What's up you guys
jason
Wardrop here and a couple weeks ago. I launched a video called how to start a digital marketing agency
And I got a question from manuel right here as well as chris
And I get these questions asked a ton and so it's kind of dealing with the digital marketing agency
Sales, script your sales template your sales pitch all that stuff, whatever you want to call it
So I want to go through and in this video show you guys my actual sales script
The format the books that I recommend going through and reading
And how you should really be structuring your calls when you're on a phone with a potential client
Okay, because it's crazy, but I don't view myself as a sales person
I'm terrible at sales, but I am really good at what I do. And so I I see myself as a consultant
So if someone tells me their problems where they're struggling and it's in my area of expertise I can see like, okay
Well, you obviously need to do this this and this and then from there like it just makes the sale so dang easy
Okay
So manuel's question was what questions would I ask my client?
to better understand what they want now, I answered manuel's question a little bit on youtube in the comments, but honestly,
This is a lot more in depth in detail
So I just want to shoot a whole video for everyone i'll be able to go through and check this out
And then chris goldsmith says what are your thoughts on contracts? Do you have your new clients sign a commitment?
So this is kind of tied in with the sales pitch, right? You have contracts you don't and commitments
All that stuff and I get this question all the time as well. So let me just break down
My thoughts on all of this. So let me just jump over I put together
This little this is kind of like our our sales pitch our sales script. This is kind of the format structure
Obviously, I pulled some of the questions it's not everything word for word. All right?
But it is all based on the concept of spin selling
Okay, so there's a book and the funny thing is I actually took a sales class in college
It probably was one of the only like effective classes that I took for
The business I ended up doing and this is it right here. I don't even know um neil rackham
Okay, so if you guys want to go grab that book
I don't have an affiliate link. Just go type in spin selling
So spin selling. So basically it's based off of four different
Segments of the whole sales conversation. So you have situation for the s
Problem, which I kind of do problem and pain of like what is the client's problem what's their pains that they're feeling then implication?
And honestly, I don't really know what that means. But it's I wouldn't looked it up
It's basically exploring the causes and effects of those problems and then n is the need payoff
So it's basically like your offer and how it is paying off with their pains and problems and how you can help solve them
All right. So let's just walk through this really quickly here and then we'll get into the whole contracts part of things
But first what I usually do is on the very beginning of the sales call we jump on and honestly guys
I'm not doing any cold calling
So if you want cold calling scripts i'm not your guy because I don't do any cold calling. I do everything that is
attraction-based marketing so people are actually
Booking a call with me because I I just don't have time to go through do all the manual outreach stuff which you know
Maybe in the beginning you want to get into cold calling you could do that great, but I I don't like to do that
so first of all
We're gonna have a quick intro. So for example in the intro you'd basically say like hey, bob, what's up?
How are you doing?
you know, how's the weather wherever you're at, you know and just just very quick and simple and then say
Okay, well i'm ready to get started if you are
And then jump right into things. Okay, and if they go through and they go and try to take the conversation another direction
You get things back into the direction that you want to take the call
Okay, and so they're like hey, well, I you know, I was just wondering what ad template. Okay. Well so bob
So how this call goes is i've got about 30 minutes set aside
And what i'm going to do is i'm just going to ask you a bunch of questions
I really want to get a good feel of where you're at with your business
Where you want to get to and then at the end of the call?
If I feel like I can actually go through and help you with what you need
Then I will basically break down what we have for you
And if I don't feel like I can help you then I know a lot of other people in the industry
And I can point you in the right direction
Okay, so that one works extremely well because they're like, okay, we've got 30 minutes set aside
so now we're not having the call going for 45 minutes or an hour and you can easily cut it off and like
Okay, look I got to jump on another call if this person's just rambling rambling rambling and then also
You're kind of like having them put their guard down because they're like, oh man
Well, if i'm not a good fit, they're just gonna like recommend me to another person. Okay, and i've actually done that
All right, so make sure obviously what you're doing is accurate and true
But once you jump in the very first question, I always ask
And this one just kind of opens up the can of worms and honestly a lot of these later questions
At the end of the day, I don't even need to ask them because they're already answered with this first question
Okay, and that is what motivated you to schedule a call with me today?
