How to Structure a Sales Demo Leads and GHL

Created by Joanna Love Mojares Panizales, Modified on Mon, 22 May 2023 at 05:26 AM by Joanna Love Mojares Panizales



Sofian. Hi. Man how.


Right.

Walt.

So hope you're doing well. It's it's a Saturday morning for me, and I've got a client booked in for a meeting. They are part I've got two clients sorry, booked in for Monday. One is a solar energy person, and the other one is a creative agencybud. I've promised them the 23 leads offer over Facebook.

Well done.

And yes, I was just kind of wondering how I could, I don't know, just blow them away in the first demo.

Yeah, absolutely. So when I do a demo, I go through a very specific process. And so what you're trying to do is make a sale of your high level account. Right. The reason people are going to stick with you and pay you for months and years to come is because they're going to build their business on high level, and they're going to be so entrenched with you that they never want to leave. The way to get them to sign up is the leads. So we want to understand that generating leads for these businesses is the hook, and then keeping them active is high level and all the amazing things that high level do. So how do we blow them away on the first call in our level two? I'm not sure if you've gone through the training, but I build my demos in a very specific way, and what I do is get the people on the call. Of course, you're going to be asking them about their business, helping them understand who their ideal clients are. If you caught our Masterclass last week, there's a couple of questions that are really, really key in this kind of sales environment.

Questions like who's your ideal client? Okay. What's an ideal client worth to you? Of all of the questions that I ask in a demo, that one is the most important. What's an average client worth to you right now in a solar company, their average client might be three, three and a half creative agency space. The average client might be 510, 20,000, we don't know. But getting that answer is super, super crucial because that allows you to justify your cost, right? So let's say, for example, the solar company says, yeah, average clients, $3,000, 1800, whatever it is, 2000, 5000, whatever that number is, we got to say, okay, cool. So average client is $5,000. My cost is $500 a month. I literally only need to get you one client for the whole year to pay for this system. All right, cool. Well, based on that, let's move forward. Getting the answer to the how much is your client worth? Is going to set your scene. But I understand your question. How do I wow them on the demo, right? This is not about how to make sales. So asking those questions up front. The next thing I do in the demo is I talk about what's going to happen after we generate the leads and this is GHL.

So when I'm doing a demo and again, I show you this in the training, but when I'm doing a demo, I start with the system that's going to handle the leads once they come in, right? So what I do, and very specifically is I talk about the system that's going to handle these leads before I show them the leads because I want them to go, wow, you guys have got this down pat. So this is my process. I'll do my question and answer. I'll find out what's their ideal market? And then I'll say, okay, fantastic. Look. So I understand you're looking for solar leads. What we want to be able to do is reach out to people. We want to find out if they're interested. We want to make sure that they qualify. We want to walk them through that sort of that short process. And the goal is to get them on the calendar, is that right? I want to get a confirmation back from my client in the same with the creative space. So what we want to do is reach out to people, find out if there's an interest. We want to qualify them by putting them through a series of questions.

And if they qualify as an ideal client, I want them booked in your calendar. Is that right? That's the same process that everybody wants to go through, find, identify, qualify, nurture, get them into my calendar if they're the right fit. So what I'll show them is my automation. And you can use the client delivery automation specifically for this, right? So I've got so many automations in my demo company, but let me just find Cold Rice Cold outreach system. Okay, so this is the one that gets installed with your client Fulfilment Snapshot, right? So I literally show them on the screen. So I'm going to show you, right? So what our system will do, we'll find and identify the clients. I'll show you that in just a minute. But when we do, it's going to reach out to those people with a specific communication that we're going to design. It's going to see if they reply. It's going to use AI to actually cheque that reply. And Sylvian, this is exactly my words. What I say, what I say at this point, I literally click on here and I say not just cheque the reply, but we can cheque the reply's intent and I highlight this, the intent of the reply.

And I can use AI to actually see if that intent is positive or negative.

Right?

Okay. Now hang on a second. I want the client to go, whoa at this point, right? So I literally will focus on this. And you'll notice that it's not set up that way. It's not set up to measure, it's set up contact, reply, true, false. Okay.

Yeah.

