Cold Email Masterclass: From Lead Generation to Sales With Cold Email

1. Why Cold Email Just Works: Real for a second. What normal person do you know doesn't have an email address? Unless you live under a rock, you use email. And that means your ideal clients for your service or product do too. So, through email, you can reach ideal audience. Not only that, but you can do it very inexpensively, if not for free. And you could do it automatically in a personalized and tailored way. What else could you ask from a marketing str honestly, I think cold Email is one of the best assets a business can have. That's because I scaled my agency and got clients that paid me thousands of dollars a month through cold Email. My name is Adam Taylor, and I've spent the past five years building multiple five figure brands by leveraging my knowledge of marketing and outreach. I've also successfully taught my strategies to hundreds of students all over the world. In this course, I'm going to cover everything you need to know about cold email. You'll learn how to design your offer and pick your ideal client profile, compile massive lists with leads that match this criteria. Write an elite sequence that performs on autopilot and so much more. I'll teach you the most efficient personalization tactics with tools that no one is using like mls and AI. So your emails can sound like you manually wrote each one. I'll share my personal sequence that I use for my agency, and I'll share copywriting techniques that you can apply to offer your subject lines into every aspect of your email. This course is as comprehensive as it gets with multiple hours of video, articles, assignments, and more. This course teaches you what works, what I use and what I'll continue to use. Nothing else. Whether you have your own product or service that you want to sell or marketing as part of your current or future job, mastering how to design a cold email sequence is one of the most powerful skills you can have in the marketing space. If done well, it's literally making money out of nothing and on autopilot. It's taken me years to perfect these strategies, and I can't wait to share them with you. This is your time to radically impact your marketing skills. So take action and join this course right now. 2. Find Your Niche (Important!): You've probably heard that niching down is crucial and imperative. Why? Well niching down tends to be polarizing. Some people really gravitate to you and your content while for others, it becomes irrelevant. And this might seem like something that's undesirable because we want more customers and we want more people to be interested in us. But this is a trap that many, many people fall into because while we do want more leads, we mainly want more quality leads. So we want to be putting out a message which really applies to a percentage of the population, which by contrast, will really not apply to the rest. Let me give you my go to example. If you market yourself as an agent for one arm jugglers, then you're going to do well in that market. Trust me. Think about it. If people see you do only that, then they'll recognize you as an absolute expert, and they'll know that you understand their struggles profoundly because that's the world that you're familiar. Silly, but it makes sense. Most people won't care, but the people that do will have an extremely high likelihood of becoming a client. Yes. So by now, it should be clear. Niching down is good. Don't try to be too greedy and instead appeal to a certain segment of the population. But how do we pick that segment? Well, many things come into play, but before we dive into the how, let's actually understand what a niche really is. So a niche is essentially a specialized segment of the market for a particular product or service. A crossroad where your unique expertise, your passion, and market demand all intersect. And finding this sweet spot is both an art and the science. And the first step of this is to look inward. So what are your strengths? What specific knowledge or skills do you have that can be translated into a product or service? And don't be afraid to get specific here. Remember, generalists are everywhere, and specialists are more rare and therefore more sought after. Next, consider your passions. A niche you're passionate about is sustainable because it keeps you motivated. Working with a niche that excites you leads to creativity and innovation. Because it's your passions that will keep you going when you hit those inevitable roadblocks. Now let's look outward. Market demand is your next key factor. You can be passionate about something and be really good at it, but if there's no market demand, then it's not a niche. It's a hobby. So here, you want to conduct market research. Are there enough people out there that are looking for your specialized skill or product, what's the competition like? You might even find a sub niche within a broader market that's underserved. Here are some strategies that you can try to nail down your niche. Number one is to identify problems because every good product or service solves some problem. So here you want to dive into forums, social media groups, and review sites to see what issues that your potential customers are facing. Next, keyword research is also a great strategy because you can use this research to see what your target audience is searching for, and potentially you can find a gap that you can fill. Next, analyze your competitors. What niches are they serving and what are they missing? In that you might find an untapped market. You can also use tools like Google Trends, because you can assess the popularity and seasonality of some topics that your target audience is searching. Next, you shouldn't just guess what your audience wants. And to figure this out, you should ask them directly. Surveys and especially interviews can be invaluable knowledge that you can gain about your niche. Because at the end of the day, there's no better way than learning about the individuals within your niche than actually talking lastly, before fully committing, validate your niche with a minimum viable product or service. Because just as those interviews, the feedback and knowledge that you can gain will be invaluable. And remember, choosing a niche is not a lifetime sentence. Markets evolve, and so do your skills and interests. Your niche today might not be your niche five years from now, and that's okay. The key is to start with a clear focus, build authority, and pivot when needed. So to summarize, finding your niche is crucial to stand out in today's saturated market. About connecting your strengths and passion with what the market needs. When you do that successfully, you become the go to person in a sea of generalists. 3. Find Your Unique Offer: Now it's time to discuss finding your unique offer. So let's zoom out for a second. What is an offer? An offer is a combination of your products and services that solves a specific problem for your niche market. A compelling offer is irresistible to your ideal client because it speaks directly to their needs. The offer is going to be the backbone of everything we do within the course. Think about it. At the end of the day, what we're trying to do with this outreach is communicate a synthesized version of our offer. In order for the value of our offer to shine through in these small doses in order for us to have compelling storytelling that's going to be congruent with our testimonials, our case studies, our messaging, then we need to have an offer that is unique and that works. So the first step in the process is something that we already covered, and that's niching down. And nich down, our goal was to understand broadly who we're targeting. And in crafting our offer, our main objective is to find out what problem we're solving. You've probably heard this 1 million times. Pain points, challenges, problems or hurdles that your niche faces. So let's go back to our one handed juggler example. Specializing in dealing with one handed jugglers will likely paint us as experts in that field. This will give us a good chance of persuading our prospects that we're going to be a good fit to work together. Now, although that's effective, it's not enough. We need to understand exactly what problem we solve for our target audience. And obviously, we need to understand how. Although side note, you often don't want to talk about the how as much as you want to talk about the what can. Imagine that you offer our one handed juggler an exclusive deal on a pair of gloves. That's likely not very appealing. However, if instead you specialize in creating bespoke juggling articles that are specifically weighted to facilitate one handed juggling, then that might change. Essentially, this part of the process entails deeply understanding our target audience. So we can understand their pain points and know what solutions will help them. Even if you already have your product or service and you've been working on it for years, going through this process can help you conceptualize it in your head and help you better communicate your offer to your target audience. I think the easiest way to understand a problem is to find a solution to a problem that you faced yourself or one that you're very familiar with for whatever. Author and entrepreneur Tim Ferris often discusses the importance of scratching your own itch, because these can provide intuitive insights that you otherwise wouldn't have in creating your solution. And a good way to synthesize and simplify your offer so you can zoom out and grab it in a second is formatting it like this. For services, I help X go from A to B. And for products, my product helps X solve Y. Example, Apple's introduction of the McIntosh in 1984 helped non technical users make use of computers. So orienting a business around the problem they solve or the people they solve it for provides a great framework for understanding exactly what part of your product or service is appealing. Now let's look at how we can go about finding this sort of framing for a product or service. First task is to pinpoint the primary benefit that your product or service provides. And this isn't just about what your product does, but how it makes your customer's life easier, better or more enjoyable. This kind of dives into what I was mentioning earlier. One of the pillars of sales is to sell the benefits and not the features. Most people don't want an iPhone because of the 12 megapixel 1.9 aperture camera. Instead, people are drawn to the idea of taking professional looking photos with just their phone. Instead of diving deep into exactly what your solution does, you want to have a strong understanding of what problem it solves and why that's important. And this is very often what we want to stress in our messaging, the pain point of our audience so that we can portray ourself as the solver of that problem. So here's an exercise. List the features and benefits. First, write down all the features of your product or service. Then next to each feature, list the direct benefit that it gives to your customers. Lastly, identify which benefit is most appealing to your target audience. Now, knowing your audience is crucial. You need to understand not just who they are, but what their day to day challenges are, what motivates them, and what they'll value most in a solution. Here, you want to create customer personas. So here you want to gather data through market research or even just what you think that your audience is right now. And this can and will change over time. So don't stress too much about getting it perfect the first time. Following this, you want to build detailed personas that represent your typical customers. So include demographics, psychographics, pain points, and aspirations. And don't worry. We'll cover this more in detail in another lesson. Now, a compelling offer directly addresses a specific problem. So it's important that you articulate this problem clearly in your messaging. So when your target audience reads your message, they'll feel like you truly understand them. Now for this one, your exercise is going to be writing a problem statement. So what is that? A problem statement is kind of just what it sounds like. It's a clear and concise statement of the problem that your product or service solves. So, for example, busy professionals and business owners struggle to convert as much as they would like to through cold email. Next, once you've defined the problem, you have to position your product or service as the best possible solution to that problem. This involves differentiating yourself from competitors and highlighting what makes your offer unique and valuable. For this, you want to create a unique selling proposition or USP. So compare your product or service with competitors offerings. Identify what makes your solution better or different, and this will all culminate into crafting your USP statement that encapsulates this difference. Now, before finalizing your offer, it's critical to test and validate it with actual potential customers. This step ensures that your understanding of the problem and effectiveness of your solution actually aligns with real world expectations. After investing all this time and effort in our product or service, it's often easy for our judgment to become clouded as to what people actually want or need from it. Now, the exercise for this one is to create a minimum viable product or MVP. So essentially, what you want to do is develop a basic version of your product or a simplified version of your service. Then you can offer it to a small segment of your target market. Then you can collect feedback and adjust your offer based on real user experiences. Let me go on a quick tangent about the MVP because it can really be one of the most crucial things in business. Regardless of the product or service you have, it might be a good idea for you to actually start outreach before you have that product or service even set up. All of this to simply validate the reaction of the market. Because we idealize our visions of the world so much that it's easy to fall into a trap, putting a colossal amount of effort before even knowing if people want our product. All of this to ultimately be frustrated. This happened at my first attempt at starting a marketing agency. I were to start one again, I would likely cold call and cold email before even having the agency set up just to see if the niche and problem I'm picking make any sense at all. Now, the last step is to synthesize all of the information into a compelling offer. This includes your understanding of the customer, the problem, your unique solution, and real world validation. Use the format. My product or service helps target customer overcome specific problem by unique solution. Ensure that this statement is simple, direct and resonates with the emotional or practical needs of your audience. So, as you've seen, understanding your offer and what your product or service brings to the market is crucial. By following this framework, you can craft an offer that not only meets the specific needs of your target market, but also positions your business for success. 4. Discover Your Ideal Customer Profile (ICP): In this lesson, we're going to talk about identifying your ideal customer profile or ICP. Understanding your ICP is pivotal because it influences virtually every decision you're going to make. From product development to marketing strategies and even customer support. But why is it important to find your ICP at all? Your ICP forms the cornerstone of your targeted marketing efforts. Defining who your ideal customers are, you can tailor your marketing messages, focus your ad spend more effectively, and overall, just increase your ROI. And marketing without understanding your ICP is trying to hit a target in the dark. Knowing your ICP is what brings that target into light. As we talk about, knowing your ICP helps in shaping your product or service to speak to the direct needs, desires, and pain points of your target audience. This alignment between what you offer and what your ideal customer needs leads to higher satisfaction rates and repeat business. So if you have a grasp on who your ICP is and what you're going to offer them, then you're not going to fall into one of the most common traps in business. Most people try to make a product first and then try to find people to buy after. However, as we've seen, the process should be the opposite, understanding an audience and their problems and then finding a solution for. Again, even if you've already done this process, following the steps in this lesson will make it much easier for you to craft compelling copy that will speak directly to your target audience. In fact, if you're strategic enough about your ICP, then it can significantly increase your conversion, right? Sometimes, the difference between a successful marketing campaign and one that fails is about finding a demographic who isn't going to be bombarded by many marketing messages. And customers that closely match your ICP are much more likely to remain loyal to your brand because your offerings closely match and align with their expectations and needs. This alignment not only attracts the right customers, but it retains them over time. Okay, now that we understand why it's important, let's go over some strategies for you to effectively determine your ICP. Now, the first step which is probably going to be the most obvious is to analyze your existing customer base. So look at your customers, especially those who are repeat buyers who generate you the most revenue. Look at what common characteristics do they all share. So looking at data like demographics, purchase behavior, and even customer feedback can help you reveal patterns that define who your most valuable customers are. Next, of course, you're going to want to conduct market research. So this is going to be qualitative and quantitative research, so you can gather information on your potential customers. One is going to be the most important step of it all, because this is where the lump sum of data that is going to educate all your next decisions are going to come from. So there's two really important ways that we're going to go about gathering this information. The first is going to be through interviews or surveys. So this is going to be directly asking your potential customers about their needs, their ones, and desires. Now, number two is your MVP. We already discussed the idea of a minimum viable product. Is mainly going to be a great idea to test your assumptions about your ICP. Now the next step in this is to create detailed customer personas. So from the data collected, draft detailed personas that represent your ideal customers. These should include demographics, interests, behavioral traits, and even motivations. Personas mainly help in visualizing your ideal customer, which makes it much easier for your marketing and sales teams to recognize and target them. Some of my clients go as far as drawing these personas out and giving them names and a backstory. I'm not sure how helpful that is, but it might be worth exploring. But let me remind you that your ICP can and will change over time, and you should be open to this. So don't go too deep within this process. Next, you want to stay updated with industry reports and trends. Understanding the broader market dynamics can help you in refining your ICP, another good way of validating your offer and your ICP is using a tool like Google Trends. Next, analyze your competitors. Who are they targeting? Because understanding your competitor's customer base can give you better insights on who your ICP might be. Especially if they're being successful working in the market that you are. Honestly, this is one of the most effective strategies that you can employ because I see so many aspiring entrepreneurs that are fixated on the idea of differentiating themselves and being unique. But honestly, that's just not the best strategy until you've accumulated some business acumen. At first, just copy what's out there. And once that's working, then you can focus on improving and refining it. Because the idea of trying to be unique right away often makes people fall into the trap of doing something new, which might not necessarily be in demand. Like Salvador Dali said, good artists copy, great artists steel. Let's look at some ICP examples from famous businesses that we all know. The first one Apple. Apple's ICP revolves around tech savvy individuals who value aesthetics, innovation, and high quality design. Understanding influences their product design, marketing strategies, and even store layouts. All of it is tailored to appeal to this specific group. Next, we have Harley Davidson. Harley Davidson targets middle aged men who seek not just a motorcycle but a lifestyle symbolizing freedom and a sense of rebellion. This clear ICP helps them in crafting highly targeted marketing advertisements and community building activities. Lastly, we have HubSpot. HubSpot focuses on small to medium sized businesses that are looking to scale their operations efficiently. This clarity allows them to create highly relevant content and tools that attract and convert this specific demographic. Now it's your turn to define your ICP. Step one, gather data from your current customer base and market research. Step two, identify patterns and common characteristics. Step three, create a detailed but flexible persona for your ideal customer. Step four, validate this persona by engaging with potential customers and collect feedback. And remember, you need to remain open to shift your assumptions as you encounter new information about your customer base. And identifying and understanding your ICP is not just an exercise. Instead, it's a strategic foundation that enhances every single aspect of your business. With a well defined ICP, you're much better equipped to meet the needs of your customers. 5. Craft Compelling Subject Lines: Everyone is tired of you and your subject lines. Alright, that's a little dramatic, but I wanted to get your attention for this one. Let's talk about funneling for a second. Imagine you have the ultimate cold email. It's amazing and it converts great. 