you sound interesting and you actually sound somewhat confident in your Venue yeah I do my best welcome back to another video guys and in this video I want to talk about sales now there's a lot of people who are big proponents of different ways to get customers now I come from a background where direct sales and outbound calling and just getting on the phone with people speaking to people getting as much information as possible and moving the sale forward as directly as possible and as aggressively as possible in terms of effort is what I think to be the primary way that you can get customers now in terms of just the reason why I'm talking about this so my experience is I before I turned 24 years old I had $40 million in outbound sales I had $40 million in outbound deals I did 890 deals outbound calling over the phone within a year and nine months by the time I was 22 to 24 years old so I know exactly what I'm talking about here now if you have a phone you can generate money from thin air and it doesn't matter what it your product is it doesn't matter what kind of agency you run what if you're selling software if you have an info product it doesn't matter and if you can effectively communicate with other people if you can pick up the phone you're not scared of rejection and if you're not scared to hear a no and you're not scared to do everything that you possibly can in order to move the sale forward what's going to happen is you're going to end up being successful now I use this same cold calling strategy when I was in my sales career it's generated eight figures in terms of sales uh over the past how long has it been over the past four years and actually five years now and so what I want to do in this video is I want to give you guys examples of me selling to different types of customers for different offers now I have a lot of friends with very successful agencies they happen to have lead lists I have even my own lead lists for my own info products and I have stuff for my software company and I have stuff for my friends info product so I'm going to give you guys a lot of sauce here you're going to see me do it live we're going to do our best to cut out the dead time but that being said what I'm going to show you guys in this video is how we can use the passive cold call approach to make money and let me just give you a quick overview of what the passive cold call is the passive cold call is a strategy that I developed to get deals interested and get people and Prospects moving forward into to your sales process now there's a way that I break it down and throughout your sales process you have obviously you have a straight line now Jordan Belfor was absolutely right when he said every single sale is a straight line but that being said you have different parts of the sales process and I did another video where I talked about this sales process and I went through the entire process of the straight line but essentially before you even get a customer into your sales process you have to get them interested now this could be a lead that came in through some sort of lead Magnet or someone who's potentially purchased a product from you before or you have someone who is completely cold they don't know who you are and they basically aren't even interested in your product right this is just the nature of what cold calling is when you're trying to go out and acquire business now you have your initial pitch your initial call should be anywhere from 30 seconds to a minute and 30 seconds long now there was a study that was done by a company named gong and gong was an AI software that actually companies and big Fortune 500 companies and Fortune 100 companies used in order to go and identify what the most successful cold calls and the most successful reps do now they found that instead of cold calling and just you know spewing out your pitch as fast as possible what ended up happening is they realized that most of the highly successful cold calls were people pitching and actually pitching the entire deal on the front end of the call not just saying hey this is XYZ from whatever marketing agency we can do your marketing but actually giving them all of the information that the prospect needs in order to make a decision now that decision is not am I going to buy yet it's the decision of am I going to give my give this guy two minutes of my time to see what he has to say and now when you're cold calling when you're when you're getting people on the phone that is your job the only thing that you're trying to accomplish on the front end of the call it's just simply get them interested and so with the passive cold call approach what I figured out when I was a lot younger and what I was able to do was I was able to get people interested by giving them all the information that they need but then taking away the aggression and the pressure that most sales reps use when they're trying to cold call and when they're trying to sell deals there's a lot of guys here that'll make two three they'll say that they're going to make two to three hundred cold calls they're not getting in contact with people because if you have an account book of 200 to 300 people that should take you about a month to work through now here's why because within your sales process you have something called a Cadence and a sales Cadence is the way that you approach your outbound strategy the way that you approach your cold calls it's the way that you approach your emails it's how you follow up it's the methodology and the process and the psychology that you use when you're ready to follow up on these deals so few things we're going to need to note here every single deal that you're going to see me call in this video is going to be called so in my Cadence I'm going to be calling twice so this is called a double tap some people like to triple tap but I'm a business owner I have my phone on do not disturb if it's a random number calling me I don't know who it is right I'm not going to answer that but if it's someone that calls me twice this might be my friend it might be a family member it might be someone trying to get in touch with me it might be important because not a lot of people actually call back back to back and in reality it's going to take you anywhere from 7 to 15 follow-ups or touches on a customer in order to get them to move forward so if you have an account book of 200 to 300 leads or you have a list of two to 300 leads and you're putting as many touches as possible on them as over the the course of that month it's