Hi there this is Rajat here from Startup Frat welcoming you to this video so a few days earlier I made a video on how to get sales or how to ask for money some people mentioned well you talked about you know the before and after but you never talked about the during you know how do I ask for money I got you know I keep getting sweats and you know
It seems very awkward that is absolutely true so I’m gonna uh address all the different aspects around it and I don’t have a lot of notes I’m just kind of gonna go with the flow so this could be a long lesson, yeah this could be a long lesson people in the academy always tell me if you don’t come with notes, you know 30-minute team call ends up being like two hours or something, okay but yeah we won’t make
They’re very good at providing the service but they’re not very good at positioning the service which basically means if they get a client, they’re more likely to provide much more uh satisfaction to the client you know if they have been a corporate professional in the same area but they are less likely to be able to get the clients in the first place because positioning and selling of the product or of your service is
Very different than actually providing the service so that’s one you’ll probably gain from this lesson the second thing is if you are a certified professional like a doctor lawyer-chartered accountant an architect you’re facing a unique situation where you know the market today is oversupplied as vis-a-vis the demand okay and as such with the slowdown with relation
To the pandemic you know people are not getting out of the house not really going to a doctor unless it is for a very emergency reason so the market has shrunk same with lawyers-chartered accountants etc so positioning and providing the service and landing big ticket clients very important now usually when doctors think about themselves, they think about patients who come to them in an emergency so they can do surgery or come to them with these
Lifestyle diseases like you know should blood sugar or cholesterol or whatever it is but there is a whole realm of healthcare that is lies outside this emergency situation this is very relevant even to small business owners I’ll come to that in just a second okay so you need to think outside the box you need to think about providing value that people do not even know that they need providing value
That people do not even know that they need then you have small business owners I’m already providing a small product a service a commoditized product or commoditized service, uh you know but the way to actually expand out into the market is to go above and beyond so ascend from the commoditized segment into the concept segment you know I showed you six segments in that previous lesson so you gotta ascend from
Segments three and four into segments five and six right into concept segments which is where the big game is played the profitability is better customer retention is better and repeat customer business is much higher okay now if you’re in the commodity segment where you’re running let’s say a medical store, you’re running a stationery store you’re running a grocery store, of course, there is repeat business but I’m talking about high ticket business were the
Profits actually expand you know rather than just the same customer coming again and again and the profit stays constant which could be 15 20 um you know so small business owners stand to gain from that and then there’s a whole category of people called performance marketers who are actually selling third-party products now when you sell third-party products the profit margin is very less and the amount
Of effort, it takes to move a third-party product is much higher than it takes to move your own product, okay so I’ll just write all these down just to give you an illustration of what I mean, okay so you got a corporate professional then you got a certified professional like a doctor, lawyer, chartered accountant, or whatever then you got a small business owner and then you got performance marketers performance
Marketers which are you could say mutual fund selling LIC selling you have real estate brokers you have multi-level marketers affiliate marketers if you’re in this segment your primary income is dependent on moving third-party products okay and moving these third-party products is not easy uh if you’re an
Affiliate marketer multi-level marketer you know it’s very competitive and there are hundreds of people are doing the same thing that you’re doing same with real estate hundreds of people promoting the same exact scheme or same exact builder that you’re promoting uh LIC competing with thousands of LIC agents all across the country mutual funds same thing very confusing market customer is confused and you know you’re competing not only
Against other mutual fund companies, you come competing against other mutual fund sellers for the same company right so performance marketing not very easy small business owner low profit but recurrent business certified professional you know there is no time to actually find a business so you’re basically sitting at one place you’re expecting your reputation to get you the business your time is too
Valuable to be sitting around convincing customers you know your time is too valuable to be sitting around convincing customers and then corporate professionals haven’t really started don’t want to risk it quitting their job first and then figuring out how to do business and any in any which ways even if you set up your own agency your own practice or something like that uh you know finding the first high paying customer is the key question
Okay so that’s a big question mark now what I recommend to people already in a job is to find a few low-paying customers before you actually quit your job and then outsource the service to somebody who’s already in the market outsource it to somebody who’s already in the market keep your own label collect the payment from the customer pay somebody else to deliver that service and then you’ll get a feel for that, okay you’ll get a feel for