25% of the people who read the email schedule the call with you. I kid you not. That would be worth an invaluable amount for just about any company out there. Now, let's say you followed every other lesson in this course seamlessly, and you have a list of prospects that match your ideal client profile. But now let's say your emails only opened by about 1% of people. Out of 100, no one would end up scheduling call. And out of 1,000, probably only four people would end up scheduling that's what the ultimate cold email and perfect list. Hopefully, you see my point. Subject lines are crucial. It's the first step of the funneling process, and we want to make sure we have as many people from the list following every step of that funnel as possible. Basically, the more people that open the email, the higher chance of success. We want volume, and we can get that through solid, catchy and sticky subject lines. So what exactly makes a good subject line? Well, honestly, there's so many copywriting principles that can be pertinent here. I'm going to go over some of the most important ones for you right now. So let's go back to the beginning of this lesson. Everyone is tired of you and your subject lines. You felt attacked, thought I was funny, or wondered why you even bought this course in the first place. That line probably elicited some emotion within you. And that's exactly what we want. Copywriting is about getting those emotional reactions that get you to stick around for just a bit longer. And that's the goal of a subject line for it to elicit a response within you that sparks just enough curiosity for you to click that email. So what are these principles that I've been hinting at? Well, the beginning of the lesson embodies one of the principles of copywriting, which can be particularly useful. And that's framing something in the negative. So, for example, instead of saying something like five ways to get fit and healthy in the gym, we can reframe it in the negative and say five ways to stop being so fat. The first one we're used to, it's expected. It's how most of the world makes statements and even how most of the marketing world operates. It's a promise about something that's desired. However, the second one is triggering. It makes you see yourself in a light that you don't appreciate and want to change. I might even make you dislike whoever's saying that, but that's fine, because it elicits an emotional reaction and keeps your attention. The only goal is to get them to that next. We'll deal with everything there. And naturally, there are degrees to this. Depending on your audience and your message, you'll be able to take this to something a bit more extreme. But keep in mind, it's a fine line. If you go too aggressive, then the dislike might trump the curiosity and they won't end up opening your email. Here are some examples with varying degrees of aggression. Why your sales strategy isn't working. The real reason your business isn't growing. Stop losing customers like a dumbass. You're wasting money on nonsense. Are you making these mistakes on your ads? The next copywriting concept is something that you've probably already fell for, and you wouldn't believe what it is. Okay, I'm having a little too much fun. But the concept is sparking curiosity. Our goal is to get people to click and open the email, then sparking curiosity is one of the most effective things that we can do to get to that goal. But there are countless ways we can do this. So there are many ways we can do this, but the most obvious one is referring to something in the email, the content of the email in some appealing way. Things like you won't believe what we discovered. Statements like this make you curious as to what that discovery is. And if you believe that it's relevant to you, you're likely going to be opening that email. In this example, there's some sort of secret that no one else knows that you'll be a part of it if you open this little magic email. And this concept can be squeezed out more by emphasizing that secretive element. You can say something like what they don't tell you about running ads in 2024. Or if you want to combine it with that previous concept, you can say why your competitors are laughing. These kinds of subject lines make you want to figure out what all this fuss is about. And another way of doing this is by apparently giving something out for free. As you're going to see in our following lessons, one of my most successful subject lines was name, you're invited. People love stuff for free. And even though we're getting increasingly skeptical about people giving stuff away online for free, it's an email. It takes very little effort on their end to just click it. So there's no risk, and it's easy for them to do. Of course, make sure your content is at least somewhat congruit with that subject line. In my case, I invited my prospects to a 15 minute demo call. Lines. I was actually captivated by a subject line the other day myself. The subject line read all expensive paid Bali trip. I knew deep down I was falling for something, but I couldn't resist it. I had to open it. Of course, it ended up being this great case study of a woman's client who by following her method, was able to pay for her entire Bali trip with very few hours of work. Anyways, by the time I read through the email, which I did in its entirety, I completely forgot about that subject line. But of course, it was all congruit and I wasn't promised anything that I didn't get in that email. Alright, this is going to be your last chance to get this next concept because I'm going to get rid of this lesson soon. See what I did there? Anyways, you next concept is something everyone that's heard the word copywriting probably knows about, and that's urgency. No one likes missing out on great deals, offers or once in a lifetime opportunities. So if this is done right, it can be a very powerful tool. But of course, we all know about it. So it has to be done right, so it's not corny or cringe. And the easiest way to go about this is if the sense of urgency is coming from a real place. Instead of thinking, Oh, I'm going to use that copywriting technique that was taught to me in that course. Simply think, W is a good time in my sequence to highlight that this is urgent? Maybe you're actually running an offer or you only take on so many clients at once, so you only have one or two spots left. As you'll see in my next lessons, what I found the most success with was mentioning urgency in my last email when the sequence was about to be over and they were going to receive no more emails from me. So here are some examples of subject lines that inspire urgency just to get your brain juices flowing. Last Chance. Only a few hours left. Your invitation expires in 37 minutes. This is available to the first 50 respondents. Last call. Are you joining me? In parentheses to Spots Love. Do you have more time to waste? Name. All right. So we covered three colossal concepts and copywriting in this lesson. Framing in the negative, sparking curiosity and inspiring urgency. Sprinkling these concepts congruently in your subject lines will guarantee that you'll have more people opening your emails. And this is going to radically increase your chances of your lead going from a complete stranger to a client of yours. And remember that it's crucial to get these right because it's the first step of the 6. Write Your Email Sequence: Part 1/3: The backbone of cold emailing and really any marketing through emails is your email sequence. When you receive emails by all the companies you're signed up to, that's not them pressing send individually to you. Those are emails that are being sent in mass. Not only that, but you're oftentimes receiving emails in those first few weeks and sometimes even longer than that that were written either weeks, months or possibly even years before, and they're just part of their sequence. Point is your email sequence is a huge asset. Get it right once and you're able to capitalize on it many times over. In our case, we're going to be using a sequence of four emails. You can use many more. In fact, statistics show that a sequence consisting of six to ten emails is actually what's ideal. However, this four email sequence is personally what I found the most success with after testing a bunch of different sequences out. So this is going to be the one that I'm going to you. Principles you're learning in this course, you'll be able to test your own sequences, the amount of emails, and find whatever works best for you. So no stress. Alright, so let's hop into the word by word of the first email in my sequence, and we'll go over some of the principles associated with it. So, as you know, my subject line is name, you're invited. And we've talked about that one already. Then the email starts. Alright, so the email is going to start off with Hello, first name. Alright, this line is crucial, and it's gonna take me a while to explain. Just kidding. Alright, so the first line is, I found your profile on ICF, and I was wondering if you could take on more clients at the moment. Here is the first principle to keep in mind. Everything your prospect reads needs to be designed to keep their attention for the next few seconds. It's no secret that the Internet is like a competition for people's attention. All copywriting is one of the arts designed to captivate that attention. So the process is that the subject line buys you enough time for them to read the first few words. And then the first few words buys that time for that next sentence. And then that next sentence for the rest of the email. In this case, my wording is a little bit sneaky. So far, I'm making it seem like I could be a potential client, so it's keeping their attention to continue reading. Notice, however, it's not incongruit with what I'm saying. I'm not simply manipulating them because at the end of the day, this is important information that I need to have. I need to know whether or not they can take on new clients, so my product or service could be of use to them. One last thing to note there is that the ICF reference is true, since it's a database that I use to find my leads, and it's the first step of personalizing this email. We'll talk a lot more about personalizing. Basically, it makes your emails look less like a sequence and more tailored. So they ultimately have a higher response rate because it makes the people feel like you're messaging them specifically. Just imagine someone reach out to you, describing your exact situation with names and details. You'd likely be a little scared, but you're also more likely to be convinced that this person has the solution to whatever problem it is that you're facing. So now getting into the next line of our email. So this part is me introducing myself. I say, My name is Adam. I actually used to be a coach myself, and now I run an agency for coaches who help their clients with wealth, health, relationships, or anything similar. This next part introduces the niche down. We've talked about it, you get it. If you niche down, you become an authority in a smaller segment of the market. Less people, but those people that are there will like you a lot more. In this case, it works great because I'm showing that not only do I specialize in coaches, but I used to be a coach myself. So I've seen both sides of the equation. This is actually true. I was a coach myself. And I encourage you to find some sort of framing for your product or service if you want to create some familiarity or just strengthen your expertise. Alright, now on to the next part, and this one is typed in all italics. I say, Okay, I know what you're thinking. But before you describe this email as spam or some sales pitch, let me say I'm so confident in my skills to market to coaches specifically that I'm willing to offer you a guarantee of ten qualified leads in 30 days or you don't pay me a penny. But I'm getting ahead of myself. Alright, so this is pretty bold to include in your email, but it's my style of outreach. I made it at first seem like I was a client, so might as well adress the elephant L I do this for a few reasons. First, it's self aware. I'm acknowledging that I'm being that annoying guy in their inbox, but they should still pay attention because it can be different than most of the other offers or receiving. Second, it introduces the guarantee, which helps me buy some time. My prospects don't immediately disregard this because they don't want to spend money on marketing. And this makes it seem like it's free to them unless it makes them money. And third, it emphasize once again, the niche element and expertise. I'm the guy that helps coaches. Overall, this is a polarizing aspect of the email, but I think that's good. Some people will immediately click away for a variety of reasons. The email could be too long or it's just not what they're looking for. But the ones that stay have a much higher likelihood of reading the rest of the email and converting. The rest of the email is pretty straightforward, and I'll highlight a few parts to you. I say, while I was looking into your brand, I noticed that you weren't running any Facebook ads. So this is lie. Yep, it sucks. I'd love to go through every prospect and write a tailored email directly to them, but I just don't have the time. Instead, I say something which is probably true for most of my leads and which I almost definitely need to be true for us to be working together. This again is a way for you to personalize your email and make it seem like you took the time to audit their brand and that you're convinced that you can help them specifically. But we'll talk more about personalization down the line. The next part reads, Honestly, as cliche as it sounds, you might be leaving money on the table. From what I've seen, only about half of coaches are running Facebook ads, and to be direct, their numbers tend to be pretty terrible. This leads a huge edge for those who do run ads if done properly. Here, I introduce the idea that nobody wants to be true. You're leaving money on the table. Now, instead of just leaving it there, I prove it with numbers and statistics. Ideally, I would show graphs and bad campaigns and compare them with arvsols, but most people won't convert in this email either. So it's good to just plant the seed of the problem. It's a seed that we can germinate in future emails with examples of that nature. Here I'm simply highlighting how ads, if done properly with an expert such as me, can give them a competitive advantage over other coaches in the field because most of them aren't doing them properly. The next part reads, I'm not sure if you've tried ads in the past, but through expert Facebook ads, we help coaches target the exact sort of clients they want without any need to rely on referrals or other volatile here, I briefly go into why ads are a good solution to their problem. Again, brief planning to see. Also, situations like this are where being an expert in your niche can come in handy. I've spoken with hundreds and hundreds of coaches, and I know for a fact that most coaches are passive about their lead acquisition, and they mostly go with referrals. So I understand the problem in my niche, and I emphasize it here, and I compare it with a solution that seems to be more reliable and consistent. And the last part of the email reads like this. I'd love to show you how all of this works more specifically. How about we hop on a 15 minute free demo call to see if we can help you capitalize on this opportunity? Worst case scenario, you'll walk away with some new ideas. Just respond to this email or schedule it here, and I put a scheduling like there. Excited to meet you name. So this is all just a call to action. I try to frame my call as a place where I'll show them some stuff, give them some ideas, give them some value, something where they don't really have anything to lose. Again, always framing it in a way that entails little investment on their. Like, make it seem more personalized, try to get as much read by as many people as possible and to position yourself as an expert and plant that seed of the problem and your solution to it. And we'll see where to go from there in our next. 7. Write Your Email Sequence: Part 2/3: In the last lesson, we planted some seeds that are going to make our future emails more effective. As I said, I'm going to cover the four email sequence that I use to book meetings consistently in my agency. So in this video, I'll walk you through the second and third emails. The second email is pretty straightforward. You should send it 24 to 48 hours after that first one. So let me read it for you now. Hey, name, quickly following up on my last email. As I said, I'd love to see if I can help you grow your coaching brand. Again, I'd guarantee you at least ten qualified leads in 30 days or you wouldn't pay me anything. I'll leave the link here again. That's my schedule. Speak soon, signature. So this email does a few things. First and most importantly, it's a little nudge. As I said before, most of your prospects that turn into clients aren't going to be an ecstatic yes right from the get go. Instead, they're gonna be somewhere in between the Absolutely not and the Please take my money, ASA. This means when they read our first email, they'll be a little interested, but it might not be enough for them to actually take action on it. So maybe they'll check our website, maybe they'll think about it, or maybe they'll say, I'll do it mater. Either way, for whatever reason, those people don't book a call on that first email. And this email is designed for those people. In a few sentences, I synthesize the core elements of my offer in a very straightforward and non flashy way. I want to help you scale your brand, and you have no risk. So for those people on the fence, it's a pretty good push for them to actually schedule that call with us. Already considering it before, maybe they forgot. But this email just shows them that they have nothing to lose. This is linked to the other purpose of the email to summarize our first email. A lot of people won't take time to read through the entirety of our email despite all of our efforts to keep their attention. And that's just how it is. So this email is supposed to be something that in just a few seconds, we'll tell them everything that they need to know about that first good amount of people, this will mean that they'll check that previous email and actually read through it. For a very few people, this will be enough. They'll schedule the call. And I'll mention one last sneaky tactic about this email. Instead of giving it its own subject line, you just want to send it as a response to that previous email. This is going to make it seem like in their inbox, it's an ongoing conversation instead of a singular cold email. This makes it way more likely for them to open it. Think about when you check your emails. You open the ones that you think are responses to your emails, the quickest. Those are the ones you're most interested in. Anyways, not very complicated, just a few principles to keep in mind. Now let's go on to that third email. First, the subject line is ready to let it be easy sold this from an email that got me. When I read it, I felt a sort of relaxation inside. Like, I could just hand off my problem to someone else and they'd be able to fix it. I didn't end up going through with that service because it was zero relevant to me, but I did end up stealing the subject line. And you can do that, too. When you're receiving emails or reading articles or anything of that sort, you can steal these lines or sound bites that you think are going to be effective. Can use them in your emails. Anyways, I think this subject line is straightforward. It inspires curiosity, which is one of the principles we talk to. And it paints our solution as something seamless and easy. Now into the email, which I send two days after that second email. So this email starts off just saying hello again, name. I just realized I didn't add any sort of proof of what we do in my last emails. Here's a screenshot of one of our campaigns. Here we finally give some social proof evidence or details about our product or service. But we do so in a way that once again makes it seem personalized. So it's tailored to them specifically and doesn't look like it's just an automatic email that's being sent them. We frame it as us being forgetful and not providing any specific evidence or proof of our work. So this allegedly overdue evidence is a seed that we can germinate now. Remember, we were rambling about how coaches suck at ads. We were stressing the problem in our niche that relates to our prospects, and now we're going to actually back up the claims that we have the solution to this problem. The next part of the email reads like this. In case these numbers are confusing, here are the highlights. 1475 leads generated over the course of four months, average cost per lead of just $16.24. The average price per lead in the coaching industry is $55 per lead. So here we finally provide some proof of concept. Naturally, we break it down so it can be intelligible for our prospects and paint it in the best light that we can. And again, this does a few things. First, it's some social proof. We're showing that we already have clients. Showing that we were the solution to another coach's problem, someone that was in a similar position to these prospects that we're emailing. So this, of course, emphasizes the point that we could solve their problem. The next thing it does is contrast it with the overall problem in the Niche. I show that these are our results, which are significantly better than the standard in the Niche. So, again, it germinates to see that they're leaving money on the table, that there's a competitive advantage that they could capitalize working with us. Now moving on to the next part of the email, where I say, now, I know the numbers there are quite high, but does it mean that you have to spend thousands of dollars on ads to get results? No. This happened to be a company with a big team and budget which could afford this, and we scaled the ad spend as we saw success. Instead, you can start with a very humble budget. And the best part, I'll guarantee you at least ten qualified leads within 30 days, or you won't pay us a cent. The offer is bold because we have the results to back it. Here, I'm pretty sure you can see what we're doing. Again, a couple of things. First, we're saying that we work with companies with big budgets and that our expertise translates to companies of any scale. Then we emphasize our guarantee once again, no risk, nothing to lose, et cetera. And finally, we use this little tactic which I quite fancy, which is saying that our offer is bold because we have the results to back it. Let's be our offer really isn't that bold at all, but saying it this way makes it feel like it is. First, we show our results, then we restate our guarantee. Then we say, See? We have that guarantee because we have the results. Seems to make sense, flows naturally and hopefully converts as many of our prospects as possible. Then, of course, we close with a call to action to either book a call or respond to the email. The third email introduces social proof. Demonstrating the effectiveness of our service with tangible results associated with it. By framing this proof as a casual, almost forgetful addition, we maintain a personal touch and we strengthen our credibility. We highlight the exceptional outcomes we achieved as compared to industry standards, reinforcing the notion that our prospects can significantly benefit from our expertise. So as we conclude, remember, the key to these emails is to keep them personal concise and persuasive. By summarizing our offer and providing proof, we make it easy for our prospects to see the value that we bring to the table. And our guarantee eliminates any perceived risk, making our offer that much more attractive. With these strategies in place, you'll be well on your way to booking more meetings or whatever goal it is that you have from these cold emails. Keep refining your approach, testing different elements, and make sure to always keep refining it to whatever it is that your product or services. It's hard for me to cover all of the possible scenarios of what you could say. That's why I try to give you some principles and guidelines as opposed to specific lines for you to follow. Alright, that covers. On the next lesson, we'll talk about what that last email is going to consist of 8. Write Your Email Sequence: Part 3/3: Alright. Onto the last email of our sequence. It's actually going to be quite short and straightforward, but I didn't want to make that last lesson too long. Just to recap, so far, we made an initial email that set us up as experts, set up the problem and how our solution fixes it in a unique untapped way, and basically planted some seeds for later. Then we nudged our prospects with an email that summarized our first email in a very concise manner. And then we provided some social proof and emphasized the lack of risk going into not only our call but really our offer in general. Alright, now how do we close the site? Let's look. The subject line is Last Chance name. This, of course, is one of the principles we discussed for our subject lines, inspiring urgency. It's not very specific, so it has the potential to inspire some curiosity, as well. It's my last chance? Last chance for what? Now onto the email, which I send two days after that last will be my last email to you, and I'll be quick. As in our first email, we're trying to buy some time with that first line. We make a promise of conciseness, which will hopefully make the prospect decide, fine. I'll read through it. It's also honest with the subject line immediately. We say it's the last chance, and we clarify that this is going to be our last email to them. This can also help if the prospects have started thinking. Oh, I'll just wait until the next email to see if it's for me. There will be no next email. Now the next line is, I run a marketing agency specialized in running extremely high performing Facebook ads for coaches like you. So now we're basically going to go on to restating all the highlights of our offer from the past here I just emphasize the same things that we've discussed already, that I specialize in their niche, in my case, coaching, that our ads are high performing and that we've done this before and gotten results. Then I hit them with the truth is by not running Facebook ads, you're not using a competitive advantage you have in the industry. Again, just the highlights of the past emails. In this case, the fact that they're missing out on a profitable opportunity, which gives them a competitive edge over all of their competitors in the industry. We've done it before with numbers and specificity. So no need to provide any new things here unless you have something that's quite effective and very brief to put in. The next line is, I, however, guarantee you at least ten qualified leads within the first 30 days or you don't pay us a single cent. Another of the very important highlights that you want to stress if it's part of your offer the guarantee. We drive that point home. There's no risk. You won't have to pay us unless you get results. There's no point in not scheduling a call with us, et cetera. Then to close out the email, we say, all it takes is a click on your side to schedule a free demo call with us. Schedule it here. Hope this won't be my last email after all. So there's just a call to action and linking the email back to the beginning with a little bit of romanticism. Hopefully, if they're not disgusted by your emails by the end of them, and a lot of them will be, this might evoke some sort of reaction. But either way, this is essentially it for the sequence. Hopefully, you've been able to extract some key principles that you could translate into your own offer. Remember, you can make this sequence much longer if you want. Especially if you have some strong stories or testimonials that you want to share in a lengthier manner. Or you could even provide them with value instead of just pitching them something. And other people, I see, which is not my style, necessarily, but you could send gifts and funny things over to your prospects to maybe lighten the mood, so you're not just pitching them something. There's many ways to go about it, and this is just one specific one that brought me success and brought me a lot of clans. The point is, take the principles that resonate with you and apply them to your sequence and test, test, test. We split test our sequence tens of times before landing on this one. Anyways, we have a lot more to get through. I wanted to put these lessons in the beginning of the course so you have something in mind as we're going through other principles and lessons that you can maybe apply to this sequence or that could inspire you just along. You write your sequence, don't stress too much. You'll most certainly end up changing over time as you see results, speak to your prospects, et cetera. Now let's get into the rest of the lessons. 