Streamline your sales audit process for R&D

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sorry thanks for joining I wanted to talk today about how to do an audit on your own sales tax so I talked about this video yesterday but it wasn't a fleshed-out version so now I have the full version of this what you can see on my screen is basically the audit of your sales process so this will help you decide how effective your sales process is are you doing everything that you should be doing so look at your sales process from a few different angles so number one what's your team look like so you know how many of each these people you have what's their quota that'll help us determine what are your expectations I have some definitions here obviously can be a little different depending on what kind of team you have hey Ryan thanks for joining glad even catch me this time just decided to do this one last second but yeah so guys what we'll be doing today is this audit the sales checklist so this first part is you would fill it out based on what your team's like how many people you have what you expect for me to them and everything on here will be able weekly basis but basically you know if you have an SDR what are they responsible for in terms of prospecting and what's their alternate goal appointments how many should they set how many should be conducted by your team what should be the close ratio what's average dollar got the dollar value about a closer so then we'll also look at your activity so that's kind of the first tab is the hypothetical this is let's look at your most recent week and what actually happened how many of the each of these activities that you have how many actual closing activities did you conduct and at the end we'll look at the score and this will kind of give you you know what's your quota what was actually done what was the percentage beat the quota and even kind of look at different aspects right so if you've gave a lot of these two but in your above quota but you're way below on actual appointment sets that tells you that something's wrong in your messaging most likely or you might have too high of a coder you might be expecting to have a conversion rate but it'll tell you where exactly your issue is so I think this helps break down your sales this into a beautiful parts rather than just being frustrated that it's not working over all this we'll look at the closing activities so how many apartments were conducted how many proposals how many deals what was the total dollar about and how well did you meet expectations now the other part is we'll look at the process overall what do you actually have in place for your sales team to work with so there's make four main steps of the sales process introduction qualify present the service presenter proposal and we'll look at what you have in place free to these and we'll go through yes or no if you have them if you go and it'll give you a score at the end like how many of these components yeah if you have and then for some of these would be ourselves related on the scale one to five how well do these work do our sets would like to use them so I'm actually going to go through and do a real example using actually my own business so we'll go through and I'll just give examples of how this might work and so I put this back if anyone's interested by clicking the chat the link to actually download this if you want to if you're interested in doing so you can just download it right there well probably as you can see it's free right now so you just grab it I copy we'll put a price tag on this thing a little bit later like 20 or 30 bucks but for now I just want people that have access to it so download it now if you want to take a look at that so I put that in the in the track see I'm appreciate you guys being here if anyone who's not subscribed I'd really appreciate if you guys would do that give this video a like also it just helps me get so I'll get recommending for other people and as always if you have any questions as we go happy to hear those yeah any questions up in their own sales process or the template for anything have to do to answer those as we go museum here bit so you guys can see well as possible corner so we just added a subscriber please whoever that was I've been doing that so Brian asked to be honest I'm just sorry yeah be my business partner affecting to vlog so I'm learning how to set the process up so taking 1000 so taking a thousand oh it's your gold by Nabisco yeah awesome and you can still use this actually what I would do if you're just starting out start building out your bottle you can if it's just you in a co-founder or whatever start building out a model of what should a sales person to your company do your sales focused company you or your co-founder should be the first sales person right and so say that you're a full cycle sales person you can just fill out this don't worry about STRs or AES but as a full cycle sales person what are the expectations and you can experiment play around with what a full cycle sales person in your company to do and you can use this to kind of build it out and hopefully if it works for one person you can add another and kind of build on that success so I want to explain real quick here STRs so there's kind of a couple different ways you can structure a sales team so larger companies typically it's software or attending large company they have two sales goals usually STRs and AES SDI's sales development wrapped in charge of the prospecting so they are the ones making the cold calls getting cold emails it's reaching out doing prospecting activities to set appointments so that's pretty much all they do then they hand it