That a lot of people say well my job doesn’t give me enough time in the week to actually do that you can do that if you can do up to 30 hours a week constantly you know in about four to six weeks you should be able to get your first couple of high-paying customers from the information that I’m going to give you in this video okay so just if you’re in any of these segments just
Watch carefully and implement towards the very end if you’re new over here we’re going to have later this week you know a high performer interview you know who has been in some of these segments he’s been a corporate professional before then he came to performance marketing and then he became a, uh you know a consultant for relationship building among couples and all of that so he’s been in two or three
Segments and you can hear from him, uh you know uh how he was able to turn all of these difficult situations quitting a corporate job getting into business for himself getting into performance marketing building big teams then due to whatever you know when you’re in performance marketing your revenue is dependent on the rules made by the company the market dynamics that are not controlled by you so how his business went up and down then he
Figured out that there is a certain way in which he can help his entire team perform better so he got into relationship uh counseling and you know so he’s got experience across all of these but how he’s been able to turn around his business in the last four to six weeks using the same techniques that I’m just going to share with you in this video now quick note if you’re watching this video anywhere outside the Facebook hangout anywhere outside our hangout
Group of twenty thousand plus uh entrepreneurs and wannabe entrepreneurs, if you’re watching this on YouTube or somewhere else, may be on our website or something like that the first thing that you wanna do is you wanna head over to our hangout group if you want access to all of these live events and you know all of this exciting stuff happens only in the Facebook hangout so if you’re not if you’re watching this outside uh the Facebook hangout then what you want to
Do you want to head over to startupfrat.club/facebook okay sorry for the horrible handwriting over here yeah by qualification I’m a medical doctor so you know even the fonts on our computers are wonky, yeah those fonts are not available anywhere else so if you ever get an email from your doctor that you can’t read trust me you won’t find that font
On your own computer shutter, frat dot club forward slash Facebook okay so if you’re watching this video anywhere outside you want to head over there and join up right now so that you don’t miss all of this action with all of these live sessions celebrity interviews etc okay now let’s get started how do you do sales I’ll just get you into the core of the sales meeting and then I’ll talk to you about what you need to do before and
After the sales meeting in order to get into a situation where you’re consistently generating at least six figures a month over and outside whatever you’re doing today with at least 40 to 50 profits some of the people that that are in our, uh you know in the startup frat academy who utilized you know our hands-on support etc to do this are
Running about 70 to 80 profits okay so that means the money that they use to actually deliver the product or service is only 10 of the actual revenue so let’s uh we’ll basically uh go into all of that uh towards the second half of the video let’s talk about how to get sales what is the sales meeting biggest problem
With people who are trying to do sales is that they talk about the product okay they talk about the product now I’ll just take you a little bit behind the difference between India and many other economies is that India has been a rising economy for the last 45 years 40 50 years okay since the mid-70s till probably about 2018 19
India’s GDP or the economic growth has only been on the upswing okay so you see 1975 onwards to 1980s 90s 2000s 2010s all the way to about 2018-19, okay the economy has been constantly on an upswing, okay so it was a fast-moving
Market so if you’re a business owner most business owners would be like okay this is what I’m providing the customers are already there the intent is already there people would just assess you based on the product and then they would buy okay it’s the first time in the history of the Indian economy that markets are down demand is down and because of that the supply has overshot demand which means all of the
Entrepreneurial activity that has happened from the 70s 80s 90s to thousands whether it’s a small business segment whether it’s in the organized segment whether it’s a private limited company segment or even IPO you know public limited company segment all of these companies and small business owners and small shops and in the individual solar panel and businesses they’re finding themselves that they’re oversupplied market and
The demand is not there so they’re having to compete and things like that okay now quick tip is you can never compete and win you can never compete and win you would have heard these terms you know in the business parlance don’t compete in the red ocean and like form your own blue ocean and things like that, okay so we’re gonna talk about that so what used to happen was that a customer would show
Up to your store or customer would give you an inquiry or a customer would probably see your ad on a listing whether on just dial or an urban clap or probably see an ad or a flyer in a newspaper I used to do a lot of flyers and newspapers earlier you know and then they would call you and only the people who are very interested or convinced that they wanted to buy a product or a service
Would call you okay if you run a store only the people who actually take the effort to come to your store um are the ones who actually really want to buy yeah so you would have a conversion rate which was very high with every few inquiries that you get maybe 30 40 conversion rates because the market was hot people had money to spend people
