Sales Training #1 with Connor Kaplan

So welcome everyone uh is this your first call with the maker School Community yes or no just feel free to put that in the chat right on second call from harsh Lasha second yes there we go and how's the community been for you guys so far thumbs up one thumb up two thumbs up we have some cool backgrounds here as well on Zoom Martin says it's been great amazing so hopefully uh this will also Be uh a great experience for you guys as well so without further Ado I'll go ahead and flip my screen do

you guys see this cool sweet so for today's conversation what we're going to go ahead and do is have a bit of an an overview for sales so what you're going to get out of today is essentially learn the three C's of selling you're going to be able to get actionable steps that you could Implement into your next sales call and then at the end of today's conversation we'll have a question and answer period the main goal for the next hour is to help you increase your close rates so that you're going to be able

to make more money before we jump into any of the next content that we have set up I wanted to just address something here so whenever we're learning new topics there's beliefs Frameworks and then Tactics what we're going to go focus on today are core beliefs and Frameworks and we'll try and stay away from tactics just because it's not as applicable to everyone however if we focus on core beliefs if we focus on Frameworks there's going to be more people that will benefit from the content in terms of my background don't want to talk about

myself too much but I'm from Canada I used to paint home so I wasn't always in Tech and right until The pandemic in 2020 I was going into homes with Crews and were able to deliver Home Services in my sales career I've been able to book more than a thousand meetings through b2c and B2B businesses I've chatted with 500 plus seven and eight figure business owners and in the last 12 months I've been able to close more than $2 million in total contract value so that's just a bit of my experience for some of the

ground rules For today wanted to set some expectations that no question that'll be asked is stupid feel free to ask away in the chat next an ounce of practice is worth a ton of theory so ideally if you're able to implement at least one thing from today the next hour will be worth it and then we'll also have some fun as well how does that sound thumbs up or thumbs down sweet Spen says it's good har says it's good too so let's jump In Osama as well question for the group what is the goal of

a sales call and just feel free to answer in the chat any guesses Toby says to closean says to make money and did I pronounce your name right Joan yes no maybe Berne says to sell Kristoff says to deliver value gav says to get a client to say yes Rich says to convert to discover the client Needs learn about the to see what Solutions we could come up with and so on and so forth great answers everyone what Nick mentioned in a previous video that I agree with a thousand times over is the goal of

a sales call is to ideally transfer trust and the main reason why is before anyone says yes to moving forward with us in a in an engagement they have to trust us first they have to Believe in Who We Are and what we're able to deliver them so that's the main goal of a sales call I do believe someone might be on uh might be talking the audio feed if possible would you be able to potentially mute yourself amazing perfect going back into the content today we're going to go cover the three C's and those

three are Conviction confidence and then consistency but what does the first part mean conviction it's how can we believe in the product that we're selling and this is the first step to increase our closing rates because if we have more conviction our prospects will be able to trust us more an example that I always use is let's just say that one of our friends they are dehydrated and we know that if we provide them with a bottle of water They'd be able to hydrate themselves with it we would know that we'd be doing them them

a disservice if we don't hydrate them so that's the main reason or that's the main goal that we want to eventually get to with our prospects we want to be able to almost feel as if we're doing them a disservice if we don't solve their pain points and then a common question could be well how do we get to that point of certainty of believing in our product just as if you Know one of our friends is dehydrated and we know that we could hydrate them one of the best ways on how to do this

is to look at ourselves in the mirror and really ask ourselves if we were in the prospect's shoes would we buy our product the very first step in order to how to increase our conviction is to sell ourselves first once we do this we're not going to be able we're not going to be selling The prospects anymore we're only going to be sharing the benefits as to why we believe this is a right fit for them any questions here up until this point Rich says it's all good perfect and understanding that as we have sales

calls some people will not be good fits for a product and then we could disqualify them so that is the right expectation to have from the very GetGo and to also touch base on If we don't believe in the product that we're selling it'll be very hard to succeed in our sales efforts next one thing that is important as well to increase our conviction is to ensure that what we're proposing to a client is logical for example do we have case studies to back it up just walking you through an example of a logical proposal

let's just say we're selling a lead generation system for cold email we're saying that we're going To be able to book Someone eight meetings however if we're on a sales call with someone we would ideally need to show them something logical of how we will actually get from where we are today to where we're going in the future so providing more context a logical plan will help for example if we want to book eight meetings what we could do is say that we're going to go send 10,000 emails out of these 10,000 emails what We're

