Why More Booked Calls Don't Mean More Sales — Transcript

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1. 0:00Oh, appreciate it. How can How can we
2. 0:01help? We got We got We got a minute or
3. 0:03two. Let's do it. What uh How can we
4. 0:04help?
5. 0:04>> Yeah, let's do it. Um so, I'm a closer.
6. 0:07Um I'm going to bore you with that, but
7. 0:08I'm really trying to help. Um I work for
8. 0:10an offer right now, and their show rate
9. 0:12is terrible. And uh
10. 0:14It's really great. It's honestly the
11. 0:15best offer I've ever worked for.
12. 0:18Um
13. 0:18>> Well, you haven't worked for us, so.
14. 0:20>> [laughter]
15. 0:21>> Dude, I know. I just had a group reach
16. 0:24out to me. He was like, "Hey, we're
17. 0:25always just looking for a closer." And I
18. 0:26was like, "I don't really trust you."
19. 0:28>> [laughter]
20. 0:28>> I like they do it themselves, right?
21. 0:30>> Uh that's actually correct.
22. 0:32>> Yeah.
23. 0:33>> Yeah, you know how it is. Uh
24. 0:35yeah, this offer's great. Uh they scale
25. 0:36plumbers, and and they're so good, and I
26. 0:39just have so much conviction
27. 0:40>> Yes.
28. 0:41Perfect.
29. 0:42Yeah.
30. 0:43>> And uh our close rate is great, but I
31. 0:45mean, you obviously have closed way more
32. 0:47than me, and you know that if the close
33. 0:49rate is too high, there's a problem.
34. 0:50Yeah. Um and part of that is our closer
35. 0:52or excuse me, our show rate is is 20%,
36. 0:55and uh
37. 0:56our close rate is is insane. So, you
38. 0:58know, we get three calls a week, you
39. 1:00know, we'll close two out of three.
40. 1:01We'll get
41. 1:02five calls a week, we'll close three out
42. 1:03of five or four out of five.
43. 1:04>> Yeah. You mean they actually pick up? Is
44. 1:06that what you're saying? Not scheduled.
45. 1:07>> Y- Yes, exactly. And um
46. 1:10>> Yeah, couple things.
47. 1:11>> to work on, and and I'm an amateur in
48. 1:13this side of it. It's not a close, so.
49. 1:15>> Yeah, you're good. So, there's there's
50. 1:16probably a handful of issues that are
51. 1:18actually happening prior to. So, like
52. 1:21sometimes it's an uphill battle Like if
53. 1:22you're like,
54. 1:23"Dude, I'm calling the lead immediately.
55. 1:25I'm you know, I'm I'm I'm calling them
56. 1:2710 times, you know, within the first 3
57. 1:28days, and I'm calling them twice in the
58. 1:30first 5 minutes." Like you're doing all
59. 1:31the like the fundamentals, like the
60. 1:33basics, right? If you're doing that
61. 1:34stuff and you're still not seeing
62. 1:35increases in in show rates, then it's
63. 1:37usually things that are happening prior
64. 1:38to the scheduling.
65. 1:41>> Okay. So, that means I'm doing the sound
66. 1:42stuff?
67. 1:43>> Exactly. Right, so basically there's not
68. 1:44there's insufficient friction likely in
69. 1:46the funnel. Um and so, as a result, it
70. 1:49basically if you remove too much
71. 1:50friction, then what ends up happening is
72. 1:52that like it's so easy to book a call
73. 1:54that you actually have fewer total
74. 1:56shows, and so your metrics like you it's
75. 1:58kind of getting into the the vanity
76. 1:59metrics game of like look we got 100
77. 2:01calls scheduled. It's like dude, it
78. 2:02doesn't matter like we only care who
79. 2:03shows, right? And so being willing to
80. 2:06say well, we doubled our cost per
81. 2:08booking, but our show rate because
82. 2:09you're at 20%. It's like our show rate
83. 2:11went from 20 to 60. So we tripled our
84. 2:13show rate, but we doubled our cost,
85. 2:15which is still a 50% increase, right?
86. 2:17>> Yeah. Okay.
87. 2:18>> So I would look at the application
88. 2:19number one. I would also look at um like
89. 2:22so is it is it just straight is it just
90. 2:24straight to booking or how's the I don't
91. 2:26I can't see the funnel, but like is that
92. 2:27the like how how how's it organized?
93. 2:30>> Bro, I can't see the I mean the funnel's
94. 2:32changed too much in the last couple
95. 2:34months. So as at the exact moment the
96. 2:36funnel is for
97. 2:37um like an offer or promotion we're
98. 2:39running, and then it's also just like
99. 2:40hey if you want to scale up book a call,
100. 2:43um and then it's very basic info uh
101. 2:45you know, name email, how many people
102. 2:47are working in your company, what's your
103. 2:48revenue, and then and then it just goes
104. 2:51straight to hey don't don't miss your
105. 2:53call. And it's basically a a
106. 2:5510-second video of the owner going hey
107. 2:57this is this change your life, and
108. 2:58that's why
109. 2:59>> Oh, that's the that's the VSL?
110. 3:02>> Yeah, basically.
111. 3:02>> No, no, no. Did you need
112. 3:04No, you need like a five or seven-minute
113. 3:05VSL.