Wanted to kind of get the benefit of your product or service and then they would buy the first time that is not happening you know the conversion rates have plummeted down from thirty percent to probably five percent two percent or even lower than that okay now what I’m going to do is I’m going to talk to you about what is the mindset shift you need to have before you enter a selling situation what’s the mindset shift
This over you know the market that’s always hot it’s always growing it’s called a supply-driven market which basically means the demand is already there what you got to do is figure out how to supply how to get the product how to make the product how to produce the product manufacture the product make sure it’s on the shop front
Right, that’s all you got to do so that’s a supply-driven market now in a down market what you need to do is you need to aggregate demand you got to figure out what are the small pockets of demand that could be there and you gotta just not only capture them you gotta figure out where are the customers who may be convinced
To be interested in your product who may be attracted by your product and then figure out how to get them to a point where they buy from you okay now the bad news about this is you got to have advertising and marketing activity which would cost some money the good news about that is that you’ll be playing in a blue ocean which means you’ll be playing in a segment which other people have not
Thought possible other people have not thought possible let me just make this little diagram okay this diagram was first made by an American fellow called Elias saint Louis in 1890 okay and he said that a sale is affected by convinced customers this is a sale so if you have 10 convinced customers one of them would result in the sale so if you
See this thing is about 10 of this which means if you have a customer who’s convinced, they want your product or service you know they’ll probably buy at a certain percentage in India it would be probably 20 30 out of every two or three out of every 10 people that show up to your store probably two or three are gonna buy okay but he said the part that people don’t see is that this conviction is reached from
Desire okay so for every 10 customers or every 100 customers that show up to the store you would have probably 10 times as many people with desire but the desire is not enough to come and buy okay it’s out of 100 people only 10 would probably walk into your store 100 people that that that had desire only 10 would walk into your store now the funny part is in a supply-driven market you only see this part
You only see this part which is you only see convinced customers your skills and your negotiation and the way you ask for money is only geared for a market where this is in high so with this is in plentiful okay and what Elias Elmo said in 1890 because America was a capitalist economy even then and there was a lot of competition
In the market, a lot of competition in the market what he said was if we can find these desirous customers who are light on intent but numerous in numbers okay, we can actually figure out how to convert it consistently into convection and to a sale which means as soon as I’m able to find thousands of these guys I’ll be able to convert it to hundreds of these guys and tens of these
Sales okay then he said fun part is desired arises from an interest I’m just going to write an I over here that means for thousands of these there are tens of thousands of this interest, okay and then all I need to do is figure out how I grab the attention of these guys and get them interested okay so how I grab attention how I convert it to interest how I convert
This interest to desire how I convert this desire to conviction and then I affect the sale this part is obviously called the sales meeting okay so the actual sale that we have seen or that we have been experiencing for the last 45 years happens in this red box we are missing the opportunity over here okay so now why is this very essential is that regardless of how well you perform over
Here when the markets are down and budgets are not there and commitment or conviction is not there you can try your level best you will never reach those 20 30 conversion rates that you were used to okay and then what happens is you got to look at the value of your time just like I said doctors lawyers-chartered accountant socket is not worth their time to go after customers who may or may not but that’s why this model starts breaking
Down in a downtime, this model starts breaking down in downtime for which now what you’ve got to do is you’ve got to go all the way to desire and interest and attraction or attention now when I start talking about these things a lot of people say I know all of this Rajat you know you know what I hired a digital marketing agency to see how many, people
May I may get the attention of they to get me a lot of leads and then I try to call those leads and these leads are all crap there is no point doing this because you know I can get a lot of these leads from just dial or doing Facebook ads or paying a digital marketing agency or whatever it is but this stuff is not easy because I’m gonna waste all my time doing this stuff and the leads are just not that good
That is true there is no question about that, yeah but what really happens is if you get somebody in whose attention you grab if you find somebody whose interest you’ve garnered and you try to just get them to close a sale that’s not going to happen you’ve got a couple of steps over here that need to be taken uh you know that that that the customers need to go through okay and this stuff is not manual friendly which means
It’s not worth your time or your employee’s time to go after all these leads okay the leads are great it’s not worth your time or your employee’s time to go after these leads all of these people which could be tens of thousands if you run some ads on Facebook or give money to a digital marketing agency, they’ll give you tens of thousands of leads the point is how do you turn those tens of thousands of leads into buyers