going to take you about a month to work through because this means you're calling everybody at least 10 times right and if that's 300 accounts that's 6,000 cold calls that's over 6,000 emails just on the front end you have a lot of work to do so a lot of people they think oh I've worked my list it's uh I called everybody once that's not how you go and do deals you hit people up and if you actually are about it you hit people up until they give you a yes or no the worst possible situation that you will encounter is someone saying no and hanging up on you the second worst situation that you're going to encounter is someone just tells you that they're not interested but you were able to send them over information you sent them over over an email you you just you're on their radar in some way you have some touch point on them right um there was a very famous podcast that went viral between Grant Cardone and Jordan bort where they said uh not interested is a level of interest and I actually agree with Grant Cardone there um because I don't think that you should try to push people in terms of interest level I don't think you should try to make people who aren't interested interested I think that all you need to do is if they're not interested you get you you send them some information if you have their email address and then you keep moving forward you keep working your account book because now even if they have a need in the future and there's ways that I'm going to show you in order to do that even if they have a need in the future or they're thinking about it you're going to be the first person that they call because you weren't a pushy aggressive douchebag salesperson all you were was somebody that called them with an offer they didn't want it you said okay take care I'll send you over some information just in case you have a need in the future don't worry about it the entire goal of the passive code call is to make it no big deal and the reason why we want to do this is because everybody else everyone in sales is aggressively calling they're trying to aggressively sell it's high pressure it's high manipulation it's high tactical stuff if they're good if they're not good they're just ripping through calls and they're not very good and they're probably not making much money because if you're making less than 100 Grand a year in sales you really really really suck so that being said I'm going to show you guys in this video how I cold call we're going to give you a bunch of different examples and you're going to see I'm a little bit Rusty but you're going to see a master at work so we're going to cut through the next clip and I'll talk to you guys soon and one more thing in the description of this video I'm going to have a link it's going to get take you to a page where you can enter your information and you can download this script whether you're a salesperson selling whatever product whether you're in loans you're in Insurance whatever it may be or you're selling info products you're selling agency services or you're selling software the passive C call script it's just going to say uh insert your stuff here whatever product you're selling it works Gang Busters bought me a Lambo bought me an Aston Martin and the same framework obviously has me living this lifestyle here in La so that being said go ahead if you want it it's there I'll see you guys on the other side two things you want to know for when you're prospecting so I always recommend keeping a spreadsheet even if you have a CRM because a lot of the crms they're fairly clunky whether you're using Salesforce um whether you're using something like my software synthesis that being said I always keep a spreadsheet just so I can track the closed one and closed lost opportunities inside of the CRM so that we can actually get a revenue value there but also I like to keep a spreadsheet just because that's just what I'm used to and I can just click okay yellow here I called this guy and I just have different color codes for everything so that being said you also want to get set up if you don't want to use your personal phone because a lot of people they just have to type numbers in their personal phone get set up with a personal Google Voice number now if you have Google Voice you can literally go ahead and you can take the phone number copy from the spreadsheet and then plug it into the Google Voice click call you can call straight from your computer and you can get it done and it allows you to actually Prospect and do outbound calls faster than if you were to sit there and plug all the numbers into your phone you can also send text messages from here and since you're going to be on the computer you can basically just split screen it and then have your email up and you can send out a manual email as well and that being said let's get into it here okay so I just have my lead list here we're going to run through the leads and see how many people we can get in contact with I'll just see who I have phone numbers for um that being said it is about 2:50 p. m. I'm here in Los Angeles so I'm not going to be calling the East Coast when you are prospecting you want to get an idea of exactly where you're prospecting out to not just a list of numbers um because if people are on the east coast and it's later then they're probably not going to pick up the phone so we're going to call California Alaska and Hawaii and we'll see how much that we can get through here so I'm going to go here and I'm going to search from state in my spreadsheet here and I'm going to just so when you have a spreadsheet where you know exactly what state they're in you want to set up something called a filter and so when you set up the account filter on the top bar of the spreadsheet maybe I can provide an example here I'm going to deselect everything and I am just going to figure out okay Alaska I believe is Alaska state code I think it's AK yeah okay it's AK cool so we have we have some different ones right you have Alaska which a lot of people don't think about you have Hawaii which a lot of people don't think about Hawaii is even I think it's three hour guys is it three hours behind of yeah it's three hours behind of of Los Angeles don't quote me on that uh and so you have if you if you're calling right so when I used to be a sales rep I used to call from 8:45 9:00 in the morning to 8:00 at night and when 8:00 at night on the East Coast came around I was hitting up California because it was still it was still business hours in California 700 p.
m. it's 400 P p. m.
