what's up everyone so today's video is how to sell any digital service and I
get this question a lot me being in the digital marketing space and business
space we sell a lot business-to-business now I have multiple different businesses
lead generation business a client business that offers different types of
service so this is really vital and honestly in the beginning I didn't do
any of this stuff my sales was mostly you know walking in and door-to-door
type of sales and building relationships but when you're trying to be an agency
and scale you need to put systems in place and have certain things and I'm
gonna jump into my computer in a minute here really dive deep and show you some
things that we're doing in my agency and right here how to sell any digital
service it really comes down to the same type of elements and any sales but of
course depending on what you're selling there is some things that are a little
different within your pitch your copy and so on and I'll show you examples I'm
gonna try to not keep this video extremely long because I can go on for
hours and hours when it comes to sales split testing and a whole bunch of
different things about building a system sale system but I'm gonna show you some
things that are really working great for my business especially our lead
generation business we're just growing that and growing that and it's because
of certain things that we're doing we always record phone calls listen back so
we can adjust our pitch our copy and you know really build a system in place and
that's key so today's video is how to sell any digital service will actually
jump into the video right now okay everyone so now we are live in my screen
and we're gonna talk about how to sell any digital service let me just get rid
of my face and as you can see this document I'm sharing I just wrote down
some things to really give you a good example and three important elements
right off the bat and you might have heard this in other books in in other
sales training you know I've listened to a lot of books and sales training myself
so I'm always picking apart and taking pieces and testing and seeing what
really works and three important elements this comes down to the
a client they must love and believe in your product okay that's one of the
things that you got to convince and you have to be convincing over the phone
when you're doing sales dialing and calling they must love and believe in
your product number two they must trust you you have to grow a relationship
where they trust you and you know sometimes you know you hear a lot of
people say call up and close the guy right away right and we're finding that
a lot of our closer closers and closing ratios it's
happening down the line sometimes we reach back out to these people or they
reach back out to us after we speak to them two three four times but then they
close we're building a solid relationship to make them trust us and
last but not least and I think a lot of people forget about this and they leave
this element out and it's they must trust and like your company they need to
really really like your company what you stand for and they must trust it you got
to build that trust and there's certain things that we do so those three
important things need to be the first elements that you're thinking of and
this is when we're going into any niche or business we're always thinking of
these now around our sales pitch and copy' and what we're going how we're
going to approach it how are we gonna make them love and believe in the
product and listen it has to be a good product you can't be selling garbage
right if you don't know your product if it's good or not how are you going to
sell it because even if you sell it even if you have a powerful sales process if
you start selling it right and you get really good at sales but you're using it
in the wrong way to sell something that's garbage you're gonna get tons of
bad reviews nothing no one's gonna stick around they're not going to repurchase
it's not good so don't do that that's not what you want to do what you want to
do is have a really good product and maybe that means you have to take time
and split test the market yourself spend a few dollars or you have to take on you
know clients for a free trial and during those free trials and you can use this
copy to get people into free trials that that's even easier if you you use it to
get people into free trials but just know that it's a free trial for you to
test your skill set up so with that said must love and believe in your product
remember you want a good product must trust you got to build that trust must
trust and like your company you got to build that trust with your company and
this is this is how we go about doing that we pick a specific niche and for
this example let's say the solar industry let's say that I have a product
for the owners of solar companies so we're in the solar industry let's say we
must do deep niche research and now what I would do is me and my team we'd be
like all right we're going into the solar industry we want to sell these
solar accompanies either it's or we want to we want to do their search engine
optimization or we want to do their Facebook Ads right we need to know about
their business though so when we get on the phone we can have the lingo with
them so we'll do really deep research and write down certain things like solar
that you know think about in the solar industry I right away I think of solar
panels but there might be other stuff that you know falls on the solar that I
don't know right now but if I did my research right I would learn about this
so that on the phone and you'll also learn this through phone calls you know
record every single call that's one of the rules to record every single sales