9. Handle Objections Seamlessly: This lesson is important and not necessarily because objection handling is going to get us countless clients, but because of the implicit lessons that it reveals to us. We often think about sales as a binary thing. People want our product or service or they don't. And the reality is that a good amount of people are going to be sure that they want nothing to do with you from the get go. And there's nothing we can do about those. And on the other end, we're going to have a small fraction of these leads be super open to our offer, and it'll match exactly with what they're looking for. And those are going to be some easy clients that we can get. The closing on that, the sales are going to be pretty easy. However, as nice as those ones are, the majority of our leads are going to fall somewhere in between those two examples. They're not going to be fully convinced that they want whatever it is that you're offering them, and it's going to be our job to convince them. Naturally, that's what our offer, niche, ICP, and our sequence are all designed to do. But that might not be enough. Every now and then, you'll get people responding to your emails that are going to be falling into this middle category. Don't get me wrong. A lot of them will probably sound like they're on the absolutely not side of the spectrum. But oftentimes there is that little sliver of hope that we can capitalize on and convince them and turn them back over to the bright side. And this is going to vary a lot. If you're proposing Facebook ads as the ultimate solution to their business, it's likely you'll get replies that are something along the lines of My clients don't use Facebook. And others will simply ask, what's your strategy with Facebook ads exactly? Oh, as I said, it varies. Now, I propose that you use a certain framing with this that will help you with your overall sales game. And this can be applied not only when you're responding to emails, but also when you're on sales calls with your clients and other situations where you're going to be talking to these prospects. The frame is the following. As long as they're interacting, they still want to be convinced. Think about it. Everyone wants to be convinced that what you have is going to make their life better in a meaningful way. But obviously, not every time we've purchased something in our lives, it served that purpose that we had in mind. So people are often skeptical. And this is not to say when you receive a reply, it's an all cap saying stop messaging me. Take me off your list that you should go ahead and follow up and try to convince them. Anyways, by now, hopefully you're convinced that people bringing up and voicing their objections is a window of opportunity. Now let's look at how we can capitalize on it. The first step is going to be responding promptly. It's easy to fall into the trap of thinking that people are thinking about our product or service a lot just because we but in reality, their interest in it is likely very ephemeral and lasts very little Responding as quick as possible will ensure that their interest is still there for you. And that makes it more likely that they'll respond and entertain the conversation. The second step is going to be acknowledging their concern. One of the main things with dealing with objections is not being confrontational, but being as understanding as possible. It's a good idea for you to empathize with their objections and possibly say that other prospects or clients have brought up the same objections or concerns to you the next step is that we're going to want to isolate this objection. So what we're going to want to do here is to reword the objection so we isolate it. This is more effective over a call when you're speaking to them directly, but we can still use it in email. Something along the lines of so if I were to show you that Facebook ads were an effective way of reaching your target audience, would you be more open to scheduling a call with me? Then in the next step, we're going to want to provide some contextual evidence. Here you want to use case studies of yours or other market research that you've attained to show that their concerns aren't really grounded in reality. Next, we're going to want to reframe the objection. If you use your evidence effectively, then you can end up revealing that where they saw a concern is actually an opportunity. So still with this Facebook objection, can say something like here are these statistics that actually show that Facebook ads are a great way of reaching your target audience. And maybe it's potentially one that your competitors haven't even thought of. And next, you want to close with that call to action that brings them just a step closer with scheduling a call with you. Something like I'm happy to tell you more about this over a quick call. Just 15 minutes. Worst case scenario is you'll leave with some new ideas. And then there's a good chance, particularly if you don't follow up immediately that this prospect won't even respond to your email. And if that happens, simply follow up 24 to 48 hours later. And if they don't respond to that, it's time to let them go. Sad, but it's a skill that you'll have to learn. You can't win them all. So at the end of the day, your sales coming from objection handling won't necessarily be life changing, at least from what I've seen. But dealing with them is still an important tool to have in your arsenal. Again, it's important to remember that most of the prospects that we're going to be dealing with are going to be somewhere in that middle region. So it's our job using all the tactics we've learned throughout this course to convince them that working with us is in their best interest. Objection handling is just another way to do that. 10. Use Apollo to Find Perfect Prospects: Easily, one of the most tedious and time consuming tasks when it comes to marketing is actually finding the people that we want to reach out to because we want to make sure that we find people that actually match our ICP. So our marketing efforts aren't just in vain. So oftentimes that leads us to look in places where our ICPs are often hanging out. And these can be many places. It can be online through social media, or it can be in person at some events. Now, when searching for leads through this way, we can find people that match our ICP quite well, but it takes a lot of time to actually reach out and make these connections. Now taking this a step further by looking at individuals online or in person, we can go to places online that make them our leads. Now, we can take this method a step further. Now, instead of doing this work ourselves and manually looking for the people and qualifying them and making sure that they fit our ICP, we can use a software to help us with this. And that software is Apollo dot. Apollo is phenomenal for finding leads and accounts that perfectly meet our ICP because we're able to filter our ICP within the software. Features that Apollo gives us are actually kind of crazy. But let me actually show you how you can do this and use it yourself to form a Target account list or even to get individuals within the accounts to reach out to. Alright, so we're here in Apollo doo, and the software is completely free. You can upgrade and get some more features with paid plans, which I'll show you what you can use with those as well. But with the basic features, it's free. So you can go ahead and download and create an account right now. This isn't sponsored. Alright. So first thing that we want to do when we're here, you can either go to companies or people. And in our case, I'm just going to go ahead and click Companies, because when we're looking at individuals within accounts within these companies, it's oftentimes that their positions can change. And if we are compiling basically a CRM, a lead list, then we want to stick with the accounts themselves because those are never going to change. We're going to have our accounts, the companies that will always forever meet our ICP as long as it stays the same definition. So, now that we're here in the companies, what can we do? How can we filter this to actually get those accounts that meet our ICP? So there are so many ways for us to actually go ahead and filter this. One of the first ones here, account location. So if you're working in a specific demographic or a specific geographic area, then you can have that right here as a filter. Then you also have a number of employees so as you see right here, there's so many that you can filter this. And if none of these predefined ranges work for you, then you can go ahead and put in a custom range. So as we are doing this, we get to see basically how many accounts are going to be in our filter range. So right now with simply just an employee's filter, if we do one to ten employees, that means we are now narrowed down to 13.9 million accounts. So let's just go ahead and stick with this one to ten and move on. So the way that Apollo works is that it has its database of accounts and individuals, and it's linked with LinkedIn. So basically, most of its searching is going to be done by applying their filters to LinkedIn. And therefore, it's going to be filtering down all the people on LinkedIn with their accounts or individuals that basically fit the data that you are putting into the software. So now going on from employees, we have industry and keywords. So if we click down here, we have so many industries that we can then filter this down. There's really so many that you can choose from just this list, and then you can also type in if you have a specific industry that you're working with. Here, I'm just going to put information technology and services. And then you can also do some keywords that are going to be associated with the account. So if they work in kind of a specific subsector of whatever industry that you're working in, then you can put in that keyword there. But for now, for our sake, examples purposes, I'm just going to go ahead and keep that empty. Now, these next ones are especially cool. You have a buying intent filter here, which is obviously going to be something that can be quite useful to you because if you want to have people with high buying intent, that's probably going to be helping your efforts a lot. This one isn't going to be integrated with Apollo. You're going to have to go through an external means to do this, but buying intent is an interesting one, to say the least. And moving on from that, we have website visitors. And this one is also quite a fun one because you can integrate your website with Apollo, and basically, it's going to be telling you who's visiting your website. And if you're going to be getting a lot of viewers to your website, then you can then filter it and see only the accounts that are the ones that are viewing your website. So this is going to essentially help you prioritize those accounts in your TAL to see who are at the top of your list that you should be paying the most attention to. There's really so many filters have technologies here. If you want to go ahead and put in something specific that works basically along with what it is that your offer is, then you can put that in here. You have revenue, which is another really fun one, because if you're working at a certain price point and you know that you need your accounts, your ICP has to be making between some kind of revenue range, then you can be putting that in here. I'm going to put in 500,000 to 5 million. There's even a funding filter that you can put in here. So you can see what stage in their business are they. You can have SDS. You can have Angels, Adventure, Series A, B, C, D E. It's so much filter. And if your offer potentially replaces some kind of individual within an account, then you can even put that here with the job posting. And that's not the only example that you can use to use this job posting to filter down. And scrolling down, we have signals, which is another really fun one because these are stuff that you don't have to track yourself that you can see with Apollo. So if they have a new partnership, new awards, cutting costs, as you can see, this can help you in your marketing and targeting them, but it could also help you in your personalization when it comes to actually speaking to them and reaching out to them and creating a personal connection. So with this signal, I'm going to put in rapid growth. Right here at the bottom. And now let's look at how many accounts this has actually generated for me with all these filters. I have rapid growth. I have the revenue 500000-5 million. And then we have the industry is IT, and the number of employees are just one to ten. So this is going to be small companies that are basically experiencing rapid growth and are making quite a bit of money. And if we look down here at the bottom, we see that there's 521 accounts that fit our list. This wasn't the most specific filtering I could have done, but it also wasn't extremely broad. And it still resulted us in 521 accounts. That's quite significant, and that's something that we could do a lot. What we're able to do with all of these accounts is actually click on them and get more information. Now, within this account, we get to see all this information. So we have to see a overview, so basically keywords, what essentially it is that they're working in. We could also click on them and go to their LinkedIn page. But one thing that is going to be especially helpful with us is seeing all the individuals within this account on LinkedIn. So what we're able to do is then look through this list and see the people who is going to be best fit for us to reach out with and actually gain a connection to within that account so they can champ now, the next thing I want to show you is actually going through and searching for individual people instead of the companies or accounts. As I said, I recommend that you go for the accounts and then look for the people within the accounts. But if this is something that you want to go ahead and look and explore yourself, then I want to show you basically a few things that I think are going to be quite useful for us. So, like it was before, we can still basically filter them with, you know, a number of employees and even save my search from the companies. We have one to ten employees. IT within 500,005 million of annual revenue, and the signal here is still rapid growth. But now that we are looking at the individual people, there's a couple more filters that we can then implement to help us in the search. So the first one I want to show you is email status because we want to make sure that we are actually getting people that have some verified email, so we're not going to be wasting our time and wasting our efforts endless. So prior to selecting this email status, we see down here that 3,089 people are basically fitting in our search. So if we now select verified emails, then that number goes down to 1,657. Luckily, it didn't cut down too much. So the next thing that we can then do from this is go to job titles. So here, basically, if you want to reach any specific person, say, head of marketing or the founder, the CEO, then you can go ahead and do that here. So if you're looking for a CEO or a founder, you can just type that in here. CEO. And now from that list, we have went down to 151. And if you're going to be looking for, like, you know, the CEOs and founders, I would be putting in more basically names here that could basically mean the same thing, because it's going to be looking for these exact words in their LinkedIn profile. And someone could be a founder but not have CEO, or they could have both. But basically, if we put this, then we get to see how that increased. It went from about 150. Now I put founder to 277. So essentially, including in the most words here that can describe who your ICP is, who that person that you want to reach out to is going to help you. But there you go. This was a quick overview of Apollo and one software that I think can be extremely helpful in your ABM efforts. 11. Find a VA to Compile Leads: This point, I've already given you a lot of the tools you need and speaking directly to these prospects and what to say and how to say it. But we still have to think about that step that comes before all of that. And that's compiling all the leads that you want to call. And when you're just starting, this is probably the last thing that you want to think about because you still have all those challenges that you want to overcome when it comes to that fear of rejection, the anxiety of not knowing what to say, and just the general discomfort around the practice of cold calling, and now we have to think about all these other steps that don't really pertain exactly to the cold calling that we have to do that do take a good amount of time. When I first got started, I hated compiling these leads because it was a lot of work that was although necessary, it wasn't giving me any of the results I wanted directly. They were all the necessary steps, the necessary growth that we needed to eventually get on the call and then close those prospects. And there's a few ways you can go about compiling these leads that you want to call depending on the niche you're we can start from something as basic as just going on Google and typing in whatever niche that you're specializing in, say that be dentist office. So you're just typing dentist offices near me if you're working with local businesses in this case, and you could just go through that line calling these dental offices. But obviously, there's only so much that Google can give you. And if you're not working specifically with local niches, then maybe this avenue might not be the best for you. Another one we can discuss is depending on the niche you're if there is some kind of national certification that goes along with being part of this niche, say, if they're a personal trainer and there's some personal training certificate, you could find the website for these certifications, wherever that may be. And if you go to their website, they might have a catalog of all the people that have gotten the certification from them. So that can be an especially pretty valuable asset to you because if they have that catalog that consists of this database with so many people that are pertaining to your niche, then that's quite convenient for you because you have all these people that are possibly in demand of what your service is and that's your target niche, and you have so many there. So those two options that I just gave you could possibly be all you need and going ahead and getting started by calling your leads in that niche. But there are a few downsides to doing that because if you want to have all your leads compiled in say, one spot, a CRM, a customer relationship manager, which will go over in a following lesson, which I think is pretty valuable because you can have all your leads compiled and you can take notes on them. You can track them because you are going to be calling quite a lot of people. So it's going to be pretty valuable to keep all this organized. So as I said, we'll talk about that CRM later. And yeah, these past two options that I just described are going to be pretty difficult and time consuming for you if you're going to want to organize these leads because you'll have to take them from whatever website they're on, whether that be a certification website or coming from a Google search. So this next option I want to give you is a solution to that. It's not going to be free, but in many cases, it can be extremely affordable. And the method I'm talking about is hiring a VA. And what I want to show you in this lesson is how we can hire a VA through a platform called Upwork. It's a freelancer website where there's so many people from all across the world selling their services to us. And we can use either Upwork or you can use other platforms as well, like Fiber. But because I've always used Upwork in the past, and I'm most familiar with that, I want to take you through and show you how it's done because personally, I found a lot of success in doing this through Upwork at quite an affordable price. And because these platforms consist of freelancers from all across the world, it's likely they're from an area where the cost of living just isn't very high and their local average income also isn't very high. So we're able to pay them quite affordable price to compile these lead lists for us. Usually, we'll only have to pay 10-50 cents per lead. So let's hop right into Upwork so I can show you exactly how it is that we'd hire one of these VAs for us. Alright, so now we're here in Upwork. And this is the start of creating a new job Post page, and exactly how we get here when you get onto the upwork itself, we just want to go under hire here and post a job. So now that we're here, we're going to say that we want to create a new job post, and we'll say that it's a short term project because it's not going to take them very long to do this for us. And then from that