That process is something called demand generation okay the process is something called demand generation okay now here’s where the crux of the matter is there is a shift in thinking that you need to have supply driven versus demand generation this is a shift in thinking supply-driven model focuses on how fast and how much can I supply
How much better can I supply quality quantity volume these are the things that come into play in a demand generation model the supply by itself means nothing because nobody wants it anyway but customer emotion customer attention customer interest customer desire and customer conviction means everything okay what I mean to say is that you’re no longer a doctor lawyer architect corporate professional business owner
Or anything like that you’re in the demand generation business all of us is in the demand generation business if you want to make money from this market you are only in one profession and that profession is demand generation of course for all your respective businesses the process of demand generation is different it could be fine-tuned to your particular business but you’re in the demand generation business you’re not in the business
Of supplying because there’s already so much supply that nobody wants okay so there’s a mind shift mindset shift supply driven and demand generation now how do you do demand generation how do you do this attention interest you know how do you turn this stuff into desire how do you turn desire into conviction how do you turn conviction into a sale always keep this picture in your mind
That the prospect who’s over here wants a result which is over here everybody is looking for something yeah there’s that rock song everybody is looking for something okay now you’re as long as you understand how your product or your service or you yourself can get these guys from here to hear what you’ve got to do is you’re going to tap over here you’ve got to tap into the
Prospects’ desires or pains you’re going to tap into your prospect’s desires or pains okay literally every product under the sun every single product or service under the sun including yours okay can fall into five categories and it can fall into one of five categories it can fall into four or five categories if you’re smart enough
You’ll get it to fit five or five categories what are these five categories the first category of problem or desire is survival the second category is replication the third category is comfort the fourth category is conformity the fifth category is class
Okay everybody in the world takes money out of their wallet and gives it to somebody else in return for survival replication comfort conformity and class survival replication comfort conformity and class now imagine you’re a car dealership I’ll just take an example like this image you’re a car dealership survival
Survival what are the different ways that you can figure out that somebody needs this car for their survival, okay maybe they travel a lot on the express highway and they want a safe car maybe they you know they want a safe car for survival they don’t want to get into an accident and just be in the wrong car that cannot save them that’s one uh scenario there could be another scenario maybe this is somebody who’s got a high paying
Job on the other end of town and every day they need to travel 40 kilometers up and down in order to be on time for this job they don’t want to be late they don’t want to risk it taking an auto rickshaw going and traveling in the metro then over there getting another auto rickshaw in the meantime getting wet in the rains or something like that they don’t want all of this okay so having a good car even a cheap
The car even a tata nano could mean the difference between surviving and not surviving because a good job gives you good money and improves your chances of survival in the market yeah so you know that’s an angle that you can play into so you gotta understand what’s the main driver of this customer, okay maybe their driver is replication are they a bachelor or a spinster they’re not looking for any car they’re looking for a snazzy car they’re
Looking for a car within their budget which may not be super expensive like a Mercedes because they may be 25 or 26 years old or something like that but maybe they’re looking for a snazzy enough car within let’s say six lakh rupees that act as a magnet for the opposite sex yeah very important different kinds of people and different vibes why they want to buy okay so you got survival then you got replication okay
Comfort somebody who wants a chauffeur-driven car they’re already spending 15 000 rupees a month on the driver so that reduces the 15 grand they would otherwise pay an Emi so you get them just the right car which gives them comfort in the rear seat and the Emi’s are low enough that it accommodates for the price of the driver and sure they want to do business with you okay comfort conformity what is conformity
A lot of big acropathies today are not buying Mercedes and rd. and all of that okay, in fact, a lot of people you’ll see uh you know in certain uh in certain parts of town in certain societies in certain communities they say well I don’t want to over I don’t want to kind of show off a lot because at the end of the day I’m a good part of my community I love my neighbors I love my friends I love all these people that I’m
Surrounded by I don’t want to buy a car that that looks too snazzy too showy because I’m not that kind of a person I just want to confirm I just you know I just want to have a car that gives me all these functions but it should be in the same range that other people have okay another uh extreme example of conformity whenever on the outskirts of town a lot of people sell their land or something you must have
Seen probably it happens in your area as well or your city or your state as well they want to buy a muscle car like a white uh you know Toyota Fortuner that’s the standard yeah, they’ll always buy a white Fortuner now the other person who’s next door to them they sell their land they also get a lot of money they also want to buy a white Fortuner they don’t want to buy a red Mercedes, no they want a white Fortuner the third person says they land them also