off to an AE who's an account executive so they're responsible for handling appointments and closing deals so you might have that setup if you're a smaller company or if your sales like oh maybe a little more simple you have full cycle sales people through someone who isn't trying to do everything or what might be the cases maybe you generate the leaves like through some sort of campaign or marketing and so you don't necessarily need an svr you just need someone who will take those leads and close to this so in that case I would say the whole cycle sales person so I set this up so you know don't confuse full cycle salesperson with also being one of these you can only be one of these right so if you have a sales guy who is mostly just closing deals but does some prospecting put them here okay for full cycle so I'll start so as an example say that you have so let's just say actually I think it would be more helpful if I just talk about a typical digital marketing agency and what they can do to grow so in terms of SBR say that you have one SDR say it's a smaller agency you have one person that's in charge of prospecting and say you have one a and then maybe you have one full cycle sales and so this might be typical if maybe you're like if you're the founder you might be kind of the AE like you handle the evenings you've helped STR with their opportunities but then you also have someone whose full-time saying else you can handle every part of the process so say you have one of these right this might be a pretty typical example and usually what happens is the founder will be this person at first and then they'll kind of either as they get leads for referrals or other sources making the switch the AE role they might hire someone to do this and then their last time I think someone who just makes phone calls it just those prospecting so activity partner so this is important so that you can kind of measure I mean cuz there's a couple ways if an SDR isn't doing well you want to know what the problem is so number one are they even performing enough activity and that might be the main problem for a lot of salespeople they just don't do a lot right they just make a few calls and they expect that everyone they talk to you like that big deal that's not really the case you need that have a lot of activity so this kind of helps us narrow down what the problem might be if you're asking our isn't performing as well as you like also the other part that this helps with is just building out a model for success if you hire multiple STRs you want to know what the quotas are each thing most importantly how many appointments to set so let's say that and also if you do this for an SDR for your salesperson count it in here still because we're looking at this from the team perspective to you know if there's an SDR even if STR is the one actually doing the Lincoln outreach they still need a hundred outreaches not for them to Portland for example whether it's your responsibility so this is from the perspectives even if the SDR isn't personally doing it put it in because I kind of influence it definitely influences how well they do so let's say that on a weekly basis I want my SDR to send out 50 called email each day so 250 lives to make sure you're putting everything good so for cold call say that you want your sales of your SDR delivery let's say 25 per day they should be doing 25 what you could do is you know you send out emails to 250 and then you call ones that open but don't actually reply the 25 per day 125 per week LinkedIn outreach say that we run a campaign for them using duck soup automatically that's 50 per day 250 you know an appointment said no this is one's a little more subjective right but the way I do it say if you're a digital marketing agency you probably walk up setting if their only job is to set apartments I would say minimum 3 per day so 15 total right and we'll get to the tactics and other things later that we'll want to check out that you'll want to know for kind of measuring exactly how much how does it 7 apartment cuz we don't want people setting week appointments right they if they feel like they just need to set 15 appointments on the calendar to make their quota I'll get in trouble you don't want your STRs setting like really weak performance people who don't know what they're what they're being offered etc so you want to make sure you've set a process that scares carried out but ultimately if they do that activity the amount of activity your second and they do the process that you tell them to do it to be ultimately up to you if they actually get those 15 appointments so I think it's important if you have a new SDR don't pressure them into just setting as many the points as possible you see focus more on the process and then that could be level right because I think that's scaris I'm gonna get nervous I call I have to set these appointments and then they get set really weak ones right don't say anything to get some one-on-one appointments you want to avoid that okay now let's look from the Iggy's perspective so you know they're taking probably what they're doing is they're just taking all the SDRs appointments and the reason I have a different cell here for appointments conducted rather than just this number is you want to account for some people just not showing up hopefully it's not a lot so let's just say you know only two should be no-shows right so let's say you actually conduct 13 of the 15 Network set from there and we'll talk later about what the process is for actually conducting this successful employment is you want to have that in place you don't just want to wing it on the on the call book proposal sent maybe say it's HAP