miss Lancer that goes with the unexpected are you're gonna close the sale I'm gonna open up the lead seem like I'm just well at my selling there is she and your pipedrive no well I look like I don't know if she knows but she isn't mine and on that note guys this is my sales guy I'm ashamed to say navigate this is so guys this is my sales guy Esteban now we've got really cool video I brought him over to the crib because I wanted to talk about the topic of cold calling of sales what
not because I'm gonna have very very happy to announce that end of January they're about I'll be releasing my social media marketing course so so so many [ __ ] people have asked about it because I have a very interesting approach to my marketing agency you know I talk a lot about like the systems I've built to literally just get clients like through the door consistently and I've never done a sale a cold call in my life ever but you know who has my sales guy and as I said that's why I thought I would
bring him on here to talk about sales and whatnot so I guess just to introduce yourself yeah okay so my name is Esteban and I've had a past in sales for the last couple of years never really know I never really went deep into cells until I opened up my own marketing agency on months back and I realized how big of an issue is cells are especially for start-up businesses in the marketing industry businesses like I'm sure you guys are running so I started getting really passionate about actually how to solve that problem and yeah
that got me what took me deep into the rabbit hole and Here I am now doing sales for mr. demon yeah so the way we actually connected is he came to my event here in London like two and a half three months ago and followed up with me he did very well to actually land a meeting with me after yeah we went for a quick coffee and he basically proposed the idea of cold calling and you know coming on board as my sales guy I'll be honest I was skeptical as [ __ ] when he
first brought it up because in my head and cold calling doesn't work right and that's actually the topic of this video like the limiting beliefs around sales and how you're limiting beliefs are holding you back right because you know it was unknown territory for me I had gone a completely different route in terms of my customer acquisition so yeah I brought him on board I said look if you can land me like two meetings like like you know let's roll with it let's do this I think in the space of two weeks he got me
six [ __ ] meetings all super solid leads and actually went on to assign a few of those so look I thought I would bring him on and first of all just ask him like obviously I had a bunch of limiting beliefs what do you think as someone getting new into social media marketing like what are some of the new limiting beliefs that are holding people back and how did you initially face them sure well the main limiting beliefs guys is that cold calling doesn't work unfortunately there's a lot of gurus out there there push
this belief out there that cold calling is not the way to do things as I told you I had a marketing agency myself so I experimented with all the while all the methods now on but did cold emailing networking references of which I mean references are the highest they got the highest conversion radio but in terms of getting a client really quickly from zero cold calling is the way to go you know as when you're starting a business you want to get cash as quickly as possible so the best way to go from zero to
100 is to start getting on the phones visiting businesses is I know something that you guys do a lot as well but the the bad thing about going to businesses is the amount of time that you waste on the phone on the other hand you can instead of going one day only visiting five to six locations you can ring up 20 in one hour so I mean you can you can put things together and see how cold calling can be soupier yeah so um look you know when you go down your sales process and we're
taught like obviously everyone starts somewhere and a lot of people on the other side of the screen are literally at like Ground Zero like what did you do to train yourself within the realm of sales with like getting comfortable with all this stuff you know okay so the number one thing you have to do when when you start selling something is you have to believe in what you're selling okay so get comfortable believing in what you got bro start believing in your service it works just be comfortable with the fact that you'll be able to
do it especially with this guy's help you will get the right information and you will get the right strategies to pull through once you got that belief you just have to pick up the [ __ ] phone and do it and also built yourself a little script just so you can have that extra comfort behind you that extra confidence and to actually happen to have some sort of strategy to actually get where you want to go because without a strategy you just won't be able to close any deals okay yeah and now that script that
he talked about that's big because I have been studying that's kind of like my new big thing is sales over the past like a few weeks because literally like two weeks ago I closed seven and a half thousand on the phone which is roughly ten thousand dollars in like five days right but these are all warm leads or hot leads like people were gonna buy anyways so um but you know last week like I had like I think like four calls I'd only closed like to Kate on the phone last week and you know like
the results weren't as solid and you know I like I didn't feel as good and like you know things went off the sales process and whatnot you know if you could look at like Durham Buffett's like straight line persuasion I'm you know I've studied that one know like and so obviously I brought you in because you're a master at sales like I just really really respect what you've done within that room and you know all the help that you've given me and I you know obviously I brought you into the crib last week and I'm
like you know like do I need a sales script like how important is the sales script and obviously you were like well [ __ ] yeah like you you can't like yeah can you ever heal anything yeah 100% you can't just go in there and [ __ ] wing it like if he again if you don't have some sort of strategy you're never gonna get to your end goal and that's the most important thing number two you're not gonna get you're not gonna feel as confident on what you want you have it to say number