point, we'll just click on Continue. And now we're here at the Title page. And you can really just name this whatever. But typically, when I had my marketing agency, I really just titled it Lead Generation for marketing agency. And then it should immediately pop up with the job category of lead generation. So we're good with that, and then we'd move on from this point. And what's nice about upwork is that it autofills specific skills that it thinks would be useful to us that we'd be searching based on our job category. So in this scenario, it shows us popular skills here. Lead Generation is right there, so obviously, we're going to want to add that because they're going to be creating a lead list for us. And then it shows other skills as well. List building. We could add that prospect list. So, yeah, I think these three are quite sufficient in what we need. If you do want to add more skills, you could always type here in the bar, say, whatever it is that you might feel that you want specifically pertaining to your lead list. So let's now move into the scope. Labeling the scope of our work is just upwork asking us how complex this project is going to be. So in our case, because it's quite straightforward, that it's just a lead list that they're creating for us, depending on whatever niche that we're in and depending on our specific instructions, we're just going to say that it's small when it comes to the scope. And then now that leads us into how long this work will take. So usually with these lead lists, we want our VAs to be quite punctual with when they're providing us these lead list, because if we like the work that they're providing us, the leads that they're giving us, then we can keep them on our team for a little longer. So initially, we do want to say that the work is going to take less than a month. Even though, as I said, if we do like them, we could extend their contract later and have them working with us for a little longer. And when it comes to the level of experience, you can really go with anything for this case. Typically, I'd probably go with intermediate, but obviously there is going to be benefits to either entry to expert, because when it comes to these entry freelancers, these entry VAs, we have a benefit in being able to pay them a little less than we would say, an expert VA, because they're first starting out on upwork, and they really just want to get the reviews and they want to build credibility within their profile on upwork. But of course, with an expert VA, we might pay a little extra, but the results that we'll be receiving aren't going to be as wishy washy. And then the following question to ask us is is this a contract to hire opportunity? So at this point, you could put whatever you want. Typically, we'll say no, not at this time, because the job in creating these lead lists isn't something that's very extensive, something that will bring someone on full time in house to be working on. So usually just keep it as a no, in this case. So next, we want to move on to the budget. So now that we're on the budget, this is going to be, like I said before, that we want to pay them around $0.10 to no more than $0.50 per lead. And usually we're going to be way lower than that 50 cent mark. And the options they give us an upwork are an hourly rate and a fixed price. So neither of these are going to work with how we're going to do it. So we really could put anything here. Usually, I'll put a fixed price. And then say, I'll put a random number like 250. Putting a number here, like 250 doesn't mean that you actually have to pay them this when you find someone that you like. But it's really just to put a number to the job post so people can see it and they can apply to it. Maybe you do have a set budget in mind that you do want to spend when it comes to lead lists in general. So you could just put that there. Even if it's like 50 bucks, if it's 20 bucks, whatever that is, you'd probably want to decide on a per cent, like how much money you're going to be paying the VA per lead, so that cent number, and then how many leads you want. Say that you want to call about like 500 leads within a week. So then you're just going to, you know, do the math there, and then you can say how much you want to put your budget on it. So next we're going to want to move into the description, and this one's going to be the most important part of the job post. So we want our description to be very specific in what it is we need, because a lot of people are probably going to be applying to our job post. And a lot of the times they can just be, you know, people that are using Cha GPT to create their job post for star response. And that'll just leave us with so many people that we're going to want to have to filter through so we can mitigate this by making our job post, like description very specific and what we ask of them when they actually do apply to our job post. So we can only get those that are serious. And the way I did this with my marketing agency that I found especially effective was to the description, ask them specifically for a sample lead list of just ten potential leads that match a criteria that you created. So now let's look at an actual job description that I had in my agency. So as you can see here, we started off with what exactly it is we wanted. Plain and simple, we're looking for a virtual assistant, a VA to help us with lead generation for our agency. So we kept that first line simple. And then we proceeded to go on about explaining what it is that we did in our agency, which was we specialize in Facebook ads for coaching companies. So we then proceeded to give more of an explanation on to what that is. And that was dating coaches, personal development, fitness coaches, wellness coaches, just so they as VAs, can get a very specific idea of the kinds of people that we're looking for in these lead lists that they're creating for us. Then moving on to the next paragraph where we actually disclose how much it is that we want to pay them. In our case, we said we're looking for someone to pay around $0.15 per lead, and then we followed that up with could be increased depending on the quality of the leads. So this $0.15 is a goal starter because if you could pay someone just $0.15 per lead, then you can compile quite significant lead list. But given the potential variable quality that we can get from these VAs, we did offer to increase this pay if there were consistent quality leads because depending on whatever niche you're it could be more difficult or less difficult for these VAs to compile the ideal client lists that you need. And then, as I said before, a main part of this description is then saying that we want them to compile a sample list of ten potential leads that match the following parameters. In our case, it was a must be a coaching company, obviously, because we were working in the coaching sphere. And then first and last name, phone number, company name, email, coaching specialty website, the social medias. And we wanted to limit it to 300 to 10,000 website visits per day because we didn't want to get any random one off coaching website that had no visitors and that would have no money to pay us for the services that we were offering. So 300 to 10,000 website visits, you know, is a generous number, given it is quite a large range. Depending on your niche, you might want to move this number up or you might want to move this number down. So 300 to 10,000, given it is a big range, but you could use that because we also don't want someone who's too big that has too many website visits that our services are probably something that they have an entire team dedicated in doing. And then following that, we wanted to specify about how many followers or subscribers they had on their socials. Really just do the same thing as we did before. We don't want someone that's too small that won't be able to pay the price that we want for our offers. And then if you have some lead list that you either created yourself or that you got from someone else that you thought would be a good reference for them, then you could also add them here. So another reason in asking for all this information in these lead lists created by these VAs is that you can use it for more than just cold calling, and that's something that I will be making a course on in future time. Because we use this information not only for cold calling, but for email marketing as well. So now that's it for this job post. We could just go ahead and post this job, and we don't even need to put in a credit card yet before we find someone that we like. So from this point, you'll be receiving people that are going to be responding and applying to your job post, and hopefully they're going to be providing you with their sample lead list. And if they don't you can just tell them to go back and refer to your job description, and you can just ask them directly to send over those lead list. And then you can find whoever it is that you like, and you can bring them on. You'll probably have to negotiate that price. Sometimes they want a little more than $0.15 per lead, and that's really just up to you what you're willing to pay. But around 15 to $0.30 per lead I think is quite generous. So now that you've posted that job and you found one VA that you really like to give you a quality lead list and give you a bunch of leads, you can now use this lead list, and it can serve the purpose of keeping you more organized in your cold calling. And the ways that we can specifically use to keep you more organized is turning it into a CRM, what I'll cover in the next lesson. 12. Leverage Hunter to Generate Leads: Many times in our email marketing, we can be going through websites of companies in our niche that we think fit our target demographic. But on the website, they don't show any email that we could contact them. And for those situations where we have the website, but we just don't have that email, I want to introduce you to a tool called hunter dot IO. Hunter IO is a great free tool that we can integrate within our cold emailing toolbox. Because we're able to put in domains for these websites, and it gives us a bunch of emails that are going to be associated with these domains. And not only that, but it gives us more analytics. So it shows us if an email is verified, meaning that if we send them an email, will it just bounce back to us? Will it not go through? I'll show if it's a real email or not, and it'll also show a certainty score. So because it just finds the email within, you know, the code of this website, it might not be 100% that email is one that is going to be verified that will work for our emails to send through. So it gives us these certainty scores so we can be more sure of the emails we're using are actually going to get through and won't hurt our deliverability or just won't be effective. And that's not the only use for Hunter AO, but let me just stop talking around it, and let's get right into the software so I can show you around. Alright, so now we're here on the homepage, hunter dot IO. So let's get started for free and create our account, and then we'll get back to each other. So now we're here on the homepage of hunter dot IO. And there's a few things that this software gives us. So first, primarily, what I wanted to show you in this is this domain search function, where we're able to enter the domain or company name of any business that we want to get their emails from, and it'll give us all of them that are associated with it that they can find. So let's, for example, say that we are trying to contact someone in Reebok. So we'll type in reebok.com. And as you can see here, it shows all of the emails that it's found that are associated with that rebok.com domain. You can see here that it shows the certainty rate of all of them. So it shows 94% on these top ones, and it'll show them to us in ascending order. So you can see with some of them, it has a job title associated with their names and a phone number as well. And this is because it has an integration with LinkedIn. So once it finds these emails on that domain, it then corresponds it with LinkedIn to see if a that email is associated with a Linkedn account that has, you know, a job title or a phone number associated with it, so it can give us more information. And that's really another way that I think is pretty useful for this. So say you're on LinkedIn, looking for the founders of some companies in your niche that you want to email. On LinkedIn, it doesn't have their email most of the time. So what we can do is then take the domain of their company, put it into Hunter IO, and then corroborate it with that founder. Because as you can see, on Hunter IO, it doesn't show that job title with everyone here. With most people, it doesn't if we know who the owner is, the founder, the director, the person that we want to reach out, if we know what their name is, and we get the domain, put it in Hunter IO, and then corroborate that, then that can be extremely useful way that we can use this software to our advantage. And let's back out here and let me show you another useful tool here. So, as you can see, it has a Chrome extension, and I think this is pretty useful because instead of going and finding these websites and then coming back to Hunter Io and pasting it in, what we can do is have that chrome extension added. And once we're on that website that we want to check that we want to scrape then all we have to do is click that Chrome extension and then it does it for us, so we don't have to go back into hunter dot IO. So let's go ahead and add this to Chrome. Okay, so now I want to show you an example of how we can use this Chrome extension on a website. So here I am on a personal trainers website in Los Angeles. So say this is my niche, this is what I work with, and this is the website that I found just from a simple Google search because that's what I did. So what we can do on this page is then click the extension. So right here, hunter dot IO, and then we can see right here, we have Matt Alex. This is most likely because it's the one email that's being shown, the best person for us to get in contact with. And we can see that right here, it shows it's 99% valid. So we can be extremely certain that this is going to be a good email, a valid email for us to use. So we can then put that into our lead list and have our automation emails sent to them immediately. And that's not the only thing we can use Hunter IO. Let's go back into the website, and let me show you a few more features that it has. So first, say we were to get an email outside of Hunter Ayo, and we're unsure the validity of that email. What we can do is then go into the verifier right here and then type in the email address to see how valid it is. And just as an example, right here, I typed in my own email address just so we can see it. And it has an 88% certainty that it is a valid email, and it has right here that it's verified. So we can say pretty confident that this email will work, and I can confirm that it. Taking this a step further, which I think is a pretty cool feature is that we can click right here in bulks, and we can do a Ema verifier, uploading a bulk list of emails, and that'll be through our lead lists. So say you want to verify a lead list from a VA on Upwork. All you'll have to do is get that lead list, download it, click New bulk and then you'll just name it. You'll import the CSV file and then click Upload. And then we'll see what it has to say on each line of these emails if they're verified or not and the certainty scores associated with them. And lastly, I want to show you their Discover tab. So we're going to want to click right here, and basically what it has right here is similar to what we had in Apollo dot IO, where we're able to go and scrape all of these emails from all these different websites, whether it be through LinkedIn or whatever is associated with the software itself. So like I covered in that Apollo dot IO video, it's going to be that exact same process. So you can go and look at that lesson. And you can also test it out here on Hunter IO and see if you got different results because at the end of the day, these are free plans, and we're able to get more through the paid plans, but if we don't want to spend that much money, then we can just jump around through these different websites to get our leads. So we can go from hunter dot IO to apolo dot IO to whatever it is you want. So just test it out. As you can see, it's very similar, almost the exact same layout as Apollo dot IO. So just go ahead, test it out, put in those same parameters, and see if it provides you the same leads, and hopefully there'll be something different so you can get more out of it. Alright, so there you have it. That was my overview of hunter do IO. As you can see, it is a pretty simple and straightforward software that you can use to really up your email marketing game. So go ahead and check it out. 13. Set Up Your Domain & Email: So this is going to be a quick lesson. What I want to do in this is to just show you how we can set up a custom email through a domain. And the reason that we want to do this is to really just create an allure of professionality expertise around whatever service it is that you're going to be marketing through these emails. Because if we are to email our prospects and let's say, our name@gmail.com, that gives something that is a little less professional than, let's say, our name at our company.com. It's much more professional to have our own domain that we can have attached to our email. So when we're sending out these emails, we're not just a random person that just got a Gmail account and started sending them out. We actually have an associated domain, a company with us. So I want to make this quick for you and just start showing you how we can immediately do this. So let's hop onto Google, and we'll get started. Alright, so here we are now on Google. And what we're going to want to do is type in Google Workspace. And now you're here on Google Workspace. We're going to want to click it and then click Get Started. So here is basically the hub of everything Google that we're going to have associated with our business. So we can have our calendar, our email, video meetings per se. So we can just get this all started here by putting in our business name. So, name it, whatever the name of your business is. But really, what's going to be more important than this name is to see if there is a domain available with the name of our business. We can just put in whatever here. Let's say that we are an agency working with local gems. And we'll say that our thing is going to be fit forge. That's our business name. So we'll just say it's just us and we'll click next. So then, right here, just go ahead and put in your contact info, everything associated with you. So here, at this point, we're going to want to click that we want to set up our email withcmpany.com address. Just like I said before, it's going to be more professional. So here at this point, if you have a domain, you can say, Yes, you already have one that you can use. But in this example, we don't have one. So I'm going to click No, I need one. So here, this is going to be the main point here because you can change the name of your business to be whatever. If you're not already established, if you're just starting, the name isn't going to be that important when you've just decided something. So what you're going to want to do is really choose a name based on the domains available. So, for example, I named our agency Fitforge. And if I type in fitforge.com, we'll see the domains available, and we can see that the.com is unavailable. And the only thing we have here is, like, dot life dot XYC, and we don't want to go with any of the endings that are like that. We should stick with something that's, you know, classic professional.com.co. Really, preferably, we want to stick with.com. So go ahead and find whatever domain that's available, a name for your business that has that.com ending available. And make sure that it's, you know, not too expensive. Obviously, we don't want to pay that much. You really should have a $12 a year or $20 a year. That's what your name should be based off of. And just for this example, I'm just going to go ahead and go with this fitforge dot XYZ. As I said, don't use that, but just so we can go ahead and get this moving. So we'll click next here, and then just want to put in all of your information here. Make it quick. So then we're going to be brought here, and this is just how we're going to be signing in. So what we're going to want to do here is this is going to be our email. So, typically, what I would do, what I usually do is just have your first name there. So I'm just going to put in Adam, and it's going to be Adam at fitforge dot XYZ. So this is going to be the email we're going to use. And then the password, just put that in whatever you want. So now that we have our email and our password all created, it's going to take us this sign in page where we're able to use that email and password to get into our account. We can go ahead and pay for our domain in that page. And then basically that's all it. You have your email, and now you're able to use that email to then email market. You'll have established domain that's associated with you and it looks much more professional than just using a Gmail. 