Objection Handling and Sales Understanding - Feb 27th Flashcards
If they say they’re not really a fan of the form submissions and they just want to get phone calls.. maybe if they are a one-person team and they only want phone calls
Well if we don’t offer them a chance to submit a contact form, just based on the data, we won’t be able to get as many leads… and therefore, if the only leads we’re getting are phone call leads.. then that cost per phone call will be higher or the cost per lead will be a little higher if thats our only option we’re giving them. But what I can do which I learned recently is I can set up something where once a lead form is submitted, your phone will automatically ring and it’ll be callrail calling and it’ll ask you if you want to be connected to the person who submitted the online form and if you say you do, it’ll call them and merge the phone calls together so therefore you don’t need to be looking at a spreadsheet or checking your texts when a lead comes in.
Check to see if we can do the thing with callrail where a form filled out will call you automatically and if not, then just say “would you be fine with just receiving a text with the lead’s number inside that text where you’d be able to simply click the number and call the person up… would that be okay?”
“Can we do it in my account?”
Can we do it in my account - well because I’m paying for the leads to Google meaning my card is stored in the account and being used to pay for the advertising directly… and honestly it’s just easier and simplier for the both of us I think.
I just do it all from within my own account. I could do it in your account but I can’t put my card on your account and pay for these leads up front
… what I can do if you really want to have it done in your account is change the model how I’m paid where I just manage your account every month for a fee of $600 per month and I try to get you as many leads possible for as much profit as possible… and if you don’t like the results I get you in the first month, you can get a refund…. But look would you rather have a pay per lead model or would you rather have this done in your account?
IF THEY STILL INSIST, YOU CAN GET INTO THIS RESPONSE WITH THEM:
So another reason I run all the ads from within my own account is for the reason that I think that there is a temptation that people can get where and when I present them with a video that seems to make a lot of sense seems like a good quality video that they think that the video itself is where all the value lies in this and that if they just hand the video download it, they could run ads on their own with this video and they could cut out me from the picture and save some money… so to prevent anyone from getting the temptation, I just ran it all from within my own account… and also, it just makes it easier for us to get up and running quicker when I can do everything from within my own account without needing you to grant me access to your own account or softwares. So would you mind if we just did this all from within my account?
CAN OFFER TO SELL THEM THE VIDEO POSSIBLY.
If they object again and want to still do it inside their own account and don’t give a real real reason for it.. ask them straight up, say “I’ll just up straight up, would you rather just buy this video off of me and you can advertise with this video on your own?… is that what you’d rather do than to have me advertise for you?”
I’m already happy with the company I have, I’m happy with the results I already have.
OR
I/we already have a guy/company for this or that does this for us.
OR
We already do that ourselves.
All I want to do here is get you quality leads for cheap… and ultimately acquire you paying mold jobs for less money or for much cheaper than what you’re paying to acquire these mold customers for now….so all I want to do here is start off advertising with a smaller amount of money as sort of like a trial period where you can hopefully get enough leads in order for you to determine if you think these leads are worth paying the price that I’m charging you them for. And like I said… the most important thing is the cost you’re paying to acquire a customer, not necessarily for the cost to acquire a lead… and the only way that you’re going to know for sure whether or not this is saving you a lot of money on what you’re paying to acquire a customer is if we get started. I’d be happy to put my money on the line to prove that to you… I hope that sounds fair to you… Does that sound good?
So if you’re getting good results now… it must mean that you have high-profit margins… is that true?
I like the video, but the cost for each lead was too much for me
What, what are used to paying for leads right now? (Then just come down to like 30% cheaper from what they pay right now.)
“I don’t want to do the billing that way”
“what do you have in mind?”
Why are you reaching out to me? why did you reach out to me?
they’re asking who the hell are you. -
“So I know I didn’t really talk about who I am at all in the video that I sent to you so I’ll give you a quick little background about me and why I’m reaching out to you” Explain the story…
- So say I live in the Boston area and that my parents have a mold business here in the local area and how I’d helped them over the years with different things with the business to grow over the years including running a YouTube ad like the one I made for you.. I did for them… and basically when I told them I wanted to do this for other mold companies… my dad told me just not to help any companies in our state… so I’m just searched for random mold companies around the US who are advertising on google and so here we are.
How did you get involved in this industry?
- I got involved in digital marketing years ago when I tried selling products online then that failed and I realized I needed to get good at advertising … but I never ent back to selling products and chose to just advertising for local service companies… and I started with my parents business .. so they have a mold remediation company and a pest control company so I just started doing this for them first with the YouTube advertising and once I said I wanted to do this for other mold companies, my dad told me just not to advertise for any other mold companies competing with his… so I’ve literally been looking around for mold companies in other states outside Massachusetts who are running google ads… so I saw that you were running ads on google and I figured I could save you some money so here we are.
