Why a Sales Team Isn't Required for Every $3K Offer — Transcript

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1. 0:00If you add a sales team to most
2. 0:01businesses, most businesses will make
3. 0:02more money. And so if you were to think
4. 0:04about your attention like a pyramid,
5. 0:06um
6. 0:06if you just draw a line at the top of
7. 0:09the pyramid, that's what you would
8. 0:10convert automatically. If you go lower
9. 0:12than that, then you basically convert a
10. 0:14a colder percentage of the audience
11. 0:15because the sales team kind of nudges
12. 0:17people, kind of grabs people from below,
13. 0:19and then pulls them up, right? Um I
14. 0:22think that like for what my plan is for
15. 0:242026, I probably will not have a sales
16. 0:27team um for what I'll be doing. And I
17. 0:30think about that because
18. 0:32um I mean honestly it's just because
19. 0:34like I have enough traffic that I don't
20. 0:36feel like building a 200-person sales
21. 0:38team, which is what I would probably
22. 0:39have to do in order to handle the
23. 0:40traffic that I have. Um and so I've just
24. 0:43set the you know restriction for us as a
25. 0:45company like we just won't have one, and
26. 0:48we will figure out how to do it without.
27. 0:50So I'll have tons of data on this next
28. 0:52year cuz that's going to be a big focus
29. 0:54of mine. And I'm going to hold the line
30. 0:56with that um
31. 0:58as like a big a big priority. I do think
32. 1:00all the benefits that I that we kind of
33. 1:01talked about which is like if people
34. 1:03click buy, I do think they're they have
35. 1:04higher intent. I do think they'll
36. 1:05probably stay longer than people who are
37. 1:06sold over the phone. I think you have
38. 1:07fewer chargebacks, fewer refunds. I
39. 1:09think reputational risk goes down. So I
40. 1:11think there are a lot of benefits um to
41. 1:13that. But from a like a make money fast
42. 1:14button, adding a sales team pretty much
43. 1:16does that. Um and so if if there is a
44. 1:19world where you can get higher
45. 1:20conversions without the work of managing
46. 1:22a sales team, then I think everyone will
47. 1:24jump onto that. Um the early signs that
48. 1:26I've seen because I look at a lot of
49. 1:28businesses, um I have seen a
50. 1:30proliferation of people who are selling
51. 1:32via automated chat, things like that. Um
52. 1:36and what what from from what I've heard
53. 1:39early on from the guys that I know um
54. 1:40who are doing decent numbers,
55. 1:43the advantage of no sales team, you will
56. 1:46you will convert a smaller percentage of
57. 1:47people who see the offer, but 10 times
58. 1:50as many people might see the offer. And
59. 1:52that's because you don't have to deal
60. 1:53with schedules, no-shows, getting to
61. 1:55somebody like all of that disappears.
62. 1:57and so it's really just it's going to be
63. 1:59offer driven to be fair cuz like the
64. 2:01offer is going to carry a lot of the
65. 2:02weight especially if you don't have a
66. 2:03brand but basically showing the offer to
67. 2:05as many people as you can in general
68. 2:07tends to get more.
69. 2:09Also, I think the higher the
70. 2:11qualifications of who you're looking
71. 2:12for,
72. 2:13the less some people want to hop on
73. 2:15sales calls.
74. 2:16So, I think there's like I do think
75. 2:18there's some stuff in terms of culture
76. 2:19that's moving.
77. 2:21You know,
78. 2:2220 years ago answering phone calls was
79. 2:24really normal. Now it's rude.
80. 2:26>> That part's super interesting cuz me
81. 2:28personally and everyone I talk to it's
82. 2:30like they don't want to get on a sales
83. 2:32call. They just want to buy.
84. 2:33>> Yeah.
85. 2:34>> And you even like bought your Tesla by
86. 2:36clicking buy now.
87. 2:37>> Yeah.
88. 2:37>> And it's like a hundred and something
89. 2:38grand you just click buy now. You don't
90. 2:40go to the dealership anymore. You don't
91. 2:41even talk to someone. Someone sends you
92. 2:43a text you're like, "Ugh, come on, just
93. 2:45let me buy it." Um but when they're more
94. 2:47qualified, so that's why these two
95. 2:49things can kind of work together I
96. 2:51think. Um a more experienced business
97. 2:53owner
98. 2:54that is making more money probably just
99. 2:56wants to see the price, see what they
100. 2:57get, click buy.
