Sales Training #2 with Connor Kaplan

Recing and I'll go ahead and flip my screen over if that's cool for everyone so if possible as everyone joins uh if we'd be able to keep everything on mute until the end of today's presentation that'd be great um there's going to be a portion at the end of today's call where we'll be able to answer any and all of your sales question and yeah let's go ahead and jump in so uh so far maybe in the chat What we could do is we could get a good understanding of um how you're liking the maker

School community so far can I get a thumbs up in the chat or let's just say a w in the chat if you're liking the community so far let's see how many W's or thumbs up we get okay amazing okay lots of wins lotss of W's so far so For today's presentation what we'll talk about specifically is a sales process and there's a lot of content online I believe Nick has uh content inside the curriculum but specifically what we're going to be looking at today is essentially from when someone reaches out to us uh initially

from either a an upwork application or a a cold email what happen next we're going to go cover the entire process and then after that we'll go through some questions and Answers that everyone here might have the goal of today's conversation mostly is to help you make more money and be more efficient in your sales ability in terms of my background um been in the automation space for the past couple of years I'm from Canada I used to paint residential homes um had more than a thousand sales meetings in my B2B and b2c career and

in the last year or so I've Clos $2 million in total contract value so what I'm bringing up is just From my experience it's a hot take and if take whatever I say with the grain of salt uh everyone's sales style is different for some ground rules today if you do have any questions feel free to ask in the chat uh we do have Marlo he'll be helping moderate the questions today just to make sure that we have a process to answer everyone's questions next a an oun of theory is worth um an ounce of

practice is worth a ton of theory and lastly we're going to be Trying to have some fun today so how does that sound good bad so so cool so for the overview of today we'll just jump into the content so who here is running cold email feel free to let me know in the chat or who here is running uh um Outreach on upwork and applying to jobs okay So nice a lot of people are doing Outreach amazing and who here has started to get results from Outreach so any sort of response back whether it

be positive or negative hi Tim what about you any responses back so far Nega too okay nice Richard said that he has had a few strong replies perfect so what we're going to be looking at today is once someone gives Us a positive response back how can we actually take that response and convert it into a client so we're just going to go through the exact stages of what a normal sales cycle would look like so first let's just say that we have a positive response the steps are the following we would have to book

an appointment we would then nurture the appointment we would have a sales call after that we would have to take down our sales notes we will then follow up With the prospect from there we'll follow up with value and then only after we do all of those typically will we have a closing call if you're running a two call close some of these steps could be eliminated if you're doing a one call close but today we'll assume that it's a two call close so jumping into how we could actually book appointments let's just say that

we get a response back uh from a prospect we have someone that said hey do you know what we are Interested in learning more about your services after we say that we could help them with a lead generation system what we would do next is we' want to confirm their appointment so typically what we could do is we could say great I'll send you over a calendar invite and then we'll chat at the specific time what happens next is we'll have a period of time before the appointment that we'd be able to nurture them so

what we're doing at this point in time is we want To be able to provide more context more credibility we really want to frame ourselves as an expert before we even jump on the meeting in the first place so let's just say that the meeting was scheduled for 12 what I do anyway in my sales calls is roughly 2 hours before the meeting I'll remind the prospect of the call I'll also share a short video explaining the system that I'm talking about in detail whether it's a short five to 10minute video it just helps Establish

ourselves as a credibility especially if you have any case studies that could back you up so question for the group here is why do you think it's important to remind the client of a meeting before the actual meeting itself okay so Jason says that so they could show up AJ silver says that we could set the frame for the call okay great answers guys jagoi I'm hoping that I'm pronouncing your name right to avoid Nosh Shows cillo says loyalty okay Maria says so they could remember what this is about 100% And main reason why is

because typically for someone to buy from us they need to have multiple points of contact because if we're selling a system that's anywhere from let's just say $1,000 to $10,000 we have to first off establish trust and that's what we covered in the last uh training so just having an email before having them see what our process Is about showing them that we're professional it helps us set ourselves up as the authority someone that's professional and someone that they could trust so on the sales call what happens is typically we covered this a bit last

week however there's a few steps that sales calls normally always follow there's always going to be an an intro there's typically an agenda as well we'll then Have time to learn about the company we could learn about their challenge processes we could ask them permission to share exactly what we're all about and how we could help them we'll then get ahead of any sort of their common objections and then from there what we could do is we could then go into a a closing section where we see and ask them if they could see this

process working for them specifically what this Looks like is during that initial Discovery call what we're doing is we want to be able to set the agenda and typically the way I always do it is I just ask people hey like where you calling in from I know before today uh Richard I this it might be a habit but it's a great Icebreaker because you could often just build relationships and you know the world is small because even today in uh today's training a couple minutes before it started Richard and I Were chatting about how