Want a white Fortuner now you got all these white there used to be a trend with these white Scorpio running all over town now you got the trend with the white Fortuner running all over town right so it’s always the same kind of car they want to be just there yeah they don’t want to they don’t want a different something they just want to be just there two specific examples I’ve given you there could be others understand
The class they want to outshine their friends neighbors and family yeah opposite of conformity okay now remember for class people usually want to outshine by about 20 percent people want to outshine by about 24 they don’t want to go too much overboard nobody wants to buy a Humvee nobody wants to buy a Bentley or Rolls Royce they want to outshine by just about 20 so if the average car in their area is
An 8 lakh rupee car they want to get you to know 12 lakh rupee cars something like that right so they just want to outshine by about 20 percent just a little ahead okay because if they bought like a Mercedes in a 10 lakh rupee neighborhood it would just be like you know it would just be absurd so just want to be slightly better so it hurts their friends and neighbors or whatever whoever they’re trying to compete against or whatever
Okay class survival replication comfort conformity and class you got the five big ones okay the five big ones out of which survival and replication are the two biggest okay but you got s r c c c there are eight others that are minor drivers okay there are secondary drivers that you can use to close the sale but I won’t go into them over here otherwise this video will be like three hours long okay there are eight other drivers the secondary
Drivers that you use at the time of closing the sale of getting the checkout which I won’t go into right now but if you are focusing on these five reasons why people would buy from you just at the right place okay stationery store I’m running a stationery store you know somebody comes to buy a painting kit for their kid you know I want to buy a watercolor kit or something well why do
You want a watercolor kit um the school has something they made mandatory my kid wants to go directly related to survival which means the school the kid has to comply with the school rules the school is having this class they need to have this kit that’s cool no problem replication do they want of course with a kid and all it may not be like that relevant but what is the
Other drivers do you really want your kid just to do the bare minimum or do you think you want to make a painter out of them you know do you think your kid has like some skills because we got a painting coach also we got a coach we got DVD classes we got our own cram where we give out classes we got our own workshop happening next Sunday something like that okay so you kick into class
Okay do they really want to grow the kids uh skill set okay so maybe you will be able to figure out maybe one or two of the five or you’ll be able to go into all of the five depending on what kind of customer you have but you got to use the right hook and the right intent mechanism in order to convert these customers from attention to interest to desire okay attention to interest to desire there are many other ways but i
Won’t go into them right now like I said in the interest of time so now what we have is we got a customer who wants something because they got an inherent desire or they got a pain that they want to get rid of you figure out which one of the five big drivers that you can hook okay that you can hook now here’s the thing always remember in your mind whoever is less invested in the sale has more leverage leverages the power
Okay whoever is less invested in the sale has more leverage in power now the biggest problem that most supply-driven businesses of the old model have like architects waiting around for the right customer to come or performance marketers like LIC guys or multi-level marketers waiting for that one big fish or something like that they’re always more invested in the sale than the customer is because the
The customer knows they have to spend money and probably also go through a lot of trouble in order to get the end result right so the customer is always less invested in the sale you’re always more invested in the sale you’ve got to create mechanisms which make you less invested in the sale okay some of it is a mindset shift okay I don’t need this customer okay mindset shift I don’t need this customer you got to do the visualization yes, I have lots of
Customers, I really don’t need this customer not at the cost of my terms not at the cost of my profit that’s a good one but you can create mechanisms so you have an oversupply of customers okay we do that by-product packaging what is product packaging what is how do we create leverage by product packaging no customer is likely to spend 50 000 rupees you know 2 lakh rupees 20 lakh rupees or whatever it is
In one shot no customer is willing to spend this kind of money in one shot they want to think about it they want to go back and google they want to think about they are want to ask their mama jeez you know son’s father-in-law you know who used the same kind of product or something like that right they always want to double check with friends’ family always want to go to google et cetera right so what you got to do is you got to figure out what
Are the drivers what are the drivers they wanted for survival replication comfort conformity or class which is the major driver and then what you’re gonna do is you’re gonna strike it with four options a b c and d which means you’re gonna tell them every single competitor of yours or other ways that
They can do it themselves 50 ways to design your own house for maximum open space and you know zen vibes or something like that okay how they can do it themselves do it yourself DIY do it yourself number two how what are the different ways you can get somebody to hire somebody to do
It for you what are the top competitors in the market you know how much they charge what they provide what are the main things to look for before you sign up with any of them okay so you’re providing solid good information all this is chargeable information you can charge for all of this information the third thing is how can you know get
