Nur 10 Prozent Abschlussquote: der Fehler bei Sales Calls

0:00Let's Let's Let's do this. Okay, top line's 20K a month? >> Yeah. Yeah. >> Okay, 20K a month, 4K bottom line, right? >> Yep. >> Okay, got it. So, what What are you selling right now? >> Uh we're selling client acquisition services. So, I'm doing church financial advisors. So, I'm doing a bunch of stuff. I'm doing uh paid meta ads for most of the deliverables and then I'm starting to notice that we're booking a lot of appointments for advisors, but they're not closing them. So, I'm starting to build in like AI sales people to help them in supporting them with like sales coaching calls to help them convert.

0:36>> Okay. I drink uh a shot of energy while you said who is the person that you're doing the client acquisition for uh for? >> Financial advisors. >> Financial advisors. Okay, got it. Okay, what's price point? >> Uh so, I'm charging 5K up front and then between uh 2K a month and 5K a month and then I'm trying to figure out some sort of upside. >> Yeah, how are you getting them right now?

1:03Yeah, how are you getting How are you getting them right now? >> Uh yeah, so I've I've done the interview method. So, I I emailed like a bunch of people, did some insights, did that first. Uh we got one from cold call and then I've had a couple verbal yeses through paid Facebook ads, but they haven't like they haven't actually closed. >> Okay. How long have you been doing this? >> Uh I really started pushing this since October. >> Okay. So, it's like less than a year.

1:29Yeah. You're figuring out your first real channel. So, I'll tell you right now for just about anyone who's doing less than a million dollars a year, it's almost always dramatic underestimation of the volume required. >> Okay. >> So, right now you said you got one from cold calls, you got one you got a couple from interview method, right? >> Yeah. Yeah. And then I've been moving to paid ads and and uh the lead flow is coming in, but like the quality of the leads have been fluctuating. So, I'll have a couple paid calls and then a of terrible ones, just trying to figure out what

1:58>> you're just measuring on too You're measuring on too small of a time horizon. I'm just like it's normal that you got good leads, you got bad leads. That's just part of it. >> All right. Okay. And so, you don't you don't think it's the offer? Like you don't think like one of my I think usually you guys should just ramp up the amount of volume in terms of new prospects? Cuz I I've also done this uh like 80 80s >> What's your close rate right now? >> 10% >> Say it again?

2:24>> 10% >> Oh, 10% is your close rate right now. >> Yeah. >> Now, of the So, the 10% though, cuz I want to get good get good numbers here. Are all of that would mean that 10 out of 10 people that you made the offer to were qualified, or this 10 people you talked to and then you closed So, okay, of qualified leads that you made an offer to, you closed one. >> Yeah. >> Okay. Now, I don't know how good your sales skills are, cuz sometimes like if you don't know how to you know, if you're just getting used to sales, like that could be a thing. It might not necessarily be the offer as much.

2:51Um but what's the incentive for someone to sign up right now? >> [snorts] >> Uh What's the incentive for them to sign up? Um like well, I'll just drive them new traffic, and they don't have to worry about like booking appointments. I just put appointments on their calendar. >> Do you have um do you have a VSL in your sales process right now? >> Yeah, but I don't I don't think it's Well, I I don't think it's very like good. My background is in sales, um not marketing. And so, I leaned on that heavily, but yeah. This This is just a different product that I've been selling. I've been selling lower to get not high ticket.

3:27>> So, I'm going to tell you something that I told one of my sales directors years ago, which is that at this point right now, especially if you came from a background of sales, I want you to be thinking about how do I make sales easier, rather than how do I get better at sales. So, I think you have the right frame. Just just big picture, okay? Um so, I like I you need basically how many how many success stories do you have? >> I have uh three, but yeah, three.

3:54>> Okay. >> They're not like amazing though. They're they're okay. >> So, I'm going to tell you something you probably don't want to hear, but like this is what I would do if I were you, hm? What are you going to say? >> So, do it. >> Fine. Okay. Layla probably doesn't want to say. Um, I would probably see if I could work for people with a free trial plus penalty model, which is actually a different one that's a money model that's inside of money models uh book and system. So, when you go go like go watch that uh video training on it. Uh everyone who's watching this by the way, it's free. Chill out. That's free for anybody. You don't have to buy a book.

4:27Um but uh the way it works is this is that you have someone put a card down and they still have to do all these behaviors and if they don't do the behaviors you bill them. >> Uh yeah. >> And the reason for that is like listen, I will do this work for you and I will do it for free uh because I need testimonials. Cuz that offer will get you way more sales obviously cuz like you probably talked to all these you probably talked to 30 qualified leads, right? Something like that.

4:54>> Uh yeah, I talked to more than that. That's difficult. >> So, dude, I would rather you just like fill up your calendar, get way better at it, and get way more yeses, and then basically artificially, not artificially, realistically jam your supply demand so that you can barely even like work like can't even do anything else because you've got so much business that you're working with, and then you'll you'll it'll it'll shift your perspective and your behavior because you're going to be like dude, I I have so many people who want to work with me right now, and then you'll learn more, you'll [snorts] have way more testimonials, and then you'll have the pricing power that you need cuz I mean it's realistic and it makes sense that it's taking you so many to close cuz you have no proof.