we're both from Canada and how he knows the city that I'm from and it just helps build familiarity and Trust more so than someone that you know just jumps into work itself and it's instead of being a very single dimensional call it's multi-dimensional and there's more points of contact that we could reference the sales cycle now uh after we set the agenda what do we do well typically it's Important to ask them about their process so one thing I always do whenever I'm on a sales call is I want to understand exactly what brought them

to that sales call today so then we could ask them saying hey so out of you know a thousand things that you could be doing with your time typically like we could just ask them what made you interested in jumping on today's conversation and then typically they'll give us an answer From there what we could do is we'll get more under a further understanding of exactly what their pain point is so we'll understand everything from the softwares that they use the people that they have in place and the metrics that they track in order to

understand how to understand the pain point that they have so going through this a little bit more in depth once we get a good understanding Of exactly what their process is we'll then ask them permission to show exactly what we could help them with and typically what I always do is I have a short presentation and I'll walk them through exactly who I am what I do the companies I've helped them with and then I have a road map of the common questions that I normally get asked at this point in time next from there

um once I present the presentation I'll then say well okay How do you see something like this work working for you and that's typically the overview of the sales call just want to pause here any questions up until this point okay so I see some uh we're good to go so far okay Ally asked a question okay Ally in just a moment I'll be able to answer that next so after we go through the typical sales call at the end of the call what is crucial to always do is to always Book next steps and

the way that I do this is I typically say hey do you know what would it make sense to continue the conversation a little bit further and at this point what we'll then do is we'll get a good understanding if the prospect is interested if they're still in this deciding phase or if they really don't know and they just need to think about it a little bit longer typically what I always do at the end of the initial sales calls is if They are interested we'll set them up for a closing call at the end

of the conversation from there if they are not interested typically what I do is I'll always set up something called a placeholder invite typically for a week out or two weeks out just in the event that they are still deciding so that we have next steps always scheduled on the calendar want to pause here so why do you think that it would be important to book next Steps while being on the same meeting okay chosi says Clarity on what's next okay AJ Silvers says that it's it's 100 times harder to book next the next call

via email after the meeting CH GOI says that no one's left hanging so there's a road map and to set clear expectations okay great setting a road map and that's exactly why it's important to set next steps on the call so typically after um we have those Next steps scheduled we can then send them a calendar invite what happens next is we have a conversation and what we want to do is take notes of exactly what happened on that sales call so what we could then do is you know write exactly out what their company

name was what their name was uh their email their paino their solution the price that we potentially provided them or at least a ballpark we could then add a next step and then a Next Step date reason why taking sales notes is important is because as you're you know building your pipeline you're sending thousands of emails you're sending hundreds of uper applications we're going to get a lot of people interested in exactly in our services and it's important to stay on top of everyone half the projects that I close on a monthly basis are because

I'm always following up from leads that I chatted with three months ago and the Reason why I'm able to follow up with them very easily is because I have clean like clean notes and I could always go into my CRM and understand exactly what the next step is and what the next step date is for all of the clients that I meet with from the p from like the past like year so there's always uh you could always move your pipeline forward and the more you keep your notes detailed the easier it is to leverage

in future outreaches to them so question for the Team here is what's the impact of not having clean sales notes messy road map okay we will forget about something okay misunderstandings between the two not following up equals no money appearing unprofessional on the next email and call you can't follow up properly and personally lost opportunities the client thinks that you don't remember what they told you and Then that there's no clear action path and that those are all right and typically what I find is that there's crms that pretty much it's just they're very empty

inside there's no depth to them for me on my end what would make a lot more sense especially being in the B2B business space is I'd rather take 200 very well-qualified accounts that I know exactly what their pain points are what the next steps are uh what the price ballpark was that I provided them Over a thousand just generic names companies and emails any day of the week because when we do Outreach to them it's personalized and this is going to be a bit of a a hack as well too but in Outreach the thing

that has won me many many many deals is at the beginning of the calls as we're just getting to know each other if they say they have a dog named Stacy for example and we talk about that I take notes of those exact things so that in the follow-ups I could Reference it it might sound a little bit crazy but those small details that's how you win deals because it shows that you're on the ball you're sharp as attack and you're professional so let's just say that we took notes of all of the important parts

from our sales call what happens next typically we'll have to write a follow-up email and what those follow-up emails normally look like for my end is I'll Just typically have a subject line that's always goes as the follow so I'll have next steps hyphen then my company name and then I'll just use the following framework hey James I appreciated I appreciate your time just now I'll give a one sentence summary of what we chatted about I'll say exactly what they're looking for I'll talk about the next steps of you know we agreed that we chat

in two weeks from now at this time to see exactly if this is in Scope or if this is um within budget for your company right now and to walk you through what this would look like so this is the framework I would follow you could just copy and paste this after I'll give you the template but it would turn into a followup email like this so hi James I appreciate your time just now we just thought that you're looking to generate more leads for Q4 we discussed that your sales team has the capacity to

