaluation of an activities results against their intended or projected results. So outcomes are essentially what you hope to achieve once you accomplish that goal. So if we look at the above examples and we look at, okay, what is the goal is to increase revenue, increase profits, and then the objective is to call our existing customers and let them know about an existing promotion. And then our actual outcome may be by the end of the year to increase profit by 50% over the previous year. So it's really the end goal, the outcome that you're looking to achieve. And here we can see the examples. Here very clearly. The goal increase profits, objective called existing customers. The special promotion to introduce a new product or service. The outcome is to have a 50% increase in profits year over year. Now, a lot of times where people have problems and where they fall short, what their goals is. They make them very broad because increasing profits or losing weight. Those are very broad statements. And you don't have a step-by-step plan. You don't have like an actual outcome that you're trying to achieve. Because the more specific, the more clear and that's your actual outcome is, right, then the better you are going to be able to accomplish that because you know exactly what you're moving towards. A lot of the reasons why most people don't really accomplish much in their lives in general because they have these goals. And then they get discouraged because they don't outline them with objectives in a particular outcome that they want to achieve. A lot of people will say, Hey, I want to lose weight. Well, okay, great. Well, how much weight do you want to lose by when you want to lose that weight? And what are the steps that you're going to take to lose that weight? So just wanted to give you the difference here as far as the goals, objectives, and outcomes, and how important it is to set a goal and then lay out the steps, write the objectives that you want to implement to be able to accomplish that goal. And then what you're ultimately looking to accomplish with that particular outcome. So that's gonna be here for this video, and we'll see you on the next one. 10. How To Properly Set Goals: In this video, we're going to talk about how to set smart goals. Now in the previous video, we talked about the differences between goals, objectives, and outcomes. Now, in this particular video, we're going to walk through a process where you can set very specific smart goals. So you'll be able to accomplish them in a very precise manner. You're no longer going to set a goal and just have it be very broad and hope and wish that you get it accomplish with this particular process here. You're going to get very specific. Then you're going to be able to have objectives laid out so that you know exactly what you need to do and the actual outcome that you're looking to achieve here. So let's go right ahead and jump in here. So when you're setting goals, it's important to have a formula to follow. One of the most common formulas out there that you can follow is the smart formula. So it's specific, measurable, attainable, realistic, and timely. So let's go through each one of these individually. So the number one here is specificity. So you want to be specific as specific goal has a much greater chance of being accomplished than a general goal. To set a specific goal, you must answer the W questions. Who is involved? What do I want to accomplish? When do I want to accomplish it? You want to have an established timeframe. Why do you want to accomplish this? And y is actually one of the most important questions. Because what you will find a lot of times even in sales. So people will talk about very surface level information. They'll say, Hey, yes, I want to grow my business, I want to get more leads and sales. But then when we dig deeper, it's not really about the more leads and sales. It's that they want to be able to grow their business to a certain revenue so that they could sell that business and then retire and spend more time with their family. So when you can really get your own criteria and understand why it is that you're wanting to accomplish this goal. Is it because you want to grow your business to a certain amount so you can sell it yourself or perhaps, and you can hire more employees, or perhaps you can have more time to spend with your family so you don't have to be doing everything in your business, right? Wherein all the hats. So why is a very important question to ask yourself, okay? And then we have measurable. So you want to establish a concrete criteria for measuring progress towards the attainment of each goal that you set. So when you measure progress, you stay on track to reach your target dates and you experienced the exhilaration, the achievement that spurs from actually continuing on moving forward to reach that goal. What gets measured, gets accomplished if you're not able to measure step-by-step, hey, you know, two or three days ago or two or three months ago, I was here and today, I'm this far ahead from where I was two or three months ago. If you can't measure that and see all of these different steps that you've made and all the progress that you've made, then you're not going to be able to utilize that information to your advantage. You want to be able to see this much growth in this much time, right? So questions that you can ask yourself is how much, how many? Now one of the great questions that you can ask yourself is, how will I know when my goal is accomplished? You can have a timeline. Just think about a straight line on a piece of paper right? At the very beginning you have where you are now. At the very end is what exactly it is that you're looking to accomplish that specific outcome. And at the very end of that is, how will you know when it is accomplished? What are you going to be feeling? What are you going to be seeing? What are you going to be experiencing so that you know, that you have reached that goal. So very, very important to measure that goal and to be able to know when exactly you have accomplished it by setting your criteria there. And then attainable. You can attain pretty much any goal that you set as long as you plan out the steps and you establish a timeframe that allows you to carry out those steps. Now this is one of the most mind-boggling things that I've really come across. The fact that most people will set a goal, but they won't plan it out step-by-step. What they need to do to get there. And they don't set up an actual timeline of when those steps need to be carried out, right? Because ultimately at the end of the day, when you're setting a goal, you want to break things down into smaller pieces, a bite-size pieces, so that each day you're moving 234, 10% closer to accomplishing your end goal, the end result. So it's really important that you plan it out. You have steps that are necessary to take action on each and every day and that you know exactly when those steps and needs to be accomplished. So you have an idea as far as okay, I plan to have XYZ goal accomplished by x date. Then a realistic how realistic is the goal? Do you have the time, energy, and resources available to accomplish this goal, right? Then we have timely. Now, this is really going into the attainable area where you want to be able to set a specific date because then there's urgency behind that. If you just say, well, I want to increase sales, I want to increase profits or I wanna lose weight someday, but I want to lose weight, right? That's pretty much just like wishing and hoping and thinking that something is going to magically happen one day and you're going to automatically lose weight. It's not going to work out that way, right? We have to set goals and we have to set a time frame or else it's never going to come about. It's never going to happen. We're going to be in the same scenario day in and day out year after year, because we don't have a timeline and we don't have a timeframe. Two or three years are going to go by and we're going to keep talking about wanting to increase profits, one to lose weight, and it's never going to get done, right? So very important to set timely measurements, right? To have specific end goal date and then have timelines for each specific objective. All the steps that need to get done throughout the process. So that's going to be at here for this video and we'll see you on the next one. 11. Cold Email Lead Generation System : in this video, we're going to go over the cold email system. I'm gonna walk you through the three different ways that you can use to build up your audiences to build up your actual customer list and different ways. You couldn't go about putting together your actual lead prospecting database, so let's go right ahead and jump into this year. Now there's going to be three different ways that you can go ahead and build your customer list. The first way is going to be through manual search. This is going to be through going on Google going to various websites, and we're gonna walk through very much so in detail, different websites, different platforms that we can go and actually build our customized list, doing it manually. And then we're going to walk through Number two, which is buying email lists. Now there's very specific steps that you need to follow when you're buying an email list so that you know, up to date and you're not getting a bunch of fielder data. Ah, lot of times people will buy a list that they buy from different places that will cycle them. But putting a bunch of names and emails that don't really fit what you're looking for. I'm gonna show you how you confined very customized lists that are very inexpensive right where you can get information from companies as faras the company size information, revenue employees, right in all the different types of information that you're going to need to make sure that the list is high quality. And another thing that you could do is actually hire contractors. And I'm gonna show you how to do that on up work where I'm gonna show you an example of some jobs that I posted and the kind of contractors that I've hired and give you some recommendations as to what to look for, how to actually create the job and the things that are really important to make sure that you're getting the right kind of data. Because once you hire contractors on up work, for example, you can get very specific with the data you can get the company sized the revenue on get real time because what oftentimes what they'll do is they'll go to websites such as like Info USA, and they'll pull data right from the actual data base and then be able to put that in a spreadsheet and get that over to you, and it's typically 5 to 10 cents per lead. And then one of the most important things that we're gonna walk through is after you've collected your email database for me. They're buying the list from a specific vendor that I'm gonna show you different ones that you can use that I've used that have worked tremendously well for me and then also hiring contractors. Once you get those email this, you want to be able to run those through an email cleaner. You have to make sure that the emails are actually safe. They're clean and they're ready to get sent because oftentimes you'll have emails that are old. That's our spam traps that are not updated because we want to reduce the number of bounces that we're getting because we want to make sure that the emails that were sending are to the right email addresses, and we're protecting the credibility of our domain and our email address. So now let's go over the cold email process that we're going to utilize for our particular strategy here. The process essentially starts with sending an email and then getting a response, and then depending on that response, there taking appropriate action. So if a response comes back and they want to learn more, they want to find out. If it makes sense for us to do business together, right, you want to schedule a discovery call. You want to address their concerns, and I'm gonna show you different ways to respond, addressing the concerns right so we can get them to that scheduled call. Now, if there's no response than typically, what we'll do is we'll have an automated email set, a process here that sends follow ups on automation. So that's whenever they are able to receive a first email. They perhaps read it. They forget, or they get distracted. We have a follow up email that could sent three days four days after that, to let him know, Hey, just wanted to see if you had received the previous messaging. He had read the message, you know, whatever that may be. Typically I like to do when you were between 3 to 7 times as faras follow ups, right, because you don't really know if that prospect read the email and they got distracted and they were interested. Eso It's really important to stand follow up e mails right? And sometimes you can send them until they tell you to stop. I mean, I've had ah, lot of clients that have e mailed me back on email five and have said, Hey, you know, I really appreciate you reaching out to me. I really like your persistence. I took a look at your email. I'm interested. However, I just haven't had the time to respond. Hey, what's your availability for a call? So never underestimate the power of automation and how you can actually set up an email campaign to follow up every 3 to 4 days on, and I'm gonna walk you through a system we use male Shake to be able to send automated emails between between certain times. And then whenever they respond, they will automatically get removed from that actual Siri's and campaign. Now the ultimate goal is to get us on a discovery call. We walked through the sales process and one of the other videos, but our ultimate goal is to send an email, get a response so that they will get scheduled on a discovery call and I'm gonna walk you through all the different steps that we go through once they respond. But typically we want to have that discovery call so that we can find out a little bit more about that particular business. They can learn more about your product and service. And if it makes sense right for you guys to go onto the next step in the process, which is that presentation? So this is essentially our cold email process here, really excited to walk through all the different steps and walk into detail how to write emails, had a write emails that converts and had to get your prospects attention and get them to actually want a book called With You. So that's gonna be here for this video and we'll see you on the next one. Thanks. 12. How To Find Companies To Email : in this video, we're going to go over how to find companies to email, so we're going to essentially look to build our customer list. Typically, what you could do is you can put together a dock that I'm going to share with you, where you can essentially put in the company information, name, email, phone number and then any other additional information that you want to gather. But I'm also going to show you several different ways where you can go on, actually purchase the list in a different video and how you can actually hire people to create a list for you for very inexpensive. But this is kind of the manual way. It does take a little bit longer, but it allows you to do a little bit of research on those particular companies that you're looking to target. So let's go right ahead here and jump into this. Now the very first area that you can really start your search is literally on Google. So let's say that I was going after some kind of software company to let saying security software companies okay, and this is a very specific knee share on, and it's very very unique and custom, so by me, just hiding into what I'm looking for here. We should find a lot of companies at a similar to security software companies and companies that are actually our security software companies. And then we can find out some of the names here contact information we confined. Who are the actual the owners of the managers? Right. So that's going here. Let's see here the softer report dot com So here's a resource right here. 25 cyber security companies of 2018. Now this is Ah, cybersecurity, which is different from the actual software security. But it's in the same area because if you think about it like semantic, they have software security on that. They utilize endpoint protection things like that. So all in all, cybersecurity can include the actual software as well. So here we can look at fortunate McAfee, obviously one of the largest ones here, Rapid seven. So this is essentially how you could just literally come into Google and type in the kind of businesses that you're looking for. Google is very, very simple for you to come in here and literally put in the company attack that you're looking for. Maybe the industry, the markets, and do some research this way. Now, again, doing this manually is going to take a lot of time. That's why I'm recommending that you their purchase a list from, ah vendor or you hire somebody on up work to do this for you. But if you are just a start up and you don't have very much capital toe work with then going and doing this manually, I'm gonna show you a lot of it from Resource is that you can go and find list right email contact that you can build your own list with. Now, if you're working in the local space and you're looking for local companies to work with, another area to look at is y p dot com So Yellow Pages. This is where there's a lot of businesses on here that have been with yellow pages for years. Ah, lot of these businesses having get graduated or moved up into the digital age so they'll have, like websites created by y p dot com. They'll have advertisements on here, and they're more loyal customers that being with them for a long time. So let's that were coming in here. And we're looking for security companies and I'm in the Seattle area. So let's say security control and monitoring school find. And so here we can see Ah, lot of companies that are doing ads. You're so this one here, Vivint. Looks like these guys are doing ads and then looks like there is a kind of notice here that showing called Women's Home Security 2008. Yeah, so this is a very old actual adhere. I don't know why they still have it up here, but you're going to find businesses in here that are actually advertising here. You can find some on the right as well, security, safe and lock. But this is just more or less another resource for you to come in here and find the type of businesses that you're looking for. I think this one actually is even created by Yellow pages themselves. But if you're in the local space and you're looking to work with local companies, right, maybe you're a marketing agency, maybe your marketing consultant, and you want to find a lot of businesses that are currently doing marketing or advertising that's are not giving the return on that they would have hoped. Then I highly recommend you go to yellow pages. I remember when I first started doing marketing online and working with local businesses, I would call up these business owners here that we're advertising on Yellow Pages. And I would say, Hey, I'm calling about your y p dot com listening yellow pages listening Hey, wanted to see how that's working out for you. And if you felt it was money well spent, right, and all the time I would get business owners, I would say, Hey, yeah, you know, I haven't got any leads, you know? I don't know where the leech is supposed to be coming from. I just don't see that I have got my monies worth. I haven't got a return. And so what ends up happening is that Yellow Pages will lock these folks in for 6 12 months , right? And they'll just get no leads, right? Because people are not going onto yellow pages to search for security or for any kind of local service, right? They're going to go on Google. They're going to type in Hey, you know, Security Services, security services company and axity, and that's where they're going to do their research. So, uh, coming in here to wipe dot com It's a great place to come in here and let folks know that you have a unique method of unique strategy toe Get them to generate more leads and sales right through digital marketing, advertising, whatever that may be. But again, keep in mind that these typical business owners here are going to be a little bit more old school on. And they're not going to fully understand the power of digital marketing such as Facebook. Lengthen Google ads, right? So you may need to do some educating. They're but a great resource nonetheless here. Now, the next resource that I'm gonna share with you is a line herbal dot com about. This is another resource where it's for local businesses. But this is actually ah, whole lot better than y p dot com because what this is actually reliance upon is actually doing a referral. So ah, lot of what this is centered around. It's just referral based, like, Hey, I wanted to look to connect with you, to see if I can refer business. See you right, So it's very kind of a networking type of platform. Kind of like the link then. So just think of length in but for like, small local businesses, medium sized businesses, right? And so what you can do here is built connections and actually message people to see if there may be an opportunity for you guys to network. So you have different messages and you can send you can actually search for actual businesses. I haven't tried their premium features here, but I know that this is an untapped resource because not very many people are using a line herbal dot com toe actually search for businesses. Right? So when you come in here and to use their approach, their template and messages Ah, lot of times you can start a conversation and then get them to get on a phone call to see if you can actually help them out and see if you can refer business to them. But ultimately, what you're trying to do here is get on a call with these folks and see if your service is right are actually going to benefit and help that particular business, right, because you're not just going on here, to try to recommend people you're going on here because you're trying to prospect. We're trying to build a list. You're trying to get them to get into your sales funnel right so you can get him into the next step, which is that Discovery call. And then, if it makes sense to get onto the presentation, right? So how do you recommend that you come in here and you play around with the line herbal again? I have a using the of their premium features, but it's virtually an untapped market because very few people are using a line able to connect with business owners right and to connect with businesses to be able to get them into their sales funnel. Now, if you're a marketing agency, if you're a consultant on, that helps local businesses another place to come in here and look at business opportunities. Is Home Advisor now Home advisers obviously going to be four home type of projects, so any kind of remodel habian cooling, flooring, hardwood, but it gives you a list of businesses that you can come in here and actually also search for. So if you're not working with local businesses, if you're not working with home construction and home remodeling businesses, And Home Advisor may not be a good fit for you, but what you can do is coming here and break down the projects through handyman, electrical offenses, long care sprinklers, plumbing. Now we can spend a great amount of time going through Home advisor here and actually looking for businesses. But it's actually quite simple. You literally just come in here and you type in what you're looking for, and it will give you a list of different businesses that service these projects. So let's go to addition of your models, and they never ask you some questions here. As far as where you looking for these additions, you know where you looking to get this done, what your budget. And then it'll connect you with different types of actual Home advisor clients that they actually recommend. So if you're in the local space, if you're in the marketing space where you're helping local businesses and you're doing that home construction, home remodeling, highly recommend Home advisor, and the next method I recommend here is literally going into Google and typing in association. So whatever needs that you have or you're going after. You want to be able to look of associations because you confined businesses in there that you're actually going after your target market and then also joined those associations as well. So, for example, here we go over here and we look at the security industry dot or here I can easily become a member here, and it shows you all the different resource is. And then we confined a list of all the people that are actually joined in here, and they're actually members, so we can actually reach out to them and see there may be an opportunity for us to work together again. Associations are one of the best ways to be able to join the association or even get access to the members, right, so that you can have a list that already made that you know, is your target market and then be able to reach out to those prospects accordingly. Now, the other resource here that I want to share with you is manta dot com. This is another one we're kind of like y p dot com. Are you confined businesses in the local space and you can easily just happen here. Let's go to Seattle. And that's type Been security security system there. Let's go to go. And over here we can see the future results. Now, I'm not quite sure if these guys actually have advertising that they're actually promoting here with these particular businesses. I'm thinking they may, because they have featured results, right? And then they have the actual regular results over here. So this is another place to come in here and look at businesses that that you can potentially reach out to. And these types of businesses are going to be like those on Y p. Where they're a little bit more old school. They haven't yet totally graduated on to the digital age, right? They may even have a very low budget. Websites such as Go Daddy, build a website. But again, these folks here still have opportunities for you to be able to reach out to them. If you're in the local space, maybe your local marketing agency. So again, this is a nice resource here. All you got to do is go to the actual search here and whatever city you're in, and you should be able to pop up different businesses based on that search criteria. So one of the other places that are one to recommend to you to look for your ideal prospects is by going onto Facebook and looking up different groups. So let's say, for example, you're in the software space and you want to find different groups that may fit within your ideal criteria. And you essentially just need to come up here to the search bar and type in software, and you're going to find different groups here. And then I have actually chose one up here. This is the SAS founders, and you can easily join this group here and start communicating with different prospects. Start adding value. One of the great things that a good friend of mine has done is with groups that he's part of specifically in the roofing niche, where he helps roofing companies generate more leads in sales. And what he's done is he's joined those groups and then he's added value. He's added very highly valuable posts that have to do with Facebook marketing Google ads. So however, it is that you can come into your particular niche group and come in there and add valuable post to the group and be able to engage with people. Maybe have you know, certain questions that you ask, and what ends up happening is that you'll get people commenting on your post liking them. You have people D M ing you trying to learn more about your product, your service right. And so that's how you're able to get a ton of leads through Facebook groups. How do you recommend that? Another section here that I want to share with you here is the crunch base. Now this is a page service here. You're only able to see a small number of businesses, but I believe they have. I think it's about 30 day trial where you can come in here, look for different businesses based on certain criteria. I believe it's where you can adding a particular criteria. Let's go cos we can break this down by location categories, number of employees, total funding amount. I believe it's like 10 or $15 per month. So if you want to use crunch base highly recommended this. I used to use this a while back when I was reaching out to start up companies that had recently got funded and I would reach out to the founder. I would reach out to the actual A venture capital firm as well, and let them know that I noticed that they just got funding and wanted to see if they had any needs for marketing for advertising. Right, because typically, when the kids funding, that means that they wanna get that hypergrowth. They want to get to that next level, and they are typically going to need marketing and advertising. Now, another resource that I want to share with you is angel dot co. And what this website has is it has over 100,000 start up jobs that are available for you to come in here on, actually take a look at. But more importantly, take a look at the actual companies because what you can do is you can use this as your information and resource because often times when the company is obviously going to be posting jobs, they're actually in that growth mode. They're looking to get to the next level, and you can use that in your research when you're doing your email personalization. That's one of the areas that we're going to cover and our cold email strategy is the ability for us to personalize our emails, Finding some information out about that, say this company here. Gusto, maybe finding out that they are in a huge growth phase that they have, you know, two or 345 10 jobs that they just recently posted I maybe something on their instagram, whatever that may be right for us to be able to use that as a differentiator in our marketplace, because often times people will send very kind of generic boilerplate type of e mails that , you know, typically end up in the spam folder. But we're going to utilize to different methodologies and strategies here where we're going to use a personalized type of email strategy, and then one is a little bit more broad and open, Okay, and often times the personalization is going to take some time, right? We have to actually do a little bit of research on the company, and we got to find something unique that stands out on that really kind of start that conversation like, Hey, it's a friend. You know, I just researched your company and found out that X, y and Z Hey, wanted to see how that's going on here. By the way, we specialize in helping companies just like yours, right? And we're gonna walk through all those different templates and how to write proper email. So let's go over here and look at the actual start up jobs so we can see here. A lot of these companies are in that growth phase. And again, we can use this to research the kind of companies that were looking for and be able to let them know that we noticed that they had jobs being posted. And it sounds like they're in some kind of growth face. Right. So angel dot co And then we have geek wire here. Geek wire is a great place to come in here and look at start ups as well. And we can break this down. We can see here by 100 then we can see all the different groups here. So we have advertising aerospace, artificial intelligence, right, B. I cloud computing all of these in here, and they have their social here. So this is a great place to come in here where if we wanted to do some research right we can go on to their lengthen weaken, go on to their twitter, Right? The Facebook. So really, really good information here to use for our email personalization and another great source . Here is the reddit dot com start up group. So this is essentially where it's a reddit form here, and you can come in here and actually add your own startup. But obviously what you want to do is come in here and look for different businesses that could potentially be a good fit for your product or service. You can see here what these guys are asking you to do. Location of your headquarters. U R L elevator Pitch the detail. So this is a really good place to look at different companies that are in that early stage . Maybe they got some funding. Maybe they're struggling with X, y and Z. And what so find in the Reddick groups here is that they'll talk a lot stuff behind the scenes that you don't normally see in different groups, right? And so you'll find some really good information that you wouldn't be able to find anywhere else so highly recommend you check out this startup groups here If you're targeting companies in the start of space, let's go over here to the next one here when we have crazy about startups dot com. This is another great resource here, and the next resource here that I'm going to share with you is the crazy about startups dot com. So let's go to the start of directory here and we can see that they have 88 different companies here that is showing it. Looks like a lot of these companies here are either, like on the East Coast here, there's one in Mexico Europe on then over here in India. So again, if you wanted to go after startups, you're going after startups. Thes