going to go expect is to get 175 replies from these replies 35 of them will be positive 14 of those calls will book and then eight meetings will actually show up so this is the logical part of how we could actually increase our conviction when we have a logical offer we would buy it ourselves that is how we increase our conviction what else would you guys ask to generate more conviction in the Product that you're selling just want to have a question for the group here testimonials okay correct L of video testimonials as well results

that are number driven to back up the the offer case studies okay appreciate everyone sharing this a video saying what we've done that also does help Dan thanks everyone for jumping in the Convo the next seed that we could cover is is after we have conviction and we believe in the product that we're selling how can we go to a call with more confidence and I like to bucket confidence and energy in the same exact bucket what we could do to show up to a call to have more confidence is to listen to music right

before the call personally I listen to Alan Walker right before a call to get me fired up Drinking water throughout the day if you're going to go have five six seven sales calls in an afternoon it takes a lot of energy from us so we want to stay hydrated and I know this sounds funny but it happens when you're taking backtack calls or when you're working long hours we want to make sure that we're staying hydrated and then also between calls if you do have a couple minutes feel free to go on a walk get

some fresh air do some push-ups do Some jumping jacks whatever you seem fit to go to the next call with more energy and the take away from this is if you do any of these if you think that it's possible to show up to a call at least 10% better through doing these actions it could be worth it okay we'll mute the fireflies notaker let's see this here mute great call Sven thank you next jumping into the Frameworks now So once we have conviction once we know how to show up to a call with more

energy what we want to be able to do is set the right first impression with our prospects so in the first two to three minutes this will help the prospect know if you're professional or if you're not professional what I always do is whenever someone jumps on a call I'll typically ask them where they're calling in from just to get more context about them then I want to ask Them if they're still good for the time that they agreed on through the meeting invite the simple way that we could do this is to ask them

hey are you still good for the 15 to 30 minutes today or do you need to jump off sooner this shows that you respect their time next when it comes to setting an agenda this helps you let the prospect know what they're going to get outside of today's call for example something that you could do is say hey normally Whenever I have these calls by the end of it we'll see if there's any Tech solutions that you could use in your business business so that I could have a full picture about your business I'll ask

a handful of questions and then I'd be able to answer any and all questions you have about us how does that sound so that's setting up the call for a discovery section so once we have the agenda we're going to go start something Called a discovery phase and this is when it's important to have a plan if we have if we don't have a plan we won't have confidence however we do have a plan we'll show up to the call feeling more confident next what I always do here is once we set the agenda I'll

ask the prospect hey just jumping into it would you be open to sharing more about you and your business from a 30,000 foot overview and then I could do the same this really Lets you understand what the prospect's position is in the company what the company does what their North Star might be once they share about themselves we could then do the same and it's important to have something short something concise that you could say within 20 to 30 seconds so that you can go ask them more questions right after we want to stay on

track on this discovery process from there what we'll Do is we'll ask them about why they wanted to jump on today's call so a great question to ask at this point would be well hey what were you specifically looking to get from today's call to ultimately help your business with wanted to pause here how does everyone in the chat here start their conversations normally or how does this differ from what you're currently doing okay so harsh says that he'll normally Jump into the solution Acton Archie says how' you get into X okay good questions or

good ways how to start jumping into another way of how you could approach the discovery phase is I use a framework that I like to say or that I start with of learning more about their past their present and then ultimately their future so guys after someone says let's just use lead Generation as an example after we asked them saying well what are you look specifically looking to get from today's conversation they might say well look we need to generate an additional 10 to 15 leads a month because we just brought on a new salesperson

and then that gives a lot of context of how the next 30 minutes or next 25 minutes of the conversation will play out we'll then talk about the history of that problem we could say Well okay what have you historically done to get more leads what have you tried what has not worked in the past once we understand about what happened in the past we can then ask them about what their currently doing well okay understanding that you want to generate an additional 10 to 15 leads what are you currently exploring for lead channels and

then when we're talking About the future of this challenge with the prospect what we could then learn about is well let's just say I wave a wand and we're able to automatically get you these 10 to 15 leads what would that unlock in your business we could also ask the alternative of that question or the opposite hey if we don't resolve this challenge what happens in your business so it gives us more context about their landscape for lead Generation as we're asking these questions we could understand what's happening when it comes to their software stack

which people in their team are currently involved in this process and then what metrics do they use to see if they're doing a good job or a bad job about it once they provide more information we feel more than confident that we understand their entire landscape when it comes to lead generation we then Provide a short recap to them saying hey look you've done this in the past you're currently doing this and in the future if you don't achieve you know these leads this will be the impact of that and you give a short recap