call so you can listen back because they might ask you certain questions that you
get you know stumped on in the beginning but you write that down and you're
you're doing market research by phone calls also because you're gonna learn
like oh so you know they mentioned some type of commercial solar program that's
going on right now that maybe you didn't know about now if you know that you have
that in your arsenal to talk about when you're having conversations later on
with these solar companies so again we'll do really deep research write down
as many things as we can about that niche that you know that can fall under
maybe questions they might ask and then also will create a specific niche brand
website so again because we want them to trust and like the company right so
think about this if you're a solar company and I'm calling you and I'm
telling you I'm from you know XYZ marketing you're like oh yeah you
probably heard phone calls like that before right but if I if I get your ear
and I'm like hi this is James from solar solutions right away Solar Solutions and
I'm just making up a name that hopefully that's not someone's company I'm just me
getting up this name if I had to pick something let's say solar solutions.com
you know anything that's niche-specific so it has the main word in there of the
niche I'm going after solar solutions because I'm gonna provide solar company
solutions for for their marketing in their business that's why I came up with
that name but you want to do something very specific niche so if you're going
after chiropractors it would be chiropractor solution whatever it might
be the niche you want to create something with that because it's much
more powerful when you can use in your copy that this is all you do
all we do is build solar companies or all we do is generate leads for solar
companies just like yours or all we do is you know build the brands of solar
companies that's what we're known for we're solar solutions so it really
sounds very specific the next thing you want to do is build out a website around
that it could be a quick WordPress site or Weebly site whatever you could go
youtube these videos on how to build this stuff and you want to put up if you
already have some clients let's say you have one or two if they're happy with
the product that you're selling them let's say I had a solar company that's
buying leads from me I would ask them hey can you just write a review on the
quality of the lead so I'll put that testimonial and a five-star review you
know put the perception on the website this way when they go and visit Solar
Solutions calm they can see the reviews from past clients that you have and also
what I would also do is let's say you're generating facebook leads I would use
maybe a screenshot of the quality of the lead so if they're filling out like a
form actually what I'll do real quick is I'll actually share an opt-in form and
I'll have my editor edit this and right now and that form really is just to show
that I would share like hey look at the quality of the lead that we're getting
look at the information we're getting from them and in order to get that
information that's because of the way that we're building on your brand and
also the way we're really good at getting specific leads information and I
would put those examples of the leads that you can generate on the website as
well you want them to visit Solar Solutions because
what what usually happens in the first conversation that you have with someone
is they'll ask for more information about your business again this is a
conversion factor they want it they want to know who are you thinking about how
many marketing calls so you want you don't want to pressure them you want
them to do research on you you want them to see your website because that site
needs to make your think about it you're being niche specific you want it to
stand out against any of your competitors that are trying to do the
same thing that you're doing because this is all you do you're in that niche
and you're gonna get really good at that niche now if you don't have past clients
right let's say I don't have any solar clients yet maybe whatever I'm trying to
sell let's say it's Facebook Ads again maybe I would set up some Facebook ads
on my own dime depends on where you're at and run some ads and really try to
get them to convert and if they're converting then I would call some local
companies and see if I'd get them in the free trial and just turn those ads on
and send them to them and then if you're making them happy again you know it's so
funny everybody wants to sell digital service I hear everyone's has these
digital agencies but they're not really spending the time to perfect the craft
that needs to be perfected for first you know it's great you're gonna get on the
phones and do all this stuff but if you don't have a good product you don't have
a good product you don't have a good service you don't have a good service
right you're just gonna be wasting your time because if you do start closing
people which I know you can it's just they're not gonna stay around if you're
not really doing you know the right thing so we're gonna move on I'm gonna
show you an example of a sales pitch now I designed this sales pitch just I threw
this together from some of the elements that we have in our own copy right now
we're selling leads so we have leads coming in already and we're selling them
to companies so our sales pitch is a little different I catered this more
towards if you're trying to sell like digital services like Facebook ads or
something like that that's why I catered this which is a little more tough but
you can still get around certain ways and you'll see how I kind of crafted
