Q&A: Fixing “Maybe Later” Objections, DM Ghosting & Dealing with Broke Clients

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You said to me, Steph, you will never get more from life than what you demand.
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It really stuck with me because I was like, you're right.
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Like if I keep settling for less, I can't then complain about having less.
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The problem that most people encounter is they start running these DM ads
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or they start running a DM process and they expect every single person to buy immediately.
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What you guys need to know is that 3% of a market are ready to have their problem solved at any moment.
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If you guys have a thousand people, 3% of them are ready, which is 30 people.
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You need to find those 3%.
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Okay, even if you get someone DM you and they're like, they have the problem that maybe just not ready.
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They're not the finances, it's not the right time, they've got something coming up, they've got an event.
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You need to know that coaching, service businesses, whatever you run, it's a long game.
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It's not a short game.
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Welcome to Episode 138, the Success School podcast.
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Today we have a Q&A episode.
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We've got five questions that we're going to run through today and answer for you.
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These have come from Instagram, DMs or polls, etc.
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If you guys have any questions that you want to ask us, please send us a message on Instagram
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and we'll include it in our next Q&A episode.
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Steph, how are you feeling?
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I'm great. We've got some spicy questions today.
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We're going to be going through some pretty spicy stuff like, what do you do when people start paying you halfway through a contract?
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How do you create urgency and get people to buy now and not later?
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Got some private questions too about our private hormone health and how we're handling transitions with our hormones.
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I mean, we're getting into our later years.
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So anyway, it's exciting.
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A lot of cool stuff.
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Our later years.
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What does that even mean?
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Well, it's a later year.
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What is a later year?
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I'd love to know.
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Kick yourself.
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Yeah.
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So we have been...
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Well, actually, we moved to Thailand and we met a friend of ours named Kitty.
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She does online fitness and, you know, if you guys don't know, I have a master's degree in string conditioning.
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I've been in fitness forever.
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But basically inadvertently, she didn't really say this, but she said we trained like pussies.
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She wouldn't say that.
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She did say it.
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She didn't say it.
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And I was like,
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Fuck, this bitch is right, you know?
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So from that moment, I was like, put on my strength coach hat and I wrote a subprogram.
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Basically, we're chasing performance, okay?
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And what that means is you can never really build a great physique if you don't train hard,
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because great physics are built by having to produce a performance for something.
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So the stronger you get, technically, the better you look, okay?
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And that's the whole thing with training for performance.
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Like athletes look a certain way because they train for that.
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Therefore, they look great.
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They lean.
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They're strong.
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Well, they're stuffy things.
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So I've kind of been guilty of going to the gym for the last couple of years
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and just like doing the bare minimum and really, really pushing myself.
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So what we decided is,
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Stefano, we're going to train together,
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which, you know, some people are probably freaking out being like,
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I can't train with my husband or partner or whatever that is.
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We did a testing week.
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So basically, we got all our numbers.
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And then we're following a strict, like, you know, science-based program.
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And I'm fucking hurting.
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So I'm hurting.
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I think that when you really want an outcome, you should absorb yourself in the thing.
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One of the outcomes that we both want is to get really, really jacked and hot
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and rich in Thailand.
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Rich is actually the last on the list because we've been consuming a lot of that for a long time.
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So jacked and hot and yeah, we're doing all right.
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So jacked and hot is the different number one priority.
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So every night on YouTube, we're watching like nutrition,
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we're watching people work out, we're watching all sorts of stuff.
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And one thing that's kind of come through and true, the whole time,
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has been this sentiment of like, you need to do more every time.
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So just talk through that concept because I think it probably applies to business also.
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Yeah, so like your body basically only adapts if it knows that things are getting harder each week.
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So in a gym program, if you don't push your weights or try to improve your weights each week,
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your body's not going to send the signals to adapt and grow and change.
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So if you're going to the gym doing the same shit every week,
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not really getting stronger or trying to push your weights,
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there's no signal being sent to your body to adapt.
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So a lot of people go to the gym and they fight around,
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they do fuck all text on their phone.
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Well, yeah, that too. And they just do this, like for me,
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I was guilty of just doing the same weight.
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So I would go and do my shoulder like raises and I did like five kilos every time every week in and out.
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And it's, there's literally no point going.
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Look, you may as well not go. Is that right?
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Yeah, you know, probably like, you know, wasting your energy there.
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Yes, yeah. Which was interesting.
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And I think it's like, I think there is probably a direct correlation to business
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in the way that like if you keep doing the thing, you've always done
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and you don't push it and you don't change it.
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You don't try and experiment and do new things.
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You probably going to get the same results as always.
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Got. Yeah.
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And so if you want change, you have to do something different,
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which is just like frustratingly obvious.
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It's funny. We, uh, we have our retreat in two days, actually.
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So when you guys listen to this, it's a little bit after.
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But we have a retreat and I've prepared this presentation about like,
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the nine things that are working right now in business.
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And let me tell you guys, none of them are easy to execute, okay?
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Because business has gotten so much harder like recently.
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And just doing the same shit that used to work like posting in Facebook groups
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or making three times a week content on Instagram,
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that shit just doesn't work anymore.
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And all the strategies or things that are working right now are hard
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because the barrier to entry for that shit is way harder.
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Same with the gym.
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So like the thing we're talking about right now is like going harder
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to get a better result.
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Like there's a difference between going to the gym,
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working out and going to the gym and training.
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And that's the same with business as well.
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You need to be intentional.
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We're trying to grow your business.
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Absolutely.
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So my personal update is that,
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well, I'm just really going to give myself a little pat
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on the back here, mostly.
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Self-jerk.
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But for self-jerk, I feel like I figured something out.
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That's taken me a long time to figure out.
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You guys have done it a little bit.
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You guys have heard about it a little bit.
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We spoke a little bit about the webinars we've been running.
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And webinars have become a key conversion strategy for us.
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And we've been really playing with them a lot
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over the last 12 to 18 months.
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And we sparked for a good portion of that time.
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And I didn't really know what to do to get better,
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except forwards.
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Speaks for yourself. That's still so.
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We didn't really know what to do to get better,
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because, except we just do more of them.
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So like, we just do one a month and we just change stuff.
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But there was no structure.
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It's your own shit at a wall and seeing what's stuck.
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And then trying to dissect it afterwards.
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But after finally actually doing some deep research
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on people who are killing it in the webinar space
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and reading a lot of books and truly understanding
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a lot more about it.
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And speaking directly with our mentors.
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I have come to a point where I truly have a webinar strategy
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that produces every single time.
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And it's like clockwork.
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And it's exciting.
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And it feels good.
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And it's really like what most people who teach webinars
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will teach you is they'll tell you to teach nothing.
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And I think that's fucking lame.
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Why would you get on someone's webinar
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and then just hear them speak air at you?
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Like as an entrepreneur, your time
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is the most valuable resource that you have.