and let's just go conservative and less than half and do 6.5 so let's say six you know and deals close maybe wanna say that if a proposal sent there should be a pretty good chance that they close so five out of six right and so if our marketing agency like to say you have maybe you have services a thousand dollars event right you just start with a basic I don't know exactly this but say I think a thousand dollars a month is probably a pretty typical thing and I put a drop down here for we can you monthly set up we're specifying exactly how much we're actually getting from this so in what might change later is if you actually have a contract terms of monthly and they locked in for six months a purse is you know monthly but it's they can cancel anytime and we'll talk about how to kind of measure that okay so say that we also have a full cycle salesperson they do everything themselves so you know maybe they don't do as much activity because they also have to do appointments so we'll say you know emails can say the same write it our T's running them for them it's gonna be able much longer this had 250 mail first so cold calls would say the same 25 a day that really should take an hour maybe a little more so 125 and a week linked and outreach we're running the campaign for them as well 250 you know so our kids be level actually could be the same right as long as they're committed to making those calls so appointment set let's say the same you know they should have 15 they should conduct 13 maybe this a lot of times the full cycle salesperson is kind of like your superstar salesperson so maybe they do better versus the team kind of handing it off so you know what we could even say is maybe they do more but it's right 18 they have three drop off 15 and maybe they send 12 proposals and ten of them close so this would be pretty good this would be a pretty good sales person to have but say it's still a thousand dollars a month all right so if $1,000 per month right here okay so this kind of an overview of the team right and this is more for your reticle especially group starting aliases like what you would expect but this is a good activity you can also go off of so this is kind of two ways to use this you can either use this as hypothetical like this is our goal and let's the only measure up you can also look at it as hey this is where we are right now as a team how can we improve but ideally you actually just put what you're what you would expect you know even if you're don't put actuals here necessarily hopefully you think the team should be doing because this next thing is the we connect if the log so we'll look at a specific week we'll look at last week and see what the actual numbers so we can compare to this for the idea so we got all this locked in so it's look at a weekly activity log so this I can just make up a little bit I'm not going to go back into this game or anything like that to pull these members but what we'll do is you know I'm not actually gonna go through the ability jams that I thought that tunnels for now obviously if you're doing this you should look back at what this specific numbers work for each day cuz it'll help you kind of measure you know I'm not doing anything on Friday that's probably not a good sign so let's say cold emails you know we got 220 off for whatever reason about it goes bounce and you think that all be done cold calls maybe we did 100 linked and outreach we do 250 appointments set we did 25 so that would be and so this would actually meet as a team so and what I'll have to do is kind of edit these for the total amount right so we want to look at this as the aggregate for the team the reason it's split up here is just so we can look at these different types of salespeople what we want to do here is look at the total activity for the whole team so actually you'll see that the activity levels can use way lower than we thought it's because this is enough for one person but we still have two people prospecting so let's look at that appointments conducted right we'll look at our calendar see how many she did or clm we're going keep track for this you know 22 maybe we only sent the level of proposals and so far three deals of close any what you should do to is I know that it's kind of tricky you know if you did these eleven proposals maybe these three close deals weren't all from these eleven maybe two of them were from last week or from a previous week but include them in there because it should be kind of food you should have it should be pretty like consistent right so even if obviously he's eleven proposals maybe we won't find out till the next week or two or maybe a month or two how many actually close but just put the total back because as a team we want our two consistent goal like let's please pay meals a week doesn't matter if they were specifically appointments from this week or last week but over time that should kind of balance out because we should be consistent continue building and then we can look at you know what was the total dollar value of deals close so if you're more of a service provider like the monthly service I we just put this in terms of month in terms of m RR so you know be closed three deals any views an average of 1500 so let's put $4,500 actually no let's do lower than that because I said it was a thousand dollar average so let's just say two of them were a thousand and one that's 1500 so maybe we'll close $3500 something great okay so let's go next to the sales process checklist so this is a little bit different this kind of tells you which parts of the sales process you're doing well which one your activity at all and which ones need your food so you know first up in the