you can then say is it all right if I do the same share a little bit about who we are and what we do as a company and they're automatically going to go say yes tell me more at this point what you could do is Have a presentation set up and what you're doing here is you're going through the most common questions that prospects have so you're getting ahead of any potential objections you could also share case studies you could share pictures of your clients of saying hey we help them achieve XYZ make it visual

so it's not just words on or it's not just words in a conversation the end or at the end of this presentation what you could say is hey Do you have any questions about what we just went through and our main goal is to get to a point where the prospect says no so they understand exactly who we are what we do and how we could help them if they do have any questions those will be objections that we must handle later however if they say no then we could then turn this into a conversation

where it says where we say hey how could you see something like this working for you and then that's where where we could Transition into a close let's just say that they want to go ahead we could then ask a soft question to see if they want to move forward and we could just simply say hey can we book this into our fulfillment calendar and this is a great way of saying hey are you ready to move forward they'll give the verbal confirmation once they give the verbal what we have a proposal already made and

then we'll send them the proposal they could look It over we could send them the stripe link and then we we will send them the automated onboarding that Nick also walks you through in the course or in the maker school so just want to pause here and look at the chat okay any question so far guys about this specific section jaav says no okay so I guess we could then proceed to The next part so as we have sales calls um people often have objections for us however it's important to know that there isn't an

infinite amount of objections possible normally there's only six to eight buckets that someone will that an objection will fall under either objections will be time delays it'll be budget concerns they'll question your Authority they may not trust you they might be comparing you to another Competitor or they may simply see that hey we just don't need the solution however as we understand what objection we're really getting because sometimes people will say that people will give us one objection but it really means something else we will then craft responses to all of these objections or potential

objections already so that nothing's going to go Blindside us so the end goal in sales is to help us understand that Whenever an objection comes up we're going to be able to slay the objection and that's a cool animation here the last C that we'll cover today is consistency and then we'll jump into some questions and answers number one is consistency is going through a rough patch and doing all the actions that you need to do to move your sales pipeline forward working in sales for the past maybe like eight years now eight uh8 to

Nine years I've been able to work with 50 other sales professionals and only maybe one of them has been haunt 247 365 so just understanding this sales is a an aspect of a business that very Hit or Miss it's hard to stay consistent all the time so one thing that we could do to help us stay hot is we could create a swipe file of all of our best calls to watch When Calls haven't been going in our favor it's possible that we'll close five out of five calls but It's also possible that we may

go zero for five so whenever that happens we want to reins conviction in ourselves and the way that we could do this is to look at our positive client reviews we could also look at call Snippets where we Clos clients previously so that we could get that edge back it's also important to have the expectation that sales is hard it's one of the most humbling careers that you could get into or aspects of a business That you could run it's important to understand that you shouldn't get too high when things are good and you shouldn't

get low when things aren't going well then lastly because we're in the community here it's important to find people that are also doing hard task and hard things because sales is going to be challenging and if you're doing challenging things in a community it makes the work a lot lighter for consistency as well a great Thing that you could Leverage is a CRM however specifically what are the fields that I'm always looking at in a CRM well there's two columns the First Column is the next step and then the next step date so going into

this eventually what you're going to be able to build is a list of all the actions that you need to do in a given day or in a given week to follow up with all of the leads that come in your way so that you're not always hunting New Leads but eventually you'll be farming opportunities and closing deals from past leads I can't tell you how many times I've had a conversation with a prospect 3 four months ago it wasn't the best time for them to move forward but because I stayed on on top of

them because I sent them a Blog because I sent them a a video resource and I provided value between the time that they were initially interested to four months later when they ultimately closed Follow up following up during this period was crucial and having a CRM that shows you exactly what you're supposed to do and then when you're supposed to do it will help lastly it's important to focus on task in your business that will actually help you generate Revenue so there's a Salesforce thought leader or a Salesforce uh LinkedIn thought leader his name is