resource is here are great. Eso another one here funds. This is one of the best places that I've come across as Faras being able to find companies that recently got funded because what you can do is once you find out that a company has recently got funded, reach out to the founders and then reach out to the actual angel investors, right? And so it's just like down the chain where we're reaching out to a C level executive so that they can put us in contact with the V p or were reaching out to a VP so that they can put us in contact with a director. So when we heard up the Angel investor, right, the venture capital firm, they're going to forward that email over to the founder. And then that founder is most likely going to respond to your email, right? Because, ah, that venture capital firm right, put into money to actually grow the business. So they're going to make sure that they follow up on your email. So these are the different platforms that I recommend. You go and search for again one of the best places literally going on to Google and typing in you're types of companies and maybe even going through and calling the businesses right that you're going after and just kind of seeing how they're self processes like or even filling out their contact information, their contact form, right? Just really getting a good idea of how they operate and maybe being able to find some inefficiencies, right? Inconsistencies in there on you can point that out to them, you know, when you're reaching out. Now, this method here for generating a list is very time intensive, but I just wanted to share with you all these different tools, platforms that you can use the best ways are going to be by buying a list basically off of S I C code or niche or industry and being able to get that custom made, I'm gonna share with use and resource is and then also going to upward dot com and being able to get a very refined list build out by contractors and typically little charge you 5 10 15 20 cents per lead. But I'm telling you, it's highly worth it instead of spending all this time here to do all this research manually. So that's gonna be here for this video and we'll see you on the next one. 13. Where To Find Bulk Company Email Lists : in this video, we're gonna go over where to find companies that can build you custom email lists here. So number one here. We have US company leads dot com. Now, all of these resource is here. I've personally used to download different list to buy different list. Right? And these guys have great supports, and all of them can typically build you a custom list based off of S I C code. So this one here is US company leads dot com. They have ready made lists already here for various industries Realtors, US company database here. And for 2 99 you could buy 48 million U. S. Companies. So we look at how many emails? Okay, there's no emails here, but there is e mails right here. Five million e mails not available. So I would definitely contact these guys and find out more about their list. Here. We can see an example. This is fantastic, right? This is what you want here. You want the contact, name, phone, business state, the city there, the zip code address, the actual website there, and then the s I C category. Those are essentially the industry. And then we have the employees here annual revenue year. It was founded on then actual coordinates here for the actual longitudinal agitated. But we don't really need those. Really. What we need is to make sure that it's in the right sector of the right market, the right criteria that we're looking for. So what I would do is I would contact these guys and I would ask them, Hey, can you give me a quote on a list of X Y Z businesses in X y Z industry between, you know, ex employees and ex revenue. You want to get specific, the more specific that you can get right, the better these guys can put together. Very good list for you. So there is a U. S. Company leads dot com here. Then we have database Bible. Here's another one where you can look at different countries. We can look at different countries here in Argentina, Australia so worldwide. These guys can provide you list of different email this year for different businesses than we have by state. We have a target database here. We can look at ready done for you list here in the roller state oil and gas here. Restaurant owners call is universities marketing advertising agencies. Right? And so these already done for you. But you can still contact these guys here and ask them. Hey, I'm looking for a list in X y z industry, and I believe the other one here had a section here where you can build a list right here. So US company leads dot com. You can build a custom list like I was mentioning. Industry location, job title, revenue department, you know, etcetera, etcetera. Same thing here, but I don't think they have a section. You're just gonna need to go to contact us, and you will be able to get a customized email list, right? The country's states theme industries so highly recommend you check that out and then we have email list USA or excuse me, email this us and these are another one here. These guys will also provide you custom email this in different sectors. They have good support. And all of these guys, as I mentioned, will create custom a list for you, right? You want ex spicy business in X Y z industry, and so you really don't need to be doing a lot of manual work unless you have, like, a specialized niche or you are doing some preliminary research on your market. Or maybe you found through a list here that got created for you. You found maybe 100 or 50 of your hot hot prospects, right? You want to go research their web site, their social media, their news right? See if you can find something that is unique that you can use to personalize your email. Now, another resource here that I want to share with you is the U. S. Companies list dot com These guys have US company database. They have different sections, your different countries. Let's go down here. Look at the example. We have company name, industry address. We have counties. It state, right. You are l the contact. And then we have here the actual job titles on then the revenue s I see description. So again, this is another resource for you to come in here and get custom list built for you, or list that they already have, you know, set up and created. And once you get a list here, one of the first thing that you want to do is you want to run it through an email verification system because if you don't run it through a software that is able to verify the emails for you, you're going to run into a lot of spam traps. Ah, lot of emails that are no longer valid and you're going to get a lot of bounces, and you want to protect the reputation of your domain and your email address. So one of the actual services that I use here is email this verify dot com. As you can see here, I have a bunch of emails that just recently got verified, and what you'll do is your dragon in here. And then they'll show you how many are valid. How many are invalid? How many are in the span traps, disposable duplicates unknown and then the except also in the accept. All e mails are typically where they'll have several people that will get see seed or BCC it on that email. So if you send an email to John Smith at abc dot com, right that email may go to his assistant to maybe customer support, customer service, whatever that may be as well there's actually going to John Smith himself. So you want to make sure when you're buying the list from any of those websites, you make sure you run it through an email list verification software such as this one here . So they're not running into any kind of spam traps. You're reducing the amount of bounces, and you're protecting the reputation of your domain and your email. So that's gonna be here for this video and we'll see you on the next one. 14. How To Hire Email List Providers on Upwork: in this video, I'm gonna walk you through how to create a job on upward so that you can find freelancers that can actually get you a list of businesses as's faras for within your criteria. Right. So, as you can see here, I have a job that I posted for lead generation here, and I mentioned that I'm looking for the owners contact information for all credit repair businesses, companies in the USA. And then I had a dock here. Okay? And then I went up here, and I created this Google cheat here Google doc. And it essentially says, Okay, this is a target market right here. I wanted to be credit repair businesses in the U. S. I'm looking for all the contact information as far as the first name. Last name, title, company, company, website state I'm looking for this is faras revenue, right? And then what I'm asking people to do this is key here, Okay? When your posting these jobs, you want them to saying you a sample mix of about 50 contacts. Okay, Because you want to see if they can follow directions and if they can give you the right type of information that you're looking for, right? And some people that will apply will say, Hey, you know what? If I send you these leads and you don't pay me or you don't choose me or I've had people just come back to me and say, You know, I can't provide you these 50 leads because you're just gonna take them and run away all these different things. So when you got people that are, you know, a little bit scared to provide you with leads up front to show that they can actually perform I definitely steer away from those type of contractors. The best kind of contractors are confident in their work in their ability, and they will provide a list of 50 contacts. No problem. One of the biggest things here is really just to get them to follow directions, right? And then you can see Okay, these business owners here, right? They put together this list of 50 prospects, and they've done it exactly how I wanted to be set up. So here is going back over here. This is a job post here, and you want to make this very simple. You know, I'm looking for X Y Z businesses on. Then you have this dock here. And what I did is I hired about six different people here. Okay? And what is happening is that you could test out different prospects, different folks that are actually going to scrape this data. Get this data the ones that I found to work the best year. This gal right here definitely works very, very well on also, this individual here got his name. So let's go over here. These two guys are part of a Let's go to see if you can look at the profile. Yeah. So these two fellas here are part of an agency. I think it is. Uh, let's go over here. Okay. So yeah, these guys right here are definitely very, very good at what they dio So expert admin services. Yeah. So highly recommended these two guys here. They do extremely well with putting together customized list. OK, and all you gotta do is again asked them. Hey, I want these types of businesses that fit within this criteria for emailing. I would recommend that you include these fields here. You can put industry whatever that is because really, all you're needing is the name email and maybe something about the business. But I'd like to get this information from myself. I like to see. Okay, they have X number employees. They have X number of revenue rain train. So the biggest thing here when you're posting a job is making sure that they provide a list of at least 53 contact. So let's go over here and let's go to post a job here. So how we would be able to do this right, create a new job post? Let's go to short term. It's going to continue. Let's go. Custom lead generation for X Y Z businesses. Okay. And then the generation it's going next here time. You can literally just copy this here. What I got? Uh uh, Well, it's just right over here, so let's go. I am looking for business contact information for X y Z companies. And here is a Google doc where you can see the exact criteria. And then I recommend you put a link here, and then you create the actual list. Here, as far as the criteria get very specific with whoever you want to target, right, and then post his job. Starting next year, I would put a ongoing project. Or you could do one time. Whatever eyes best for you there. So let's go to data scraping lead list their prospect list. Go next. You could do worldwide. I definitely recommend worldwide because you'll get some really good service even though it is overseas. No specific there. It's going next year. We want to hire a one freelancer. Um, you see here Do we have any freelancer you want invite? No. This is if you have somebody you work with in the past or somebody that you want to actually reach out to. That may be on your list. Que talent preferences? Um, yeah. We want to get here. We want to make sure that either one of these is good. I like to do at least 100 hours and then 90% and up. Um, no type of group affiliations there. Okay, great. Let's go up here. Let's go. Only up work. Okay. And then next. Okay. Paid by the hour. Um hey. Affects price. So, typically, what i'll do is how either do like a paid by the hour. Now, do expert, and then I'll put in, like, I don't know. 10 2030 Whatever Dollars an hour just toe be a placeholder and say, Hey, I'm looking for somebody to do this. You know, I'm looking for expert talent. You know, pricing is negotiable. Whatever that may be. Right. Uh, let's go more than six months, or we could go 3 to 6 months here. Okay, on, then. Let's go to less than 30 hours a week. Okay, Great. And so this is where we would essentially just go to post now. Now, typically, I don't have them do any type of ah, cover letter. Let's move. This year, it's his Assam screening questions here. Create your own actually school from the one selected. Do you have any questions? Okay, Boom. Just a couple there. Obviously, they gotta be relevant to your particular contractor that you're looking for their and skills that they want them to have. So this would be, you know, right here. Boom, post job now. So, basically, what will happen is you'll get a bunch of people that will apply. And if the contractors do not provide right this list here of 50 contacts, then you gotta move onto the next one, right and already gave you a couple examples there of different contractors that you can use that I've personally use that have delivered great results. So that's going to be here for this video on how you can hire a freelancer on up work, a contractor to build you a customized lists and we'll see you on the next one. Thanks. 15. How To Find Leads on Linkedin: in this video, we're gonna walk through the link, then sales Navigator tool. So we confined different prospects, different customers that we can go after based on a certain set of criteria. Now this is a pay tool through lengthen. I believe it's about $80 a month. However, you do get a free 30 day trial, and I highly recommend you pick that up because it's definitely worth it. And you can easily start building relationships connections just by using this tool for 30 days. So I want to show you how you can build out a specific audience here so we can come in here , Look at geography. Let's say that we wanted to focus. Let's say, just in California, I just want to focus in the California area and I want to. Then come in here, look at let's go to not a specific company. I want to focus in on security and investigations, OK, and then I want to focus on companies 51 to 200. Okay, great. And then we want to go to seniority level here. That said, we want to focus in on the let's see if we can find the sea level. Let's go to sea level here and then VP's and then directors and then managers, because what we're going to be doing with their e mails is we're going to be going up top here e mailing the sea level, folks, because what we're going to be doing with our email Ah, lot of times is contacting the people above each department. So if we want to get a hold of the VP's right, we're most lucky going to send an email to the sea level, folks, right? If you want to get a hold of the managers were most likely going to be contacting the directors because these guys are going to delegate down, right? So let's go up here and take a look at this list. Here we have 1325 okay, and then we can look at the actual owners there, and then we can come down here and we can break this down even further. We want to get these folks that are in business developments that we want to hit the folks that are in sales. Right? So this is how we can break this down even further or we can break this off here, okay? And remove the included sonority level and break this down even further. So that's what we wanted to come in here, and we wanted to go into the business development. Okay, that's the function. And then we want to target CEO's, right. Uh, let's go over here CEO, and we want to target C i o. And then when it started director, we'll just put a director in there and then manager so we can break this down pretty much. However we would like, right, we can break it down by specific actual title. Here, you can see the list is actually smaller. Weaken, go here If we know exactly who we're targeting, let's just say for this example here we are targeting just to see Iose here. And then we're targeting. Let's go to security. It's got a security director, director of security. So we know and what's even going on here. And typing and VP of security Perfect. So now we know that we can contact thesis level folks for giving in contact with the V P and directors and if you want to get a hold of directors, were most likely going to contact VP's, but often times the directors you can contact the sea level and the VP level folks, and then they'll ford him over to the directors. So 17 let's go ahead and break this down to the entire US here. So I know there's more. We just got to break this down a little bit further, but I just want to kind of give you an example here of how we can break this down. That's what we wanted to look at this guy here so we would be able to look at his profile is miss that. Typically, we should be able to find their contact information in here. Eso reports to specific manager conceive. They don't have any contact information in here, but what we can do is very easily send them a connection message, right? And my strategy, typically that I like to use is I was in the connection message to just say, Hey, John Smith noticed you're in the X Y Z industry, really looking forward to connecting with their there fantastic. They accept our connection requests and then I'll follow up with another message that says , Hey, you know, Jack I really appreciate you accept to me, to your network. I'm looking forward to exploring how we can mutually benefit from being connected. Oh, hey, by the way, I do, you know, or are you currently or what is your experience, right? So I'm opening up dialogue and asking a question. The problem with Link then and where people dropped the ball here is everybody's just trying to sell. There's no connection. There's no actual conversation, right? The way that we do it is we make sure that our profile is really up to date. It's stating the benefit, the outcome that you actually produce and, you know, provide. And that's doing the selling for you because you're coming across and you're like, Hey, we specialize in X and why we could do this by Allah Block. They're getting turned off because lengthen is something where you need to have a personal connection. Personal kind of experience is have a conversation right, and people are not realizing that. I mean, we provide lengthen services to a lot of different companies, especially in the security space, and one of the things that we do is always looked to build a relationship and start a conversation, right? Ah, lot of people don't really know and have this idea that, hey, I'm going to connect with as many people as possible and just pitch my message. I mean, I get so many messages from people almost weekly on there like, Hey, you know, here's my product. This is what I could do, Bob. Blah blah. When do you have time for a call? They've never even asked me a question and never even had a conversation with me and then come across to the point where it's like, Hey, by the way, you know we specialize in X, or what are you doing for X and then inviting them to potentially get on the call? Right? So lengthen is a great toll here. You can build very custom audiences now. One of the things that you can do is when you got your list your set up. You can save this to your leads list. Okay, where you can create a leaderless of, let's say, VP's at X Y Z type of security companies or directors as X y z. You know, whatever that may be that you want to create that lead list for, and then you can go right here and actually view profile or just connect to nice and simple . Now, if you wanna pull this up here and break this into a little box, this is how we can actually break this down even further so we can break this out by specific companies, company type, different groups, past companies. Ah, years, that position. So if you really want to get hyper specific here, I mean, you can break this down by how many years somebody has been at a certain position. If there a connection to somebody that you know, the sonority level, the language, the relationship, right, so really breaking this down so that you know, hey, I want to go after these folks within this criteria. But again, think about lengthen as something that you are creating a relationship with people, right? You are having a conversation. So with this guy's and mentioned, I would look to connect with them if I was providing Let's say I t projects or I t security type of services, right? I would reach out to them in a very nonchalant way. I would ask for a connection this for us. Hey, I noticed you're in the banking or finance industry. Wanted to see if you'd be open to connecting. Boom. They accept your connection and then you respond with hey, really appreciate you accept to me into your network, looking forward to exploring how we can usually benefit from being connected. Boom. Hey, what he got going on over here? Over there. Right. So again, one of the great tools here that I have a recommend Lengthen sales navigator free for 30 days. You can build a very customized audiences in here Now. They haven't advanced area here where you can actually go deeper into your research so you can filter by keywords geographical location. But then you can go to department head count headcount growth, annual revenue, company headcount growth you can filter by technology. You. So if you know that companies are using that Commerce Hubs spot Jundullah. This is actually some really good information here. So being able to really filter out your list here, right, and your target market, this is definitely something that I highly recommend you invest in. So I highly recommend you sign up for at least a 30 day trial where you can come in here for free for 30 days and get to know the actual lengthen sales. Navigator, the tool, actually build out some custom lists, right? Start actually reaching out to people and being able to build those connections and start those conversations. So that's going to be here for this video, and we'll see you on the next one. Thanks. 16. How To Find Anyone's Email : Hey, guys, want here in this video, I'm gonna walk you through how to find anybody's email address. So one of the first tools here that I want to show you is the male tester dot com. So this is a really good tool here to be able to help you really identify and verify if email addresses that you may have purchased from a list or gotten from somebody, or maybe even a new email list that you got from somewhere online, right to come in here and check the email address to make sure that it's correct. But I want to show you some tools that are going to really allow you to find really anybody's email address and one of the tools that is actually one of the most kept secrets I have really had anybody really talking about this. And, you know, I actually kept this one to myself and kept that kind of the secret down low for a while. But I want to share with you now, so this tool here is name area. There's a lot of different tools and walk through a couple of them here. There is like the mill hunter right, there's, I think there's like violin or birds. There's two for, but there's only a couple that I really like and that have been working extremely well for me. The Marea is actually quite low. It would have been around for a couple years, but quite low as far as costs have been around for a couple years and they were extremely well. Now they're set up is a bit different. They have it where you're going to link then and you're pulling up emails you're not able to, like, go into kind of like, uh, the, uh, the other one thing. It's male hunter where you can put it in a domain. This one's stripping for lengthen, but I want to show you just how powerful this tool is on. We've been using it for quite some time. So here is the plan. Here you can go through and get 1000 emails for 19 a month, 3000 for 39 a month and so forth and so on. So let me show you here. So we got this individual here, and what you'll do is you'll gets a ad on up here on your, uh in your bar here and it's a little eagle or not Evil. Excuse me, A wolf. And what this does is it shows you up here plus one that there's an email here. And so this pulls up his email and so literally What you could do is either create a new list or export this to a to a different list. And, you know, as you see here, we have a bunch of different email list there. But this literally how simple it is now. One of the things that I also recommend you do is if you're gonna be doing this. It's a lot of manual work, so lengthen cells. Navigators, actually. Ah, good Toto have because you can visit a whole bunch of profiles and it on lock a bunch of profiles. Because if you just have a simple kind of lengthen profile that it's not paid right, you're gonna be very limited on the amount of searches that you can get with people and their different title. So I would highly recommend that you get like lengthen sales navigator. It's even free for 30 days from what I understand, and then you can. I mean, just gather a bunch of you knows. So that's essentially the first tool. They're very inexpensive here. I mean, 1000 emails a month, 19 bucks, $39 a month. 3000 emails on you can, you know, take breaks. These guys don't have any contracts. So they say you spend $39.1 month and get 3000 contacts and then wait a couple months, right? Because you're, you know, using of this list here. So great little tool there. The other one here that I recommend that I also have used quite a bit is the This is 100 io , and this one is a bit different because you get to add on different websites in there as well. And so let's say that I wanted to find a particular dentist dentist in Seattle. I wanted to find a email address for one of these folks here. One of the websites go on the second page here. Let's say we were trying to sell s CEO. Um is here? Yeah, this guy right here just has a bad title. Okay, let me show you. Okay. This one here, Do they even have it on their website? I mean, we can just literally copy and paste go to here. Excuse me in doing piping the actual domain search and go to search. And OK, most common patterns. First office. OK, so this one isn't showing the email address, but one of the great things. And that's why I showed you the middle tester is this tool. It works really well because it gives you kind of most common pattern. Let me show you here. So whenever you are looking to, like, find the business owners even by addressing this so you can't find it. And you got something like this that pops up when you pull that up again, you can essentially test out the email addresses to find one that it actually pulls up in the mail tester. So I'll walk you through one here. So this one here it shows is that the most common type of pattern here is first name. Okay. At the biter, man. DDS. Okay, so that one would be this one here now it would be like Michelle right here. It would be this one. So let's look back and let's try to find who this dentist is. What is his name? Um, contact us. Okay, so it doesn't even have a There you go, Kevin, Try Kevin and let's go to the middle tester book. Kevin. Should've got be you. Well, actually, Okay, let's go. Here. Go. Boom. Okay, let's try this here. Okay. See? So this one tells us that the email address is not on the server. Let's try a doctor. Um, Dr Kevin. Okay, well, from so as you can see that we gotta play around with this little bit. Let's go back. Um, what is his name, huh? Yeah. So this one would require quite a bit of testing. Um, it says that it was coming pattern, but I won't even go, kevin dot Re. Let's try that. No. Um, yeah. So for whatever reason, this one here, we're not able to pull it up. Yeah, So, unfortunately, 20 years at the no go, we're not able to find that one. So let's see if we can't even find a different one. Because often times you can find a bunch of different emails for through different companies. So let's go. Let's even go to the next one here. So copy this. Let's go back to not Mel Tester here and see what we can pull up in here. Okay, so this is Ah, g. Not really sure who that is. Let's see what this is here is usually the actual doctor. Let me see. Okay, so it's not, huh? Well, who's the doctor? Dr Baker? It's even try something. Here, Let me go over here for Dr Baker and then go here. Copy at foam, huh? Yeah. So I'm pretty sure this one might be here, but for whatever reason, sometimes what's gonna happen is you're gonna have, and you're gonna come to a point where you reach someone like this where services and allow email address verification, which means that they may have some kind of spam filter. They may have some kind of firewall protection. Ah, and so it's not allowing you to get access to that, because what this does is it essentially pings the server to see and to make sure that the actual address is on the server and it's valid. So this is another tool here that I would have to recommend that you use just trying to find different different websites and they're even addresses. I like this in the merrier tool A lot better because you could just go on, lengthen and just look for people's email addresses that way as well. So, uh, let me even go over here. Uh, we go to go here and see this guy's email address is able to get pulled up. Okay, so it shows you that there's no plus one, so that means that there's no email, Okay, But often times will find an email. Now, one also show you any male finder. This is another one to where you can come in here and look for different email addresses. And you can also upload e mails and get them verified to see if they're actually, you know, the right kind of emails. So, um, the ones that I really recommend, honestly, it's gonna be hunter dot io and name area because they are the most, I guess, accurate. From what I've seen because there's a ton of different tools out there I want to be able to share with you. You know, the information and the different types of platforms and Softwares out there to help you find people's emails that are the most accurate. Because I tested I might try them, right? I'm not just trying to tell you from fluff, so let's go. And I want to show you a strategy to be able to find people's email addresses for prospecting. So you have, ah, particular search clear here that we've put in here And this is for we're finding is a lot of even dentists that are kind of old school that make great prospects for marketing Facebook marketing, Google marketing, maybe even Ah, whole new website. A lot of these folks I have found that are even still on your wife, he dot com yellow pages to marketing. So it's just like, Come on, guys, you know? Yeah, you know, it's timeto upgrade. So what were you able to do here is typing dentist at gmail dot com. Got site, lengthen. So here it pulls up email addresses that are on lengthen. Okay. And I think these guys typically have, like, um, they're there in the email. Addresses are on, like their profile. So obviously you want to get away from, like, this one here. Where, uh, where's it at? In Iraq? Here, let me see. Here is this guy even Iraq, because you don't want to put in. Okay, so let's go back and see if you can even put in Seattle, okay? Yep. This one actually was able to give us some more emails. He would put it in quotes, eater or smoke. Scotto? Yep. Here. We have some more emails right here, right here. But let's just go back here and you can play around with this in search for different cities and really get a lot more specific with the search criteria. But I just want to give you an idea of how this works and how we were able to extract the data. So from here we go to control all actually go here. I want to highlight all this copy, and then you go to this site here, which is eel e l dot surf seven dot net got mine. And you're able to put in all of that data on here, okay. And then you go to extract. And so now what this does is it provides you all the clean email addresses here for you to be able to actually still used to prospect. So this is a nice little tool here that allows you to find these email addresses and be able to, you know, reach out to different people. Thanks on that. Now, if you also want to use a different kind of service to find really anybody's email, you