Alright guys, what's going on? This is my first time vlogging today. I have four sales calls and I'm gonna be showing you what that looks like. Okay? So one that is in 30 minutes, one right here and then two at the same time. I actually, I accidentally scheduled them at the same time, so I'm basically gonna have to reschedule that call. So what I'm gonna be doing is basically recording all of my, my calls. Probably one business owner isn't going to show up to the call and then I'm going to show you the different objections I'm getting, how I'm handling them, and why it's easy for me to close clients because I just have an offer that is a no brainer for them and it truly is a no brainer. Not just like kind of a no brainer, like a no brainer, a zero brainer. You do not need your brain. So I told you guys by subscribing to my channel, you guys get these types of videos, okay? You don't get the fucking basic five habits you need to become rich, okay? I'm showing you my entire sales calls, my slides, what I show to my clients, and you would just really get a POV of how I sell to them. Okay? So that being said guys, I have my first call in 20 minutes. Hopefully the business owner is going to show up and it's going to be a close. Okay? All right, so yeah, let's start with this. What is your current marketing strategy? At the moment?

Mostly word of mouth and then just trying to do like trying to create package deals and stuff like that and some social media, but most of my clientele comes from word of mouth.

Okay, and so what does your package structure look like? Do you have a package of like six sessions and then eight sessions?

Yes, that's exactly what I have.

Okay, all right, so I'm going to share my screen and show you what it is we do in more detail and hopefully you can get some clarity on that. So do you see it?

Yeah.

So we're incliner consulting. We're both a marketing as well as a consulting agency. So on top of doing your appointment setting, generating leads for those appointments, we also do a little bit of consulting and I'll get into that later on. So these are some of our clients we work with. So we work with a lot of med spas, but also permanent makeup artists. So those are the two areas of expertise we've just seen the most success with. And so we've really boiled down, for example, body Sculpting, the process of taking a lead and turning that lead into a booking for Metspas, really down to a solid system. And so we have clients in the US and also in Canada for Metspas. And so this is the team. So there's me, I'm the founder, I'm also the one behind the ads. So I'll show you in a second what the ads look like. There's Christian. He's the appointment setter for all of our Medspot clients. So he's actually been doing this for six years, just cold calling in general. And then for Medspas, he actually previously worked at an agency before that basically did the same thing as us. So he would essentially cold call the leads for Body Sculpting clients. And there's also Valeria she's doing the same. So appointment setting for all of our permanent makeup clients. Okay, so we use what's called the Double framework, which is essentially a framework that is called Double because we double your revenue in 90 days. That's kind of our guarantee. That's kind of what we work towards. And so as you can see here, we have different letters. So define outreach, upgrade, build, referrals, legitimize and educate. These are all the different facets that I'm going to go through in this presentation and that are going to allow us to reach that guarantee. So first one is define we like to get very clear on what your offer is, especially what treatments you use. So get very detailed on your specific treatment, the specific benefits for your treatments, even the machine you use, your audience, because that is going to be the backbone for not only our ads. So like, who we target in the ads on Facebook, the age bracket, stuff like that, but also when we're actually going to be calling on the phone, we need to know what we're talking about. And so in those initial stages, we like to get detailed on what machine you use so that we can already sort of consult them on the phone and edit that script. So that like I said, we can already consult them. And so we use a Voucher system. So essentially when people click on your ad and so these are what our ads look like. We found some success with this particular ad of Kim Kardashian, just comparing her. So your treatment to Liposuction, which know, it's just a good you compare if you compare it to Liposuction, you have to go under the knife, et cetera. And so, yeah, we found good success with this particular ad. And this is what the copy looks like. So we're giving away discount vouchers for our signature Body Sculpting treatment for only 199, regular price 350. Then really try to speak to your target audience. So here, for example, we said we use leading technology that helps safely and painlessly target stubborn areas that resist diet and exercise. And then the benefits resumed. And so, like I said, once they click on this ad, essentially they get taken to what's called a lead form. So on Facebook, you can actually collect their email name and phone number. I don't know if you actually use this before. Have you actually tried running ads before?