sales process this is most of the best yards in Fargo but there's other aspects of the Xterra doesn't control you like these types of things but these are all the ways you can potentially meet new clients so how many of these are you doing and maybe if you're a small team you shouldn't be doing all of them needs to be doing fine whatever really well so we're actually going to measure how many points per week that we get from Colton so obviously we're doing cold email you know we got let's say six appointments in that and if I try to keep my story consistent here this has to add up to 25 and so obviously there's there's others I kind of would so these ones aren't mentioned on the first tab but it's kind of harder to control the activity especially like Twitter YouTube so we obviously these will be in here are we doing them yes or no and we have to get an appointment started so LinkedIn outreach you know yes for doing that maybe that was really good on to cold calling yes we're doing it maybe not as as well so three appointments there so we got 17 total let's see you know landing page or this could also be your website but let's say yes we're doing that now not really driving any traffic to it we're not really doing anything besides just having it up so maybe we've got two people who slipped you know through organic so Facebook Ads we're not doing that and in this kind of automatically color codes to show you how well you actually so that you can have a bigger representation at the end of this email we'll see if we have a lot of green or a lot of red so Google Ads no referrals I mean I think everyone by default does this at least a little bit but do you have a real process in place so we'll talk a little bit later about how you connect several processes to ask before referrals and get them but let's just say we only got one could you yes we do it but it's only when our clients take to to tell us about it so that's 20 right there you know reselling no we don't have to be a lot of agencies don't have any partnerships they don't have any way back to the grief yeah Twitter you know no it's saying we're not doing it and then a lot of agencies you know I think try YouTube maybe just don't put a lot of effort into it or don't make a lot of videos let's save this agency has zero no networking yes we're doing and that's a good one so say we got like three they're from networking either going to events or other people you know we kind of told us about someone or something like that and so I think the difference between network referrals or girls beatings I'm like an actual customer networking hippie or a pearl but from like a friend who knows you but not necessarily customers that's hard to put those up I'll take need up sumukha one and we got one appointment looking up sell one short here you know so who knows me and sometimes when you fill this out maybe it doesn't work perfectly you had one appointment you don't even know how you got it right so we'll see stay for people that okay so we have we're doing eight of the things out of twelve not too bad and you know it's obviously it's better if you just do a few of these really well like you're getting tons of appointments is doing these for and no reason to half-ass of these other ones right so and let's say you know we're sending 24 appointments but ing to what we said on the front on the front tab you know our code is 33 so we're pretty much a lot lower than the quota so what I would do now is look you know which of these are working too fast like which one keep it for the time or the money you spend gives us the best chance of hooking the abundance and let's do more of those up to quota on cold email if it's working well it's up the quota so we can get more appointments out of it now let's go to the qualify stage so this is one someone's interested you know you have to qualify them like figure out do they need the service and they kind about to figure out if they like your service if they need it that kind of thing and so the ratings here a little more this is more subjective we're just gonna rate it one through five like how well you can pull your team or just how well do you think it's going you know your qualifying questions do you ask questions that people always respond well to and you get good info or is it sometimes feel awkward right so obviously I feel like everyone will put yes you know you have to have some form of qualifying questions but maybe let's say we're the three you know sometimes they work well sometimes they do and this we'll call it her too if it's red being bad and so we'll be able to see at the end before are all in the green that means you know we're good at this stage appreciate everyone joining so distant anything about the sales process you can download this I left the link in the comments there so you can download this and you know if you're interested in having this checklist it's free on the site right now so you can just click that link and yeah I actually saw someone just downloaded it just now so appreciate that Ryan from the UK ryan better thanks for downloading we can't that yeah anyone else I think we're dr. Phil link there in the comments I mean I'll probably things that actually be more than you have pretty soon so grab it when you can okay so other parts of the qualify safe so we talked yesterday about having kind of two types of demonstrates as you can see here I have one but if your qualifying someone you gotta have a quick way to demonstrate but it's not going to be a thirty minute demo where you tell them everything the value of product or service you have to have a short version where you can prove what you do is valuable with that you're good at it