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So if you're going to spend 90 minutes with me,
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I want to make it the most valuable 90 minutes
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you've ever spent with somebody.
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And I also want to create enough gap.
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So that if you don't know how to execute it,
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if you do want support, if you don't have the strategy in place,
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then you can book a call with our team
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and have a chat with us and we can walk through the process
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of what it would look like to work together.
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But I don't think that that has to be either or.
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And most webinar people have been teaching us
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like, oh, you give too much away.
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And we've found that actually the more
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that it's quite the opposite, the more we give.
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Well, this is strategy behind it,
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blah, blah, blah, we teach to our clients.
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But at the end of the day, I think we've got it.
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It feels really good.
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It feels in integrity.
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Yeah. It's making us money.
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Yeah. It's just a win-win-win-win-win situation.
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I just want to go into the concept of foundational campaign.
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So webinars for us is something we would call
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a foundational campaign.
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What that essentially means is we have it working,
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we have it dialed in, we put money in,
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we get money out, it gets a result for us.
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So what you do when you have a foundational campaign,
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you might have one, you might not have one in your business.
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You put that in the shit that works pile
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and you try to do more shit, okay?
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That's essentially how you grow a business.
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You want to keep stacking foundational campaigns together.
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So for us, we know that this podcast
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is a foundational campaign for us.
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We know webinars are a foundational campaign for us.
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We know posting on Instagram every single day,
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even though less effective than the previous two
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is a foundational campaign for us.
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And I think a lot of the times people,
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they haven't really got their one
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or they haven't really got a foundational campaign.
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They're trying to like do five or 10 at the same time
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and they're just doing them all shit.
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Yeah.
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We tried webinars for 18 months
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before we actually got good at them.
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Yeah.
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I think we're like on a 20 somethings
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and now we're doing them every single week
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so we're getting even better faster.
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But a lot of people never really go hard enough
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to build that one foundational campaign.
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Therefore, they can't scale their business.
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It's kind of like that stopping three feet from goal thing, right?
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Where you're digging, digging, digging
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and then you're probably almost close to cracking it
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and then you, oh, it's not working.
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You kind of give up and you go off to TikTok
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and you go over to someone else and do something different.
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It's like, you're so close to cracking that thing.
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If you just stuck at it,
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you probably would have figured it out.
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Like we could have given up on webinars at the month seven point
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and we wanted to.
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Yeah.
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We literally canceled a webinar and then we're like,
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no, we said we were going to do it
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so we should do it, you know, and we didn't.
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Now it's our best performing thing, so yeah.
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Anyway, should we get into Q&A?
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Yeah, first one's got your name all over it.
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So this is Justin B and this is for the Queen of Sales.
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How do I create urgency when prospects keep saying maybe later?
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If you're getting to the end of a call
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and you're handling an objection at the end of the call,
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that tells me that something's not happening
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at the beginning of the call.
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So if you've studied any kind of sales,
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what you will learn is that if you're getting objections,
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then you haven't done your discovery well enough.
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Now any call for anyone who's a bit new to sales here,
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any call will go through four different phases.
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So you'll go through discovery,
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you'll go through kind of a gap creation,
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you'll go through an offer presentation
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and then you'll go through objection handling.
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But you should already know the types of objections
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you're going to get by the end of a call.
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Like in Justin's case, I'm assuming he's run enough calls
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to know that he's getting a maybe later objection, right?
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So if you know that that's going to be a objection that you get,
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you want to start raising that at the beginning of the call
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and there's two different ways you can do it.
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When you're asking questions,
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so specifically to Justin's question here,
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when you're asking questions at the beginning call,
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which is your discovery section?
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So this is like where are you at now?
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What do you want?
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Like what's holding you back in our order to be like,
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how do you get leads?
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How do you get sales?
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Where do you generate most of your clients from?
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How much are you spending on ads?
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You know, how many team members do you have?
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Like you go into like really deeply understanding
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their business or their pain or what they're going through
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and what they've tried, okay?
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And in that section,
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you would ask them a question like,
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right, cool.
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And so is this problem that you're facing right now
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that's costing you X amount of dollars?
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Is this a problem that's worth solving sooner or later?
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Like are you trying to solve this now?
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And then you can even go deeper and kind of create
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a cost of inaction.
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So like let's say, and I can only speak like Justin,
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I'm going to speak directly to my things.
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I don't sell your thing.
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But like if I was to sell business, business coaching,
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and let's say that someone came on
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and they're currently at 10k month
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when they want to get to $20,000 a month,
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I would ask questions like, okay.
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So if you know that you want to get to $20,000 a month,
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then every month that you don't get there,
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that leaves another $10,000 on the table, right?
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And they're going to go, yeah.
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And then I'll quickly just like do some math.
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And they're like, okay, so that's $120,000 a year
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that you won't get if you don't make the changes.
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Is that right?
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And they go, yeah.
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And so you're kind of getting this like,
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okay, well now there's some urgency
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because no one wants to leave $120,000 a year on the table.
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And then I'd be like, okay, so this,
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and the reason that you can't get there
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is because you don't have enough leads, right?
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Yeah.
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And so that's $120,000 a problem to solve, is it?
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And they're like, yeah, obviously.
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Now there's a lot of big problem,
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there's a lot of internal urgency being created for this person.
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Then you could say something going on.
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So could you agree that now would probably be the right time
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to go all in on solving this problem?
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Yeah.
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This is probably the biggest problem
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that is worth solving and probably worth investing in.
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So you want to create that natural sense of urgency in somebody.
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And oftentimes the fastest and best way to do that
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is by creating a cost of inaction,
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by really actually adding up.
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Okay, if we keep going down this path
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six months, 12 months down the line,
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like where are you actually going to be
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and how much is it going to cost you?
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And that will naturally wake up a sense of urgency
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inside the person on the other end.
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So in Justin's case, if they're saying maybe later,
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it's either a smoke screen objection
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that they can't see the value
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that I think it's right for them
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or you haven't created enough pain and tension
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in the first 20 minutes of the call
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for them to see that this is a problem we're solving today.
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Yeah, let's talk about getting good at sales.
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Like how important is it for a business owner?
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Because obviously this is just like a sales thing
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that Justin needs to work on and get better at.
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But a lot of people come to us like,
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we obviously like we teach marketing
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or we teach how to get leads and whatnot
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but the other end of the spectrum is selling.
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As well, we've had a bit of an experience recently
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where we've just got a really good salesperson,
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probably our second ever that we had.
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And it's fucking crazy when you get a good salesperson.
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I think having an understanding of sales
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and business, look, it depends what you're selling.
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Like if you're selling something that everyone wants,
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then you can be sure to sell.
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Like if you were selling it right now,
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like a really great market to be in right now
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is like selling peptides.
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Like if you were selling pet, everyone wants peptides,
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you can get on with the shit of salesperson
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that I'd just give me the peptides, right?