I've never done this myself, but I know what you're talking about. I've looked into this a lot but I have never done it myself.

Yeah so we collect their information. You have phone number, name, email, the platform from where they came from. So we have that data as well. And in terms of the metrics, these are the numbers we're able to generate. So never going to go above $5 per lead. So you're never going to be paying above $5 per phone number. Or like person that essentially signs up to claim the offer. And then the Voucher is a system really to get them incentivized to book with you and you only because once they see your ad, look you up or look up your competition. And so that's why we like to make a very unique offer. For example like a three in one, right? And we really like to get detailed so we can already consult them on the phone.

Okay.

And so in terms of the outreach, once they claim their offer the first thing they're going to be receiving is an email as well as an SMS. And so these are both automations that are sent automatically. So this is a little bit of a screenshot of our CRM software where you will see all the leads appear from the ads and you'll see just in real time our appointment setters essentially reach out to them with the automations. So the cool thing is that with our automations we have for example an email that's sent automatically says hey Beth and it actually uses their name and says yeah, this is just to confirm you've claimed your discount Voucher and then the SMS, right, it's very personal, it just goes beyond the email and know is this Beth? And then just kind of forces them to reply and then uses an actual image of the Voucher. So makes that difference of like it's not just a regular SMS once they say yes from this message says awesome, I'm glad we got the correct info. The next step to start blah, blah blah. Here's the booking link. No one is going to book directly from this link and so that's why we have follow up automations to get them into a conversation already. So what part of your body are you interested in treating? Then she says, my belly. Okay great. You're going to love this. Our special includes and then just resumes again what it includes to set you up. When would be the best time for a quick call? After 04:00 p.m.. And this is where our appointment setter comes in and actually schedules that call with them.

And that's you guys right? Not me.

Yeah, that's us. And so all of these were automations just basically detecting the reply each time. So the software is very good at doing that and then appointment setters come in right here. And so our appointment setters actually get notified as soon as a lead comes into the CRM and if they don't reply to that first message, this one we'll either go ahead and call them directly and try upwards of six times before giving up. So that's how we're able to achieve this type of volume. I told you on the phone that our guarantee was 15 bookings a month with prepaid deposits. And so that's why we just go ahead and try and call them multiple times, because most of the time they'll just not even just ignore the message or just not realize that you've sent them a message once they claimed their offer. And so we're just heavy on reminding them that, yeah, they claimed their offer. We're already explaining what the treatment is over the phone, et cetera, in terms of what we actually say on the call. Here's a little the script. I'm not going to read everything, but what we consider to be a prepaid client is that we have, first of all, educated them on your specific treatment. So that's why we get specific first on what exactly it is you do and how many sessions you need, et cetera. And then we also identify the area of concern. So we're already getting into their pain points, digging in what area they need so that we actually relay that to you and you're already ready when they come in to sell them on your packages because you already know which area they need treatment on. And we also set, like I said, proper expectations to ensure that they understand that this is not like, just one session and then they see immediate results. Right. They need multiple sessions. And so in a way, we also kind of filter them in terms of seriousness that they already know that this is going to take multiple sessions. And so in a way, they're already presold into your package deals. And lastly, we collect upfront non refundable deposits to secure their appointments.

Okay?

Yeah, this is what we say right here to lock in the deposits each time. And so with our CRM, we link your calendar so we essentially have a view into your slots into when you're available and when you're not. So we actually link your Google Calendar that you can link that calendar to whatever calendar you're using right now. So if you're using Gloss genius, right?

Is that that's what I'm using?