this and there's certain things that I did so the first thing I would do is if
you have the business owners name which is always great and sometimes you
do sometimes you don't if you do and you're able to get that information it's
always great to just be like you know ask for the business owner so if I was
to get on I would say hi is Mike there just like that hi is Mike there and once
I get him on the phone that's when I would say hi this is James from solo
solutions.com I'm calling about your home advisor
campaign are you the best person to talk to about that now if you don't have
their first name just try it out with this right and again this is all split
testing and getting data I would say right away if I didn't have their first
name I just go hi this is James from solo solutions.com I'm calling about
your home advisor campaign are you the best person to talk to about that now
you're probably wondering at this point James how do you know and why are you
using home advisor what's well this is a creative twist that where we're using
sometimes to get our foot in the door because if you go over to home advisor
and you can find people or Yelp you know you can even use yo let's say I could go
over to Yelp let me just do this real quick so I'm over here on Yelp and
you'll notice something ready look at this son power bi EAN power solar
they're running an ad on Yelp Long Island Power Solutions running an ad on
Yelp Clear View roofing is running an ad on Yelp for season running an ad on Yelp
there's a good chance if they're running ads on Yelp for solar there are solar
companies that are already spending money and guess where they're spending
it on Yelp so you can do the same type it's you know I'm not gonna take up all
the time but this type of tactic could be with any type of services that they
could be spending money somewhere else be smart about it find it and now you
you know you have that as a mo so let's say this was even Yelp we could put you
up because we already found something there so hi this is James from solo
solutions comm I'm calling about your Yelp campaign are you the best person to
talk to about that now what this is doing is if the owners on the line he
probably knows he's spending money on Yelp so now he's you just opened a zeros
because he's gonna maybe think you're from Yelp or you know that you're
confusing them and if he not the owner this might be able to get
past the gatekeeper because if the gatekeepers someone at the desk and he's
not the right person to talk about the Yelp campaign but he knows you guys are
spending money on Yelp he's gonna get you to the right person
all right so that's the little trickery part in that so once he agrees that he's
the best person or he's gonna get you the best person great what you what you
want to ask nask is I just wanted to know how the leads were working for you
and I always agree with them no matter what they say if they say you know it's
really not working out it's terrible you know you can be like okay yeah I hear
what you're saying right and then and then go into the next section but even
if they go oh yep it's working out phenomenal it's amazing like we're
getting some oh great that's great that's great to hear
well the reason for the call today is we are actually expanding into and you want
to do their specific location so if they're in San Francisco you know the
reason for the call today and there is a lot of things with tonality people don't
you know understand that or believe in it but there is when we're listening to
certain things like for an example we have a new guy right now that we have
doing some of the calls and we listen to its calls the tonality is hot it's
horrible it's not it's not great right now but we're trying to get its
confidence and comfortability when you're on the phone the one thing I
would suggest you do too is you know you sit upright and you really get
confidence in you like you know what I'm from solo solutions I am the top in your
mind you you need to get this mindset I am the top sales rep in this whole
company they're lucky that they're even getting to talk to me because I have
something really great for them and you need to get that in your into your into
your body and your energy your getting on the phone you have something really
great for these people they have no idea so almost secretive in a way that you're
even giving it to them but you're so excited because you're gonna change
their business around especially if you have a good service and product right so
you need that you need to get that into your tonality and into your body so
that's where you would come in right you agree with no matter what they say and
again this is not a perfect one-off thing what I'm showing you there's going
to be some bumps in the road and some testing that you have to do I'm just
showing you abroad spectrum of where I would start all
right then you start adjusting things because you might start understanding
after you get somebody on the phone the owner and you say great I just wanted to
know how the leads were working out for you
there might be a common rebuttal there that you have to adjust in your pitch
right we don't know that yet we're not doing I'm just showing you a broad
overview so let's say I get the guy on the phone great I just wanted to know
how those leads were working out for you he goes they're working out okay I hear
what you're saying well the reason for the call today is we are expanding into
San Francisco area and I'm the specialist in your area and we are
currently looking for a reputable solar company in San Francisco to work
directly with us as a partner something like that all right you see I did that
and then I would get into right now we are generating so many inbound exclusive