in California I know that I have deals that I can get done and I can make the most out of my day and I can make the most out of my process here so that being said let's hit some people please leave your message for so Morgan Roofing hey you doing I was trying to get in touch with Sean this is David I wanted to reach out to you guys because I run a software company it's called synthesis and I wanted to reach out because we're calling as many people as we possibly can who um could potentially be using some competitors options and I wanted to offer you a free trial to our software basically it's a automation tool it's CRM it allows you to essentially run the whole business uh you can do contracts you can do proposals and estimates and everything like that from it uh it makes the business a lot easier to run so you can give me a call back here at so calling him leaving some sort of voicemail it's always good to get warmed up um you can you can give a long pitch on the voicemail or you can give a short pitch I chose to give version of a short pitch there um because you can kind of test what the responses are so I know that usually with these guys since I'm calling home services right now for the software because our software is very useful for people who run marketing agencies and sell info products and um have you know home service business and businesses and things like that what ends up happening is they don't want they they get calls all the time they want to get they usually want to get to the point um so and they hate getting sales calls so you kind of try to make it not sound like a sales call or just be as direct as possible so we're going to try a few different approaches here and we'll see how they work if we get somebody on the phone and while I'm ringing I'm looking at their website hello hello howy doing I was looking to talk to Randall you Happ is that okay hey man my name is David I wanted to reach out to you because I I got your information from the internet um yeah so I have a so I I built this uh this software for roofers and I wanted to I'm trying to get in touch with as many people as possible who could be using uh like one of our competitors or something like that and I wanted to offer you a free trial what's going on talk to me yeah so it's a it's essential I built it originally cuz I was in uh I was in marketing before I built it for like marketing agencies and things like that but it's a what agencies I I built it from marketing agencies oh okay originally and um so it's it's a CRM it does automations and a lot of our customers right now they're saving about 10 20 hours a week um you can do contracts proposals estimates um you can even have I don't know if you have sales guys but you uh you can even have the sales those guys basically message the the leads and all the people that are coming through um just right from the software and it does a ton of other things but um like I said I wanted to just reach out see if you could use it see if you're using anything else and uh see if we could potentially get you on no I run a real simple process I do uh Direct Mail Target marketing okay to the to the zip codes that I need to hit people that can write checks and I go ahead and uh do in person estimates and 20 minutes I can generate an estimate and get a check and just keep it real simple like that okay cool so you're you're not taking like any like so there's no like uh software using anything like that for like the leads or or you just running it off a spreadsheet no no no I do nothing on the computer oh wow I um I have a a couple friends that do other things on the computer for me I have websites and I sure hire those guys but I don't use the uh web for marketing at all except for my website okay and uh but that's usually after people are notified um by direct mail and then they look me up to verify this or that or this or that probably about maybe proba about 7% of my customers come off the web okay directly are you doing like like so so let me ask you this cuz it does um it does like remarketing automation so like it does like follow-up automations and stuff so all the people that are coming through direct mail um we could set something up for you where um like I said if you wanted to even check it out and try it we could set something up for you where we could set up like a a follow-up sequence for you for like two years so all these people that are coming through we can remarket to them at at a you know at no extra cost to you um what would that look like I don't understand what you're describing so okay so like let's say somebody is um you know there you you go and do an estimate they don't move forward right um we can set something up where on like on our platform where you could do like it it really depends whether it's uh you know some notification for you to to give them a call back or some sort of email some sort of text message something like that um where it's it's just going through and and you're you're basically automatically following up with all these customers as long as basically as long as as long as they don't tell you to kick rocks you know what I mean yeah yeah yeah that's interesting so yeah so it might it might be useful for you um I would love to you know and also our software is fairly fairly inexpensive it's $97 a month after the free trial um and and I built it and I'm the I'm the founder of the the company well you sound interesting and you actually sound somewhat confident in your Venue yeah I do my best so so I have a question sure um hold on let me lock my door here go ahead yeah so my question is see this is my uh tactical strategic dilemma here in this town sure this town is three towns there's rich town There's Middletown and there's poor town okay and we have to be careful very careful not to ever Market in Port toown because I just you know Wast my time uh doing estim for people who can't write checks sure needed a roof to me years ago so um Middletown is Hit or Miss uh we probably only do about 10 jobs a year in Middletown and all the other uh 90 uh or 88% of our jobs are done um in uh richon sure so if we're gonna do stuff on web it's got to be targeted to again um the foothills um zip codes so we know we're hitting the right Market easy all you got to do is I mean if you're going and you're doing a if you're giving somebody an estimate right and you want to let's say you want to automate the followup on that if you're giving them an estimate you don't even need to like if if it's in one of the other places like that 8020 rule right um if 80% of the jobs are coming from the from people with money then all you got to do is just plug all those if if you have estimates that are coming through plug those into our thing and then we'll help you get set up on it uh with all the followup and everything like that and you'll be good to go you don't even have to you don't even have to plug those other people into it okay and so if you and I decide to uh get married in this capacity um what is my cost right now it's $97 a month and what would it be if we continued $97 a month if you want to do it for if you want to do it for the year it's um it's hold on let me ask my let me ask my operations guy give me a second what is the um what's it's what 997 for the year yeah it's it's uh so $97 a month or 99.
