Convertir Prospectos Fríos en Clientes de Alto Valor

so being able to turn cold prospects into paying clients is the most consistent way to generate wealth online and that is exactly what we're going to learn how to do inside of today's class to close prospects into five and even seven figure deals for your agency through a simple Zoom call Now ladies and gentlemen welcome because this is our second implementation class of the agency accelerator week and this one is going to be taught by Josh who is your instructor inside of the sales phase of agency accelerator now Josh alongside his business partner Matt who also teaches in this phase have over 350 active clients in their agency he has simply mastered the art of selling clients into agency services and if you to master the skill money will never be a problem in your life ever again so today Josh is going to run you through the exact process that he uses in his own agencies to close Cold prospects and turn them into paying clients he's going to first get you the 30,000 ft overview of the sales process and then he's going to Deep dive into each one of the phases of the sales process and walk you through what you need to do on each and with that you're going to be able to close agency clients into $500 $2,000 $5,000 and even upwards of $10,000 a month retainers so with no further Ado let's get into it [Music] hello everyone Welcome to our next module a brief overview of the full sales process now that we've gone through the full sales process in depth I really want to give you a brief overview of everything we covered to give you a different perspective and try to simplify everything for you this simple framework was actually made by the sales Savage Elias castan and I look forward to sharing it with you this is always a framework that we want to keep top of mind when running through a sales process whether it's a one call or a two call close that being said I want to be very clear this is the framework and my script meaning you leverage a framework I'm teaching you but build your own script around it I don't mind you taking the script right off the bat just to get a jump start but over time you're going to need to iterate the way I word questions might be very different from the way you word questions and that being said let's dive in in stage one we find intent in stage two we break down the situation in stage three we pinpoint the problem all on that first intro call stage four we exhaust Solutions in stage five we explore Desires in stage six we uncover consequences and in stage seven we pitch just to break down each step briefly here in stage one the beginning of the intro call we always want to find the intent of the Prospect and figure out why they scheduled a call after this on the intro call we break down the situation meaning we get clarity on exactly what they're doing now in the business then that leads us to pinpoint the problem it gives us a chance to Probe on that problem making it very clear to the Prospect and get them to tell themselves what they're struggling with after this we obviously tie down on the intro call to ensure the prospect shows up to the demo call with all Partners now we're on to the demo call we want to redo stage three to bring that pain top of mind and Repro in stage four we exhaust all solutions remember ideal buying criteria we seek to understand what they've tried in the past to get their ideal buying criteria also can preh handle the burnt objection in stage five we look to explore their desires this is a goal stage of the demo where we not only get their financial goals but more importantly get their personal and emotional Gos in between stage five and six we bring them to reality remember it's very important to ask them how far they are from their goals currently we need to build that Gap the issue I see with a lot of salespeople is they try to rip them from their goals Euphoria all the way down to ramifications immediately it's too abrupt right goals reality consequence and that brings us to Stage six we uncover their consequences of not making a change in their business and what means for them personally then we get to the buyin and transition into Stage seven which is a pitch now let's break down each stage in depth in each of these stages I'll break down the intentions success conditions and Stage questions let's dive in stage one finding intent the intentions of the stage are to find out what the prospect is looking to accomplish by booking onto your calendar the second intention is to find a time when you can advance a conversation and book in the next call the success conditions sound as conversational as possible don't sound scripted be laid-back conversational almost as if you're speaking with a good friend another success condition is when you're calling a lead that hasn't booked an intro call yet they just opted into your funnel then we're going to have to start the conversation with a clear intention to get an advancement in the sales process an example would be and by the way this isn't just for an optin it could be a Cod call as well so an example would be finding out when they have 5 to 10 minutes to speak with you to conduct the intro call another success condition is when we're calling for a prescheduled intro call on the calendar then we're going to set a neutral frame where we find out what they're doing now in regards to what you're helping them with and what they might have tried in the past and what they might be looking for just to see if you can help another success condition is we want to express certainty and Authority in our tonality we always want to somewhat match their energy you're never going to do well if someone gets on the call they're super energetic speaking really fast and you're really monotone need to match your energy now what are some stage questions for finding intent on an inbound call from ads you would say this lead books onto your calendar you'd say hey then how's it going how are you today yeah this is John from XYZ company you had scheduled a call for this time you still have a a quick 10 minutes for a call here today Prospect answers cool so for these first calls we typically find out what you're doing now in regards to getting new appointments clients deals each month and maybe explore what you've been trying in the past and also find out what you might be looking for just to see if we can help and then from there if it makes sense we can set up a call on Zoom to walk you through our system that sound good you well it looks like you actually responded to our email or ad or our DM right you want to choose one whichever one they respond to I guess anything in particular that made you want to book the call here today if they give a really vague answer you want to say okay that makes sense man but what were you maybe hoping the outcome would be from booking into my calendar today if it's still a really vague answer you want to say say okay sure well in that case what do you mind sharing with me what you're doing now in regards to XYZ what you've done in the past and also what you might be looking for just so I can see if we can even help in the first place finding intent that's for an inbound call I'm about to transition into an outbound call and handling Gatekeepers before I do that I want to make it very clear and you might be thinking Josh why did the script change when you're going over your intros script to this overview well guys it's about understanding why you ask the questions you can ask the questions in a million different ways so when you look at my intros script and then you look at this framework here you can pull the questions that you like and you can piece together your intros script like a Lego you just need to understand that we're trying to find intent of the Prospect and you can craft the questions from there because we've given you so many questions to choose from already I really want to do this for you guys because I think it gives you perspective if I give you just one script you would just stick to that script and only ask those questions but you never truly understand why you're asking them now for an outbound call like a cold call you need to learn how to handle Gatekeepers so an example of this would be you're calling a dental office and the front desk lady picks up now this would be a quick script for an outbound specifically if you send an outbound email or possibly an outbound DM you're going to start the conversation by saying hey name not sure if you can help me with this or not I actually had an email or a DM come from XYZ account or username would you be the best person to speak with about bringing in some new patients or does someone else in the back office handle that if they're gatekeeper they'll say yeah yeah the business owner handles all that they're not in right now I can take your information and have them email you then you can say okay sounds good what's the best number to contact XYZ decision maker app if they don't want to give it to you you want to give them your best call back number name and email and ask them and I guess just wondering here would they usually be in the office towards the earlier parts of the days or they usually freed up towards the evening just by asking that one question they'll tell you you can then follow up at the time they mentioned they'll be free app so you can just go ahead and call at that time all right now we're going to go over booking an intro from a positive reply on a cold call we want to get an advancement in the sales process and ask them if they'd be available for a quick 5 to 10minute call if they not available on that specific call all so how do you conduct a conversation with someone that replies to your DM or a code email and you actually get the decision maker on the call well just remember we want to get an advancement in the sales process and ask them if they're available now or if they'd be available for a quick 5 to 10 minute call or ask them when they would be available for a quick 5 to 10 minute call hey name how's it going how are you today Prospect answers great yeah it's just Josh here you replied back to my assistant email or my assistant DM about getting 10 new patients in 10 days as a test drive insert