but not you know these people want to give too much info right away and like make people sit there through the presentation before they know that they even are interested so say we do have a short version and it works pretty well we have some good social proof we have a good case study something like that proof this is kind of another aspect you know if you have case studies maybe we don't have strong ones or maybe another thing to think of here is when you send it to people do they respond well or yeah we may become interested or not so case studies yeah we have them let's say that we have like two really good ones I'm gonna put a five and these can kind of intertwine you know maybe these are one of the same for you just put the same thing for each one but sometimes this can be a little bit different so videos you know do we have actual videos let's say yes we have but like not very good right you're just we don't know what we're doing necessarily so you saw another download by the way thanks to downloading I can't see your name actually but thanks for from Canada I can see her you now but thank sit down let me appreciate back okay so same via videos but they don't work well right we'd send them out people never really respond well to them so there's definitely improve it so scripts for qualifying can you have an actual so for a ease if you're thinking of building a sales team used to have all this document right you should have this entire thing the qualifying States documented do we let's just say no we have we don't you know we'd have with qualifying questions we have certain parts the demo but we don't have a total script and obviously they don't put a rating camp the other no just to zero pretty much appointment setting systems let's say yes right you should have ways that people have booked appointments easily if that's what you're going for so you know you can send out your County link maybe there's a way to buck directly through the website that kind of thing so let's say that this works pretty well you know where to find upon your reschedule process let's say no right if someone doesn't show up you have a way to contact them and say hey you know you have an email I send my pay yeah I saw you we missed you you know like are you still interested and so let's reschedule through the link so let's say you don't have that here I don't think a lot of people do that they either just call several times or they just forget the person do you should ever process so let's see we have six of the eight and you have 22 out of 40 of the total points so that's you know not obviously not very good obviously if you have these things and this is so I think that the introduction stage it's okay don't we have half these things right as long as you do well this is something where you pretty much mean all of these things to have a successful process and as opposed to a five as possible okay so let's move on [Music] see the bells feedback and feel free to jump in with any questions you guys have okay so presenting the service so once someone's actually qualified once they are ready for a demo whatever it is that you actually try to schedule for like an appointment this is what you do once they're in that meeting once they're on that phone call so this is the detailed demonstration as opposed to short version so let's say you know yes we have a general process but it's kind of loose right it's just a few bullet points and there's a lot of room to improvise and obviously you need room to improvise but you should have a pretty detailed layout of exactly what you do on a different scenario the thing you know software you might use for the zoom go to meeting something where they can you virtually you know do you have a step by step plan I see so Ryan said how long should he wait to reach back out those who didn't respond so much sure if you're talking about the appointment rescheduling process like right away if someone didn't show up for the meeting you know if you so assumed length we waited five or ten minutes and you call them they didn't answer just immediately send an email like that's what I would do it just you know pretty natural you don't need to wave along no reason to wait on that if you're talking about the prospecting stage where you know if someone doesn't respond what I would do is if you're doing an email campaign send them three emails within the first two weeks but I wouldn't go much more than that right lucky if you send three emails in two weeks they don't respond either stop or contact them in a different way like fight phone call and you know if some of those respond over multiple channels with like five or six touches over a month I would put them into a cycle bleed pile and just try them in a couple months something like that so let's see so we have the appointment checklist let's say we know we don't have that either pricing what I mean is like an actual PDF so when someone asks for pricing you shouldn't just be telling them over the phone or say oh we'll send you a quote that's kind of mysterious like they don't know what their options are you know I don't think customers like that way if you if you don't get rising info all they get to see is one price the end for whatever you recommend they should have the option so you know the half of the PDF let's say that that's a five we have our pricing clearly laid out and theirs so our three different packages but also there's room for them ask for something specific so testimonials say you know maybe yes and what I would say here is like you should have if you have a testimonial have the person's real name and their business it should just be like a testimonial and then if it says from