can use one of these different. Let me see here, service providers that actually, he's goto data scraper. Okay? And you can actually find people to scrape websites for you or scrape platform. So let's say you wanted to have somebody out there that goes and scrapes. Hey, and you know, listen, I want all of the dentists in Seattle. I want you to pull all their data for me all their emails. You know, all this stuff, they these guys will be able to do that for you. And a lot of this stuff is custom. So this guy here Okay, I provide services for Web scraping, data mining, date extraction from any website or directory. Another place to find. Even the emails are directories. But this guy here looks like he can scrape from any website. Any directory. Ah, wow. This is great. Is I? I may even have toe start using him. I haven't even tried his services. But he has I mean, perfect Score your five point. Oh, fantastic. Okay, so that's another way to go about it is have somebody scraped data for you and they'll put in a nice little spreadsheet. And, you know, you really literally find anybody's email address that way because you have the ability to have this guy scrape these these websites what the local Jewish no create, like these custom codes, these custom bots and Softwares, And it'll kind of going cognito and go on these sites and literally scrape all their data. It's pretty insane, but these guys, I mean, at five bucks, you know, I mean, it's it's just like there's so much valuable information and data that can be pulled s Oh, this is just this quick video here to show you really how you confined really anybody's email address by making sure that if you want to verify that, that addresses good, putting it through here through mill tester and then utilizing tools such as name area, which is been kind of mind bread and butter for a while. I didn't even want it. I was thinking twice about putting it in this video, but that's how much valuable information that I want to provide you guys with because I understand that it could have, Ah, significant impact in your business and your life. And, you know, I want to be able to share that with you. So utilizing Amiriyah for lengthen email verification and then the, uh, male hunter hunter dot io here for finding like websites. Also, you confined that have a little icon up here or the browser. Add on that. I don't really use it that much because I typically I'm going to be going through and finding like, websites that I want email addresses for or using the merrier. And I don't really do that anymore. I have somebody do that for me. But if you're just kind of starting out when you're on a budget highly recommend, um, area and the hunter dot io I think even 100 got out gives you a free free 100 searches or queries or whatever. You can verify the emails there. So that is it for this video here and we're seeing on the next one. Thanks 17. How Setup Your CRM For Lead Tracking: All right. So I'm gonna go over a crm here that I started out using when I first got rolling with my agency here, and it's a free CRM. It's unsightly dot com. It's actually really, really good. They actually have a free account that you can have. I think it's up to Gosh, I think it's like 5000 or 2000 leaves you can put in here so they have their paid plans here than they have free. Now, one of the things that I recommend because I think you're gonna be limited to about 2000 users and leads that you can put in there is that you have your Google sheets, right? And you have, like, your list when you're doing like cold email, right? You have that in there and that you're transferring hot leads that have responded to you that I've had, you know, any kind of interaction with you that said, yes, I'm interested. Tell me more, right. And that's where you would want to move them into the CRM right. But just remember, you're only gonna have about 2500 of the actual records that you can put in their leads you can put in there, so just make sure the only put people into the Sierra Room that you're actually working with us. Faras are in your process, right in your funnel. I'm gonna go ahead and log in, and I'm gonna show you some of the great things that you can do here for what they offer in their free package Here. It's just insane. A Zara's using any other type of serum out there in the marketplace for free. So let's go ahead and jump right in here. So we're here on the dashboard, and as you can see here on the left hand side, we have home tasks, contacts, organizations, leads, opportunities, projects. And this is just for, like, e mails if you want to send emails to hear. But I haven't used this, so I cannot recommend that. But I want to show you just how easy and simple this is here. So we go to tasks, K. This is from when actually first started in my agency Gosh, almost two years ago there, and I want to show you on the great thing here that we can do with this software I see around here So, basically, what you can do is you can set daily tasks in here, right? And essentially whenever you complete it here. So just for example, follow up, right? Follow up. Video analysis. Whenever we're complete with that on the daily task, we just click on that, and we essentially have completed that task. Okay? And here we can see the dates and how we would add a task as we would go to new. Okay, let's say follow up. Okay. Signed to me, let's say we wanted to follow up on Monday the 15th right here. We put some more information, and then we would essentially put here some notes. That's a follow up on last or follow up on email. Okay. And let's go to save so every day, right? It's if you put the date on their right for, you know, today, tomorrow, whatever it's going to show you, you know, when these follow ups are four, right, the exact date. So if you can see here Tuesday, Tuesday, Wednesday, Wednesday, right, Thursday. Um, and then after you're done right, you just literally click on the task, right? It's done, you know. Here we go. Right. This is this is the actual one that's coming up for next week that we just created. So, you know, we essentially mark this task complete here. What? Once we're done here, and so this is essentially where you're gonna put all your daily tasks and you're gonna wake up every morning and you're gonna be able to see Okay, so I need to follow up with so and so I need to follow up with this individual. I need to send out this email. All right. So this is how you're essentially gonna be able to see all your tasks on a daily basis, where you're gonna have all your father whips, right? For all your leads, you're going to see exactly who is in the pipeline. So nothing falls through the cracks, right? I remember for a long time I was doing just kind of Google sheets, right? Google docks to I'll be able to put in Leeds and, you know, figure out where they were in the process. But a lot of the leads were falling in through the cracks, right? But I started using this and a lot of the leads. Actually, you know, we started closing and actually getting some traction because I started to see where everything was. Okay, So very, very important here. So contacts. Okay. Ah, here's are essentially all the contacts within each organization. Okay? And here are the different organization. So how you would go about this is you would add in, Let's say, an organization. Let's say ABC company. Okay, Then we put a phone number. 123 456 79. Okay, let's go to our website dot com. Right? And then if one put the address. Okay, so this is essentially what we would do then is then go to save. OK, so now let's say we wanted to connect an individual as the owner of this business year of this organization. Right? We would go down here, we would go to add new contacts, right? We put in John Doe. Okay. Did say owner. Okay, but it is email address, right? And then we would go to save, okay. And so now we know that this individual is tied to this organization, so let's go to organizations. Is Goto ABC? Okay? ABC Company. All right, So we see now that I own this particular organization right, if you wanna have, You know, multiple people in here and I think the free ones on Lee able to have two people on here within the organization so we can see here. John Doe is the owner. Okay. And then let me just walk you through these sections in here. So history, this is essentially all the different notes that are gonna show up in here that you actually made and did here. We're gonna have any of the emails related to them. Are any people in there as well? Here's the note. So let's say we wanted to put in some notes in here. Let's say consultation call notes. Right. I spoke with John, and it sounds like he is looking to move forward early next week. Okay. And then I had no Okay, So now, right. We can go into this organization at any given time and see what the history is. Okay. Consultation. Call notes. Right. I spoke with John. Sounds like he was looking to move forward the next week. So it's a way to get very, very organized with all your notes. All your information, right? Date created here. We can see who it was created by This is such a great tool here and it's free. I think it's up to 2000 different accounts you can put in here. So it's just huge, huge value here. So let's go back here and I want to show you. So there's no if there's files. If you want to attach them, here's tasks. Let's say we wanted to put in an individual task, right? Just for this organization. That's a follow up on presentation. Okay. And let's say we wanted to have that be on the 16th. Okay, Um and then you follow up on presentation from last week. Okay? Save. All right. So now we have this task in here, right for next week. Now, this is going to show up in our tasks for upcoming for next week. Right? So this is a great way for us to be able to come in here and add organizations right? And then have individuals tied to each organization, right? It's just a great way, As you can see here we have this out. This follow appear now. Follow a presentation right for Wednesday, May 16. So whenever we were to complete this right we would just go to complete tasking. Boom, Right, We would be done. So this is a phenomenal, phenomenal tour here. Highly recommend you sign up for a free account here. So now let's go to Leeds. This is really where if you want to come in here and let's say you have people that you've talked to if you want to add those in here, this would be great as well. Andan, you can tagged in here. So as you can see here, we had some that were attacked that we got through Craigslist through our email campaign through some web design partners that we were working with. So this is where you want to add individual leads. And then once they're like in the actual process where you've spoke to them, they're interested. Maybe you've done a presentation, then you can Adam in as an organization. So this would be the best way for you to put in names in here, right of leads that you're trying to reach out to. Okay. Okay, so this is the opportunities and let me show you. So it's going to edit this opportunity now. One of the great things you can do is once you have an organization right set up and let's say you spoke to them and they have, you know, decided to get on the quality. The book to call you can set up a actual sales process for you with different steps. So the way we had it is you had a discovery form application. We had a video analysis and follow phone close. Okay. And maybe for you. If you want to do like, let's say, three steps, you're when you have the initial phone call booking and then the presentation and then the clothes, Or maybe even where you have a initial phone call, right? Kind of a consultation initial phone call. Then you do a presentation, then you have the close. So it's up to you how this is one of the great things here because you can move this actual organization into different steps. So let's say they are in the video analysis that Bryant and then we go to save Okay, so now they're in the video analysis stage here, okay? And we can move them in and out of the actual stages. Now, as we can see here, this opportunity here has changed from the Discovery Form application to video analysis, right so you can actually go on. There's quite a bit of videos. I don't want to get this video to be too long, but there's quite a bit of videos on YouTube. It can walk you through step by step, how to make a conversion funnel here so you can have different steps and see where everybody is within your fun. Okay, so want to get and give you guys a overview of this software here serum? Because it's free and it's just fantastic. I mean, it's just insane. How many great features here? Now let's go to projects now. Projects here. This is essentially where you would have all projects if you wanted to kind of maintain Here, have this bigger project management. Okay, in here and talk about kind of, let's say, like a Facebook ad project for a client. You click on this and then put in history in here information write notes, you know, currently adding, um, you know, currently setting up account, maybe have, you know, adds been running for a couple weeks, you know, whatever it is, if you're just starting out and you want to make things very simple. I definitely recommend that you use his projects set up in here because it's really easy to convert one of these opportunities into a project. So let's say we were too. It's a convert project, OK? And we would convert this into a Let's say Facebook ads. Okay. And, um, you know, we can put in here. There's a reason for winning. You can we can modify that. So we would convert this into a project now. OK, so it's go to projects. So now you can see. Where is it? That's OK. Here we go. Facebook ads. I would change this. I would edit this. Facebook ads four solar. Okay. Um, three D. Okay, so now we can see this project in here. Facebook ads for Solar three D. We would have all the history of the notes you want to put in here. Let's say, um, you know, five 16 starting Facebook guides campaign. Okay, Got information from client and oh, is ready to go for next week. Start on Tuesday, right? Whatever. Just to make sure that you are on top of things here. Okay, So there you go. So Then when you go into this project now you know exactly what it's about. K, the history here. And then you can see all of the notes in here. Right? Files, right. Any files you want to attach? Milestones, Anything you've done, it's insane. The amount of value and stuff you can do with that that will save you so many headaches. Because I'm telling you, I had so many things fall through the cracks, right? Somebody leads somebody. Opportunities that I was, you know, being in my head against the wall. And finally, when I came across the software, I started using it until I found something else. We use sales flair now that I think it's like 35 $40 a month, but it just has a whole lot more features. But this for just starting out all of the benefits, all the features of this house for you to get started tohave leads toe, you know, work with your Sitaram and work when maybe you say a business partner is going to be a killer deal for you, right? So I just wanted to share this with you. Hopefully you guys can take advantage of this 18. How To Write Emails That Convert: in this video, we're going to go over how to write emails that convert into booked meetings. So our intention is to develop a list, send out an email, right that he mill in a way that really connects, resonates with that individual and then gets them to schedule a call with us so we can find out if there's an opportunity for us to potentially partner together. So I'm gonna walk you through essentially what the copy writers mindset is here. And quite simply, the definition of copyrighting is the art and science of writing words that sell your product or service and convinces prospects and customers to take action. So our goal with writing an email is to get that prospect to respond to our call to action . We want to come across friendly like we're having a conversation like we're looking to find that a little bit more about them and then schedule a call to see if there's an opportunity there, right? So with the copywriters mind set, the goal of the subject line is to get you to read the first sentence, and then the goal of the first sentence is to get you to read the second sentence. So what we're really doing here is we're capturing attention, and then we are essentially leading them towards a destination that we want them to go in an action that we want them to take right now with the subject line. This is the most important part here of your email, because you can have the most beautifully well crafted email. But if you don't have a good enough subject line that invokes curiosity that hits a pain point, provide some sort of benefits, right? Because you have to remember these guys get a ton of emails every single day and you're competing for their attention. You have to have something in their email box that really invokes the curiosity and wants them to open it. I mean, I get a ton of emails every single day, and I get very few foreign in between that are actually well worth my time, where at times I'll even reply back and say, Hey, I really love how you phrase this email very enticing, although we may not be a good fit at this time, but I'm definitely keeping you on my list because I just love how you put together. It is very curiosity based email and how it really got my attention right, and I'll even take bits and pieces of that for my future emailing as well. So, again, the subject line is critically important. You want to be able to get people to open that email so they can open that first line right that first sentence, and then get them to read that second sentence there. So now, with the length of the emails, I like to keep them as short as possible. I typically recommend 123 sentences for shorter emails and 3 to 5 sentences for longer email. So we're gonna walk through Ah, lot of different examples here of the types of e mails were going over some templates. Now let's go over some subject lines here. So here we have four different types of subject lines. A number one Here is the self interest type of subject line. This type of email is very direct, straightforward and speaks to a specific benefit that your customer won't gain from opening the email. So here's an example. Do you have capacity for ex customers at this time? So we're asking a question, and we're implying we have the ability to generate customers, patients, whatever that may be. For that particular business. Number two, which is my favorite here. Curiosity, curiosity will get just about anyone to open an email. It's human nature. You want to have something where it's nice and shorts just like this here, where you have the name and then you have a question. Or you can have, you know, John, Quick question about X or question about extra. Why, right? Whatever that may be that you have a question on. It really gets people to be curious about what you have to say about that. Right? Number three. The offer. This type of email is a direct offer. So here's an example. Do you have capacity for ex customers at this time? Right, So we're just coming across and we're asking him, Hey, do you have capacity? You know, it's a direct offer, pretty much letting them know that we have the ability to generate leads to generate more customers, right, And it's just on them to see if they have that capacity, right? So it's pretty much a straight forward direct offer there. Number four urgency and scarcity. So these are really good when you have sent multiple emails and you have, let's say the third afford the 50 male and you let them know, Hey, this is the lance chance to X or closing the loop or something along those lines where you're letting them know that Hey, this is your last chance to X because in the email you're going tohave. These are the reasons Hey, we can Onley work with 3 to 4 clients at a month because we want to dedicate that time and service, right? We don't take on too many clients each month because we want to make sure that we're providing the best possible service. Right, So these emails are really good, but they work better towards the third, the fourth, the fifth email when you've already sent multiple emails initially. So then we have number five here, which is the news. This is really good here because you can really personalize your e mails and we're gonna walk through a lot of the different personalization strategies here. But when you Kenbrell up something about their business or maybe their industry, it really gets them to be curious. about what, exactly? You have an email so mentioning something new in their fields such as, Hey, did you know that? Or do you know that X, Y and Z just happened in your industry? I wanted to make sure that you are aware and how this is affecting X Y and Z number six social proof. This is a huge, huge one here as well, because you are mentioning that you got X type the results for somebody else and they're happy and they provided you a testimonial. And then you're looking to see if that particular business would also like to get the same results that you know you got for your other client, right? That case study, an example here is how John was able to x or why, right? And maybe you're reaching out to a particular company and letting them know Hey, how X y z company or how Steve was able to get X y Z Growth or X y Z customers, you know, whatever. That may be right. But with social proof, this is such a huge deal here because you no longer, you know, doing a direct offer you no longer doing anything as faras, any kind of self interest type of email. This is all about the customer and you're actually showing them results, right? Because a lot of people nowadays, especially in the online world, will talk a big game. We'll talk about this. Hey, I can get you this many leads I can get. You know, this many customers, all this stuff, right? But very few have case studies and real live work that they can show that they've done for previous clients customers that they can show their actual potential prospects. Right? So you can show and you can say, Hey, we've provided X y Z result for X Y Z customer client. How would you like to have the similar results? Right. So social proof, How do you recommend this one as well? Number seven here story. This is where you're telling a story, teasing at the beginning of one really, really powerful because it comes back into the curiosity element there, and you're really getting them to become curious about what exactly this story is about. So here's an example. It all started when I was five years old. Just think about receiving that particular subject line that particular email, right? You would be very curious. Toe. Wanna know what is in that email? And stories are how we can connect with people, right? Because if you're just telling people stuff and you're just, you know, talking at them, that's one thing. And being able to tell a story how you went through struggle emotionally, how you went through all these different hurdles and challenges and how you overcame those right. That's what people can connect with. And that's what's really important when you're telling the story, right? So these are the most common subject lines here that I highly recommend. You utilize Indy seven different categories. So now let's go over the top subject lines. Here are 23 subject lines that you can use for all your emails, and we can see here Number one is question about goal, right? Maybe they I have written an article or they got some PR somewhere talking about. They wanted to grow their business. They're looking to expand whatever that may be. Right Number two, mutual connection. So this is where you reached out? Maybe two a C level execs, and they referred you back to the director of the manager. You can use that email here is well and then high name question. These are one of the best email subject lines here because it's, you know, talking to them directly. You're stating their name and then you're asking the question. That question can be about anything and everything, so that curiosity plays a huge factor there, hoping to help just a simple Hey, I'm hoping to help maybe increase your business, whatever that maybe those can typically be read as a marketing type of email. So I would be careful with those hoping you can help these a really good for reaching out to the top layer individual. So the sea level folks, if you're going after the VP's, the VP's for If you're going after managers and directors, then we have number six Year a benefit for Prospects company. So here, just pretty much stating a benefit that you can provide for X y Z company and then X tips ideas for pain points. So this is where you have researched pain point for your particular market. You know that they struggle, let's say to get more customers on and then you provide five tips or whatever for that particular pain point Number eight here we have idea for topic the prospect cares about. This is another thing. Where we have researched the pain points may be a challenge may be an opportunity for that business, and we're stating that in there Number nine I found you through. And then we consider referral there. Maybe we contacted again a C level execs or somebody above the line, and we have used them as a referral to contact them and reach out Number 10. We have a fact and common whatever fact that maybe let's say you guys went to the same school. Let's that you guys have similar connections on link. Then whatever that Maybe you want to find something, you know, common mutual ground there. Number 11 here. Prospect. I thought you might like this. So this is really good as well because you're playing into curiosity. You're stating their name and you're letting them know that you thought that they might like this and that can be pretty much anything, right? So, again, these kind of humans with curiosity elements, are the best here, and the number 12 do not open this email. Unless this one is kind of on the fence there, I would test this. I mean, we've gotten pretty good results with using emails like these, but it's definitely on the line there on the border line, as far as it being kind of spammy and people actually opening the email. So the number 13 here, I can schedule two days next week to make the start, which are best for you. So that's really more of a subject line to be used when you've gone through the sales process and you're looking to get them to actually start up and get moving towards starting the project, right? And then at number 14 this is an email subject line that I use that works extremely well because it lets them know, Hey, what's going on? So basically, let's walk through this one here. So closing the loop, This is something that I use where we've gone through the cells process. There's multiple people involved in the sales process, okay? And they all need to get together and discuss the deal right. The whole project after I haven't heard back for a week or two after I mentioned to them that. Hey, I would reach out. So in this particular email, I'll pretty much say like, Hey, I haven't heard back from you and I haven't heard back regarding our last discussion about X, y and Z. I'm going to assume that you've gone in a different direction or your priorities have changed. Let me know if we can be of assistance in the future, and I'll get a lot of emails back saying, Hey, one, we're actually still in discussions. We have not, you know, put this to the side were actually very still interested in moving forward. We just got a knock down a few things within here. You know, our team internally, right? So that's a good way to make sure that you know you're still in the loop in the deal and that if they have moved on and their priorities have changed that, you'll get, you know, the actual notice, right. They'll tell you, you know what? The deal is there. So number 15 here Did you know about this topic of interest? So here's another one where you can personalize this. Maybe research something about their industry, their business, Maybe they were featured in some PR, whatever that may be. Number 16 here. Ah, unique sales advantage over your competition. Now this one is a little bit more kind of direct can be considered quote unquote as spam and spam is really in the eye of the beholder. Right? So where you and I can look at an email and say This is spam But then somebody else can look at any male and say No, I don't agree. That's not spam. And this over here is family. So spam is really all on. You know how you look at it and your frame of mind, right? Because it's just a matter of opinion, right? So when we look at this one here again, it is a little bit more direct, and you are essentially going to be taken as somebody who's pitching your product or service. But I definitely is something that I would recommend you test and see how it works for you . Ah, lot of these are going to depend on your industry as well. So let's look at number 17 here looking for active and healthy businesses. So this is another great one here because what business out there is not going to consider themselves as active and healthy, right? So highly recommend you test that out as well. Number 18 here. Hi, John. I noticed a key issue problem. Whatever that may be, piece of code is missing on your website or on X, whatever that may be. So this is really good for if you've actually gone to the website and you've noticed, like, let's say they don't have a Facebook pixel there if you're doing marketing or they don't have, like, a proper CEO code or they have issues with their actual website s CEO optimization right, They don't have the proper headline of proper title tags proper. You know, keywords in there, right? So whatever it is that you found out that they're missing on their website is what you can use their the number 19 your sales could suffer if you don't do this again. This is again straightforward. It's direct. It's letting them know that you are most likely pitching them, so it may be less of an open rate. But you'll get a lot more people that are serious about actually increasing their sales and what they can do to prevent from actually losing business, right? Losing sales number 20 here. Something of interest. This could be anything. So again, playing into the curiosity element there, Number 21. Are you familiar with this? Another curiosity deal here where this could be Anything here, Right? And so you're getting them to at least open the email and see what you have to say 22 again . What do you think? You know. What do you think about anything, right? It can be the news that could be the market, the industry news, whatever it is that you dug up or that may be of interest to them, Number 23 here. Is this normal, right? And this could be anything. So again, the questions, the ones that have the curiosity elements are going to be the best. Because it's just human nature for people to want to open up emails that have something of interest that you know they don't know about or could potentially have an impact in their business. So that's gonna be here for this video, and we'll see you on the next one 19. Cold Email Personalization Strategies : in this video, we're going to talk about email. Personalization. Now this is going to be by far one of your best ways to get actual meetings booked because what you're doing is you're personalizing things so that they actually get the first individual's name that you're trying to actually contact right in the email in the subject line more often than not. And then you're also researching a little bit about the company so that you can state something that you found that you notice that you were researching on a website and you found out that they have, you know, X Y z initiative or that they're hiring or that they were featured and, you know, whatever it is that they were featured in a Sfar as a PR public relations type of website. So this is the best way here for you to be able to really get a connection, really start a conversation with an individual because they're going to see you as a difference maker, right, because you're not just like everybody else who just pitching them or just trying to position yourself, you know, as somebody who can sell them X y Z service you're actually having a conversation with them and you're coming across as if you're just, you know, trying to see if there may be an opportunity here. But we do this by personalizing. Ah, couple sentences here. So let me go ahead and show you how we're going to go about doing this. So as I mentioned the email, personalization is the best way to stand out from your competitors, right? Everybody else is sending a can you take on more lead taking. You do all this stuff, right? And you're not really asking a question. And you're not being personal like you're having a conversation with somebody, right? So this is an email here. That is really about curiosity number. One reason why people read an email is because they have their name in there. Right? You have their name. Hey, John. Hey, Chris. Hey, Steve. Whatever. That may be right. So if you're sending me emails without having that actual individuals name, then I'm sure you can look at the results and see that you're not getting very many opens because you want to come across like you almost know this person, and