It's not set up immediately because I want the client to see me specifically do this so I'll say we not only cheque for a reply flick, but in this AI interpretive technology here, I can cheque if the intent of the reply is positive or negative. And then based on how they've responded, I can take them down different paths within my automation, super clear that I want the client to go, whoa. Now, at this point, they probably muted like all of our people on this call here. But you got to imagine that they're sitting in their office with two of them looking at the screen, talking to each other going, wow, right? So what I want to do is I want to show them this, and I literally do that exact step, show them the click. Now, if they reply positively, we're going to take them down a specific path. If they reply negatively, we're going to take them down a different path. So what we're going to do is we're going to find your ideal client and we're going to run them through this system and we're going to find out who's interested. Now, if they're interested, again, this is my process.

If they're interested, I'm going to put them into a visual sales opportunity board. I'm literally going to see where they walk through from step one to step two. If they reply, they will be moved up to the next step. If they're in the next step, they're going to move up to the next point. You can see exactly what happens step by step with every one of the leads that we're going to have. So at a glance, what I'll be able to show you is a pipeline of leads and where they're up to in the system.

Right?

That's my exact spiel. And you'll see how I move through it, right? You saw me move those things on the board. You saw the appointment thing pop up and then I show them the pipeline, right? So what I want to do is I want to let this client know that I've got a system that is going to absolutely drive their business. This is before I even show the leads tool, right? Because the whole cell here is these two things combined. And I'm focusing on this graphic at the end because I want them to go, I'm going to have a funnel of leads. They know that there's going to be people that are qualified and people that are not. But I walt to literally highlight with my mouse that we bring people through a journey and they come out the bottom end in your calendar, right? So again, this is just how I do a dim, right? So I talk to them about the system, about the way we're going to find, qualify, nurture and identify the way that we're going to be able to visually see how they walk through a process. And then I'm going to be able to show you exactly how many leads are in your pipeline and how many are coming through at a qualified point.

Now, at this point, this is what I say to a demo client. I say something like, so what I'm just showing you here is that you need to have a bucket ready before you turn the tap on. Right? This is like language and imagery, okay? Because I'm about to turn the tap on for you. What's important to know is that there's a system in place that's going to handle all of the leads as they're coming through. Now, let me show you the leads. And again, one more line that I use at this point. So there's a bucket, there's a system turn the tap on. Visual imagery. I'm about to turn the tap on for you. There's a system ready to handle this once this goes into place. And then I say this. Forbes magazine actually tells us that 83% of genuine sales leads never receive a single follow up. So it's important that I tell you that the system is ready to go before we turn that tap on. Yeah, right?

Yeah.

Again, Cheque, my language and Cheque, the way I'm saying that, Forbes magazine shows us that 83% of sales leads never receive a single follow up. So I want to make sure that I show you that there's a system in place to handle that entire process before I turn that tap on for you. It right. So what if I just said to them, we're going to turn the tap on. You're going to have a lot of leads, and I'm going to make sure that you can handle it. Cool. So all of that being said, now the only thing we need to do is put people at the top of this funnel, right? Again, Cheque, my mouse mover put people at the top of this funnel. So let me show you our lead tool. So, coming across to leads, you just told me that your ideal client is now in a solar example. Sofia, what I would suggest is that you need to swing them to one of two paths commercial or relationship sales, okay? If they deal with, they want mum and dads, they want homeowners. If they're a domestic solar company, which a lot of people are, then we want to focus on the relationship side of the sale, which means I need to find real estate agents.

I need to find people that have just purchased homes. I need to talk to mortgage brokers. I want to get into accountants. Let me find building companies and contractors. I want to talk to electricians, because if I can speak to the electricians in the area and find out if there's some solar opportunities, I can start to form those relationships. How would you like to have lunch with the CEO of the biggest electrical company in the city that is non solar, right? So if they're domestic solar, I want to make sure that I'm focusing on the relationship side of building of generating leads. Okay? But if we don't know if they're commercial or domestic, ask the question, do you guys focus mainly on commercial solar or mainly on domestic solar? Okay, again, just knowing what we know. Chris, my business partner, owns an alternative energy company. So knowing what we know is that most solar companies have kind of like an 80 20, where 80% of their work comes from domestic, 20% of their work comes from commercial. Funnily enough, 80% of their income comes from commercial. But they just want to keep their guys busy, right?

