ladies and gentlemen over the last four years I've done hundreds of sales calls I've sharpened my sales skills and I've truly found what moves the needle forward when it comes to becoming a better salesperson being more persuasive and everything else that comes with improving the likeliness that you accurately portray the value of your services of client and they end up becoming exactly that a client of your agency now in this video I just want to go ahead and share my findings these are just you know my personal findings as well as you know my unique
experience running the largest education company honors for agency owners having thousands of students this is a this is the value that I can give you now the biggest factor is quantity it's very entertaining for me to constantly watch people get obsessed with ah like how do I like how do I know that they're qualified this that I think in the same amount of time you could spend figuring out whether they're qualified and ruminating over it just reach out to the prospect and if they're not qualified who cares you have more reference experiences under your belt
in fact the 14 minutes from now I have a sales call that is only doing 10 to 25 km on switch for our agency is you know that doesn't really qualify it's an info product business for us we're looking at clients to do at least 25k a month to be qualified but for me the way that I look it is look 45 minutes if they don't become a client whatever leg it doesn't matter but that 45 minutes that gives me reference experiences and even after four years of having an agency I still you know if
I go through a couple months period where I'm not having that many sales calls because here's what happens I will have time to focus on my agency because for example let's say things with education company are kind of settled things with the schools in Nepal are settled things with a clothing line or settled you know I'm not in the process of hiring or any big operational change that's amazing because that allows me time to focus on my agency so usually when that happens my agency goes up like this then it goes down a little after
that period after I have to shift my focus to my education company or the clothing line again or other multiple projects that we have going on and it kind of maintains and when it maintains I'm not doing that many sales calls my main focus is just to retain the clients that we do have and you know maybe bring on a new client every month or one every two months with our retention rate that just kind of keeps things maintaining basically in those periods where I don't have much time so my agency my sales skills suffer
you know and it's so obvious to me now where in the past thirty days we had just around thirty demo calls booked in so clients booked in a thirty minute demo call Danny vets them and then from there around one third of clients will then speak to me so you know in the past thirty days having around ten discovery calls like like the first one or two I was just I was definitely a little rusty so my best piece of advice to you is unless they are so obviously not qualified I mean it would just
be it would just be a generally such a waste of time for you to even reach out to them or take the discovery call just do it and the best part about this is look the calls that you learn the most from the sales experiences that you learn the most from aren't the ones where it's they're a perfect qualified lead the sales process flows exactly to t know the best calls are the ones where you have to do a bit of logistical thinking you have to figure out whether they could work as an agency client
of yours maybe where there's a bit more pushback because you know this is a larger investment considering the size of the revenue like those are the ones that you learn the most from is the ones where you kinda have to do some mental gymnastics to kind of get it over the line so in my opinion by far the most important thing is being out there in the field the most important thing is actually getting those reference experiences getting more sales calls under your belt and that's why I think a lot of people who kind of
obsessed a little bit too much over is it a qualified lead if it isn't you know worst comes to worst you get real-world sales experience and I also believe that the best calls that you learn the most from once again are the unqualified ones because a lot of times there are the ones that have the most objections and although I think I don't think objection handling is anywhere near as important as people make it out to be because in my opinion if you are dealing with objections you've done something wrong in the sales process if
you've done everything right and they're qualified there shouldn't be any objections to be honest you know there may be logistical questions but those are different from objections but as I said it's usually the quote unquote own qualified leads where you're gonna get some more objections and that keeps you on your toes and I think that's what's exciting about being an agency owner and sharpening the skill of sales the next thing and I'm so shocked by how many people don't do this is people don't record their calls you want to record all over your calls and
watch them back in the same way professional athletes spend just as much time watching over tapes and watching over recordings of the games as they do in the actual games in fact they spend even more time because they'll watch it the rewind they'll put in slow-motion watch but like that is almost as valuable as the game itself because it's a it's a chance for you to analyze and look from a macro perspective and and really just stop and assess everything that you've done now back in mid 2018 I actually moved all of my calls over