114. 3:07Uh so the proof checklist uh which is
115. 3:09tell your owner to go by that, but uh
116. 3:11donate some books by the end of the day.
117. 3:13But the proof checklist will basically
118. 3:14help you script out the the VSL cuz you
119. 3:16have to right now like the the symptoms
120. 3:18you're expressing are things that are I
121. 3:19mean all of this is in the sales system.
122. 3:22So you've got the lead nurture process,
123. 3:24and you've got the proof checklist. Both
124. 3:25of those things are the things that are
125. 3:26missing, which is why you're having so
126. 3:27few show rate or the show rate so low.
127. 3:29Um the fact that you're closing is
128. 3:30great, but I would bet you that if you
129. 3:32put in
130. 3:34that basically more proof on the funnel
131. 3:36and the VSL itself, which typically the
132. 3:39way it's going to be is going to have
133. 3:42proof promise plan right at the
134. 3:43beginning of the VSL. So like you know,
135. 3:45how do you know we're good? What Sorry,
136. 3:47like what's the promise?
137. 3:48Uh what's the plan of how we're going to
138. 3:50help you do it? And then what's proof
139. 3:51that I know that you're legit, and then
140. 3:53we walk through the four-step belief
141. 3:54breaking, which is like, "Okay, what are
142. 3:55the four things that people
143. 3:57uh you know, struggle with?" Or like,
144. 3:59"Why they why they object?" Right? And
145. 4:00so, it's like belief 1 2 3 4, and then
146. 4:03we we order this, and you'll be able to
147. 4:05watch this live stream later. So, I'll
148. 4:06just talk fast. Uh so, so it's it's it's
149. 4:09what they believe, why they're wrong,
150. 4:11what's right, and then proof. All right?
151. 4:13And then that stack of that four steps
152. 4:14you do four times, so it's basically 16
153. 4:16pieces
154. 4:17uh to that VSL, and then you CTA it at
155. 4:20the end, whichever whatever the next
156. 4:21step is, which is like, "Hey, text us
157. 4:22back, you know, this thing." And then
158. 4:24when that person texts you, right? Then
159. 4:27what we want to do is personalize the
160. 4:29the road map that we're going to show
161. 4:31them, so that they're like, "Oh, they
162. 4:32actually did some work for me ahead of
163. 4:33time." Right? It's just like I mean,
164. 4:35just like plumbing, it's like, "Oh, we
165. 4:36actually you know, I looked I pulled up
166. 4:37Google Maps, and it looks like you know,
167. 4:38your home was built in 1971. They were
168. 4:40usually using these types of pipes at
169. 4:41that point." Um and so, I'm going to
170. 4:43bring the stuff that's actually going to
171. 4:44be able to fix this. I'm going to be
172. 4:45able to do these even faster for you.
173. 4:47They're like, "Oh, wow, that was
174. 4:48impressive." So, like now the question
175. 4:49of you not showing up, or that like I'm
176. 4:51using a home services example, but like
177. 4:53the question like vanishes, right? So,
178. 4:55they're like, "Oh, wow, they like really
179. 4:56understand my business." And so, I
180. 4:57would, if I were you, the salesman, we
181. 5:00have to install those two playbooks, but
182. 5:01in addition to that, I would if I'm you,
183. 5:03I would basically do little mini AI
184. 5:05research, Zapier or make.com automation,
185. 5:08whatever, uh to get a full breakdown of
186. 5:10that business, the reviews they have,
187. 5:12what people say, you know, some of the
188. 5:13employees at the business like like
189. 5:15imagine like, "Hey, so I know Tom and
190. 5:17you know, Gerald work for you." Um do
191. 5:19you have any issues with They're like,
192. 5:20"Holy shit." Like it's like you want to
193. 5:22blow them away, but with automation and
194. 5:23AI now you like you can do that really
195. 5:25really well. All right, I got to call
196. 5:26the next person. Okay. Bye. I got
197. 5:28That help?
198. 5:30All right, man.
199. 5:31Nice to meet you, too. Appreciate you.
200. 5:34All right, bye.
201. 5:35If you were the best salesperson in your
202. 5:37company, then your company will be
203. 5:39always capped by you. And this is what
204. 5:42the two-day workshop is for. Now, I want
205. 5:43to be clear before I get into what it
206. 5:44is. This is for million-dollar-plus
207. 5:47businesses that are trying to scale
208. 5:48their sales team, where you are still
209. 5:50probably vast majority of the magic.
210. 5:52Either you're literally taking calls or
211. 5:54you are a big percentage of the revenue,
212. 5:55or you have to be constantly on the
213. 5:57sales team in order to get this to work.
214. 5:59If you're in any of those settings, then
215. 6:01this is absolutely for you. And so, if
216. 6:02you are tired of your sales relying on
217. 6:04you and want a sales system that scales
218. 6:06beyond you, then apply. That's the deal.
219. 6:08[music] And so, if it is a fit, we look
220. 6:10forward to seeing you out here, and it's
221. 6:11a great time. We'll talk about sales
222. 6:12stuff. Like, how could you have a better
223. 6:13time? But, don't take my word for it.
224. 6:14Here's what the other people are saying
225. 6:15about our workshops. They're
226. 6:17primo, and uh yeah. Can't wait to see
227. 6:19you out there.