Frank right like a lot of people probably think those are made up so if you have a smaller offered slash trial I think a lot of agencies may not do that's great so you should have is if people are interested these have a way for them trying services a lot cheaper not necessary a lot cheaper but let them get a taste for what you do rather than making them commit to something that's $2,000 a month plus right away okay so Ryan said yeah prospecting so yeah like I said you know if you put someone on a campaign contact in three times in two weeks they can contact them in a different Channel so if they don't respond over email call them you know I would maybe wait like two or three days between each contact and not a lot more so Brian asks do you use automation on LinkedIn and you personalize messages on each process so yeah I do use automation there are ways to somewhat personalize it like use their first name use their general location like the city use their company name so I do that as well yeah use I don't sit down and write down like specific messages like I don't poke around their LinkedIn you know find something to comment on like college I went to or whatever but I so what I'll do is pick a specific industry in one city and so I can kind of use that just to personalize it cuz I know I'm going after this type of company even some of the city and then I can use our first name in the personalization see I hope that helps thanks for going Brian haven't seen you here so if you're not subscribed please do appreciate people do that for sure yeah just helped us get recommended to more people as well so if you guys can like the video and subscribe it's possible alright so you'll see here you know we have three out of six and this is another thing where you probably need all these maybe there's a little overlap kind of like the step by step plan the checklist is similar but the difference is step by step is kind of chronological this what you do then do this whereas the checklist is kind of this is all the info you should make sure they know at some point like they should know the pricing you should have a checklist of you know if we have a service you want to know when is their start date what price point are they thinking are they going to need anything special so you need to talk to them about all that or it's okay that the prospect actually is specific idea of the deal are gonna sign right if you don't talk about those specifics and it's probably not gonna be a close no it's going to present our proposal the same we have a contract template this can be able this might be tough to judge right let's put it for for that because you know maybe there's some room for improvement but overall it works pretty well so our online signer process I think a lot of agencies built happens so especially if you have that lower price trial offer and especially if you doing any sort of advertising so it could be good to let people sign up online let them you know sign up for your small trial give payment or if you just have some sort of product like an e-book or anything that's just like a case of what you do definitely want to have a sign up online for that you know it can be paid or not like you collect money for it or just have people give their info and so they can download but you know say you don't have any that so that's room for improvement there invoicing I'm free of some sort of process you know so a lot of people just use PayPal then maybe like stripe so they can that they can it's a objection handling ID let's say no or you know what I think a lot of people do and objections are thing I want to create some more videos on because a lot of people you know they may think of objection handling is more like how can I just get the prospect to forget about their question right I think a lot of objections miss a mistake is when phosphate brings up an objection people will just try to brush it aside oh don't worry about it you'll be getting this with this sound objections yes you can do that others you need more serious right if someone has a price objection are they this complaining about if they not see enough value what can they legitimately not afford it or they can you just not see how they're gonna make any money so we've done have a more comprehensive objectively guide than just saying oh no you should sign up don't worry about that you know follow process I think a lot of people don't have this is it's if you send a proposal and they don't sign what do you do so that's another potential area there and what I recommend is like you shouldn't push people right it's a old sign right away don't call them every day because you're probably just gonna push them off there is some reason they're not doing it either you know we all know there's the common infections like they can't afford it it's not the right time it's not urgent to fix a problem so you have to figure out which one it is and sometimes you know they just leave space right they need time some people think that if you're a good closing that means you just get people to sign up right away no matter what but sometimes especially if you're selling a business to service just not the right time so I need you to try not to be too pushy and I know that I've build enough value people will sign eventually maybe it just wasn't the exact right time so this one we've got eight out of 25 we have three to five things going but overall pretty poor scoring's category so now let's look at our score okay so in this sales profits we only have twenty of the 31 things it's 64% not super good so what I would do is go through here and you know some of these things just have to be a documentation and you have to