Okay, it's a great question because it's just like oh man
well, i've been following you for some time now and maybe you don't have a following like I do but um, it's like
You know, I just really need help with my lead generation or you know
I just really need help with my follow-up or my content or I just really need a website
They're basically going to open up
And tell you exactly what they need what their pain points are even before we get into the problem area
All right. Now one thing that going back to monwell's question over here
I just want to pull this up real quick again
Because he says what questions would I ask my client to under better understand what they want
So sounds like manuel is a new marketing agency owner right based on this question right here
Which I know a lot of people that follow me are newer or you know
Kind of like maybe you're just looking to get started or you have already started your marketing agency, but it is still fairly new
Looks like he has not completely dialed in what his offer is right, which is totally cool. This is where you start out
That's where everyone starts out. So what you need to do in the beginning
Is you just want to ask a ton of questions and getting down to like your offer and your solution how you can help them?
It's gonna probably in those first 30 40 50 calls be molded
Okay by what everyone consistently is saying if everyone's saying they need facebook ads?
all right, you start going through and being like the pro at facebook ads and obviously you can go through and kind of
Lead the conversation with based off the questions that you're asking asking and kind of on the pre-frame the pre-call
Um setup of like maybe the emails that you're sending out maybe some videos you're having them watch beforehand
But the thing is that and this is one thing I didn't really understand when I first started selling
Is you're selling your pitch your offer your everything?
Doesn't start when you go through and state what you do and how you can help them
It starts way earlier with all of these questions
Okay, just really diving deep. Okay, you know what's motivation scheduled call with me. Oh, man. I'm not generating leads
I really need help with my lead generation. I need more business. I don't have enough clients blah blah blah
Okay. Well great. How many leads are you currently getting every single month? Okay. It's good to have a
Standard a base of knowing where they're at
and then eventually where they're wanting to get to because then obviously also if you have them on as a client
You can refer back to okay
well
you were at this point you were getting
Three leads per month and now you're getting 40 leads per month and then from there kind of seeing like, okay
well
How many clients how many deals are you closing every single month so you can kind of get a good?
Frame of reference where they're out of how many leads let's say they're getting five leads
You're getting one closed deal per month and how much you're currently making. So let's say in real estate
You're getting x amount of leads. You're closing one client. And so you're making eight grand with that one client every single month
Okay, and then the problem okay, we understand the situation. We understand the current situation where they're at
Right and then the problem? Okay. They said they had um some struggles generating leads. Well, how are you currently generating leads?
What platforms are you using? Are you using zillow? Trulia? Are you doing facebook ads or you've got a website like what's going on?
Let's really dive deep in on what they're doing. Are you just working your sphere of influence? What are you doing, right?
And then um, once they go through and tell you that okay. Well do you feel like you have systems in place?
Okay, do you feel like you have systems in place to generate more leads to get to a point of where you want to get?
To with your lead generation. Do you have a process in place to get new clients on demand?
Now here's the thing here
You might already know the answers to these questions
But you're basically just going through and twisting deep on their pain points, right so based on everything
They told you you know, they don't have systems. You know, they don't have a process in place
But you're basically getting them to verbally confirm that they do not have systems and processes in place
and it really just materializes for them of seeing like
Man, I don't have systems. I don't have processes
I don't I don't know how to go through and get clients on demand
And then this is setting you up for the pitch setting them up for your sale
Okay, and then these are great follow-up questions here. Are you comfortable with that?
Are how do you feel about that?
Okay, obviously that's even digging deeper. Like obviously they're not gonna feel great about that, right?
Now these aren't all the questions that we asked we have tons more questions for each one of these steps
But I just want to give you guys a good idea of somewhere where you could start
And a lot of the questions that we have a lot of the other ones, they're very specific to our industry
They're very specific to our offer
And so i'm not trying to like hold back anything on you guys go through and sell you some course or anything
i'm
Just giving you guys a good baseline of where to start for pretty much no matter what industry no matter what offer
And give you guys some good ideas and then from there
Be a little creative think okay. What other questions where is this conversation?