offer right I was just calling to see when you'd have five or 10 minutes later today or this week to ask a a few questions here just to see if a potential partnership would make sense okay I got tomorrow at 2 p.m. say they say something like that okay perfect and what would be the best email to send that calendar invite to and then the best number for text confirmation guys if they have 10 minutes now just go into the first question of your intros script finding intent okay great so just out a curiosity was there anything that sparked your interest in your email that made you want to reply back you see what we did there guys it doesn't matter if it's a second call after the Cod call meaning you set up an intro call from that initial code call hey what kind of attracted your attention to actually schedu another call from us from our from our last call you need to gauge your intent at the beginning of the call or from a DM or from an outbound email I know there's some really good resources in this course for outbound email so this is how you handle positive replies all right now to stage two break down the situation where we are at this point in the sales process well we've clarified their intention for the conversation they've expressed to us what they want to accomplish by speaking with us today the intentions for the stage well they want to find out what they're doing right now to solve the goal they gave you in stage one another intention for the stage is get them to understand their current situation most people don't understand their own situation they don't think about it enough nobody asks them the right questions that's where you're so needed as a salesperson success conditions of the stage think about these questions as quick rapid fire questions we don't want to take too long asking a situational questions we also don't want to dive too deep into the problems in the stage we just want to get some preliminary information number three is we don't want to come cross like we're interrogating the prospect imagine if you're speaking to a billionaire at a networking event you want to use genuine curious tone how long could you go before they actually walk away it should not be an interrogation only ask three to four of these types of questions so it doesn't sound like you're absolutely grilling them again guys quick and easy question how many deals are you doing in a month what's your lead generation easy easy questions just to understand where they're at how many patients do you have coming in the door every month something like that right more specific stage questions okay so right now how are you currently insert what they're doing now generating leads for example again an example would be okay so right now how are you currently bringing in new patients if you're working with doctors and if the prospect told you that they want new patients in the find intent stage another question you could ask is okay how many for example patients are you seeing coming in per month off that on average though answer clarify in a question tone okay and that's the average to confirm again we just want to understand where they're at stage three pinpointing the problem okay where are we at in the sales process the prospect has told us a rough idea of where they're at and the intention for the call the more specific the answers that they've given the more intent the prospect has had essentially in stage one guys we found out about their intent in stage two we figured out their situation by asking specific questions rapid fire and now we're on to stage three which is finding the pain which is the most important the intentions for the stage like I just mentioned are uncovering the surface level problem and then undercovering the underlying problem another really good way to probe here is finding two or three areas of their business or life that have been impacted by these problems some success conditions in the stage would be understanding that we can't sell them ,000 to $10,000 solution if they don't have a problem another success condition would be finding the Gap aka the difference between where they are right now and the pain that's not allowing them to get where they want to go the third success condition in this stage is finding the true under the surface problem not just the surface level one an example of a surface level problem is I have knee pain under the surface I'm frustrated annoyed and unsure when I'll feel better surface level is inconsistency in lead flow or deal volume under the surfaces lack of Revenue to pay bills doubt in oneself to run the business properly frustration fomo of seeing other friends that aren't successful not hitting their goals in a timely manner success condition number four once we have a clear problem that we've been able to pinpoint we always want to put a Time Horizon on that problem time will always increase the awareness in the prospect's mind and how long they've been dealing with this issue for and important to note tonality with your delivery of these questions is key you always want to display a childlike curiosity really focus on being detached from the sale and just be genuinely curious you always want to listen twice speak once another good frame to put yourself in is the old man at the gas station imagine a super old man with a walking cane at a gas station and he walks up to you asking for directions there's no way to be mean to this guy he's just genuinely curious and looking for a solution that's the same frame you want to take when asking questions to your prospect it should either be a childlike curiosity or an old man type of curiosity just be genuinely curious some stage questions for this phase are in that lead generation tactic you're using to get clients are you currently satisfied with it oh you are perfect what do you like about it is there anything else transition to two truths question well it seems like things are going fairly well for you already you're currently doing XYZ and it's getting you ABC result I guess like is there anything you would change about your current way of actually getting more leads it seems like things are going fairly well is there anything you would change about possibly the quality or volume of leads you're currently getting inbound for your business if they say they would change something or they give you a problem you want to ask some clarifying questions which we've gone over in the previous intros script what exactly do you mean by that or how do you mean by that or in what way though or inconsistency or when you said XYZ I guess what did do you mean by that another really good question to ask you after you've clarified what their pain is again timeline how long have you felt this way for what do you think caused you to have XYZ problem has this been the main impact to the growth of your operation how so another really good question to ask here as you remember from the success conditions is two to three parts of their business or life that have specifically impacted them so you can ask them has this been the main impact to the growth of your operation they might think uh kind of specifically what are a few things that have been impacted in in the business or possibly for you personally because you've been dealing with XYZ paino guys when you ask those specific questions it ignites a specific point in the business or their life that causes them a lot of pain what's interesting about sales is the more you can get the prospect to think about more specific things in the business in the past specific issues that have happened a memory will always induce an emotion so we want them to think back to things specifically that have gone wrong because they've been dealing with this problem all right we're in stage four exhausting Solutions we like to call this our ideal buying criteria stage right in our script we also like to say that we check off the doubt belief in this stage right for the burnt objection let's go over where we're at at this point in the sales process the prospect has told us a rough idea of what they're looking to accomplish by speaking with us the more specific the answers the more intent the prospect has and that's for stage one in stage two they taught us about their current situation in the business and now in stage three we finally found our problem that we probe super deep into and it found a few different parts of the business or their life that are affected by this problem not just a surface level problem but an underlying problem and now we're on to stage four the intentions for the stage are find what other Solutions they've explored in the past to solve the problems that we were able to pinpoint in stage three number two is finding their ideal buying value use and number three is overcoming that burnt objection success conditions keep in mind we do not want to use our own words and definitions for what we think their problem is we want to use their words specifically this is key huge thing in sales guys if someone's using a certain terminology we always want to match a terminology if someone's saying a bunch of cash saying oh I make 10,000 cash a month you never want to say 10,000 Revenue you want to say 10,000 cash always match their lingo and never specifically around the problem use their exact words that they told you because if you say something different it might not resonate with them they might think oh that's not what I said I don't resonate with that and then you're screwed always use their words this is key number two understand the definition of a buying value AKA something that the prospect heavily feels like they need in their solution to get to their goals you would find this in asking what they've tried in the past or asking what they've looked into in the past to solve this issue you want to get all the things that they like and they don't like so we can use this on the pitch in presentation all right some stage questions Okay cool so before speaking with me today have you poked around at any other inbound Solutions or outbound solutions to solve XYZ paino or you have what have you been doing or what did you look at you can ask how did it go what do you like about their system anything else again guys always Repro it seems like