improve them every once a while like every few weeks you and your AE and fullcycle sales person and founder get together and add to the checklist did whatever so you guys can work towards having solid documentation to hire more people so far as the other things now here's the are quotas right so cold calls we only as a team made 100 so between the three people responsible for making cold calls we made a hundred out of 250 you know 2014 and seven cold emails 44 so pretty much everything between 40 and 50 percent however we're still hitting 75% of our appointment setting goals so this would actually be really promising in my opinion because you know you're a lot below your activity quotas you only a little bit below your appointment setting so either what you should do is you could even lower some of these photos and then prove them in increase the ones that are more effective rights and maybe cold emailing is it's more effective in terms of response rate the time you spend the money you spend so it up those maybe pull tolerance down inspected so don't even worry about this as much but what you should have is you want there to be a this would be a realistic picture for sales person a tour company what exactly is expecting them you know this quote is super high and you don't have to get appointment smart why make sales people worry about making all these calls but it won't be as effective instead you know just have your keywords out more about cold emails Lincoln outreach the things that actually worked well for you so let's look over here the closing activities it's obviously prospecting it feeds into closing but we've kind of see what happened right so appointments conducted only 78 percent of our quota which sales not too bad but obviously you want to increase that so proposal sent we sent a level proposals to actually village we're going down we don't have us as strong to the conversion rate as we expect it so we can either do things to improve that conversion rate or maybe our conversion rate is kind of by the realistic the meat that we've set it but we're only getting 61% quoted now deals close right you know we only hit three we were expecting at 17 per week right because we were eight let's go back to the very beginning we're expecting actually done formula might be a little bit off that he were expected Nikki but don't take a look at that but you know we're expecting somewhere like 1517 we're way below that so what's the deal we're sending enough proposal probably not actually we've sent eleven proposals and we're expecting you know if you send eleven proposals and you're expecting seventy deals that's probably not it's impossible so what's going on with you know the quota should be either higher or we shot higher conversion rate but obviously something's way off here if we're expecting more deals and reactions sent out and yes they can be older ones but we're looking at this more employment sustainable sales process right every weeks we should be this money so we should be closing those many deals so let's see we're also expecting to fifteen thousand dollars and close deals with the 3,500 obviously we're way below that so and I think this is a pretty typical picture maybe for smaller marketing agencies or a lot lower these things they should be doing and but this kind of helps you figure out where the holes are so I would take this and look at you know what pieces are missing obviously I would say the biggest problems with this company not necessarily there maybe because I think the number of appointments are actually pretty good it's mostly the amount of deals actually closed so even three out of eleven deals is pretty bad I would expect more than that so I think we need to look at how can we don't value to get people more interested so if they're more likely to close hopefully have more documentation since you kind of look at a lot of these things they're just missing aspects from every piece right and I wouldn't worry about these as much I think the prospecting is actually good that's probably the most promising for this maybe they could do a little bit more but I think they're missing a lot you want appointment setting evening the closing where that too many people that kind of slipped through the cracks that one consider the question when driving is it normal during the meeting with prospects ask questions or object a lot they're pretty much combative sorry my dude okay so is it normal that the prospects ask questions and is this overall competitive and are they the ideal clients on board so I've definitely been in meetings like a board where the prospects are combative yeah if that's happening the whole meaning if you feel like that it's not good so it's neither that they're just being difficult or you did not set the meeting up in the correct way it's not safe it's not an ideal client so this is how I view it you know I want to build so much value upfront like when they first hear about the oldest end in this video I'm sending this info that they think oh wow this looks really promising and they're already kind of on my side if you get the meeting and you're fighting the prospect it's it's not going to be a good outcome usually cuz you're pretty much you know you ask them to be on an appointment they booked it even in what probably happens they don't necessarily know what they're getting into and then you're kind of fighting them the whole time to convince them hey this is actually good and then they're kind of just trying to poke holes in it to find a way that they can definitely say no so what you want instead is you want to build so much value where they think oh yeah this would be good now let me let's build from there so