A good design in your mind sir ma’am you’re building a new house you want an architect to design it for you but what’s there in your own mind what are the things that you would like to control what are the things you would not like other people to decide for you what is the vibe that you want in your house do you have favorite color schemes do you know what color schemes actually fit best into the house they are the most, uh you know time resistant and
They’re the you know easiest to maintain you know would you like to know okay yes yeah I want to have my own call and then I want to outsource certain parts to the architect yeah very important what is the best way to do to create a done video model where what are the things you should and you can control what are the things you should outsource when you outsource what are the things you need to know about pricing what is the
Things you need to know about terms what do you think things you need to know about delivery what are the things you need to know about quality who are the top five suppliers in the market etc yeah provide this information up front because what’s going to happen is if you focus only on your product what’s going to happen is customers going to think that’s great information now let me go back and speak to four other people why do they need to go to speak to four
Other people I’ll provide all the information upfront great thing is you can actually make money on all of this information now I have a healthcare business where I provide healthcare installations in the household and these installations cost three to five lakh rupees I know when a customer walks into my door then they’re not going to buy straight up
Front yeah so I’ve created a 900 rupee book which they can get an eBook download if they if they’re remote if they come to my store I say first spend 900 bucks get this eBook which talks about how to achieve your health goals without ever doing business with me you need to know this because once you actually come in to provide you know to do some installation spend some money you need to know all these things they spend 900 bucks I give them the book
They go home to read it know all of this information is being provided by me and in those books are links where they can find other information and all of this information that I found from google I’ve made copies of it on my own website so they can actually read it within my environment okay they can read all of this within my environment then there are different ways in which they
Can actually get this stuff done by other people I’ve tied up with four other people my product is actually the highest premium in the market which means you know it’s the most expensive but they want to do business with somebody who’s one-third the cost one half the cost or whatever I made tie-ups with all of those people so I say if you wanna you know if you wanna go in at this price level we’ll be able to offer you this brand
Okay when they actually pay me that money I don’t service the customer myself actually pay out to my nearest competitor and say to the customer the payment is yours the profit is yours everything is yours I just keep a little bit of money for myself for processing fees but remember the customer is mine which means what all of the servicing post-sales five-year relationship um what do you
Call the maintenance contracts everything belongs to me you can sell your product and you can make a profit on it but remember the customer belongs to me the face in front of the customer will always be me because why the customer is going to come back and they want to want an upgrade a few years later they want to gonna want allied products a few months later I want to be the person who’s selling everything to them, okay so I don’t drive
Them towards only my product where I stand to make the highest profit I say if your budget is not there you can buy this other low-priced product and we’ll make sure that you’re serviced well okay so I own the services contracts maintenance contracts all of this stuff, okay you want to provide all these options to your customer, okay and then what you’re gonna do is you’re gonna provide a package
A package is a high ticket item okay now in the startup frat academy which is our business coaching uh enterprise I provide all of this stuff okay this is my do-it-yourself product the Facebook hangout where I’m inviting you to go and join it’s free to join but I provide lots of do-it-yourself information lots of do-it-yourself information if you want to do it with us you can we have a 200 product over here dollar 200
If you want us to work with us and have us do it for you while you focus on the important parts of the business the 500 products over here, okay you want the whole package all of this combined the thousand-dollar product over here which means we will write everything that happens on your website we will build your websites we will write everything that goes on your Facebook ads you know we will tell you exactly what to say you know with
The camera in front of your face so that you create a brand out of yourself we will make sure that you get the leads, of course, the advertising costs and all of that is yours but we’ll do everything for you and within 30 days your business will you know go a c chain the thousand-dollar service okay everybody’s not gonna buy a thousand-dollar service so we’ve got all these smaller components if you want to do it yourself here you go okay do it yourself is free
You want to do it with us 200 you want us to come in and do it for you 500 okays. So we got all these layers of services and all of them belong to us it’s not that we provide all of our own services we highly recommend certain software that you use that are already available in the market, yeah but if you come to work with us and you help us do it with you know the revenue actually we drive the revenue to the