Yeah, you could link that to Google Calendar and then we link Google Calendar to our CRM because there's no direct integration, basically. And so we know, okay, when's a good time to book, when are you open, et cetera. In terms of the prepaid deposits, a, depending if you have a Stripe account or not, we basically integrate your Stripe account with the CRM. So when an appointment setter is about to take in a prepaid deposit over the phone, they're going to enter in their credit card information on a little form that we have right here in the payment section. And from there, since that's connected to your Stripe account, you're going to get the $50 deposit. And that's going to go into basically your stripe account. You're going to have all the credit card, the credit cards of your new clients on file so that you can then charge them the remainder of when they actually come in of that first session. And so we like to take $50 deposits because we found that that number is just perfect in terms of filtering out, but not so much that yeah. And just getting them serious really is what it comes down to. And then we upgrade. So I talked a lot about define outreach. Now I'm going to try and go a little bit faster. Yeah. Essentially this is the consulting side of things. So we upgrade your sales skills. You don't have a receptionist, right?

No, it's just me.

Okay. Yeah. So like I said, we have a bunch of different systems to make sure that once we bring in those bookings for you, those initial clients, you actually make the most out of them. And you have, for example, here, instead of asking when are you available to your clients, you say stuff like, does early next week or late next week work? And then giving them that option right between option A and option B makes a massive difference in terms of because essentially we're eliminating the fact that they're going to say, oh, let me check my schedule and get back to you. So just stuff like that, we like to also help you with so that you just make the most out of your clients. Same thing here. We help you build referrals. So we have basically strategies for you to get Power Partners. So what Power partners are, are, for example, gyms that you can partner up with.

This is all stuff that I've been trying to figure out how to do. I just don't know how to do it.

Yeah. And so we have a bunch of resources. So how to actually reach out to them on how to call them, if you're going to email them, we just kind of guide you through it and then the types of incentives you can make with them for them to actually bring you clients. So stuff like that and then legitimize. So this is where we help you with your Google reviews. So how many Google reviews do you have right now, do you know? Approximately?

I have like four or five maybe.

Okay.

So for example, they're all from when I first started this, so I need some new ones. For sure.

Yeah. So, for example, one of our clients, she didn't actually have her Google business even set up. And so we set it up for her. What we did is that she actually just had a list of old emails and phone numbers from her old scheduler that she used in the past. And so we just used that list of like 100 old clients, sent out this message basically saying, hey, it's Danielle here from Beauty and the Brows. Today, I'm giving away 20% off discount coupons for touch up appointments. So in permanent makeup, this just means appointments for to just touch up their brows, right? Yeah. For all my old clients who leave me a review on my new Google listing. Are you interested in one? And so this worked very well. Ended up getting her 27 five star reviews in. You'll see, all of these reviews are within just two months ago. So within 72 hours, just got a huge boost in reviews. And so we might do that for you if you have a list of old clients, for example.

It's a short list, but I have one.

Yeah. And so we can also do it where the software basically detects every booking, every new booking, and then after they have been just confirmed, a confirmed booking, it sends them not this, but a Google review invite. And so it's just a simple way just to automatically send the review invites.

Okay.

And then we educate. So this is the last letter. So in terms of tackling objections when you get them, so, for example, what do you say when people tell you, I can't afford it, or it's too expensive, or It's out of my budget, or Let me think about it, or Let me sleep on it? Right, so we have a lot of rebuttals to that that can help you. And also just little things we have that you can do in the initial stages of when they first come in. So how you introduce yourself and how you sell your package so that you don't even get those objections in the first place. Yeah. In terms of your ROI, with us getting clear on what you're actually going to be making, I'm just going to use an example here. So let's say we barely deliver on our guarantee and get you 15 clients a month. Usually we get our clients out of safety. Around 20 clients a month. Our clients have an average package upsell rate with the types of clients we bring them, since they're paying a $50 deposit of 66%. So out of those 15 clients, let's say you can turn only ten of those into your packages. So the average Body Sculpting package price is around $1,500. And so after three months, that would be an ROI of $43,875. So, yeah, that's really the minimum you can make with us. That amount we also like to take credit for, does not take all the ripple effects of actually having us on your side, because it doesn't take into account all of the, like I said, the consulting side of things and also the time freedom. So I've just listed a bunch of benefits here. But the fact that you're going to get more time to yourself because you're getting autopilot bookings, you're not going to be doing the receptionist job, essentially. So it's like you're hiring a receptionist, but she's actually getting you prepaid deposits. So that's how we like to think about it. The fact that your in person package upsell rate is going to be increased from our consulting and just our coaching in general, the fact that you're going to get an SEO boost from us, essentially tripling your Google reviews, and then more people are going to be finding you from that organic Google traffic. And so these are all things that are what we call ripple effects on your business. Yeah. In terms of who we want to work with, these are just a few points. So we don't want to work with a person that isn't motivated. So if you don't want to be the number one treatment provider in your area, this is probably not for you because we're relatively expensive. We do have a guarantee. But if you're not motivated to put in the work on your side in terms of doing the actually taking the advice, stuff like that, maybe this isn't worth it for you. And yeah, again, not for you as well. If you don't understand that a business partnership is meant for the long term where growth compounds over time, you think this is just a quick three month program and you have trust issues and don't understand the concept of letting an expert do their craft, you interfere with our methods, our team, or processes. So the reason I'm putting this in is because, for example, we used to have a client who wanted to do like a fall special, just wanted to add one specific emoji in their ads. And it's just stuff that we don't need. We know what we're doing. Of course we're fine adding in the emoji.