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If you were selling a exempt, you would have the exact same.
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It would just be, it's fine.
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Everyone wants it.
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You would be fine to sell it.
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If you're selling crypto in the middle of a boom,
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you're gonna be fine.
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You could have the world's worst salesperson, right?
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If somebody, if you're selling based off referrals,
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like let's say that somebody, if you're in fitness
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and a big influencer has recommended you or something
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and you get a shit ton of referrals,
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you can have a shit salesperson or a shit sales process.
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But when it gets tough and when it gets competitive,
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you need to learn sales.
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And the fastest way to learn sales
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is not to go to like Shelby Saps course or Cole Gordon's course.
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Like you don't need to do that stuff, okay?
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The fastest way to learn is to make sure
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you're recording all of your calls
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and then you're getting transcripts of those recordings
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and you're going into AI and you're saying,
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why am I getting this objection?
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You're putting the transcript in
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and it's gonna help you to actually give you
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those questions to ask at the beginning of the calls
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and you need to do that every single time
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you run a sales call.
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00:13:46.720 --> 00:13:49.360
Now we have automated zaps in our business that do this.
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So do you wanna talk through that a little bit?
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00:13:50.600 --> 00:13:53.800
Yeah, so we have an automated zapped named Jan.
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He's actually a virtual assistant and he's not there.
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It's not automated zapped, it's not already at all.
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So I wrote this mega prompt
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00:14:00.880 --> 00:14:03.600
and basically it breaks down like Steph said
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before the four parts of the sales process rates
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then on how they went in terms of how the client
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or the prospect responded to it
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00:14:10.560 --> 00:14:13.640
and then he posts that in our Slack channel for call reviews
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and then each of them's rated on a scale of one to 10
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00:14:17.000 --> 00:14:18.840
and then asks us the sales managers
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we can see exactly what's going wrong and right.
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And the thing I love about that prompt is that
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it tells you how to fix it.
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It's like, okay, if you ask this question at the beginning,
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you'll get less of this.
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It's really genius.
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00:14:28.320 --> 00:14:30.800
And guys, anyone, all of you have access to AI,
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00:14:30.800 --> 00:14:32.360
all of you have access like record your calls,
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00:14:32.360 --> 00:14:34.720
just have your Zoom set up so it's always recording,
399
00:14:34.720 --> 00:14:36.880
pop your transcripts in or get your V8s to it
400
00:14:36.880 --> 00:14:38.320
and send it to you at the end of every day
401
00:14:38.320 --> 00:14:42.000
and you will learn so much, so fast by doing that.
402
00:14:42.000 --> 00:14:44.440
All right, second question is from Elan G.
403
00:14:44.440 --> 00:14:46.480
She said, why am I getting ghosts in at DMs
404
00:14:46.480 --> 00:14:48.720
and how do I fix my nurture sequence?
405
00:14:48.720 --> 00:14:50.320
Two questions back going.
406
00:14:50.320 --> 00:14:54.360
Yeah, so I teach Facebook ads in our portal
407
00:14:54.360 --> 00:14:56.480
and I teach people how to run DM ads.
408
00:14:56.480 --> 00:14:58.760
There's basically two types of DM ads that you can run.
409
00:14:58.760 --> 00:14:59.920
So there's cold and warm.
410
00:14:59.920 --> 00:15:01.640
If you think about like a buying cycle
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or a buying process in a coaching type business
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or a service business, usually that process is long.
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00:15:07.000 --> 00:15:09.080
The problem that most people encounter
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00:15:09.080 --> 00:15:10.880
is they're like, they start running these DM ads
415
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or they start running a DM process
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and they expect every single person to buy immediately,
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00:15:15.200 --> 00:15:16.880
which is obviously like a dumb movement
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and a dumb mind frame to be in.
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00:15:18.840 --> 00:15:22.000
So what you guys need to know is that 3% of a market
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are ready to have their problem solved at any moment.
421
00:15:24.040 --> 00:15:27.480
So if you guys have 1,000 people, 3% of them are ready,
422
00:15:27.480 --> 00:15:30.680
which is 30 people, then you need to find those 3%.
423
00:15:30.680 --> 00:15:32.560
Okay, even if you get someone DM you
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00:15:32.560 --> 00:15:33.880
and they're like, they have the problem
425
00:15:33.880 --> 00:15:34.960
they're maybe just not ready.
426
00:15:34.960 --> 00:15:36.720
They don't know the finances, it's not the right time,
427
00:15:36.720 --> 00:15:38.840
they've got something coming up, they've got an event.
428
00:15:38.840 --> 00:15:41.280
You need to know that coaching service businesses,
429
00:15:41.280 --> 00:15:43.000
whatever you run, it's a long game.
430
00:15:43.000 --> 00:15:44.520
It's not a short game.
431
00:15:44.520 --> 00:15:46.280
So I think there's probably an expectation
432
00:15:46.280 --> 00:15:48.920
that Elan has here that she's getting ghosted
433
00:15:48.920 --> 00:15:51.000
in the DMs and it's right now.
434
00:15:51.000 --> 00:15:52.600
She is probably getting ghosted
435
00:15:52.600 --> 00:15:54.360
because I've seen Elan to DMs
436
00:15:54.360 --> 00:15:56.560
and maybe she's going a little bit too hard at the start.
437
00:15:56.560 --> 00:16:01.120
So the analogy for this one is a lot of people go into DMs
438
00:16:01.120 --> 00:16:03.160
and they try to hit a home run like immediately
439
00:16:03.160 --> 00:16:05.040
on the first base.
440
00:16:05.040 --> 00:16:07.760
So the analogy here is they're trying to hit a home run
441
00:16:07.760 --> 00:16:08.920
on the first date with someone.
442
00:16:08.920 --> 00:16:11.880
So they're trying to go for literally all four bases.
443
00:16:11.880 --> 00:16:14.400
A better strategy is to give value in the DMs
444
00:16:14.400 --> 00:16:16.120
and then ask if they want some help from that.
445
00:16:16.120 --> 00:16:17.920
I haven't seen the exact process on this step.
446
00:16:17.920 --> 00:16:20.480
Do you just want to go through DM process?
447
00:16:20.480 --> 00:16:22.400
I know you just taught this in successful.
448
00:16:22.400 --> 00:16:24.720
So what should a good process look like for DMs?
449
00:16:24.720 --> 00:16:27.320
Yeah, so you want to open with a pretty easy message
450
00:16:27.320 --> 00:16:29.280
unless they've messaged you, which is also great.
451
00:16:29.280 --> 00:16:30.680
But you never want to skip any of these things.
452
00:16:30.680 --> 00:16:32.200
So you want to understand first and foremost,
453
00:16:32.200 --> 00:16:33.160
you want to know what their goal is.
