Million $ Lessons After 5000+ Booked Appointments in 3 years

This is a value bomb I wish I had known earlier...

I've hired and trained more than 50 appointment setters across my companies over 5 years and scheduled more than 5000 sales calls. And not just trained them into good or great ones, but the best 1% performers in the industries. There are a few lessons I can share from that...

LESSON 1

First, let's take two fundamental words in the sales world:

"Quality"
"Quantity"

Imagine you're an appointment setter for a second because you're...you're chatting with potential clients, reaching out to new ones, and so on.

Most of the appointment setters will just go with a VOLUME (Quantity), and start treating people as just numbers - "it's a numbers game..."

I do agree it's a numbers game, but the way in which you 10x your numbers is by adding quality to each potential prospect's conversation.

What do I mean by that?

Imagine, you're selling a $5k product.

Now, apply this mindset to each of your conversations: every conversation (prospect) that I am having is worth a minimum of $5k. If you knew that every conversation is worth $5k, how would you treat that conversation, what would you say, how much would you personalize it, etc.?

I call this mindset the "$5k bullet" because most appointment setters who have the "numbers game only" mentality blew up $5k on basically every conversation because they don't include quality in their quantity game.

I hope your mind started to shift toward the sales game.

Let's take it deeper, shall we?

Imagine that your business depended on your next outreach like you've only one prospect you can choose to message, one opener you can send, and one conversation to have. Either you will get a sale out of that conversation and take your business off the ground, or not get a sale, and your business will die.

In this scenario, where your business and life are dependent on just one outreach...

How would you choose to whom you will message?
What would be your opening line?
How would you treat the conversation?

The bottom line of summarizing "numbers game only" vs.. "quality numbers game" is that - don't make people just understand what you're selling, make them feel understood because when you actually spend quality time in the chats, you make them feel understood instead of just copy-pasting messages and blowing up your $5k Bullets.

LESSON 2

Follow-ups.

Follow-ups are like the queen for the king on a chessboard. Without it, the king is not functional at all.

70% of sales on average in the coaching industry comes from follow-ups and still, people don’t do them.

Either they are not aware that 70% of sales come from follow-ups, or they do one follow-up, stop and that’s it, or lastly, they are just lazy.

The real hunters who bring in meat home (sorry if you’re vegetarian) are the ones who do the hunting. Follow-up is the hunting.

For follow-ups, you need three things

1) The right mindset:

2) A proper pipeline management system

3) A script

I could write a book alone about follow-ups, but I will keep it short and stick to the fundamentals.

Speaking about the mindset, you’ve to be the person who doesn’t take no as a no. A no simply means that the person is either not certain about how valuable your product is, or they don’t have enough pain to change, or lastly, they are not just in a financial state where they can afford to work with you.

What you have to know is that you want to be the gentleman or madam who follows up persistently with elegance and care. Don’t take no or ghosting for an answer. God damn. 70% of sales come from follow-ups. Just do it.

Lastly, a formal thing: it takes on average 6-9 follow-ups to get the person to schedulee a call and buy something. Yes, it’s a dirty job, but damn worth it. For each follow up you want to keep at least a 7-10 day break because you don’t want to appear freaky and needy.

I want to highlight the word NEEDY. Once a person can tell another person is needy, they don’t trust them and don’t take them that seriously. So before sending any message as a follow-up, you want to ask yourself “The message that I am going to send right now, is it radiating elegance and care or neediness just to buy my stuff?”. If it’s the first, send the follow-up. If it’s the second, sit down and rethink your follow-up.

Take it or leave it.

#bemoredangerouseachday!

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