14. Create a Professional Email Signature: I Today's lesson, I want to take you through an aspect of email marketing, which isn't really talked about, but can be really important in increasing your conversion rates. And this aspect that I'm talking about is having a custom email signature. And I know what you may be thinking. Everyone has their own email signatures that you can have right in Gmail, per se, which has your name number. But what I'm talking about is having an email signature that is specifically designed by you that has a picture of you and is more simple than just plain words. And the benefit of having this custom email signature is makes us stand apart from the other people in your prospects inbox. Because at the end of the day, what we want to be doing in email marketing is differentiating ourselves from the millions of generalists that are out there and making it more personable. So that's why we're going to have this custom email signature. So we're not just empty words on someone's screen. They're going to have a face that they can associate these words, this message that we're trying to convey. And this is really a step that you can take that takes little investment. It's super easy to set one up. I'll show you how to do one in this lesson, and it goes a long way in increasing your conversion rates. What I'm going to be using in this lesson to create this email signature is CANVA. CAMva has a bunch of different templates that you can choose from, something of your liking that you can go through and you can use other software as well, but CEVA is what I find to be the best when it comes to. Let's hop right into Canva, and I'll show you how to do this. Alright, so here we are in Canva. If you don't have an account, then you can go ahead and quickly make one for free. And once you do that and we're at this page, what we're just going to want to type in here is email signature. And then it'll pop up right here. And as you can see, there's so many email signatures that they have templates for on Canva. And as I said before, you can really choose something that's, you know, of your liking, of your style. But personally, I wouldn't go for one that has too much going on in it. So as you can see, like, you know, this one has, you know, a lot of colors. And also, you want to make sure that your font is clear and easy to read. You don't want to be doing too much like with this one, for example, for email marketing, I probably wouldn't have a lightning bolt in our signature. But as well, you also want to make sure that it's a template that allows you to insert a picture for. So as I said, there's a bunch here, but I think what I personally like the best is this top one right here. This first one, as you can see, it's super simple. You have your picture right there. You name is going to be clear. You can put your title. And then it has all the information that, you know, would be of use to them. You have your number, email, you know, where you're based out of your location, and you can also put in your website, if need be. So let's go ahead and customize this template, and we can make it how we like it. All right, so now we're here where we can edit the signature. And another thing that I forgot to mention on the last page is that it is best for us to use email signature with a white background. Because it won't stand out in our email as, you know, something being pasted there like an image. It'll make it look like it's more smooth and part of our email. So it's just better, in my opinion, to have a white background, so it blends in bitter. And the first thing that I would do personally is get rid of these two basically her name right here, because personally, I just don't like how it looks, and I think it would be more professional without that. And that's really the great part about Canvas that we're able to edit this and change it around to how we like it, like, to such a great extent. So next, I will just change this name to my own Adam Taylor. And what I would do here is I'd probably change the spacing between the letters because it's a little big right now, I would like it to be a little smaller. So I think that's better. I like that a lot. So under here where it says, real estate agent, we would typically put the founder of your company. Whatever your agency, company or position that you have, you would put it here. So let's say founder of Fit forge will be our company. And then as I said before, you can edit this as much as you want. You can change the font if you don't like it. Let's say we want to change it to Monsa and then we want to decrease the spacing between the letters. And then we can also make it not italic. Alright. And then you can go ahead and put in your phone number here. Put in your email. And I can understand if you might not want to share these things, but it really just builds a aspect of trust between you and the people that you're emailing. Like you're not just a random person that's getting this email from them, you know? You are a real person, and you're sharing your information. You have an established business that you're working with. If you do have a website, you can put it in here. It's just increasing this credibility and make them more likely to go through whatever campaign it is that you're. So the next step that we're going to do in editing this email signature is to obviously change the picture of this random person. So I'm going to go ahead and click Uploads right here, and this is where you can upload a picture of yourself to then just drag in. So as you can see, I already have mine uploaded. So all I'll do is just drag it into here, and then it automatically takes the shape of whatever template they have right there. So mine's in there, and I think that's perfect. I might zoom it in a little bit. Not exactly sure I'll do that right now. Yeah, so if you want to change the orientation, change how it went in there, then you can just double click it. And then adjust it from there. So we can zoom, we can zoom in like this, and then you can rotate it, do whatever you want. I do prefer to have it a little more zoomed in on my face just so they're able to see me more clearly. And there you have it. This is our final email signature. So what we're going to want to do from this point is we're going to want to download it. So share and download it as a PNG. Okay, so now that we have exported, let's move into Gmail or Outlook or Yahoo, whatever software that you use. I'm going to show us how to do it on Gmail because I think that's what most people use, but it's really going to be the same kind of process. Alright, so now we're here in Gmail in the setting b. And the way you want to get here is to just click the Settings icon here at the top and then click C A settings. And from this point, we're just going to want to scroll down, and then we can click Create New signature under here. And under the name, we can just name it whatever. I'll just put my initials AT. And what we're going to want to do is right here where it says, insert image, we're going to want to click this and then upload our image. Alright, so now you see that the signature is uploaded, and it does look a little weird here, but we can adjust that and we can just see how it looks in emails that we sent out. So we can send out a few test emails like I'll do now, and we can see how it looks, and you can adjust the sizing how you like. And the last thing that you're going to want to do after all of this is to scroll all the way down and then click Save Changes here at the bottom. So now we're here and drafting a new message. So you can see the size of it in email. Here I'm just typing some random letters for you to see. And this one might be a little big, but honestly, I think it works fine. You can see how it would look to someone else when it comes to the size of these letters compared to that. And I honestly think it looks pretty good. So this is essentially how you would create your email signature to increase your conversion rates and to just be sending out better looking emails in general. 15. Set Up Your Sequence on Lemlist: So in this lesson, I'm going to introduce you to a tool in cold emailing that is really going to be integral to your setup. This tool is going to help things go way smoother. Instead of you sending out emails yourself, this software is going to automate it all for you. The software I'm talking about is called MLSs. Lemlst is probably going to be your favorite tool when it comes to cold emailing. Because it just gives us so much information that we can work on to improve our sequence. We're able to see what exactly it is that our prospects are doing when they're in our email. Are they even opening our email in the first place? Are they clicking our scheduling link or are they just completely ignoring it and not opening our email at all? And it really differentiates itself when it comes to the automation because we're able to do so much with it. We're able to set conditions, so if then statements. So if they click our scheduling link and let's say they don't schedule, then we'll send them this email or if they don't click our email at all, then we'll send this other email, which may be a repeat of the first one. There's so much that we can do, and I'm going to go ahead later in this lesson and take you through it and show you each and every aspect of what we're able to do when it comes to those sequences. But mlst is such a packed software. There's so much in it, and I could honestly dedicate an entire course going over the features of Lemlst and what it can do for us. So what I'm going to do in this lesson is give a quick rundown where you're able to understand the basics of you can go in yourself to gain a better understanding of mls to improve your campaigns. But enough talking about Lemlst. Let's actually get into it. And let me give you a walk through of how we can use it and how we can set it up to start our first campaign. Alright, here we are at lemls.com. This is the landing page that we're going to get to. And first step here, we're just going to want to sign up and create our account for free. Right, now that we've created our account, this is the first page that we get to. So we're just going to let me click Get Started. And the first thing that pops up with us is their new AI feature. So it basically creates a campaign for you based on your niche and what it is that you are trying to sell in your emails. So you can go ahead and play around with this. But what I'm going to be giving you or what I have given you already in this course, is going to be way more effective in converting these people, your prospects than this AI feature. You can go ahead and use it to get some inspiration, but it's really not the best thing. So let's go ahead and click Ino Lemless and I don't need a product tool because I'll be taking you. Right. So this is the dashboard. And the first thing that I want to bring your attention to is this thing here called LemWOm. So LmWorm is a different software, obviously made by the same company as Lemlst, and what it does is it warms up your emails. So if you don't know what warming up an email is, it's basically the process that prevents your emails that you're sending out going into people's spam folder because if you just start a email, and you go ahead and start sending 50, 60, 70, 80 emails a day, then it's likely that Google will immediately put your emails sent to your prospects into the spam folder because it recognize it as suspicious activity. So if you have an email that you've already been using that is established, and you've used it for a lot of other things, you've been receiving emails, you've been sending out emails, then warming up your email won't be an issue. But if you have created a new email for your agency, your business that you're going to be using for sending these emails and warming up your email is really going to be important, and that's what that software does for you. So we can go ahead and another lesson, and I'll take you through Lem warm and you know what it does more in depth, but I just want to bring your attention to that, so you know, you have that in the top of your head. But for now, let's go ahead and go straight into the campaigns. So when you get into the campaigns, they have all these that are, you know, already here for you for you to, like, look through. But we're going to just go ahead and delete all these because they're not going to be very helpful to us. So we're going to want to create a new campaign and create manually. So here is basically an overview of the things you can do with these sequences. You have the steps right here, and that's you can send emails. And there is integration with LinkedIn, which is a pretty big aspect of it, which can be pretty useful for, you know, changing up your sequence. So we're not just staying in their inbox, but we're also connecting with them outside of the email. We can use LinkedIn to really differentiate ourselves in the email outreach. So all these Linked in possibilities with messages, invitations, profile visits. And we have these manual tasks here. They're not going to do anything for you besides just notifying you. So if you get to part two a sequence where your prospect, does this action that then requires you to, you know, create a task, for example, or for you to call them directly, it just has that there and it will notify you when it gets to that point. And that's a quick rundown of the steps. And then the conditions are a big one here. So what we can do is basically set these if then statements. So there's a lot of things that we can go ahead and get into when it comes to these conditional statements. Most of the time, I will be using a custom condition, and I'll show you how to do that right here in a sequence. Okay, so we're here in the Email Builder. And before we go ahead with anything, the first thing I want to bring your attention to is up here, you want to click this settings bar. And what you're going to want to do is enable this book a Lem Cal meeting. So which basically means that the campaign will stop. They will no longer receive emails from you once they actually book a call with you. So I'm going to go ahead and explain Lem Cal in a following lesson, but Lem Cal is going to be the software that we're going to use to schedule these calls with our prospects. Because specifically of the integration you get within Lemlst. But let me go ahead and explain to you the utility of these conditional statements with a problem that I had in my agency, which I use these conditional statements to fix. So basically what happened is that we had a lot of our prospects. Click on our link, but they didn't end up actually scheduling a call with us. So what we did is we set up an automation within Lemles to account for this and to email them and essentially ask why it is that they clicked the link but didn't end up scheduling. So what we did is after every single email sequence, we clicked this plus button right here. We went to conditions, and then we clicked and Link on Email. So if the answer was yes, that means if they did click on the Link in the email, what we would do is then create another step, which would be sending an automatic email to them. In this email, we'd essentially say, Hey, I saw you clicked the link in our email, but you didn't end up scheduling a call. Was the availability that we had not something that worked for you or was it something else? And what we found with that is that a lot of our prospects needed times that were outside of the availability we provided in our booking link. And another aspect is what I want to show you is that lot of people, obviously that clicked on the email, they did end up scheduling call. So as I said before, the way we prevented them from receiving this email asking why they didn't schedule it call, was this settings bar up here when we enabled the Lem Cal feature where it stopped sending them the campaign once they schedule that call. And then another great thing that Lemls provides us is that once we upload the lead list that we've compiled, and that lead list is going to be separated to its own columns with first name, last name, the company name, and potentially that custom message that we might want to be sending to our prospects. Able to add the personalization directly into here, so we're able to solely name the column to where it would then input it into the email. So what exactly do I mean by this? So let's look at our subject, for example. Let's say our subject is going to be the name of the person, so identifying them directly and saying you're invited. So what we're going to want to do is click Add personalization and put first name, and then we'll put a coma right here and say, you're invited. So what this is going to do is to every single person that is receiving this email, it's going to put their first name that we have identified in our lead list, and it's going to put in that information right here. So it's going to be customized and personalized to every individual prospect that we send this email to. And this goes for every single value that we have identified on our lead list. And then aside from our lead list, what we're going to also want to be putting at the end of all of these emails is our signature, which it will import directly from our email provider. So what we can do is then click signature right here, at the end of every email, we're just going to want to have that there so everyone can see our signature. We're also able to add whatever we want within these emails. So if we want to put in unsubscribe link, we can put that right there. We can also add different images. We can put in files. We can put in code within these emails. So you're able to insert videos, you're able to insert, you know, gifts, pictures, whatever you want. It really shows so much personalization, and it can make our emails, you know, more unique instead of being those generalists out. Now I have a makeshift email sequence popped up right here. So what I want to show you here and mainly identify is looking at the wait times between each part of the sequence. So as we can see here, we have three emails that are consecutive. Obviously, when we're sending these emails to our prospects, we're not going to be wanting them to send directly one after the other. They're going to receive three in one day. Going to want to have them spaced out, and the wait time between each email, what I'd recommend is to be 2-3 days within each sequence. So once we have these emails that are back to back here, we can then change the wait time right here. So we're going to want to click right here, this edit bar and then add the wait time, let's say two days. And then with this one, let's say, we'll wait three days. And basically, when you have the emails back to back like this and the following emails don't have any subject line within them, they will reply to that original email. So if you're going to do, you know, shorter messages, it'll show to that prospect that, you know, we already have something, a conversation that's been had before. So they're able to click to that original. But if you want to insert if you want to basically have a new email sent to them that's not associated with your past ones, then all you would do is just put in a subject line. Now that you have an overview of that, what I want to show you is how you can go ahead and connect your email to actually start sending out these emails. So as you can see here, there's a red box around this because there is no email connected. Even though we created our account with our own email, still not connected to send from that. So we'll just want to click Connect email provider. And if you have a Gmail or an outlook account, you could just click Connect, and it'll just go ahead and make the connection for you. So you don't have to input any code or anything, it'll automatically do that. So let's go ahead and do that. All right. So there we go. Our email is now connected. So I'm going to click the next step here, and I'm going to go ahead and import a lead list just so I can go ahead and show you what we're going to want to do in the review and launch stage. One thing I want to point out here at this stage is I've imported my lead list, and right here, it shows the column name and what the variable mls types are. So some of your column names are going to match up probably exactly like first name, for example, you're probably going to have that on your lead list, and that's exactly what mlst has. And there are already existing variables. But one thing that I want to point out is how we talked about in our lead list, having a custom message that we would like to comment on our prospects website, a custom message for each of our prospects. Um, we might have named that like anything within our lead list, but what I think is probably just easiest, so you're not creating a custom variable within Mlist is to then just whatever column name that is. So say it's in our notes. That's the column name that we assign to that column where we're having these personalized message to each one. I would just assign that as a icebreaker. So when you're creating your Mlist like campaigns, Um, you can just input that custom variable ad personalization, as I said before, right there. So when you're just saying, Hey, icebreaker, put that right in where that specific comment is about their website or something about their business. But from here, we'll just click Continue. So we're now here in the Review and lodge section. And basically, it has us reviewing each leads to go through clicking if you want to review what the email to each lead looks like. And we can do that. As I said, how we have that first email that's going to be sent that has their first name as a customization. We can see that here, Core, you're Invited, Chloe you're Invited. We're going to want to just click all the leads and click Review. So there you have it. That's how you set up your first campaign. And the default settings in the campaign is that it'll send an email every 20 minutes, and we can change that by doing this. So come over here and click the settings of this campaign. We're going to be in the general settings when you're first there, and what you're going to want to do is click on the schedules right here. So you can see that this is the default schedule. I'll start at 9:00 A.M. And end at 6:00 P.M. And only be working on weekdays. So Monday through Friday. And as I've said before, I think this is the best way that we should go about doing this. We shouldn't be sending emails on the weekend. It's just not very professional. So we should keep it to the weekdays. Honestly, for the most part, depending on where your prospects are and where your default time zone is, I would keep these settings, for the most part, the same. This send every 20 minutes is something I would keep. If you want to decrease it a little bit to say 15 minutes, you can go ahead and do that, but I wouldn't do any less than that because Google or your email provider will likely flag your behavior and say that it's suspicious, and this could just lead to your deliverbility. Basically the percentage of your emails that will actually reach a person's inbox as opposed to going to Spam. That's what your deliverability is. Um it keeps your deliverbility higher if you stay within these parameters and not go below that 15 minute send limit. And that goes the same with how many emails you're going to be sending a day. And what I recommend to you is to not send more than 100 emails per day, because this already is going to be pushing that threshold and decreasing our deliverability. And we want to make sure our deliverbility remains high. So stay below that 100 mark, and honestly, you might want to decrease it even more as you see, because sometimes when your email gets flagged, you can still appeal and get that back pretty easily. But if that does happen, I would decrease the amount of emails you're sending. But there you have it. That's your quick overview of Lemls. So you can go ahead and start your first sequence right away. 16. Never Go to Spam Again With Lemwarm!: So earlier in this course, I went over the concept of warming up your email. And again, if you didn't get it, it's basically the concept that if you have a new email that you've never used normally and you want to go ahead and use it for email marketing, and you're going to be sending out tens of hundreds of emails every single week and just from going from zero to that huge number, then it's likely that your email is going to get blocked or that the emails you'll be sending out are going to be put in your prospects spam folder. The concept of warming up your email is basically the process that we go through, so this doesn't happen to us. So basically what it consists of is taking this brand new email that's not been used normally and doing just that. You're using it normally. You're sending out emails to a few people. You're getting these responses. They're replying to you. You're replying to them, you're having normal conversations, and it's just like a normal person's email. So it's nothing suspect, like anything weird is going to be going on. For Google or whatever email provider you have to flag it as something suspicious and making your emails go to people's spam folders instead of their inbox. And I know it sounds like this could be a potentially time consuming task to make this brand new email of yours, one that you just created, you're excited to use for your email marketing and start to use it normally to the point where it wouldn't be flagged. Like, how long is that going to take? Is this going to take too long where I'm not going to be able to do my marketing as soon as I want? And in these cases, the tool that I want to introduce to you that makes this process way quicker for us is called LemWor. And what LemWRm does is it automates this entire process for us. So it warms up our email for us. So instead of having to use our email normally for a month or two months, so our emails actually are sent to our prospects, does it all for us in a matter of weeks. So really, what you're able to do is connect your email with this software, and then it sends out emails to people in its database, and it also sends those replies to those same people. It's all run within their software, and it basically acts as if it's a normal person doing these emails. So let's go ahead and get right into the software, so I can take you through all of its different features and let you know how you can get started with it. So here we are in the Lem Worm dashboard. And like I said earlier in this course, it works in tandem with Lemlst. So you can have them both going on at the same time in order for you to be able to send emails that have the highest deliverability. That means the emails that have the highest