454
00:16:33.160 --> 00:16:35.680
So are they trying to shred for a competition
455
00:16:35.680 --> 00:16:37.640
or what is it that they want?
456
00:16:37.640 --> 00:16:39.000
Then you want to go through a little bit
457
00:16:39.000 --> 00:16:39.840
about where they are now.
458
00:16:39.840 --> 00:16:42.000
So let's say they're wanting to lose 10 kilos.
459
00:16:42.000 --> 00:16:44.080
Okay, are we losing 10 kilos from 80 kilos
460
00:16:44.080 --> 00:16:45.960
or are we losing 10 kilos from 140 kilos?
461
00:16:45.960 --> 00:16:47.800
Like where are we losing 10 kilos?
462
00:16:47.800 --> 00:16:49.400
And then you want to go through what they've tried
463
00:16:49.400 --> 00:16:51.560
because you don't want to suggest to them things
464
00:16:51.560 --> 00:16:52.320
that they've already tried.
465
00:16:52.400 --> 00:16:53.440
Like let's say they've done keto.
466
00:16:53.440 --> 00:16:55.600
They've done carbivore, carbivore.
467
00:16:55.600 --> 00:16:58.680
That sounds like my kind of diet, but don't, you know,
468
00:16:58.680 --> 00:17:01.120
carnivore, they've done the Akins diets, whatever.
469
00:17:01.120 --> 00:17:03.000
I'm going through the most random diets.
470
00:17:03.000 --> 00:17:04.640
But let's say they've tried different stuff
471
00:17:04.640 --> 00:17:06.200
and it hasn't worked for them.
472
00:17:06.200 --> 00:17:07.680
And then you want to say, okay, cool, look,
473
00:17:07.680 --> 00:17:08.920
there's some things you probably haven't tried.
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Are you open to getting some help with this?
475
00:17:11.000 --> 00:17:14.040
You don't want to just go in and pitch and go really hard.
476
00:17:14.040 --> 00:17:16.640
So the thing is that where these go wrong
477
00:17:16.640 --> 00:17:18.520
and I've seen Elon's messages as well,
478
00:17:18.520 --> 00:17:20.320
it's not even that she's going too hard too fast
479
00:17:20.400 --> 00:17:22.440
that she's talking too much.
480
00:17:22.440 --> 00:17:24.920
So these questions should be fairly short
481
00:17:24.920 --> 00:17:26.640
and you shouldn't really need to have,
482
00:17:26.640 --> 00:17:28.960
like if I open up your phone right now in your DMs
483
00:17:28.960 --> 00:17:32.640
and I can see mostly blue in the DM,
484
00:17:32.640 --> 00:17:34.960
which means that it's huge paragraphs
485
00:17:34.960 --> 00:17:36.880
and sentences from you, you're doing them wrong.
486
00:17:36.880 --> 00:17:37.720
They should be talking.
487
00:17:37.720 --> 00:17:40.000
They should be talking more than you should be talking.
488
00:17:40.000 --> 00:17:43.320
If that's the case, you're just over speaking to them
489
00:17:43.320 --> 00:17:44.760
and it's too hard for them to read,
490
00:17:44.760 --> 00:17:46.840
it becomes too exhausting, it's too hard to respond,
491
00:17:46.840 --> 00:17:47.760
then you just get ghosted.
492
00:17:47.800 --> 00:17:49.640
So I think short and sweet,
493
00:17:49.640 --> 00:17:51.960
follow all of those processes and you'll win.
494
00:17:51.960 --> 00:17:53.200
I just want to go into a bit of detail
495
00:17:53.200 --> 00:17:54.320
in the nurture sequence.
496
00:17:54.320 --> 00:17:56.880
So where nurture sequences go wrong with people,
497
00:17:56.880 --> 00:17:58.880
and this is email, Texas is whatever it is,
498
00:17:58.880 --> 00:18:01.120
and imagine someone's given you their email address
499
00:18:01.120 --> 00:18:02.560
or their phone number or whatever it is,
500
00:18:02.560 --> 00:18:04.320
and you immediately start peppering them
501
00:18:04.320 --> 00:18:05.640
with like buy my shit book or call,
502
00:18:05.640 --> 00:18:07.840
buy my shit book or call, buy my shit book or call.
503
00:18:07.840 --> 00:18:08.880
Obviously they're going to be like,
504
00:18:08.880 --> 00:18:10.320
well dude, calm the fuck down,
505
00:18:10.320 --> 00:18:12.040
like we don't even know each other yet.
506
00:18:12.040 --> 00:18:13.440
It's like the dating analogy again.
507
00:18:13.440 --> 00:18:16.200
Maybe Elon's just needs to work on her dating here.
508
00:18:17.040 --> 00:18:19.880
What you want to think about with these is,
509
00:18:19.880 --> 00:18:21.440
if someone's given you their details,
510
00:18:21.440 --> 00:18:23.040
you just want to give them value
511
00:18:23.040 --> 00:18:26.440
and then have a really casual offer to help them.
512
00:18:26.440 --> 00:18:28.560
Okay, so I call it a super signature
513
00:18:28.560 --> 00:18:30.360
if we're talking about email specifically.
514
00:18:30.360 --> 00:18:33.360
So like email has a point, provide value,
515
00:18:33.360 --> 00:18:35.160
take them to a resource, give them more value,
516
00:18:35.160 --> 00:18:36.800
then at the bottom hey, by the way,
517
00:18:36.800 --> 00:18:38.960
if you found this valuable and you want some help,
518
00:18:38.960 --> 00:18:40.720
click the link here and then they can get the thing.
519
00:18:40.720 --> 00:18:41.880
I think a lot of people are,
520
00:18:41.880 --> 00:18:43.840
their nurture is like hard sails
521
00:18:43.840 --> 00:18:45.120
and that's where they're going wrong.
522
00:18:45.160 --> 00:18:46.200
Let's get into question three.
523
00:18:46.200 --> 00:18:47.560
This is from Lara.
524
00:18:47.560 --> 00:18:50.600
How do I handle clients who just can't afford payments
525
00:18:50.600 --> 00:18:52.240
mid-program, this is classic
526
00:18:52.240 --> 00:18:53.800
because we just went through messaging.
527
00:18:53.800 --> 00:18:55.080
Yeah, which is funny.
528
00:18:55.080 --> 00:18:57.040
So I think that the question here
529
00:18:57.040 --> 00:18:59.200
is a bit of a smokescreen to be honest
530
00:18:59.200 --> 00:19:01.920
and I think that what she's asking is a problem
531
00:19:01.920 --> 00:19:04.040
but the problem is actually a symptom
532
00:19:04.040 --> 00:19:07.080
of a much larger problem at play here.
533
00:19:07.080 --> 00:19:08.920
So what she's asking is how do I handle clients
534
00:19:08.920 --> 00:19:11.120
who can't afford payments mid-programmed?