So I will let you do it.

Yeah, that's kind of all I had. Yeah. Do you have any questions?

Yeah. How does it work in terms of if I say, yeah, let's work together, what do you need from me? What do you expect from me? And just how does that process start?

So we would go ahead and sign a contract so that once we actually do deliver the 15 prepaid deposit clients, we actually get paid. So that is the first step, signing the contract.

When the clients pay, say in that I think you were talking about where they pay their $50 fee, is it like they pay you and then you pay me, or is it they pay me and then I pay you.

They pay you. I'm a little bit confused by that question. Sorry.

So for example, if somebody says, yeah, I want to book the appointment, they give the $50 fee, they go in, they do the treatment with me. When pay there, say they pay $1,000. Right. They pay that to me, and then I give you a portion of that. Is that how it works?

No, we're a fixed fee of $2,000 a month. So the $50 deposits, et cetera, that's directly into your stripe account. And so the money you make is for you. We're just a fixed fee.

So regardless of how many, if it's you bring me ten people or you bring me 300 people, I give you $2,000 a month.

Yeah, but it's a minimum of 15 clients a month because we don't want to be just sending you ten clients and then you still have to pay the 2000. I mean, I don't think that would be worth it, but that's all I'm.

Saying is that I just pay you 2000. It doesn't turn into a percentage. Like if you no successful and I got a bunch of clients, I just pay you 2000.

Yeah, okay, that makes sense. Once you would sign the contract, essentially I would send you the onboarding link and then from there you would essentially just watch the videos, share access to your Facebook ad account, stuff like that, share details about your business location, just basic business info and then your offer. So we would actually have a session to work on your offer, get as much details as we can so that we can on our side develop the script and actually get started.

Okay, when would I pay you the first increment of the 2000? Is it after I get the 15 clients or is it like the first of the month or how does that work?

It's after 30 days.

Okay.

Yeah. So the onboarding process is seven days and after sorry, before seven days we would have had everything set up, just the ads ready, launch, everything just ready to go. And then from there, there's going to be 30 days. We're going to get you 15 clients and then afterwards, after those 30 days, you pay 2000.

Okay, and then what about the contract? I know that you're trying to create a long term business relationship, but is that something I'm signing for initially for six months or a year or how is the contract working?

Yeah, it's a three month contract, so 90 days.

Three months. Okay. So what happens if in that 1st 30 days you don't bring me 15 clients? For some reason.

You'Re allowed not to pay?

Either I'll get clients and I'll pay or I won't. Right?

Yeah.

Okay. Trying to think if there's anything else I want to ask you. I just worked out I don't usually look this sloppy.

No, it's fine. You look fine.