til you won't see what you're getting wrong every time you make a phone call because there's some objections that are very common so you can actually write those down right how you're gonna resolve those objections and then the next time they appear you can actually feel more comfortable with dealing with them now another very important thing that I really want to put touch on is follow-up follow-up is probably the biggest and most important thing when you're trying to sell something when you're trying to sell yourself when you're trying to sell a product with anything okay
selling involves a lot of rejection so a lot of the cells you won't make them on the first phone call that's just the nature of cells but if you follow up you can turn a hundred phone calls into 400 obviously because you got you got a hundred people that you can you can talk to and with follow-up that means you can call each guy five to twelve times so you automatically made yourself have all the higher chance of actually closing a cell if that makes any sense but this is a really important fact that I
want you guys to remember and when one comes when it comes to follow-up it takes usually around five to twelve times to close a deal okay so you have to call the same guy five to twelve times to close that deal on average once you got that in mind and once you start actually following up on those leads that's when you're actually gonna see the real real big results all right yeah and that that's big like he always presses me on the follow-up I'm just because as I said I guess I've been very lucky because
I put I have like I've put such incredible systems in place I put such incredible email follow-ups in place I've put such incredible follows in place so such incredible social funnels where socially like I'm building all these systems so that people are funneling to me they're like you know I I never really had to follow up like the in like people came to me with the interest so that was something he pressed hard on guys this is his first time on YouTube so like most people shoot themselves in front of camera but it would be
fun if we just did a like a little a little roleplay of a phone call so whatever I'm a I'm a local gym let's say for example so yeah alright okay so obviously it might come across as I'm actually just winging it but remember I've done this so many times that there's always some sort of structure behind what I'm actually saying so if I'm gonna ring up let's say a gym and let's put this in the let's put this in perspective let's say I get the the decision maker on the phone call straightaway alright so
I'm gonna be up like hey hello good afternoon my name is Julian can I speak to the business owner and he's gonna be like yeah that's me it's Eamon and like ok great great well it's a pleasure to meet you now the reason for my call is that I actually came across your business online and I saw that we could massively help you get more customers every month using social media marketing and advertising now I don't know if you do anything like this where have you done anything like this before yeah I have someone in-house
handling it ok that's perfectly fine actually a quick fun fact is that most of the businesses I call today actually they're working with somebody else already and the reason for my phone call right now it's actually not to sell you my service I merely want to have 15 more minutes of your time just so that you can maybe consider and see how we can actually make your business better because one of the main reasons why I created this agency was because all of the other agencies out there they cannot deliver results they just don't do
the word grill pretty much now well again all I need is 50 minutes of your time I know you're a busy guy when can we do a meet-up so you said you found my business online why did you decide to call me after looking at my business is it did you find something wrong or well I mean then there is a lot of stuff that I have to point out I mean there's there's obviously stuff that you could do better again I'm not here I'm not trying to I'm not trying to give you a phone
call just to dis your business I know your business down there and I respect you for that but there's obviously a lot of things that I'd like to show you this point by the way guys like there's a checklist that he goes to so for example close check stuff like is their Facebook pixel installed on the upside and there's no Facebook pixel install like 90% of time they're not doing Facebook advertising or if they are and they don't even have a pixel install on their website that's that's an immediate like a towel that you should
be calling me so this one enjoy I mean I said I put I've completely put him on the spot guys like they just remember it's first time on YouTube for a second for a camera King but like look as I said that he would no you know he tracks the analytics of their website he tracks stuff like their Facebook pixel he tracks stuff he looks at their social media their engagement you know their overall branding stuff like that and he has you know through tools that we'll talk about in the social media marketing course like
he has a lot of actual info on the business before he even calls so when I asked something like that like you know like why why did you decide to call me he can actually point out that info with it yeah yeah and also something that's very important the more you know about the business once you get and just once you get on the phone with the decision maker you can pre-plan the objections that he's gonna have obviously you can tell as a marker when they already working with a with a marketing agency so you
already know what to expect from that okay now do prepare for a lot of objections pretty much what we did right now is objection handling but yeah the more you know about their business they're more capable you're gonna sell on the phone the more comfortable you're gonna be and the more they're gonna notice that you actually care about their business one of the things I always notice with you is you never you never block an objection which I find super like he never like and I you know guys I have like so many coaches so