Every every time this prospect leads me down this road of saying they've got this point pain point, okay
Well, maybe like let's figure out how to solve that pain point because they're saying that they need help with it, right?
And this kind of merges into the next section
Okay, bob, you're currently making 10 grand a month and you want to get to 20 000 per month?
What's stopping you from getting there on your own?
Okay, because then it kind of goes through and says, you know, okay
Well, you obviously there's there's people then there's ways that you can go through and do this on your own
you don't necessarily need me and a lot of people are going to be scared to ask that question because they're like
Well, they do need me because I need them because I need to go through and make money. Well, guess what most people?
And I actually had this other this question on the the channel the other day, too
They said well what if I set up all the ads one month what if they're already set up?
Why would they keep paying me?
well
Number one you have to go through and modern ads ads are not just to set it and forget it
And number two what most people what most beginner marketing agency owners forget and don't know
Is most people don't want to run the ads? Most people don't want to do the marketing
Most people don't want to do the follow-up, right?
They are really good at being a dentist a chiropractor a real estate agent showing homes
They don't want to mess with all this crap. That is why you exist
right
So basically going through and asking this this is not putting you in any vulnerable spot
It's just basically acknowledging the gap of
Working with you versus them doing it on their own and figuring out okay
Well, maybe I don't know how to do that or um, what's stopping me from getting there on my own?
Well, I don't have the time right you're gonna be able to help me get there faster
And then this one why not just stay where you are
Okay, so that kind of like that that kind of sticks the knife in and twisted a little bit in a little bit different angle
Okay of like okay, well why I mean 10 grand a month, that's pretty good. Like why don't you stay where you're at bob?
And then from there, it really gets out like his core desires of what he's wanted to go through and do
Okay, and then this one is key
Okay this last question and obviously, like I said, we have a whole lot of other questions
But these are kind of just some highlights of some of the main questions that I would be asking
Okay, bob. Well, you know
You said you want to get ten thousand for you're at ten thousand. You wanna get twenty thousand dollars per month
Um how soon you wanna fix this?
Okay
You're wanting them to say as soon as possible right now yesterday if they're like, oh man
Well, maybe next year a few months down the road. They're just they're just kicking the tires
You don't want to work with that person. Okay, if you get the person saying that then you'd be like, okay well
You know, you've told me that like all like getting to twenty thousand dollars per month would free up all of your time
So you can spend more time with your family
And help you actually be able to grow your business help you be able to go and you know live the life of your dreams
And you're wanting to wait three months to do that
Okay, and then they're like, okay
Well, that sounds ridiculous. I know and so they're like
Okay
No
I want it now. I want it now you want them to admit that they want it now because then
When you're on the phone and you get to the pitch and you offer the price, they're not like oh well, you know
Maybe maybe we'll come back in a month or so, then you'd be like well, I thought you were wanting to get this fixed
right now
Like oh, yeah. Yeah. You're right. Okay
So from here, then we're moving into more of the close where the need payoff show why your service is worth it? Okay
So now at this point you understand their business
You understand their pain points what they need help you should know
Got a pretty good idea of how you can actually go through and help them what you should be offering them, right?
And then you're gonna say something like well bob based on everything. You said I definitely can help you out with that
Okay, would you like to would you like to hear a little bit more about how I can help you?
And then you wait for them to say yes, okay, or have some affirmative
Response, and if they don't just just wait just pause
Okay, they will say yes
And then from there you go into kind of a basic overall pitch of of what you do stating your offer. Okay, great
Well, our area of expertise is helping real estate professionals
Get consistent leads and closings
So what we do is we build out your entire lead generation system for you
So you can start blah blah blah generating leads daily get to you know, 50 leads a month, whatever it is
okay, and you want to keep this pretty short and concise so you're not confusing and
overwhelming your prospect
Okay, and you might be thinking well
You know
they need to know i'm going to be building out two facebook ads and
And the email marketing campaign and text messages and facebook messenger bots
They need to know all this guys at the end of the day. Your prospect does not care
They don't care how you're doing it. All they want is the leads. All they want is the appointments
All they want is more business. All they want is more closed deals and making money, okay?