535
00:19:11.120 --> 00:19:13.600
That tells me, and the fact I've looked at this for Lara,
536
00:19:13.600 --> 00:19:15.720
that tells me that you have the wrong people in your program.
537
00:19:15.720 --> 00:19:17.520
Like there's a difference between,
538
00:19:17.520 --> 00:19:20.040
they can't see the value and they're trying to opt out
539
00:19:20.040 --> 00:19:21.520
or they're canceling because they think
540
00:19:21.520 --> 00:19:22.920
that they haven't got what they paid for.
541
00:19:22.920 --> 00:19:24.520
That's a very different thing
542
00:19:24.520 --> 00:19:26.320
and that's not what's happening in this case.
543
00:19:26.320 --> 00:19:30.240
These people are literally running out of money mid-programmed.
544
00:19:30.240 --> 00:19:31.360
And just to be really clear,
545
00:19:31.360 --> 00:19:33.120
Lara does a fitness offer
546
00:19:33.120 --> 00:19:35.320
and so it's not that she hopes to make money.
547
00:19:35.320 --> 00:19:38.720
So there's no ROI that's been promised at all in this regard.
548
00:19:38.720 --> 00:19:40.840
The problem is that Lara is selling
549
00:19:40.880 --> 00:19:43.080
a fairly premium ticket thing
550
00:19:43.080 --> 00:19:46.920
to a bunch of people who are still usually
551
00:19:46.920 --> 00:19:48.440
living at home with their parents
552
00:19:48.440 --> 00:19:52.360
who are kind of working everyday retail jobs
553
00:19:52.360 --> 00:19:55.040
and the minute that a bill comes in
554
00:19:55.040 --> 00:19:57.920
or the minute that they have to get their car service
555
00:19:57.920 --> 00:20:01.320
or they lose their job, there's no cash reserves.
556
00:20:01.320 --> 00:20:04.240
Like there's nothing left over for these people.
557
00:20:04.240 --> 00:20:06.080
And the thing is that they always really,
558
00:20:06.080 --> 00:20:07.840
like people in this categories,
559
00:20:07.840 --> 00:20:08.640
I would call this the people
560
00:20:08.640 --> 00:20:10.680
that we probably shouldn't be selling to category.
561
00:20:11.560 --> 00:20:14.520
And specifically for her, it's Gen Z's,
562
00:20:14.520 --> 00:20:16.560
they're quite young, you know?
563
00:20:16.560 --> 00:20:17.960
And so they don't have a lot of,
564
00:20:17.960 --> 00:20:19.120
they're not sitting on a cushion.
565
00:20:19.120 --> 00:20:20.320
Like they maybe have like,
566
00:20:20.320 --> 00:20:21.720
they live in paycheck to paycheck.
567
00:20:21.720 --> 00:20:23.840
And so they can afford it this week,
568
00:20:23.840 --> 00:20:26.960
but they're not planning five, six, seven weeks in advance
569
00:20:26.960 --> 00:20:28.520
on like whether they're still gonna be able to afford stuff.
570
00:20:28.520 --> 00:20:29.960
They haven't thought about the fact
571
00:20:29.960 --> 00:20:31.680
that their radio is gonna be due in six weeks.
572
00:20:31.680 --> 00:20:34.720
Like, Lord, I know that when I was in my early mid to mid-20s,
573
00:20:34.720 --> 00:20:36.080
every radio was like, oh my God,
574
00:20:36.080 --> 00:20:37.800
I can't live without that radio.
575
00:20:37.800 --> 00:20:38.640
That's crazy.
576
00:20:38.640 --> 00:20:39.480
Yeah, like rude.
577
00:20:39.480 --> 00:20:41.520
I got a electricity bill that comes every two months
578
00:20:41.520 --> 00:20:42.880
that I just forgot about.
579
00:20:42.880 --> 00:20:45.600
And so if you sell to those people,
580
00:20:45.600 --> 00:20:48.160
you're gonna have a really hard time
581
00:20:48.160 --> 00:20:50.120
getting a premium price point out of them.
582
00:20:50.120 --> 00:20:51.400
Like they will just run out of money.
583
00:20:51.400 --> 00:20:55.000
And so a better thing to do is to sell to people
584
00:20:55.000 --> 00:20:56.160
who are not those people.
585
00:20:56.160 --> 00:20:58.000
And so we're talking in this case,
586
00:20:58.000 --> 00:20:59.320
you can still sell to Gen Z's,
587
00:20:59.320 --> 00:21:01.760
but you want to sell to people who have like,
588
00:21:01.760 --> 00:21:03.200
coming straight, like one,
589
00:21:03.200 --> 00:21:05.240
there's tons of rich families that have rich kids, okay?
590
00:21:05.240 --> 00:21:06.600
First and foremost, two,
591
00:21:06.600 --> 00:21:08.560
you have people who are coming straight out of university
592
00:21:08.680 --> 00:21:10.560
that are getting $60,000, $80,000 jobs.
593
00:21:10.560 --> 00:21:11.640
You've got five row people.
594
00:21:11.640 --> 00:21:13.480
There's plenty of options around.
595
00:21:13.480 --> 00:21:17.760
Just don't sell to the girls who are struggling to get by.
596
00:21:17.760 --> 00:21:21.200
And I think when you make that transition out of that kind of,
597
00:21:21.200 --> 00:21:24.000
I hate to say it, but like, brokey market,
598
00:21:24.000 --> 00:21:27.080
that's when you start to not have these sorts of problems.
599
00:21:27.080 --> 00:21:28.320
Yeah.
600
00:21:28.320 --> 00:21:29.560
I know what's probably coming up here,
601
00:21:29.560 --> 00:21:30.760
if you're listening to this right now,
602
00:21:30.760 --> 00:21:34.720
and you do sell to people that don't have huge financial means
603
00:21:34.720 --> 00:21:35.680
behind them and you're like,
604
00:21:35.680 --> 00:21:37.080
oh, how do I even start?
605
00:21:37.080 --> 00:21:39.720
Like, will it work or will they buy my shit?
606
00:21:39.720 --> 00:21:41.840
And I can't remember the prolific thing I said to you
607
00:21:41.840 --> 00:21:44.040
in the car like three weeks ago about,
608
00:21:44.040 --> 00:21:46.400
you'd like, get what you deserve, type thing.
609
00:21:46.400 --> 00:21:47.960
Yeah, when we were looking at changing our offer,
610
00:21:47.960 --> 00:21:48.960
which I know we spoke about,
611
00:21:48.960 --> 00:21:51.040
one of our more recent podcasts episodes.
612
00:21:51.040 --> 00:21:52.400
Your recent podcast episode.
613
00:21:52.400 --> 00:21:54.960
One of our, I said, one of our most recent podcasts ever
614
00:21:54.960 --> 00:21:57.360
so it's, look at him, my goodness.
615
00:21:57.360 --> 00:21:58.200
We spoke about it.