they can feel that sense of Hey, this is like a friend that knows me. They know my name, They know something about me. So it's more personal, right? And one of the key things here is that people I love to feel a sense of significance, okay, and important. So the more that you can mention Hey, I noticed that you wrote x y Z article on Forbes. Or, you know, you were featured on X y Z article on Forbes. Whatever that may be, right, once you can make them feel a sense of significance importance, right? And you're giving them You know that out of boy, that kudos that will make them feel that you guys are connected, right? There's that report that is being built over an email. So when you're personalizing your typically doing it in 2 to 3 different areas So the 1st 1 here is most importantly in the headline where you are stating, you know something that you found about their particular business, and then the 2nd 1 is the first line, okay, and then the 3rd 1 is the PS, which is optional, but it keeps it conversational, and it's asking the question and it kind of removes the whole ah frame of mind that it's a pitch right that's coming across as a pitch, and I'm gonna show you some examples here. So researching personalization. So what I recommend is that for every type of email it you're going to be doing personalization on that. You spend 2 to 10 minutes max viewing their social media profiles website, literally typing into Google News or information on X y Z Company X y Z industry. Go to Arlington. Profile right? Find something that you can use as a personalization doesn't have to do something big simply something that makes you stand out and lets them know that you're not like everybody else and you actually research them. And then you're giving them a sense of importance. Right? Significance. So I recommend that you just literally go onto Google, go on to all these different places and research those decision makers about their company about themselves, about a project that worked on whatever that may be, as long as you're really personalizing the email there. So there's three different personalization strategies that we're going to cover here. So the number one, it's the research corporate news. So This is where you're researching on Google about X y z company, or maybe about the individual and just literally doing a Google search train. And your headline can be, Hey, John saw that X y Z recently did. Why, or x right? Maybe they wrote an article or they merge with another company. Or they have a new product that they're releasing, whatever that may be, Right. And then the first line. Hey, John saw X Y Z recently did X. That must be helping you with X, y and Z, right? And then the PS line. How is X Y z working for you? So the PS line is optional, but you were asking them a question about what it is that they recently did. Accomplished on may be a new product that they release, whatever that may be. Right, So personalization strategy Number two. This is where you research. Maybe a news publication cites a press release. Maybe on Forbes. You know, Fox News, whatever that may be as faras a particular news release platform that you found information about that company or about that individual. Here's a good headline. Hey, John saw that you were recently published on Fortune or four. So whatever Huffington Post, you know, whatever that may be. The first line Hey, John, So that you were recently published on Fortune sounds like your X, y and Z. You know, it could be that they're growing that they're expanding, that they recently released a product. Whatever that may be again, right? You want to go in research and find something that you can put in there that is relevant to that individual or that company PS line. Here again, it's optional. But here is asking the question where you're asking them how it feels right? How does it feel to be published on such a premiere News Publications site such as Fortune or Forbes? Right, cause those are the big boys, the big players, that it definitely would be an honor to be, you know, actually featured on, right? So you want to ask them how that makes them feel, because then you really, you know, building that report even deeper And this is all done through an email to the power of cold email marketing. So number three here you have the headline where you're saying, Hey, John, quick question about X Y Z business. This is just a simple question. Curiosity or you mentioning that you saw them on X y Z website and you had a question about whatever that may be right, and then this is more generic. Here you have a PS line, Howard things going for you and cute too, you know, depending on the size of the company, it may be a little bit too personal, but you're gonna make it a little bit more vague and more broad as far as the question there and then using the PS right? I mentioned this is optional, but it makes them want to answer it right. It makes it more like a conversation like we're just having a normal conversation here. There's no pitching, there's no selling. There's just Hey, we're just having a chat here via email. And then it's best in the form of a question so that it gets them to answer. I mean, just think about if you know somebody was sent the email. Hey, I noticed that you were featured on Forbes, and then you have a PS line. How does it feel to be published on such a premier news publication? such as Forbes, you know you're going toe, want toe, respond to that right? Because it's a big deal. And so it shows that human elements that, you know, we're really looking to find out how that has made them feel that sense of importance and significance by being featured on that particular website. So that's gonna be here for this video on the email personalization, and we'll see you on the next one. 20. Email Guidelines To Follow : In this video, we're gonna go over the e-mail guidelines. So let's go right ahead and jump into this. So this is what you're going to typically want to have when you're doing cold email, you want to have an email address that is at your domain. You want to make sure that you're not sending from a Gmail, from a Yahoo because it doesn't look professional and really kills your credibility. You want to have something as simple as this here. You want to have your name here, your title, the company, your office number, and then your location in your email, and then your Skype if you want to have it there. And if you're actually featured in some sort of news publication, we were featured on Huffington Post. So we're using that as that credibility, that social proof, right? And so if you have that, you can use that and it definitely adds to the credibility and authority when you're emailing with that on your email there. So we've gone through a bunch of different strategies with e-mail and e-mail personalization. But just always keeping in mind that it's never about you. It's never about, hey, my company does this. Hey, we're the best in the world. Hey, we have the best product that's ever lived, that's ever been invented. It does all these different things, blah, blah, blah. Nobody cares about that. All they care about is what is in it for them. Here's a really good example here, just a plain simple example. The wrong way to go about it. Hi, my name is Juan. I own a marketing agency. We do PBC SEO, all this stuff, and what that means for you as well, logo, all this stuff, right. You do not want that. You want to be able to have right out of the gate, something that is talking to them. Here's the right way. We have a unique method. I can double your sales. That is talking to them. You have not mentioned anything about your company, all this stuff. So you're implying with that statement that you have a methodology to generate more leads and sales. That's the key thing here. Most of your communication should be as a presupposition or where you are implying, right, where it's already known. So when you're saying that you have unique method that can double your sales, you are already implying you're presupposing that you can generate more leads and sales, that you have a unique method, right? And then you have a marketing agency or your marketing consultants. You don't need to tell him that stuff because it has nothing to do with them. They don't care that you're a marketing agency, that you are a marketing consultant. They care what is in it for them, right? And another thing here I recommend is being artfully vague. You do not want to give your prospect any specifics to the point where it's going to turn them off, right? A lot of times we're going to go over different responses for emails on different objections that they may have. But just a good example here of being artfully vague. We have an automated lead generation system that sends qualified leads directly to your inbox. When somebody comes back and says, Hey, what do you guys do? How does it work? Right? Nice and simple like that. You can explain the details of how it works on your discovery call or your presentation call, right? Because at the end of the day, what you're trying to do here is position yourself as a consultant. And where you are figuring out, finding out information just like a doctor. And you're then being able to take that information and then prescribe them the right medication, the right type of service. Right. But you never want to give them a details or else there's no reason for them to learn more about it or they can just make a decision without fully understanding. One of the things that I've told people is when they asked me for a price, when they asked me for a price right out of the gate. And it may be an iffy deal where they may seem like a kind of a pain the neck kind of client or customer. So I'll respond with something like this. So hey John, I really appreciate you asking for the price. Here's the thing. I'd be doing you a disservice if I gave you the price without you fully understanding the value of our service, the value that we actually provide. And so what you're saying, there is a 100% true if you give somebody a price of $5 thousand, right? And you tell them that it's for marketing or for new-generation, they're going to tie that price to marketing lead generation. And they're not even going to fully know the full extent and the value of that service, right? So that's why the pricing needs to be discussed when they fully have seen the value that your actual service provides and where they can attach that price point to all the value that you have in your product or service, right? Because when you talk about marketing or doing consulting, you want to have things laid out line by line. Hey, we're gonna be doing this. We're gonna be doing that, all these different things. So you make it sound, it look like it's this huge deal which oftentimes it is, right? But they can really see the value in that because it's all these things you're doing. You're not just doing marketing, you're not just doing legion, right? There's all these different steps, automation, Zapier integration, automation to your email, right? All these different things that are kind of just implied. But in order for you to really attach that value to that price, you want to be able to list things out specifically, and that's what happens in your discovery call. And most often than not, in your presentation color. Now, I recommend not having any type of calendar links in there. I've tested this numerous times. When you send a calendar link, the very first email, people will get turned off because you're just pushing, right? It's like asking somebody to go to bed with you. The moment that they meet you. Like the very first 510 minutes, you have to get to know people. So what I typically do is I will reach out. And when they come back and they say, Hey, I'm interested in having a call. I want to learn more. Okay, great. I will then send over a couple of dates or times that work for me. Or I'll say, hey, let me know what times work best for you within these time-frames or if it works better for you. And you'd like to schedule a call that works best for you. Here's my calendar link so you can schedule the call that may be the best for you as far as your availability. So making sure that you do not send calendar links to people right out of the gate and looking at who you're talking to, right? I mean, if you're talking to the CEO of a company that does 1015, twenty million, fifty million. You don't want to send them a calendar invite because those folks don't play with calendar invites, you want to be able to go back and forth and figure out, hey, what is a good time? So you've got to be cognizant of who you're actually speaking with. So another thing here, no attachments, do not send any attachments or images. It can reduce your delivery rate and your prospect doesn't care about your company. Any kind of white papers, brochures, right? Nobody cares about that. Again, we are all selfish as human beings. And all we care about is what is in it for us. Okay? So that's gonna be here for this video and we'll see you on the next one. 21. Best Questions To Ask With Emails: In this video, we're going to go over the best questions to ask in your e-mails. So let's go right ahead and jump into this here. And the best questions to start with our, with how, what do you, where have you? So just thinking about all of these here. How do you go about doing X or what is the process for signing on new customers? What is your process for taking on referrals? Do you have capacity for more business? More clients, more customers, more patients? Where are you in your business currently? Where are you looking to get to the next whatever? Q1q2. Where are you currently sourcing your leads from? Where are you currently sourcing XYZ supplies from whatever that may be. Have you ever thought about X? Have you ever thought about outsourcing or generating more opportunities through an automated allegiance system, whatever that may be. The great thing about asking these types of questions here is that you can use it to qualify your prospects if you're pitching, let's say lead generation to a dentist. For Invisalign, you could ask them, Hey Mike, do you have any openings or more openings for Invisalign patients this month, then you can reply with an angle to pitch them on how you can get them more. Invisalign leads, right? But you're just kinda gauging to see if they have that capacity or openings right, available. And then if you're trying to sell a new spice blend to, let's say, a Mexican restaurant. You could ask them, Hey, Steve, where do you source the ****** from currently in your dishes? Or if you're trying to sell some website design or website developments, you can say, Hey, John, Very nice website. I'm curious who build it for you or how long ago did you build your website? Whatever that may be, right. But you're asking them a question about whatever it is you're trying to find out their product or service, their method. And you want to stay away from questions that are too specific or too personal. You don't want to ask them, how much money do you make? How many employees do you have? How many clients that you have, right? You want to be kind of open-ended here and you want to make it sound like you're just having a conversation. This is the key thing here that I want you to come away with in this entire course with the cold emails strategy, is you want to be having a normal conversation with people, right? Back-and-forth questions. It's like a text message, it's like a chat. You're just having a normal human conversation with people. Alright, so these are the best questions to ask that's gonna be here, but this video, and we'll see you on the next one. 22. Good Prospect vs Bad Prospect: in this video. We're going to go over what a good prospect versus a bad prospect Looks like. So let's go right ahead and jump into this. I want to share with you now a bad prospect what a bad prospect looks like. And I crossed off the company name the actual individual to protect their information to protect their privacy. But this is an email here from what a bad prospect looks like. Okay, so basically in this situation, I send them an email, right? And I let them know. Hey, I'm curious. Do you have capacity for additional listings? This is for the real estate market, okay? And they responded back with something where they're trying to take complete control of the entire sales process. Maybe this person has been taking advantage of, you know, previously. Maybe somebody came in as a marketing agency and didn't really know what they were doing, which is, unfortunately, what is happening now in today's day and age with a lot of companies, because the low barrier of entry to start a marketing agency right, as long as you can, you know, pick up the phone or send an email. I mean, you can quote unquote. So you're an agency. And a lot of times people like these kind of no smaller businesses we'll get taken advantage of, and they'll get a bad taste in their mouth. And so they come across a very direct and kind of rude. So let me walk through this email here. So they came back and said, Yes, I'm a bottom line kind of gal. So please tell me all of the costs, the commitment, the number of leads Are you giving these leads to somebody else? How are you getting these leads? Send me your references. Right. Hold this stuff here. Right. And here's the deal, right. This puts them in the position of the Alfa like, Hey, this is what I want to know. This is all this stuff. Give me references when you still haven't even found out If there even a good fit for you, right? It may be that you don't like their Selves Process. It may be that they have a lot of holes and, you know, they come in with this kind of attitude. Is not somebody you wanna work with, right? Because when you are running your business right. You want to be in control. You want to be the Alfa right in any kind of cells conversation? Because admitted that you stop asking questions and being the listener, right? The admitted that you stop actually becoming that consultant. That's when they come over and they take over the conversation and they start asking the questions. They start dictating the direction when you need to be in control. This person here, I didn't even respond back to them, right, Because they want to know three references. They wanted all this stuff, right? And this is another thing here where I could say $5.10 dollars, $20.10,000 dollars. But if they don't fully understand the value of my services here, right, then any price to them is going to be expensive, right? So it's important to differentiate and understand. What is it that you know makes a bad prospect versus a good prospect, right? And I'm gonna show you some ways to respond to people that, you know, come across where they're kind of borderline. They're not really being rude, but they are curious to know a little bit more about you. And I'm gonna show you how to properly respond to those people in another video. But And this one here, I'm just sharing with you what a bad prospect looks like and what a good prospect looks like. So here's a good prospect. Same email. Same thing. Now this individual came back like this one. I wrote you back a couple of days ago. Did you not get my email? Yes, I do have capacity for additional listings, and I do work them properly with the sellers in mind and negotiating a good deal win win. So as you notice this individuals almost pitching himself to me and telling me that Hey, you know I actually can do this. I do this to make sure that the deals are closed and it's a win win. So the frame has shifted right there selling me. And this is the kind of prospects the clients you wanna work with ones that are open minded are curious to learn more, are almost trying to position themselves and sell themselves to you, right? And so this one said I have been a broker since 1993 took some years off to be on the developments and building side of real estate and now would like to focus on the brokerage again. So he talked about getting back to him via phone or email. So this is the kind of responses that you want to get and you wanna work with, because this is your business. If you want a marketing agency, maybe a software company, whatever that may be right. This is your business, and you get a running the way you want to. When I first started my business while back, I mean, I was at the mercy of my prospects. I would have phone calls all day long. I would have people calling me at different times asking me to do all this stuff, you know, over what we had agreed upon. And it wasn't until I decided You know what? These are the kind of clients that I want to work with. This is what I'm not going to put up with. This is just what is a complete no right. It's just I don't accept this right. And once you start setting boundaries, that's going to be the difference maker for you and your business, because it doesn't matter that somebody's paying you 345 grand a month when the client is a total pain in the neck, right? Money, it isn't worth it that much, right to go through all that pain headache and have somebody paying you. Yeah, a good amount, because you want to work with clients that you wanna work with that are, you know, actually understanding that are respectful rank. And they understand that you have boundaries, right? So I just wanted to walk you through what a good and bad prospect looks like. So that's going to be here for this video, and we'll see you on the next one. 23. Best Email Responses: in this video, we're gonna go over the best email responses that winking used to respond to people when they have shown interest. When they're interested in learning more when they have some kind of objection, whatever that maybe I'm gonna show you how we go about responding to them on the most effective manner possible. So let's go ahead and jump into this year. So let's say that they're interested in learning more. They want to get to that next step. They want to learn more about you than one. Hop on a call. I like to respond with something like this. Hey, John. Nice to virtually meet you. What is a good time for us to connect this week? Let me know what dates times will work best for you. Or sometimes I'll put in a couple of times in their ah, lot of times these folks will be either on the West Coast or East Coast. So you got to play with the times there. Sometimes it will be eastern time, central time, whatever that may be. Right. So you got to keep that in mind when you're actually sending out times that you have better available So when somebody comes back and says, Hey, how does it work? You know, I'm interested, you know, obviously when somebody comes back and they may not say specifically Hey, I'm interested in learning more, but they may come back and say, How does it work? What's the pricing? All this stuff, right? I say Nice. Virtually meet you. We've helped businesses like yours increase sales through advanced digital marketing strategies are typical. Clients is an active and healthy business that wants to increase the bottom line. When is a good time for us to connect this week. So I want you to look at this here and really dissect this because one of the biggest things here is that I'm not asking for permission. I am presupposing everything. I'm presupposing that they want to grow their business right and that they want to increase your bottom line. I'm presupposing that they are an active and healthy business because what business doesn't want to get, you know, categorized and doesn't see themselves as an active and healthy business right? That's a huge deal there. It's an Eagle playwright because every business out there wants to see themselves as an active and healthy business. That's why I always Presuppose that that's what they are. That's how they characterize themselves. And then I asked them, Win is a good time for us to connect this week, right? So that's the email responses there that I like to use for. I'm interested in learning more. And how does it work? And you obviously want to be able to change this around for your particular niche. Your particular industry, right? Whatever it is that you're actually providing, you want to make it so that you can help them identify with a you know, whatever type of business that you know for a fact that they're going to identify with, because again, the active and healthy business, every single business for the most part right is going toe. Identify with that. Nobody's going to tell themselves or say my business is not active and healthy. So figure out. Find out what sort of statement there you can use that it's gonna playing into the ego of your particular customer. Now here's a really good example of when somebody says, Hey, send me over a proposal brochure, pricing references. All this stuff right the best way to respond to this is to put the ball back in your court and position yourself as the Alfa. So let's take a look at this email here that I sent to a business owner on, and I mentioned to them, Hey, do you have capacity for more security projects? And so this individual said one, I'm interested in learning more about how your company can help us acquire more security projects. Can you send me more information on the process? Cost terms? Some references rank from clients explaining the benefit that they realize from working with your company. I visited your website, and I like to learn more. So this person here is trying to take the opposition. They're trying to say, Hey, you know, I'm interested in there any more, but send me this and meet all this other stuff. Give me the price, all these different things right when we haven't even found out. If there's an opportunity here for us to work together, right, that's the biggest thing here. Always look at yourself and think of yourself as a consultant, as a doctor. As a physician, you're looking to, you know, ask questions. Find out, have a discovery call if it makes sense to move to the next step and then prescribe X y Z solution to you. Right to look at how we responded here. Hi, Richard. Thanks for the follow up. I can sing you all of that information. However, I don't know yet. If we would be a good fit to work together. Are pricing is custom and specific to each individual business. If you're open minded, when is a good time for a call this week or next, where we can learn more about each other's businesses and find out if we would be a good fit to work together. Now, this is a total mind shift here. Right they went from Hey, send me this Semi references something. You're all this stuff, Frank. Toe where I completely shifted the power. Control it right, the power frame where I said no. Listen, I can sing all of that, But first we have to get on the call so that I can find out more about your business. You can find out more about my business and then weaken, Then come to the realization if it makes sense for us to actually partner move onto the next step, right? And so then you can see here, he responded. One you can call me tomorrow morning or Thursday, 80 n I'll give you 30 minutes to discuss this matter with at work, right? And so he's still trying to take the power position. But again, this is where you know, I completely shifted the control of the call. The entire discovery meeting the entire, you know, email everything right? And once we go through the discovery scripts and one of the other videos, you'll see and notice how from the very beginning of the call, we position ourselves as the Alfa as the person in control and were directing the conversation so that it goes down to where we wanted to go and not where they wanted to go . Okay, so that's gonna be here for this video and we'll see you on the next one next 24. Cold Email Templates That Generate Results : in this video, we're going to walk through 13 cold email templates that you can use to start generating boats appointments. Now, obviously, you want to look at these emails, these templates here as kind of baseline frameworks that you can use to craft your own emails based on your industry. Your niche, right? Whatever offering that you're actually providing. So the 1st 1 here is the bandage formula. So this one starts with Hey, John, I noticed that your site currently isn't running a solution. Whatever that may be, which typically increases convergence by whatever percent, implementing a solution like this is actually something that we help companies with like yours all the time. If you have a few moments next week, I'd love to connect so we can talk about getting this taking care of best, right? Nice and simple. There. You're typically stating that you notice that they don't have Let's say, Ah, Facebook pixel. They don't have their S e O on sites that are properly. Don't have key words. I don't have the proper meta tags. They don't have the proper, you know, title for their website for their heading. Any of those things that maybe around your product or service. You want to let them know that they're missing it and what it can do to help them, you know, actually get that particular item product, whatever that may be fixed or added onto their business or their website. Right? So it's the problem, the solution. And then you help people just like them fix that solution. Let's have a quick chat. Okay, so the proven system here Hey, John, I specialize in helping successful security businesses like yours increased their bottom line through advanced digital marketing strategies. If your sales over the past few months having yet met your expectations, this might be the most important email that you come across. We have a proven system that can increase your revenue and his little as X days or Xa weeks , whatever that may be. But make sure that you have something that you're can actually back up, right, that you have information. You have a case that you have something that shows how you've been able to do that in the past, right? When do you have a few moments to discuss Number three the unique way? Hey, John, hoping to reach the person that looks after whatever area at the company. We have a unique way to make sure that you get the best whatever benefit, whatever solution and the fastest, easiest, most profitable time, right? Whatever that may be, were the first full service X y Z company that gives you extra manage with exciting stage and through the X process. Right. So this is something where you have a solution and you're stating what it does all the different. You know, unique mechanisms in their unique points. Your USP This means that you get X y z whatever benefit that you're providing right when you have 10 minutes for a chat in the next few days. So this is where you're stating a benefit that you provide and you may not be reaching the right person. You may go above a level, right? Hit the VP hit the director hit the C level execs so that they can point you in the right direction. And oftentimes, when you can state a benefit like this in an outcome that you're generating, that's what a lot of these folks the sea level folks in the higher management care about they care about any result, right? So number four here, appropriate person. Hey, John. I'm writing in hopes of finding the appropriate person who handles customer experience or whatever that may be right that you're looking to find. I also wrote to wherever colleagues that they may have 12 and three in that pursuit. If it makes sense to talk, let me know how your calendar looks. Our company helps Whatever. Right? You're providing the benefit, the outcome that you provide. And then you're stating all the different points in their right how you get to that end result. And then you're stating, Hey, if you're the appropriate person to discuss this with when do you have availability for a quick introduction call, right? If not, who do you recommend I speak with? I talked to, right? So number five here. Inconsistencies. So this is the subject line name? I found inconsistencies concerning your website. This is very general and very broad, but it definitely gets a lot of responses. You know, you can say, Hey, John, I wanted to personally reach out to you and share with you a few inconsistencies I found on business name website that are likely causing you to lose sales opportunities. When do you have 10 minutes available to speak on the phone about these inconsistencies. Now, this works really great for like, s e O for like, maybe site security where you let them know that maybe they're WordPress or that there s e O is missing some important keywords. Some important key optimization factors, right? Whatever. That maybe you're letting them know that they're missing it. And oftentimes, what have been able to do is literally find anything, right? It could be that their home page doesn't have a contact us form. Their home page doesn't have the proper kind of, you know, text or message, whatever that may be, right. It's just the fact that you're being very broad. You're being very vague, right? Artfully vague. So you're letting them know that you found something and that you want to tell him over the phone? Okay. Number six year. You want to increase the bottom line. So here's a subject line name. I will increase business name. Bottom line. Hey, John. My name is whatever your name is, and I specialize in helping niche market in whatever city or maybe whatever state or whatever in this through whatever that may be, right. Increase