Get Clients— Cold Calling, Tough Negotiation Role Play AMA

They have to continue but we don't have three hours to follow each step it was an accident my secretary went to lunch so I picked them up directly yes, I say that's what happened mm-hmm but you asked very intense question and that puzzled me at first, I It made me feel uncomfortable and that's why I asked wait who is it, but you asked such an intriguing question that it wasn't just like oh hey, how's the weather today? you know what I mean you you didn't make any small talk you got straight to the point so for me that was quite interesting although at first it made me feel uncomfortable yeah so this is what some people say you respect time of one person, so this is what I think there are two.

Things I did, I did it straight because I'm not going to beat around the bush. I know Matt is ready to hang up on me any second possible right now. The other thing is I mentioned I got his email campaign and I wanted to talk to him about something very specific so most people sell wholesale they're just trying to reach all the people they're not targeting and don't have idea exactly what the person is doing, you can tell because it is very generic and it is correspondence. and when you see you say delete delete delete at least time to find out who I am, so I pause those emails and now I'm curious if they had done their homework and figured out a way to do something. that's really low risk and not time consuming, so I might feel more obligated to talk to them mm-hmm, I would have done it sooner, well, one of the best sales calls I've ever been on was when someone sold us and they did such a good job that I wrote the entire transcript of that call and because their sales professionals was a thing of beauty, now this wasn't a

cold

call, but we're interested in this company, but we weren't sure where they were. hesitant buyers like I don't know if we need this and on that call they were able to set it up and close the deal with us.

I'll tell you. some of the things they said okay so this was going to be a broad episode of Amas, it's getting back into deep dive into sales and how to close a job so I'm going to tell you what was the first thing this sales professional did when They talked on the phone it's like Chris, are you aware of what we do? I say no, actually, it's like you care if I take a few minutes to tell you what we do well and they were in the sales space, so they'll help us and they'll say, yeah, tell us, so he says what we do is email marketing automation, okay and you're probably thinking, oh no, it's not another marketer, but let me ask you this question.

I only have three. things and these are the typical pain points of who we talk to: sales takes a long time to work so you can be at this for six or seven months and not see any return on investment and it's expensive so you're doing this . investment, you don't know if it's going to work and the results you're getting aren't great, so you don't have visibility into what's happening with a salesperson, that sales effort, we don't do any of that, okay, we'll do a brief conversation with you and we start sending emails to your contacts and you will have transparency and all calls from potential

clients

you will know who we are talking to who responded who opens the email and we will take it to the point that we are going to deliver when we have a hot prospect in

play

and we get results not in months but in days or weeks.

It's something you're interested in doing. I'm like, wow, this is amazing, so what is this? What the person did was they showed me that they understand me and my pain points are very quick, so much so that they mentioned every single thing, every objection that I was going to tell them before I had a chance to say it and that is the mark of a true salesperson. professional so if you know you are a small business you should mention that right away, I just want to let you know that Bill is talking to the owner and there are only two other people that work for me and that's it. so now I'm not going to mention it so you're a small business owner uh you already have a very small team already mentioned it.

I told you from the beginning and you may be worried that we are too small, but I want to tell you that we have been able to do six figure jobs from multi-million dollar brands and we have done it for the last ten years, it is not a problem, so now I I'll board so now Bill even does it. He thinks more about me and that's what this salesman was doing to me. Okay, I don't know where we're going with this. Wow, our silence means life, living life means this is the best choreographed live stream including dance videos.

I love this content. Say that choreographed because because it's not really that choreography no it's an awkward graft at all this whole thing is like noticing there are no decks here there's no script except the script we read of course okay okay thank you yeah , Mackenzie says, "Hey, me." I'll see you at the meeting next week, so yeah, I'll see you in person Mackenzie Mackenzie Mackenzie mark finish yeah, we'll see you, we'll be here I think so, yeah, so what I want to do is try to live. in that person's world for a while and this was really what it means to be empathetic not from my point of view but from his point of view, so Matt sent out an email campaign.