you like them a good amount what kind of prevented you from pulling the trigger see how similar this is to our script guys that I presented to you in the intro call module and if they say I'm just exploring my options and they don't want to give you anything ask the three ideal criteria question hey where did like three ideal qualities that you look for in a lead generation partner to help you solve x-way ball neck another good question to ask is so let's say we're sitting in your office right now talking specifically about everything you would need from an agency talk me through what would be on that list see that's the same question we're just trying to understand what they really want if we did try something and did not get results then we ask the prospect answerers yeah we tried XYZ company but it just didn't really work out you want to say okay got it I guess were there other Realtors doctors industry insert that saw success that made you want to go with them in the first place if they say no well then that's their answer and they just didn't go with a trustworthy company this isn't common but these individuals more than likely got burnt if they do say yes which most of the time they do say yes they say okay well I guess what prevented you from seeing similar results like they did keep exhausting all the options here okay was there anything else you tried into besides that keep exhausting and taking them through the same framework as as above until you've exhausted all of their previous Solutions so important guys we want to get all of this ammo so we can deploy it on the pitch and make sure we preh handle the think about objection we need to check off the doubt belief stage five explore desires so where are we at in the sales process well in stage one we got what they're looking to accomplish right the intent in stage two we got all of the situational questions very quickly in stage three we pinpointed the specific problems right how that's impacted their business and their life specifically in stage four we've exhausted all solutions what they've tried in the past what they liked what they didn't like and we preh handled the burnt objection now we're on to stage five exploring their goals exploring their desires the intentions of the stage are uncovering their surface level Revenue goals which is a tangible outcome but more importantly uncovering what they'll do with that money when they get there or what their business will do with that money when they scale we really want to find the emotional driver behind the tangible outcome some success conditions of the stage are the key is to getting deeper Answers by just asking we need to probe Don't Be Afraid or think that's cringe to ask these questions another success condition is everyone has an end goal no matter what Niche or client you're speaking to to if you feel like the questions you're asking aren't Landing then it's because you aren't giving enough context you aren't softening the question and you're not flowing a toz down the script and it's out of place remember stay in the pocket here guys another condition would be you must understand your market and Niche find out what your clients typically do when they reach the heights of their business do they reinvest the money do does this nich really like to pass on a legacy business to their family do a lot of these guys like to retire and automate the business so they can spend more time with the family do they like to exit their business for cash to hang out on the beach to sit peina Claus do some research on what the ideal life is for your client avatars so you aren't fumbling around in the stage remember guys we need to get Euphoria here we need to get their personal goals emotions are key a good question want to ask is so if there was a way to help out solving XYZ paino I guess in your ideal world where would you guys like to take things in terms of monthly Revenue if the goal seems like too achievable and they're they're about to hit it say okay got it and to me it sounds like hitting XYZ Revenue goal is fairly achievable for you guys I guess after hitting that though what's the long-term goal so after we get the revenue goal we want to ask some the personal income question how much personal income does that bring you to the pocket another 20K a month okay so 20K a month over the next year that's I'm not a mathematician but it's $24,000 a personal income over the next year what does that do for you more personally if they're giving you Kickback just so I can understand here like everyone wants to reinvest back in their business and scale their business that way but what's kind of your driving Northstar here they're still giving you Kickback taxal vulnerability open up about yourself and your personal goals and then ask them double down again you guys know how to do this we went over in the demo call module also worse comes worse you can always feed them you can always say something like well when I speak with other clients they like to build a legacy business for their family or they want to exit this operation so they can go travel with their wife or they want to continue building their operation so they can retire the family and make sure that they go on the different trips that they want to go on so what's kind of The Guiding Northstar for you guys you can feed them a little bit if you need to guys don't feed if you don't have to Stage six uncovering consequences so where are we at at this point in the sales process so the prospect is sort us a rough idea of what they're looking to accomplish by speaking with us right the intent in stage true they've given us all their situational questions in stage three we've pinpointed their pain specifically and really dug deep in stage four we've exhausted all solutions figuring out what they've liked in the past what they have haven't liked in the past getting all their ideal criteria overcoming the burnt objection in stage five we Dove deep into their desires and what their ideal state looks like if they're able to fix this bottleneck in their business we got them as emotional as possible in between stage five and six we brought them back to reality which we like to talk about in our demo call module and now for stage six uncovering consequences intentions for the stage explore the conse quences of them not hitting their goals so that the pain associated with those consequences is far greater than just paying you the money for your service some success conditions for the stage one we want to use either tactical vulnerability or analogies to give context before going into some deeper answers we spoke about how to use tactical vulnerability and also even use an analogy like the little kid in the ice cream truck that we spoke about earlier a big thing to keep in mind is that we don't want to immediately take someone From Desire all the way to consequence we need to ease them down by getting them to admit that with what they have in place now they won't be able to hit their goals number three is we want to find answers that pull the prospect into committing to a change now in their business instead of pushing it down for 3 to 6 to 12 months down the road some stage questions we ask are okay and so being as realistic as possible here I'm just curious with the channels you guys have have in place how long do you feel like it would take to get to the ideal goal that they mention right reality question the prospect answerers ask him do you mind if I ask you more of a personal question then you could ask what if you don't they say what do you mean give you a bad answer what if you aren't able to scale to XYZ Revenue Mark but more importantly achieve XYZ emotional driver again concerned genuine tone guys if they give you push back here we want to open up and use tactical vulnerability right remember in the analogy there's two sides of every coin the side that we're running towards and the side they're running away from I find that in my own life that I'm more motivated by what I'm running away from rather rather than what I'm running towards so for example for me I really want to scale to 50K a month of personal income but that's not what gets me up in the morning gets me to do the that I really don't want to do I know that getting to 50K a month allows me to take over my La mortgage and send her on the trip to glp GH but what's crazy is that it's not paying my mom's mortgage and sending her to the golo GH that gets me going it's the risk of not being able to do that for her it's me thinking in my mind at the end of 2025 if I have to sit down at the dinner table and look my mom in the eyes say hey Mom I'm not going to be able to cover your mortgage I'm not going to be able to send you on that trip you've been wanting to go on that's what would kill me man and that's what gets me going every single morning to do the stuff that I don't really want to do so so for you personally let's explore failure for a second what does that look like for you stay in the pocket here and again you guys know how to Probe on this are you willing to sell for that why not another really good question to ask here is it sounds like you've put a lot of thought into this was there a stack of events that led you to realize that you might maybe need some outside help with XYZ or was there one specific moment where you just Drew your foot in the sand and said you know what I I really should get help with solving this now what was it that sparked it guys you see how specific that was I'm going to say that one more time or was there a specific moment where you just drew your foot in the sand and said you know what I really should get help with solving this now what was it that spark that this is going to get them to think of a memory which is going to spark emotion then you want to go for the buyin so to me it sounds like it's time for a change possibly to get into the right systems that will allow you to fix XYZ bottleneck so that you can be in the best spot possible to actually get to ins certaint goal they mentioned let them answer a good answer here is yeah 100% then you want to say okay got it well based off of what you've shared here what we're doing could definitely work for you if you're open to it from here I can