That's why they take on the domestic jobs at all. It's just to keep the guys employed while they're waiting for the commercial contracts to come in, right? And again, if you can find out this information from your client, you're going to go a long way to making a sale. So if the client says to you anything to do with commercial, just say, well, look, for the sake of this demo, let's see if I can get you those 20 leads in the commercial space, right? Now, commercial space means I need to find people with big roofs, I need to find people with shopping centres and industrial complexes, and I need to find the facilities managers for those complexes. And that's what we're going to focus on for you in the demo. And again, I'm seeding the kind of leads that I want to generate for this company, right? So then it's easy. Then it's like, okay, so let's go in here and let's come up with a let me grab one of my test campaigns here. So then I'm going to find manufacturing. Let's just go with manufacturing. Let's find all of the manufacturers in wherever you are.

Let's say Chicago, right? And boom, let's start this conversation. So now we can find anybody that's in manufacturing in Chicago. Give this a couple of seconds and we'll start to see these results. Amazing. Here we go. We can start to see these manufacturing companies. Now we've got their here's my demo spill. Now we've got their business name, we've got their business address, I've got their reputation rating, I've got their websites, I've got their phone numbers. And in the background of the programme again, guys, this is how I do a demo. I say these words to give the system time to find the email addresses, right? It takes ten or 20 seconds. So I'll say we've got the business name, their address, their reputation rating, their website, their phone number. 7 seconds have gone by. I need another ten in the background of the programme. What's happening is the system's looking for all of the contact information. Now I'm at 15 seconds. By the time I click on here, it's 20 seconds have passed and I've got guess what? Results. And I can start to show those results immediately on the screen, all right? So I can say now I've got manufacturing companies in Chicago.

These guys have got big roofs. That might be one way that we can generate leads for you. What about if we looked for a different type of search and we looked for shopping centres? All right. And I want to find the shopping centres in Chicago. All right, cool. And again, let's give this a second or two and find all of the shopping centres in and around this area. Boom. This is another way we can find leads for you. What if we were looking for the centre managers, the commercial facilities managers in those shopping centres? Cool. That way we're going to use the people search and we're going to come down to our people search and let me just grab an example. People campaign here. I'm looking for a facility manager of retail in and around Chicago. All right, amazing. Cool. So let's find facility managers in retail. Here is the retail facilities managed facilities manager manager. Are these the people you want to have a conversation with? Right, so now that is my specific question to that person at this time. Are these the kind of people you want to have a conversation with? Yes.

So you want to drill this 100 times? You want to like, are these the people you'd like to have a conversation with? Yeah, absolutely. If I could get you organised, just an introduction to facilities managers in the in the city, is that going to help you increase your business? Yeah. And we've already decided that, like, one deal in twelve months is going to help you pay for this system. So we're good, right? Yeah. How about if I could start a conversation with 100 of these in a month? Wow. Okay, cool. Looks like we've got a good fit here. When do you Walt, to get started? Right, so that's for a solar. Exactly the same thing from a creative space. I want to find out who's their ideal client, who are they working with currently? If they could wave a magic wand and work with their ideal market segment, who would that be? They're going to say, oh, well, we typically work with and in fact a creative agencybud is going to give you a wide thing. Right. They're going to tell you we work with anyone we've got, from retailers to wholesalers, we work with accountants and we work with plumbers.

You can say great. Fantastic. Who's your best client? Oh, probably our best client is this contract construction company. Oh, amazing. Why are they your best client? Well, they spend the most money, their projects are worth the most, so we have a good fit. Oh, cool. What if we found you more companies like that? And now you can look for a specific industry. Don't leave that initial qualification question point until you have a specific industry. And the question when people are giving you a broad range, the question is, who's your best client? What do they do? What space are they in? Oh, cool. Let me see if I can find you more like that. But again, my demo is the same. I'm going to find construction companies in blah, blah, blah. I'm going to show them one or two searches in that area and then I'm going to go to the people search and I'm going to ask them if I could find the CEOs of those construction companies. Can I organise a conversation with you in the next twelve months? Right? Always the same process. Like I said to somebody the other day, who's the highest paid people on the planet?