bring on an additional 10 to 30 leads Per month from cold email with the expected investment between uh x and x we carved out time for you to look over The Proposal with your partner and for all of us to get back together early next week have a nice day Conor cap so that's typically how I would follow up want to pause here would you guys have any questions uh at this point in time right on okay so AJ silver is added to the chat so what he does is he says I was chatting with

company or company Business owner last week and they had the same exact problem this is how we approached fixing their issues so we could add more context uh even in the follow-up emails as well now let's just say that they didn't get back to us this is the first email and we have about a week of time to establish us as the best person to take care of their problem what we could do fall uh next is we could help them buy our services by helping them Visualize success from our fulfillment people next people will

only change their minds if we provide them with more data and the way that we're able to do this is to give them more case studies and by showing them exactly what the process looks like to help them really visualize it and next if let's just say we're doing a cold email campaign for them or we're scraping some data for them what we could do is we Could just give them a sample batch we could give them a sample list of leads and I found that typically doing that leg work it does build some Goodwill

so this is the framework that I use as well so in between a an initial call a follow-up email and then a closing call this is what I normally do and it's up to you to see if you'd like to implement this but i' typically use the following subject line I'd have free resource or I could Say uh like free resource line your company name hi first name was just having a morning coffee and put together a complimentary you insert the free resource name why is this free resource important you'd have a sentence about that

you'd have a sentence about the free resource details you'd have another sentence about The credibility of this free resource and then you'd remind them of the next meeting this is what it would look like In practice so you'd say well the subject line would be leads for your campaign leverage operations hi James was just having my morning coffee and put together a complimentary lead list for for you assuming you and John who were referencing back their partner's name wanted to go forward I thought I'd I thought you'd be interested in seeing the type of leads

we'd be able to pull for you here the all the founders within like the Geography within a five to5 employee size this is the same type of audience I was able to generate a 3% reply rate and generated $100,000 in pipeline um after the emails warm up on Tuesday's call with John I thought we could out some rough campaigns and answer any questions you both might have have a great day Conor Kaplan and this is typically what just builds more value because it shows that you're open to doing work you're open to bettering them whether

they go Ahead with you or not and that's just typically my process and it's been it's been efficient so far so next let's just say that or to recap what have we done so far we got a positive response we nurtured them before that first meeting we provided them a solid sales call and we Pro provided them more context as to how we could help them we took down some detailed sales notes we followed up with them initially we provided them with More value and then it's time for that initial sale or that initial closing

call so typically how these always go is we'll give an overview of exactly what the paino was and then what the solution is we'll then answer any questions they might have will schedule tentatively their onboarding and if someone says yes tentatively to an onboarding typically I count that as a verbal confirmation on that closing call as well typically I'll take some time to send them over or send Them over a proposal if you haven't already have them look over it briefly and then collect the payment on that same call what I like to do anyway

this is I don't know if this is Secret Sauce but if someone says yes to a tentative kickoff call in the future I count that as a verbal confirmation and because someone said yes to you verbally literally like right in front of you they are they have a high likelihood to pay On that same call and it's just a very efficient way how to help someone buy from you and then once they buy from you and once they pay typically you will kick off their onboarding sequence and then provide them value in the first 24

hours but that's exactly what I do anyway to go from lead who doesn't know who I am to provide them value throughout the sales process to ultimately closing the deal so that's the presentation today Um and yeah wanted to just pause here see if anybody has questions um Marlo do we have a list of questions that we might be able to uh pull up here I'll just go ahead and stop the share great okay thanks Mara Okay so uh Ali Simkins what if this is new and no case study so I'm assuming that you might

be starting out and you don't have case studies right now um few things that I'd probably do in The situation is if you have any sort of relevant work experience in the same space so if you were a marketer before and you have paid ads experience I'd simply showcase some of that experience as well um so if you have any sort of work experience in the same space like if you were previously in the marketing space but you're open to doing marketing automations that could be a great angle of how to establish credibility although You

don't have automation experience uh right now um you'd also leverage other people's case studies as well uh if they are going to be doing the Fulfillment of uh of your service so what I used to do um back in the day is I had a painting company I didn't know how to paint but I sold like $100,000 of painting without even knowing how to like use a paintbrush what I did is I just simply used the uh case studies That essentially my subcontractor had and he was okay with letting me use it and the clients

knew exactly that I was going to be having the contractor paint and go into their homes so that's typically how I leverage other people's case studies and I just said that hey i' manage everything from the paint buying to managing the contractors to the cleanup everything and they're pretty happy with it so although I didn't have case studies that's just what I did Anyway would be curious to know if anyone else has um like what's your take about this like if you guys are just starting out and you don't have any case studies what would