Ian Conak and what he mentioned before was It's always important to focus the majority of your time on tasks that will move your pipeline your business and your sales forward these are called Revenue JDate generating activities so what could you do or what falls into Revenue generating activities if you have eight hours in the day and you want to grow your sales ensure that the majority of your time being spent is on Prospect Follow-ups Partnerships writing campaigns and then really asking yourself will the task ahead actually make make you money yes or no and then

that's just typically what the RGA focus is that will help you with consistency so question for the group here what do you guys do when you're in a sales slump to maintain consistency if you don't mind me asking okay so Alexander Curtis from Nashville Says that he used to call it d for dollars and getting through the NOS to get to the yeses okay sounds good like sounds like you're picking up the phone and booking meetings which is amazing Rich says that it's difficult to maintain it however she's trying to be more consistent now Stefano

says that he's totally new to sales here well you're in the good place here uh Stefano perfect and then Acton Archie is also very new to sales yeah no kid kidding Alexander it is an old school way how to get business but it's yet it's still very effective okay Livingston says that he rewatches old footage to see where he could improve these are all great things that we can Implement so today what we covered are the three C's we went over how we could show up to calls with more conviction and more confidence then we

Also saw how we could maintain consistency in our sales efforts so that's the presentation for today uh what we're going to go over next are what are clear actionable next steps that you could do in order to set this up in in your schedule so what that could look like and how rubber could meet the road is I'll open up this document here you'll all have access to this after the call however if you want to establish more conviction on your Sales calls what you could do is ask yourself would you buy your own product

yourself why or why not if you want to show up to your calls with more confidence one thing that you could do is get moving do some push-ups listen to some music have some fresh air right before a call so that you feel fresh and you don't feel fatigued you could go through your recorded calls in the past identify the most common questions and get ahead of them when you're presenting Your frequently asked questions next once we do have those questions that prospects normally ask us we could then craft a response and then practice handling

them 50 minutes a day for the next 2 weeks we all know sales could be challenging however to maintain consistency one thing that we could do is know that sales is hard it's a part of the game and it's a part of the process and you Could create a swipe file include call Snippets or something that will help you remember the times when sales were easy to know that it's possible again to get back to that next or to get back to that old state after that you could create and leverage the next steps and

next steps date fields in your CRM so that's the presentation for today I think that all of us over time will be able to make more money and close more as we're a part of the maker School so that's it I wanted to pass the mic over to you guys what I'll go ahead and do now is there are some questions from the group that I could answer briefly I took some notes down but for those on the call today what we could probably do is answer some of those questions that were in the chat

first and then we'll be able to answer uh these questions after how does that sound for everyone Okay perfect so I'll go ahead and do is feel free to come off mute then ask me a couple questions if you're open to it you guys should be able to come off mute and then uh we'll be able to do a Q&A session hey hey Conor uh so I have a question so basically let's say uh if uh we if we are like getting into any any sort of objections that you have shared right so like in

in that uh situation What what we should do like how to answer all of those objections yeah I mean there's a common way of how people normally answer questions it's called the feel felt found so you understand exactly why they're feeling the way they are you meet them with saying with logic and then you bring them to ultimately where you want to go so what's an objection that uh you often get and I'll walk you through this Process or this framework of how you could respond to objections let's say like if they have objections around

time delay or the budget okay right cool so let's just say we presented a project that was like $3,000 and if that's okay just like using that number typically what I'll do is I'll say okay the price is $3,000 and then I'll stop I won't say anything because once we present the price we're Trying to get a reaction to see hey is it in budget or is it out of budget once they say something or if they don't say anything and it could go on for 30 minutes it could go on for 30 seconds it

could go on for two minutes we can't say anything after we present the price if we if time's going on like two and a half minutes something that we could say is hey was this within your budget just ask them briefly or hey what were you expecting to just understand Exactly what their budget was did I answer your question harsh uh yes so basically uh I'll tell you like uh this is something that I'm getting very frequently uh like when I'm applying on a work they then they get back to me right on that part

so they were like uh we don't have this much of budget hourly budget and everything and then I I was like blank like how to deal with that gotcha so is this happening on text Or is this happening on a call on text most probably on text gotcha Okay so when going back and forth with prospects on text I would almost say we don't want to tell them our pricing on text typically because if we give them a high number and they can't see exactly all the value that we're able to provide that we're typically

able to provide on a sales call like with a presentation I I don't think it's a good idea to present price on like on text it's it'd be more beneficial to get them on a call say hey on the call what we're going to be able to do is really understand the complete a toz process on this project so that it can give you a a tailored quote if it's a Project based if it's hourly say that hey I have different options different packages for different projects if it's something very complicated I'll charge you more

if it's Something very easy I'll charge you less so that's typically what I would do and I'd always try and drive traffic to a sales call harsh okay yeah yeah okay that makes sense yeah thank you thank you so much no worries what I could go ahead and do if that's all right is I could go and go rapid fire through a few questions that members of the community asked on the post if that's all right with everyone and then we'll be able to go back into Some of the questions that you all have today

