Why a 60-Second Lead Response Can 4x Sales — Transcript

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1. 0:00For the love of God, please call your
2. 0:03leads within 60 seconds. I don't know
3. 0:05how how many times I have to say this
4. 0:07across how many videos. And it's just
5. 0:09like, do you hate helping people? Do you
6. 0:12hate having more revenue and more profit
7. 0:15in the business? Would you prefer to pay
8. 0:17four times more per customer than you
9. 0:19currently are?
10. 0:20Because you are like, you know what
11. 0:22we're going to do? So this person just
12. 0:24opted in. They're like, you know what? I
13. 0:26really want to solve this problem. This
14. 0:28company looks interesting. And then
15. 0:29you're on the other side saying, let's
16. 0:31let them cool off a little bit. They're
17. 0:32a little They're a little too hot and
18. 0:34heavy. You know what I mean? Like, let's
19. 0:35make sure they don't make a decision
20. 0:36that they would regret. You know, I
21. 0:38don't want them to take that wallet out
22. 0:40too fast because that might be
23. 0:42unreasonable. And so let's let them
24. 0:44simmer. Let's let them marinate for a
25. 0:45couple days. And you know what? Let's
26. 0:46let them date around. Let's let them
27. 0:48call some other businesses so that by
28. 0:49the time we finally get to them, if we
29. 0:51ever do get to them, they have a lot
30. 0:53more information from different
31. 0:55competitors so they can compare the pros
32. 0:57and cons of our business and our
33. 0:58offering to everyone else so that we can
34. 1:00get into a pricing war all the way to
35. 1:01the bottom. And so when we do that, not
36. 1:03only are we spending four times as much
37. 1:06as we should to acquire a customer,
38. 1:07we're also not able to make as much per
39. 1:09customer because your close rates will
40. 1:11go down on top of that and so will your
41. 1:13gross margins. And so it's one of those
42. 1:16like
43. 1:17I think Brian Johnson from Blueprint was
44. 1:19talking about this. You're like, where
45. 1:20is he going with this? I'll bring it
46. 1:21back home.
47. 1:22He said he has boiled down like however
48. 1:24many years of doing all this research
49. 1:25and stuff into one number, which is your
50. 1:27resting heart rate before bed. He said,
51. 1:29if you show me that number, I can see
52. 1:30your soul.
53. 1:31To me, I'd say LTV to CAC would be that
54. 1:33number. But underneath of that number
55. 1:35would be would be your lead response
56. 1:37time. And the reason for that is like
57. 1:38it's how you do one thing is how you do
58. 1:40everything. And I have some elements
59. 1:42that I take take offense to that
60. 1:44particular term, but I do think that it
61. 1:46is a way of doing business. How
62. 1:48dedicated to excellence are you, right?
63. 1:50And if you know, if you know, this has
64. 1:53been proven over and over again in
65. 1:55business studies and in the real world,
66. 1:58right? That if you call leads faster cuz
67. 2:02saying, "Hey, you're going to 4x your
68. 2:04sales."
69. 2:05People think
70. 2:07"Yeah, but I can't I can't afford to
71. 2:09hire somebody to call my leads in that
72. 2:11speed."
73. 2:12Well, do you think if you had four times
74. 2:14the revenue you currently do that you'd
75. 2:16be able to afford it with the revenue
76. 2:17that you would now make from that
77. 2:18person?
78. 2:19This is how business works. You invest
79. 2:21and then you get something back. That's
80. 2:23how it works. But this is the first time
81. 2:25I think I framed it the other way
82. 2:26around.
83. 2:27Look at how much it cost you to get a
84. 2:29customer.
85. 2:30If you divided that by four, would that
86. 2:32improve your LTV to CAC ratio?
87. 2:35Would that be the thing that you need in
88. 2:37order to scale?
89. 2:38Do you think that if your leads cost you
90. 2:40much might be a factor of the fact that
91. 2:42you don't know how to sell?
92. 2:45So when I look at rules of thumb, it's
93. 2:47like, "Well, I'm going to attack these
94. 2:48areas first because there's huge returns
95. 2:50for minimal effort."
96. 2:52Talk about, you know, maximizing,
97. 2:53optimizing. For the love of God, please
98. 2:55call your leads quickly.
99. 2:57Sorry, I'm a little passionate about
100. 2:58that one. All right. Think the spirit
101. 3:00moved.
102. 3:01I'm sorry.
103. 3:03I don't take it back.
104. 3:05We can just move on. If you were the
105. 3:06best salesperson in your company, then
106. 3:09your company will be always capped by
107. 3:12you. And this is what the two-day
108. 3:13workshop is for. Now, I'm going to be
109. 3:14clear before I get into what it is. This
110. 3:16is for million-dollar plus businesses
111. 3:18that are trying to scale their sales
112. 3:19team,
113. 3:20>> [music]
114. 3:20>> where you are still probably vast
115. 3:22majority of the magic. Either you're
116. 3:23literally taking calls or you are a big
117. 3:25percentage of the revenue or you have to
118. 3:27be constantly on the sales team in order
119. 3:29to get this to work. If you're in any of
120. 3:30those settings, then this is absolutely
121. 3:32for you. And so if you are tired of your
122. 3:34sales relying on you and want a sales
123. 3:36system that scales beyond you, then
124. 3:38apply. That's the deal. And so if it is
125. 3:40a fit, we look forward to seeing you out
126. 3:41here and it's a great time. We're
127. 3:42talking about sales stuff. Like how
128. 3:43could you have a better time? But don't
129. 3:44take my word for it. Here's what other
130. 3:45people are saying about our workshops.
131. 3:46They're
132. 3:48premo. And uh yeah, and we'll just see
133. 3:49you out there.
134. 3:56>> Yeah.