And people thought I was asking a trick question, so they were like digital marketing agencies. I was like, no, the highest paid people on the planet are actors. And actors are paid the amount that they're paid to deliver a line that they've rehearsed so many times that it comes from their heart as a natural. I am this role, right? When Johnny Depp is Captain Jack Sparrow. He's Captain Jack Sparrow for that moment. Like, he's not Johnny Depp. Actors learn their lines so well that when they say it, they say it from their soul and people live it and breathe it. That's what makes them the highly paid professionals that they are. Salespeople have that same opportunity to learn a line, to learn a script and deliver it in a way that's so impactful at the moment that people go, yeah. So that's the way I always do my demos. Sofian, does that help?

Yeah, that definitely helps. My just final concern is that I'm afraid that I would show them and they're like, okay, cool, that's cool and all, but can you actually get someone if you send out an email, can you actually get them on board? Yeah.

And this is what you say. You say, Look, I don't know, but I will work with you and make sure that we do this. What I can tell, and even if you've never done this before, Sufian, what you can do is actually lean on what we call borrowed authority, all right? So you can say as we look at history in this space, as we look at statistics, as we look at data, because data doesn't lie. I can tell you that we've been able to see open rates. We've been able to see not we've been able to get we've been able to see open rates as high as 63%. Fact, all right? Cometsuite, Cometleads, AI, proof, 63% open rates in the financial planning space, 45% open rates in the fitness space, all right? So again, never ever tell untruths, all right? We've been able to see in this space open rates as high as 63%. Now, I've also seen open rates as low as seven, but the difference is what we offer the message and how we craft this going out. Can I get the leads into your funnel? Yes. Will those people take action? I don't know.

So let's test it and see, because what I've got to do is I've got to get you one deal in twelve months and make Chris paid for itself. Right? So can I get you the results? I don't know, but if you give me a shot, we'll try it together and your total risk is $3,000. Right. And if I can't get you those results at the end of three months, then we shake hands and you'll know that I've given it my best shot.

Right? Yeah, that's pretty good.

You're not going to offer a refund? You're not going to offer to work for free for the rest of your life? No, I will give you the best I've got. Right. And your total risk, Mr. Client, is $3,000. And at the end of that three months, even if we don't get the results, you're booking bot, you will have 3000 of your ideal prospects in your database to be able to again and again, say again, where do I sign? Boom. Here's your total risk. Here's what you'll have at the end. Regardless, I will have 3000 of your ideal prospects in your database and you can continue to market them forever. You own those leads. So I will have them in your database. Can we get them to answer you? Let's test and see. Yeah, and then it's just about tweaking the copy in the offer.

Yeah, that's pretty good. Okay, cool. And just the final, final thing. So I saw a post on White Label Suites Facebook page about this guy who made a post on multiple Facebook groups and saying that I've got a new AI software. So I did that about for ten Facebook groups, and this is actually where I got those leads from. Now I'm wondering, I don't know how it is in the US. But the Facebook groups in Australia, especially the business ones, they're very dead, very quiet. And so I was wondering if there's a better way of going about that, apart from the email marketing.

Yeah, so actually, let me drop you a link because I want to be respectful of everybody's time. Wednesday or my last Q and A sometime there we ran through a really specific YouTube Facebook Groups strategy. Lewis, I can see your question there too, by the way. Let me just grab that video and I'll drop it in here. I think it was like 14, 15 minutes and we talked about there it is. More traffic to your sites and VAS. Yes, I think that's the one. Let me just double cheque, see if this is the right video. Her whole job cool. This is exactly the right video. Let me drop this in to the chat box. You guys can bookmark this and cheque it out afterwards. Open it in a new tab, because I know that you've all got 50 tabs open already. So open that in a new tab and cheque that out after the call. I talk about a very specific strategy. But to answer your dead question, Sofian, let me share my screen with you. You're right. In fact, it's not just Australia. Facebook globally has seen interaction decline, right? The good news is that there's still 2 billion users, so it has declined 100%.

No doubt. But you can come in here and go, okay. Whereabouts you based, Sofia?

Melbourne.

Amazing. Love the place. All right, so business groups in Melbourne. All right, let's go. Business groups in Melbourne. Where's his accent? Yeah. You don't have an Australian accent, which is a blessing for you.

Yeah, I've got an American one.