walk you through what we do I'm sure you have some questions and we can see if it's everything you need on your end sound good stage seven the pitch now where are we at in the sales process well we've successfully taken your prospects through each of the stages 90% of the work is done and just to overview what we've gone through we found intent we've went through our situational questions we've pinpointed the specific problem we've exhausted the solutions we've explored their desires and we've explored the consequences the intentions for the stage are use all of their ideal buying criteria that they told us about what they like and don't like about other providers to build up trust in the prospect's mind that we're the right solution take them through each of our pillars where we'll be Bridging the Gap from where they are now to where they want to be some success conditions of the stage the closer we get to the end of the presentation the more brevity we want to have for example towards the end if the prospect asks me a question I I want to explain it in as few words as possible and the reason why I do that is because I don't want them to give them more things to think about or complicate their decision-making process also at the end of each filler we want to ask for their buying examples of asking for their buying are are you with me on that does that uh did I explain that correctly does that make sense to you what questions would you might have on that do you see how this is different than what you've tried in the past some stage statements you can use are a lot of dental marketing agencies out there are doing a phenomenal job of gaining presence online for their clients but what we really focus on is the end metric we want cash deals bought and that's what we only care about if you have no testimonials to no worries you can say I started in this Niche because of my background I saw a lot of dentists being underserved with the amount of leads that other agencies were getting them we hear it a lot agencies that get inconsistent leads not the right types of leads ask you to pay these high retainers and then get you nothing we've spent months asking ourselves how we can make those processes different and then we came up with the following go into the rest of your pillar and to build trust a lot of what you're saying earlier was ringing bells in my ears because we actually had a client that was in a similar position to where you are now they were doing insert what the New Prospect is doing in other channels and just couldn't seem to get any action we worked on our three-pillar process to get them more patience but more importantly get them the right type of patience that convert and now they scale the revenue forx in the last 6 months and now they're getting patient leads in their system every month that are highly qualified that are ready to convert rather than trying to chase them down so guys I'm not going to go too deep on the pitch here because we just did this on the previous module but you can go back to that video if needed but essentially we have our three pillars right we have our first pillar the second pillar the third pillar each pillar is going to have a really cool name then after the really cool name we're going to explain what we do how we do it and how it benefits the prospect based off what they said in the ideal buying criteria stage on what they liked about previous Solutions we're also going to Future pce them to their goals and explain to them why it benefits them and how it's going to get them there now another stage question here is you should have a question slide on your demo deck which we went over in the last module and before you go into the pricing you say if our program was completely for free moving all the financials aside do you feel like our program is a perfect solution to your XYZ bottleneck in the business if they say yes why ask them why guys you need to get them to sell themselves back in because right when you get them to sell themselves back in you're going to drop the price right after super important super important here so question slide ask them if this is a perfect Solution financial aside they say yes ask them why then go into the pitch then if they're not 100% yes then we can objection handle here this is where we start asking them questions if they have any questions about the system what they're fearful about Etc we never want to move on to price when they're still in that stage of uncertainty then you want to ask something like we mentioned in the past like where do you want to go from here then when you move forward you're going to send the invoice on the call make sure that they squared away get the agreement signed and then schedu in their call for onboarding guys if you have Setters or closures doing this for you you want to have someone on the team that does an AB which is an anti- buyers remorse call meaning right when someone pays they sign the agreement and they're waiting for the onboarding call you have another member of the team that calls him up hey John I'm the ops manager here at XYZ company name I just want to give you a quick ring and welcome you to the family oh yeah nice to meet you John what are you most looking forward to when joining our program oh why is that important to you ah very good and just ask them what they're most excited about this is what we call the ab are it saves us a bunch of deals because people can get cold feet between the time that they pay you and the onboarding call so if you have a a bigger team you always want to do that antivirus remorse that being said everyone we're now wrapping up our overview of the sales process I hope this was helpful I know a bit of the scripting was different than the scripting that we presented to you in the intro and demo call stage but this was done on purpose I wanted to give you guys perspective if I give you one script you're going to only follow that script and you're not going to understand the reason of asking the questions again guys we have the intent stage the situation stage the problem stage the exhausting solution stage the exploring desire stage and the uncovering consequences stage and then the pitch stage you need to understand why we're asking these questions cuz you can ask them in a million different ways so I hope this has provided you guys some good perspective some action steps for this module I want you to take out your notebook after you watch this video and try to write out all the stages without cheating it's super important for you guys you need to test yourself you need to understand why you're asking the questions and what you're trying to get out of the prospect before you actually go onto the call so what I want you to do is take out your notebook write down each stage and some of the success conditions of each stage off the top of your mind if you can't remember it go back to the video write them all down and test yourself on it tomorrow in the next module we're going to put everything in action I'm not going to be reading the script to you guys anymore without a real Prospect I'm actually going to be role playing with Matt and I want him to give me some friction to show you guys how we can handle that friction in the sales process so I look forward to seeing you in the role play so now you know exactly what you need to do approach potential clients through cold Outreach and then sell those potential clients into five and six figure deals for your agency and all you have to do now is put those learnings into practice now this is just the tip of the iceberg of all of the teachings that you get inside of agency accelerator this is the 30 minute overview of a process that is detailed over 13 classes inside the program and if you've ever tried to do anything online you know that the devil is in the details and that's exactly why inside of agency accelerator we go into excruciating detail on what to do and how to do it for each step of the journey and that's just for the sales phase by the way we have five other phases and three entire bonus programs and most most importantly something that I haven't really mentioned on the other classes is that inside of agency accelerator you get access to over 10 weekly coaching calls with industry experts and that is a 60-minute zoom call where you can ask a question on the exact issues that you're struggling with and get it answered live by an expert in the area now we have calls on agency operations Outreach sales Service delivery mindset and much more and when I say those are expert coaches I mean it for example we have a weekly coaching call with Justin lond just on media buying now Justin is the instructor on the program ad architect and you actually get that as a bonus when buying agency accelerator and he runs a seven fig paid traffic agency and we also have John gab who ran a very successful Agency for years and now has a seven figure coaching business that specializes in helping entrepreneurs perform at their highest levels through mindset training now fun fact both of them started from zero as students of the previous iterations of this very program agency accelerator and they went on to generate multiple Millions online the bottom line is this program just works so all you have to do is just follow the path laid down inside of it if you want to get access to 10 plus weekly coaching calls where you can just jump on a call with experts like John and Justin and get your questions answered by them as well as connecting with thousands of other entrepreneurs who are further ahead of you in the same online business Journey inside of our exclusive community and on that note I will see you inside of agency accelerator

