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what's up ladies and gentlemen welcome to today's edition of free tool friday my name is tyler s clark co-founder of dream firms where we help you to create generational wealth and impact by systematically attracting and winning the business of your dream clients and once you attract those dream clients to you it becomes all about that consultative sales process and to help you with being able to do that in an incredibly high quality way without using high pressure sales tactics we're going to explore how you can use zoom the tool i'm using right now to conduct today's presentation to be able to do just that and to be clear this is not a technical how-to video on how to use zoom there's plenty of content out there that can tell you how to get zoom set up so we're not going to be talking about that today we're going to be talking about once you are using the tool how to use it the most effective way possible so i'm going to give you our top five strategies and tactics to be able to do just that so the very first one that we're going to be covering today is what is oftentimes an afterthought but it should be one of your primary thoughts and that of course is your background it's your background it's what is behind you that helps represent who you are now i know we also of course want to come dress nice and look good and do all that but don't neglect the importance of what your background can do for you to set the tone for your call because i know people don't want to feel like they get judged but you are going to be judged very quickly and first impressions matter a lot and we talk a lot about value in the accounting community rightfully so but there's this old expression about perceived value perception perception is our reality so we want to make sure we have control over our background now for those of you who might be saying but tyler i don't have a fancy plant wall i don't have an expansive camera that camera was like two hundred dollars eight years ago just so you know it's really not even an expensive camera it just looks good but my point here is if you're saying i don't really have those things i get it this is why zoom has something that's very useful that's known as a virtual background so in the bottom left of zoom there's a little stop video but there's also a little up arrow if you click on the up arrow and you click choose virtual background you're going to be able to pick a a background that is going to be very cool from two standpoints okay so when you do that let me just go ahead and make sure i grab the right one here and okay it's asking me to add an image again i thought i just did this but we're going to try one more time that's not the one i wanted all right one more time let's see if i can find the right one i had just set this up right before we got started and a little closer a little closer not the one i wanted ah let's try one more let's see i think it was this one okay well you guys get the point so look idea here is you come better prepared than i did i tried my best but zoom kind of screwed me a little bit here the idea is twofold is that you can have a virtual background but you notice how there's this kind of blurring effect if i move a little bit i don't really like that a lot if you have a green screen it can help point is is if you find yourself at the kitchen table if you find yourself in an area that maybe not be super professional for your first impression on that sales call think about how you could use this but not only from the standpoint you could put your own logo back behind you and this space behind me but you could also and this is a super cool tip that i picked up from somebody that uh mark holland who i just love uh excellent client of ours he said tyler i am i don't put my logo back there i put the prospective clients logo behind me and i was like oh wow wow wow wow how smart is that it's so powerful because what do you do what is this what is the psychological imagery that's going to be associated with that you're now on my team right so if if someone was coming to me and presenting a service to me and they had the dream firm's logo behind me like that's so cool like wow right like a lot of people don't even think about it don't know about it gives you that little wow factor super fast and it will take you less than 60 seconds to get it set up literally download the image upload it as the virtual image and you're done it's as simple as that and it might not format perfectly but again sometimes it's the thought that ultimately matters so i'm going to uh turn my virtual background off now and of course now it gives me none of the ones that i want again and now i don't even have the none option there it is finally okay zoom sometimes is a little bit frustrating but it can be fantastic at the same time as well so again just to be clear first tip consider your background you have a digital background you have a physical background but make sure it pops and if you use a digital background consider using it from the client perspective using their logo to again give that idea that i'm already on your team and i'm going above and beyond and increasing my perceived value second item is actually two psychological little tricks that i would like to do i don't like think famous tricks there are two tactics that i think are very important when it comes to using zoom so i'm going to let you guys in on a little secret is that okay you guys that's the first psychological little tactic right there you could do that in an in-person setting and you you would immediately lean in you know you you mind if i tell you something right it's simple all i do look around and kind of hey mind if i tell you something real quick you're listening right it's a good pattern interrupt it's