to zoom and it's funny I don't care if a client is in London I'm still gonna do the call on zoom because once again I want to be able to record it and it's super easy to record directly their own zoom obvious you want to make the client aware that you're recording it and I guess that's not hard because it has a big recording thing on the top left but you just Lam no you record all calls just in case anyone else needs to be involving decision or they want to see the recording after the
call now once you have this incredible experience you know this actual you in the field you know it's almost like a when it comes to athletes it's like game time when you have that asset in the evenings once you've done your outreach you've done your calls you've done your prospecting you've done your maybe service delivery if you're doing that for your agency at night when you're a little more tired watch back over your calls study them analyze them it'll bring you in my opinion just as much or even more value than the sales calls themselves
the last thing is study your script and I actually made this mistake in 2019 and I think I got a little I don't want to say hockey but maybe even just maybe actually yeah maybe I just got a little too cocky you know having closed multiple of many many whales at that point I was like I don't really need the script like I'm uh I know the framework so in 2019 for none of my clients they see I didn't use a sail script for any of them and here's the thing I don't recommend you follow
a sail script to a tee and you sound robotic you need to have the framework in mind still follow a script but I can tell you definitely looking back at 2019 and then now 2020 where I've come back to my script I've rejected a little bit but I follow my script to a tee but I also throw in a deliberate like mistakes a little deliberate pauses deliberate questions outside of the script so that way once again it just flows very naturally but I think this kind of comes to pretty much everything in life people get
to a certain point where they neglect you know they get to a certain level of success where they neglect the thing that got them there in the first place and I think in 2019 that's kind of what happened with me and following the sales script I was like you know I don't need to follow script like you know I'm pretty good this whole sales thing at this point I don't need to follow a script and I think that was a big mistake looking back you know because even washing back over so my calls in 2019
so my call recordings it's very clear that I go on tangents when there's no actual value to them i although I had this framework in my mind you can get very you know it's kind of like you know having a map yes you may know how to arrive to a destination without the map but you're probably gonna end up taking tons of detours and it's gonna take you twice as long and you you never really know what you're actually gonna reach the destination whereas if you just follow the map you're gonna get there in the
quickest time possible as smooth as possible and you know that you've done everything to get to the destination possible that's kind of same way I look at falling a sales script and I said you know last year I think I got a little tip I think I got a little cocky and I forgot what got me there in the first place and that was having a framework and a script that I follow once again I feel into the conversation you know there's natural herbs and flows and you know contextually I'll add little comments or maybe
some little questions that are off script but at the end day following the script always gets me to the destination I want and I know that if I didn't sign the client it wasn't usually to do with my sales performance it was just genuinely they weren't a client that was able to be signed or maybe they may have not been a good fit for our agency so ladies and gentleman I hope you guys enjoyed this video for those of you guys watching this that already have a couple clients and would like to get to the
20 30 40 50 even $100,000 a month mark in a record-breaking time and would really like more intimate help from you know myself Danny here in the rest of my team at Quarry agency as well as my agency that we still actively run and you like the best program in the entire industry on on how to actually get to that point you know we have people in copy/paste agency who are doing 2 to 3 km months but as I said are adamant and determine on getting to 20 km on record in time we also have
people in copy of agency who are doing 100 km onto profit in fact we have quite a few people and they're looking to get to 200 km on in a record-breaking time so you know wherever you are on that sliding scale it's not so much about where you start it's more about how motivated are you to get to the destination and if you know you're someone who doesn't want to play small then there's gonna be a link down below to watch the case study or you can just go to Green c.com slash watch - now
go ahead and watch the case study you can find out a little bit more about our philosophy in copy-paste agency and then go ahead and book in a call with our student success manager I said on behalf of myself and the rest of team we'd love to work with you a little bit more intimately and yeah hope you guys enjoyed this video I'll see you guys in the next one