you do in the situation would love to ask the group here Sweet let's uh can we do this here let's go ahead and AJ Silvers oh no hi um hey how's it it's good appreciate the uh presentation so far um I'm in a similar situation as Most people are in that I haven't got paid clients to talk to yet I'm just at the beginning of the upwork cycle um what I found works is uh on the call like I try and get people on a video call as quickly as possible I will actually show them

the solutions so the kind of jobs I'm going for are jobs I've already built the scenario for or if I apply for it and get a hey let's chat I will go work out how to do it so that I can demonstrate it's already kind of Done I I appreciate this low as the rate of the the perceived value because it's like the you someone's buying a box rather than a consultation but my right my belief is if I can get the first 10 case studies to 10 testimonials I never have to give a discount

again uh as a generalization so I found that being able to walk people through what we've done and the other thing I have a long background in s so um case studies seem to be things we as vendors want when we Think we don't have a strong position or but clients aren't going to buy without case studies um but without wanting to be too cliche before Apple released the iPhone Steve Jobs didn't say here's a case study of all the phones we made before he did such a good job of presenting the iPhone it flew

off the shelves and that's been done a number of times so I would encourage people not to worry too much about case studies but just focus on helping the prospect see The solution is available to them because if if we can get a prospect to change their beliefs around the problem the sales already started so if they think cold email is impossible it's a nightmare it's going to end up in 100 spam filters and we can demonstrate actually if you approach it this way it's quite simple um once they can change if they if we

can change their belief about the problem it automatically means we have the solution And if we've got the solution we don't need a case study because we've got the we've got the key to the Block in their company agreed yeah that's a that's a great addition essentially just walking and flipping your screen over to showing the sample scenario or something that's very similar to it because like like you said AJ it's um it's about helping the prospect visualize the solution and once they literally see it and you press run once and they see it work

or something Very similar to it work it minimizes all the risk that's associated with going ahead with hiring you and yeah I I did this this afternoon with um appify I was doing I had an idea to solve a problem using appify to scrape LinkedIn jobs so I found a LinkedIn well I found two because the first one didn't work very well I found it pulled up the first record in the air table showed the company the LinkedIn profile to the person I was doing this for and he said Wow that's amazing I didn't know

that was possible how many can you do it's like well you know we can do a th records a day without a problem it that there was no people on our side of the table when we're beginning we get caught up on our domain name our logo all of the [ __ ] that doesn't matter if we've got the answer to someone's problem and they're in pain they will pay to solve that problem 100% thanks AJ um Ally uh did we answer your question okay yes amazing so I just want to respect uh all those

that had questions initially throughout the the past 30 minutes or so um so what we could do is we could answer them one by one uh either I could take a take someone else could uh provide uh their perspective as well however going to the second question that we have hatm said can we have a copy of this road map so yes uh 100% I will give uh or I'll make a post and share it in the community if you're curious and you want to have access right now feel free just to save this link

but it'll go uh into the maker School Community Jason do you automate the responses uh maybe what I could do is I could get a little bit more context as to what responses you're talking about if you are talking about the cold email responses I haven't automated that yet Or upwork responses maybe I could just wait to get Jason's take can you hear me yeah I hear you hey um yeah I was re uh referring to when you did the sales call and you had kind of brackets around certain things that you were saying if

those were animated based on the notes that you took gotcha okay um so I'll just flip my screen over and I'll just walk you through exactly how I Take my notes I don't know if this is going to be Overkill or not but typically I just take my sales call notes in a very uh structured way and I'll just show you what that looks like give me a sec here my form here is just loading um cool so Jason do you see my screen here yes cool so after every single sales call that I do

I normally just fill out this form and I could share something Very similar to it in with the community however I just come in here I take three minutes after every single call I'll write down the account name the account notes their website uh their contact details and then specifically for the opportunity so the opportunity is the actual service that they want this time that they're talking with you uh so I'll typically have like a Next Step so what are we planning to do the next time we chat um what's the cost that I gave

them A ballpark on um you know what their problem is what their solution is what their timeline to get this project completed in is and then also what the tools needed to complete the project are so I'll complete all of these notes once in a format I just bookmarked this and typically in my emails I'll just always refer back to like their their record on the air table base so um so for your CRM is this connected to it or is this your considered your CRM yeah so this is how I add new um new

records to my CRM so the moment I I click this submit button um it it automatically gets built into my CRM and then I could just simply go to my CRM whenever and typically what I do on my end is two three times a week I'll just follow up with all my leads in like batches so I just go through you know my my follow-ups like for three three four hours a week and I'll just rip through maybe 10 15 follow-ups every single day And just copy and paste like a mad man because to be

honest I don't have the personalizations built out just yet I the prospects we're talking to are like the business owners were talking to like they they're pretty smart they know if it's built with AI and for me the last thing that I want to do is essentially give them an AI message because that just says like hey I don't respect your time I like personally reaching out to them but again that's How I approach it I didn't build out the automations yet it's probably possible but this is just my process so um this is connected

