- Never send an email.
Get on the phone.
I like to usually get on the phone
before the face-to-face
because why bother face-to-face?
- It can be a huge time suck. For sure.
- Absolutely.
If I'm going to face-to-face, I'm picking up a check.
I'm picking up a check.
I have people all the time, like, let's do a roleplay.
Okay? - Sure.
- This is after the sales conversation.
We talk, this and that,
and pretend I'm selling animation, okay?
- Sure. - Okay, I'm you
you're a prospect and you're remotely interested
and it's near the end of the conversation
and you're like... Pretend I'm Nathan, okay?
- Yeah. - Just, you want to have
a meeting... face-to-face meeting with me.
Okay? Just insist that. Try that.
Just like, you like what I have to say
you like the price of everything,
but you just want to meet with me.
- So... - So you're the prospect,
I'm you. - What do I say then?
- Yeah, you like my company, you like what I do,
price is okay, but you just kinda want to meet face-to-face.
- Usually when I meet with clients I just like to
try to build a relationship.
- No, but do that. I want them to see it.
- Okay. - How I would handle it.
- Sure.
Can you give me a hint on what to say?
- No no, like, 'Ok, yeah, I like you sir.
Damn, why don't we meet next week
where we can talk some more.
I like your service, the price is okay.
I think if we meet, you know,
I wanna have some questions for you. This and that.
How many of you have had that experience?
On the phone pretty good, and then face-to-face. Right?
Yeah, try that.
- I really like your work.
- Well, thank you.
- I feel like you can deliver a lot of value
for my company; the price is right.
- Yeah. - When can we get started?
- No, no, but you still want to meet face-to-face.
- Oh, okay.
I would like to meet to discuss ideas further.
- Okay, so mister prospect, let me ask you a question,
what's going to happen at that meeting?
- I'm going to get all your ideas, write them down
- Okay.
- and walk away with them.
(laughter)
- So, what's going to happen in that meeting?
Has this ever happened to you, by the way?
No, seriously, has this ever happened to you?
Prospects what?
- [Audience] Lies.
Yeah, happened to me too before.
Okay, so...
- Oh, that's a really good idea.
- So, so what's going to happen in that meeting?
- I'll get to know you a little better.
- Okay.
What would you like to... what's the goal?
What would you like to see happen at that meeting?
- For me, I want to move forward with the project
and hopefully cut a check.
- Okay, so mister prospect, from what I'm hearing
from you... listen to my language, okay?
What you're saying is... so, if you and I
meet together, we like each other, chemistry is right,
and you believe I am the guy that can get you the results
you want, you'll ready the business and sigh a deal
right there and then, correct?
And the money wouldn't be a problem?
Hello?
- Yeah, no, it's 20 to 50% up front, so...
- Yes.
So, $2,500 bucks up front. It's no qualm.
And how do you usually make commitment of this nature?
Do you do it through check, a Visa, MasterCard?
- Internet transfers seem to be popular.
- Okay. - And yeah, check you said.
- Okay, do you mind bring a checkbook at the meeting?
- Some people try PayPal, but it's awful for...
- Okay, do you mind bring a checkbook to the meeting?
- Okay, so say that as like a closer...
- No, no, no, pretend. Keep role-playing.
- Can you bring the checkbook to the meeting?
- So, I'm saying that to you.
- Oh, okay.
Sure.
- Okay, and then I'll also bring my paperwork
and like a two-page agreement that I usually
use with my client, and we'll do that.
So, why don't we meet next Tuesday at whatever
at... think of a club at 2p.m. and we'll do lunch
and I'll walk you through exactly what you need.
You bring the checkbook, I'll bring the agreement
and if you and I click we'll do business.
Sound good?
- Yeah - Okay, sound good.
(claps loudly) Got it?
So, before you meet with anyone
you set the expectation... what is it?
What is it?
Expectation and the agenda.
Why are we meeting?
What are we going to get out of it?
And you turn that into a commitment.
If you and I meet, what is gonna happen.