616
00:21:58.200 --> 00:21:59.200
This is my podcast, you're hard to do.
617
00:21:59.200 --> 00:22:00.360
I did, that is the truth.
618
00:22:00.360 --> 00:22:01.440
That is actually very true.
619
00:22:01.440 --> 00:22:02.840
It should be called the Tim Frazier.
620
00:22:03.840 --> 00:22:06.880
But we were talking about changing our offer
621
00:22:06.880 --> 00:22:07.880
and increasing our prices.
622
00:22:07.880 --> 00:22:10.240
And I wobbled because, you know, I'm normal.
623
00:22:10.240 --> 00:22:11.080
I'm normal.
624
00:22:11.080 --> 00:22:12.080
I'm human.
625
00:22:12.080 --> 00:22:13.080
I wouldn't know if I'm normal.
626
00:22:14.280 --> 00:22:17.240
And, you know, I'm human and I wobble when things are scary
627
00:22:17.240 --> 00:22:18.400
and when they're things are unknown.
628
00:22:18.400 --> 00:22:22.720
And you said to me, Steph, you will never get more from life
629
00:22:22.720 --> 00:22:24.520
than what you demand.
630
00:22:24.520 --> 00:22:26.440
It really stuck with me because I was like, you're right.
631
00:22:26.440 --> 00:22:28.240
Like, if I keep settling for less,
632
00:22:28.240 --> 00:22:31.120
I can't then complain about having less.
633
00:22:31.120 --> 00:22:33.600
Funny story, actually, I was with our content guide,
634
00:22:33.600 --> 00:22:35.800
content manager, content, everything.
635
00:22:35.800 --> 00:22:38.200
Just content king, the other day.
636
00:22:38.200 --> 00:22:41.600
And we were doing a real on $5,000 client,
637
00:22:41.600 --> 00:22:42.800
there's $500 client.
638
00:22:42.800 --> 00:22:44.360
And what you want to think about here is,
639
00:22:44.360 --> 00:22:46.240
typically the people that pay you more,
640
00:22:46.240 --> 00:22:47.520
they get better results.
641
00:22:47.520 --> 00:22:49.080
They don't hassle you, they don't leave you alone,
642
00:22:49.080 --> 00:22:50.400
they don't give you a hard time.
643
00:22:50.400 --> 00:22:52.640
And everything's just great because that's just
644
00:22:52.640 --> 00:22:54.560
the type of person or the client they are.
645
00:22:54.560 --> 00:22:56.640
But the $500 client, they're a fucking usually,
646
00:22:56.640 --> 00:22:58.080
like, can be a bit of a pain in the ass
647
00:22:58.080 --> 00:22:59.640
across the niches as well.
648
00:22:59.640 --> 00:23:02.080
And what Lara is experiencing in this situation
649
00:23:02.080 --> 00:23:03.800
is she's just selling to the wrong market.
650
00:23:03.960 --> 00:23:05.960
She's having a lot of problems with them.
651
00:23:05.960 --> 00:23:08.360
So if you're listening to this podcast episode right now,
652
00:23:08.360 --> 00:23:09.840
you're like, I need to change my market.
653
00:23:09.840 --> 00:23:10.840
I agree, yes you do.
654
00:23:10.840 --> 00:23:13.160
Because it's not fun selling to poor people.
655
00:23:13.160 --> 00:23:14.160
Yeah, absolutely.
656
00:23:14.160 --> 00:23:15.680
And if you're inside successful,
657
00:23:15.680 --> 00:23:17.920
we are going to be running a messaging workshop
658
00:23:17.920 --> 00:23:20.360
coming up shortly on how to stop attracting brokeies
659
00:23:20.360 --> 00:23:22.400
and how to attract rich buyers instead.
660
00:23:22.400 --> 00:23:23.640
So I'm super excited for that.
661
00:23:23.640 --> 00:23:25.320
Tim, let's get into question number four,
662
00:23:25.320 --> 00:23:26.600
our second last question of today,
663
00:23:26.600 --> 00:23:27.720
which is a very personal one for you.
664
00:23:27.720 --> 00:23:29.440
How is TRT going?
665
00:23:29.440 --> 00:23:31.360
Yes, TRT is going fantastic.
666
00:23:31.360 --> 00:23:33.480
Thanks Justin, I appreciate the question.
667
00:23:33.480 --> 00:23:34.880
I will give my perspective
668
00:23:34.880 --> 00:23:37.640
and then I'll get Steph to give her perspective on it.
669
00:23:37.640 --> 00:23:40.160
Obviously having a partner that's witnessed to this
670
00:23:40.160 --> 00:23:42.920
as a third person is also a great thing to do.
671
00:23:42.920 --> 00:23:45.720
To the third person between you and who?
672
00:23:45.720 --> 00:23:46.720
TRT.
673
00:23:46.720 --> 00:23:49.600
TRT Tim and not TRT Tim.
674
00:23:49.600 --> 00:23:53.720
So I was feeling a bit flat,
675
00:23:53.720 --> 00:23:57.120
a bit low, a bit anxious, a little bit depressed,
676
00:23:57.120 --> 00:24:00.280
getting a bit fat, getting a bit loose around the edges.
677
00:24:00.280 --> 00:24:01.960
My drive wasn't super high
678
00:24:01.960 --> 00:24:05.880
and I spoke to a doctor, I got my sperm frozen
679
00:24:05.880 --> 00:24:07.840
and he was like, yep, you can get on TRT
680
00:24:07.840 --> 00:24:09.760
and I was like, okay, fantastic, time me up.
681
00:24:09.760 --> 00:24:11.560
Where do I jab this thing?
682
00:24:11.560 --> 00:24:15.120
Got on it and I honestly believe it's the best drug
683
00:24:15.120 --> 00:24:16.360
in the world.
684
00:24:16.360 --> 00:24:18.640
You know, it's like immediate first line,
685
00:24:18.640 --> 00:24:20.800
cocaine energy all the time.
686
00:24:20.800 --> 00:24:21.840
Not that I've ever done that,
687
00:24:21.840 --> 00:24:24.000
but you know, to measure what that's like.
688
00:24:24.000 --> 00:24:26.760
From there, like happy, great mood,
689
00:24:26.760 --> 00:24:29.280
no anxiety, no depression.
690
00:24:29.320 --> 00:24:32.040
Like driven all day, I can do like a 12, 14 hour day
691
00:24:32.040 --> 00:24:35.120
sit in front of a computer, like grinding, no problem.
692
00:24:35.120 --> 00:24:37.960
Definitely happier and this isn't like a prescription.
693
00:24:37.960 --> 00:24:39.320
I'm not trying to sell it to you.