So how much experience do you have doing this?
- Look I don’t have a ton of experience… honestly the only company I’m doing this for right now is my parents mold remediation company where I live in the Boston area … so when I told my dad that I wanted to do this for other mold companies… he said just not to help any competing mold remediation companies around his service company. So now I’m reaching out to local companies like yours who are advertising on google.. so here we are.
How long have you been doing this?
- Well I’ve honestly been doing this for a little while… I’ve been studying it for a lot longer than I’ve been actually running ads … but basically my parents own a mold remediation company so that’s why I’m involved in this industry… and I’ve always helped them grow their business from the online side of things but recently I advertised for their business using YouTube advertising… and when I told my dad I was going to do this for other mold companies…
How many clients or people have you already done this for?
- So look I’m relatively new to this advertising game… I have one company that I do this for and that’s my parent’s mold remediation business out of the Boston area haha … and just to give you some context on who the heck I am… I live in Boston so I’m not local to you… and I’m ultimately reaching out to you … because once I started running this YouTube advertising for my parents business, I told my dad I’m going to do this for other mold companies… he said just not to help any competing mold remediation companies around his service company. So now I’m reaching out to local companies like yours who are advertising on google and this is mostly why I’m providing value upfront to you and I’m willing to put my own money on the line… because I understand I don’t have a long track record of results and I know this advertising works…
Do you have a website?
- So I don’t have a website.. its something I keep on telling myself I’m going to get around to eventually haha but I don’t think it’s necessary right now… I don’t have a company with employees… I do everything myself for right now… and just to give you a little content about me… get into the story like the other pitches.
Go-To Questions to turn around the conversation when it falls flat:
- Let me ask you this, did you like the 50 second YouTube ad.. were you okay with it? Okay, then did you like the overall idea of getting leads from YouTube? What did you think about that?
- Would you be happy getting leads for $X each?
- So you’re probably asking yourself like who the hell is this kid, right? Haha (if you feel that they’re being weird about your background/story)
- So FNAME, let me ask you this… what do you think.. or maybe you know the number exactly… but what do you think you’re roughly paying per lead?
- So John let me ask you this… what vision do you have for your company in terms of the growth side of things or in terms of advertising your business? What’s the goal or what’s the vision?
- Do you any specific questions in mind right now about the video I sent to you?
After they agree they want to get started, list the questions to ask them.. that process.
- Are you okay with using the google spreadsheet to keep host the online form submissions? Okay who should I share access to the spreadsheet with? What email should I share access with to Callrail? Yours or the office email? Both maybe?
- How would your team like to be notified of new leads? By text or email? What’s the email/numbers I need? If it’s just an email, get it now.
- What hours of the day are you open and answering calls from customers? Should I just go by the hours that you list of google or do you want to use different hours? Is that M-F.. and then what about on Saturday?
- Importance of calling the leads within 15 minutes… and if you can do within 5 minutes, and you’ll be golden.
- What is their preferred method of communication?.. In case I need to discuss some important things? Would you want me to just call you, text you, or email you?
- Expectations… say you’re going to try to spend no more than than $1,500 so I’m expecting to get anywhere from 10-20 leads over these 15 days.
- End up the call by saying there’s a few more things I have to do before I can start running this ad for you but it should be done today or tomorrow and I’ll give you a call when I’m ready on my side.. and just to make sure that your team is all ready as well and they’re all ready to go.
Introduction of the sales call process:
- Hey good to hear from you fname…. How are you doing?
- So what are you thoughts on it all… actually let me start by asking you “did you like the YouTube ad I put together for you.. were you okay with it? … okay then does the idea make sense to you.
- Would you be happy to get leads for $X each?
- Do you want me to get started running this ad for you to start getting you some leads?
Emergency - Go-To thing to say:
All I want to do here is get you quality leads for cheap… and ultimately acquire you paying mold jobs for less money or for much cheaper than what you’re paying to acquire these mold customers for now….so all I want to do here is start off advertising with a smaller amount of money as sort of like a trial period where you can hopefully get enough leads in order for you to determine if you think these leads are worth paying the price that I’m charging you them for. And like I said… the most important thing is the cost you’re paying to acquire a customer, not necessarily for the cost to acquire a lead… and the only way that you’re going to know for sure whether or not this is saving you a lot of money on what you’re paying to acquire a customer is if we get started. Does that sound good to you?