so being able to turn cold prospects into paying clients is the most consistent way to generate wealth online and that is exactly what we&#39;re going to learn how to do inside of today&#39;s class to close prospects into five and even seven figure deals for your agency through a simple Zoom call Now ladies and gentlemen welcome because this is our second implementation class of the agency accelerator week and this one is going to be taught by Josh who is your instructor inside of the sales phase of agency accelerator now Josh alongside his business partner Matt who also teaches in this phase have over 350 active clients in their agency he has simply mastered the art of selling clients into agency services and if you to master the skill money will never be a problem in your life ever again so today Josh is going to run you through the exact process that he uses in his own agencies to close Cold prospects and turn them into paying clients he&#39;s going to first get you the 30,000 ft overview of the sales process and then he&#39;s going to Deep dive into each one of the phases of the sales process and walk you through what you need to do on each and with that you&#39;re going to be able to close agency clients into $500 $2,000 $5,000 and even upwards of $10,000 a month retainers so with no further Ado let&#39;s get into it [Music] hello everyone Welcome to our next module a brief overview of the full sales process now that we&#39;ve gone through the full sales process in depth I really want to give you a brief overview of everything we covered to give you a different perspective and try to simplify everything for you this simple framework was actually made by the sales Savage Elias castan and I look forward to sharing it with you this is always a framework that we want to keep top of mind when running through a sales process whether it&#39;s a one call or a two call close that being said I want to be very clear this is the framework and my script meaning you leverage a framework I&#39;m teaching you but build your own script around it I don&#39;t mind you taking the script right off the bat just to get a jump start but over time you&#39;re going to need to iterate the way I word questions might be very different from the way you word questions and that being said let&#39;s dive in in stage one we find intent in stage two we break down the situation in stage three we pinpoint the problem all on that first intro call stage four we exhaust Solutions in stage five we explore Desires in stage six we uncover consequences and in stage seven we pitch just to break down each step briefly here in stage one the beginning of the intro call we always want to find the intent of the Prospect and figure out why they scheduled a call after this on the intro call we break down the situation meaning we get clarity on exactly what they&#39;re doing now in the business then that leads us to pinpoint the problem it gives us a chance to Probe on that problem making it very clear to the Prospect and get them to tell themselves what they&#39;re struggling with after this we obviously tie down on the intro call to ensure the prospect shows up to the demo call with all Partners now we&#39;re on to the demo call we want to redo stage three to bring that pain top of mind and Repro in stage four we exhaust all solutions remember ideal buying criteria we seek to understand what they&#39;ve tried in the past to get their ideal buying criteria also can preh handle the burnt objection in stage five we look to explore their desires this is a goal stage of the demo where we not only get their financial goals but more importantly get their personal and emotional Gos in between stage five and six we bring them to reality remember it&#39;s very important to ask them how far they are from their goals currently we need to build that Gap the issue I see with a lot of salespeople is they try to rip them from their goals Euphoria all the way down to ramifications immediately it&#39;s too abrupt right goals reality consequence and that brings us to Stage six we uncover their consequences of not making a change in their business and what means for them personally then we get to the buyin and transition into Stage seven which is a pitch now let&#39;s break down each stage in depth in each of these stages I&#39;ll break down the intentions success conditions and Stage questions let&#39;s dive in stage one finding intent the intentions of the stage are to find out what the prospect is looking to accomplish by booking onto your calendar the second intention is to find a time when you can advance a conversation and book in the next call the success conditions sound as conversational as possible don&#39;t sound scripted be laid-back conversational almost as if you&#39;re speaking with a good friend another success condition is when you&#39;re calling a lead that hasn&#39;t booked an intro call yet they just opted into your funnel then we&#39;re going to have to start the conversation with a clear intention to get an advancement in the sales process an example would be and by the way this isn&#39;t just for an optin it could be a Cod call as well so an example would be finding out when they have 5 to 10 minutes to speak with you to conduct the intro call another success condition is when we&#39;re calling for a prescheduled intro call on the calendar then we&#39;re going to set a neutral frame where we find out what they&#39;re doing now in regards to what you&#39;re helping them with and what they might have tried in the past and what they might be looking for just to see if you can help another success condition is we want to express certainty and Authority in our tonality we always want to somewhat match their energy you&#39;re never going to do well if someone gets on the call they&#39;re super energetic speaking really fast and you&#39;re really monotone need to match your energy now what are some stage questions for finding intent on an inbound call from ads you would say this lead books onto your calendar you&#39;d say hey then how&#39;s it going how are you today yeah this is John from XYZ company you had scheduled a call for this time you still have a a quick 10 minutes for a call here today Prospect answers cool so for these first calls we typically find out what you&#39;re doing now in regards to getting new appointments clients deals each month and maybe explore what you&#39;ve been trying in the past and also find out what you might be looking for just to see if we can help and then from there if it makes sense we can set up a call on Zoom to walk you through our system that sound good you well it looks like you actually responded to our email or ad or our DM right you want to choose one whichever one they respond to I guess anything in particular that made you want to book the call here today if they give a really vague answer you want to say okay that makes sense man but what were you maybe hoping the outcome would be from booking into my calendar today if it&#39;s still a really vague answer you want to say say okay sure well in that case what do you mind sharing with me what you&#39;re doing now in regards to XYZ what you&#39;ve done in the past and also what you might be looking for just so I can see if we can even help in the first place finding intent that&#39;s for an inbound call I&#39;m about to transition into an outbound call and handling Gatekeepers before I do that I want to make it very clear and you might be thinking Josh why did the script change when you&#39;re going over your intros script to this overview well guys it&#39;s about understanding why you ask the questions you can ask the questions in a million different ways so when you look at my intros script and then you look at this framework here you can pull the questions that you like and you can piece together your intros script like a Lego you just need to understand that we&#39;re trying to find intent of the Prospect and you can craft the questions from there because we&#39;ve given you so many questions to choose from already I really want to do this for you guys because I think it gives you perspective if I give you just one script you would just stick to that script and only ask those questions but you never truly understand why you&#39;re asking them now for an outbound call like a cold call you need to learn how to handle Gatekeepers so an example of this would be you&#39;re calling a dental office and the front desk lady picks up now this would be a quick script for an outbound specifically if you send an outbound email or possibly an outbound DM you&#39;re going to start the conversation by saying hey name not sure if you can help me with this or not I actually had an email or a DM come from XYZ account or username would you be the best person to speak with about bringing in some new patients or does someone else in the back office handle that if they&#39;re gatekeeper they&#39;ll say yeah yeah the business owner handles all that they&#39;re not in right now I can take your information and have them email you then you can say okay sounds good what&#39;s the best number to contact XYZ decision maker app if they don&#39;t want to give it to you you want to give them your best call back number name and email and ask them and I guess just wondering here would they usually be in the office towards the earlier parts of the days or they usually freed up towards the evening just by asking that one question they&#39;ll tell you you can then follow up at the time they mentioned they&#39;ll be free app so you can just go ahead and call at that time all right now we&#39;re going to go over booking an intro from a positive reply on a cold call we want to get an advancement in the sales process and ask them if they&#39;d be available for a quick 5 to 10minute call if they not available on that specific call all so how do you conduct a conversation with someone that replies to your DM or a code email and you actually get the decision maker on the call well just remember we want to get an advancement in the sales process and ask them if they&#39;re available now or if they&#39;d be available for a quick 5 to 10 minute call or ask them when they would be available for a quick 5 to 10 minute call hey name how&#39;s it going how are you today Prospect answers great yeah it&#39;s just Josh here you replied back to my assistant email or my assistant DM about getting 10 new patients in 10 days as a test drive insert offer right I was just calling to see when you&#39;d have five or 10 minutes later today or this week to ask a a few questions here just to see if a potential partnership would make sense okay I got tomorrow at 2 p.m. say they say something like that okay perfect and what would be the best email to send that calendar invite to and then the best