694
00:24:39.320 --> 00:24:40.920
I'm not trying to tell you what dosing to tell you
695
00:24:40.920 --> 00:24:41.960
that's beyond the point here,
696
00:24:41.960 --> 00:24:44.600
but I think in terms of like a man
697
00:24:44.600 --> 00:24:46.280
and trying to be the leader for our company,
698
00:24:46.280 --> 00:24:48.480
it's been one of the best things I have ever done.
699
00:24:48.480 --> 00:24:49.960
I want to get your perspective.
700
00:24:49.960 --> 00:24:54.840
So Tim, TRT lists, first TRT Tim.
701
00:24:54.840 --> 00:24:57.280
What's been the big difference from like as the partner
702
00:24:57.280 --> 00:24:58.920
besides obviously the libido?
703
00:24:58.920 --> 00:25:01.640
I think, how's that a libido?
704
00:25:01.640 --> 00:25:04.160
I think the biggest thing is overall mood enhancement.
705
00:25:04.160 --> 00:25:06.680
Like you, there's two things.
706
00:25:06.680 --> 00:25:09.480
So one, there's the overall mood enhancement.
707
00:25:09.480 --> 00:25:11.960
So just overall you're happier, you're more playful,
708
00:25:11.960 --> 00:25:13.280
you're more energetic, those sorts of things
709
00:25:13.280 --> 00:25:14.800
like that that's really important.
710
00:25:14.800 --> 00:25:16.120
Like you kind of set the mood for a household
711
00:25:16.120 --> 00:25:17.160
because you're the leader of a household.
712
00:25:17.160 --> 00:25:19.080
So when you're happy, everyone's kind of
713
00:25:19.080 --> 00:25:19.960
pretty happy around you.
714
00:25:19.960 --> 00:25:22.000
So that's for the most part, except when I'm being psycho.
715
00:25:22.000 --> 00:25:23.400
So that's super helpful.
716
00:25:24.920 --> 00:25:27.360
The second part of this is that
717
00:25:27.360 --> 00:25:30.160
when you, this is your capacity,
718
00:25:30.160 --> 00:25:32.280
you just have so much more capacity to handle stuff.
719
00:25:32.280 --> 00:25:35.760
So, you know, the level of work that Tim is currently
720
00:25:35.760 --> 00:25:38.520
taking off my plate so that we can prepare for IVFs,
721
00:25:38.520 --> 00:25:40.280
that we can prepare for going to a new season.
722
00:25:40.280 --> 00:25:41.120
So I'm not stressed.
723
00:25:41.120 --> 00:25:42.760
I'm getting my body and my health levels
724
00:25:42.760 --> 00:25:46.040
like really adjusted to being able to get pregnant
725
00:25:46.040 --> 00:25:47.600
and have a child.
726
00:25:47.600 --> 00:25:49.840
You're taking a lot more stuff on your plate.
727
00:25:49.840 --> 00:25:52.000
So we're growing a company at the same time.
728
00:25:52.000 --> 00:25:54.320
We're growing a team at the same time as I'm working
729
00:25:54.320 --> 00:25:55.680
the least I've ever worked.
730
00:25:55.760 --> 00:25:58.160
And so that's a lot on your shoulders.
731
00:25:58.160 --> 00:26:00.960
And in Perth, you probably would have been having panic attacks
732
00:26:00.960 --> 00:26:03.000
and be really stressed and not being able to hold it.
733
00:26:03.000 --> 00:26:04.800
And I would have been taking things back off your plate
734
00:26:04.800 --> 00:26:07.480
to try and help you out that we're not having to do that.
735
00:26:07.480 --> 00:26:08.640
And that's true.
736
00:26:08.640 --> 00:26:10.600
Down to two things, definitely the TRT.
737
00:26:10.600 --> 00:26:12.360
But also the lifestyle here is a lot less
738
00:26:12.360 --> 00:26:14.600
that we have to do around the house and stuff like that,
739
00:26:14.600 --> 00:26:15.680
which is just so helpful.
740
00:26:15.680 --> 00:26:17.920
Yeah, strongly recommend, guys, if you're thinking about
741
00:26:17.920 --> 00:26:21.240
doing TRT or if multiple people have told you to look into it,
742
00:26:21.240 --> 00:26:23.520
I would suggest looking into it.
743
00:26:23.600 --> 00:26:27.680
Let's go into our final and fifth question from Maddie D.
744
00:26:27.680 --> 00:26:30.200
What should my ratio be of nurture emails
745
00:26:30.200 --> 00:26:31.880
versus selling emails?
746
00:26:31.880 --> 00:26:33.520
I will hit this one first.
747
00:26:33.520 --> 00:26:36.200
So depends what kind of business you run.
748
00:26:36.200 --> 00:26:39.440
I find people with emailing they're sitting two camps.
749
00:26:39.440 --> 00:26:42.840
One camp is I'm not gonna hard sell people at all
750
00:26:42.840 --> 00:26:45.120
and I'm just gonna send these like pretty vague emails.
751
00:26:45.120 --> 00:26:47.120
And the other one is like sell it all costs.
752
00:26:47.120 --> 00:26:49.760
I'll sell anything I'll sell every day basically my email.
753
00:26:49.760 --> 00:26:51.360
So it depends what camp you sit in.
754
00:26:51.360 --> 00:26:52.520
You might be somewhere in the middle
755
00:26:52.520 --> 00:26:54.800
and this is where I think Maddie is in the middle of this.
756
00:26:54.800 --> 00:26:58.080
I'm all for like the 80, 20 rule, 80% value,
757
00:26:58.080 --> 00:27:00.560
20% hard selling depends if you're in a launch
758
00:27:00.560 --> 00:27:01.920
or what you're trying to promote.
759
00:27:01.920 --> 00:27:06.920
Typically for me, I will go more like a value in the email.
760
00:27:06.920 --> 00:27:09.040
I will give them some kind of value or a link
761
00:27:09.040 --> 00:27:11.320
or a takeaway or a long form or something like that.
762
00:27:11.320 --> 00:27:12.720
And then in the CTA would be like,
763
00:27:12.720 --> 00:27:15.120
hey, by the way, if you want some more intensive help with this,
764
00:27:15.120 --> 00:27:18.360
we can do XYZ a bit similar to the question above.
765
00:27:18.360 --> 00:27:19.640
Anything I missed with that one?
766
00:27:19.640 --> 00:27:21.680
No, so I think like I would categorize
767
00:27:21.680 --> 00:27:24.080
the email's first selling emails in two different ways.
768
00:27:24.080 --> 00:27:25.080
I think you're selling emails like,
769
00:27:25.080 --> 00:27:26.280
hey, I have this offer.
770
00:27:26.280 --> 00:27:27.880
It's an offer that I'm running right now.
771
00:27:27.880 --> 00:27:29.240
I'm running it for the next seven days.
772
00:27:29.240 --> 00:27:31.200
You should buy it and then you should also obviously send
773
00:27:31.200 --> 00:27:32.640
a lot of emails about that thing.