Software company and we have a partnership with them saying we truly believe that your software is the best we have a lot of customers who could potentially gain from the software now imagine if we are able to convince a customer to use your software do I get something out of that and the software company will say sure you know you can take 15 20 whatever it is and absolutely if we drive a customer to them at no extra cost to the customer, we get some
Kickbacks from the software company are very simple uh a lot of people who are into affiliate marketing or multi-level marketing or real estate marketing or LIC selling would resonate with that, yeah but the biggest problem is that driving traffic or driving a customer straight to a third-party product does not work anymore because the third-party product by itself does not solve their problem so you got to be the face that solves
The problem you got to be the face that solves the problem and you can drive a customer to buy mutual funds LIC real estate whatever you want they’ll buy from you because they trust you first you’ve got to build your trust first okay now this is what happens so you this is the prospect; they have some desires or pains a result that they want there are some drivers they are either survival replication comfort conformity or class
And then you have your product service or yourself which is broken into DIY or a complete package okay that’s how you got a position now how do you make the sale how do you actually make the sale in the meeting assuming you’ve done all of that you’ve done your digital marketing you’ve provided an information product to the customer that builds the trust, uh you’ve probably spoken to the customer remember the number one thing that builds trust in
In front of the customer trust and credibility in front the customer is not your certifications is not your testimonials it’s not your brand name the number one thing that builds trust in front of your customer is the way you handle the interaction with them this is the way you handle the interaction with them which is another point where leverage comes in if you don’t want the sale as much as the customer wants to work with you
Have something called leverage how do you build leverage very simple let’s talk about the actual interaction the part which makes you sweat the part which makes your hand shake every time you ask for the check there are eight parts to this interaction there are things that the customer wants and there are things that the seller or salesperson wants what does the customer want the customer wants to know
Why do I need to buy from you why do I even need this product okay then can I trust you or not need to trust the third thing is they should should be a point in the sales conversation where you ask them you know so why is it that you have come to me how can I help you and this is about 30 of them if you’re doing a sales meeting or interaction for let’s say about an
Hour for a high ticket service or product about 30 which is about 20 minutes down the meeting you want to say it seems that you know a lot about this industry why is it that you can’t solve this problem yourself and then they got to say well I need you, okay well I need you I need your help for whatever reason I’m unable to do it I am unable to figure out the budget I don’t trust anyone I try to do it I
Failed whatever the reason is okay they have to ask for your help, okay and the last one is urgency this is the part that a lot of people miss these two parts a lot of people miss they provide their product they provide the survey they provide 100 reasons why you can trust me I got the 100 testimonials I have a brand name in the market yada they forget that the customer never asks for their help they got to bring the sales to a
Point where the customer says yes you seem to be the right person, I need your help okay number one number two you got to give them enough reasons why they should do it now so they don’t tell you at the end they let me go back and think about it google Facebook amazon you talk to my spouse let me call my mama j’s son’s father-in-law because you know he’s done something of the same type or something like that okay so you
Gotta build all of these questions into the interaction so there are four parts that the customer wants and there are four parts that you want you to want to ask do you have a budget to solve this problem the customer says I want to hire a gym trainer you’re the gym trainer you say that’s fine trainer is expensive what else have you done to achieve the health that you so badly want what else have you done to achieve the health that you so badly want maybe
They’re in the 20 30 age group where they want to look good so they can attract a good boyfriend girlfriend wife husband whatever it is what else have you done in order to look attractive to the opposite sex just have these questions up front don’t you it’s not your job to be liked by the customer it’s your job to be paid by the customer in order to be paid remember people always do business with an authority people always do business with an
Authority the number one way you can establish authority is by asking tough questions, okay these people may be older than you they may be richer than you they may be more socially eminent than you it doesn’t matter as long as they’re asking you for help it gives you the right to ask the tough questions why do you want to get fit well you know I’m 27 my parents have been trying to get me
Married because I’m overweight, I need to find the right mate or unable to find the right spouse okay that’s fine what else have you done to attract the opposite sex boom in five seconds you would have reached deep into their soul and pulled out the main thing and they’ll say well I bought a nice car I try to look good I go to the salon
Whatever it is they’re already doing something to achieve the goal that they want the gym trainer is the last of their problems okay so the budget do you have a budget how much do they spend on these salons how much do they spend on their car Emi how much do they spend on the car patrol yeah they already you gotta get an understanding how much budget they have the authority they may have the budget but are they?