101. 2:58>> Yeah.
102. 2:59>> Yeah.
103. 3:00>> And that's a little bit of a preview of
104. 3:02what I'll probably be doing next year.
105. 3:04Um is like how can I how can I make it
106. 3:06for the right avatar? They just want to
107. 3:08be able to make the decision in 2
108. 3:09minutes and be in and out. Um
109. 3:13and so that's I'm going to basically
110. 3:14orient towards that.
111. 3:16>> And I guess you also just experienced
112. 3:17this with your launch.
113. 3:18>> Yeah.
114. 3:18>> Cuz
115. 3:19yeah, there was no sales team really.
116. 3:21Yeah, okay.
117. 3:22>> And people and I think there there's
118. 3:23also like there's a lot of limiting
119. 3:25beliefs in the space of like anything
120. 3:26above $3,000 you have to have a sales
121. 3:28team for.
122. 3:29I don't think I mean fundamentally like
123. 3:30go down to physics. Like no, I mean
124. 3:31people are buying $170,000 cars online.
125. 3:33So, no, I don't think that's true. I do
126. 3:35think that people need a certain amount
127. 3:36of information in order to make a
128. 3:37purchasing decision and the amount of
129. 3:39information required to make that
130. 3:41decision depends on the qualification of
131. 3:42the prospect. So, if a higher a super
132. 3:44highly qualified person and a low price
133. 3:46relative to their qualification, they
134. 3:48don't need a lot of information to make
135. 3:49the decision. If you have a
136. 3:52a B2C customer and you're selling them a
137. 3:53house, they need a lot of information to
138. 3:54make that decision
139. 3:56or at least significantly more. And so
140. 3:57functionally brand serves as the proxy
141. 4:00for lots of information prior to the
142. 4:02purchase and then they just need enough
143. 4:04information about the offer in order to
144. 4:05buy. And so that's where like I think
145. 4:07many of you guys who here has organic as
146. 4:09like one of your primary ways of getting
147. 4:11customers.
148. 4:12Yeah, it's probably 80% of you guys are
149. 4:15are organic first and I think that
150. 4:18that's actually just going to continue
151. 4:19to increase. I mean it already is you
152. 4:21know 80% but if if we had asked this
153. 4:24question like 5 years ago,
154. 4:26I mean it probably would have been like
155. 4:2710.
156. 4:29Like a lot of things have changed and so
157. 4:32obviously I mean if you just model what
158. 4:34I'm doing like I'm investing super heavy
159. 4:35in media super heavy in brand.
160. 4:38Um
161. 4:38A16Z which is a big VC firm they've got
162. 4:42like 40 billion you know under
163. 4:43management. They're building a a
164. 4:44separate media house because they see
165. 4:46the value
166. 4:48of media and production and how it
167. 4:49merges with commerce and business and so
168. 4:51like I don't think this is going away. I
169. 4:53only think it's going to get more
170. 4:54aggressive and that's why I'm getting
171. 4:55really aggressive in my investment with
172. 4:56it.
173. 4:57>> Very interesting.
174. 5:00>> [applause]
175. 5:01>> I got an applause.
176. 5:03>> If you were the best salesperson in your
177. 5:05company, then your company will be
178. 5:07always capped by you. This is what the
179. 5:10two-day workshop is for. Now to be clear
180. 5:11before I get into what it is, this is
181. 5:13for million-dollar plus businesses that
182. 5:16are trying to scale their sales team
183. 5:17where you are still probably vast
184. 5:19majority of the magic either you're
185. 5:20literally taking calls or you are a big
186. 5:22percentage of the revenue or you have to
187. 5:24be constantly on the sales team in order
188. 5:26to get this to work. If you're in any of
189. 5:28those settings, then this is absolutely
190. 5:29for you. And so if you are tired of your
191. 5:31sales relying on you and want a sales
192. 5:33system that scales beyond you, then
193. 5:35apply. That's the deal. And so if it is
194. 5:37a fit, we look forward to seeing you out
195. 5:38here and it's a great time. We're
196. 5:40talking about sales stuff. Like how
197. 5:41could you have a better time? Don't just
198. 5:42take my word for it. Here's what other
199. 5:43people are saying about workshops.
200. 5:44They're
201. 5:45premo and uh yeah, can't we just see how
202. 5:47it's