for me I send them video showing specifically what I do I throw the results of campaigns so I want them to coming to the call saying how do I get that for my business and so I'm just more on that side saying hey we could do this we could do this strategy we can do this for you and it's more like a concept not a CEREC consultation but it's almost like we're working together to come up with the solution for them rather than fighting the prospect so yeah I would say if that happens you know it's not a good sign so what you need to do is you to build more value upfront and/or you need to set a realistic expectation of what the call is supposed to be right if you take and I think some people say let's get on the call and then the prospects confuse about what it even is you want to show them exactly what you do before they get on the call if you know what your service is they should know what you do and they should know what you're gonna discuss you think's you know that you're gonna go over a strategy for them and talk about how you would help company with xcopy sound that I'll try if anyone else had any questions feel free to jump in with those I'm also one delet I don't know so what I could do this whole video it is it's kind of going over sales audit checklist so you can offer your your sales team and see how you're doing let's downloadable app our website so I put that link in the beginning of the chat I think you got buried a little bit so let me put it here download this so yeah feel free to download this it's free right now yeah this is the way that you can audit your good sales process and see where you're at what holes you have where the where's the most glaring issues it's rightfully what I want to do in a future video to do this one with someone's actual piece if something is interested in that common in the patent or get in contact with you will you go through this with your actual business and I can recommend where the problems are where you might focus on that's the priority so and I just want to say if anyone else is watching and it's not subscribed please do so view this video like I think just saw another subscriber coming in that's awesome thank you guys Jenn and so that's kind of the audit ok gives you good idea I'll be doing a few more of these but if anyone has any questions now would be a good chance to ask those anything about the sales process about what you should be doing for your business about how to identify the problems in your sales process if there are any and also if anyone's interested in aiding me up on that all for the back you're getting an audit done for themselves yeah feel free to comment in there in scheduling or let's see if it's I guess I've been gonna wrap it up here no one else has any other questions about the sales process I'll try and go live again sometime this week probably Friday and it'll be the middle of the day I'll try and put it up on the channel at least appearance report so you can actually see this one that's kind of last second okay I see a couple more question it's common objections for prospects is deal seekers by making offers on the hats how to answer those common objections will profit I'm not exactly sure what you mean you mean like someone is trying to just someone who always tries to get a better team you know like tries to get a discount but what do you mean by making offers on it I mean Ryan said I just need the video link Facebook fair I appreciate that thanks so much we do really appreciate that thank you for doing this under age of show appreciate that also Brian yeah thanks so much so we're trying to grow we are growing a little bit each day you know we're getting like one to ten subscribers a day which is pretty nice so I'm just trying to keep that momentum going but videos yeah Brian if you could just explain a little bit more your exact question that wasn't exactly sure what you mean by that oh I see so they only are seeking deals and not coming back as customers I see yeah so if you're like a service business okay and yeah be helpful to know what thing is here exactly yeah there's nothing people like that you know what I would do is just make sure especially through some sort of marketing agency or service business if you have a just make sure that everything Sal is popular for you right like I think it isn't mistaken so we talked about earlier it's beneficial to have your trial like have some sort of trial wait for people to test out you shouldn't bank on people then going to the biggest thing actually the bigger packets actually make money you should have it's about even if they just buy that first thing it's possible for you just having something you don't have to do a lot of work for you give them some good information then you make money off it yeah don't offer something we're enjoy spending a ton of time and it's only worth it you if they actually then go to your larger package you'd spend more money with you have it so that you know you make me money either way that's what I do like I don't offer something that's super cheap but is it kind of work for me because I just offer things that are cheaper but it's not no work right so if someone buys that and that's all they want great I made a few bucks that's fine maybe in a few months I want something else but I don't think on people like buying one thing and then having to buy the next bigger thing see I appreciate the feedback there yeah you guys aren't subscribed appreciate if you can do that I can gonna sign off now but I'll try and go by Friday live all today and I'll see you all then make sure to grab your copy of the sales audit that we just did in our store thanks so much guys and I'll talk to you soon