their bottom line by getting more customers, clients, whatever that may be. Right, that end result that end outcome that you provide. When do you have 10 minutes to visit? Over the phone. Number seven capacity. Hey, John, do you currently have capacity for additional products? Customers, clients, patients, whatever. That may be nice and short there. Okay, Number eight. Ah, subject line. Unique idea. High first name. I have an idea. I can explain in just 10 minutes that will whatever result that you're providing at X company, right? X y z company, I recently uses idea toe help ex client in our industry in your industry, right. Achieve x y Z outcome. Now you have to have a case study here where you can show the quantifiable results, right? And then the first name win would be a convenient time to schedule 10 minute call so I can share with do this idea now. Notice how on all of these emails here I'm never ever asking for permission. I'm presupposing that they're interested. I'm saying when? What time? What date? When is a good time to connect, right? all of these different questions that Presuppose they're interested and then closing the loop. This is good when you haven't heard back from a project may be something that you set up where they were interested, and it kind of fell off the, You know, the board there, and now you are trying to pick it back up. It's been a while. They told you they were going to follow up with you in a week, two weeks, whatever that may be, and they just haven't followed up. So you want to make sure if it's a done deal, let's get it set up to get rolled in. If it's not, then, you know, let me know, right? So it's high. Thomas. I haven't heard back regarding our last conversation. It could be about moving forward about starting the project X y Z. I'm going to assume you've gone in a different direction or your priorities have changed. Let me know if we could be of assistance in the future. Thanks. I'd say about 80 to 90% of the times that I send this email. I'll get a response if that particular business is professional. If they're courteous, they'll at least reply back and say, Hey, you know what? At this time, we have decided to go in a different direction, at least you know? Right. So number 10 the break up and this is similar to closing the loop, but it's framed a bit differently. So subject line, Maybe this isn't for you. I'm sure you have thousands of things to do. My intent is not to be a pain. I'm going to assume, as I haven't heard from you, that you're not open to connecting at this time to discuss whatever key benefits for your company. This could be where you're sending your emails on the fourth of 50 male and you've stated in all those different emails Hey, I can increase your bottom line. I can generate more leads, more sales, whatever That may be, right. If I am mistaken and you're open to connect for a brief conversation sometime in the near future, send me a quick email or give me a call. I that could just have it sent me a quick email, But you can put your phone number in there if you want to answer and take calls. Either way, I wish you the best, right? So it's a very friendly way to say, Hey, listen, maybe this isn't for you. You maybe you're not interested in getting to that next level, increasing your bottom line. Hey, no problem. No big deal. But if you are, here's what you could do to contact me so you can learn more. Right? Number 11 here. Referral email. So name I was given your name. That's the subject line. And then it's I was given your name as the best person to speak with X y Z company regarding who is responsible for recruiting HR whatever by contact to give the referral. Now this is typically where you want to utilize and leverage right the higher ups. If you're going after the VP's email the sea level, folks, right? If you're emailing, the managers email the directors right, and so that's how you can get that leverage to use in these kind of emails because you can forward the email, write what the response from the actual war VP from the sea level folk rank, and that individual is typically going to respond because if they're getting an email from their boss there, most likely going to respond, right? And then you're asking for a quick call to explore if there may be a fit between your two organizations. Number 12 year short. Sweet name. I was given your name. Hi, Jill or hey, Jill, My name is John Smith. I help manufacturing companies like yours reduce costs through outsourcing. And that's gonna be different. Obviously, for you, Your business, your niche. I helped X y Z companies accomplished X y Z goal through your unique mechanism by utilizing X y z method right methodology, whatever that may be. Let me know if you would like to set up a phone strategy session in the next week or how you can lower your costs of your new location, whatever it is that you are mentioning that you're going to provide right and the number 13 the results based where it's just. Hey, name question. Hey, John. I came across your company while at X. My name is Juan X Y Z business. And just like how I contacted you, I can create leads on demand with personalized emails just like this. We've helped businesses just like yours generate between 10 to 20 leads per week. and they love to show you how we can do it. I love the schedule. A quick call. Now, when you're making these kind of claims, you want tohave proof you want tohave case studies something that can show you that you are a credible, that you're backing up your claims because anybody and everybody can make all sorts of claims. But now, in today's day and age, you want to get verifiable results. Right? So that's gonna be here for this video and we'll see you on the next one. Thanks. 25. How To Create a Business Email : a one here and in this video, I want to show you how to easily create a business email for your business. So now, before we get started here, make sure that your lichens describe so you get notified when new videos are uploaded. So let's go right ahead and jump in the number one platform that I recommend that you use for setting up your business email. It's going to be G suite, very inexpensive and very easy to set up. So I'm gonna walk you through step by step, how we do this. So the first thing that I want to show you here is the pricing. The best one here that you're going to use if you're just starting out is going to be the basic here. $6 a month. You get that, the business email you get videoconferencing, team messaging calendars, 30 gigs of storage on that, you get supports and you get different security and administration controls, which is totally, totally worth it. So you also get a 14 day free trial, highly recommend you set up. I'm gonna go ahead and walk you through how to get this rolling. So first thing we're gonna do here is going to go to G suite dot google dot com and then we're gonna go to get started, Okay? And then we want to put in the business name here. Just put ABC company, And then if you want to put just you or 2 to 9 employees, that painting on how many employees you have, so we'll go there. Just you next one of putting your first name. I'm a poor Kwan Galvin. Put my email address. Wanna wonder von dot com Next on. Then you put Yes, I have one I can use. Now. If you don't have a domain and you want to purchase one, you can go ahead and do it through them. But I highly recommend that you go and purchase. I don't main through name cheap. Very easy. Very simple to set up. So 10 x, your client's dot com next. Okay, great. And then we're gonna go to next, and then this is where we're going to create our user names. So we're going to go to, um, let's go one at whatever are you? Earl is there and then password. Want to set a password? Okay. I'm not a robot. Let's go to We got a do this year real quick. I agree and continue. We're going to need it. Verify the domain, and I'm gonna show you how to do that as well. Okay, so this is where we need to select the flexible plan or the annual plan. Flexible plan is going to be the best. Now, with this page, you need to enter your credit card information. I'm gonna go ahead and do that real quick. All right? So we submitted our payment information, and we're ready to go to the next step. So this is where we're going to verify our domain and set up our MX records. Now, when you're verifying your domain, I recommend the quickest and easiest way to set this up is to add a TX to record. I'm gonna show you how to do that. So I want to make sure that you have name cheap hosting set up, and I'm gonna show you where you're going to add that particular txt record. So we want Teoh go down here and go toe. I have successfully logged into your C panel. Whenever you get hosting with name cheap, you're going to get an email on. They're going to provide you with the longing details to your name cheap hosting. And then from there, you're going to go to yours own editor, and then you're going to add the record. I'm gonna show you how to do that. So it's telling you here to go to the particular name. Cheap hosting, See panel. Okay, great. And then you're going to get this particular Google Side verification code, and you're going to want to add this as a record and let me show you how you would go about doing that. So we're here in the sea panel and you want to go to zone editor? All right, in your c panel from my name. Cheap. All right, so we're here at the tenants, your clients zone editor, and we want to add this code here. Now, this is a previous Kodi was added, So we're gonna go ahead and add in the new one. We're going to copy. That's we're going to save here. Okay, great. So let's see if this registers verify domain and set up. Now, this is going to take a while to load up, but that's the process that you're going to go now I'm gonna show you now what you're going to do next, which is add the MX records. Now, this is really important because it's going to tie your G suite email to your particular hosting. So let me show you how you're going to set that up here. So here in the Zone editor, we've added a TXT record and we want to go to MX record, and you're going to want to add these particular codes here as well. It's the priority one. Party five. Now, you could easily find these MX records literally by just going to Google. If we go to, uh, Google MX records, there we go. So you can easily just copy these here. But those are the ones that are going to go in the particular see panel here, right? You're gonna go to the MX toe, add on these particular MX records, and then you want to go to the txt and verify the domain down here. So that's essentially how you're going to want to get that set up, and then you're going to go to back to your domains. Here. This is has me digital, but you're going to want to make sure that you're selecting name cheap Web hosting DNS so that it propagates properly there. So that's essentially the process there for you to be able to create a business email for your particular business through G Suite. Only $6 a month highly, highly recommend. So that's it for this video here and was singing on the next one Thanks. 26. Email Automation Walkthrough : in this video, I'm going to give you an overview of how to set up an email campaign with milkshake. Now, milkshake is a software that I recommend you use. It's very easy to use, Has a lot of customization on that. You can use a lot of personalization, and I'm gonna show you how to set up a campaign here. So the first thing you want to do is you want to connect your mail account here, and then you want to go to place right there, quote a G suite, Okay. And then it's going to come up with your email address there, and you want to go to allow. Okay, great. So we have connected the email address, and then we want to go to next on then This is a signature here, so we want to put in that signature like that. Get great finish. No, thanks. Okay, great. So this is how it's going to look here. Then we want to go. Got to go to campaign here, and we're going to go create a new campaign. So this is going to be where we have a list here that we've already created. We very clean, right. Important step before you load up in email this year is that you want to make sure that has been cleaned. It's been verified, right? You run it through, like, never bounce or one of the other ones that I shared with you as faras the email cleaning service craft. So we're going to use this one here, This example list of car dealers. Okay, you can see here that we have just two sections here. Okay? We have the name and the email, and that's really all you're going to need. Unless you want to personalize it also by the website as well. Right? You can add that section over here, but for this one here, I just have the first name and then the email. So let's go ahead and, uh, make this into a C S V bone. Okay, great. And then we're going to call this car dealers put a title for that score next year. Okay, so let's go ahead and drag this list onto there, and then we have the email. We wanna put in the email, write their bone name right there. Great. Now it's telling us that milkshake has read this information with the proper subjects here . Right? Email and the name. Let's go to next year, exit that event. And so now it's going to be adding the contacts, right? We want to make sure that the milkshake can capture the name and the email. I'm gonna show you how to create different tags so that it automatically populates the name there after we're actually utilizing every specific email. Okay, so now it's showing us that some of these were not imported. No problem. Okay, great. They exist in another campaign. Let's go ahead and remove them on these here. It's going to just remove those as well. Continue. So we are good. Now the subject line here, we can put, uh, name. Let me even get a, uh Let's go. Name insert here. Name. So what? What good will take this here, Put name comma question. So that's gonna be our subject line there, and then we're going to go. Hey, name? Are you looking? This is just a simple even here. I'm just creating, you know, from the cuff here. Not anything that I've planned out. Just want to show you how to create a campaign in male. Shakir, are you, uh do you have capacity for customers or four people? Customers that are looking for, uh, looking to buy a new car? Do the X Y Z area. Okay. It's, you know, somewhere local. If you're just doing this nation, why they're not gonna put in that area. But you can also just put in here in your area. Okay? Let me know as we have customers that are looking to buy a new car within the next couple weeks, right? Nice and simple there. If you have any other things in here that you want to customize, let's say that you had their website is Well, maybe you had just, you know, typical piece of information that is going to be used industrywide, right? That's where you would create this year. And so, typically with the follow ups, I like to do him 3 to 4 days apart, and I like to keep them kind of similar here, Uh, in your area. Okay. At a follow up, we can put the capacity or capacities. Fine. There. You could put three days right, and it saves the same subject line there. Let's copy right here in all of my follow ups. Okay? I typically keep them the same. And I only change a couple sentences, right? Because it's the same thing. I'm reiterating what I mentioned when my first offer was Because you want to be like, Hey, I e mailed you x y Z days ago four or five days ago I mentioned X Y Z. Hey, are you interested? Do you have capacity? Whatever that may be. So that's really what all you need to do when you're doing follow ups, right? It's just reiterate the fact that you email them a few days ago, Whatever, How many days ago and that you are just following up. I know that. You know, you may be busy. I just want to make sure that you saw my email, right? I think if you like to do anywhere between 3 to 5 follow ups, right, and then perhaps I'm like the fourth of the 50 male. I may change it around a little bit, right, But then that's really a here. That's that simple for you to create a personalized email here with these things here, they popularly automatically with the name we'll show you how that looks here. Must have a body. OK, so this one here, we're gonna delete that. So we just have one follow up here for this example school to next. Here. And the great thing about male shake here is that we can actually time this so that it only goes out during certain times of the day. Certain dates, right. And then we have limits, right? So all these different things there that we can make sure that is within our customization guidelines, right? We want to be able to send e mails at the prime times when people are actually responding, looking at their emails and Onley send X number e mails right, and then Onley on certain days. So let's go next year and we can schedule this year. And then let's go to, uh, let's say we wanted to schedule it on Monday at 6 a.m. Boom. Let's go and let's go to next. Right, And so there we go. We are done here and it's sinking, and I believe it's going to show us how the emails going to look. All right, so now the campaign is ready to get started. I literally just have to click on to start the campaign here, but in. But I'm not going to because I just wanted to show you how to create a campaign in here. And then we can see the recipients. Here we see the email, the messages, and let's even go to preview here. I want to show you how this is going to look right. So every single one here, as far as the name is automatically added. Right. So you have Beth. I'm gonna have the email there. Uh, and then if you want to look at different names, right, Beverly, Uh, Bill, the name gets automatically populated here, in here. And if you have other types of references that you want to put in there, maybe you have their website right. You can add that as well if you have that information. So that's going to be here with this video and we'll see you on the next one. Thanks. 27. How To Schedule Calendar Appointments : in this video, I'm gonna walk you through. How did create a calendar invite so you can send it to your prospect? So whenever they have responded back and you guys have agreed on a time on a date, I want to make sure that you are cognizant and aware that they may be on the East Coast. You may be on the West Coast vice versa. So keeping track of the times, right. Making sure you're not sending the wrong time. So let me just kind of walk you through how I go about creating calendar invite. So let's say Monday here, the fit at 10 a.m. I'll go to more options. I'd like to have this screen here and let's say it is with Mike. So but one and we're output either. Micro want Mike one meeting, and then I'll put like the company are says me digital marketing, Okay. And then I typically like to do the discovery calls for about 30 minutes. No repeating. And this is the most important thing here. Okay, So you wanna have three notifications here? We wanna have one here 10 minutes before the meeting and then one hour before the meeting and then one day, OK? And typically you wanna have thes meetings here, booked out 24 to 48 hours, at least in advance. Okay, Because it's going to give you a little bit of time to research the company a little bit further, right? So that when you're coming into the discovery called, Yeah, you're finding out more about the pains and challenges, right? You have a good framework toe work off because you've already done a little bit of research on the prospect, right? And so in here, in a description, you know, it depends on the prospect, but sometimes I wouldn't even put anything. Sometimes I may put Discovery call or quick meeting to learn more about X y Z, right? And then nice and simple. I'll just copy place the email address here, and then I will save it, and then they'll say, invites external guest. Yes, on. Then you go ahead and do that. So it's that simple. You want to make sure you have at least three notifications here. That's the biggest thing here. Okay, on. Oftentimes it'll ask you to add a conference. No conferencing. You don't want that. That's unless you're doing like a converts call. But I would typically just have them provide me with their phone number or typically, when they respond, they have their number, their on their signature. And I'll just quickly verify. Hey, is just going to be the best number to reach you. Write whatever that may be. But the biggest thing here that I want you to come away with is that you want tohave at least three notifications. You want them to continually be reminded that you guys have a call coming up. This is really how simple it is to create a calendar invite again. You want to make sure that time zone is correct for your time zone and then their time zone as well. So that's really going to be here. You go to save, then it will say, Hey, invited external guest. Great. And then you'll have a chance to be able to accept it, and so will they. So that's gonna be here for this video, and we'll see you on the next one 28. Booking Software Walkthrough : All right, so let's go ahead and go over, Cal. Only here. This is a call booking software that is very important for your agency. If you're gonna be getting folks on a phone call and driving them through your sales funnel and your whole cells process, there is very important that you have a call scheduling software so that it's able to convey that professionalism that you're serious business, right? You're taking your business serious and that, you know, you want to avoid that back and forth of Hey, when is a good time for you when it's a good time for me here, you available at this time? It's just like a to make things easier for the both of us. You can go ahead and schedule a call on my calendar booking here, and we can get together when you actually earliest convenience rank. And another thing that you could do what this is allows you to add some questions in there to kind of pre qualify prospect. So let me just go over here and show you some of the options. This is free. Um, the only thing is that it's gonna have a limited amount of questions that you're gonna be able to have in there. But still, the free option is still a good option for you. So let's go to the different features here that have in the different packages so you can see most likely would be built annually. So Okay. All right. So the basic here, right, you get to integrate with your calendar. This is making sure that you have, like, your own G suite that integrates with your email, right? Schedule unlimited events, Okay. And so you're only allowed to have one type of event here, So move over this when I walked through the actual calendar there. So okay. And so you can have your personalized count only link. So, uh, just like this year, whenever you have a calendar set up and you're ready to go in, you may be sending within an email or through any type of prospecting to Facebook, lengthen or whatever. Maybe you're gonna have your own actual link here that you can send the prospects on. Then they'll be able to schedule a 15 20. Whatever. How many minutes you want to call to be? I typically like to do about 25 30 minutes and often times it will go over, or sometimes it will be less of it. You know, the prospect isn't a good fit and that so here, you can remove the county branding. If you have the paid this free version here, I mean, it's it's it's going to be the best thing for you if you're just starting out. So let me just look, I log in here and I'm gonna show you how this all looks. Okay, so let's get this done here. All right? So you have the ability to change these up. So let's go to the 30 many one here. Right. You have the different meetings that you can set up here, So let's go to at it. Okay? And you go the invite t questions. This is where you can add questions. So I'm here. You can put in, make it required. You can put in Let's say, what is your monthly advertising budget, and then you can have this be check marks so you could have 1000 to for 99 then that something like this a grew applying. Okay, we're going to add in the 99 plus Okay, so it's going to save, and so we can look at this very, very easily here. Soto view Live link, OK? Huh? Okay. I see what it was. So we need toe actually. Have this activated. So the scene of this looks OK? Great. So now people can come here and they could schedule a time. Okay, I'd say here. Okay. And then here you see the monthly advertising budget, right? So basically what this does is it allows you to really get an idea as faras what the prospect has as far as their advertising budget. Ask any other questions, Faras what are the problems you have are now with your business? Are you currently doing any type of online marketing? So it's really allowing me to get a good understanding of that business on were there at as far as your current situation. Okay, so, I mean, go over here, some of these other areas. So you get the questions here. You can add those in there. Okay, here's the notifications. Right. You can actually even personalize an email here because oftentimes the email it just says, Hey, your bookings confirmed. You can actually personalize this and put some other stuff in here like a but look at you gotta upgrade to do this. So we've never done this before as far as the personalization. So there's just some different perks from being able to actually have free account versus actual paid accountants $10 a month. Very inexpensive, but definitely not a necessity there. Okay, so let's go ahead and hide this up here. But one quick thing there, if you're just starting out right, use this type of set up. But the way that we like to run our business is that we like to have things where right after they book a call, we send them out in email. That is personalized. Says he thinks, really appreciate you taking the time, you know, to really book a call with us and to discussing of your business. This is how you know the call is going to go. This is what to expect. So we have those two Yunos in between that go out on the day of the booking and then the day of the actual call right eso whenever they both to get an email whenever actual call is , they get another email so, I mean, it's really important to do that. But again, if you're just starting on, may be your budget isn't isn't going to allow you to go with this free set up here and maybe send those personalize emails manually. OK, so ah, school of the confirmation page here. Okay, this is all for the premium. Let me go. And I want to show you hear some of the advanced areas, so let's go to so cancel here, okay? And I believe it's up here. Okay, 30 minutes. This is the link. Okay, here we go. So this means that people can both things out 60 days, you know, out. And I don't like that. What you want to do is you don't want to book people out true far out, because then people can forget. And it's just and I don't like to put this out more than, like, 11 days. You can put in the 15 but I like to do 11. Okay, So that means that people cannot book out past 11 days, okay? And I don't like to also have me be available all the time, so I'll come in here, and I will putting in like, see here. And you can add different intervals so you can put, like 9 to 5. Here. Let's go to Gerald eight to say this is 11. Okay, 11 a.m. Maybe you have 12. 30 to 3 p.m. And so you have different intervals there so that you can actually have different windows, right? That you're not able to have appointments. It actually allows you to look like your little bit busy. Right? And you're not just overly available. Um, so it adds a little bit of, ah, scarcity there. Urgency to Hey, you know what? I don't have very many slots open, but I am busy. Right? Okay, let's go to the advanced here. So this is where you want to change the increments. So I would say that you have increments of 60 minutes. Okay. Just give you a little bit of time. Prepare for the calls. I'm even throwing 25 30 minutes long. You're not going to have calls that are, like, right after each other as faras, Like, five minutes where maybe you need to take 15 minutes or so and prepare. Obviously, you want to look at the company's information companies business have a little bit of understanding of who they are, what they do and how you guys can potentially help them. You can Okay, use this setting to prevent Last minute. Okay. So basically, I would put 24 hours. This needs that nobody can book a call right away. It has to be at least 24 hour window. So then you go to save, okay? And so that's really it on, then you go. Let's go back over here. So now this is the only one here that's active. Meeting with the free one. You can only have one of these activated time. So basically, whenever somebody wants a book, a call, you send them to this link right here. Okay. Through this, this is doing. And so you could put this in your email. You can put this in your all your marketing material where you're sending people to schedule a call. This is where they need to go. And as soon as it book call here, they're going to get an email confirmation. Right? That says, Hey, you're calls booked and it automatically as to the calendar. So let me know if you have any questions on this, but this is how you're gonna set up the camera only booking software 29. Secret Automated Email Follow Up Tool : This is an email hack here that has been working extremely well for me. I do a lot of cold email for our reach and this particular hack here. This tool is really going to save you a lot of time, and it's going to essentially do a lot of the automation and follow up for you. So we use a tool called the male shake to reach out to on different businesses. Now, after they respond to our automation email through mail shake. If they respond, they then get taken off our email lists as faras the automation sequence. So let's say that they respond back and they say, Yes, I'm interested. We're then going to follow up and send them a another email that says, OK, this is what we do. This how we can help you? Do you have time to schedule a call now? At that point, some people will respond back and say, Hey, I'm available these times or some people would just, you know, not respond back. So I'm going to show you how we can follow up with these people through an automation tool here that can essentially do a lot of the outreach for you after they responded. Yes. So this is a tool called Follow up CC. Now, this is an extremely powerful tool. What this does is a zai mentioned right one. Somebody responds back to us and they say I'm interested. This tool here will automatically follow up with them after you essentially sentiment email . And then if they don't respond after two days, three days, then you have email automation sequences that go out now. Another great feature about this tool is that it allows you to track when people open up your email so we can go down here. We can see that we can set this up so that we have a follow what messages that goes out automatically. We can send out templates. And so let me show you exactly how this works. So I'm over here in my particular auto follow ups here in the follow up cc. And so what I do is I send them that response that initial response of Okay, great. You're interested? This is how it works. This is how we can generate leads for you. Hey, when you have time for a quick chat or, you know, time for us to get on the call to learn more about each other's business. Okay, so then I set up a automated email sequence here through follow up C. C. S so that if they don't respond after three days, So wait three days. And if no replies, send this email. Okay, so this is after the fact. Remember, the first initial tool is Mel Shake to do automation and you know, large amounts of e mails every single day. But once they responded and become a lead and they show interest, we have to use this other tool here to essentially follow up with them and stay top of mind . So we send them the follow up email saying, Hey, this is how it works when you have time for recall. If they don't respond to that email, it's gonna wait three days and it's going to send this email here. You're probably assuming busy. I can understand. However, if you're still interested in more security projects, when is good time for a call this week or next, and then after three days, if they don't respond, we're going to send him another email. Were you able to receive my previous email. I want to make sure it went through. Then after four days, if they don't respond to any of those emails, then I have a closing kind of the loop here. One words like, I haven't heard back from you regarding taking on more security projects. I'm going to assume you've gone in a different direction or your priorities have changed. If you're still interested in more security projects, one is a good time for a call this week or next. If not, let me know if I can be of assistance in the future. Thanks. So this is a fantastic tool here. And really, all you got to do is connect this to your Gmail okay to your Gmail account, and then you have the ability to come in here and create templates. And you can send these messages that are following up on your leave because people see our emails and they may get distracted and it may have had the intention to respond back. But for whatever reason, they just you know, it slipped your mind. So this is how we stay a top of mind. Now, let me show you how this looks in Gmail. So you literally are going to go to compose a message or any time you're responding to anybody, right? That has shown interest that once the neural more you have different templates down here that you can set up. You can set up a template right here and auto populated, and then you can actually schedule a follow up so you could set up actual templates. Toe follow automatically after three days for the X two days, whatever that may be. And then you can also schedule follow ups at certain times, certain dates. So it's really a fantastic tool, because once somebody opens up your email, you actually get a notification so you can't even respond back to people and say, Hey, you know, I noticed you opened up my email. Just wanted to follow up with you to make sure that this isn't fall through the cracks and so you'll have a set of reminders and updates What we hear on the right hand side. I'm not going to show you that there because I got some client information there, but it's a fantastic tool here. This is a great hack. I mean, it's helped me out tremendously because we have the automation tool through milkshake. That's step one. And this is step two so that those leads that are coming in that are interested, we make sure that we follow up with them with additional three messages that keep us top of mine in that let them know. Hey, we're still here. We want to make sure that this isn't fault with a crack. So this tool here, how the recommended things? About $30 a month. But it is a game changer for automatically following up with Leeds. Stay in top of mind and being able to get people to respond back through their initial messages. So that's it for this video here and we're seeing on the next one, Thanks. 