The ones spending the money or are the parents or are it their boss who’s the person who’s spending the money very important you’ll be surprised uh the same health care consulting business I told you about three lakh rupees I have met people who are driving Mercedes cars who are 50 years of age they have two kids of their own and right at the point of getting the checkout you realize that in their family system the big daddy who’s 80 years old
Who’s already retired holds the purse to the entire household never figured that out thought that this 50-year-old guy with his spouse is probably the final decision taker never bothered to ask and after three meetings deals have slipped from my hand and I felt like a fool you always gotta ask authority the third
Is how badly do you need this is also needed you’ve got to ask them how badly do you need this okay what else have you done how else have you failed why don’t you do this instead why don’t you do the other thing instead there are other ways to achieve the same result that you want to achieve why haven’t you tried them at which point they will say they will give you the exact reason why
They need your help, okay and then again you got a timeline which is urgent you say assuming that’s the power statement assuming that you found the exact right solution and assuming that it was within your budget of 20 000 rupees would there be anything else Mr of miss prospect that will stand in the way of you cutting this check today
Okay always ask the difficult questions assuming always ask this is called an assumptive close there are many other types of clothes there’s something called trident clothes there’s something called a rebound close I won’t go into that in the interest of time but assumptive close very important a lot of people talk about it but nobody ever tells you the right way to use it because nobody is using it the right way
Themselves okay and the way you do it is Mr prospect miss prospect you’ve told me a lot I really respect all those things that you shared with me now assuming that I could show you something that falls within your budget and it takes care of all the concerns that you already told me about would there be anything else standing in the way of you cutting this check now
Now okay and then if they say no there’s nothing, I want to do business now then you’ve got to go into urgency mode where you got to provide two types of urgency strategic urgency and tactical urgency strategic urgency is if they don’t do this now why is the goal going to become more difficult tomorrow that’s number one and tactical urgency is if they don’t do business with you now
Why is your availability or your prices going to change tomorrow yeah, we are in Diwali season we are giving a 20 discount you know you do it today otherwise December we don’t know okay or you can say well offer is available only till stocks last the stocks are running out fast and the stocks finish then you got to wait for the next model to come it will come in March or April so you got to wait another four months before you can
Show off that nice flashy car, yeah and if you’ve done the assumptive close right and you do this tactical and strategic urgency right you can ask for the check and you will get the check not 100 of the time about 40 of the time maybe 30 of the time yeah which brings me to the other stuff how do you do all of this other stuff that I spoke to you about attention interest desire conviction all of this needs to be automated and
Facebook ads are not enough what you do with that Facebook leads is important you will hear a lot of people say I did the Facebook ads I got the leads but when I called them it’s not a good use of my time, of course, it’s not a good Facebook agency will give you 10 000 leads a month 10 000 leads a month okay so that’s 10 000 assuming it takes you in a day you can potentially call 70 people and you will have five to seven good conversations so divide this by 70
Per day okay that’s uh one five zero 100 it will take you 150 days to change these leads so you gotta have automated systems to filter this out using the messaging I just said okay using the messaging I just said if you want more information around this if you want to find out how you know how Startup Frat can also help.
You we got our own programs but first I would like you to invite I’d like to invite you to our sales master class which is a recorded master class worth 700 rupees the 700 rupee masterclass which walks through all of these steps and how you can do it yourself all the do-it-yourself stuff is free from outside it’s a one-hour master class watch it and you can head over to startupfrag.club/sales.
You can’t stop that class you can’t fast forward that class you can’t do anything so make sure you take an hour and you can watch that class take notes and you can literally build this entire sales program for yourself for your business okay towards the end of that master class you will see some offers of the month if you want to work with us which means if you want to bring up
Bring in the startup frat team to help you get this set up and running within 30 days or less, yeah and if you’re watching this video you would like to see how other people have benefited uh you want to be you know on Friday at 8 30 you want to be live you want to show over to the hangout Facebook hangout so if you’re not in the Facebook hangout yet startupfrat.com Facebook and you will see customer studies live interviews
Where you can actually ask me questions like this interview will be about one hour you can ask our community member these questions who’s going to be the celebrity guest of the day and I’m going to be the celebrity host and the holy ghost of the day so you can ask me questions over there you can ask him questions and you know you can take your decision how you want to do it best absolutely if you want to consider using startup frat services they’re about in
The thousand dollar range so if you watch the master class startup dot club four slash sales you will see how this entire program works you’ll see how you can do it yourself you take notes and if you want to work with us you will see an offer of the month that’ll probably be the lowest price ever that you will ever see okay so with that I’m signing out I look forward to seeing you uh in the hangout and I look forward to seeing you at 8 30 on Friday as well see you bye