I understand that I see it. I want to react. It's working, Matt, isn't it working? What is your open rate? And Matt is giving me all kinds of answers that aren't really true, so if he didn't really know the answers, he wouldn't even be talking to me because I was like I didn't really know them. I know Chris and almost all the sellers, all the owners think their thing could be so much better, they never say it's okay because that's how they make money. I could be doing business for ten million dollars. Have you asked me how you would like to do it? 50 I say, let's do it, we're not doing very well right now, that's the nature of the beast, you can't run a company by being good or being complacent, they're sharks, that's what they are and you need to take advantage of it. they want to do better they want to run their business more efficiently they are looking for new processes they want to close more

clients

well thank you very much Stanley Williams Stanley you said you met me last week oh thank you Daly saying "I" I'm so transparent, amazing, well just saying which is just saying thank you again.

I really appreciate you Stanley, my Sidonie, amazing, I appreciate it, thank you so much, okay Matthew, are we good at this

cold

call or do I think YouTube is telling me so we can move on? get up, let's prepare the next question for many, okay, writing, okay, go ahead, what's next? Have you ever used the lawyer to help you finalize the details of the contract with the client? It's fast, yes, a hundred, definitely, whenever. there's something new, we hire the lawyer to draft a contract and then we save that contract and modify it for any future instances of a similar type of project, yeah, so we just make it look repetitive.

Anything that is complicated, involve a lawyer, otherwise, you will surely ruin it yourself. That's okay, use highly qualified experts to help you run your business. This is one of those things where you know when you have eye surgery you don't want to go to the discount broker. mm-hmm you just want to go there, that's right, you won't risk it, yeah, no, wait, you don't have one. I, that's right, you have two eyes, but you know, wait a minute, yeah, when I need a lace, here we go, okay, next. Question as you expanded your agency beyond yourself, what were some of the business and people systems you had implemented?

That's a popular question, yeah, gosh, that's like a super business question, yeah, that's pretty cool, Chris, do you like more business questions or more? about how I don't care about DMA, so whatever they vote for, I have to do it. I think so, but personally I just want a relationship. Do you like giving people advice on thirty like minds? That kind of mentality is fine because you will basically have all the tools. Don't use it unless you believe it works and if you believe in yourself then you don't need any tools, so there you have it.

I'd love to do some mindset stuff, but anyway let's talk about some business stuff, so when I was scaling my agency and Agency is an important word when I was scaling my small two or three person operation, what kind of systems to put in place? . Well, I want to tell you in an honest answer that it may not be the preferred way, because I really didn't know how. to run a business when I started my business we didn't have many systems man we did business and then we applied for our business license after doing business well once we were making money and tax season came around then I thought oh better to hire an accountant, so it wasn't like I spent a lot of money up front, it was just figuring it out as I went along, so the first thing you do when you bring people into your company is get them to do the things that you do and what you're trying to do.

What I do is try to delegate as many things that aren't essential that someone else can do, so the only systems I'm setting up are folder structures, how we name our files so that we have some agreed standard on how to name things and where. we can find them because that's the first thing you can press, you go to open a file and I can't find where Jimmy put the file, why did they put the layer on top and when should it be on the bottom? So we just went over that, so if you're really smart and you can have the foresight to see all this stuff, you'll sit down one day. you would write a document that's how I do everything, but that's not how the real world works.

What happens is that you see a problem and then you correct it. You see a problem. You correct it and after a while you see that certain problems repeat themselves. then make that document now if you are starting a business and for whatever reason if you come from another korean and you have a ton of money saved then you can probably do it the right way and maybe you can hire some business. advisors, you can hire us and I can help you figure out the systems and share them in advance, so if you have more money than time, you spend the money and you save the time, that's what happens, so people who create new companies and They were able to obtain financing.