with my CRM and you know three four times a week I'll just follow up with all my prospects in like batches in Power hours cool so uh next question uh High H do you use form entry to automate the email I do not or I use the form entry to collect the information however I don't uh now now That you're saying it I could probably automate the at least the drafting process so um right now it's manual but in the future I'll probably create drafts in the future uh for this so Marius would you give

them an early demo of what a solution you're thinking about could be so very similar to what AJ mentioned um I'd give them a video demo of exactly the process of exactly like the back end typically what I'm doing anyway is if I'm running a cold email campaign and I'm selling a cold email campaign I'll just say hey guys like this is what's working for me I'll click into Apollo I'll click into instantly I'll show them all the replies I'm getting and I'll say hey do you want these kind of results and then if they

say yes then I'll just them over a proposal because the more we could help someone visualize exactly what the process is and what the end results will be typically like they'll Trust you more so that's how I would approach like giving a demo to prospects did I answer your question Marius sure yeah thank you cool cool okay so I think that that was the end of the questions that we had previously during the present ation um Marlo do we have a new set of questions here okay thank you so I think it's Richard how do

you collect the payment on the call typically I just have preset up stripe links so that's what I do I Have an agreement I send them I use I don't use um pandadoc I use something called uh e signatures I just have been using it for the past little while now and I'll send a simple agreement over to them and then I'll you know they'll sign it it's really straightforward I'll just collect the payment they could use their credit card so uh how do you phrase the do you want to pay now [Music] Um eek

is that how I pronounce your name e yes no maybe eek okay eek hopefully I'm not butchering your name um but I I'll go ahead and try and take a a stab at this question so how do you phrase the do you want to pay now so typically I'll say okay well are you ready to book this into my production calendar and I use the same Line for a painting business that I used to run and it worked wonders so if someone says yes I'm ready to book the project into my production calendar I'll just

say okay great so these are the these are the next steps feel free to authorize the agreement I'll send it over to them they'll sign it and they'll be like great the next step is to authorize the payment and then I'll send them the link they'll pay It on the call and then we'll book their kickoff call and we'll confirm it okay so Gage asked how true is the just BS and then figure out the details afterwards approach I might have a contrarian take here but I don't really subscribe to that idea main reason why

is because if you want to be in the automation space for the next five 10 Years 15 years however long you want to be in the space for if you say that you could help a business owner and then eventually you know you don't have the legs to actually fulfill that project you're going to go establish like a bad rep however if you are well connected you do have a good network of contractors and you do know that you have the team you don't have the skills yourself but you could identify those skills then perhaps

you could sell it And sell the project but if you're looking to fulfill this project yourself um typically I wouldn't sell anything and just try and like figure it out on the client's uh budget that's me I'm guessing other people on the call might have a different take but if someone asked me to create them a custom like like Google Cloud database like I haven't done that before but I know one of my friends has done that so I could potentially sell that project I Could say hey do you know what uh let me get

you a price I'd ask my friend to see exactly how much it would cost for him to build the uh build it and then I just mark it up a little bit but I don't know if to answer your question I know I'm uh going on this on tangent here but I'm going to say it depends you want to be able to fulfill on the projects that you sell and just always provide your clients the best Service possible cool um okay so Jacob how will you calculate a price for your service on the call one

thing that Nick preaches in the community is how it's important to either sell uh templated services so product High services so for example uh if you have a cold email system and you sell this system you know four or five six Times a month you typically have a good understanding of exactly how um how much that service is worth to a client so whether you sell it for 3K a pop um 4K a pop whatever it might be um over time you'll get to understand exactly what the price to offer your service to a client

should be if you don't how I would then calculate the price would be to figure out exactly what my hourly is and then just identify what all the steps are in that Project quantify an amount of time that I expect that step to take so whether you know there's 10 steps step one will take two hours step three will take two hours St three will take four hours and so on and so forth then I'd figure out that the entire project might take 15 hours I'd multiply it by an hourly and then probably give uh

market up a little bit just to in case the project runs longer to have a little bit of that hourly protection on your side that's How I would price a project if you haven't done that project before answer your question Jacob amazing Richard um what are the mechanics of obtaining payment during the closing call typically it's just a stripe payment like a stripe link so I'll send someone a link they'll pay it and then I'll just refresh my stripe uh on the call and then like as soon as I see that that stripe um line

uh go up then I know That they paid and uh that's typically how I do it uh or you could send an invoice and then both parties will be U notified uh upon payment that answer your question Richard sweet amazing okay uh so Ethan do you use air table for your CRM I do it's um if if you're pretty handing pretty technical uh it's very powerful uh it does have the ability to provide like custom interfaces so custom dashboards In real time with your data so I I find it pretty uh powerful if not if