chance of getting to someone's inbox. And the cheapest plan they have, it starts at $29 a month. And personally, I think it's very worth it because you don't need this for a prolonged period of time. You really only need it for that first month. So you can pay that $29. It gets your email all warmed up for you, and then you can cancel it right after that. So the first step that we're going to want to do when we create our account is to actually connect the email that it's going to be warming up. So to do that, we're just going to go over here and we're going to click Settings and then go to sending settings, and then you'll add your email here if it isn't. And then, for me, I have to still finish a setup to be able to do this. So I'm going to go ahead and do that and we'll get right into it. Alright, so now that your email is all connected and you're ready to go, what we're going to want to do now is click Start Lem Worm. Alright, so now we're here in the proper emWorm dashboard, where it gives us all the information that we need when it comes to warming up our email. And the first and biggest thing is our deliverbility score. And the higher the deliverability score, the better. Like I told you before, this is basically an indicator of how much of our emails are going to be getting to our prospects inbox, the likelihood of it getting through as opposed to being sent into Spam. So let's go through this dashboard, and let me tell you a little bit about it. So as you can see here, the first thing is this detailed report. So it tells us how much emails are being sent by them. And then it also shows us here how many emails they save from spam, because another feature of LemWRm is when it does send these emails, and it's sending the emails from our account to accounts controlled by them, by LemWorm and it sees a email going into spam. It won't just send other emails and do things to make up for that. What it'll do is it'll take out that email that's in the spam folder and put it into the inbox because that tells these email providers that we are someone that should be trusted, that we don't belong in that spam folder. As you can see, just now, it sent that first email. So right here below it, what we see is a graph of how the emails are going to be sent, the kind of schedule for it. So today, it's only sending one email because it's supposedly the first email that's going to be sent from this account because it has no information on how much emails we've already sent. It doesn't know, so it's going to act like it's a completely brand new email. So it sends only one today on this first day. And then tomorrow it'll be sending two. After that, three. And as you can see, it changes as it goes on. It adds one every single day. So it just eases it into it, so it doesn't look like it's something suspect that should be flagged. And then right below it, it shows where are the replies landing. So it'll show us how many are going to be sent to inbox, how many are going to be sent to spam just like those same metrics over and over again. As you can see in these first ones, this shows the same thing. So if it's green, that means it made it someone's inbox. If it's red, it means it went to someone's spam, and they had to fix that. So the way we can change these sending limits because we might want to ramp it up a little bit, so we get our deliverability score up higher and we're able to send more emails sooner is we can click up here at our profile and then click on Cockpit. So here in the cockpit, we have complete control over the emails that we're going to be sending. So right now we're in a ramp up period. So it's asking us here first is number of warm up emails per day after the ramp up. So after the ramp up, it's saying how many emails are we going to send? And personally, I would increase this number. Right now, it's at ten. I would put it up to probably 25 because at that point, it's going to 'cause we're going to be wanting to send out more emails than just ten a day. So we're going to want to make it where it's more similar to what we're going to be doing. And then when it comes to the ramp up increment value per day, I would also increase this to probably, let's say, four a day. So basically, it'll get us up there quicker. If you notice any problems with your email, say, too many are going to spam or you might have gotten your email blocked for a day, then you can decrease these numbers, but I think this is the best settings that we can have in order for us to send the most emails we can as soon as possible because what we want to do is be sending out these emails. We want to market through emailing, and we don't want something like this to be the thing that's holding us back from doing that. So now we're back here at the dashboard. And what I would do if I were you is every few days, I would come back and check this just so we can see where it's at, because we don't want to start our campaigns too early and potentially lose out on interacting and sending emails to prospects because we don't want to be sending emails where they'll potentially just be landing in people's spam folders. Yeah, that's basically it when it comes to covering em worm. So like I said, check back at it. Don't be too quick with sending your emails. Make sure your email is warmed up. If you have an email that you want to use for marketing that is already warmed up, then go ahead and use that one, and this issue probably won't be something that is going to be of issue to you. But, you know, this is a good software to have and keep. As I said, we can have it going for this first month, and after that, we can cancel the subscription because in Lem List, if we're going to be using that, like I said, we're able to see also if our emails are going to be landing in people's spam or into their inbox. And if we do see a lot of those emails going to spam, then we can come back and Lumwarm and get our subscription again and start warming up our email from the beginning as well. 17. Lemcal: Integrating a Calendar to Your Email Campaign: So in this lesson, I want to introduce you to a scheduling software that I think is best for us to use because it can integrate really well with the other tools that we are going to be using, specifically Lemls. And this scheduling software that I'm talking about is called Lem Cow. So it's made by the same people that make mls, our email automation software. And it integrates well because what it's able to do is that when people schedule a meeting with us, when they click our link and the emails that we'll be sending them, and they actually do end up scheduling and call it will automatically tell Lemlst to stop sending them any more of our emails. So that's really the main benefit you get out of using this software of Lemcw. And the other scheduling software that is really widely used out there is Cowdli. And really, Lemcal does all the same things that Candle does, but it just integrates a little better with our email automation. So let's get right into Lemcal so I can show you how it is that we can set this up. So what you're going to want to do is just type in app lemcal.com. And it'll bring you right here to this website. So what we're going to want to do is click Set up your Mcal now. And then these are all just stylistic choices that you can make yourself. Personally, I'm just going to click feed here, and then with our theme, we can just do something simple business. And the first thing that's going to prompt us to do here is to insert other relevant information that you might want your prospects to see and have access to once they click on your scheduling. So as it has here, we have LinkedIn or Twitter YouTube or you can insert just any link there, so maybe your website. So you can go ahead and put in any information that you want your clients to see. So, for instance, if you have a LinkedIn page that works really well with your business that has other information, maybe other client testimonials that you might want them to see, you can put that in. But for now, I'm going to skip all that and just put in my username. And I'll just put in Adam Taylor. We'll see if that's available. And it is. So we're going to go ahead and use that. And the purpose of this username is really all it is is going to be part of our link. So when we have that link, it's going to have our name directly in it. So now if you already have a booking calendar already set up, say, with Google calendars or with Calendi, then you can import it directly at this point. I'm going to act like that we don't have that, and I'm just going to click connect your calendars, and then we'll just start fresh from a Google calendar. So once we follow those steps and just import a blank Google calendar, it'll just give us this basic 30 minute meeting. And it's going to be going on weekdays. So Monday to Friday 9-5 is just the basic working hours that this will provide us. But if we want to change that, what we can do is click down here and click back to Lemca. And from this point, we are now at the Lem Cal dashboard, and it looks similar to the Lem list one. So we're able to go here to meeting types, and we can edit it from here. So we can click right here and click Edit. Say that we're only asking for a 15 minute call from our prospects. So we can then title this 15 minute meeting. And then we can go ahead and change this right here from the 30 minutes to 15 minutes just as the link. So there's no confusion when people see it in their emails. And we don't have to go ahead and put a description because people already know what they're going to be signing up for once they're clicking that link and the emails will be sending them. We just want to change this duration here to 15 minutes so it can adjust in the scheduling properly. And then we can go ahead and go to availability. So if you want to have one general availability that you have, you can have that set right here in your working hours, let's say, and you can edit that when you go over to availability and working out. You can add a new schedule even if you want. And you can have specific ones for, let's say, you're going to have different kinds of scheduling links that you're going to send out with different kind of emails, and you can go ahead and edit that within here. So you can change it if you want to add if you want to add weekends per se. Personally, I do recommend to keep it within this. So keep it between Monday and Friday. Don't have, you know, the weekends on your scheduling link just to keep it more professional. So this is what I would recommend. So let's stick with this, and we can go ahead and move back to that edit booking page. To then just see how it's going to look like to our prospects. So as we see here, it's updated from the 30 minute meeting to the 15 minute meeting. And if we click on it, we now see that the time intervals between the meetings that people can click are now smaller, but the days are all the same. So we can also go ahead and change the layout of this. So we can change it from how it's like here, split. Um, and the way that you mainly want to do it if you don't have anything shown is you want to click this layout button and have it to this one where it's all the booking page is basically the center of the screen. But if you do want to add, let's say, your socials and stuff, your LinkedIn, a YouTube channel, you can then click Add Widget here. And let's put our X here. And you can now see how it would make more sense for this layout if you're going to have extra information like your website, your X, things like that. But since we don't have any of that, we'll just click this and change the layout. So this is how it's going to look. And you can go down here and edit the background, if you want to make it something nice. You can also change this background right here. I'd recommend putting a profile picture here just so it looks like it's more established and not something that you quickly just threw together. So once this is all set up, you can then go to the meeting and click right here under meeting types, and you can copy this link and then put it directly into your email into your email sequence. And we're able to then go on the settings of our email sequence in Lem list and select an option that says to end the sequence once they schedule a meeting with us. So that's really all this is. That's the full step of how you can set up this Mcal to then integrate seamlessly within your Mlist. So we're not having any miscommunications, any problems with a prospect that ended up scheduling a but then come a day or two later, they receive another email from us. It just won't look nice. I won't look professional. So this is a solution to that potential problem, so we don't have to think about it. 18. Integrate Hubspot With Your Campaigns: Next lesson is pulled from our cold calling course, but the same concepts apply. So make sure to check out the end of this course for a little surprise about that. Now, let's get into the lesson. So in the last lesson, I showed you how you can use Google Sheets or Excel as a CRM to keep all of your leads organized in one place. So you could get notes for them and you can just see where everyone is at. And we can go through cold calling and make it a more organized and streamlined process, so it all doesn't seem so overwhelming or confusing to us. Now, in this lesson, I wanted to take that simple CRM that we use in Google Sheets or Excel a step further in showing you a software that you can use that you might like better if you want to have more features and something that's more designed around being a CRM specifically. So what I'm going to do in this lesson is walk you through HubSpot CRM. It's a great CRM that has a lot of features more than you probably might need when you're getting started. So let's get right into it, and I'll show you from the start how to make an account to some of the many features that it has that you might find useful. Alright, so now we're here in HubSpot CRM. So what we're going to do is click Get Free CRM. It has paid accounts, paid models that we could use, if you could upgrade if you find it as being worth it to you. But the free option already has a lot of things for us. So let's just do a free account. So now you're just going to sign in with Google or whatever you have, and let's get back to that. Alright, so now it's asking us if we've used a software to manage or engage customs before. Basically, have you used the software as a CRM before? And here doesn't really matter. We can just click. And then do we know what problems that we want HubSpot to solve? This is really just for them. We can just say no and move on here. And the industry we're in, let's just say for our example, we're going to be in marketing and advertising, and we are also going to be the owner of our business. For our company name, let's say that we are a marketing agency for gyms. So in this case, let's just say our company name is going to be Fit Forge. All right. Moving on. And then most of these questions are really just for Hubspot itself to really get more data on the people that are using its platform. So it doesn't really matter what we answer here. We can be honest. Let's say that this marketing agency is just me. And then you can put in your company domain. This is going to be something that could be of use to you and connecting it with HubSpot CRM because if you can add basically what you're able to do is add other people that are using this company's domain. So say, our domain is like, you know, fitforge.com, and we have other people on our team that are using this domain. We can also add them to our HubSpot CRM, and they're able to manage our prospects along with us. This case, I'm just going to put stforge.com, even though it doesn't exist. All right. So we've now created our account, and then yet again, it's just going to go ahead and ask you some more questions. If you're doing this yourself, you can say you've never used the CRM before and really have it walk you through the process of all the things that it has if that's something of interest to you. But what I'm going to do in this lesson is show you the basic things that you probably all you need to get started. Right, so first things first, once we get into the software, we're going to want to upload the lead list we got. That could either be compiled by ourselves, compiled by VA on Upwork or compiled by different software like Apollo dot IO. So the way that we're going to do this is go up here to the Contacts tab and click on Contacts, and then we want to click Start and Import. And then import the file from our computer because hopefully we saved it as a CSV file, so we can immediately just put it into the CRM. So we're going to say that we have one file because in our case, that's what we will be. And we're going to say that we have one object. And then it's going to ask us to upload a file as a dot CSV. So I'm going to go ahead and do that. Alright, so I have this sample lead list that we covered earlier in the last CRM lesson, and I'm going to go ahead and proceed with that. And then now here it says match your data to our contact properties. So what's cool thing about HubSpot is that it really just matches everything. So it sees what our lead lists are titled, there's different sections. So our company like the company names, and it automatically associates those. So we can see here company name and the Hubspot properties company name, first name, first name. These are all basically linked. It's automatically designated in HubSpot. So it has some parts that aren't, like, labeled because they won't really have any use within the CRM directly. There's no integration, for example, like the Instagram, Facebook, LinkedIn. But we can still categorize those if that's something that's, like, important to us in the lead list that we made. But it has all the basic things with the company name, the name, phone number, email, website, URL, all that stuff. So we are able to then just move on from this point. What I'm going to do for the sake of this example is I'm going to put don't import data in the unmapped columns, which are socials here. So like the Instagram, Facebook, LinkedIn, all that stuff. But what I will do is create a property for the coaching specialty. So what I'm able to do is just click create new property as coaching specialty. So it's scanned and reviewed. So we're just going to click this. The label is going to be coaching specialty and just click on Next. It does all this stuff automatically. So we're all good there, and we're going to select this box and then move on. Oh, now ask us to give the Import a name. Doesn't really matter, name it, whatever. I'm just going to keep it as example lead list. So now we have all of those contacts from our lead list imported into the CRM. So what we can do from this point is we can click on each of these people's profiles and make edits from there. So say this Elaine is someone that we scheduled a call with. We're able to go into her contact on the HubSpot CRM. And do a lot of things here. So we can create a note. So note maybe something she said that was important, something that we want to be prepared with going into this call. And we could also actually schedule a meeting directly from here with the HubSpot meeting calendar sync. Um, so that basically will sink your calendar, if you want to have a Google calendar to keep yourself organized. You can put in the meeting here in the HobSpot CRM, and then automatically schedules it, automatically puts it into your Google calendar. So now backing out to our contact list, one thing that we can do here that's probably going to be pretty useful for is we can scroll over here to the lead status. So just as we did before in the Google Sheets CRM that we had, how we were highlighting them and basically associating that color with, you know, their status as, you know, someone who picked up, someone who didn't pick up, someone who accepted our offer or call to action, someone who rejected it, we can do that here under the lead status. So we can click Lead status, and it gives us a few things um, to, like, autofill. So we can say, in progress, open deal, unqualified, attempted to contact, you know, if we attempted and they didn't answer, and then open deal. So that can mean whatever. But you can also just input whatever terms that you want, and that'll save as a preset for you to just select for everyone else. And the next thing I want to show you, which I think is a pretty cool feature of HubS is connecting your email. And by connecting your email, you're able to send emails directly from the CRM to your prospects. So say you scheduled the meeting and you want to communicate that with your prospect, you can do it directly from the CRM. It just has everything more organized, say in your other email. If you have other things coming into you that just might be disorganized and all this stuff, this really keeps track of all the conversations you've had between you and a prospect. So here's what we're going to do. Let's click on the Settings icon in the top right corner. Then we're going to want to navigate over to General and then select email. So we're going to want to connect our personal email. So basically, that's just the email you're using to contact and basically conduct business. It doesn't have to actually be your personal email. Choose the one that you want to use that you want prospects to see. So then we're going to click on Connect your inbox. And then, basically, we're going to put in our email. So I put in my email, and it identified it as hosted by Google. So you can put in your company email with its own domain, and it's going to say it's connected by someone. And then what we're going to want to do is click Connect to GML, and then it basically is going to connect it by itself. It'll basically connect by inputting these certain lines of code in your DNS settings. So it's able to communicate with the provider directly to send out these emails. So it's a more seamless process. It'll work if you have, you know, Gmail, outlook. The main, you know, providers, if you have a Yahoo account, for example, it might not work. You might have to get those code things directly and just input them, you know, manual. Which is quite of a hassle, but if you really want to, you can do it. But if you have Gmail outlook, you know, other main ones, then it'll just connect it automatically. Now that we have our email connected, we can use it to do a lot of things, like I said before, but it's really most powerful in just being able to communications with our prospects all in one spot that is really concise to see all the information we have and to update notes and to take those into account when we are making conversation with them, when we are exchanging emails and doing things of the sort. Like I said, HubSpot has a ton of features, a lot that we can find useful for us. But I can really go on for hours just going through all of the features and how they may be useful to you. But I don't think any of us want to hear that. I gave you the basics, and you can go ahead and look into it more yourself if it's something that you think is super interesting. But now you're fully equipped with the knowledge and the tools you need to keep yourself organized and cold calling. You have the Google Sheets, and now you have a HubSpot CRM that you can use to your advantage. 