number for text confirmation guys if they have 10 minutes now just go into the first question of your intros script finding intent okay great so just out a curiosity was there anything that sparked your interest in your email that made you want to reply back you see what we did there guys it doesn&#39;t matter if it&#39;s a second call after the Cod call meaning you set up an intro call from that initial code call hey what kind of attracted your attention to actually schedu another call from us from our from our last call you need to gauge your intent at the beginning of the call or from a DM or from an outbound email I know there&#39;s some really good resources in this course for outbound email so this is how you handle positive replies all right now to stage two break down the situation where we are at this point in the sales process well we&#39;ve clarified their intention for the conversation they&#39;ve expressed to us what they want to accomplish by speaking with us today the intentions for the stage well they want to find out what they&#39;re doing right now to solve the goal they gave you in stage one another intention for the stage is get them to understand their current situation most people don&#39;t understand their own situation they don&#39;t think about it enough nobody asks them the right questions that&#39;s where you&#39;re so needed as a salesperson success conditions of the stage think about these questions as quick rapid fire questions we don&#39;t want to take too long asking a situational questions we also don&#39;t want to dive too deep into the problems in the stage we just want to get some preliminary information number three is we don&#39;t want to come cross like we&#39;re interrogating the prospect imagine if you&#39;re speaking to a billionaire at a networking event you want to use genuine curious tone how long could you go before they actually walk away it should not be an interrogation only ask three to four of these types of questions so it doesn&#39;t sound like you&#39;re absolutely grilling them again guys quick and easy question how many deals are you doing in a month what&#39;s your lead generation easy easy questions just to understand where they&#39;re at how many patients do you have coming in the door every month something like that right more specific stage questions okay so right now how are you currently insert what they&#39;re doing now generating leads for example again an example would be okay so right now how are you currently bringing in new patients if you&#39;re working with doctors and if the prospect told you that they want new patients in the find intent stage another question you could ask is okay how many for example patients are you seeing coming in per month off that on average though answer clarify in a question tone okay and that&#39;s the average to confirm again we just want to understand where they&#39;re at stage three pinpointing the problem okay where are we at in the sales process the prospect has told us a rough idea of where they&#39;re at and the intention for the call the more specific the answers that they&#39;ve given the more intent the prospect has had essentially in stage one guys we found out about their intent in stage two we figured out their situation by asking specific questions rapid fire and now we&#39;re on to stage three which is finding the pain which is the most important the intentions for the stage like I just mentioned are uncovering the surface level problem and then undercovering the underlying problem another really good way to probe here is finding two or three areas of their business or life that have been impacted by these problems some success conditions in the stage would be understanding that we can&#39;t sell them ,000 to $10,000 solution if they don&#39;t have a problem another success condition would be finding the Gap aka the difference between where they are right now and the pain that&#39;s not allowing them to get where they want to go the third success condition in this stage is finding the true under the surface problem not just the surface level one an example of a surface level problem is I have knee pain under the surface I&#39;m frustrated annoyed and unsure when I&#39;ll feel better surface level is inconsistency in lead flow or deal volume under the surfaces lack of Revenue to pay bills doubt in oneself to run the business properly frustration fomo of seeing other friends that aren&#39;t successful not hitting their goals in a timely manner success condition number four once we have a clear problem that we&#39;ve been able to pinpoint we always want to put a Time Horizon on that problem time will always increase the awareness in the prospect&#39;s mind and how long they&#39;ve been dealing with this issue for and important to note tonality with your delivery of these questions is key you always want to display a childlike curiosity really focus on being detached from the sale and just be genuinely curious you always want to listen twice speak once another good frame to put yourself in is the old man at the gas station imagine a super old man with a walking cane at a gas station and he walks up to you asking for directions there&#39;s no way to be mean to this guy he&#39;s just genuinely curious and looking for a solution that&#39;s the same frame you want to take when asking questions to your prospect it should either be a childlike curiosity or an old man type of curiosity just be genuinely curious some stage questions for this phase are in that lead generation tactic you&#39;re using to get clients are you currently satisfied with it oh you are perfect what do you like about it is there anything else transition to two truths question well it seems like things are going fairly well for you already you&#39;re currently doing XYZ and it&#39;s getting you ABC result I guess like is there anything you would change about your current way of actually getting more leads it seems like things are going fairly well is there anything you would change about possibly the quality or volume of leads you&#39;re currently getting inbound for your business if they say they would change something or they give you a problem you want to ask some clarifying questions which we&#39;ve gone over in the previous intros script what exactly do you mean by that or how do you mean by that or in what way though or inconsistency or when you said XYZ I guess what did do you mean by that another really good question to ask you after you&#39;ve clarified what their pain is again timeline how long have you felt this way for what do you think caused you to have XYZ problem has this been the main impact to the growth of your operation how so another really good question to ask here as you remember from the success conditions is two to three parts of their business or life that have specifically impacted them so you can ask them has this been the main impact to the growth of your operation they might think uh kind of specifically what are a few things that have been impacted in in the business or possibly for you personally because you&#39;ve been dealing with XYZ paino guys when you ask those specific questions it ignites a specific point in the business or their life that causes them a lot of pain what&#39;s interesting about sales is the more you can get the prospect to think about more specific things in the business in the past specific issues that have happened a memory will always induce an emotion so we want them to think back to things specifically that have gone wrong because they&#39;ve been dealing with this problem all right we&#39;re in stage four exhausting Solutions we like to call this our ideal buying criteria stage right in our script we also like to say that we check off the doubt belief in this stage right for the burnt objection let&#39;s go over where we&#39;re at at this point in the sales process the prospect has told us a rough idea of what they&#39;re looking to accomplish by speaking with us the more specific the answers the more intent the prospect has and that&#39;s for stage one in stage two they taught us about their current situation in the business and now in stage three we finally found our problem that we probe super deep into and it found a few different parts of the business or their life that are affected by this problem not just a surface level problem but an underlying problem and now we&#39;re on to stage four the intentions for the stage are find what other Solutions they&#39;ve explored in the past to solve the problems that we were able to pinpoint in stage three number two is finding their ideal buying value use and number three is overcoming that burnt objection success conditions keep in mind we do not want to use our own words and definitions for what we think their problem is we want to use their words specifically this is key huge thing in sales guys if someone&#39;s using a certain terminology we always want to match a terminology if someone&#39;s saying a bunch of cash saying oh I make 10,000 cash a month you never want to say 10,000 Revenue you want to say 10,000 cash always match their lingo and never specifically around the problem use their exact words that they told you because if you say something different it might not resonate with them they might think oh that&#39;s not what I said I don&#39;t resonate with that and then you&#39;re screwed always use their words this is key number two understand the definition of a buying value AKA something that the prospect heavily feels like they need in their solution to get to their goals you would find this in asking what they&#39;ve tried in the past or asking what they&#39;ve looked into in the past to solve this issue you want to get all the things that they like and they don&#39;t like so we can use this on the pitch in presentation all right some stage questions Okay cool so before speaking with me today have you poked around at any other inbound Solutions or outbound solutions to solve XYZ paino or you have what have you been doing or what did you look at you can ask how did it go what do you like about their system anything else again guys always Repro it seems like you like them a good amount what kind of prevented you from pulling the trigger see how similar