774
00:27:32.640 --> 00:27:34.840
But you don't want to be selling those emails every day.
775
00:27:34.840 --> 00:27:36.920
Like you want to be structured about those emails.
776
00:27:36.920 --> 00:27:39.840
Like you want to do maybe 80, 20, 20, 20 a month.
777
00:27:39.840 --> 00:27:41.520
You might want to send those or 20, 20 a week.
778
00:27:41.520 --> 00:27:42.400
You might want to send those.
779
00:27:42.400 --> 00:27:43.720
I think that's a really nice ratio.
780
00:27:43.720 --> 00:27:44.920
So we talk about nurture emails.
781
00:27:44.920 --> 00:27:47.480
People might be wondering like what the fuck is that?
782
00:27:47.480 --> 00:27:48.960
What the fuck is the nurture email?
783
00:27:48.960 --> 00:27:50.840
And so you've talked a bit about value.
784
00:27:50.840 --> 00:27:53.920
And I think that like I'll let you go into what that means for you.
785
00:27:53.920 --> 00:27:56.320
The other type of nurture email that we see perform really well
786
00:27:56.320 --> 00:27:57.920
is story based nurture emails.
787
00:27:57.920 --> 00:28:01.000
And so these are, you know, hey, I woke up this morning
788
00:28:01.000 --> 00:28:01.920
and I felt really off.
789
00:28:01.920 --> 00:28:03.880
And here's what I did to get into the right headspace.
790
00:28:03.880 --> 00:28:06.840
And if you're struggling in your business right now
791
00:28:06.840 --> 00:28:10.720
and you are feeling like you are overwhelmed
792
00:28:10.720 --> 00:28:12.080
and you can't make good decisions,
793
00:28:12.080 --> 00:28:13.000
you can't make clear decisions.
794
00:28:13.000 --> 00:28:14.520
Here's my one, two, three step on it.
795
00:28:14.520 --> 00:28:16.720
And actually I also have a long form, you know,
796
00:28:16.720 --> 00:28:18.200
YouTube video where I break this down.
797
00:28:18.200 --> 00:28:19.320
You can watch that here.
798
00:28:19.440 --> 00:28:21.400
And so you're telling a story about something that's happening.
799
00:28:21.400 --> 00:28:22.600
That's a real time thing.
800
00:28:22.600 --> 00:28:24.720
And then you're linking it to something that's really valuable,
801
00:28:24.720 --> 00:28:25.920
hence value emails.
802
00:28:25.920 --> 00:28:27.400
And then at the bottom you've got a stupid signature
803
00:28:27.400 --> 00:28:28.240
which we spoke to before.
804
00:28:28.240 --> 00:28:30.160
So I think when it comes like nurture emails,
805
00:28:30.160 --> 00:28:32.400
the fastest and easiest way to do nurture emails
806
00:28:32.400 --> 00:28:33.320
is just storytelling.
807
00:28:33.320 --> 00:28:35.200
It's stories about your clients,
808
00:28:35.200 --> 00:28:37.200
tell stories about yourself, tell stories about your life,
809
00:28:37.200 --> 00:28:38.920
find ways to connect all of those things.
810
00:28:38.920 --> 00:28:41.960
And I could literally make a story connect to a business
811
00:28:41.960 --> 00:28:43.160
in any single way, shape of form.
812
00:28:43.160 --> 00:28:44.640
I talked about my toe and then be like,
813
00:28:44.640 --> 00:28:45.920
and then you know when you start to be told,
814
00:28:45.920 --> 00:28:47.760
things are hard, you got to get up from your challenges.
815
00:28:47.760 --> 00:28:48.600
That's just like business.
816
00:28:48.600 --> 00:28:51.840
Like I could connect anything to being back to business.
817
00:28:51.840 --> 00:28:54.280
And the better you become at that skill,
818
00:28:54.280 --> 00:28:56.480
the easier it's going to be for you to create more emails.
819
00:28:56.480 --> 00:28:59.040
Yeah, I'll just finish off with selling emails.
820
00:28:59.040 --> 00:29:01.640
I've found I've sent millions of emails literally
821
00:29:01.640 --> 00:29:03.640
over the last couple of years, like literally millions of years.
822
00:29:03.640 --> 00:29:05.480
We've had literally thousands of thousands of people
823
00:29:05.480 --> 00:29:07.320
unsubscribe because of the how-cordness
824
00:29:07.320 --> 00:29:08.800
of our sales emails at some points.
825
00:29:08.800 --> 00:29:09.880
So we learned the hard way.
826
00:29:09.880 --> 00:29:12.520
The best type of sales emails include this one thing.
827
00:29:12.520 --> 00:29:14.600
And that one thing is client proof.
828
00:29:14.600 --> 00:29:17.280
So if you're selling a point, you're selling a program,
829
00:29:17.280 --> 00:29:19.640
you're selling something, you're selling ads, whatever it is.
830
00:29:19.640 --> 00:29:22.280
Make sure you have screenshots or screen grabs of clients
831
00:29:22.280 --> 00:29:23.320
who've actually won with that.
832
00:29:23.320 --> 00:29:25.160
That just makes it way more believable
833
00:29:25.160 --> 00:29:27.120
and gets on to hit the next step
834
00:29:27.120 --> 00:29:29.280
with whatever you're in at the moment.
835
00:29:29.280 --> 00:29:31.240
Guys, that's it for our Q&A.
836
00:29:31.240 --> 00:29:33.360
If you want to be featured on our next Q&A,
837
00:29:33.360 --> 00:29:35.320
just make sure to keep your eyes on our stories
838
00:29:35.320 --> 00:29:37.040
because we do put up question boxes
839
00:29:37.040 --> 00:29:38.920
with love for you guys to engage.
840
00:29:38.920 --> 00:29:43.640
Shout out to Justin, Eelyn, Lara, Justin and Maddie.
841
00:29:43.640 --> 00:29:46.160
We appreciate you guys so much for jumping in
842
00:29:46.160 --> 00:29:47.440
and asking us questions.
843
00:29:47.440 --> 00:29:48.680
And if you enjoyed this episode,
844
00:29:48.680 --> 00:29:50.400
we would love it if you would like share it with a friend
845
00:29:50.400 --> 00:29:51.240
or tell your friends about it.
846
00:29:51.240 --> 00:29:52.920
We're trying to grow the podcast at the moment.
847
00:29:52.920 --> 00:29:54.960
So please subscribe, please share it with a friend.
848
00:29:54.960 --> 00:29:55.800
Steph, I'm feeling good.
849
00:29:55.800 --> 00:29:57.440
Let's do the share the show.
850
00:29:57.440 --> 00:29:58.280
Don't be a hoe.
851
00:29:58.280 --> 00:29:59.120
Let's go.
852
00:29:59.120 --> 00:30:00.120
We'll see you guys next week.
853
00:30:00.120 --> 00:30:01.120
See you next week.