They don't sit there and try to figure out the systems on their own, they just start hiring people and that's why they need the funding, okay, yeah, yeah, that's a good answer, that's a pretty good answer Matt, you look a little tired, oh. no, you know, I'm just ready, it's Friday Friday, right, yeah, okay, so if you have any follow-up questions on business-related topics, yeah, in terms of what systems to implement, just leave it and we'll. I could go on there, but I want to move on to the next question. Is this a question you can answer?

They asked me what headphones, this one is like it hurts my ear, yeah, a quartet laugh, the next one, okay, so this is from Martin, he's nice. From a follow up from earlier, he says how I start networking at events as a student. I feel like I don't have anything interesting to offer anyone, anyone else to talk about and I'll tell you, Martin, if you've been watching. some of the recent videos on the future there is one on how to get someone's time. Watch that video because I know there were two UCLA students who contacted us the day after that video was posted and in the email I believe they contacted Ben. or they removed us from their service, they said: Hello, I see that you are organizing a future open house, a party.

I was wondering if there was anything we could help with, so what they were doing there is they were trying to create value for us instantly. trying to create value for us, they didn't let it, they weren't asking for anything, they were actually trying to give us something, so if the basis of that video, if you go watch it, it's about how you create value for someone. Otherwise, how do you get something off of them? If you're able to do it, you can get someone's time and I think that's the key to anything, whether it's inviting them to a business meeting to review something or just chatting with them.

We have to be willing to offer them something in return, something of value to them, and the key is in the email. They didn't say, "We can make a logo for that event." They weren't offering something. They asked how can we. We're going to be useful for this event, so they left it super broad, super broad because they were trying to define me or they were making me define what would be something of value to me, they didn't try to assign it to me just because they made a logo, they're not trying to shut me up.

That's because I would have them ready at the mall, so what they did was super key because they asked me at the right time, so at that time we were planning the event and I'm looking for someone to answer the door to help usbut we don't know how much time we have left, so I think this is the really dark and morbid thought here, but I hope I can do it. Being able to bring you out of the darkness and into the light is from the day you were born, you are running on borrowed time and each of us has a finite clock left to live, the problem is we just don't do it. you know when it will be over, otherwise you would leave your life at its fullest, if I told you Matthew from one of the Big Talk questions, do you know what you would do if you knew you wouldn't have 48 hours to live, what would you be?

I don't need you to answer, I just want you to think about it, so if we assume that we have a finite amount of time, we will start to prioritize our life and do the things that we need to do. things that give us joy things we can do to help other people make a difference in the world to have an impact on society maybe that's the starting point if we assume we have a finite amount of time, thinking about things that bring us true joy and that brings joy to others because if you do it for yourself that is considered selfish right mm-hm and we belong to this great described family called humanity and I think what we want to do is contribute something to help it move forward . is what we're trying to do a little better than when you left off, yeah, totally true, so think about that and I also want to say this: I don't think we all have to answer that question right away in our First Take I think that's okay wander through life a little to do things intensely and see if this is what you want to do.

For a long time I thought I was going to be a comic book artist, so our Drew and Draw and I realized that I'm terrible at drawing compared to the artist I admired, so I was done with that and I thought, okay, maybe Maybe I can airbrush t-shirts and I did that for a while and stayed up all night. my room with the paint from my compressor and then when I blew my nose there was paint coming out of my nose so that was the right answer for me too so I tried a lot of different things but the difference between how I do it maybe and How some of you do it.

Doing it is the level of intensity that's the type of person I am. I get super hot, super focused. I find out as much as I can about something and find out if this is right for me or not. It is not. I move. How do you know that point where you were retouching and you say you know what I've done with the airbrushing and if you could put me inside your mind like lack of progress we'll see how that fits perfectly into our other thing Aaron, what are you working on something in? What you don't see much improvement?

So you have to ask yourself what will take me to the next level, what will get me closer to it. the people I admired on the right were looking at an airbrush magazine. I think there was a magazine like that. I'll flip through my drink it's so amazing look at this photo real drawings of women of cars and plants and trees and dinosaurs like how do they do it? Do this and my thing would appear and spray randomly and miss the pat down or whatever. Oh my god, he just ruined it. It's not good, so you do it again and again, so you have to make a decision in your life.