Yeah, you do. I've worked so hard to get rid of my Australian accent, every now and again it comes back, especially if I've had a couple of beers. All right, so in our very quick one word search here in our Facebook world, we've got 9000 members and five posts a week. Not really very active, but a whole lot of people, right? 27,000 members. Four posts a week. 13,000 members, five posts a day. That's looking a little bit better. Now we can start to see that there are it's very true that there's not a lot of activity, but you know what? There's enough. Five posts a day. Ten posts a day with 7000 members. Three posts a day with 10,000 members. Five posts a day with 13,000 members. Four posts a day with 10,000 members. Ten posts a day with 22,000 members. By the time I've looked at six active groups, I have got enough work in making posts to keep me busy for six months. And what I talk about in that YouTube video is a very specific four week process for getting into these groups and getting active. So please watch that video. Give me your feedback on it.

But, yeah, there's so much business in the world and there are active places that you can do this. And the technique that I talk about in that YouTube video, the four steps that I go through, you can use in LinkedIn groups as well, which are a lot more active. Vanessa says, how about narrowing down to a niche Facebook group? Can you tell me kind of what niche, Vanessa, and we'll just have a bit of a look and see what we can find. Would you have the link to that YouTube group, by chance? Yeah, I just posted it in the chat there. Dora, can you see that in the chat? I've just posted that YouTube link. No, in the meeting chat doesn't come up. No. The YouTube video that I'm talking about. Correct. Now I see it. Okay, now I see. Vanessa, what kind of niche Facebook groups are you looking for? I was just suggesting probably, like, narrowing it down instead. So in that way it would be more of, like, the niche that you're trying to target. Yeah, I was just, like, kind of like, I guess, piggybacking on groups. Yes. So the tidier your niche the less people you'll have in the group, but the more focused they'll be.

Right? At this point, I'm looking for business groups in Melbourne. Great. Amazing. Found a stack of them, but that's pretty broad, right? That might be every kind of business that's ever come across the planet, but what about if we said business accountant groups in Melbourne? Now we start to see small business accountants and advisors. Much more niche. All right. Smaller groups still. Ten posts a day. Okay, great. We're starting to get the right sort of things. What if we said sporting club groups in Melbourne? And again, we can use any location in the city. Okay. Melbourne clubbing society. That looks more like nightclubs, small business events and festivals. Let's see if we can find sporting partnerships. We might get Melbourne events. All right. AFL. There we go. So that's a sport in Australia. Australian football. We can find the ones we're doing if we're being a little bit more specific about it. So you can narrow down your search in both LinkedIn and Facebook, and you might only find I give this example all the time because it's a little bit facetious. If you're booking bot, crocheted teapot makers that create crafted goods for deep sea divers, you've probably not got a big market, right?

There's probably only one in the world. It might be somebody crazy making crochet teapot holders for deep sea divers. But if you've got a product that sells to that market and that one person needs it, then you're in the right spot, right? So the tighter that you get, the less your audience size is, but the more responsive they are to your message. So whatever it is, whatever market that you're working in, facebook advertising used to focus on, be as narrow as you can. And what we found in the last twelve months is that if you go broad and let the campaign self qualify, you've got your best chances. So the best methodology if you've got a broad market is to shout out to your ideal client and let them raise your hand. So if you are a business coach who specialises in accounting companies and blah, blah, blah, I've got a message for you, right? And it's only that avatar person that will respond to that message. So, yes, you can be very focused on your groups. Vanessa, I think, is probably the message there. All right, guys, let me just click hopefully guys. That's some helpful guys, some sales tips.

Sofian, I'd encourage you to watch that video again. Like, learn that demo process. You've seen a way that you can deliver the specific requirements for Solar company, for creatives, and you've got an amazing advantage right now. You've got somebody that says, I want free leads. That's why they're meeting with you on Monday. You've already got an in. And if you watched our Masterclass from the other day, this person has come to you as a professional. They've. Already said. Oh, you know what? You're doing great. Show me. You don't need to establish trust and rapport. You just literally need to diagnose what their problems are at that point and go into delivery module. So where do we find you at the moment? What business are you doing at the moment? How much is an average client worth? What are you doing to currently generate leads? If we can generate leads for you, is that going to change your business? Okay, cool. Let me show you how you do it. And getting into that delivery of a diagnosis point of view. All right, cool.

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