a good way to highlight a certain part of your presentation a certain tax saving strategy that you might want to share to build a bit of reciprocity not giving away the farm but i love that i think it's such a cool tactic i learned that from bob schaefer years ago when i was running my accounting firm and man when i tell you as soon as you do that and you're getting ready to talk about taxes in the government people start paying attention real quick when they might have originally just been having their eyes glazed over like oh what's the secret thing that's about to get shared and it's literally just a little piece of psychology looking over your shoulder dropping your voice leaning in now you got their attention second item that i uh like from a psychological perspective is you might have noticed that my energy changed once i switched over to this topic and i want you to notice how my energy is about to change again my tone of voice stayed exactly the same my tempo has not changed i'm not talking necessarily about uh physiolog physiological changes in my voice i'm talking about where my eyes are directed i'm looking directly into the camera now as opposed to looking at myself and you can notice immediately how the intensity changes when i do that now that is a selective thing that you should choose to use but you have to be careful about it because if you start the conversation with looking into the camera it's going to be hard to pick up on the cues of the prospective buyer because you're too busy looking into the camera as opposed to looking at their facial expressions what's going on with their body language i would much rather pay attention to the prospective client but if i'm going to use that i'm going to use it when i'm going to use it during the price that's when i'm going to bring the intensity up just a little bit when i get ready to announce my price okay and we're gonna talk a little bit about that towards the end of today as well and we're gonna have a specific free tool friday on when to announce your price later on in the month so be sure to uh mark your calendar for that okay so just a quick recap again the psychological tricks are if i kind of do a little bring you in and then from here to here you can tell immediately that there's a difference between looking at the screen and looking at the camera okay and be selective in that number three now i'm gonna try and be brave here i'm gonna ask my my people hanging out with me on zoom here um if they notice a difference right now so right now what i'm doing is i am communicating with you with a dedicated microphone that's known as a yeti it's about maybe seventy dollars i believe but it makes a tremendous difference on how you are perceived on zoom okay so right now this is me using a yeti mic i'm going to switch over to the microphone that's on my laptop and i want to just if you guys could just tell me if you hear a difference i'd appreciate it so let's see if this works i just switched over does the audio sound any different terror it's bad right and again this is something that a lot of people don't realize we don't realize how we sound and when you have that again now i'm going to switch back just so you can hear the difference again and this is how i sound when i switch over to yeti and does that sound better i mean like it's a clear difference so for for again for an investment of you know 70 and you can even get once cheaper than that you can get really close crystal clear audio and um it makes a huge difference and i hope that that sort of um sort of example really illustrates the um the profound difference that audio can have when you're trying to keep people's attention right we want to make sure that we sound crisp and clear when we're delivering our message and expressing our value okay number four number four number four is i want to make sure that when you have an opportunity that you are prepared they say luck is when preparation meets opportunity well clearly if you're on zoom right now you have an opportunity so when you're getting ready to present and and be able to to show them why you're the best accountant for their needs we have to make sure that we can do that that we can have those conversations and similar to how i just expressed that if you can't hear yourself when you're look when you're just considering your audio when you can't look at how your your background looks you have to record yourself you have to be willing to practice your sales presentations you have to be willing to listen to your own sales because if you don't why would a prospect listen to them you have to be dynamic you have to come prepared you have to understand what is the flow of my presentation and am i going to use a slide deck to help am i going to simply have more of that consultative conversational approach what am i going to do and this shouldn't just be like i'm going to just throw a hail mary i mean this is an opportunity i want you to really think about this if you have a legitimate prospect you can give yourself a raise think about that like don't say oh i got to make a sale i'm going to get the client you can give yourself a raise that's how i want you to think about it and when you think about it like that it's like if your boss was like you got to come prepared i'm going to give you a raise you're going to i'm going to work like crazy to be prepared to give myself a raise but you're your own boss and this is you coming prepared to be able to do just that and so to help you with that we have this wonderful c4 sales script this is literally walk you step by step how to be prepared um if you're like i don't know what the process is you can sign up for igniter it's a sick deal there's a seven day money back guarantee you get this and a whole bunch of other things i'm not here to