Okay. And then I guess with the difference of my pricing right now, like I think I told you yesterday, two things. One is that with my Facebook and my Instagram, for some reason they wouldn't allow me to run ads and stuff because I think it said I was promoting a negative body image. So I'm not really not sure what I did wrong, but by putting my body sculpting images up, it said I was promoting negative body image and it.

Restricted my I mean so just like I showed you in the actual ads, we use it's know, using Kim Kardashian. That's why you can't show too much skin on Facebook or else they say it's know, I don't know the reason.

Yeah, because you can totally show your thong, but whatever. Anyway, so will that be an issue for you guys with my stuff being restricted as it is, or would I just kind of create new accounts or what?

No, we would in that case have you create a new ad account, which is relatively simple to do. We have tutorials in our onboarding link that shows you how to create an ad account, how to link that ad account to your pages. Okay. And so, yeah, that should be easy for you.

The onboarding, you said is seven days. Does that like a certain amount of time per day that I need to be available or how does that work?

No, I mean, it should take 2 hours of your time as a whole, really, just to fill in the information we need and then to do the ad account sharing. And in your case, the ad account creation doesn't take more than 2 hours.

On my time, just whenever I'm available. It's not like it needs to be eight to twelve or something like that.

Do you mean like if there's a specific deadline?

Yeah. Is there a certain time of day that I might need to say, you need to be prepared for three days that I need to be there at 11:00 a.m. Till whenever?

No, you just set everything up.

And then the other question I have for you was regarding so I asked you about the Facebook and that there was one I was going to ask. Okay. So you know how we were talking yesterday about my package pricing being kind of low? Right? Would you suggest that I raise my prices up or would you want to work around what I've already got it set up.

So your price was $100.

Price is low and really in this area. And Utah is going to be definitely a little cheaper than California, depending on I don't know exactly what your guys'stuff is selling, but around here, 250 to 200 is pretty normal. But my price is lower. It's only 125 for a session. Just because I'm new and I was trying to figure out how to get new people.

Yeah, well, price usually isn't really an issue for us because, like I said, we craft an offer. So just like I showed you, like a three in one special, and then essentially it gives people kind of a way to justify that there's nothing really they can compare it to. And so, yeah, pricing really isn't an issue. But for you, if you say in your area it's a little bit lower, then of course we might do a little bit of market research and then just kind of look at the different pricing. And if 199 is too much, it's too outrageous, then we might make a little bit.

I don't think that that's too outrageous. I think my prices are too low. I think that I was just trying to shoot for trying to get people through the door, and I thought a price reduction was the way to go. I don't think that what you're saying is probably more on par with what it should be. Is really true, but can work on that one, though.

Yeah.

Okay. All right, so tell me what you would need for me if I decided I wanted to go ahead from here.

Yeah. So I would send you the contract to your email, and then from there, once that's signed, I'll send you the onboarding link. So I don't think I have your email.

I don't think you do either.

No. Could you maybe write that in the chat?

Do what? Oh, in the chat?

Sure. Yeah.

How did you guys get started doing this?

So we initially started with permanent makeup, so that was kind of my agency to start with, and then Pivoted more to med, spas and body sculpting, because with permanent makeup, they only make around $300 per appointment, and usually that's just one and done. They don't usually come back. Right, yeah, it's just a better service if we have repeat, I guess. Yeah.

All right, well, I'll tell you, if you want to send me the contract, I can look it over, and then I can reach out to you either. I don't know, after I read it and everything, and we can go from there. Is that okay?

Yeah, I definitely don't want to waste your time. So I'll send you the contract, and then you can read it on your own.

Okay. And then I can text you back at that same I can I'll read it tonight for sure, and I'll text you back by tomorrow morning.

Okay, yeah, that sounds good.

Awesome. Thank you, Thomas. I appreciate it.

Yeah, you too. And I'm happy, and I'm excited to start working with you.

Thanks. I feel like you guys are doing exactly what I've been looking for, so hopefully we can work this out.

Yeah, for sure.

We're definitely tomorrow then.

Yeah, no problem.

Bye.

So you said you started your business relatively recently, is that right?

Yes. You're probably looking at probably about two months now.