I weren't using air table I'd probably use a go high level the secret is to become a painter uh before becoming an automator Perhaps hatm Perhaps um okay so we have a few more questions in the chat here let me go ahead and answer them let me just have some uh coffee uh real quick Super refreshing okay Richard um what uh do I think that the uh percentage of subcontracting is in automation it varies it really varies because Enterprises do this uh um midmarket companies do this snbs do this uh I I I don't have

a clear answer for this but I I'd be curious to find out what what the answer is as well so cillo have you ever considered the monthly base payment for your services does it make any Sense yeah absolutely it it makes complete sense to have a base payment for for clients reason why is because if someone wants to work with you long term eventually they care about what Consulting you're able to provide them and a couple of my clients just pay monthly just to have access to you know guidance in terms of how it could

help them automate their business or give them advice on cold email strategy so over time it does make sense To have retainers for for your services because there's only so much access that you could provide your clients okay Jacob let's see your question here can you please describe a process working for clients do we need his credentials or how uh or how this process working um I'll try and take a stab at your question here so what's my is your question What's the process of working with the client like and how do we get their

credentials is that what your question is Jacob yes my question is uh how this process working with the client uh if we will uh agree on the uh uh on the process or on the contract so um uh he will need to create his own make and I he will invite me to his make and I will build in his make or how this this whole process Working so I'll try and give uh the the most comprehensive answer that I've that I can for this number one is for all the clients that you work with

uh I think it's always important to get them to sign up using your affiliate link so number one uh send them an affiliate link you could set it up for make instantly uh smart lead uh clay.com whatever platforms um that you're working with are and like that's the first step so get them to sign up using Make.com uh equals like you know your referral link from there typically I'll ask them not to sign up with Google again uh I don't know if this is like the best um and most official uh approach but they could

just give you their login credentials and is it the best thing probably not um but it's fast it's easy it's efficient and it makes the process Of implementing their system as easy as possible so I get them to give me like their login and password again please go forward with this with caution and yes um I'd be curious what does everyone else in the in the chat do a form for credentials like type form okay cool they could also add you uh to their user um users list to their workspace That's happened for me before

too okay Jacob did I ask or did I answer your question yes so I will need uh probably credentials for all the apps that uh I will Implement to their scenario okay gotcha so in terms of of getting the credentials to all of their platforms all that needs to happen is they need to create a Connection um inside of make.com so let's just say that they have a Google Drive connection like you're able to access that connection as long as it's already set up on make.com however you don't need to have their username to Google

to be able to automate um task inside of their Google workspace you need to create those connections and I could just show you what that looks like if you're Curious um here let me go to my.com um I'm just logging in here okay so here let me know if you see my do you see my screen here cool so all you need to do is I don't know why c.c's connection is broken I reached out to their team and uh it's just a UI issue but as long as Your clients have these connections here uh

you could uh work with them in your um in your automations uh yes but but probably if uh I uh I don't need probably uh his structure of I don't know uh this categories or something like that so I will need to probably see this uh structure of I don't know uh in some CRM or this things so how will I know these things will not See gotcha okay so in that case if in that case I I normally just get added as a user I'll send them I'll ask them to send me a um

an invite uh put me as a user on for like as a month or add you add you as like a as an admin and then from there you'd be able to just see exactly like their entire Tech stack so that's typically what what happens with me yes okay thank you very much cool no Worries Jacob great question okay um so we have a couple more questions here so Ethan says have you had success with delegating work to contractors and does that take uh and does that increase your workload on client communication a lot so

yeah I mean I've delegated a bunch of work uh before typically what I'll always try and do is create like clear like Sops in terms of how I want the project to be completed and in terms Of just like like the timeline of like of communications so let's just say I someone is hiring me to do a go high level build go high level is a CRM and I sold the project and I know I have a scope of work that the client gave me typically I'll write exactly what the steps are for each of

those uh parts and then from there I will then uh associate a certain amount of time that I expect each part to take and once those parts or those Milestones Are completed I'll then ask for communication updates so then once those communication updates are sent to me I just pass it off to a client so let's just say that a I'm subcontracting a CRM and the client expects it to take three weeks I'll ask the developer to give me maybe 10 days like a week and a half so I could at least have that buffer

room in order to you know just to have so that's typically how I go about delegating uh Work and uh providing Communications to clients and also getting Communications from uh contractors however one thing that I'd always recommend too is try getting like referrals uh in terms of who's actually like good um look at their reviews because I always trust people within my network who refer me to contractors and it's just so much easier as um as a business owner because you don't want to pretty Much like whenever you're testing new contractors you never want to

put too many eggs in their basket typically bring them on like ask them to do a small project before you give them a full project to do them mes so for example if you do have a I like using the example of painting a house everyone knows like painting a house before you ask someone to paint an entire main floor of a home ask them to paint a washroom first see if they're clean see If they're timely see if they are respectful to the person's house and then if they respect that small project give them