promote it but if you're like i don't know how to be prepared for a sales opportunity well don't let 67 prevent you from maximizing your opportunities okay so again that can just be summarized as practice practice practice and make sure that ultimately that you know what your process is when you get ready to have an opportunity because that opportunity is not going to wait for you unless you are fully prepared or not going to do anything okay and the fifth and final option or final tip here to maximize your experience with zoom to absolutely crush sales is you could do everything that i just said absolutely fantastic and then we get to a part in the conversation where people freeze where we kick things the email where we don't want to discuss our price and i know talking about money can be uncomfortable i know feeling like you're going to give a quote when maybe you don't have all the information can feel intimidating you might have been like i got burned before on a quote i gave and then it turned out to be this massive project i know that happens i again i consult with accountants all day long but we can't let that negative experience prevent us from being able to understand if it's even worth following up with because if your quote is in a completely different ballpark than what this person was looking for why are you then going to spend all that time looking through their quickbooks file firming up the quote so when you're on zoom and that prospect is in front of you make sure that you give them a quote you're not married to it it's a quote it can change it can evolve but it at least gives you an understanding of if it's worth your most precious resource your time to follow back up with that person schedule a follow-up call firm up the quote create the engagement letter i mean think about all the time that is for someone who might not eat might even just go what you said how much ever been ghosted by email because we waited to talk about our price this is why zoom so powerful right so i just went from looking at here the camera to looking at body language because when you get ready to do the price you can announce it but then you have to be able to read their body language to understand what is the what is what's the reaction to it is it like ah right that's not so bad that's a great way to know if maybe you underquoted if someone was just like huh you know no that's that sounds pretty good right or someone's like like they catch their breath like they get real nervous start shifting around this is what zoom is meant to help you with and i think it's i think it's strange how few accounting professionals are using video in their sales opportunities it builds a meaningful connection much faster and also when the price comes out it lets you understand whether or not it's ultimately worth your time to follow up with in the first place so that is the five tips i'm going to do a quick high level summary number one background digital or physical make sure it's dialed in just please please understand that you're part of your value is perception and you want to make sure you're perceived looking really sharp number two there are some psychological tactics i shared two of them on today that you can use during your presentation looking around kind of create that drop your voice and also being able to look directly into the camera number three your audio as illustrated earlier and today is that if you're using a built-in mic into your laptop as opposed to a dedicated mic there will be a significant drop in audio quality that you may not even be aware of and do help you to be more aware of it record yourself and listen to yourself number four come prepared you got an opportunity and if for any reason you're unprepared we have the c4 sales script as part of your investment in igniter so understand again you get this and it will help you to be more prepared and number five is please understand that if you're gonna take the time to do all of these things don't waste your time with someone who's not realistically gonna consider a quote that represents your value the right way by failing to announce it on the call again you're not married to it but it gives you an understanding if it's worth following up if you need to maybe have some sort of understanding of what's included what what's going on with it we'll talk more about presentation and how to structure things and maybe slide decks on a different free tool friday but again at the end of it if you can't give them the price you can't gauge their reaction if you can't gauge their reaction you don't know if it's worth your time to follow up and i mentioned a secret tip earlier today and i want to share that tip about zoom as well so one of the cool things that a lot of people don't know about zoom is of course that when you are creating content like we are right now you can record your content and you can record your sales presentations now when you record your sales presentations of course you're going to review them i believe that's the fastest way to improve your sales skills bar none however when you're getting ready to get into content production mode not only can you record your presentations your lives you can go live on facebook through zoom you can then take the recording and you can upload it to youtube and now you've successfully syndicated your content on another platform and um as a gentle reminder if you're not already subscribed to youtube hope you would do that for us and we put out a ton of content on there and uh hope you've enjoyed today's free tool friday please feel free to comment hashtag let's go down below and remember that only you can make your dream firm a reality but we help you every single step of the way have a fantastic weekend everyone and i will see you on next week's free tool friday