this is to our script guys that I presented to you in the intro call module and if they say I&#39;m just exploring my options and they don&#39;t want to give you anything ask the three ideal criteria question hey where did like three ideal qualities that you look for in a lead generation partner to help you solve x-way ball neck another good question to ask is so let&#39;s say we&#39;re sitting in your office right now talking specifically about everything you would need from an agency talk me through what would be on that list see that&#39;s the same question we&#39;re just trying to understand what they really want if we did try something and did not get results then we ask the prospect answerers yeah we tried XYZ company but it just didn&#39;t really work out you want to say okay got it I guess were there other Realtors doctors industry insert that saw success that made you want to go with them in the first place if they say no well then that&#39;s their answer and they just didn&#39;t go with a trustworthy company this isn&#39;t common but these individuals more than likely got burnt if they do say yes which most of the time they do say yes they say okay well I guess what prevented you from seeing similar results like they did keep exhausting all the options here okay was there anything else you tried into besides that keep exhausting and taking them through the same framework as as above until you&#39;ve exhausted all of their previous Solutions so important guys we want to get all of this ammo so we can deploy it on the pitch and make sure we preh handle the think about objection we need to check off the doubt belief stage five explore desires so where are we at in the sales process well in stage one we got what they&#39;re looking to accomplish right the intent in stage two we got all of the situational questions very quickly in stage three we pinpointed the specific problems right how that&#39;s impacted their business and their life specifically in stage four we&#39;ve exhausted all solutions what they&#39;ve tried in the past what they liked what they didn&#39;t like and we preh handled the burnt objection now we&#39;re on to stage five exploring their goals exploring their desires the intentions of the stage are uncovering their surface level Revenue goals which is a tangible outcome but more importantly uncovering what they&#39;ll do with that money when they get there or what their business will do with that money when they scale we really want to find the emotional driver behind the tangible outcome some success conditions of the stage are the key is to getting deeper Answers by just asking we need to probe Don&#39;t Be Afraid or think that&#39;s cringe to ask these questions another success condition is everyone has an end goal no matter what Niche or client you&#39;re speaking to to if you feel like the questions you&#39;re asking aren&#39;t Landing then it&#39;s because you aren&#39;t giving enough context you aren&#39;t softening the question and you&#39;re not flowing a toz down the script and it&#39;s out of place remember stay in the pocket here guys another condition would be you must understand your market and Niche find out what your clients typically do when they reach the heights of their business do they reinvest the money do does this nich really like to pass on a legacy business to their family do a lot of these guys like to retire and automate the business so they can spend more time with the family do they like to exit their business for cash to hang out on the beach to sit peina Claus do some research on what the ideal life is for your client avatars so you aren&#39;t fumbling around in the stage remember guys we need to get Euphoria here we need to get their personal goals emotions are key a good question want to ask is so if there was a way to help out solving XYZ paino I guess in your ideal world where would you guys like to take things in terms of monthly Revenue if the goal seems like too achievable and they&#39;re they&#39;re about to hit it say okay got it and to me it sounds like hitting XYZ Revenue goal is fairly achievable for you guys I guess after hitting that though what&#39;s the long-term goal so after we get the revenue goal we want to ask some the personal income question how much personal income does that bring you to the pocket another 20K a month okay so 20K a month over the next year that&#39;s I&#39;m not a mathematician but it&#39;s $24,000 a personal income over the next year what does that do for you more personally if they&#39;re giving you Kickback just so I can understand here like everyone wants to reinvest back in their business and scale their business that way but what&#39;s kind of your driving Northstar here they&#39;re still giving you Kickback taxal vulnerability open up about yourself and your personal goals and then ask them double down again you guys know how to do this we went over in the demo call module also worse comes worse you can always feed them you can always say something like well when I speak with other clients they like to build a legacy business for their family or they want to exit this operation so they can go travel with their wife or they want to continue building their operation so they can retire the family and make sure that they go on the different trips that they want to go on so what&#39;s kind of The Guiding Northstar for you guys you can feed them a little bit if you need to guys don&#39;t feed if you don&#39;t have to Stage six uncovering consequences so where are we at at this point in the sales process so the prospect is sort us a rough idea of what they&#39;re looking to accomplish by speaking with us right the intent in stage true they&#39;ve given us all their situational questions in stage three we&#39;ve pinpointed their pain specifically and really dug deep in stage four we&#39;ve exhausted all solutions figuring out what they&#39;ve liked in the past what they have haven&#39;t liked in the past getting all their ideal criteria overcoming the burnt objection in stage five we Dove deep into their desires and what their ideal state looks like if they&#39;re able to fix this bottleneck in their business we got them as emotional as possible in between stage five and six we brought them back to reality which we like to talk about in our demo call module and now for stage six uncovering consequences intentions for the stage explore the conse quences of them not hitting their goals so that the pain associated with those consequences is far greater than just paying you the money for your service some success conditions for the stage one we want to use either tactical vulnerability or analogies to give context before going into some deeper answers we spoke about how to use tactical vulnerability and also even use an analogy like the little kid in the ice cream truck that we spoke about earlier a big thing to keep in mind is that we don&#39;t want to immediately take someone From Desire all the way to consequence we need to ease them down by getting them to admit that with what they have in place now they won&#39;t be able to hit their goals number three is we want to find answers that pull the prospect into committing to a change now in their business instead of pushing it down for 3 to 6 to 12 months down the road some stage questions we ask are okay and so being as realistic as possible here I&#39;m just curious with the channels you guys have have in place how long do you feel like it would take to get to the ideal goal that they mention right reality question the prospect answerers ask him do you mind if I ask you more of a personal question then you could ask what if you don&#39;t they say what do you mean give you a bad answer what if you aren&#39;t able to scale to XYZ Revenue Mark but more importantly achieve XYZ emotional driver again concerned genuine tone guys if they give you push back here we want to open up and use tactical vulnerability right remember in the analogy there&#39;s two sides of every coin the side that we&#39;re running towards and the side they&#39;re running away from I find that in my own life that I&#39;m more motivated by what I&#39;m running away from rather rather than what I&#39;m running towards so for example for me I really want to scale to 50K a month of personal income but that&#39;s not what gets me up in the morning gets me to do the that I really don&#39;t want to do I know that getting to 50K a month allows me to take over my La mortgage and send her on the trip to glp GH but what&#39;s crazy is that it&#39;s not paying my mom&#39;s mortgage and sending her to the golo GH that gets me going it&#39;s the risk of not being able to do that for her it&#39;s me thinking in my mind at the end of 2025 if I have to sit down at the dinner table and look my mom in the eyes say hey Mom I&#39;m not going to be able to cover your mortgage I&#39;m not going to be able to send you on that trip you&#39;ve been wanting to go on that&#39;s what would kill me man and that&#39;s what gets me going every single morning to do the stuff that I don&#39;t really want to do so so for you personally let&#39;s explore failure for a second what does that look like for you stay in the pocket here and again you guys know how to Probe on this are you willing to sell for that why not another really good question to ask here is it sounds like you&#39;ve put a lot of thought into this was there a stack of events that led you to realize that you might maybe need some outside help with XYZ or was there one specific moment where you just Drew your foot in the sand and said you know what I I really should get help with solving this now what was it that sparked it guys you see how specific that was I&#39;m going to say that one more time or was there a specific moment where you just drew your foot in the sand and said you know what I really should get help with solving this now what was it that spark that this is going to get them to think of a memory which is going to spark emotion then you want to go for the buyin so to me it sounds like it&#39;s time for a change possibly to get into the right systems that will allow you to fix XYZ bottleneck so that you can be in the best spot possible to actually get to ins certaint goal they mentioned