Columbus marketing playbook: Marketers: 3x Your Revenue with 1 New Sales Process (STEAL IT)

Kind: captions Language: en This is probably the most value that I could give you guys in 10 minutes out of anything else that I'll talk about on this entire channel. Hey, my name is Andy. I own a solo marketing business that has done 378K. And this is my daily marketing channel where I build and strategize in public and teach you guys everything that's working in live time. If this is your first time here, I have three different businesses. The first is the Columbus Marketing Organization, which is my job board, events, and community for ambitious marketers. Second is my design and SEO studio called MMU Design. Third is my podcast called Marketing by Design where we interview thought leaders in healthcare, B2B, and beyond. I have a sales call in 31 minutes for a new website that is coming through a referral and I want to just unload so much value on you guys that you will have no idea. Like this is going to be the most valuable 5 minutes if you walk in. I wish I had watched this exact video when I first started. If you are a solo marketer or you're a freelancer or you're someone in charge for the sales or bisdev function, hint, if you're solo, this is you. These three parts, pre-all, on call, and post call are going to be the most valuable couple minutes that you listen to. I have three things I want to focus on for each along with an exact script of what you should word for word say in order to make sure that this sales call or this client or this prospect becomes a paying client. So this is like the highest leverage activity things you can focus on in order to improve your sales process. So pre-all, this is where we start. Before you get on a call with a client, you must pre-qualify. There's a few exceptions to this, so I'll be as clear as possible here. If this call has been booked from a referral and the person who referred you already knows your pricing, you can be a little bit more lax on this. Otherwise, I want you to qualify rigorously to the point where it almost feels uncomfortable. So, an example of that qualification sending this email. This is I just took a screenshot of one of my past emails that I've sent and I'll X out these names here. But, hey, this is after they booked a call. Hey name, thanks for scheduling my time and I'm recording to chatting. Here's what I would love to cover in our meeting discussing any current current issues you have with the website, company names, goals, and how the website supports them. Outlining next steps either with us or with a trusted partner we can refer you to. Feel free to send over any specifics in advance if you have any questions about our pricing web services. Please reference our website. So in this we've done a few things. One, we've humanized ourselves. We've shown a little bit of our cander. I've got an emoji in there. You know, I'm being laidback and I've addressed everyone that's scheduled to appear on the call so that when there's no anxiety, know that it's going to be me. They see this head shot and photo of me. They know exactly what to expect. Two, it serves as a reququalification. If you don't know our pricing already and you don't know what the scope of work is, then check out our website. Number three, serves as a reminder of the time that you're meeting. I could have included the link to the call directly here, you know, just to be more helpful to them. It also takes a little bit of pressure off the sales process either with us or a trusted partner we can refer you to. So, even if they aren't a budget fit, sometime they will show up on a call. And then this is why I have a huge network of marketers that I can always refer work to. So, if you nail this, it means things are off to a great start. Odds are they probably won't respond to this. If not, not a big deal. Sometimes they'll respond with the thumbs up. Sounds good. Then you really know that you're set. In terms of the pre-all, just one more small thing to fix. Only spend 10 to 15 minutes max doing research. I've seen marketers that will spend hours trying to basically do unpaid work and fix the problem for them. This is view this as a conversation. Obviously, do a little bit of pre-work. Know a little bit about the people that you're meeting with, the company, and focus on one to three small areas of value that you can fix. If you've done like cold video outreach, if you watch some of my past videos on doing that, that's basically what I'll do is I'll find one to three small areas of their highest leverage fixes just to show that I know what I'm talking about. That's all you need to do there. On the call, just view as a conversation like you're talking to a friend. if it helps to minimize your browser and that way you don't have to look directly at the people. That helps you talk better. I've done that before in the past. Doesn't make a huge difference to me. You know, there's conflicting opinions on that. But when this person joins the call, always join a couple minutes early, first of all. And always record the call. I know this can sound controversial, but if you use Google Meet, it allows you to record calls for free. And even if you use a tool like Granola or Whisper Flows Noteaker, it allows you to have a transcript. Always record your sales calls when they join. Use Google Meet or Zoom. They'll allow you to be permission join so you're not like, you know, uh, surprised when they join. Have like a huge smile when they pop on. Greet them like an old friend. This is like you've met before. It's like, hey, how are you? Something like that. Obviously, not that cheesy, but or like there he is or there she is. Hey, what's going on? Something like that. It's just how you start is so important. So, I'll make sure that I have like a big toothy grunt. I'm going to do it right now for you guys. something to the tune of like that or like I'm about to laugh. Really good. Even if it feels like you're forcing it, highly recommend doing it anyway. 