Okay. So what is your current marketing strategy? Is it like referrals?

It's just basically word of mouth through friends. A huge help that's been getting a lot of customers. I've been boosting my page on Instagram, so I've been offering package deals, and I've been just posted a lot of content and marketing myself through Instagram. You pay, like, $5 a day, so like, 30 or $25, like, a week, something like that. And Instagram boosts the page for me to men and women. The only thing that I don't like about it is that I'm having women contact me from Alberta or BC or something like that. But it doesn't. Happen all the time, but it does happen here or there, but that's where I'm basically getting a lot of my clientele from. I don't believe this is the route I'm going to take for now. I would like to probably approach you back in the next, let's say two to three months. Once I start getting a little bit more clientele, I would like to approach you back so you could really get you and your team to really take on my stuff and do what you guys have to do. But just right now, because it is still so fresh to me, I don't feel like making that big of a jump as yet. Like I said, in the next two to three months, I would love to, but right now I'm just not super comfortable with it. Yeah, I don't want to bullshit you and be like, oh, yeah, I'm going to go with you right now, blah, blah, blah. That's not how I work. I do want to be fully transparent with you. So right now I'm going to say no to this, but if this is your direct number, what you've texted me on, like I said, I've saved it. I just want to confirm it is your cell phone number and not, like, your office number. And when I am ready to make a jump like this, I was wondering if I could reach back out to you.

Yeah, sure. Absolutely.

Okay, perfect.

And I hope you just understand what I mean.

I'm not a bullshitter.

I'm not going to say, yeah, I'm going to go with you, and then you're going to start calling me or texting me, and it's going to be like I'm just going to be ignoring you.

I don't do it definitely is better, and I thank you for that, but yeah, I know. I totally understand. Yeah.

And like I said, everything you've said to me in the screens because I did zoom in on them and I was actually reading them in detail. I do like your marketing strategy. I like how the wording you use. I like how you have everything set up in a very professional manner. And I think that could be a huge asset to my business right now at the moment, just because I am starting out, like I said, just money wise, I don't feel it's going to be suitable for me at the moment.

All right, guys. So first call didn't show up, so couldn't record that second call. What happened was that she basically wasn't really qualified, didn't have enough money, et cetera. So she said essentially, let's do it in three, two, three months, and then she will definitely become a client. So Unqualified doesn't have the money, but will most certainly become a client in the near future. And then I managed to close one client just like you guys saw. And then for that last sales call, I don't know if you guys remember, but I told you guys that I mistakenly scheduled two calls at the same time, so I'm in the process of rescheduling. So yeah, I just told her, can you make the call in 30 minutes? Made a mistake in the scheduling. Sure, we can schedule if it's going to focus another day, please. So, pretty good day. If you guys have been wondering how I'm able to get these many bookings in one day, you have to realize that the reason I'm able to do that is because my offer is just so good, okay? Instead of them paying up front, they are paying basically as soon as we deliver the bookings, okay? So that makes a huge difference, okay? Right there, that payment structure of them paying afterwards, that is something that no agency is able to do because their service delivery is just fucking garbage, okay? No one's going to admit it, but when you have a weak service delivery, you cannot guarantee results, you cannot close clients. Okay? It's simple as that. But yeah, I don't know if you guys saw, but in the first call, I was just extremely slow. So probably wasn't a good experience for the person that was listening because I was just explaining things extremely slowly. And then the second call, in my opinion, I was going really fast, but then when I looked over the recording, I was just talking at a regular pace, but in my head, I was talking super fast. I was thinking, fuck, I sound like such an expert right now. But turns out I just sound really normal. So, yeah, big lesson for you guys right here, everything is in your offer. Everything is in your service delivery. Once you have your offer figured out, once you have the right software, the right system to turn a lead into a booking for a client, it makes them a no brainer. And you can start doing these crazy pay later deals where once you get them the results, they can pay. You have basically a 50% close rate in those zoom calls. So with that being said, guys, thanks for making it to the end of this video and I'll see you very soon in the next video.