business for other solar solution partners and you could say nationwide
depending on you know where they where they are in our other locations that if
we can generate you even half the results we were getting for our partners
right now I guarantee you would be extremely impressed and the reason why
we're doing this is I want them to know that we're working with other people in
other areas I think it gives you build the trust for the company that's why I
like to do that again we're pretty much saying we're generating leads and they
might go oh so you're you're a lead company and listen if you're not a lead
company right if you're not selling solo leads let's say you were let's say you
were spending your own money and you're generating solo leads and now you're
trying to resell those leads to these people then this makes sense but if they
ask a question go you're a lead company and you're not let's say your facebook
advertising company no but you could still word it this way as far as if if
we jet if we generate you even half the results we were getting for other
partners I guarantee you would be extremely impressed position yourself
like you're doing this for other solar companies Solar Solutions is soul
solutions that's what you're experts in right and again you do need to have a
good product though so remember that the solar leads we will be generating in San
Francisco will be exclusive just for you unlike Yelp unlike homeadvisor which
sells you and three four and five others the same leads you know and you can even
question that like you can even question it like you you
realize homeadvisor if they're using homeadvisor cells your leads to three
and that again we're using that opening line in the beginning when we're saying
you know hi is john there oh this is james from soul of solutions i'm calling
about your yelp campaign or i'm calling about your home at home advisers
campaign we're setting it up also for later on to do this right here where we
can say the best part is the solar leads we will be generating in san francisco
will be exclusive just for you unlike homeadvisor
which sells you which sells your leads to three or four to other other
companies you know you understand what i'm saying like and you can even say
that you understand what i'm saying and you get them to agree and go yeah and
then here's a really important question and again this is just a broad a broad
spectrum i would get into something where it's if i was able to generate
your business even more qualified leads than homeadvisor or even more qualified
leads than yelp at the same price and absolutely exclusive only to you would
you agree this is a much better deal again you're getting them to agree with
you you're getting them to nod yes and agree with you because this is a much
better deal right if if i'm telling you now you really have to be able to
deliver this but some of you might already have a service that's really
good you're just having trouble selling it you might be you might be a solar
league company right now that's watching this and you might be getting leads you
just don't you're not able to sell them then you're going to be good if you if
you do this you want to find people who are erased spending money somewhere else
yelp homeadvisor you know there's other sites right and
that sometimes there's niche specific sites but what's even better for you
they're spending it on home advisor home advisor is so big they're selling their
leads to multiple people they're all over the place they're in every single
niche when your niche specific you're better than home an advisor
we're solar solutions all we do is solar this is all we do unlike home advisor
you know i'm sure i'm sure you're using home advisor and you're getting the
leads here and there but unlike home advisor solar is
all we do this is all we do all day we're very very good at it and if we get
you half of the results that we're getting for other partners and other
locations you'll be extremely impressed the best part is the solar leads we will
be generating in San Francisco will be exclusive just for you unlike
homeadvisor which we know they sell two three four five other of the same leads
to multiple competitors of yours let me just ask you a quick question if I was
able to generate your business even more qualified leads than homeadvisor or Yelp
at the same exact price and and these will be absolutely exclusive only to you
so you are not competing with other solar companies would you agree this is
a much better deal right there and they would agree right they go yeah I could
you know they might even be hesitant in the way they word it
some of them might go yeah that would definitely be a better deal or something
like oh yeah I would assume so or yeah I guess it would be or yeah I would have
to see something right and I'll tell you this what I would try to do if is if
you're selling Facebook ads I would try to get them into a demo my if you're
selling any digital service I would have a demo this is just the beginning of
building these three elements love and believe in the product trust you trust
and and like your company right we're using this to believe in the product
to build our brand in the solar industry and really position ourselves to be the
go-to solar marketing company the next thing is I would have a whole
presentation ready for them and book them to watch this demo now if you're
just selling leads and you already have leads you kind of don't need to book a
demo I could tell you this from experience you don't need to if you
already have leads right if I have solar leads coming in every day all right and
I'm just trying to flip them into another company I pretty much you just