Do I want to spend? more time I want to get instruction I want to do an apprenticeship with someone and then I thought I don't want it as much because I was going to say I don't think you've tried business and been successful or more successful than you were with the airbrush and you just wanted to do it more. , so you ended up being successful at it yeah, speak for yourself oh no, I'm just kidding, you're absolutely right, what people don't realize is that he's blind or the The future is the seventh business I started, no the first one, the first five were total flops and if you were on the European tour with us, I talked about it in Milan in the digital design days and I talked about all the ways I tried to get started. a business and I failed and I learned very valuable lessons about what not to do and those things add to the experience called life and that's okay, so I want to tell you guys don't come out of the womb and say yes, yes.

I'm going to be a star architect, that's what I'm going to do. I'm going to be a super famous architect. It's all over and some people have the gift of that, but most of us need some time to figure it out. Here's the critical part we just need. to give ourselves some freedom that when we don't figure it out or we stumble, that we're not too hard on ourselves now most of us are going to say well, why would I be so hard on myself for trying right? Unfortunately, we are not always surrounded by people as generous and open as we want them to be, you may have a parent who tells you that you know you fail, your failure never adds up to anything, yes, I knew that the moment I sold you and that could be a lot for you and that could be a heavy burden and if that's the case in your life, you won't be able to get that solution for me by talking to you in a video like this.

I highly recommend you do it. go see a psychotherapist find something that works for you and start working on these things and start addressing why you care so much about what someone else says about you and it's hard, it's like you look up to these people that you thought They loved you and you. I don't know any better, so once you start knowing better and you start saying wow, I didn't realize everyone else ate with a fork, oh my gosh, that's rocking my world right now, it's a paradigm shift for me and now you can do it.

You see a new reality, so when the old reality comes in, you don't like it, you can say, you know what I want to put that aside, I don't want that for myself anymore, okay, so give yourself some freedom, be kind with yourself, but try. things and be passionate and I think if you're doing it right you're making gigantic failures I want to tell you a little personal story I wanted to make a music video I thought I could sing I was wrong on both counts somewhere on the Internet Somewhere on the Internet, my cousin has a video tape of me in the top eight trying to make a stupid music video and it was just stupid so you want to make those big bets and get completely burned and hopefully people destroy that kind of evidence so the kid, oh yeah, I think my cousin is expecting us to be really big and super successful, as I remember.

I remember that tape when we made 115 years. I still have it. How much is that worth to you today? Oh dear, oh yeah, and there you are doing it. a music video, yeah, it might have involved "cry me a river" and Justin Timberlake, but we can recreate that guy, absolutely make the future musical, yeah, yeah, I can do that, yeah, what do you say? Oh, oh my word, Oh MW, oh my word, okay. I think we have to get out of here, so I'm going to get to my terrace here. That I have to do? I make everyone else my housework.

Hey, I just want to give all of you a warm welcome. Those of you who are joining. we at the business boot camp are five away from our goal Matthew, yeah, and I'm excited, you know what that means if five more people, just five more people who are watching this, sign up for the business boot camp that Ben Burns has to do. an apology video against me, okay, let's make that happen, let's make that a business boot camp for guys, is what I was going to say, we can make him sing on Future Part II, we realized we could do something , but guys, we need five.

I really want to impact and change the lives of those who have already signed up. We're only five away from reaching our goal and I'm really looking forward to launching that class with you and I think that's it. I just want to thank you all for sticking with us until the end, congratulations, you deserve an award, go ahead and reward yourselves by ringing that bell right now, so before I say goodbye I just want to thank the entire team for making this possible, esp. especially you sustaining members that's all on behalf of Matthew Jonah Erin and Ricky thank you so much for tuning in let's get out of here guys big thanks to Daniel for giving us 50 bucks thank you so much thank you man. 50 dollars 50 dollars wow wow thanks what's he giving you guys