You probably heard me on pass
Um on this channel i've broken down this whole process of you've got basically the steps
Of the needs of what people actually want you've got leads over here
This is kind of like the bare minimum right? Let's get you 50 to 60 leads per month. Then you've got sales conversations
Okay, like that's kind of maybe texting back and forth email back and forth and then moving up the road over here you got leads
Sales conversations. You've got appointments. Okay. Somebody actually books an appointment on your calendar jumps on a phone call for you with you, right?
That's a lot more qualified person than someone just becoming a lead
And then ultimately you have a closed deal where money has been made exchange hands and you actually make money
Right, so there's kind of like the different levels so you don't need to tell all the details of how you're going to book appointments
Or how you're going to get leads or how you're going to do this or that okay?
What's going to happen is after you kind of state your initial offer
They're gonna start asking questions. Okay? Okay, great. Well, um, so like how how many months does it take?
How long does it get set up? Um, you know, how does this work? How does that work?
Am I gonna get like an account manager? Like how how just so they're going to go through and ask all the different questions?
And once they kind of feel like they've got a good grasp on everything
Then at that point it's going to get to a point where they're going to ask. Okay? Well, so so how much does it cost?
Okay, you're not going to go through and tell them the price?
Until they ask for it. All right. So many people get this wrong where they go through and they're like, oh, yeah
So we go through and we build out
You know lead generation system for you and it's 500 bucks or a thousand bucks 10 000 bucks. Whatever the number is, right
But you want to have them have a full understanding of what you're offering before you offer the price because here's the thing
five thousand dollars
Sounds like a lot of money if i'm selling you an iphone, right? However
Five thousand dollars if i'm selling you my tesla, you'd be like all over that right? That is the best bargain in the world
So until they fully understand the offer and what you're going to be giving them
Five thousand dollars a thousand dollars, whatever your price point it is is irrelevant, right?
So, okay. Hopefully all this makes sense, um, drop a comment down below if you guys have any questions and jumping back over to
Um, chris's I believe chris's comment
Which is what are your thoughts on contracts? Do you have new clients sign a commitment?
And yes 100. I have them sign a contract and commitment
And this is for a couple of reasons and the first reason why is because we want to have a mutual understanding between business owner
And client okay you the business owner and your clients?
So then if you know two through two three months go down the road and your client comes you'll be like hey well
You said this on the phone and you're like no i'd never say that like no you did
and maybe they were on a sales call with somebody else that said it but
What you can do is you can refer back to the contract and be like look
No
This is like exactly what we said we would do
And we've done it right and then also if you ever get into a sticky situation like that
And they're like i'm just going to dispute the charge
Well, look you've got to sign contract saying everything that you were doing you go through the show the customer communication
You can show the work that was done and so really is a huge help and then also another reason with the commitment
I usually like to do a minimum 90 day commitment and here's the deal
Generating leads booking appointments all that stuff that is a leading indicator to success
Closing a deal making money from a client that is a lagging indicator
And those lagging indicators usually don't show up for about 60 to 90 even sometimes 100 120 days
so in the first 30 days
Let's say you go through and generate all these leads which are the leading indicators to success like i'm saying
But they don't close a deal and they're pissed. They're like, I want to cancel. Well. Guess what?
You haven't given it enough time to actually like have the harvest take place, right?
You just barely started planting the seeds, but you gotta water them
You gotta nurture them and to get to the point where you can actually harvest them three to four months down the road
Right. So there's my thoughts on contracts sales scripts sales pitch
Now if you guys have any comments questions anything like that
Drop them down below so I can go through read them and potentially make future videos because I really enjoy making videos where i'm answering
real questions that I get a lot of the same question of
As opposed to just coming up with some stupid random topic just to make a video
So, um, go ahead do that. And if you guys found this video helpful, go ahead. Give it a thumbs up greatly appreciate that
So more people can see this and help them out with their digital marketing agency as well
And if you're brand new here
My name is jason wardrop. I launch new videos every single week on how to generate more leads make more money
and grow your business
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