19. Integrate Hubspot With Your Campaigns: The last lesson, I showed you how you can use Google Sheets or Excel as a CRM to keep all of your leads organized in one place. So you could get notes for them and you can just see where everyone is at, and we can go through cold calling and make it a more organized and streamlined process, so it all doesn't seem so overwhelming or confusing to us. Now in this lesson, I wanted to take that simple CRM that we used in Google Sheets or Excel a step further in showing you a software that you can use that you might like better if you want to have more features and something that's more designed around being a CRM specifically. So what I'm going to do in this lesson is walk you through HubSpot CRM. It's a great CRM that has a lot of features more than you probably might need when you're getting started. So let's get right into it, and I'll show you from the start how to make an account to some of the many features that it has that you might find useful. Alright, so now we're here in HubSpot CRM. So what we're going to do is click Get Free CRM. It has paid accounts, paid models that we could use, if you could upgrade if you find it as being worth it to you. But the free option already has a lot of things for us. So let's just do a free account. So now you're just going to sign in with Google or whatever you have, and let's get back to that. Alright, so now it's asking us if we've used a software to manage or engage customs before. Basically, have you used the software as a CRM before? And here doesn't really matter. We can just click. And then do we know what problems that we want HubSpot to solve? This is really just for them. We can just say no and move on here. And the industry we're in, let's just say for our example, we're going to be in marketing and advertising, and we are also going to be the owner of our business. For our company name, let's say that we are a marketing agency for gyms. So in this case, let's just say our company name is going to be Fit Forge. All right. Moving on. And then most of these questions are really just for Hubspot itself to really get more data on the people that are using its platform. So it doesn't really matter what we answer here. We can be honest. Let's say that this marketing agency is just me. And then you can put in your company domain. This is going to be something that could be of use to you and connecting it with HubSpot CRM because if you can add, basically what you're able to do is add other people that are using this company's domain. So say, our domain is like, fitforge.com, and we have other people on our team that are using this domain. We can also add them to our HubSpot CRM, and they're able to manage our prospects along with us. This case, I'm just going to put sitforge.com, even though it doesn't exist. All right. So we've now created our account, and then yet again, it's just going to go ahead and ask you some more questions. If you're doing this yourself, you can say you've never used the CRM before and really have it walk you through the process of all the things that it has if that's something of interest to you. But what I'm going to do in this lesson is show you the basic things that you probably all you need to get started. Right, so first things first, once we get into the software, we're going to want to upload the leadls we got. That could either be compiled by ourselves, compiled by VA on Upwork or compiled by different software like Apollo dot IO. So the way that we're going to do this is go up here to the Contacts tab and click on Contacts, and then we want to click Start and Import. And then import the file from our computer because hopefully we saved it as a CSV file, so we can immediately just put it into the CRM. So we're going to say that we have one file because in our case, that's what we will be, and we're going to say that we have one object. And then it's going to ask us to upload a file as a dot CSV. So I'm going to go ahead and do that. Alright, so I have this sample lead list that we covered earlier in the last CRM lesson, and I'm going to go ahead and proceed with that. And then now here it says match your data to our contact properties. So what's a cool thing about HubSpot is that it really just matches everything. So it sees what our lead lists are titled, there's different sections. So our company like the company names, and it automatically associates those. So we can see here company name and the Hubspot properties company name, first name, first name. These are all basically linked. It's automatically designated in HubSpot. So it has some parts that aren't, like, labeled because they won't really have any use within the CRM directly. There's no integration, for example, like the Instagram, Facebook, LinkedIn. But we can still categorize those if that's something that's, like, important to us in the lead list that we made. But it has all the basic things with the company name, the name, phone number, email, website, URL, all that stuff. So we are able to then just move on from this point. What I'm going to do for the sake of this example is I'm going to put don't import data in the unmapped columns, which are socials here. So like the Instagram, Facebook, LinkedIn, all that stuff. But what I will do is create a property for the coaching specialty. So what I'm able to do is just click create new property as coaching specialty. So it's scanned and reviewed. So we're just going to click this. The label is going to be coaching specialty and just click on Next. It does all this stuff automatically. So we're all good there, and we're going to select this box and then move on. But now ask us to give the Import a name. Doesn't really matter, name it, whatever. I'm just going to keep it as example lead list. So now we have all of those contacts from our lead list. Imported into the CRM. So what we can do from this point is we can click on each of these people's profiles and make edits from there. So say this Elaine is someone that we scheduled a call with. We're able to go into her contact on the HubSpot CRM. And do a lot of things here. So we can create a note. So note maybe something she said that was important, something that we want to be prepared with going into this call. And we could also actually schedule a meeting directly from here with the HubSpot meeting calendar sync. Um, so that basically will sink your calendar, if you want to have a Google calendar to keep yourself organized. You can put in the meeting here in the HobSpot CRM, and then automatically schedules it, automatically puts it into your Google calendar. So now backing out to our contact list, one thing that we can do here that's probably going to be pretty useful for you is we can scroll over here to the lead status. So just as we did before in the Google Sheets CRM that we had, how we were highlighting them and basically associating that color with, you know, their status as, you know, someone who picked up, someone who didn't pick up, someone who accepted our offer or call to action, someone who rejected it. We can do that here under the lead status. So we can click Lead Status, and it gives us a few things um, to, like, autofill. So we can say, in progress, open deal, unqualified, attempted to contact, you know, if we attempted and they didn't answer, and then open deal. So that can mean whatever. But you can also just input whatever terms that you want, and that'll save as a preset for you to just select for everyone else. And the next thing I want to show you, which I think is a pretty cool feature of HubS is connecting your email. And by connecting your email, you're able to send emails directly from the CRM to your prospects. So say you scheduled the meeting and you want to communicate that with your prospect, you can do it directly from the CRM. It just has everything more organized, say in your other email. If you have other things coming into you that just might be disorganized and all this stuff, this really keeps track of all the conversations you've had between you and a prospect. So here's what we're going to do. Let's click on the Settings icon in the top right corner. Then we're going to want to navigate over to General and then select email. So we're going to want to connect our personal email. So basically, that's just the email you're using to contact and basically conduct business. It doesn't have to actually be your personal email. Choose the one that you want to use that you want prospects to see. So then we're going to click on Connect your inbox. And then, basically, we're going to put in our email. So I put in my email, and it identified it as hosted by Google. So you can put in your company email with its own domain, and it's going to say it's connected by someone. And then what we're going to want to do is click Connect to GML, and then it basically is going to connect it by itself. It'll basically connect by inputting these certain lines of code in your DNS settings, so it's able to communicate with the provider directly to send out these emails. So it's a more seamless process. It'll work if you have, you know, Gmail, outlook. The main, you know, providers, if you have a Yahoo account, for example, it might not work. You might have to get those code things directly and just input them, you know, manually. Which is quite of a hassle, but if you really want to, you can do it. But if you have GML outlook, other main ones, then it'll just connect it automatically. And now that we have our email connected, we can use it to do a lot of things, like I said before, but it's really most powerful in just being able to communications with our prospects all in one spot that is really concise to see all the information we have and to update notes and to take those in account when we are making conversation with them, when we are exchanging emails and doing things of the sort. Like I said, HubSpot has a ton of features, a lot that we can find useful for us. But I can really go on for hours just going through all of the features and how they may be useful to you. But I don't think any of us want to hear that. I gave you the basics, and you can go ahead and look into it more yourself if it's something that you think is super interesting. But now you're fully equipped with the knowledge and the tools you need to keep yourself organized and cold calling. You have the Google Sheets, and now you have a HubSpot CRM that you can use to your advantage. 20. AI-Powered Personalization (Scary Effective): Alright, so by now, you can probably get the idea that a main theme of this email marketing course is that we want to differentiate ourselves in as many ways as we can, to not be a generalist and to stand out to our prospects. So they separate us from all the other people that are sending them emails in their inbox. That's why in this lesson, I want to take you through a software that differentiates ourselves tremendously from so many other people. Through our emails to our prospects. There's only so many ways that we can stand out just with having words or pictures on an email. So that's why with this software, I want to take you through how we can put videos of ourselves going through our prospects website, YouTube channel, LinkedIn, whatever it is, and make it look like that we are actually there on their page, talking directly to them, making it completely personalized to solely them, which makes us stand out tremendously from so many other people. Although it's true that we can go to each individual prospect and record a personalized video going through their website using a software like Loom, it's something that is very time consuming. So we can do it, and it is a good strategy. If you do have the time, if you want to, you know, go ahead and experiment with but what I want to show you in this lesson is a way that we can do all of this automated. So we don't have to go through every single one of our prospects websites and do a screen recording there and then record our personalized video to them. This software will do it all for us. And the name of this software is called Replic. So let me take you right into the website, and I'll take you through exactly how it is that we can set this up, and I'll show you some of the features that they have. So you can get a better idea of it and you can decide if it's something that you're going to want to pursue. Right, so now we're here on the replic dashboard. It's just replic.co. So first step here, what I want to do is show you the different pricing models because there's a lot of ways we can use this. And what I personally would recommend is that we go through and start with a free model because we can try this for free without having to dedicate any money to it. Um, but yeah, let's go ahead and get right into it with trying our account for free. So go ahead and create your account, and then we'll get back to each other. So, as I said about that pricing plan, here we have it all laid out for us. So the way it's distributed is by how many videos that we can send each month. So the free plan will give us 30 free videos. And to just try it out, I recommend starting with this one. But, you know, with email marketing, we're going to be sending out a lot of emails and oftentimes we're not going to be able to get enough data off of 30 emails. But you can go ahead and try it, and if you have the money, go ahead and increase it to $39 for just 200. And I think this $400 or this 400 emails for just $80 is quite a good deal. So let me go through and take you through all the different ways we can use this software. So first, we have our replica you know, dashboard here. And one thing that's quite interesting about this is that you can just not record a video of yourself at all, and you can use an AI avatar. And personally, I don't think the technology is there yet to where you can do this, and a prospect is actually going to believe it's you. But I think it's something, that's a cool little gimmick and something cool that you can, you know, try. And then, first thing that we're really going to want to do here is to upload our video. So upload the video yourself that's going to be pasted in all of these emails that are going to be sent out. The way that the software works is that your picture, your video is going to be there as if you're screen recording the person's website. So you'll be there in the corner, kind of like how I am in this video going through this. You'll be there and it'll look like you're on their website because what the software does is that it automatically scrolls through the person's website, when you give it, it's URL. So you'll upload the lead list that has, you know, the person's name, their company, and the website URL. To replicate, and it'll automatically go ahead and get all of the websites and do this video and put your picture on all the videos. So what you're going to want to do in the videos themselves is obviously, you're not going to want to mention any specific business by name because then it won't be able to be pasted on all of your different prospects' websites. So what you're going to want to do is just, you know, keep it short. So I'll give you some parameters you want to have it 2 minutes max. And when you're speaking to them, stay in a relaxed tone. Don't make it salesy. Don't make it immediately sound like you're trying to sell them something. Talk to them as if they are a person because at the end of the day, that's who's going to be receiving this. It's just going to be another person opening the email and receiving a message directly from you to them and make sure you have a relatively nice background. So don't make it look like it's just, you know, thrown up anywhere with your bed in the background and it's not even made. And make sure you look presentable yourself. So, you know, wear something nice, even a T shirt would just do. But don't be in your gym, get up. So just make it presentable. Make yourself look nice, make your background look as nice as possible. It doesn't have to be anything super fancy. You don't have to go ahead and, like, do a bunch of designing in the back or even wear a suit. Just keep it simple and presentable. And when it comes to the framework of this video, you're going to want to send you're going to want to start off by doing a quick intro. So just a quick 15 second, introducing yourself, but no longer than that, 15 seconds. Follow that up with highlighting what it is you're doing. So you're on their website. So just say, Hey, I'm just scrolling through your website, and then we're going to follow this with the service you're providing. So what you're going to want to do there is just highlight your service. So say you're scrolling through their website and you do Facebook ads. So say, Hey, you know, I was just scrolling through your website, and I noticed that you're not running Facebook ads. Then you can follow it up with any case studies you have or just any general knowledge that you would like to share with them, and then finish it off with that final call to action. So what you want from them out of this call. So let's say a quick 15 minute call, you can schedule it in this email. Okay, so once you have that video created, you can just go back here and click Upload video. Then what we're going to want to do here is choose the video background, and what I've been telling you is assuming that we're going to be on their website. So that's the most popular option here. It's the first thing. It's really what they built their, you know, software around. But you can also do LinkedIn. You can do their Instagram, YouTube, whatever it is that's tailored to your service. So you can do whatever you want, but we'll just go ahead and say it's a website. So then you'll upload your video right here and then we'll just click next. And then on this page, you're going to want to import your lead list. For our example, I'm just going to use what they have right here. So now we're at the page where we can customize how this is going to look for our prospects. And it lets us do a bunch of different things here. So we can choose this big bubble here, which will basically center our video in the screen. We're not going to want to do that. We're just going to keep it this small bubble here, so it looks like, you know, their website is, you know, the focus is like, Hey, we're on your website right now. And you can change all these other things if you want, too. I would recommend putting in your scheduling link within here and your calendar and your button link. But depending on the service or offer that you're providing, you can change that for however you want. And then you can also change the colors here. Maybe you have a brand color that you'd like to use. So yeah, you can do all this thing, and we have these settings here at the bottom, as well. So we're going to make sure this scroll through the website is checked on because it's really going to make it look way more personalized, that it's not just a picture of their website. We're actually on their website. And then the mouse moving on the screen, keep that up. It makes it look more natural. So now we're just going to go ahead and click start video creation. So now that it's done, we can click show me the videos, and we'll have to wait a little bit while they're in queue to then see how they look. Alright, so now that our videos are finished, we can go ahead and preview how they look like. So this first one example one, is shown on HubSpot. So as you can see, it's just them scrolling down through the website. It's looking super natural as the person is speaking. And one thing you might want to do in your video that I recommend is, you know, every once in a while, take a glance down at the computer or at your screen where you're not looking at the camera the whole time, where it looks like, oh, he's not doing anything on the screen. So, you know, you can just go ahead and take that look away a few times to make it look like it's a little more natural. Um, so these are the previews, and now let me show you exactly how we can download these and put them into our automation software Mlist. So basically what we're able to do is just go into the integrations tab right here. And as you can see, it has so many video integrations for us. And what we're just going to want to do is click on the Lemlis tab because that's how I've showed you to do these email automations. And what we're going to want to do is just copy this past copy this line of code. And then within mlst, we're able to put a HTML code within our sequence. So we're able to just go into the personalization, click that HTML code and then paste this in, and then it'll automatically line up with our lead list and know which video to put in each email. Then all of our prospects are going to be receiving these personalized emails and whatever step of the process that we want it to be. So there you have it. Here's a quick and easy way that we can really differentiate ourselves in email marketing. This is going to be a great tool for you to use. So go ahead and use it and see your results that you're going to be. 21. Top Tier Personalization With Lemlist: We've talked about personalization already, but let's remind ourselves about what it is and why it's important. Everyone gets emails, a lot of emails. Everyone gets lots of emails from random people trying to sell them things, and they're often never tailored to that person specifically. People are way more receptive when someone is reaching out specifically to them with offer that is bespoke. These reasons, if we can make our emails seem like they are specifically written to our prospects as opposed to emails that are sent out in mass, then we can have a much higher conversion rate. And I mean much higher chance. Personalization is key. Alright, so this dude here was in a similar position to you and realized the power of personalizing emails. Because of that, he went ahead and created a now huge company specialized in EMA outreach, cold email, and personalization. We've already talked about this company. And you might have guessed it. I'm talking about Lemlst. And I'm hyping it up because what I'm about to show you is actually a game changing feature. You couple it with everything else we've learned from Lemlst then you'll get killer results. It's a no brainer. So as we've seen, you can personalize your text within emails quite easily. Everyone's seen this 1 million times. Big companies reach out to you and your name is in the subject line. Whatever. This is basic code, and it has been around forever, and this alone no longer does the trick. Don't get me wrong. It's better than nothing, and you can use it strategically as we've seen, but it doesn't compare anywhere to this because you see at Lemlst they took this entire concept to a whole nother level. Instead of just being able to replace the part of your email where you put the name from your CRM, they applied this to images. Boom. Mind blowing. Get why yet or not? Let me explain. This opens up a myriad of possibilities to make it seem like you made pictures specifically for this person. You took time to look at their business and write this email and create this picture for them specifically. Let me actually show you what I mean. For example, here, the classic LemlessPerson Line station picture. It's a board with a bunch of things, and you can automatically insert your prospects company name right onto the board. So the person receiving this email would get the impression that you sat down, had a meeting with your team about what strategy would benefit this company, and then you made the email to them. Essentially, it gives the impression of multiple hours of investment when in reality, when they book a meeting or call with you, you might not even know that their company or them exist. Another classic, the Starbucks personalization. This is more of a quirky route to get a similar result. Instead of making it seem like you sat down and had a strategy talk with your team, it seems as though you went to Starbucks and bought a coffee with their name and are inviting them to a chat. This, as you can imagine, would work really well with the your invited subject. Not particularly a huge fan of this because it does feel a little gimmicky, but it really does work on the personalization front. In fact, you could actually pair this with another classic outreach strategy, and that's buying a Starbucks safeguard and sending it over to your prospect for your call. This would all be under the frame of let's just chat over coffee, and you guys can both share coffee over your 15 minute sales call. Again, it can work as it seems like quite a bit of investment, but personally, it's just not my style. Also, if you're worried about people taking you up on the coffee a little bit too often, trust me, most of them never do. Also some other options where I think