30. The 4 Stages of a Sale : Hey Juan here. And in this video, we're going to talk about the four stages of a sale. So in any particular sale, if you're following this framework here, you're going to notice that all sales are going to fall into these four stages. So let's go right ahead and jump into this here. So the four stages are the number one, opening, number to investigating. Number three, demonstrating capability and the number for getting commitments. Now, typically what you'll notice is that the discovery phase, stages 12, this is where you're doing your due diligence. You were getting on a discovery call. You're learning more about the business, you're finding out their problem, their situation, the implications of that, right? Then you're really seeing if there's an opportunity for you guys to partner together, Then stages 34, those are the actual ones where you're selling annual closing. Right. Because 12 are discovery, finding out if there's an opportunity there, if their problem is one that you can help solve. 34 is the demonstration of your ability, your capabilities with your product or service, the features and benefits and then getting the commitment is actually closing and actually wrapping up the deal. Now, in these next videos here, I'm going to go over a very specific framework that is going to break these stages down in a lot more depth. We're going to go into stages 12 and a lot more detail. We're going to break it down. This is typically where we're really trying to figure out what exactly is their situation right now. Why are they reaching out to us or why did they decide to respond to our message? We're making sure that they fit her profile. We're finding the problems out. And then stages 34, this is the actual demonstration and then the closing. So in the next videos, we're going to walk through these in a lot more detail and can wait to see you on the next one. Thanks. 31. The 9 Truths of Selling: Hey, one here. And in this video, we're going to talk about the nine truths of selling. So this is a really important video here. I want to really get you to understand these nine factors here, these nine elements, because these are indeed truce. And when you begin to understand just how important they are, that's when you're naturally going to become a better and better salesperson. So I really want you to sit back, relax, and keep an open mind as to why these are truths. And if you've seen these playing evidence in your level of experience in sales, maybe at your particular company or maybe if you're running your own company, whatever that may be. So let's go right ahead and jump into this here. So here are the nine truths of selling. So let's go over them here, one-by-one. So number one, no problem, no sale. So if a problem doesn't exist, There's no sale, period. It's that simple. Now, I'm sure that you can think about every type of cell that you've made and think about what problem was there. And I can almost guarantee you actually, I can pretty much guarantee you that there's been a problem, whatever that may be. Because even if let's say you are doing a sale, you're making a sale right? In December. And it's like the second week of December and somebody just needs to buy whatever, right? Because they have a budget. And if they don't use the budget, right, then they're not going to get that back for next year. So it's not necessarily a problem of the business grilled or anything like that. It's the problem that if they don't spend money, right, then they're not going to buy. I mean, I had this situation when I was selling IT products and services. I was dealing with a lot of financial institutions. And one of the biggest things was that they had this budget and if they didn't spend the budget throughout the year, then they would lose that for the next year. And so come December time, they just bought a bunch of stuff and they thought they needed it or didn't even really do very much due diligence, but they just went on and purchase that because I know that they had a problem with that. If they don't spend money, they're going to lose out for next year. No problem, no sale. And number two, in every sale, there's a gap. There's a gap of this is where the prospect is point a. And point B is where their solution is at their outcome that they want to actually have. And so whenever there's a sale that is going to be made, It's always going to start with somebody having a gap from where they currently are to where they want to be. Number four, customers don't like change. So we'd like to really think about anytime you want to buy something or we want to make a financial decision, right? If it's a lot of money in our minds, then it's something where it's exciting, but then it's scary at the same time because it's like, well, what if it's not worth it? What if I don't get the value that I'm looking for when people are making decisions that are insignificant amount of money in the several thousands and maybe even into the six figures, whatever that may be. People are going to be a little bit scared, have a little bit of anxiety towards making a decision because nobody likes change. Why do you think there's so many people out there that always talk about yeah, I'm going to do this, I'm going to do that. Or when the New Year's comes, everybody has those New Year's resolution goals and they work at it for a month or two. And then come February, March, they're back to their old ways because that change was too painful for them. It's too much of a painful process for them to go through. And so when we're trying to get somebody to give us several thousands of dollars or even six figures, right? It's a big deal, right? And so you have to be able to make it so that they're looking at it as no brainer like this makes total sense. And this is why you should make this decision because you're going to get this return, that return. And then think about how that's going to make you feel. Think about how you're going to be able to do X, do Y. Think about the impact of that is going to have in your business, not only in your business, but the kind of impact that's going to have in your life, right? So that's how you want to be able to really combat that and understand that nobody likes to change. But it's important for us to help them along the goal line there so that they can make that decision. So sales are emotional. This is huge here because. Every sale is about change. And we just talked about how nobody likes to change because it's difficult, it's hard. So when you do make a change, That's all you need to hit those emotional hot buttons, right? And so that's where you're really asking the questions as to how this is going to make you feel. What are you going to be able to accomplish once you have x? What is x going to ultimately do for you once you have it in your possession, right? And those are all emotional questions that are going to elicit an emotional response. So you need to be able to really understand that those kind of questions are essential, right? Necessary for you to be able to elicit that emotional response their customers do like change when they feel it's worth it. Now, this is coming into play with the last two for number four and number five that we just discussed. They have to feel that it's worth it to them. There has to be an ROI mapped out into what they're going to be getting. So if somebody is paying us, let's say 2503 thousand a month to run a campaign for them, then they have to be making NO, at least 345 times their investments or else it doesn't make sense. If we can say, Okay, you give us $3 thousand in based on what we know that we can bring in as far as leads, you're going to get X number of leads. And then based off what you told us that you're closing percentages, you're going to be able to close x number of leads and X number of leads, right? Means that you have a value of x. And so when you say, Hey, you're only paying us $3 thousand, this is our fee and you're gonna be making fifteen thousand, ten thousand, twelve thousand, right? Then it makes total sense. And so it's totally worth it, right? The value is there. So number seven, asking why gets customers to? Yes. Now what this is really saying is, the more questions you ask, the more that you're going to chip away at the surface layer type of actual responses because people like to respond are typically talk and even communicate, right? In generalities, they talk about very general stuff. Like, for example, if somebody is born, they're going to just flat out say, I'm bored, but they're not going to give you any specifics as to what, what specifically about what it is that you're doing is boring. And they're never really gonna get into the details because it's too much for them. And so if you can really ask your client and get them to talk about what is it really that they're looking for? Because it may be leads and sales is what they're saying that they want. But it's really about them being able to grow the business to a certain level so that they can sell the business, make a significant amount of profit, and then be able to retire and spend more time with their friends and family. But you don't know that unless you're asking deeper probing questions and you're getting past that top layer, surface layer type of questions. So number eight, sales happens. The future state is a better state, right? So this is a simple, Let's thinking about the fact that pointing, that's where your prospect is, that That's our current state. They don't have any leads coming in. They don't have a marketing system, none of that. Point B, that's their desired state. They have automated marketing system that has leads coming in every single day. They have their sales team working on those leads and then a closing new business, their revenues growing. And so now they're at that better state, right? So that's essentially what number eight here is about. Number nine, no one cares about you. Now, I want you to really take a moment and think about this for a second here, because this is extremely important for you to understand really in life in general. Because here's the thing. Nobody is responsible for your life, for your actions, for your sales commissions for yourselves that you make other than yourself. Because at the end of the day, we're all self-made and whatever it is that we do, how we are our self-image. All of that is self-made, but very few of us care to admit it. And you can understand that people don't really care about you, your feelings, your, how you think about a certain situation or a prospect cares about is can you solve their problem? That is it, That is point-blank it. And when you think that they care about you and they're trying to help you close a deal, all this stuff. That is where you are going to lose a lot of sales. Because having this false illusion that the prospect actually cares about you, they're on the phone with you, they're engaging with you because they have a problem and they believe that you can help them solve that problem. Once you really get to understand that and know that you are helping a prospect solve a problem. And their feelings towards you is essentially none because all they care about is themselves, right? We're all selfish that way. Once you really understand this and know this and go into every single call like this, then it's going to give you a better perspective to really help them make it empowered decision. Because remember it's about them. So I really want you to study these here. Go over them if you need to multiple times. But this is where you're going to give you that foundation of understanding the sales game as a whole. Understanding that no problem, no sale. Every cell has the gap from where they're currently at to where they want to be. Customers don't like change and really all of us don't really like to change because it's difficult. Sales or emotional. Customers do like change when the field it's worth the cost when the ROI has been precisely explained to them. And it just makes total sense, right? Asking why? Asking those questions that will lead to the yes. Sales happen when the future state is a better state from where they currently we're at to where they currently want to be. And then number nine, nobody cares. It's all about the prospect in helping them solve their problems. So that's gonna be here for this video and we'll see you on the next one. Thanks. 32. The 4 Step Sales System : Hey Juan here. And in this video, we're going to go over the spin sales framework. Now this is the ultimate sales framework. Using this framework for several years. And I think it's probably the best one that I've ever come across when it comes to closing deals and really providing a very solidified framework that I can use time in and time out to go through a specific process of asking the right questions, Uncovering pain, showcasing the implications of that pain, and then being able to provide a solution. So it's been sales framework was developed by Neil Rachman and he essentially observed 35 thousand sales calls. And through his observation, it became clear to him the quality of questions asked by salespeople were the key to the success of the sale. Now, he put this particular framework together and the spin cells framework essentially stands for Situation, problem, implication and need payoff. So the situation questions give you context that you couldn't get through research, right? So when you are talking to a prospect for the first time, you have obviously done your research. You visited their website, you looked at their competitors, found out some kind of surface level information that's available on the net. But once you are actually able to like ask them the why now, why did you reach out to me at this point in your business? That's when you figure out the real situation there as to why they're on the call with you, right? And so then we have the problem question. So this is really letting us know what their needs are. What is the specific problem that they're facing so that we can see if their problem aligns with our solution. Then the implication questions here, we're uncovering the urgency to fix those problems because we're saying, so if you don't implement an executed on a system like this into your business, then what is the implication of that? What is that going to ultimately do or not do for your business? Are you going to go out of business? Are you under water? Right? Or are you looking to get to that next level? Right. So understanding the situation, the problem, the implication, and then the need payoff question. So this is where you transition into the features and benefits. And typically the situation and problem questions are essentially in the stage 12. And then you have stages 34 where you're demonstrating your capabilities. You are transitioning into the features and benefits and ultimately closing right? Now, here's an important tip. For every question that you asked, really listened to their answer. Don't just and then move on and be thinking about the question that you're going to ask next, right? Because I have been a victim of this as well previously. When I first started in sales, I would really be thinking about what I wanted to ask next. And I didn't really think about what was actually being said by the prospect, right? I didn't listen intently and that was a big problem. And so now what I do is I really make sure that when I ask a question, I gave them my undivided attention and I really listened intently. Okay. So you want to reply with something meaningful to show that you are digesting what they're actually saying. It could be validating their frustration, clarifying whatever they said, or sharing a similar customer situation. So if somebody is saying, well, I'm not getting the lead flow that I would have liked working with this company I'm working with now. And you can essentially reaffirm what they're saying or clarify what they're saying. So John, from what you're saying, it sounds like you're telling me where it sounds like you're saying X, Y, and Z. Is that correct? So you're verifying you're clarifying what they're actually saying. You're not just you're not just agreeing with them and waiting for your turn to ask a question because you're too preoccupied with thinking, what is the next question that you're going to ask? So in the next video we're going to go over the situation, problem, implication, knee payoff questions. All four of those in greater detail. So that's gonna be here for this video and we'll see you guys on the next one. 33. The 4 Step Sales System Questions: Hey, Juan here and in this video, we're going to go over the spin sales framework questions here. So we're going to start off with the situation questions here. Let's go right ahead and jump into this. So the situation questions here are questions that form the foundation of a sale cycle. This is really going to get you the understand why it is that you're prospect is contacting you, responding to your message on the phone with you. Right? But really, when you have him on the line and you're going through your discovery call, this is where you want to ask these questions, right? And so some examples here of situation questions and really my favorite here is the why now , what made you decide to schedule a car with me or meet with me at this particular point in your business? Right. So that is really helping me get an understanding off their situation and why they're actually on this call. Because if you don't really know why they're on this call, then it's hard for you to really get a good understanding of their situation by asking a bunch of questions. Because if you can ask a bunch of questions that will inevitably lead to their ideal situation that they're currently in. But this one question here, why now is really the magic question that's going to help you get to the bottom line as far as why there on this call and to find out their situation as quickly as possible. So the information obtained from these type of situation questions and really this one question here is going to be used throughout the remainder of the sale cycle, right? So if we ask this question and they say, Well, you know, I've been running my business for the last five years and we've relied solely on referrals , networking, word, amount. And now we want to grow the business. And we know that we have to do that through marketing, advertising and being able to get her name out there so that we have new customers working with us, and we're not solely relying on referrals and where the mouth. Right? So understanding the situation here is key for really helping you set the foundation for the remainder of the sale cycle. So problem questions thes are going to be very specific questions here as well that allow you to really uncover what it is that they're actually struggling with. So if their situation is the fact that they have tried to maybe do some marketing on their own and have tried running ads, then that's their problem, right? Because the situation is I want to not relying more on word of mouth advertising. That's our situation. And then their problem is that they've tried their particular marketing themselves, the advertising themselves, and they have not gotten the results that they were looking for. So it really allows you to bring the prospect into an awareness that there is a problem or problems that need to be solved, right? And so problem questions are really effective at causing a prospect toe identify issues that they may have been otherwise overlooked. So when they talk about the fact that they were trying marketing and it didn't work for them, you can really ask questions to uncover. Well, what kind of marketing were they doing right? Were you guys doing? And what is the biggest hurdle you guys are currently facing with their marketing campaigns ? Or was specifically, Have you tried, right? Hey, you know, I tried some Facebook at some Google ads, and I just wasn't seeing the return. So, you know, I'm not really sure if this even works, right? So the whole thing is is that you know that these prospects can benefit for the most part, right? If you ask the questions in the situation phase and in the problem here, right, the problem phase because Google ads, Facebook ads on and really any type of digital marketing is going to help, really, any type of business in today's day and age because everybody's online. So you know that it's not that the platform didn't work. It's that whoever was working with them probably didn't know what they were doing right. So since you've already figured out their situation when you're trying to find out the problem right, you're going through the set of questions here, and you are really digging deeper and trying to find out the things they've tried specifically and why it hasn't worked for them and then even pouring a little bit assault into those wounds right into those problems so that you can make them sound right a whole lot larger than life. As far as the problems that they're facing so that you can then save the day with your solution. Right? So let's go right ahead and go into the next one here. So then we have implication questions. So let's go ahead and jump into these here now. Implication questions are designed to shine a light on the potential impact of those problems and issues named in the problem questions that are not address. So if they're talking about that, they have a problem that they have maybe tried marketing in the past and it hasn't worked. Okay, Well, hey, John, you know what is the implication of you not ever trying marketing again and thinking that it doesn't work? What kind of impact is that going to have on your business? They're obviously going to say, Well, I won't be able to grow. I won't be able to get to where I want to be at because I won't have any outside source of marketing. I'm just gonna be relying on my referrals. No working with amount, right? That organic growth. So when you tell them the implications, you really letting know that if they continue doing what they're doing or they continue with the same problem and just letting it be letting it be they're going to have these types of implications, right? Here are some examples of implication questions. So if you were not experiencing issue or whatever that may be their extra problem, would it be easier to achieve X and this kind of an obvious question here, Right, Because here's the thing you want to be careful with these kind of questions because you don't want just blindly follow the questions that gets you into trouble and make you sound like you're just talking like a robot and you're reading questions off of a script, Okay, because you wanna have actual conversations with people, you want to actually talk to them And, you know, like a real human being here. Okay, you don't want to be like interviewing them. So when you're asking questions that are just blatantly simple and obvious, you're going to be looked at like you're just trying to be manipulative and you're not trying to have a conversation. So be careful. What this really understand that implication Questions help you poor little bit of salt on the wound and help you so that you can really bring up the solution and really let them know. Hey, listen, if you continue with what you're doing, this is the implication of that. But, hey, we have a solution that can actually help you solve that problem, so that's going to need payoff questions here. Now these are where you're going to be, bringing your prospect to the realization of how that situation will only get worse if it is insult. So you want them to get a picture in their mind off what their actual ideal outcome would be right and looks like. So what's important to you about being able to fix X problem right in your business? So if you could spend time servicing your customers and that spending time worrying about marketing, what kind of impact would that have on your business? Right? Because when we went over the situation, the problem, the implication questions, we essentially found out that they were doing their own marketing. But they're trying to grow in their own marketing. That they were doing wasn't working out, and they were having to use some of their own resource is and take people away from working within the business, servicing their customers. And so we're trying to get them to look at the fact that if they actually spend their time working with their customers and clients, and actually, you know, spend time, focus on them having a great experience and then have us focused on running the marketing, that it's going to be a whole lot more valuable to them and a lot more profitable because they're providing the best possible experience and they're getting more leads in sales by working with us. So here's another question. If you could have highly qualified leads, come directly to your inbox, how would that help you achieve yourselves targets, right? So again, we're trying to get them to see the mental picture in their mind off how their life would be different by having our solution already implemented. Your goal here would need payoff questions is to evoke the positive emotions of them, seeing themselves already in possession of your product or service, and then how their life is going to be once they have that right. So understanding the whole entire framework here. And I would actually advise that you go through. It's maybe a couple of times, so you fully understand this, and you take some notes because this is a very powerful system, a very powerful framework that you can really use to sell anything to anybody. If you fully understand the situation questions, the problem questions, implication questions and then the need payoff questions here because they really allow you to get a good understanding of that prospect. Their problem, the implications of that problem and then your solution with need payoff questions. But asking the need payoff questions in a way where it gets them to paint a picture in their mind of them having your product or service in possession and already receiving those particular benefits So really, really important here highly recommend you go over this few times. And then that's gonna be here for this video and we'll see you on the next one. Thanks. 34. The 2 Types of Objections : Hey Juan here. And in this video, we're going to talk about the two types of objections that you're going to see in any type of sales conversation. So let's go right ahead and jump into this year. So in every single sale, objections are going to be inevitable. In fact, you shouldn't be worried anytime that you're not getting an objection because that means that your prospect has reservations that they're not sharing with you whenever somebody tells you well, I'm not sure about this. I'm not sure about that. That means that they're interested. They just need to get a little bit more information. Your goal is to discover why the buyer hasn't already pulled the trigger on this purchase or whatever, say that you're making them and then help them understand why their concerns aren't really valid or it's not really issue at all. Let me just even give you an example here. So let's say that a prospect is asking you for referrals. That right there is not even communicating what those words actually mean, right? Because we talked about that communication with words is 7%, right? What they're really saying behind those words is, I don't trust you. You don't seem very credible. You don't seem like somebody that is an expert. So I want to make sure and verify that somebody has worked with you before and that you know what you're doing, right? Because even to this day, I'll get the one or two-person out of the blue will ask for some previous work or whatever, but it's very few foreign in-between. Why? Because I communicate with authority, I communicate very directly and I'm very open with my communication. I'm not trying to sell people. I'm trying to find out if there's an opportunity for us to partner together. And I really positioned myself as an authoritative experts, right? So that that gets communicated to them, that I'm an expert, I'm a professional. I'm authoritative. I know that I can deliver results and, you know, based on my communication and my confidence that I can deliver results, you have that certainty. Because when you are communicating with confidence, you're projecting that, you're conveying, that you're communicating that unconsciously with your tonality and all that stuff, right? Because as I've mentioned, in communication, the words of what you're saying and communication is very little in comparison to what they're actually communicating, what they mean to that other individual. Okay? So there's two types of objections here. There is the value where your prospect isn't convinced about your products return on investment. They don't think it's worth it. They might say like, hey, I like the features, I like what it can do. I think it's a pretty good system here, but the cost is too high. Or I'm just not sure that I'm going to get the return on investment. I mean, I'm just not sure. The value is really all about then paying you a dollar amount and then getting more value from what they're paying, right? Then the capability is when somebody sees or feels in your communication, your body language, all that stuff, your tonality that you can actually deliver. You are not someone that can actually help them achieve whatever outcome that they're looking to achieve, right? So this is where you have not positioning yourself as a credible, authoritative experts. That is a consultant that is there to ask questions to find out their pain, right. Because you're not gonna go into a doctor's office and they're not going to tell you, Hey, it looks like you need X, Y, and Z. Let me give you some pills for that over here. They're going to sit you down. They're going to take out a pen and pad and they're going to ask you questions, are going to diagnose you, Hey, what are you feeling? Where does it hurt? How long has it been hurting? And then they're going to diagnose you properly and give you the required treatment. And this is exactly how a sales conversation should go all the time, right? If that doctor can't help you, they're going to recommend somebody else that can help you, even if it means that they're not going to close a deal. So understanding that There's two types of objections, the value where they're going to pay you X dollars and they don't see it as them getting more in return for what they're paying. And then the capability of them seeing you someone who cannot actually deliver. They're not certain in your capabilities and your ability to perform because you haven't presented yourself as such, right? As an individual that is someone that can perform and deliver on the results. So that's gonna be here for this video. In the next videos here, I'm going to share with you a couple of ways to easily overcome objections and a secret weapon to use for it. Objections. So we'll see you on the next one. Thanks. 