more work after however you don't want to give too much like leash to the contractors you always want to make sure you have an eye on them initially and uh as you build a relationship give them more trust I think that that's typically a a good approach of how I've approached contractors in the past to answer your Question Jacob or no not Jacob Ethan Ethan yeah it did answer it um do you usually find them on upwork or just you just said reach out to people you know that potentially want want work or um yeah

so I guess for some context is I started doing these Outreach processes and I work a full-time job too and so I started getting like a bunch of clients and it's like the delivery is getting Really challenging so I'm like how do I just like have someone support with delivery a bit but um I'm like kind of worried about getting 10 clients and then having to like man the emails of all those 10 clients and communication like like kind of just like in in that area gotcha and you don't want to like Outsource it I

mean you don't want to bring it internally like thought about like have you like brought in like kind of like would you Think about bringing in a contractor and then if they're like really good having them like take over email communication with clients like once you onboard them or like I don't know so I'm trying to figure out it's challenging I mean like if you were are you doing a cold email business or uh what's your alare just so I could have a little bit more context mostly it's content systems I've built Out really robust

make templates for like automated content creation and I'm basically just plugging in playing that for different people's like they'll just like take their blog post and repurpose it into like all different platforms gotcha and does it vary a lot between clients like is it possible for you to productize and just like create Sops to yeah I think I could productize it create Sops for It I mean if if it's pretty plug-and playay right now I don't have the best answer for this um probably like let me think about it and I'll get back to you

um I probably just how do I say it create Sops or at least like record the work that you're doing right now for like the next like you know couple of weeks like on loom and then like if you ever do bring it internal at like after just like ask the um like your internal Support to just watch all of like the past like two weeks of work that you've done so that way you could kind of just like get them up to speed and you don't have to spend all this time like creating Sops

it's like it's something that you've already been doing for the past couple weeks and you have like a stack of Loom videos for them to like watch and get like and train uh with like that's maybe like an approach that I would do if you're looking to bring it Internal externally I think like that was kind like your initial question is do you think it'd be possible to like create email Sops where you basically like here's what the format of the project update should be like send them to me regularly and then I just like

fire them off to the client basically yeah 100 per. yeah that that seems like it could really take a lot of work off but yeah and like a cool way how to do it man is Just like go to like the B like the past like three months of client Communications run through a script on like chat gbt and just say like hey like create like a a standardized like framework for this and then you just get someone else on your team to do that eventually yeah totally yeah I think that's the goal is scale

up and be able to have someone like really focusing on that or like good enough to do that cool all right I appreciate it Man no worries take it easy okay so we have a few more questions we're getting a lot of great questions today guys amazing work we have a a talented bunch in the maker School community so um what about adding you as an app developer straight that hasn't happened to me before uh hadm um I don't have too much context on that however what I'll do is I'll try and ask Um Santi

um he's a little bit more technical than me and he's he's been able to work as a developer for a full stack Dev for different uh companies okay let's see um but I'll get back to you on that let's see Brandon should we sign an NDA with them if they give us their login details so there's best practices and then there's what I do anyway and like if you were to talk to like a an attorney who's Been in like the in the space for 10 years of course uh signing an NAD an NDA would

be you know better for probably both parties and probably cover you know some of your exposure as a business owner however I I don't uh for some of my clients if it's a straightforward system um that I'm implementing I'd say only like 15% of the time I have to sign ndas and typically ndas when we're talking about sales it adds friction to the sales Process uh and especially if we're talking to I'd say you know uh SMB mid-market companies typically a lot of them they aren't providing you with sensitive data um and if they are

then like if they're providing like a lot of sensitive data than it makes sense to but until then I I'd say it's a friction point so long story short it it varies uh for who you're actually talking to um Brandon Just so I better understand the the question um or your context are you reaching out primarily to small companies mid-market companies or Enterprises if it's Enterprises I just say lead with an NDA like companies that have more than thousand people it's just the easiest and fastest way because you won't even be able to like do

a proper like Discovery process or like a demo or like a proof of concept until you sign an NDA But if it's you're working with companies that are under like 500 people then yeah you don't really need one at least 80% of the time from my experience okay sweet so I'll go to the next question and I think that we are at time now but I'll go ahead and answer the uh the following three ones as concisely as possible so if we're doing automated cold email Outreach on behalf of our client does that mean that

we need nine new email inboxes for them or just use our own business email inboxes asking to see if this means um for every new client we get we should have to go through the three-week warm-up process every single time so if you're plugging and playing plugging a system into a company it's probably better that they use their own like you're building their stack you're Building up their cold email infrastructure and it makes sense to you know have them buy domains have them Buy email accounts that they'll be able to run themselves if you are

setting up setting up that system one time for them if you are an agency your main goal is to essentially help them get results as fast as humanly possible and I know what some people do in the space are they have very personalized emails so they like if you are reaching Out to SEO companies and you're doing cold email Outreach for them they might have preset emails already for SEO like for the SEO industry so what that means is they'll be able to Simply on command they have like a 100 emails ready to go or