you can include a picture of their website or something like that, but I think replic is much better on this front. Now, I've covered the basic images that Lemlst gives you access to, but let's get into the strongest part of this personalization tool. And that's creating your own images. You can literally create your own personalization templates through Lemlst. And this, as you probably imagined by now, is 1 million times stronger. Your prospects are going to be getting on calls with so if they see you in the image, then it'll sell this story in a much smoother way. Creating these images are actually quite simple. You just upload your image and then add the text right on top of it and mls. And really, you don't even need to have images of yourself. You can replicate the lemlss ones I've shown you or you can create your own. But another thing that I've seen a lot of people have success with is personalized memes. Simply taking a picture of a cat and adding something like, could you really say no to such a cute face first name? And it's really easy to create. So it's definitely worth testing. Amazing personalization tools on mls, like being able to choose the opener depending on the time of day. So if you send an email, say, at 2:00 P.M. Instead of saying good morning, it'll say good evening. Again, giving this human feel and the sense that it's not being sent out automatically. Though you could probably just cheat that and use good morning or good evening interchangeably. And then just mention that you're in a different time zone. You'll also see the option of advanced syntax and personalization, depending on the roles. Well, you can change the content of your email, depending on whether you're reaching a sales manager, a CEO or anything else. But these are all pretty advanced settings that you don't really need to worry about right now. Good to know that they're there and perhaps maybe explore them in the future. Overall, Lemus probably has the best personalization tools out there. You'll be able to create emails that seem tailored and specifically made for your prospects. Planning the idea in their mind that you've spent hours researching their brand before emailing them. So, yeah, it's not free, like the other tools or strategies that we've looked at. But when the time comes, a small investment of $70 can pay you back monumentally. Trust me, it's with these tools that I got many of my first clients for my agency. I know it works. It does so in the background without you having to do anything. It's amazing. Anyways, that's all for this lesson. I'll see you in the next. 22. Demo Call (15 min) Script Walkthrough: Alright, so you followed the script, and now you have someone ready to hop on that 15 minute Zoom call with you. But now, what do you do in that 15 minute Zoom call? What is it that you say and what's the purpose? What are you trying to achieve in this call? So the method that I'm going to go ahead and teach you with this 15 minute call is really all just to lead up to a longer 45 minute call. So this method that we're going to be doing is going to be a two call method, because in our cold call, the whole philosophy there was to get them to agree to something that was minimal investment. And that was this 15 minute Zoom call. And what we're attempting to do in this 15 minute Zoom call is we do want to tell them a little bit about ourself, but it's really just to further set this frame that we're an expert and that we're going to be qualifying them and we're going to be seeing if they're good fit to work with us. And then at the end of this 15 minute call, we're then going to propose another 45 minute call to where we can really get into the nitty gritty of what it is that our service is and how the specifics of the relationship of us working together is going to it's really just taking these clients through these incrementally greater steps of commitment to then by the end of that 45 minute call, hopefully, they're ready to sign a contract with us. And this two call model is what I'll be teaching you here, but it's really not the only way that you can go about these sales calls and closing these clients, personally, what I found the most success. But by all means, if you really just want to get them on this one call and hopefully close them on this one call, then what I would recommend to you is take bits and pieces from this 15 minute call and the 45 minute call, which I'll be going over next lesson. But let's just get right into it to right when they're hopping on the call. Now, what do you want to do? How do you want to start it out? Personally, I recommend just getting a little small talk going before we really get into the specifics of all that business talk. So this is really just to build comfort between you guys and build this rapport. So the rest of the call can be more comfortable and less scary with all this, specific business talk and all that jazz. And I know a lot of people, me included, don't really like the small talk, but you can just ask them, like, simple questions, like, where they're from, and maybe you can connect on that. You have something of your own that you can chime into, or it could even be something that you guys discussed on the call that you can bring back up here to just, you know, start a good rapport going. Alright, so now, regardless if you had that small talk or you chose to avoid the way that we're going to get into the business talk is with you just explaining how these 15 minute calls go, just an overview of it. And you'll say something like this. So let me give you some clarity on how these 15 minute calls go. First, I'll tell you a little bit about me and how my business works, and then I'll ask you some questions so I can understand the nuances of your business, and we'll see if it's worth penciling in a longer format of call. So this is really just you making it clear from the beginning about what they can expect in this and it's really just an easy way to start this introduction and to get started in the call. So after you tell them this, they're probably going to answer with something along the lines of, cool. Alright, let's go. You don't want to go on talking too long here because we do only have 15 minutes, and we do want to maintain the frame that, you know, we are the experts, and, you know, we're going to be the ones deciding if we believe that what is our service is could help them in their business. So on this note, after talking a little bit about yourself and your business and what makes you qualified, you're then going to want to go into talking about the clients you work with so you're ideal clients. And don't worry. You don't need to take notes on exactly what I'm saying because I attach this 15 minute script and the resources. And this is a key part in our script, because we're not going to want to talk about the clients we work with and the position that they currently are at, but where they want to be. And it's going to be framed in more of a mindset manner. What is it that I mean by that? Let me give you an example of how we'll say this to a client, and then I'll go over why specifically saying it like that is very important in getting a certain message and certain purpose across. What we'll say is that we work with successful businesses that want to scale, either by getting in more clients so they can either charge higher ticket prices or be more selective in the clients and the people that they're working with. So this does a few things for us. First, it really doesn't exclude anyone because we're not saying that we want to work with people that are already charging these high ticket prices and that already have these clients coming in. We're saying that we want to work with people that want that to be the case for their business. And oftentimes if they're on the call with us after we give them, you know, this pitch about what it is our offer is and what it is that we can do to help their business, they are going to want to already scale, and they're going to be someone who this statement is going to apply to. Secondly, it does some work in establishing our credibility, but it also inspires some confidence within our prospect. Because by saying that we're only working because by saying that we only work with successful businesses, most people are going to consider themselves at least relatively successful. They're probably not going to be running that business in that line if they feel like they're failure. So that's already going to include them. And then we're saying that they want to charge these high ticket prices and get more clients in. And that implies that we're going to be the one able to do that for them. So by specifically saying that these are the clients that we work with establishes our credibility because we are saying that we only work with successful businesses and that we have built a business around making these successful businesses become even more successful, successful to the point where they're getting in more clients. They're able to charge higher ticket prices, and they're in this point of abundance that they're able to choose the clients that they want to work with, and they don't have to be in a position they are constantly looking and almost begging for clients to come to them. And it inspires confidence within them, because if we've built our business around this, around making these businesses become more successful, then come the point where we say that they are a good fit for us and we believe that what our services can do is help them and grow their business, then they're not going to see themselves as any different than these other people that it sounds like that we've worked with that we've made more successful. We've given the ability to charge higher ticket prices this is really going to mark the end of us talking about ourself and our business, and we're now going to want to pivot into allowing them to talk about their business. But instead of asking specific questions about, you know, numbers or just serious things, we're going to want to begin by asking them why they started their business. Say something along the lines of so I told you a little bit about our backstory, and before we get into the specifics, why don't you tell me what inspired you to start your business? By getting them to talk about what inspired them to start their business, this can really help us put them into a better state of mind. Cause their business is oftentimes something that they're really passionate about and something that they'll get excited to talk about. And when they do, this can just be another opportunity for you guys to connect on something, because if they share something that resonates with you personally, then you guys you can talk about. You could bring that up and say, you know, that's actually similar to why I started this business because blah, blah. And just have a little conversation, share that little moment, keep it brief. And then we're going to say something along the lines of this. Let me ask you. You took your time out of your busy schedule to schedule this call with me. So I just wanted to ask why that was. Then this usually gets them to talk about the pain points in their business, the parts where they can see improvement, which really just line it up to make it clear that whatever it is that your services you're providing, it's probably going to be helpful in solving their issue. You're getting them to speak out their issues directly. So it just makes it more clear and apparent in their mind it is you can do can help that. And then now we're going to do another pivot into getting into the nitty gritty of what their business is. The specific elements that are of importance to you for you to know and depending on whatever business it is that you're running. And I recommend doing this by saying something along the lines of this. I'm going to ask you some more specific questions about your business and where you're at right now. So I can tell you where it is that I think that we could possibly get you within 12 months. And then the following questions you're asking is going to be specific on what exactly it is that your service is provided. So these are questions that you can choose yourself. You can ask them something along the lines of, you know, how much revenue they're bringing in, what their best month has looked like, what their worst month has looked like within the last year. And one thing I recommend, though, is asking them where exactly it is that they wish to be in 12 months. Because, again, this does that visualizing for them where they can imagine that in 12 months, they're going to be so much successful. And you're going to be the person that's going to be able to bridge that gap. So then after you ask them all these questions and you believe that they're good fit for you and what the services that you're providing, you're going to end it out by saying something along these lines. Well, after our brief discussion today, I have a high level of certainty that we can get you results, and I think it's worth a longer 45 minute discussion. So let me open up my calendar, and we can pencil in the time. So there it is. You've now taken your prospect one step further and gotten them to agree and schedule a 45 minute call. The script that we went over in this lesson is going to be linked in our resources. And remember, you don't need to follow it word by word. And it's honestly best if you don't do that. Let it just serve as an inspiration for you and how you want to go about your call because you really do want it to just be a discussion between you and another person. Don't make it sound like you're reading directly what it is that this script is saying. So now let's get into the longer 45 minute call. And let's discuss how exactly it is we're going to go about doing it. 23. Sales Call (45 min) Script Walkthrough: In the last lesson, we went over our 15 minute call script. And in that lesson, we hope to achieve a few things. First, we built further rapport between us and our prospect. Through that call, it was really just easing in, getting little bits of information about ourselves and them to then lead up to this next call. We also strengthened the trust between us and we hopefully established a strong frame that's going to help us in this next call and selling our product. So now that we're in this 45 minute call, our goal is to finally close this prospect and provide the service or product that we have to them. So the way that we're going to want to start this call is by having our prospect attach meaning to action. So what we're going to want to achieve by doing this is basically conveying that we don't want to just give our service or product to anyone. It's more of going on what we discussed the last script and qualifying our prospect that we want to know that the people that we're working with people that are truly passionate about their business and what it is they're doing. And that just in turn, further establishes, you know, this frame that, you know, we are professionals and experts in this field, and we know exactly what it is that we want in our clients. I also is an effective way after probably about a week or however long it was before you last called them to then get on the same page and connect again because as we discussed prior, people really do love talking about what it is they built, their businesses. So you guys talking about this and them talking about why they started it and, you know, their passion behind it can really help you guys get on that same page. And just like the last lesson, you don't need to take any notes because this entire script will be attached on the resources. So if you want to get an idea about how exactly it is that we want to say this to our prospect in the beginning of the call, we'll say something along these lines. Before we get into this call and talk about your business, I think it's important to match meaning to action. And it's clear that you're a successful business person. And I want to ask exactly why it is that you want to scale your business. And then after this, we're going to want to follow by giving a summary of exactly what it was that you discussed in your last call that was pertaining to their business. So list the important things that were mentioned that are going to be pertaining to the service it is you're providing. So that can be their goals, where they want to be in 12 months, a year from now. It could be details about where they're currently at. So let's say how much they're pricing or how much clients they have per month. It can be customer demographics or whatever is important to you in the service that you're providing. And in the next section, what we're going to want to do is specifically identify where they're currently at and where is that they want to be. This is going to be important because this is just another part where you're going to solidify that you are the expert and you are the person that is going to accomplish this goal for going to make it clear that they said this is where they want to be in this conversation with you. So it makes it clear to them that you are the person that is hopefully going to be able to take them from this original point of where they're at to where they hope to be. We're then going to want to follow this up with all the potential options that they have in the niche that you're currently working. And let's give an example with advertisements. So what we specifically want to do in this section is articulate these alternative offers that are in your niche that aren't necessarily what you're providing in a way that makes it clear that your option, your solution is clearly better than all these other alternatives that they could go and pursue themselves. So in our ads example, let's say that we're a Facebook ad marketing agency. So we're talking to our client, and what we're going to want to say is, right, here are your options. So you can run a TV ad which has zero feedback and slight ROI. You can run a billboard ad, which also has zero feedback and little ROI, or you can run Facebook ads, which you see all this feedback. You see how many leads are clicking on your ad. You see exactly how much money you're spending and what that is returning you, your ROI, and you have much more control over who exactly is seeing this because it's clear that you've said that you've had a target audience, a target demographic that is more likely to buy whatever service or product it is that you're providing. So with Facebook ads, we're able to target that exact target demographic. So you would agree that's the best option, correct? So what's necessary in this section is to really have the knowledge of your niche, to not just be talking the talk, essentially. You want to know what exactly it is that other options are in your niche and why exactly that your option is the best. So we're not being deceitful or misleading to our prospect. And in the next section, you're going to want to outline your specific process of delivering whatever it is your product or services. Is obviously the core of your offer, what exactly it is that provides value to your prospect. So you're going to want to make sure that this is very well thought out to make it appear as attractive as possible to your prospect. Running with our Facebook ad marketing agency example, we can say, Okay, this is what we do. First, we're going to pinpoint a core value in your offer. We're going to pinpoint something that is going to be attractive to whatever target audience, target demographic it is that you are aiming to provide value for. Then we'll create a unique funnel designed specifically for you through our proven templates that stress this irresistible offer. If we were to continue with this example, we'd then just go more in depth and detail about each specific one of these processes and the exact tools that we use along the way to then just convey how attractive our offer really is. Really fleshing these parts out and stressing the specific points of your offer that you believe will make your prospect, your potential client most excited about working with you is very important. And honestly, it doesn't even necessarily have to be somethings they completely understand. You can just be talking as an expert in whatever service it is that you're providing that they might not get exactly what it is that you're talking about, that would be of use to them, but simply you talking about it in this position of expertise is going to be enough for them to get excited throughout this process, it's likely that they're going to be carrying at least some reservations about what it is that you're providing in your service or product. So what I think is best to do here is to really just own up to this possibility of it not being very successful. So what we're going to want to do in this section is to then outline the worst case and follow it with the best case scenario. So you're going to want to present this worst case scenario in almost the softest manner that you could. So with our ads example, we'll say, Okay, after everything you told me, let me outline what the worst case scenario looks like. We'll run our ads. You'll get a few calls that'll probably turn into a few clients. And then we're going to want to move on to outlining this best case scenario. And obviously, with this best case scenario, we're going to want to make it way more fleshed out and way more detailed as to what it is for them. So then we're going to go and cover the best case scenario. And what we'll say to the prospect is now that we've covered what the worst case scenario looks like, let's look at what a better one looks like. And we'll say that we'll put out our strategy. We'll put out these ads, and you'll get a large volume of leads coming in. And from those, we can weed them out and send you the very best. And from there, you'll be able to fill your schedule with clients that you're genuinely excited about. In this case, we'll also be able to drive all this traffic to the products that we can create once you get all these leads coming in more than you can handle one on one. So that'll be your e book and potentially a course that can just bring you in all this passive income. After we outline this best and worst case scenario, we're then going to want to move into changing gears a little bit and shift the conversation from qualifying them in a business context to then talking about a culture fit. This is because we're going to be approaching the end of this call, and we're going to want to, then again, assert that, you know, we only work with people that fit the values we have established in our agency in our business, whatever the case may be for you. And that's just to show that we aren't desperate for them to sign with us and that we have a lot of people that do want to work with us enough where we are able to pick and choose who exactly it is our clients are. So we'll say like I just did now. We'll say, I already know that you're a green light, a good fit on the business side. But let's talk into something that we may not have discussed very in depth until now. And that's culture fit. And then you'll just want to go into what's important to you and what you want your clients to be like. And you can refer to the script I attached in resources to see what I said to my clients in my marketing agency. But basically, what you're just going to want to do is outline, as I said, what's important to you and what you want in your clients, and then just end it then ask them, like, are we going to be on the same page for then now that you've gone through everything, they trust you. They believe in what the services that you're going to be providing them is going to be helpful to their business or whatever that may be, you'll now are going to want to propose your price to them and just say, great. Now that we've covered everything, does your price, let's say, $2,000. Does $2,000 a month seem reasonable to you? Hopefully they'll give you an emphatic yes, and you'll be able to send over a contract and get your business and your relationship with them started onto that next page.