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Warm Lead

đź“ž Nurture Sales Sequence

Hot Lead

đź“ž Consultation Call

Leads that appear qualified as prospects are scheduled for a consulting call, with a senior marketer that can build a relationship, consult on solutions and propose a proposal and audit.

This is not necessarily a sales call, it is a consulting session, to discuss their problems and opportunities, followed by recommendations and if the client is qualified, suggestions of working together. Hard selling should not be necessary, only recommendation on our earnest view of their best next steps.

  1. Open sales presentation
  2. Join consultative call via Google Meet (recorded via Loom)
    1. Start the call with small talk
    2. Transition into “So, how’s business?”
      • Connect with them and their emotions
      • Tell stories of clients in similar painful positions about what helped them get desired results
      • If they’re in a good position
    3. EXTRACT https://player.fm/1BXFHDT0
      1. Rapport
      2. Questions to diagnose the problems
      3. Consulting on marketing activities
      4. Pitching
        • “Ok, [problems] are what you told me your issues are, [activities] sounds like what you need, we can help you with these. We’re going to put together some custom insights for you - how’s your availability next week to go through it?”
      • Handling Objections
    4. If they’re in a good position to work with you, suggest sending them a proposal of what we can do to help them.
      • If yes to proposal:
        1. Complete and send proposal order form after call
      • If no: Kindly ask “What’s the main reason you’re not interested?” Handle objections - it’s free!
    5. If they’re not ready to get a retainer already, finish up with “How about we do a total audit of the opportunities available to you, and we teach you how to do what we do?”
      • If interested, “That’s great, there’s a lower one time fee, [$498 / $998 / $1998 depending on their 12-month revenue: $250k+ / $500k+ / $1M+], shall we put that together for you?”:
        • If yes:
          1. Complete and send proposal order form after call
          2. Record a Loom handover video for leadership and fulfilment
      • If no: Kindly ask “What’s the main reason you’re not interested?” Handle objections:
        • Price objection: “So when you say price, is that you don’t see the value in it? Or you don’t have the budget for it?”
          • Value objection: “What would you need to see in order to know this investment is worth it? From an ROI perspective?”
            • Show them how we bring that ROI
          • Budget objection: “What budget can you allocate to this investment?
            • “What if I give you access to the same strategies, same team, same framework, same SOP's, same tools, same results, but the only difference would be that you are pressing the buttons instead of me, and i cut the price in half?”
        • Don’t need X service objection: “Our support is in addition to your team, to make sure you can be all you can be, and we'll always be focusing our time and energy on what's going to get your your next biggest win”
        • We’ll get back to you objection: “Awesome, definitely let us know if there’s any questions before then. When’s a good time for us to get back in touch?”
        • How can you help us? / What will our business be like after working with you? / what results can we expect?: [https://player.fm/1BbRgcE]
        • [tbc]
        • “talk to my partner” objections,
        • “I’m too busy” objections,
        • “we have this handled” objections,
        • “what experience do you have” objections,
        • “send more info” objections

Team + Prospect -

  1. Update Client Tracker doc