on the live call so what we did is I broke the questions up that came up into different buckets so there's the stuff that happens before the call and then there's questions that could be bucketed into the on call or post call section so mmud asked how can we be confident on a sales call number one thing that I could say here is to just get a lot more reps in if You're I use the example of riding a bike the first time that you rode a bike you might feel that hey you're nervous that

you might fall down however 10 years later after riding a bike for 5 10 years um picking up the bike hundreds of times it'll become almost like second nature to you and the same thing goes with sales calls so mood I just try and drive as much traffic get as many reps as possible and then it should feel more normal for you afterwards uh and as You're going through these reps if you have constant and NeverEnding Improvement will be able to improve your confidence just because you've done so many repetitions before Bora said that um

let's see this how do you tailor your sales pitch to align with each unique uh each client so typically what I'll do is during that Discovery phase that we went through today on the training we're asking a lot Of questions to understand their situation and to understand their pain points as we're going through our presentation after we're simply saying that as we're presenting we'll be able to share how we're going to be able to solve each of their pain points in a very concise way so Acton I believe you had three questions here for your

first one you said what sales technique would you Recommend to help manage nervous energy prior to a sales call again I would say have more reps and have constant a never ending Improvement do you recommend a framework for capturing notes or do you just write down your notes uh freehand I write down the major pain points that clients have so that when I'm presenting during a like I'll be presenting a Whimsical or a PowerPoint presentation or slide deck I'll be able To remember exactly what pain points I need to touch base on and if I

have any sort of case studies that match those pain points it'll only help solidify my offering for them for the third question do you can conduct some sort of a self-evaluation after every single call and if so what criteria do you look at candidly looking at every single call this would be amazing with respecting time what I do These days is I will look at all my sales calls every single week and then I'll identify what the most common questions are and so I pull that transcript I throw it into Ai and I get a

list of questions and then that's typically the evaluation that I do Mark marus said or asked see do you calibrate your offer to the size of the prospect short answer is I don't here and then do you have a plan B offer in case of resistance from the Prospect normally any sort of resistance that I get is going to be because it's going to be because they either don't understand what we do or we didn't demonstrate our value enough so we either didn't blow up their pain point and we didn't match that pain with our

service offering so I want to go back to members in the zoom chat here what are some questions that we have I could go through it one by one or Just feel free to come off mute how are you oh one more time sorry if you don't mind okay so what we could do is I'll go ahead and answer some questions that were in the chat here today okay then now let's scroll all the way to the top oh boy do we have a lot of AI meeting assistants okay AJ Silvers has a Question how

can I help oh no hi this is probably a bit of an obvious question um but I'm I haven't taken many sales calls in this Arena I'm not afraid of sales I've been doing copywriting and selling for my own copy for over a decade um okay the challenge um I've run into a couple of times is the when I pitched the price having demonstrated the um uh the cost of not solving the problem that's normally the number I go For first sort of price anchor what will happen if you don't solve this um I've pitched

the price a few times and the response has always come back oh well I can get it cheaper and I've tried like the John ran um quote about Minor uh majoring in minor things I've tried going back over the uh I sorry I thought this was an important problem and you wanted it solved kind of thing but I'm constantly um referred back to I can just go and get this done on Fiverr and Short of saying well why don't you then I'm not sure where else to take those kind of calls other than to just

put them down as you know another another experienced call gotcha okay and just to provide some context um so I do U marketing automation specifically so um not only do I use AI to help write the copy the copy is sort of ghostwritten first before it goes through the AI but I'm looking at Um most of the projects I interested in are lead gen or lead processing so it's an 11 Labs clone of uh a coach's voice to do an automatic sort of audio response to an email opt-in things that would accelerate the perceived reaction

time and response time of a of a client to a generic Prospect coming so they things that uh my clients typically say they struggle with leads gen and we dig into it it's not leads gen it's Le conversion that's the Problem so I've built a number of systems that will help with that um but I'm finding it a struggle probably because I'm not explaining it in the best way to qual to justify the price I I might have a concern that or sometimes when I'm going back over the scripts I'm I think I might make

it sound too easy because I'm confident I know what I'm doing so for me it is easy and I'm wondering if the ease and confidence make it seem like I'm overcharging for Something which I describe as a relatively simple process gotcha does that make sense yeah makes total sense I have an example that I could probably speak to that's not necessarily Tech related it's to when I when I used to run a painting business in Canada and couple like one last question is when you're walking your prospects through your pitch your offer do you have