35. The Secret Weapon For Objections: Hey, one here. And in this video, we're going to talk about the secret weapon for objections. Now, this is going to be one of my favorite videos here because I'm going to share with you really this powerful technique that I use to really overcome any objection that is thrown my way because it's a particular technique that gets your prospect to look at something from a different lens, a different perspective, that they weren't even aware that was available to them. So let me go ahead and share with you how this works here. So whenever a prospect is actually sharing with you an objection, never ever take it as written in stone. It's almost always in autopilot response that is based on what they're feeling or thinking in that particular moment and is always subject to be used as leverage to get them to move towards the clothes, to get them to make a decision to purchase. The secret weapon here for overcoming objections is to use frames. Frames or extremely powerful. I'm going to walk through two particular type of frames in the next video. But I'm really wanted to talk about here in this video about the power of frame. Just think about frames as a point of view, a perspective, a lens to give your prospect the ability to see through that they weren't even consciously or unconsciously aware of. Okay, so just think about this for a second. So you are communicating with somebody and they have this particular frame of thought. They have this thought process is that they've tried marketing in the past, hasn't worked out. And there's no reason why you should try it again, right? Because you're trying to present to them that you have a solution to generate more leads and sales through digital marketing, but they tried it, but it doesn't work. This is their frame of thoughts, right? My mind. But what you're doing with frames is you're giving them a whole new sense of awareness that they are not even aware of that exists. So it's just a powerful, powerful tool here because you want them to move into a frame of mind and freedom of thought that they hadn't even thought about, that was even available for them to even think of. And it's really about being able to shift it, twist it, turn it into a way that allows them to see the positive side of things, right? Just like when we talk about being able to reframe things in your life, where you, let's say, for example, get into a car accident. For whatever the reason, unfortunately, you get into a car accident. You can get out of that car accident feeling one of two ways. You can sit there and feel sorry about yourself for yourself that you got into a car accident, it's going to cost you thousands of dollars. Your car is totaled, all this stuff. Or you can look at it on the other side of the coin and you can look at it is, you know what? I'm alive. I didn't get hurt very badly. It could have been worse. I'm just grateful that I was able to come away with my legs, my arms, and my body is still attached. Right? And you get to choose how you look at each situation. But a lot of people don't really utilize their ability to reframe and look at things from both sides of the spectrum because it's easier to just sit there and complain and try something and then generalize it. And just because it didn't work onetime or didn't work this time, that it's never going to work ever again. When if they just simply change their frame of mind and the reframe that thought, then it's not the truth. And so you're helping them see the other side of the coin, other side of the spectrum to get them to become aware of things that they never thought were possible. So that's gonna be here for this video and we'll see you on the next one. 36. 2 Ways To Easily Overcome Objections: Hey, one year and in this video we're gonna go over two ways to easily overcome objections. Now, this is going to be where we're gonna be walking through two different types of frames like we talked about in the previous video. And the first friend that we're going to cover here is going to be the agreement frame. Now. Agreement frames are used to redirect a person's objection rather than attempting to overcome it. So we're not essentially overcoming the objection were directing the attention and focus on to something else that that prospect hadn't initially thought about. That potentially and more often than not, is the real reason. So let me walk you through the formula here. I agree that X and that's because why or that means why So X is there objection? Why is what you want them to think? Okay. And inaction you like them to take. So now that we know the formula here, what's a good objection that we can go over here is an example. An example. Objection. Here is the typical. I have to think it over. I need more time. I don't make decisions on the phone. I don't make quick decisions. Okay, so you can respond like this. I agree that being clear about this decision is very important. And that means that once I help you do that, you can feel much better about moving forward. Could you please share with me? What exactly you need toe have cleared up to feel good about moving forward. Now, I really want you to sit here for even a couple minutes and dissect this response here. It is extremely powerful. Okay, because remember, we are trying to understand what that objection is, and then we're trying to innocent reframe it. So that's were agreeing with them what they're saying. But then we're giving that a different type of focus for that prospect to focus on and what I've been mentioning throughout this course, When it comes to communication, the words that people are seeing are very small in proportion to what they're actually meaning, right? What the meaning behind them is the meaning behind. I had to think it over means that they're not clear. They don't have the clarity and the full picture off how it is that this is all going to work out. And then they have to go back and think about it, and if they take enough time to think about it, they can think themselves out of a decision very quickly. So you don't really want them to go back and think about it. Unless you're doing like a large deal where there is like multiple people involved, right, they should be able to make a decision right there on the phone. If it's a few 1000 couple 1000 then you should be right there on the phone. So your whole intent behind this response is to let them know that clarity is important. I'm going to help you get that clarity because I want you to have that clarity so that you feel better and you feel good about moving forward, right? I'm already presupposing that they're going to be moving forward. And then I asked a very important question here that is having them tell me what exactly do they need? Toe have cleared up so that they can feel good about moving forward again. I'm presupposing the outcome here that they're going to move forward. I just need to know what it is that they need to get cleared up. So I can clear it up so we can go on to the next stage and get this wrapped up, right? One of the other things that I've mentioned throughout this course is that we tend to communicate in generalities. We tend to talk about different things and be very broad with their communication very surface level. And so once you really understand that people talk that way, naturally you can come in and really get into the specifics. Well, what specifically about X or what specifically about that is making you feel this way, right? And so this is what we're doing here? We're getting into the specifics. Were having them tell us why they need to think it over, why they need more clarity and what they need to get clarified. Right. So take some time to write out some agreement frames that you can use in your sales conversations. I highly recommend you do this. Remember to go back and look at the formula here. I agree that X and that's because why? And that's the same thing we have here, right? I agree that ex being clear about this decision is very important. And that means why right. The why is that once I help you do that, you can feel much better about moving forward. So take some time right out some agreement frames so you can use those in yourselves conversations. So the next one here meaning reframes thes, are extremely powerful as well. This is where you are essentially giving a different meaning to something. So let me go ahead and show you how this works. So meaning reframes take the issue or point that the prospect is raising and it switches it over to the issue or point that you want to make. This is really important here that you want to make. And so what this essentially does is it redirects the prospects attention completely away from the point that they were thinking and focusing on. And it gets them to focus on the point that you are making so meaning or frames take the form of the issue. Isn't X the issue is why. Okay, X is the point that they're bringing up. Why is a point that you want them to focus on, So let's see an example of this year. So the objection. I've already tried something like this before and it didn't work out. This is kind of going over the example that I was talking about earlier in another video where a company had tried to marketing before, maybe in house, they tried it or they tried another company and they didn't get the results that they were looking for. And so now they think that marketing online just doesn't work. So when somebody says this as an objection, you're going to say something like, it sounds like the real issue here is that you were previously working with the company that didn't have the proper expertise, as there are tons of businesses just like yours getting results using this exact system. And I'm sure that you could agree that working with the company like ours that has the right expertise will allow you to get the results that you're looking for, right? Just really take a moment here and soak this in. Okay, really analyze this response here because it's doing so much. It's taking the attention away from their actual objection, which is really not saying much, because again, if they're saying something along the lines of I already tried this, it doesn't work. You know this isn't that they're looking at something in a little box. They're putting it in a box when in reality, it's so much bigger than that because they're not able to see beyond that box right. And the real reason that they didn't get the results. It's not because the marketing doesn't work. It's because they hired somebody that didn't know what they were doing, right. So that's the magic behind this response here and this type of meaning refrain. So I wanted to take some time also in write down some meaning reframes that you can use using the formula here. The issue isn't X issue is why right? And letting them know that their objection is really a non issue, because wasn't that their objection was X? It's because the fact that they were doing something that didn't allow for it to work properly because they weren't doing a specific thing, whatever that may be, right. Take some time to write down some of your own meaning reframes highly how they recommend you go through this couple times here very, very powerful lesson here with the agreement frames and the meaning reframes. So that's gonna be here for this video and we'll see you on the next one. Thanks 37. Discovery Call Sales Script Walkthrough: in this video, we're going to go over the Discovery call script. So when you're able to get somebody on a discovery call when you booked the appointment, right, you want to be able to go through Discovery. Call in a series of questions in a series of steps. Right phases, and it's going to be different, depending on your industry, your niche. But I just want to give you kind of a framework here that I use for my particular business when I'm selling digital marketing, social media, marketing, lead generation, right, all those different things here. So the key thing here is to be able to do a little bit of report building in the beginning . Pre frame the call, dig into the questions. The pain points, right, the opportunities challenges and then get them to the next call, right. You're always selling the next step, right? The next call. When you're sending an email, you're selling the appointments. When you're on the discovery call, you're selling the next presentation call, right? And so this is how you want to think about it. So let's walk through this particular discovery call script here. So the first step here is a quick chat for 2 to 3 minutes you can talk about Hey, this is one from security. Elodie, how's your Tuesday going so far? How's your day going so far? How's your week going so far? Where are you based out of, you know, things like that. That really kind of get you to where you build a little bit report there. You want to make sure that you're not faking this and that you're actually sincere in your questioning. Okay, again, with the previous video that we went through where we're talking to, like the gatekeepers or any kind of people that were talking to that may be of benefit to us. We don't want to just fake it. We want to, you know, actually be interested in them and making them feel different and significant and important . Because, ah, lot of people nowadays, with sales, they're trying to just push a product instead of actually building report. So the first thing you want to do here after we actually better report is find out why they're here. Okay, so this is what I like to use. So, John, I'm curious. What made you decide to schedule a car with me at this point in your business. And also, how are you envisioning us supporting you on the marketing front? So notice this question. Here it really Let's them know that I am interested here and knowing about your situation and why, at this point in the business, you decided to book a call. And then how are you envisioning us helping you accomplish your goal or whatever problem or , you know, whatever kind of marketing strategy that they want to implement, right. And probably the most important here after you let them know as faras Hey, why did you reach out to me? How do you envision us? Helping you out is the pre frame here. You want to be in complete control of the sales call. The admits that you start getting questions on then your you know, in the corner and they're asking all these questions and you're responding and you're not responding with questions. They are taking control. And then that's typically going to be a loss sale. You need to position yourself as the authority of the experts where you are like a doctor, right? You are a physician. You're asking questions your consultant and you're looking to find out if it makes sense to move to the next step. So this is how I essentially pre fame the call. Okay, So, John, we generate security project opportunities all across the nation, there are a variety of different platforms such as Google, Facebook lengthen, and what I find that works best is we'll take a quick dive into the business and find out a bit more about your capacity and the types of security projects that you're looking for. Then if it sounds like we would be a good fit to partner together, we can discuss those next steps. But if not, I can direct you to another source. That may be a better fit for you. Does that sound good to you? So this is critically important here. You're stating a little bit as faras a general overview of what you do right, And you are telling them Hey, this is how this call is going to go. And I'm not here. Just a picture to sell you, right? I'm looking to find out if it makes sense to move to the next step. And if not, I'm going to direct you to another source, right? That may be a better faith for you, right? So very, very important There. Okay, so this is where we're understanding their particular situation. So because I'm doing marketing here, online marketing, digital marketing, my questions is based off of what they're currently doing, right? So what's already working for you to drive new business? Are most your leads coming from referrals? Word amount, right. They're going to tell me. Hey, we have this marketing initiative, this marketing strategy. We're running ads here. We're doing this. We got content marketing, right? But we're just not seeing, you know, the leads coming in, right? So then what is yourselves process Look like this is critical here for the marketing and sales aspect, because if you don't know how their Selves process is, if they don't have a solidified cells process, they're going to be dropping the ball. So it's important for you to understand what their sales process looks like. Often times you know, if you are providing the best quality leads, no matter what, and they don't have a good sales process, they're going to blame you because at the end of the day, it's about generating new business, Right? Increasing revenue leads don't mean nothing unless they can convert into actual paying customers. And when you're doing marketing for businesses, you want to make sure that you are up front and let them know. Hey, listen, do you guys have a solidified sales process? What's your average close ratio, right? What's that process from initial discovery to them? Not even knowing about you. You know a stranger to actually becoming a paying customer because if you need to do some training any, do some consulting on the side for sales, that's going to be something extra right? So then the next question here, what's your average deal size? We want to know how much is a customer were to them is a new project worth 110,000 in the security industry. Ah, lot of projects are worth in the five figures and then also well into the six figure. So it's definitely very, very large project value to these customers. But it's just a better understanding for you to understand what is their average right. And so if they mentioned hey, you know, our average deal size is ah, 150 K That's good to hear. So if we even get you one new customer per quarter, that would be worth an extra 150,000 per year. Correct? Right? So you're getting them to acknowledge that even if you got them one new customer, right at a value of 150 k I mean, that would be well worth the actual contract agreement. Here, your services, right. Another great question here. What determines a good fit quality lead for your business? Like, what is your criteria right for that particular prospect? Is there a certain size, certain industry indicator that they may be a good custom for you? This is really going to give you good ideas. Faras how well they know their customers, right? And you'll find a lot of times they don't really know their customers very well because unless they are sophisticated business where they have done market research, they've done different audits. They fully understand the wants and needs of pain points of their customers. They're not really going to know that because, believe it or not, a large portion of businesses really rely heavily on word amount, referrals and networking. Right and so very, very few actually have a advertising or a marketing strategy in place in time. So coming down here, we have a do you target a specific vertical or company size, so we want to make sure that we're digging deep. Okay. You know, we focus in the financial industry. We focus in the medical industry. We focus within, you know, X Y Z industry. And then we actually look to target companies within 10 to 50 million and revenue, right? And so then we asked them, Okay, who are the decision makers at those companies? Is it the sea level folksy Iose? You know, the security managers, the director of Security. Who is it in that company? That is your ideal decision maker. Right? So it's really important here that you really dig deep into understanding their current situation, their markets to understand. How will they know their market? Your average deal size. Right. So you're just collecting data here, and honestly, I'm gonna give you a trick here. One of the best ways to actually come up with the self script, right? For your particular industry, your market is to go on to your competitors website to come anonymously and put in information and get a quote and see how they utilize their sales process, how they go about their discovery process, Right? What kind of questions? Of the ask you, and so you can use those to your advantage. Right? So next steps here. So this is assuming here that they have not seen the actual CASESTUDY video yet. And this is through a cold email. So I would say, OK, great. Well, based off what you told me, it sounds like we have some great numbers here to work with, and it sounds like you would be a good potential fit for a program. So the next step for us would be to schedule a follow up call where I would walk you through our entire process and system step by step. Do you prefer mornings or afternoons? Okay, Fantastic. Now in the calendar invites, I'm going to sing you a short eight minute video. And it's important that you watch that video before our next scheduled meeting on X y Z day , and it breaks on exactly how this is going to work for you. What? You can expect working with us and how we've been able to consistently achieve the results you're going to see in that video. Sound fair. Okay, Great. Right. And so then you are done. You send them the calendar invite, and then you also send them an acknowledgement email saying, Hey, very nice to speak with you today. Looking forward to speaking with you next week. Now, through all of this year, you're going tohave questions. You're going tohave. Well, how does it work? You know, what's the price? You know, what's the strategy? How does this all come together, right? Do you want to give very, very broad information? So what you can say is, Hey, listen, based off the information here, what we do is we go back with my team and we developed a strategy that's going to be best suited for you. And then we're going to show you how we're going to be able to accomplish that strategy that we're recommending for your business on our screen share presentation. Right? And so I have in particular video here that I use for just letting them know. Hey, how are process? Works a case study so that they know that when they get on the presentation call. They know that we can deliver. They have seen results. They have seen a case study. And so that presentation called is a whole lot easier. So that's gonna be here for this video and we'll see you on the next one. 38. Sales Presentation Slides Walkthrough: in this video, we're going to go over the presentation slides, pitch, deck. So this is essentially what I used to walk my prospects through the second call, which is a presentation screen share you can use any type of software that allows for screen share. Joined out me there, zoom, there's crank wheel. There's a bunch of different Softwares that you can use where all you got to do is send them a link and they can see your screen. And so that's typically what I do there. And then we typically just join a conference call there. And so I walked in through the process. So let me show you how I would walk them through here through this entire process. So So what I'll typically do here is still a little bit of reporting the beginning. Hey, how's your day going? How is the weather over there? Things along that nature, and then I will quickly kind of go over what we had previously discussed on our discovery call. Hey, John, you had mentioned that you're facing X y Z problem. You're facing X Y Z pain points, right? This is a problem for you here on that you're looking to grow your business and you're looking for a strategy right to help you accomplish that. And so then we would walk through the presentation slides here, and I would go through. Okay, so this is our entire process, and this is an example here for a Facebook ad strategy. Okay, so I would go through this entire process here, I would say, Hey, John, this is our entire process here. Simplified. We have a Facebook ad that goes to a landing page or a Facebook lead form. They submit their information, and then it takes him to a thank you page. And then this lead automatically gets sent to you and then also gets tracked in our serum. And so we make sure that leads that are coming in go directly to you as soon as they come in and that everything is tracked so that no leads fall through the cracks. So I mentioned here the tried and tested targeting. So I talk about OK in your particular area. If they're going after, let's say, property management companies for this particular scenario. If they're going after CEOs for X y Z companies, whatever that may be right. I mentioned in here that we get very specific with are targeting. We make sure we get in front of the right people so that only those that are within our criteria right, actually see the ads. And then we go through some funnels here that we've used in the past. So these funnels that generate results Here's a fun on here that we've used for some of our previous clients and current clients. It talks about getting a free security quote here below, and typically what they need to do is just click on this little button here a box will pop up and they will be able to input their information there to get a free quote. And so this is the thank you page here. This lets them know that they have submitted their information and that they can call us at this number here that we have that we actually create so that we track all calls that are coming in to make sure the quality of service there so we can track all the calls that are coming through from our campaigns there. So we let him know that they can call in or that one of us will be reaching out to them shortly. And then this is an example here of the Lee notification here. Typically, we can add some additional questions if we want to do that as well. And this is how the leads are situated within the platform to Sierra in one of the great things with dash clicks on that I highly recommend that you can outsource to, for a lot of the digital marketing service that you provide is that they provide you a custom platform that is completely white labelled and they give you a custom domain. I believe it's a sub domain and you get your client access to this platform here, and they can come in here and see all the leads where they came from, all the different metrics. So this is one of our different traders, right? We let them know that we have this unique six step methodology, and we have this customized platform that we built specifically for clients to make sure that they have access to their data to their leads at any given time. Right now, one of the things that keep in mind when you're running through your pitch presentation here. Right? Your pitch, dick. Now, one of the things that keep in mind here when you're doing your pitch presentation is to be aware that there are external and internal type of questions and very few times you want to just come in here and say, Hey, doesn't make sense. Does this make sense? Hey, you know, you have any questions you don't want to be just running this through a pitch deck like somebody who's just trying to sell somebody and close the deal. You want to be engaging. You want to be asking questions like, Hey, John, can you see how this type of system here, how this could actually benefit you in your business and how much of an impact this could have on your business? Yeah, you know, I could definitely see how keeping track of all these leads in the database having my own crn here, being able to log in whenever I want and see all the data points right, that can be of real benefit to my business. So asking questions that will give you feedback on letting them know hate, Do you see? Do you notice? Can you see how, when we implement this into your business how this can have a significant impact on your bottom line. Do you see that, right. So it's really important for you to be asking those kind of questions all throughout your presentation and not just saying hey doesn't make sense. You want to be engaged, you want to oftentimes even stop, take a step back and make sure that they're perfectly clear and, you know, answer any questions they have, but make it in a very engaging manner where you're not just pitching somebody, right? So when you click on the details here, you can pull up the leads here, it'll show you all the different lead information. If you want to use this like a CRM where you're putting Indian information here, if you want to listen to the call actually called that was recorded to here. Click on this here and it'll pull up the call. And so this is how he would look when they would log into their dashboard. They would get their own user name and password, and then they could come in here and look at the metrics. How many leads have come in what's to reach which the cost per action, right? Cost per lead, the clicks, the actual total spend their right so very, very important here for your client tohave because they can log in at any given time and look at the data. And so I go over once again. Hey, here's our entire process and a very simplified manner. As you can see, we have a simple Facebook at that ghost into a landing page or a lead form. The customer puts in the information, they get taken to a thank you page, then that lead to get sent automatically to you and then input it into the CRM. So then I show some campaign results here and then some more results over here. I showed them the different results have you been able to achieve with 60 leads for 5 44 per lead and then 87 leads there for $6.3. So we show them results, right? We want to make sure that they know that we can deliver. And if you don't have proof, you don't have results you can leverage from somebody else. Maybe a partner. Somebody like that, right? then it's gonna be very difficult for you to close deals. So this is where I show them. Okay, this is what a lot of the competition is doing out there. Ah, lot of companies that sell like leads will be sending those leads off to a lot of different companies. They'll share those leads. They have competitive pricing dependent upon your markets on your budget. And there's no exclusivity. That's one of the biggest things with Facebook. If you're working with businesses out focusing on a geographical area, you want to make sure that you have exclusivity for them and let them know that that's important rank. And they don't have any tracking of KP eyes. They don't have their own serum that they give you access to right. So this is more just talking about the competition here. And so then we go over the two different tiers of our pricing. So this is our tier one here. This is a six month agreement where we position you as the local security celebrity in your market exclusivity in your market. Their local market research proven, adds that converts ad copy all of these different things here, right and you want to make sure that you can include as many of these as you can, because it just shows your prospect there that you're doing all these different things right for you and maybe just kind of implied. But for your prospect of seeing all these different things that they're getting right for, this price is really important. So 1st 1 here is in 1997 per month for a six month term, and then tear to is a three month term for 24 97 now. And at the end of the presentation, I'll say, OK, John. So based on what we've gone over today, which one of these do you feel would be the best fit for your particular business? And so they'll come back with their objections or the comeback with, you know, it would probably be a tier one or tier two, whatever. That may be right. But you want to then answer objections, get clear, and a lot of times they'll say, Well, you know, I got to think about it. Well, Hey, John, what specifically do you need to think about? Is that the price? Is it the value that you're going to be getting here or what's what's really the issue there, Right? So you're trying to understand what is that issue? Do they need more clarity, right? What is it that they need? So you want to make sure that you're prepared for all the different objections that you may face, right with pricing with value and understanding that for the most part, all of these conversations are going to go pretty much the same. If you position yourself as the authority as the expert, the objections are going to be very low, but they're still going to need a little bit more clarity sometimes, right? So make sure that you're prepared. You've gone through all these different questions, all these different things. Right now I'm going to include a copy of this presentation here that you can use for your reference right where you can use it as a framework so that you can put together your own presentation slide deck, where you can present the actual solution, the outcome, the benefit that you provide, and then use a stack here to show them what exactly they're getting for everything that they're paying for. Right? So that's going to be here for this video. And was he on the next one 39. The Psychology of Cold Calling : In this video, we're going to go over the psychology of cold calling. Now this is really important here to keep in mind before you start doing any kind of cold calling. Because I can understand and I know how it feels to feel like you don't want to get on the call because you don't want to get rejected. You don't want to feel like they're actually telling you to F off, to take a hike, all these different things. But once you where they come to realize that the whole rejection thing and doing cold calling is really a mental game here. And once you really start thinking about how to properly position yourself and your whole mindset will change. So go right ahead and jump into this here. Now, one of the things that keep in mind when you're cold calling anybody, when you're getting onto Incan of call, when you're