5:31>> Yeah. >> Right, you're leaning purely on sales. It's purely on sales. Like you just need the other stuff. >> Well, what are your what are your thoughts on it? So, like I guess there's a feature problem, but then my other thought around this was well, if they can't convert the leads, then I'm going to you know, bring on all this traffic for them to try to convert the leads, but they can't still can't convert it. So then I'm out of cash flow and I can't sell. >> No, no, you're not No, they're going to pay for the ads, dude. They're going to pay for the ads. You're not You're not Like, you're going to do the service for free.

5:59>> All right, but they're going to pay for the ads. They still don't convert the the leads, right? Like then then I'm going to >> Yeah. >> I got to help them convert those those leads. >> This is a feature, not a bug. Um So, when you're an agency and you deal with small business owners, which is what you're dealing with, it's going to pretty much just suck. Um and I'll tell you that there's really only Like, let me just fast forward to what's going to happen. Can I just tell you your future for a second?

6:26So, what's going to happen is you are going to figure out how to start acquiring customers. You're going to Like, so in steps. You're going to follow this advice. You're then going to get enough proof. With enough proof, you're going to make a compelling VSL. With a compelling VSL, you're going to start being able to sell at higher prices. You're going to start increasing your prices. Because you know how to acquire customers, you're going to start selling more customers. And you're going to get excited cuz you're going to disproportion of that is going to drop straight to the bottom line. But when that starts happening, you're also going to start noticing that people are going to start falling off the back end. And then all of a sudden, your revenue's going to go up and but CAC's going to start going up too over time. And then your margins are going to compress. And then you're going to be at between 1 and 3 million dollars a year and you're going to be like, "Man, uh this sucks.

6:58Um I have this big churn factory." And then you'll call back and be like, "Hey, you know, I'm doing 1.8 million top line. I did 250,000 bottom line. Um I'm really not sure what to do with my, you know, agency right now cuz these guys, you know, if they kind of suck at business and I have to try to explain to them. I have to hold their hands and do all this work for them. Um and so I'm just trying to figure out a better way to run this business." And so then at that point, I would then say, "Okay, well, the issue is this. Is that you have a poor avatar that sucks at business. And so either option one is that you build this thing from the front end so that it's as low cost as humanly possible so they don't churn ever and you can do something in such a way that like at 300, 400 dollars a month, uh you still run insane margins on it cuz your sticker rate's really good and it costs you almost nothing to run. That's option one. That's the low cost high volume model and it works fine, but you have to build the business day one with that low-cost volume model so that you're you're dealing with these small business owners. You have to price at their worst month, not their best month. Now, the second scenario is that you have to go after higher You have to go after whales, right? You have to go upmarket.

7:58And those guys don't need your help closing cuz they know how to close, and they just need deals. They just need, you know, they need lead flow. Either of those are Yeah, either of those are the end state of where you're going to go, but it often happens that you have to go through all those stages that I just outlined because you don't have the confidence yet, you don't have the proof yet to go sell those whales. And so it's like you kind of need to get yourself to a business owner, you know, who's who's making a million, two million, whatever a year in revenue, so that then you can be like, "Wow, this sucks.

8:28Um I should build this differently." So, those are the two end states. It's either you're going to build this day one with that like super AI-enabled, super automation-enabled, um so that you can do this at low cost, or you're going to say, "I got to go whale hunting." But the thing is it's very hard to sell whales with no proof. >> [snorts] >> But those are the two end states of actually what makes this business work. >> Okay, so is there is there a world where I I don't even go after this market, and I I change the

8:54>> No, this So, everything You're good. Everything I just described is true of anyone who does uh client acquisition for any business. >> Okay. >> It's a Like what happens is if you're good at marketing and sales, you very quickly deal with people who just aren't They're only good at one element of it, right? They're not good at some component, which is why they're hiring you, but it's kind of this catch-22. So, you end up eating up more and more of their business, or you have to go up upmarket. And so, you either have to make it so cheap that you don't care if they churn because there's so many of them, and uh it costs you nothing, or you actually price it in a way that you can have uh charge a premium, but you can only do that with people who can afford it, which is upmarket. So, if you look at the biggest agencies in the world, which is basically what you are, you either got to go like, you know, super cheap, super high volume or premium whales, Ogilvy, you know what I mean? Um

9:43>> And so, these bigger >> Yeah, it's So, yeah, but I think you got to go through this this crap period, but you got to know that the the purpose of this crap period is to get proof so that you can move up market or down market depending on you. Either way, it's up to you. >> Yeah. Okay. >> Cool? >> All right. Perfect. >> All right. Appreciate it, man. Thanks. Thank you for donating books, dude. If you're a business owner and you're not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you de-confine the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.