at least like 20 emails ready to go that are generic so that they could represent any company in a certain vertical in a certain like space industry um but overall for the clients that I Set up infrastructure stres for for cold email I always set up uh email inboxes Choi okay no problem let's see number three or number four Marius what if a scenario you are building for them requires two or three other paid services do you price that to their ongoing monthly cost after going live typically what I'll do is I'll just Create a

road map for them of exactly what the cost will be like with the system moving forward often times it's not going to be like a oneandone solution there's often like there's going to be ongoing cost and I'd let them know exactly uh what the costs are expected to be so for example what I did last month is I built a scraper and I let them know that in terms of the uh ongoing cost it'll be between two $200 and $400 a month and they were Completely fine with paying that amount moving forward because uh I

let them know about it however after the project if I said hey do you know what here's a scraper um here you go and I charged them up front forward but I didn't let them know about the ongoing cost they get um surprised at the ongoing $2 to $400 cost uh of software every single month so long story short it's important to let your clients know what the expected cost will be uh whenever you're Creating a service for them or whenever you're creating a an automation for them uh okay scribe is scribe is an AI

that helps write Sops while recording your screen check it out uh I'm actually I I need to check it out for um I've been using it I'm I think I'm paying for it right now scribe and uh it was between scribe and Tango and I've just been creating like a lot of looms recently just cuz I like the I find scrab that it needs a lot of like Editing afterwards and opposed to loom it just records every single click um instead of just having like a document it's just a video and my team they prefer

videos instead of just the the the documents so Jacob uh let's see this do I need all the time reactivate Google a AP or could it be automatically okay I don't understand your question Too well Jacob would you be able to potentially rephrase it if you're open to doing that yes uh if there are some uh I know that Google needs to reactivate the connection or this thing that I will will want to continue using it so it is possible to make it automatically or do I all the time go to client uh account and

press to De reactivate or like these things so if I'm understanding the um Question correctly is it that at times you have to authenticate your uh your services uh every like quarter every single year in make.com and sometimes like every three months you have to pretty much just like sign in again and because you don't have like their login information like their uh their email their password it pretty much turns off the scenario is that what you're talking about yes uh it I it will be uh probably One time payment so uh how to figure

out with this because if it will be monthly you will probably uh take care of this things but if it's a onetime payment so you will probably don't have uh uh credentials for all the time or I think or I figure out with this yeah really good question so what I would do in that situation is I would just build on their stack I would get them to create all of their accounts I Would get them to do all of their initial connections and then if it were to ever disconnect in the future I would

let them know like as you hand off like the project to them ideally with some Loom overviews of exactly what each step of the project does you could also let them know where if the future uh if in the future if you need to um you'd also let them know how they could reconnect how they could like click a module and click sign in again Just having that happen once or having like that video um overview could be very powerful like three months down the line or like six months down the line so that's simply

how I would approach it build on their stack then also provide documentation to get ahead of whenever those situations happen cool yes okay and the second question was uh if I'm uh building some connection for Gmail or something like that so I'm Personally using just the personal account not the the workspace so how this is working because uh I think that firms or or companies uh they usually use the Google workspace so I don't need to build some Cloud console from Google or something like that um so I understand your connect uh your question is

it uh you currently have a workspace like a um like a Gmail and you want to work On other workspaces that your clients have that are officially Google workspaces or do your clients have um like personal Gmail that you're doing work for um uh if I trying to myself to build some uh email uh automatization so I don't have a Google workspace so I had to go Google Cloud console or something like that to uh uh to activate some connection from this Google Gmail or something like that But if company will have a Google workspace

do I need to need to also go to Cloud console from Google to activate these things or or it's automatically because it's a payment uh service you know that's a little bit technical on my end I mostly just always use Google workspaces like the uh the paid ones in terms of using like the the free accounts I don't have the best answer for you if you're open to it um Jacob I'm committed to getting you like an Answer for that or at least attempting to if you could simply on the post uh on the ER

post for today's training if you could write the question I'll tag a couple people that I know are in the community and they might be able to uh give it uh a more technical approach to answering your question is that okay uh yes okay but uh can I send a link for it yes because this is this is the page that I have to activate the Google Things for Gmail and do you also need to activate on this link the things for clients if you have Google workspace um yeah this is a little bit Tech

I'm not the best with um the Google Cloud I've used it before for na10 but I'm gonna to uh like refer this question out to someone a little bit more technical but really good question um I do know that we're a little bit over time today everyone there's been so many great questions here today And on the next training what we'll cover is um ideally how to you know overcome objections and help you close more deals uh over time so that's what we could look forward to in the next couple of weeks together to really

wrap things up thank you everyone again for all your great questions and I appreciate your your time today I hope you all have a uh a great rest of the day take care everyone thank you take care yeah thank you bye thank you