Closing b2b sales for entertainment

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how do you make that turn to then turn it into more of a sales opportunity and maybe some other looking at some other ways that we might be able to help you let me show you the easiest way to make that turn Dave and it's a question that a lot of people don't have the courage or the knowledge or both to ask okay you're a business owner I'm a marketing company by this way by the way the same question would apply if I was a sales coach which I am if I was providing apps which I am which I'm not if I was providing insurance which I'm not this works for everybody okay especially holds true in B2B you be the business owner Dave I'm going to ask you a question okay you don't know the question that I'm going to ask you I'm going to follow it up with another question and then I'm going to show you how you can turn that corner he Dave just just out of curiosity um how many locations again do you have with the flower shop two locations two locations got it and where are you at right now in terms of Topline Revenue just ballpark between both locations I mean things are going well obviously we do better around major holidays we kind of suffer in between um you know a little bit and we kind of really rely on Valentine's Day Mother's day and those major holidays where people are purchasing flowers for you know loved ones got it if you lump that whole year together and we're take a guess on Topline revenue between the two locations per year ballpark where are you at right now uh we're up uh 10% over last year and what's that number uh $200,000 is that per month or for the whole year for the year okay and where would you like that to be uh obviously you know each year going forward always a bit higher so it would be great if we could add another 10% to that so you want to be at 220 sure okay so I'm going to write down here mission 220,000 cuz that's where we want to get you to yes yes okay nobody's asking this right we're just talking about our product we're talking about our solution we're talking about our service right what are we not talking about what is the next fin where are they at right now and what's the next financial Milestone that they're trying to achieve guess who else is not talking about this your competition okay so whatever the number is call it 200,000 2 million whatever is I don't care that and and Dave just pulled the number out which is really low actually for a flower shop let's call it 2 million let's add a zero to that right that's more likely for two flower shop locations and he wants to be at 2,200,000 right a 10% increase listen to how I can turn the corner Dave I totally get it based on everything that you're telling me with your current advertising campaign where you're doing things right now the fact that you've had these two locations that you guys have been in business for over 5 years everything that I'm hearing from you Dave you're a perfect fit for what we do with our newsletters I'm confident that if I can get you the leads if I can get you the customers especially those customers outside of Valentine's Day outside of Easter outside of Christmas just the regular hey I'm getting ready to have a wedding or I just want to do something nice for my spouse if we can get more of those through the door I'm very confident that that's going to give you enough to hit that next financial Milestone of the 2,200,000 that you had discuss Dave does it does it make sense for us to get started with the campaign so we so you can go from 2 million to 2,200,000 right see what I'm doing I'm asking you what that next Milestone is that you want to achieve and then when I ask you about the the close when I ask you for the close and we're going to talk about this on the coming up today right now after this call eastn University live is how do we attach the outcome to the close it sounds like this hey Dave does it make sense for us to get the campaign started uh so the flower shops can go from 2 million to 2,200,000 full stop right now when Dave rejects me on that no right he's also saying I don't want 200 Grand by the way your service is not 200 Grand right so he now has to say no to that and I'm okay with him saying no to that and some people will say no to that but look at how you've attach the outcome to the ask and then when they say no you need to follow your eastn University process no got it what's a good Next Step then uh can you guys lower the the cost I think you had said it's $100 a blast can you get that down to 50 no see how easy that was no right right we can go through you can go through your PRS you can go into the East Universe portal you can learn about price reduction requests you can learn how to skillfully handle those but let me give you step one a polite no no are you sure yes what they're looking for most of the time is confidence people want to do business with other people that are confident people want to do business with people that are sold on their product part of being sold on your product Your solution or your service is being sold on your price in the minute somebody goes hey could you could you knock that down by 50% and you go well would you order if I could or well I would need to look into that you're telling them that you don't think it's worth the price no right we we keep it really easy for you and for everybody else it's a fixed price right the mission at hand here is to go from 2 million to 2,200,000 does it make sense for us to get started right well I don't know I just need to think about it totally get it right a lot of this additional Revenue I would like to have this coming in during the normal months but as you know we're approaching the holidays here so the last few remaining normal months we have we're looking at I'm math off the top of my head we're looking at additional 200,000 divided by 12 where are we at there 177,000 a month and then in the holiday months let's let's lower that down to call it 10 for normal months but if we miss out on Thanksgiving coming up here that could be another 20 to 30 in Revenue right there yeah does it make sense to get started so we don't miss out on that right well I just don't know listen I totally get it I totally understand that you need to think about it I just want to be clear on something here okay this is the price for today as our subscriptions go up as space which is limited on our email newsletter gets filled the price does go up because as with anything supply and demand the the price goes up okay this is a fantastic price we have right now it's a locked price if you wait there's a probability that I'm not going to have slots and we won't have anything there's also a pro probability that the price may be higher if we do this contract down the road okay as long as you're okay with that I'm okay with that I will work with you to find the next best price if we miss out on this holiday season I will work with you to find the next best time but if you're looking to capture that additional 200,000 right now my recommendation is that we get started right now does it make sense for us to get started no got it what's a good next step I don't know point the question at yourself what's a good next step for me I don't know it's almost impossible by the way for me to answer my own questions with I don't know okay then if they still say I don't know to what's a good next step for me or what's a good next step on my end point the question back I'm sorry set a Next Step okay sounds like this does it make sense to sign the agreement no got it what's a good Next Step then I don't know what's a good next except for me I'm not sure got it how about we do this Dave I've got it written down here Mission 2,200,000 you're at 2 million right now it's an additional 10% um it's Tuesday right now how about I call you Thursday afternoon if I haven't heard from you before then fair enough sure then on Thursday okay guys we're not Reinventing the wheel we're Landing the airplane those are two totally different things you're not making crap up on Thursday happy Thursday to you hope you're getting excited for the weekend man this fall weather it's chilly knock it off you're a professional hey Dave Matt Easton uh with Easton marketing as promised it's Thursday calling to see if it makes sense for us to move forward with the email blast so you guys are in the best possible position to go from 2 million to 2,200,000 I'm on my mobile 72066 3202 okay see how all of this stuff flows together okay number one it back to the conversation yes number one you guys have to follow the process number two you have to trust the process number three you have to stop making stuff up and throwing your Sizzle into it I'm sorry save your Sizzle for when your in-laws come over for the holidays okay this a very strategic process don't make stuff up surgeons don't make stuff up when the patients on the operating table Pilots don't make stuff up when they're Landing the airplane you don't make stuff up when you're following up with somebody hey happy Monday to you delete right hope you had a great day delete I'm just following up I'm just checking in I haven't heard from you are you dead