many mentors and I have friends like he's literally like he sorry office my sales guy like now one of my closest friends like like I like study and I learn from these people and one of these one of the things I always notice is you never go like if I if I go you know my audience isn't on Facebook like you you would never go no actually robot you always know just kind of like loop around it well yeah you gotta you gotta you gotta take the customers perspective right like whenever you're arguing with somebody
whenever you got you a discussion you're not gonna get anywhere just by saying that the other guy is wrong the other guy only cares about what you just said so as long as you acknowledge it and then find a way to deal with that objection by offering some more information the guy's gonna be cool with it again remember most of the objections you're getting are just complaints so as long as you have that in mind okay really good question what's the difference between an objection and seriously like [ __ ] off like no well I
mean you can tell straight away like if you're opposed to girl of the club and you grab her by the arm and she almost tries to slap you or she tells you like a solid no I'm not interesting on being with you then you're like okay whoa like I shouldn't just like go ahead and try to go for the kiss now okay she's actually he's actually objecting a complaint on the other hand must be like you come up you come acquit you come across you talk to go and they're like oh no I don't have
time with my friends Olivia they're just complaining dude they just they just trying to see what your ration will be is like when you talk to somebody on the phone it's what's known as a [ __ ] test yeah it's like a [ __ ] test dude like if you go up the street and some guy just stops you hey what's up man your natural response you don't even know anything about this guy he might be about to offer you a million bucks your first response is gonna be all no dude I don't have time
okay I'm not a jack thing because if he told me he's got he's gonna give me a million bucks I'd stop straight on my ass and give me a my give me money but uh I just have a natural I just have a natural tendency humans have a natural tendency to just create complaints and that's that's what sells that's what people do when you're selling to them they're gonna complain all the time doesn't mean they're not interested doesn't mean they don't want by your service doesn't mean that you're [ __ ] up it's just what
Nash does is just a natural a natural thing for humans to do yeah and guys just remember they're gonna test like and I even look even like cold coal or know if I'm at a meeting there's like they still give me [ __ ] tons of [ __ ] tests because they need to see how long can I keep up like my character for like anyone can play a character or have an amazing seal script for for X amount of time but then they're gonna throw these [ __ ] tests at hue these difficult questions
which you should have a sales script to prepare for you should know your objections the more and more like he knows how to handle every objection under the Sun but they're gonna do that - kind of like test your character cuz you know perfect analogy like if someone some random person on the street is about to give you a million like you need like like what they're gonna give you something incredible in the same way you were about to give your clients something incredible they just don't know it yet and they need a nessam you
know they need some like they need it settled in their heart that like you like you actually are who you say you are like they need to sense that congruence and that's that's what we need that belief though because if you don't have that belief you're not gonna be able to push through the objections pushed through the sales process because you know that you don't actually believe you're offering the guy a million bucks wish you bar guess I mean the guests you've worked on your business enough that you think you are even if you're not
it's just if you know what you're doing yeah and once again I said that's something we're gonna go over like hard on the course is the fact that like most of you guys are underpricing yourself you don't even realize the value that you're bringing to these businesses and like that's something we're really diving deep into in the course so that when it comes to picking up the phone well you're about to give them the [ __ ] world like a [ __ ] it's not hard to sell this stuff but um yeah is there any
like last closing closing points yeah for sure because I know it's a lot of information and sales is something that is usually something that you guys don't go deep into so I don't want to overwhelm you with all this the main thing that you guys should walk with from this chat is that cold calling works number one get out start getting on the [ __ ] phones no matter what your excuses and number two just do it okay sales at the end of the day is always a numbers game you can you can you can
you can race your closing ratios depending on how much you know about your product about how to handle objections but as long as you tomorrow start getting on the phone even though if you don't know what you're doing as long as you got a good attitude you know what you're talking about you know your product and you get in front of enough people you're gonna make sales period period so stop doing whatever the [ __ ] you're doing stop sending those emails that get no response whatsoever and start getting on the phone to do something
different your main issue is obscurity that's it all right there we have it guys so I said my cool little way to announce the social media marketing course coming end of January as I said I would never [ __ ] like tell you guys something that I've never practiced which is why we've got this guy on for literally like six seven modules right like he'll there will be an hour of content straight directly from him and I said I kind of put them like I'm gonna be honest with you guys I kind of put him
on the spot here like never done YouTube like this guy like take like it should mean a lot coming from me like this guy knows a lot a lot about sales and I was like I was just stunned by what he was able to do for my agency personally so we've got a little a full section on sales straight from Esteban hope you guys enjoy this video and yeah I'll see you tomorrow