any kind of visuals that they could See exactly hey this is what I'm going to get like step by step almost help them yeah I do like um a swim Lane chart or a flowchart so I say you know the the inquiry comes in here this this component handles this so I I I give them a visual journey of what happened to their Prospect and how the systems I build will help that Prospect convert into a customer either faster or in many cases the biggest problem my audience has are leaky buckets they just don't Follow

up with leads or they don't process the leads or the leads go cold because they're too too late before they get back in contact with them so they tell me that oh well I want to hit 10K a month or 20K a month and i' I get this many leads that they don't process them efficiently so my systems are designed to help that lead efficiency if you like gotcha okay so appreciate you sharing everything on your end uh AJ to share a little bit about what I do is if you're Saying that it's going to

be a very easy process for you and you're presenting something that might be let's just say 2,000 3,000 $4,000 or pounds that's the kind of price pitch cool I wouldn't necessarily just say hey yeah we we'll take care of everything for you so to walk you through what I used to do in painting and maybe we could draw like um um like a parallel between you know what I used to do in painting versus Tech is I would walk with the clients step by Step and say hey can I show you exactly how I would

approach your project I would say hey I'll put the drop sheets down to protect your floors I will then put tape around the hard to reach areas so that I don't get any paint on you know the the trim I will then apply a layer of primer I will then put two coats of paint and we're using the only the very best paint and throughout the entire project you'll be able to see the exact how do I say this you'll be able To see the the progress I'll give you daily reports and then at the

end of the project if you're not fully satisfied I'll do you know x amount of touch-ups until you are and it should be like a twoe project so I was really just walking them through step by step of exactly how I would approach their project and the same thing goes with tech tech Solutions because if someone thinks that hey it's going to be like a 34-hour project people inherently Normally what I found is they'll associate the project with a time value and if they're not yeah happy with that time value then they won't pay so

just really building up the image of what you're going to be able to do for them and I wouldn't honestly I wouldn't even just stop at saying hey we're g to go deliver you a project I would also include things like hey I'll give you daily reports if or I'll give you weekly updates because a lot of People on Fiverr they don't do that yeah and yeah I I I try and um I I never agree to do things on an hourly rate because my belief is that my efficiency is something that they get because

I've been doing markeet like premm made.com ordinary old school marketing automation for 10 years so I'm really good at this and um right for me it's always a fixed price project and the deliverables but I like the idea of walking through the minutia almost Because that level of detail is something that I might take for granted and they might not realize right appreciate that thank you yeah no worries and good luck AJ uh and implementing that a luck doesn't come into it as you say it's just reps there we go I add on to that

P yeah for sure living soon um so I think I've had the same experience especially in the UK where people are Like I can just go on upor and F and really outl the processes step by step say uh this is uh re outlining the process like showing showing them everything like everything you do to the Mye detail to show them oh okay this might be something really hard to do but he's going to take his time to do it so that really helped me to charge what I charge for uh my automations I'm not

saying like I charge 2,000 or like 3,000 I'll charge Between uh like a th000 and 2,000 or I'll go for like especially with content uh automation I do like a REV split on the amount of lead brought in so we're both into like we both have skill in the game yeah that's what I would say okay livon thanks for sharing your your take as well um appreciate you adding that that take into the conversation want to respect everyone that's commenting in the chat here and If I could simply answer some questions that we have I'll

try and go one by one to respect everyone's time here okay Osama asked how would you respond as a beginner with no or just one to two close clients if you get asked about your previous experience clients or if you have proof that you kind of want that you kind of know what you're talking about so H how can you establish credibility with prospects even though You may not have the most amount of experience good question if you have any sort of similar work that you've done in the past or if there's a blueprint in

make.com or in the group in maker School you could potentially demo those however the last thing I'd want to do is say hey sell the project oversell them and then under deliver you could at the end of the day I'd say honesty is the best policy let your prospect know that you haven't done this before however you're open to picking a stab at it for them you could show them exactly all the you know blueprints that you have and say hey I have one that's very similar to your project and we could use this as

a template or the same sort of approach to complete your project with this template if that makes sense long story short is I wouldn't Overpromise um with any sort of clients and then I'd be honest saying hey I'm open to taking a stab at the project it may not be the best answer for you I probably need it's a good question I don't have the best answer right now for that but I takeways I wouldn't overpromise and under under deliver Marius Asked um let's see so why do prospects who have or who can shop on

