Empower Your Small Business with airSlate SignNow for Closing a Deal in Sales

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let me see if i can um oh the chances of me pulling this video um is actually really tough so i'm gonna try to explain it because i wasn't prepared for this um we're going through a blueprint right now folks if you haven't realized that we're going through a blueprint and that blueprint that i just told you about was number one is about how to speak to business owners you're gonna need to know how to speak to them okay that's the first part well now that you know how to speak to them we just gotta find them right we just gotta we just gotta get them give them an actual actionable step on the uh newspaper yeah i'm gonna give it a way better actionable step in just a minute because most people aren't gonna go out to a restaurant because they're closed [Laughter] but you could actually go like i said the grocery stores and grab those articles because they're paying for those things in the magazines just so you know your local newspaper if you get it delivered you can grab those things they're awesome um people that mail stuff in the mail they mail you the the bag of coupons those coupons they have to buy so just so you know um but what i want to do is i just want to give one more really big huge nugget for those people that really feel excited about what i'm saying if you understand the part about don't talk to them about technical jargon technobabble uh like don't say pixels and funnels and conversions and retargeting and all this different stuff you want to speak in their language the other language you want to speak in is hourly it's a huge huge thing to do that you're going to come online you're going to see digital marketers constantly posting about how they landed a client for a thousand a month you're going to see some of them saying i landed a client from fifteen hundred two thousand a month i'm learning these clients for per month business owners don't think that way they think about hiring an employee okay that's how they think you know people ask me aaron how can you walk into all these businesses literally cold and get 2500 a month like right out of the gate like how do you do that like because they're struggling to get a thousand here's the secret it's speaking to them on the terms that they know and what they know is about hiring an employee when the small business owner says great we're gonna get involved in digital marketing and say okay great we need to go postal help wanted ad we need to go to post an ad on craigslist we need to post an ad on indeed back in the day used to be monster monster's like dead no i think i don't really know what monster is not really sure but it's like they post on these job these job bulletin boards that they need an employee okay like this is one of those moments that i want the screen to like flash because we're gonna have a flash flashback to this moment what i'm just saying right now okay so that that's what they do and you're probably going like this in your home there's probably all of you going like this so you already have the knowledge to be a six-figure business digital agency owner in your head you just don't know it and a lot of these people online they don't realize it and so again keep that moment we're gonna come back to it but these business owners say great we need that we need to figure out that digital thing so what does the the boss do he usually tells his trusted employee the trusted secretary trusted right-hand person hey let's get an ad on craigslist let's get an ad indeed let's get it going okay and let's get somebody in here now this day and age we're generally looking at about 15 bucks an hour to hire anybody full time that like has a partial skill um so at 15 bucks an hour times 40 hours a week you're looking at um what was the number at 600 my math off let me just make sure that my math is not off here um 15 times 40. 600 yeah so 600 a week okay 600 a week for those of you who've never owned a business and had employees 600 is not what the employee pays just so you know that's what he pays the employee of the employer pays he has to also pay unemployment insurance he has to pay taxes he also has to pay things and this is a key thing when you speak to business owners he also has to pay for them to sit in their office and suck air now an employee thinks i show up at nine o'clock and i go home at five that means i was working i was working all day it was so hard at work today i went in at nine o'clock i got out at five i screwed around on facebook watching christine aaron's presentation then i went on facebook and talked to my friends then i had to check the news i wanted to see what they said about donald trump i want to see what they said about joe biden i want to see something going on right now oh then i took a cigarette break then i had to go to lunch then i went to the bathroom after lunch that was thing like then i took the last hour to myself because this employer i take himself this is how an employee is and this is where you can really position yourself in a much different light so now that employee is costing 600 plus more we'll just keep it at 600 make the numbers easy 600 bucks times 4 i'm saying times four because it's monthly times four makes twenty four hundred dollars now the chances of a small business owner being able to hire somebody off craigslist indeed wherever they're looking that knows how to manage your website knows how to do social media marketing knows marketing there's my boss goes i do social media marketing that knows how to do facebook marketing that that knows how to build funnels that that knows about retargeting is literally slim to none zero so in that sense they're probably gonna have to have multiple people because you may get some kid to come in here and help you with your website but and then that kid's gonna go try to figure out oh maybe i need to learn facebook ads or whatever ads but essentially you can see how that number of 2400 could in most cases easily be doubled now you can see how easy it is for me to walk in 2500 okay right off the bat hopefully you guys see this and then the other thing is that when you speak to these business owners you've got to speak in terms of the hourly age and you show them that look this skill set that i have and they know that that employee is going to come in here and take cigarette breaks this break lunch break that break this break mr business owner you're not hiring me to come in here and sit in the chair and suck your air your heart your your work i'm not even you're not even going to see me the only thing you're going to see is the results every day you see the results like whether or not that i'm starting my work this early or late or whatever it doesn't matter like i'm not coming in here and you don't need to pay insurance you don't need to bring up your insurance bill you have to pay payroll taxes you have to pay all these crazy stuff and now all of a sudden it's looking good and so literally that's a huge key advantage that you need to understand when you talk to a business owner that don't pitch them 1500 a month pitch them an hourly rate in their mind in the beginning say well you know i do this this and this and my hourly rates only like 25 dollars but on average i'll do this and you mathematically do it out so i can go into later i actually have a free presentation on it i actually walk through the whole thing i have all this different stuff um if you ever wanted um i don't know track me down just you'll be able to get it you'll see it's like my free opt-in somewhere um but anyways really it's a key moment is to like speak in hourly speak speak in hourly and try to compare apples to apples okay don't try to take yourself hey i know that this is what you you know you need this is the service i offer and like normally you would be hiring somebody um around this hourly price it's real simple three hours a week and yeah it's real simple you're gonna need to hire an employee here's what they're gonna cost and here's all the pain and the pains that you're gonna feel you're gonna feel that they're over there on facebook screwing around with their friends you know they're coming in late they're upset because their husband their wife their boyfriend their girlfriend made them upset this morning and then they're gonna sit there for three hours go and stroke or talk to their friend and they're not gonna be productive you're not paying me by the hour you're paying me for results so the position or the key takeaway the third one here is to position yourself as like an agency which is which happens to be something they can contract out not something they need to hire as an employee so be very careful with that language yeah that's what i was thinking for the clarity because you know maybe people don't understand that like as a business owner as a freelancer as an agency startup if that's like the route you go oftentimes yeah you're not all you've got to do is position yourself as all the benefits yeah of that what that employee will do without all the pains yep that's okay and the thing about it is that not only you position yourself with all the benefits once you start talking to them and you're able to help them with their site which i just showed you how easy it is to go build a website buy a brand new website and you start backwards matter of fact we're going to talk about a tool later on that literally you can go do instantly it's done like that simple like the idea is that you have multiple skill sets so you can actually help them with building a funnel you do facebook you help manage their website you can make updates you can make blog posts you can make social posts you can make facebook there's multiple skill sets and so you position yourself against the cost of one employee and the cost of an employee is not just the 600 a week the cost is all of the that they don't do they're put in productive time it's not productive time that um for business owners that you speak to that they are like got they do have this like add-on indeed trying to get somebody in as an employee funny oh my little gum shoe you are catching on my little gun okay now that we've just covered how to speak to business owners now we need to find him guess where we're gonna go to get clients tomorrow and i'm doing this live right now i'm doing it live right now