looking to speak with the prospect. It doesn't matter. Your mindset should be. I'm a professional expert in my field. You are a professional expert in your field. So your thought process should be your professional expert in your field that has something of value to provide the other prospect, your customer and the other person on the other line is not above or below you. They are also professional expert in their own field. And going into calls with this type of mentality will level out the playing field. If you're talking to a receptionist or probably a gatekeeper, Right? They are not really knowing about you or your business if you don't fully explain to them who you are and how you can help them. And you should really not take anything. Personal. Rejection is a state of mind that is based on how you react to what happens to you. So you must understand that not everyone is going to be a good fit regardless of how they respond. If somebody tells you if off or, Hey, this is not what I'm looking for. I'm not interested in all of these different things that you may feel are negative, are rejection to you, right? It's oftentimes if they're taking that type of approach, There's typically something that is bothering them in their personal life that is causing them to respond that way, right? Because a real professional would tell you, Hey, you know what, I really appreciate your phone call. Unfortunately, at this time, that particular service or that product is not what we're looking for. Hey, I wish you the best, right? Because those kinda people understand that you are professional and that you are just trying to do your job, right? But if you'd have people just being rude and doing all this stuff to you, you have to understand that it's a reflection of how they feel about themselves or what's going on in their lives at that current state, right? It's not really about what happens to you. It's about how you react to what happens that makes the world of difference here, okay? And this is about everything and anything in life that ever happens to you. Because you can be for whatever reason you can get into some kind of fender bender where you just happen to be distracted for whatever reason. And you hit somebody in the back, right. As far as a vehicle, you got into a minor fender bender. It's unfortunate you guys pull over to the side of the road. That person is just completely mad, upset. They're cussing at you. They're telling you, Hey, didn't you see me? What the heck? Oh my gosh. And they're freaking out, right? But you, you're looking at it from the perspective of men. It's an unfortunate, it's sucks, but MLK is this personal. K is my armor, right? Is my neck, alright, are my legs. Okay. All these different things where you are looking at the same exact experience, right? And you're looking at it from a different lens. Because again, it's not what happens to you because anything can happen to two different people, write the same exact event. And those two people will have a completely different reactions, right? Because they're looking at it from different lenses. So when you can really learn to look at experiences will get things that happen to you. Looking at them from a positive aspect and just understanding, Hey, it wasn't my time this time, perhaps next time, I will get them right. Now. Another thing that a lot of people don't really understand the importance of having a script being prepared, right? If you don't have a script, if you don't have something outlined at least rank, then you're just going to go into a call. And you might as well just like go into a rainforest or go into a forest without knowing where you're going to go, right? That's the same kind of strategy here using, which is pretty much nothing. You're walking into a rainforest, you're walking into an area that you're unfamiliar with, no map. So once you are able to be prepared and actually have a script or at least a guideline. So you can come into the calls and know what you're actually trying to achieve and know what you're actually trying to get them to take an action on, right? One of the other things that I love about cold calling, especially when businesses are just starting out, is that it really builds toughness. Because if you cannot take rejection from a cold call, which you're not going to die, you're not going to bleed, right? I mean, you're not anything is not going to happen to you as far as you getting physically hurt, the worst that can happen is that you get told no. You get told to F off, you get told to no longer call or stop calling, whatever that may be, right. But if you're not able to at least take rejection from cold calling and build up that toughness. And if you're not able to understand that and go through that, then you're going to have a really difficult time overcoming problems down the road in your business, right? Because the cold calling thing is very minor in comparison to problems that happen down the road. So that's how you can build that tough skin. How you can build that toughness by getting into calls and understanding that you're going to get rejected. But it's just all part of the process. So I really wanted you to understand the psychology of cold calling, that kind of mindset that you want to have. How to not take things personally, how to be prepared to make sure you have a script. And we're going to walk through a discovery script here and also a presentation script as well, so that you are prepared and you know how to go into Coles without, you know, not being prepared and having to deal with a large number of rejection because you are prepared in an understanding that rejection is just all part of the game, right? And it's just a matter of, hey, let's move on to the next one. And for whatever reason this one didn't work out. But I'm okay with that. I understand that. It's just all part of the process. So that's gonna be here for this video and we'll see you on the next one. Thanks. 40. 4 Step Cold Calling System : In this video, we're going to go over the fourth step cold calling system. Now I'm going to walk you step-by-step how we're going to go from number one, getting the person's attention, how we're going to get them to actually get us to the right person, ask the right questions to where we're actually setting the appointment, booking the call. So we set up our presentation calls. So let's go right ahead and jump into this here. So the first step here is getting the person's attention. So most people, what they'll do is they'll open up with the simple old cliche of, hey, how are you, or how are you doing, right? And oftentimes nobody really cares because they're just reading or just asking that question just for the heck of it. And a lot of people will just respond, hey, I'm doing fine. And it's just kinda like this, talking back and forth and there's no real motion there and nobody really cares. They're just trying to be quote, unquote kind or not rude or whatever, right? Here's the thing. We don't want to sound like everybody else write, the rules of the game have changed. We are in the digital age, right in cold calling still works extremely well, but the same old tactics that used to work back in the day do not work any longer. Do you have to have smart cold calling strategies, tactics, right? Instead of asking them, Hey, how are you the same old, same old. We're going to change it up here and here's a good example. Hi John. Good morning. Hope you're Tuesdays going well, my name is Juan. So forth, someone move on to what you're talking about, right? Notice how that you're stating hope you're Tuesday is going well, it's not a question, it's a statement. And then you're opening up dialogue. You're not like everybody else. Just like, how are you? Hey, I'm doing fine. Okay, great. Even though I don't really care, right? But one of the most important things also, when you're asking these questions or when you're opening a dialogue Is being enthusiastic. It's really important because if you're not and you're kinda monotone and just not really shown very much emotion, people are going to get turned off and they're not going to want to talk to you, right? So step number two, you want to identify yourself and your company, get their intention and identify where you're calling from, what company you're from, right? And here's a good example. Hi Mary. Good morning. Hope you're Tuesdays going well, my name is Juan from XYZ company in Seattle. We help security companies like yours generate new security projects. Now notice how I introduce myself, My company, and then what I do, then where I'm calling from. Because if you're just calling and you're asking for people's time like, Hey, do you have a few minutes? Hey, is it okay? You don't want to be asking for permission here. You want to be straight, you want to be direct. You want to be providing information and not wasting people's time, more importantly, your own time. So number three, give a reason for your call, right. Here's a gatekeeper response OR statement that I would use. So hi, Mary. Good morning. Hope you Tuesday is going well, my name is Juan from XYZ company in Seattle. We hope security companies like yours generate new security projects. I'm curious who would be the best person to speak with the handles your new security projects. Notice how I am following the entire process here, the entire framework on getting their attention. I'm identifying myself, my company, where I'm calling from, and I'm giving them a reason or a question as to the region from my call or who I'm looking to speak with. Now, if I'm talking to the decision-maker, this is how I would go. Hi John. Good morning. Hope you're Tuesdays going well, my name is Juan from security LOD in Seattle. We hope security companies like yours generate new security projects. The reason for my call today is to find out if you're able to take on additional security projects at this time. Notice how that last statement there is asking them a question about security projects. There's no pitching, there's no selling. It's very nonchalant. And you're not trying to come across like you're just trying to sell, right? It's very conversational. That's the biggest thing nowadays with wanting to either do cold email digital marketing in general, people are tired of getting marketed to with the same mode marketing messages. That's why it's important to understand market sophistication and where your prospects are at in that particular timeline, right? If they are new to the marketplace, if they've seen your marketing or other people's marketing time in and time out. They want to know what is the deal, what are you looking for? So you don't waste anybody's time. Number four, once you have gone in and ask the questions and find out a little bit more about their current situation. Can they take on new security projects? Then you want to set the appointment and this is how you would set the appointment. So I would say all John, the reason from my call today is to find out if you're able to take on new security projects at this time. They say yes. Okay, Great. And this is where you've gone through your sales process. You've asked the discovery questions, right? And you say, okay, great, we have a system that provides you with qualified sales opportunities from businesses that are looking for reliable security company like yours. I had a few questions about you and your company to find out if you would be a good fit for our program. How does that sound? Right? And so that's where you would actually dig into the questions there. Finally, a little bit more about their current capacity, about their pains or problems or challenges. What are they currently utilizing to generate new business and then getting them to book a call. And you mentioned, okay, Great, Well, let's do this. Sounds like you have good numbers to work with here or based on what you mentioned here, I think our program would be a good fit for you. Let's set up a time for us to hop on a screenshare call for about 45 minutes. And I can walk you step-by-step through our entire system and process. Okay. And then I would typically mentioned, hey, do you prefer mornings, afternoons, and then I would book the call. So let's go a little bit deeper here with the setting the appointment now, when we're sitting the appointment right. And we're asking the qualified questionnaire of hey, the reason for my call today is to find out if you're able to take on additional security projects at this time, they tell you, yes, you want to get into your discovery questions. So let's go ahead and set the appointment here and walk through how we're going to go about doing that with the decision-maker. You're letting them know, Hey, can you take on new security projects at this time? Okay, great. You're telling them, Hey, we have a system that can do just that gives you new security projects. And then you mentioned, okay, great. Well, I have some questions here that I want to ask you to make sure that you're going to be a good fit for our program. Or how does that sound? Right? And then you're moving on to the different questions. How are you currently generating your security projects? What specific type of projects are you interested in taking on? What's the average contract value for those security projects? And here's another good question based on the staff you currently have, how many more of these projects could you realistically handle each month? Now, again, we're going to go through a complete discovery call script. Gonna have a lot more in-depth questions, but here are just some sample questions that you can use to kind of give you an idea as far as setting the appointment. Would setting the appointment, we're pretty much going to gather all this information, ask the right questions, find out if it makes sense to go to the next step. And you say, Well, based off what you've told me, it sounds like we have great numbers to work with here. And it sounds like you would be a good fit for our program in our system. So let's do this. Let's set up a time for us to hop on a screen share call for about 45 minutes. And I can walk you step-by-step through our entire system and process. Now, do you prefer mornings or afternoons? Notice how you're not asking them, Hey, when can you do this? Hey, do you have time? It's not we're presupposing here. We're implying that it's either a or B. There's no yes or no as far as them telling us. Yeah, I don't want to or no, I don't think so. We're presupposing because we want to get them on the actual call, right. So that's how we're going to be able to set the appointment. How we're going to go about our process, right? We're going to, number one, get the person's attention, identify yourself and your company, give a reason for your recall. You want to have a questioning statement there. Hey, can you take on more leads? Hey, do you have capacity for more XYZ projects? And then you're going to run through your series of questions there and the discovery script, and then you're going to set the appointment. So that's gonna be here for this video and we'll see you on the next one. Thanks. 41. How To Create Your USP : In this video, we're going to go over how to develop your USP. The USP stands for unique selling proposition. So essentially what is setting you apart in your marketplace? What makes you different, right? So let's go right ahead and jump into this here. Now the important thing here to keep in mind is that when you're creating your USP, you want to make sure that it's stating the outcome that the prospect wants, right? Benefit that you actually provide an outcome, right? That you provide to your customer. Here's some examples that you can follow. So we make it easier for companies to x. We cut down the time it takes to Y or X, right? We help eliminate the dreaded tasks of XYZ. We cut down on the hassle of XYZ right? Now. Are you able to cut costs, right? Do you save businesses money? Think of how you can use any of these phrases to describe the results that you provide, your prospects and your customers. So you can have, are services. Cut the cost of X, we reduce expenses on y. We eliminate the waste and why we minimize the number of X. We increase the amount of XYZ they get, or you get for the same price that you are paying now, or that they're paying now, whatever that may be, right? How are you different? Another way to strengthen your USP is to differentiate yourself from the masses. And when you have this kind of statement, this is a huge deal for prospects because they're going to be like, Well, wow, I've never heard of this. I have never seen or heard of any kind of business that does this. And you'll find that very few businesses out there have a very solidified USP. And when you can state your business as far as what you do, how you help your ECS customers, how you provide the actual benefit, the outcome, and how you're able to state it's in a statement where it's, hey, what sets us apart is x, y, and z because of y, right? Here's another way to explain it. What makes us different? Is x something that you'll get for months that no one else offers? Is our patented four to five step or four step methodology. That does XYZ, right? That's where you can put in there your unique mechanism that is really a differentiator in your marketplace. So here's an example. So we specialize in helping companies protect their customer information from theft or viral attack. And what sets us apart is x and y. We have a specialized software tool that does the endpoint protection, intrusion detection, all these kind of buzzwords for your particular industry. So it's important to understand that when you are reaching out to businesses via cold calling, cold e-mail, it's not necessarily important to always have a USP when you're doing cold email. But once you get people on the phone, once you really start communicating with them through your discovery call, your closing call. It's always good to have this kind of USP setup because it really lets your prospect know, Hey, this is why we're different. This is why you should start doing business with us. Because something that you'll get from us is x and y, and nobody else offers this, right? We have our own unique four-step methodology that does X, Y, and Z that nobody else in the marketplace has, right? So that's really important for you to understand when you're doing cold calling, when you're having your calls, right? And we went through in the beginning of this course, the business development strategy, how to develop that, and how to develop your USP and your unique mechanism, right? So that's when you're getting on these calls, you're really laying this out and you're telling them, Hey, this is why we're different. This is why you should do business with us, because we do x, y, and z, and nobody else does this. So that's gonna be here for this video and we'll see you on the next one. Thanks. 42. Understanding The Meaning of Value: In this video, we're going to cover how to understand or understanding value. Now, understanding value is critically important when you're doing cold calling because what you'll realize is that different people have value as far as their outlook on what value is completely different than another person, right? Somebody who's an executive assistant isn't going to have the same type of awareness, a type of definition of value at somebody who's a C-level executive manager, VP of one particular department. So let's go ahead and jump into this here and dig a little deeper. So as I mentioned, value is not the same for everyone. Value is not what you say it is. It's always what the buyer perceives it to be or the other person. Everybody is going to value different things based on their personal experiences, their environments. They grew up in all these different things that played into the factors of what is really important to them. So everyone involved in your sales process doesn't define value in the same way as CEO will have a different definition of what value is versus a director versus a executive assistant, right? So what value equals is a perceived benefits received not the perceived price paid, right? That's why a lot of times I hate giving prices. Because if they don't fully understand the value or services, the value of what we do and what we provide, and how the value of it is so much higher ranked on comparison to the price. They will see that five grand or whatever it is per month is just very, very low in comparison to what they're actually getting, right. You have to be able to position yourself and your product as it being extremely valuable so that the cost, whatever it may be, is extremely low, right? So taking the correct mindset here, your mindset should be when you're talking to different prospects, different people within an organization is, who am I talking to and what might they want? Executive assistants, they want to know? Does this sound like a self-interested time wasting salesperson or someone that has something that may be of worth to my boss's time, for my boss's time. Remember as I mentioned that being different, not just going in there and saying How are you How are you today, right? The same old, same old, right? It's about you being different and unique and standing out. So a manager, they want to know how you affect their overall departments, their employees, right? What kind of impact will you have? The C-level folks, they're not interested as much about the details as they are interested in the actual end results that you can deliver, your product or your service can do for them on the long-term ROI, right? The C-level folks are the ones that have that 50 thousand foot view right there. The visionaries they just care about. Okay. What's this going to mean for us long term? What's the ROI? What's the end result that these guys are going to do for us, right? So understanding the difference here as far as value, price and the different things that come into play when it comes to different people within an organization, it's going to allow you to understand where everybody is at as far as their particular role, and then how you can properly navigate the conversation to get to the actual person, right, the decision-maker. So you can get them on a discovery call and see if they're a good fit to actually become a paying customer. So that's gonna be here for this video and we'll see you on the next one. Thanks. 43. How To Effectively Work With Gatekeepers: In this video, we're going to talk about how to work with the gatekeepers or the executive assistants. Now, notice how I don't have how to get past or how to overcome the rejections of the gatekeepers, right? Because you want to be able to work with them. So let's go right ahead and jump into how we're going to be working with the gatekeepers. So when we're working with the gatekeepers here, here's the thing. Gatekeepers typically work very close to the decision-makers and they have lots of valuable information. This is the front desk people. This is the executive assistants. These are the people that are like the receptionist at the different departments that are essentially the screeners. And so they make sure that only calls that are of importance actually go to the actual decision-makers. So when speaking with a executive assistant, with a gatekeeper, you want to work with them. Notice that I mentioned in one of the other videos, when you're doing your cold calling, you don't want to sound like everybody else. You don't want to ask them, how's your day going? How are you doing? Good, fine, great blah, blah, blah, right? You want to be different. You want to identify yourself and your company, ask for help, use a justification statements, right? And then ask questions. Here's an example. Hi, I'm one from XYZ company or Hey, Jane, I'm Juan from XYZ company. I'm looking for some help. I want to make sure I'm in the right place and I'd like to ask you a few questions to make sure you can point me in the right direction. Beginning the call this way sends the following messages to the screener. You're not like everybody else who's just calling in to waste time like any other salesperson that disregards them and just trying to pull your way in slang, real Williams, to talk to the boss, right? To the decision-maker. You actually helped them do their job better by protecting the decision-makers time. You're actually asking them, Hey, I'm looking for help. I want to make sure I'm in the right place. And if it makes sense for you to transfer me what you're essentially saying there, they begin to form a relationship with you which moves you closer to getting them to help you. I mean, you'd be surprised how much value that these guys can provide you and how much they can put it in a good word for you to be able to speak to the decision-makers. If the gatekeepers having a bad day or ask, hey, what does this call regarding? You need to reply back without hesitation with their justification. Well, John or Hey, Mary, we specialize in helping XYZ companies in your industry increase x by y. I wanted to ask him a few questions to determine how big of a problem this is for him and see if it may be worth it for us to speak further, right. You called in and you're talking to the gatekeeper. You mentioned, hey, I'd like to speak with the person who handles your security projects, whatever that may be. They mentioned to you. What is this about? Well, what does this call regarding you state that statement there? Right. We specialize in whatever helping businesses accomplished, XYZ, whatever it is that you're actually doing and you've prepared right. As your statement there, then you want to let them know that you want to ask them a few questions to see, determine if it would make sense to speak further. If the gatekeeper says, Hey, just send me some information. You want to respond back this way. Actually, one of the purposes of my call today to see if it would be worthwhile to provide additional information. I don't want to just send information that's blind and just have you have another e-mail to look through of just stuff, right? I want to make sure if it makes sense and if it's worthwhile for me to send you information and then what specifically to send you. Okay. How does that sound right? Something along those lines. Right. So understand that when you're working with the gatekeepers, use them as allies. Come in there and ask like you're just, you know, and talk to them like you're looking for assistance, you're looking for their help, right? Like you're making them and helping them do their job better. Knowing that, you know what? I'm not like everybody else. If you do put me through, I'm not going to waste your boss's time. I'm going to provide them with value, right? And it may not be worth it for us to pursue the next step, but at least we'll walk away knowing that that it doesn't make sense. And oftentimes, if you don't have a statement here that you can place in here when they say what is this regarding? And you're just talking off the top your head, Hey, we want to see if you guys can take on more projects. How you want to see if you can take on more customers. I mean, that is not going to do anything for anybody. You want to have it very precise, very specific. We specialize in helping x in your industry increase x by doing y. Notice how precise that is. I mean, this is quite simply one of the best frameworks that you can use whenever you're talking to anybody and they ask you, what do you do? This is essentially your elevator pitch here. And when you can say, Hey, we specialize in helping security companies in your industry increase sales by 25% or 2500% through advanced digital marketing strategies. And we've actually helped a number of companies in your industry. And I just wanted to ask him a few questions to find out if this is a problem for him and if it would be worth for us to speak further, right. So once you can make those claims, once you can state it in the benefit, the outcome that you're actually providing, that makes the most sense to the business for the gatekeeper to know that you're not going to be wasting their time and their bosses time, right? So very, very important here. And that's gonna be, uh, here for this video, and we'll see you on the next one. 44. How To Never Get Rejected : In this video, we're going to go over how to never get rejected now. And one of the other previous videos we talked a little bit about rejection, but I want to dig a little deeper into this because this is really important to understand when you're getting into different cold calling techniques, tactics, strategies. When you're actually doing cold calling, maybe you've hired some people to actually do cold calling for you, SDRs, right? Sales development reps. You want to make sure that they have the right mindset. And I'm going to share with you how to be able to not ever get rejected by having the right type of mindset. So let's go right ahead and jump into this here. Okay, how to never be rejected again? So we've all felt the fear of rejection at one time or another from the prospect telling us when we've called in, Hey, we're happy with their supplier. We're not interested. Hey, we're okay. All these different things that get us the feeling of being rejected. And oftentimes we think that is happening to us. But here's the thing. Is rejection really what is happening to you? Or is it the way that you're reacting to it? Remember how I mentioned. It's not about what happens to you. It's about how you react to something. Rejection is always your reaction to the response that you receive, right? Here's a great quote here from Eleanor Roosevelt. No one can make you feel inferior without your consent. So this is really important here to keep in mind that you are giving people the power to make you feel inferior, to feel rejected when you can simply not accept that. You can totally just tell yourself in your mind, hey, you know what you have told me or you have said, Hey, we're happy, we're okay. Hey, I'm uninterested. You can not accept that in your mind. Hey, I don't accept that reaction or that response as far as making me feel rejected, right? And there's typically going to be two types of sales reps. Both of these reps, Our, let's say having a call or they're just had a call and they had no they had somebody that's holding that they're not interested. They just pretty much got told, Hey, we're just not interested at this time. The first rep here says, geez, not another know, this rejection is killing me. Rejections sucks. What's wrong with me? Do I suck? This is depressing, right? So they're talking to themselves and they're bringing themselves down there actually thinking that something is wrong with them. This is such a big deal here because us as humans, we as humans. Oftentimes, one of the things about rejection as something happening to us, like we are the problem, something is wrong with us when that is not the case, right? That is the case of somebody who has a fixed mindset. The second rep here has a different reaction. They say, Oh, well, he wasn't a prospect today. I did ask him if we could keep the door open for the future and he agreed to receive our email newsletter. Another small win onto the next one. Look at how both of these reps have been told. No, they've both been quote-unquote rejected. And one has a completely different outlook than the other person. It's all in a state of mind. It's all in how you are perceiving that if you don't understand and fully realized, cold calling is a game of numbers. You're going to get rejected, you're going to get told no. And a lot of times it has to do because you're not prepared. You don't have a good script. You're just sounding like everybody else. But all in all, it's about how you are able to respond to that and look at things in a positive light. So here's another thing that you can do to help out with the rejection, quote unquote, right? So unless you proactively look for in achieved small wins, regardless of how small they may be. You're going to get pulled down from prospecting because it's really difficult to keep on getting those. Keep on getting those unless you are attaching small, little, tiny wins to your cost because then you have objectives that you're reaching. So you can start by setting secondary objectives on your calls so that even though you get to know, you still accomplish an objective. So here's some sample objectives here. I want to ask, who are they currently doing business with? So I can find out more about their competition. Maybe do some research on them, maybe contact them, whatever that may be, right, using that information as ammunition. Or I will ask if I can reconnect with them in the future, right? So this person is really just trying to find something positive in the actual phone call, maybe a small wind so that you can always leave a call in a positive manner, right? I mean, blaming I've been on calls where I've had people cuss me out, tell me to jump off a bridge, all these different things. But again, it's typically going to be a reflection of how they're feeling, their state of mind. And it has nothing to do with you. It's about the other person is reflecting how they feel inside to you externally, right? In the actual world through the phone call. So that's gonna be here for this video and we'll see you on the next one.