Direction Moving Forward Flashcards
When you don’t have a case-study yet, what would the CTA and Offer be at the end of your prospecting video?
The CTA would be to call you back or email me back so we can talk and I’d love to help you guys get more Invisalign cases… since we’re not running the ads for a day for free, we’ll instead be upfront at the end of the video and tell them we’ll work for free, we just want a case-study/testimonial from you.
How do we handle objections?
Depends with what we have to work with.
Once you have a case-study, then how do your prospecting videos change?
We’ll leverage previous client success in the prospecting videos and we’ll offer to run this advertisement for a day for them for free, just give the go ahead, if you like the results, we can talk after about working together
What is Inbound vs. Outbound sales all about?
It’s all about the attraction… did we attract them to us or did we go out there and initiate the relationship?
When would be sending a prospecting video be a good idea?
We’d do this when we’re not advertising.
When would we cold call?
We’d cold call as soon as we get a case-study and leverage that through the demo with them. Cold calling is just good to always mix in even if you’re just sending out prospecting videos (considering you have a case-study) or if you’re advertising… it’ll keep you on your game.
While we don’t have a client case-study, what will we leverage in our prospecting videos to clients?
We will leverage 3rd party data or stats for backup on things that could be questionable, we can leverage what fellow marketing friends have done (in my group), or we could leverage what their competitors/other practices are doing.
In what situation is the only situation that we will just attempt to sell in to someone who unexpectedly calls us?
Only from calls from people that we’ve sent a prospecting video to.
All other people we will not sell to them then and there. We’ll get their name and if they’re not someone we sent a prospecting video to, then we’ll make up something so we can then talk to them later and book that appointment in. That way we can build them out something close enough so it has their company’s info in it.
In what situation would we want a meeting to consist of the many layers of WHY?
Inbound Lead or It’s a Consulting Call (say if they want me to help them do it themselves).
In what situation would we want to have someone ask pre-screening questions to the people we’re about to have a meeting with.
Inbound Lead.
We would do this once we have done the process similarly ourselves over the phone. (either by asking similar questions or have gone through the layers of WHY)
How many layers of WHY does it usually take to get to the real WHY that will really let their pain come to the forefront of their mind?
4-7
What is our pitch going to be no matter if we’re cold calling, cold emailing, linkedin outreach to connections, or calling up prospects who have downloaded a lead form but didn’t show intent to want to talk to us?
We’re gonna say something like:
“Hey I saw you guys were running some ads (relevancy) and I like what you guys are doing (compliment), I decided to build you guys out some adverts and a website/series of webpages/funnels/landing pages… would you have 7/10 minutes so I can just show you what I created for you to get you more customers?”