five or even jump on a call sounds like it's the wrong Prospect from my experience using Marketplace platforms is whenever someone has a paino they ideally want to resolve that paino as fast as possible so it's POS so they might use f they might use upwork they might reach out to communities for support and whoever often serves them the fastest it may not Necessarily be for them uh for the cheapest amount either sometimes people want their problem resolved as soon as possible so yeah that that's how I'd answer your question Marius we do have a

couple other questions that members of the group asked in the community so I'll go ahead and answer some of those so so we went through most of the pre-call questions to walk you through Some of the live call or post call questions Santi says well when you're on a call and people show up with low enthusiasm what do you do and I paraphrase that question but it's important to match the energy of your prospects so if you have a prospect who shows up with two out of 10 energy it wouldn't be the best idea to

show up to the call with n out of 10 or 10 out of 10 energy mainly because that disconnect Will throw the prospect off typically what I'll do is if a prospect ever has low energy and let's just say that they're at a two out of 10 I'll bring myself down to maybe a four out of 10 so that I could meet them where they are Santiago says oh two santiagos in a row there we go um so what are your best techniques for pricing upselling and setting up retainers or subscriptions my main goal of

what I do is I initially just try and achieve the first base initially I'll get my foot in the door and the goal once I get my foot in the door is to overd deliver once we overd deliver and the prospect trust us only at that point would I upsell them however when you're presenting upsells or subscriptions it's important to know that you and the prospect you guys are on the same side because you've already established trust and throughout the project you could lay out different Milestones in the future so if you set up a

a project management system a template what you could eventually do later is saying hey I will set up your team Communications on slack so typically you would build off your previous project that's typically what I've done in the in the past I wouldn't necessarily go from one core system to the next to the to the next also and the last what are your top Qualifying Discovery questions that you you could ask when on the initial sales call uh we went over those here okay so typically I'll ask people hey are you open to sharing more

about yourself I'll then ask them what specifically are you looking to get from today's call and then I'll ask them more about their their paino I'll say hey how have You managed that in the past what are you currently doing to resolve that and if that were to change in the future what would happen so let's scroll down and then Martin and then hatam asked what are ways that you could open up a conversation I normally just use the where are you calling in from question okay so those are the questions that members of the

group had in the Community if you have a question and You're on the call today and you want me to answer it feel free to come off mute and then we'll be we'll be able to walk you through um my take if you're open to it um okay so I'm I'm currently having an issue in deciding what platform I want to use uh for lead and I just want your opinion on it uh either I'm thinking uh okay I haven't really gotten into what nck has set out cu I joined the community like two days

ago but I've Watched his stuff and before uh the whole uh School Community I think make school I I was doing up hook but now I think I would want to transition out of upwork into like platforms like LinkedIn and YouTube yeah so what do you think about that or I just want to know your thoughts on that yeah for sure did upwork work for you yes that's why I started uh finding clients yeah so I did what Nick said Sending looms to different people I Found someone who has given me referrals upwork has been

extremely helpful for me especially when starting uh now I I want to continue but I I want to try LinkedIn and YouTube to see how that would do gotcha and right now what are you trying to solve for do you want to get more clients do you want to make more money do you want to diversify your lead gen if you say you just want to make more money I have a super simple answer For you if you want MH I just okay let me hear both let me okay okay okay uhhuh just do more

up yeah okay how many applications are you sending a day right now I haven't really been on upor like that so it's not it's not a lot but few weeks ago it was like five a day six three to six a day that's what I'm doing then if you want to have more leads Just keep on setting five to six applications a day now in terms of building like a brand uh now what what would you think about now transitioning into or LinkedIn YouTube other sites basically I don't have a brand so I can't really

speak to this I'd have to say hey maybe try and defer that question to Nick as Nick's been able to build a brand I'm I'm not the best person asked that question Livingston un Fortunately but if you want leads I say just double down on upwork okay okay thank you no worries great question Livingston we might have time for a couple more questions would anybody have anything that's pressing hior uh I actually have a little question uh how do you approach um how do you approach to the potential client that is actually uh kind of

losing interest in your deal and you're Not actually able to close it out are you able to rephrase the question so if you don't mind so yeah let's take it this way uh you got a client online you're talking about your product you're trying to sell it is uh Keen into your deal you're still not able to close up that deal you know he's just sort of trying to back off from Daddy I'd hate to say this but did you Build up pain points in your initial conversations with that Prospect yes and he understood that

very well still and then what was the main objection oh well main objection is usually the nice and do you know roughly how much he was expecting to pay for the project uh yeah well uh that might have been a problem Actually yeah gotcha yeah now I'm thinking about it yeah yeah I'm getting into all right yeah and just to expand on that I mean you know a lot of prospects whenever I've presented to the price that might be like three four five times like the amount that they initially wanted um sometimes prospects just don't