try to sell them a trial of like listen by 10 or 20 of my solar leads and watch
what happens you know we'll start real small just buy 10 of them and I
guarantee you you're gonna be so impressed with these leads and that's
where I'd be like I'm going to start smoking I want to build trust with you
and you want to get their email to in the first conversation because you want
to be able to email them follow-up and also your information and
again this is all KPIs that you're going to be measuring but first it comes with
the pitch you make a lot of phone calls right write this out for your business
start making the phone calls adjust your pitch once you get people starting to
get interested and get to the demo then you know you're on to something you know
now you know that this beginning pitch you're on to something so what will will
go along with this pitch would you agree this is a much better deal and then
right after when they answer you could say I'm not asking you to jump all-in
right now I want to start small and prove to you what we can do for your
solar business unlike homeadvisor solar is all we do or
unlike Yelp Solar is all we do not only are we experts with solar marketing but
we do not have any annual fees or hidden charges
we are extremely transparent and here I'm just letting them know about our
company like we're not only are we experts with solar marketing but Brian
this is all we do and we have no annual fees we have no hidden charges like some
other companies and we are extremely transparent and that's what we strive on
we advertise on behalf of your brand and only for your brand within your location
so you have exclusivity to us and we're like your partner and we look to grow a
relationship over the next 10 20 30 years together and really work together
as partners now I just went off the cuff and I and I added that in there and
that's what I start doing and testing things out and again you have this video
so you can rewind and write this stuff down
but I would test this stuff stuff out and then here is you know where I would
end it after I'm building that trust and even saying and I should have in there
right here in this document we want to work together and be partners over the
next 10 20 30 years and then what I would do is say when would be the best
time to jump into a demo where I can show you live results of what we are
currently doing for other partners and exactly what we would do for your
business what would be the best time how about Monday at at 1:00 p.m. and you see
I kind of like would be like how about Monday
1:00 p.m. and if he says Monday you know I'm trying to get them to agree to
something that's what you want to do you want to get them to agree to a specific
time so it's in your calendar it's in his calendar now again I know that you
might have many questions you could comment below
but this is broad with certain things you're selling things would change but
I'm just trying to show you certain tactics and certain things that we
always put in our conversations that I think help with these three top things
love and believe in your product trust you trust and like your company and also
I should have in here is get their email so you can send them more info on your
business and in that email you want to write a nice piece of copy it was great
to speak with you earlier here are some information about our business maybe
even have you know it definitely have your website in there check out our
website there on your website you want that social proof and that perception of
like wow so low solutions this looks like a legit company like wow they got
some great reviews wow those are the type of leads they're getting Wow look
at that that that's the type of thing you want to when you followup with him
you can you know ask them hey the Geo chance check out our website at the back
yeah I did and again you think about this you're talking to people who are
already spending money that's the that's the idea here
you know this is not just someone that you're calling my suggestion would be
find the people who are spending money on Yelp find the people that are
spending money on homeadvisor they're spending money they're opening the
marketing now push in that you're even better than those companies that's the
whole twist here so I hope that really helps you know I hope that you found
this valuable if you did please like subscribe share this video and again
this is just a broad spectrum if I get enough questions maybe I can dive deeper
to answer those questions but I hope this makes sense and again definitely
add in here too as well let me put this here your location we are
looking to work together for the next
20-30 years as partners you know stuff like that you know say there's no like
you're not looking to you know do something for a week or a month you're
looking to really almost be a partner you want to generate them you know build
their brand and you are if you're running Facebook Ads you are generating
them leads that's why you can you know do it like that and then in a demo you
reveal that of exactly how you're gonna build their brand and run them Facebook
leads and maybe you're running thoughts maybe you're running you know different
types of Facebook ads Instagram ads whatever it may be you reveal that in a
demo and try to show them some some results and that's why it's good if you
don't have any clients to run Facebook ads within your niche to get some
results and then you could also word this where you know we'll start small as
a free trial and I if somebody's already spending money somewhere else on Yelp
you shouldn't have a problem for them to do have a free trial you to prove that
you can get them leads so I hope that really helps again comments questions
below like share