1 to 3 minutes of cander where you can share sarcasm or share a vulnerable struggle. For example, last week I had a call with this company and they'll say like, "Hey, how are you?" Don't talk about the weather. Don't say like, "Oh, the weather's good, so I'm good." Um, say like, "Oh, well, honestly, Eric, I've been better. I had 12 cubic yards of dirt delivered to my driveway the other day and I had no idea how much that was. So that's what I spent all day all all last week doing and I've got a lot of blisters and calluses. So honestly I've been better but I'm glad to be in front of a supreme again cuz it feels good. Something like that. So when you're on call um a couple scripts for you after you've done that. Don't linger on you know cander and conversation too long. I've seen people that are scared to transition the conversation or afraid to appear abrupt. Just do it. They know why they're there. you know why you're there. Exact scripts for you. Best transition to project based work to talk about the project. You say, "Listen, I really value your time. So, how about how do we how about we get right into it?" Something like that. First question, this is the best first question to ask them. Why now? You want them to be talking as much as possible. They should by now be comfortable talking to you. And this is just a really good thing to leave because it leaves like, "Okay, why are you reaching out to me about this? You booked a call with us and get a sense to like this question right now. will tell you what their priorities are and what they need fixed. This is a great place to start and I highly recommend starting with that. Always, always on the call, listen to me. Say pricing. Always say pricing on the call, face to face. I can't emphasize this enough. You can't be like, you cannot hide behind a proposal, which we'll get into presenting the proposal and outlining next steps here in a second. Always say pricing on the call. If you don't have the exact scope of it yet, say our pricing starts at and then reinforce that. Obviously, if you do this step right first, this won't be as big of an issue, but still say it again even then just to get better at saying it, saying it out loud and double reinforce. I've had people get to this phase and still not be qualified. So, rigorously, rigorously qualify, especially in person. Don't be afraid of saying numbers. They're just numbers. They don't have any control over you. This is a good script to lean on, a really good one, and it applies in many places. It sounds like, and then restate their problem to them, and then say, "Does that sound about right?" like that at the end gets them nodding and agreement or if you want to be sarcastic kind of the inverse of this is say does that sound totally crazy or am I way off on that and makes it easy for them to you know opt in and they'll maybe chuckle as well so kind of the same thing two different approaches to it after you've said all of this this I need you I need you to lock in on this part right here this is so important bam fam Alex from Ozie book a meeting from a meeting this is how you get from great sales call to close deal I need you to pay attention to this is what you're going to say right here. By XYZ next week, you will receive a proposal including pricing, scope of work, fill in this blank, pricing, scope of work, timelines, deliverables, testimonials, case studies, etc. Is there anything else I need to include or give you guys for us to move forward or for you to make a case internally? Ask that question. Leave it open-ended. Just say, "Okay, great. Sounds good. I'll be sure to include a relevant, you know, pharmacy case study or something in your guys' industry. you guys can expect that by early next week or by the end of this week, something like that. Give them exact outlines as the next step. After that, you say, "Okay, this has been great. What I would love to do now while we're face to face is schedule a time for next week after you've had time to review this proposal and meet again to address questions face to face. How does this specific time sound?" Have this time bookmarked on your calendar. You have to do is add their emails and hit send and confirm and send that while you're on the call. They don't have to opt in while they're on the call, but at least get it on their calendar. And this is just so important. So important. Don't ask if you guys should meet again or can we meet again? Say, how does a specific time sound? This just makes it so much easier on their end. And now they have a time on the calendar where they have to get back to you by. But this is so important, guys. Like this is so important. Highly recommend following this to a tea has never done me wrong. Additionally, last little bit of wisdom for you guys is after the call, send a follow-up email to everyone that was on the call. say followup bracket thank you exclamation point something like that in the subject line say hey guys it was great meeting you this week thank you for coming prepared you guys are both clearly great at what you do something to that extent just to recap by early next week you can expect this proposal this documentation etc including what you said you needed to move forward and here is the link to our call for next week I just sent you guys an invite should be on your calendar obviously feel free to reach out with any questions etc beforehand otherwise you'll hear from me early next week with that proposal boom That is how you keep a sales process scoped and don't let things fall off the wayside. This right here is the most value I can give you guys in 10 minutes. If you're doing the sales function, if you're solo, having some kind of structure where you know the things that you're going to cover on this initial call sets you up for success so much better than not knowing what you're doing or not having this playbook, especially steps two and three here. If you did find this valuable, please leave a like and subscribe. I'm uploading on this channel every single day. And if you are a marketer looking to increase your sales, grow, connect with other high performing marketers, and get more leads, uh, I run a community with a lot of marketers doing just that. That'll be in the description as well. Otherwise, I'll see you guys next time. Bye.