know like the market rate for these type of projects and that's completely normal I mean it's not every single day that a Prospect or a business owner will say hey let me automate my business they don't often wake up and feel that they it's not like they're going to the grocery store and buying like a bag or like a a carton of milk people just often don't have the previous buying experience for our services and typically what I do if it's cool to walk you through it is whenever I'm presenting price because prospects don't know

the market rate for The services that we're offering I simply just frame it in a way where hey um sometimes whenever I present the price prospects or previous clients will say oh my goodness like that's a little bit more than what I was expecting uh they they'll have sticker shock and just want to like prepare you for this I'll say the price and then at least saying that look it's going to be really bad anchors them to know that it's going to be a price That's higher than what they are expecting so that when I

give them that price it's not a complete shock I'm letting them know that it's going to be expensive and then my main goal after that is I say okay well how much were you think that something like this would be then that's a that's how I approach these conversations anyway and I know other people have different ways they sort of breing War them for the pricing exactly cool okay Thank you very much great question no worries Martin hey Conor how's it going this is Zach Acton how are you I'm well man sweet how can help

so yeah my my question is do you have a philosophy on actually performing demos during the call absolutely um in terms of whether you should do it or not or what's the best way how to set up a demo right exactly just you know if if you were asked to Build something that's you know relatively on the fly or something like that is that something that you would get into or do you tend to stay away from those things or how do you approach that so I wouldn't try and build anything on the Fly however

if if I already have a template 100% I'll just walk someone through a demo and I won't click into all the like the modules on I'll simply just walk them through like The overview I'll give them a like a 30,000 foot overview of exactly what the uh the automation looks like but unless if I don't already have that template I wouldn't build anything out on the Fly for presentations if I do have a framework it would be who I am why we're credible the types of services we offer frequently asked questions and then that would

be the the four main Parts Mak sense makes sense and if I could just a follow up on the the previous gentleman's question yeah for sure if during the call the conversation does turn to price and that becomes more of a drawn out conversation um and I believe this kind of speaks to AJ's question a bit as well do you when asked to more or less defend the price or if they ask well so what what goes into the price or you know how is that price set you know why is the Market there do

you have a you know kind of a canned response to to justify or to Baseline wherever you set the price typically I'll revert to that's a great question what you're asking Anton and I normally just say hey other clients pay this price for the same type of work and I need to keep the lights on and I'll kind of turn into a joke anyway I I I'll sometimes deflect the question and if they press me on it even further I'll let them know that I have a good team of you know uh if I'm using

a contractor Partners on this deal I'll say that hey we use great talent and if we we want to have the best communication uh with you the best sort of Engineers on the project it it costs more uh than you know paying someone on upw work or five or like 20 30 bucks an hour makes sense makes perfect sense cool so maybe what we could do is answer one More question uh and then we might be able to wrap it up does anybody have something that's pressing yeah I have a question I was holding it

because I'm pretty sure I'll find it in the course um just in the first day I will do my second day today and I'm really unsure of how to offer the solutions be and how to price the solutions that I will build before uh thoroughly talking to the client and understanding exactly what they need to Build because I still don't have a reference of what it would take to build a lot of things and I would like to know how are you pricing do you go with a set of a list of solutions that you

already have in hand you have the set of prices yeah I do so if it's um how do I say this I have templates or rough ballparks of how much projects should be if it's a core system the pricing for me anyway will start around like 2500 bucks or 3,000 and then if they want to add on any sort of extras on top I will then throw it in as an add-on but I always know exactly that like a lead generation system if I'm going to go set up what is it like 10 thou U

30 emails instantly analytics sort of like a project um how do I say this a project management system that the client could view it's going to be roughly around like 3,200 bucks And I just know that if they want anything more it'll C it'll take more time so I'll just add on more cost on top of that so I do have these price anchors for different systems that I do sell so um for custom work it's extremely hard to price it perhaps try doing hourly for those give a ballpark of how many hours that you

think that it could it could most likely be and also add in that it's possible that it takes more time than we Need and also let them know that if it takes less you charge them less as well if it's hourly makes sense thanks cool amazing well everyone I really do appreciate your time today to walk you through the uh next steps I'll go ahead and upload this recording on the maker school and you'll be able to access the Whimsical document that we went through today as well so appreciate everyone's time thank you so much

and I hope you all have a Great rest of your day cheers bye take care