let them answer a good answer here is yeah 100% then you want to say okay got it well based off of what you&#39;ve shared here what we&#39;re doing could definitely work for you if you&#39;re open to it from here I can walk you through what we do I&#39;m sure you have some questions and we can see if it&#39;s everything you need on your end sound good stage seven the pitch now where are we at in the sales process well we&#39;ve successfully taken your prospects through each of the stages 90% of the work is done and just to overview what we&#39;ve gone through we found intent we&#39;ve went through our situational questions we&#39;ve pinpointed the specific problem we&#39;ve exhausted the solutions we&#39;ve explored their desires and we&#39;ve explored the consequences the intentions for the stage are use all of their ideal buying criteria that they told us about what they like and don&#39;t like about other providers to build up trust in the prospect&#39;s mind that we&#39;re the right solution take them through each of our pillars where we&#39;ll be Bridging the Gap from where they are now to where they want to be some success conditions of the stage the closer we get to the end of the presentation the more brevity we want to have for example towards the end if the prospect asks me a question I I want to explain it in as few words as possible and the reason why I do that is because I don&#39;t want them to give them more things to think about or complicate their decision-making process also at the end of each filler we want to ask for their buying examples of asking for their buying are are you with me on that does that uh did I explain that correctly does that make sense to you what questions would you might have on that do you see how this is different than what you&#39;ve tried in the past some stage statements you can use are a lot of dental marketing agencies out there are doing a phenomenal job of gaining presence online for their clients but what we really focus on is the end metric we want cash deals bought and that&#39;s what we only care about if you have no testimonials to no worries you can say I started in this Niche because of my background I saw a lot of dentists being underserved with the amount of leads that other agencies were getting them we hear it a lot agencies that get inconsistent leads not the right types of leads ask you to pay these high retainers and then get you nothing we&#39;ve spent months asking ourselves how we can make those processes different and then we came up with the following go into the rest of your pillar and to build trust a lot of what you&#39;re saying earlier was ringing bells in my ears because we actually had a client that was in a similar position to where you are now they were doing insert what the New Prospect is doing in other channels and just couldn&#39;t seem to get any action we worked on our three-pillar process to get them more patience but more importantly get them the right type of patience that convert and now they scale the revenue forx in the last 6 months and now they&#39;re getting patient leads in their system every month that are highly qualified that are ready to convert rather than trying to chase them down so guys I&#39;m not going to go too deep on the pitch here because we just did this on the previous module but you can go back to that video if needed but essentially we have our three pillars right we have our first pillar the second pillar the third pillar each pillar is going to have a really cool name then after the really cool name we&#39;re going to explain what we do how we do it and how it benefits the prospect based off what they said in the ideal buying criteria stage on what they liked about previous Solutions we&#39;re also going to Future pce them to their goals and explain to them why it benefits them and how it&#39;s going to get them there now another stage question here is you should have a question slide on your demo deck which we went over in the last module and before you go into the pricing you say if our program was completely for free moving all the financials aside do you feel like our program is a perfect solution to your XYZ bottleneck in the business if they say yes why ask them why guys you need to get them to sell themselves back in because right when you get them to sell themselves back in you&#39;re going to drop the price right after super important super important here so question slide ask them if this is a perfect Solution financial aside they say yes ask them why then go into the pitch then if they&#39;re not 100% yes then we can objection handle here this is where we start asking them questions if they have any questions about the system what they&#39;re fearful about Etc we never want to move on to price when they&#39;re still in that stage of uncertainty then you want to ask something like we mentioned in the past like where do you want to go from here then when you move forward you&#39;re going to send the invoice on the call make sure that they squared away get the agreement signed and then schedu in their call for onboarding guys if you have Setters or closures doing this for you you want to have someone on the team that does an AB which is an anti- buyers remorse call meaning right when someone pays they sign the agreement and they&#39;re waiting for the onboarding call you have another member of the team that calls him up hey John I&#39;m the ops manager here at XYZ company name I just want to give you a quick ring and welcome you to the family oh yeah nice to meet you John what are you most looking forward to when joining our program oh why is that important to you ah very good and just ask them what they&#39;re most excited about this is what we call the ab are it saves us a bunch of deals because people can get cold feet between the time that they pay you and the onboarding call so if you have a a bigger team you always want to do that antivirus remorse that being said everyone we&#39;re now wrapping up our overview of the sales process I hope this was helpful I know a bit of the scripting was different than the scripting that we presented to you in the intro and demo call stage but this was done on purpose I wanted to give you guys perspective if I give you one script you&#39;re going to only follow that script and you&#39;re not going to understand the reason of asking the questions again guys we have the intent stage the situation stage the problem stage the exhausting solution stage the exploring desire stage and the uncovering consequences stage and then the pitch stage you need to understand why we&#39;re asking these questions cuz you can ask them in a million different ways so I hope this has provided you guys some good perspective some action steps for this module I want you to take out your notebook after you watch this video and try to write out all the stages without cheating it&#39;s super important for you guys you need to test yourself you need to understand why you&#39;re asking the questions and what you&#39;re trying to get out of the prospect before you actually go onto the call so what I want you to do is take out your notebook write down each stage and some of the success conditions of each stage off the top of your mind if you can&#39;t remember it go back to the video write them all down and test yourself on it tomorrow in the next module we&#39;re going to put everything in action I&#39;m not going to be reading the script to you guys anymore without a real Prospect I&#39;m actually going to be role playing with Matt and I want him to give me some friction to show you guys how we can handle that friction in the sales process so I look forward to seeing you in the role play so now you know exactly what you need to do approach potential clients through cold Outreach and then sell those potential clients into five and six figure deals for your agency and all you have to do now is put those learnings into practice now this is just the tip of the iceberg of all of the teachings that you get inside of agency accelerator this is the 30 minute overview of a process that is detailed over 13 classes inside the program and if you&#39;ve ever tried to do anything online you know that the devil is in the details and that&#39;s exactly why inside of agency accelerator we go into excruciating detail on what to do and how to do it for each step of the journey and that&#39;s just for the sales phase by the way we have five other phases and three entire bonus programs and most most importantly something that I haven&#39;t really mentioned on the other classes is that inside of agency accelerator you get access to over 10 weekly coaching calls with industry experts and that is a 60-minute zoom call where you can ask a question on the exact issues that you&#39;re struggling with and get it answered live by an expert in the area now we have calls on agency operations Outreach sales Service delivery mindset and much more and when I say those are expert coaches I mean it for example we have a weekly coaching call with Justin lond just on media buying now Justin is the instructor on the program ad architect and you actually get that as a bonus when buying agency accelerator and he runs a seven fig paid traffic agency and we also have John gab who ran a very successful Agency for years and now has a seven figure coaching business that specializes in helping entrepreneurs perform at their highest levels through mindset training now fun fact both of them started from zero as students of the previous iterations of this very program agency accelerator and they went on to generate multiple Millions online the bottom line is this program just works so all you have to do is just follow the path laid down inside of it if you want to get access to 10 plus weekly coaching calls where you can just jump on a call with experts like John and Justin and get your questions answered by them as well as connecting with thousands of other entrepreneurs who are further ahead of you in the same online business Journey inside of our exclusive community and on that note I will see you inside of agency accelerator

Transcript for:Convertir Prospectos Fríos en Clientes de Alto Valor

Transcript for:
Convertir Prospectos Fríos en Clientes de Alto Valor