Automation Agency Sales Process 101

what's going on everybody Nick here and in this video I'm going to break down how to build a sales process for your automation agency you can apply everything that I'm going to show you in this video to basically every other service industry agency out there as well uh but I'm going to talk specifically about automation agencies because I know that that's the bulk of my viewers and the good news is it doesn't really change the process too much there are so many people out there that are stuck at the 2K or 4K or 10K 15

30k a month Mark and they just can't seem to grow no matter what they try and the main reason why is because they don't have a dialed in sales process what I'm going to do in this video is I'm going to break down exactly why that is and what you can do to rectify that by building out a very simple and very streamlined sales system that you can just copy and paste directly into your business although I'd obviously prefer that you know you watch the video and you understand the concepts that I'm going to explain

so if that sounds like something that you guys want to work on then this is a video for you stay tuned and let's get into it okay so what I got here is a quick little Whimsical board it's just a graphic workflow design tool and what I've done is I've mapped out the simplest most standard flow that you can use for any agency essentially but that's particularly helpful or useful when you're selling Automation Services or automation projects this is not a new business model if you're thinking about you know like the agency the agency is

a very standard old business idea I mean this sort of service model has been around for well over 70 years and essentially for the last 70 years people have slowly evolved it and figured out like the best most standardized way to proceed forward with uh with closing deals of more or less any size and this is it you're looking at it right now I didn't come up with this I didn't really have to think super hard about this this is more or less just what every agency does so if you don't have a sales process

you don't rebuild the wheel and try and come up with something new something from scratch something completely different that's going to be amazing and better than what we have because your job if you're starting an agency let's be real it's not to change the world your job is to build a machine that's efficient and capable at producing revenue and in particular converting that Revenue into a relatively High profit margin consistently you're not going to be you know launching a rocket to to Mars or the moon anytime soon right they're different business models for that sort

of thing that require a lot more R&D so what I'm going to do over the course of the next we minut is just run you through this and then I'm going to duplicate this model and then I'm going to show you another variant that you could use specifically for automation agencies um that I think is probably a little bit higher yield to most people uh but feel free to use whatever model that you want as long as you have a model and understand the basics that I'm going to be explaining so first things first I

don't like over complicating things there are dozens of these sorts of system graphs with a million different um boxes and there's way more complexity there and the arrows feed in you know 50 million times Cycles Loops all that I think that that's sort of silly I think that at the core you know the purpose of or really the reason why um people are successful in business is usually their ability to strip away the complexity so I'm going really simple here I know that a lot of people are probably going to be like you're missing all

this stuff but it's fine we're just focusing on the fundamentals first and foremost um sales is very different from marketing and so you see there's some boxes around sales and then there's another box around this section called marketing um and I've used different colors to disambiguate them marketing is everything that leads up to at least in an agency model you having a conversation with the prospect literally everything until you physically either get on a call with them or if you're doing some other type of business model you're sending them voice DMS or whatever than than

than that in our case I'm going to St standardized and say meeting booked everything before meeting booked is marketing everything after meeting booked is sales so just to be complete um in marketing if you're running an agency especially a digital one there are a variety of ways that you can obviously get people onto a meeting you can go through cold email which is something that I talk about a lot that has recently been gaining a ton of popularity because of AI personalization and whatnot this involves you finding lists of people that might be interested in

your service doing research on them or maybe getting added to it and then reaching out and presumably having some type of email conversation where you will funnel them into a meeting Buck we're doing PPC ads you might be creating some type of campaign maybe you're selling a lead magnet maybe you're just talking about you know hey do you need marketing services for your thing click this button but the purpose of that whole that whole exercise is to get them to click the button and then scroll down the page and then book a meeting with you

right so then voila you now have a meeting booked if you're doing SEO same sort of deal as PPC ads is just organic social media you know you're branding yourself you're building your reputation similar to to what I'm doing now a lot of people want to talk to you obvious obviously so what's the way that you funnel that into uh you know into some type of next step or next outcome you book a meeting with them referrals what do you naturally do when somebody's like hey man I really liked working with you I got a

guy who's fantastic and he wants the system you say awesome you know what's your calendar link let's get on a call and the communities obviously in order to take that to the next step when you're having a conversation with somebody that might be interested in what you have to say sort of like organic networking style um you need to book a meeting so it doesn't matter what method you have here the methods themselves are just black boxes the only thing that matters is that this helps you generate a meeting and the second that you transition

from um you know like the marketing step over here to a meeting booked this is when the actual sales process begins and this is when you know you start essentially the decisions that you make here start having a disproportionate impact on your ability to close so you need a sales system first and foremost this sales system has what seven different you know little modules your sales system might have 500 I've seen Sales Systems that work extremely well with two the most important thing isn't so far that you have like the best sales system in the

world it's that you just have a sales system I used to sell door to door I sold door to door for a year and a half so um this is B tobor I'd walk into businesses and then I'd try and Pitch them on local marketing Services I got thrown out more times than you could count but the main reason why I was unable to grow my business more than about1 to $150,000 in the in the calendar year that I was working at the time was because I didn't have a standardized sales process every single time

I'd walk into the door I didn't really like scripts so every single time I walked in the door I would say something different now naturally the prospect would respond differently naturally if the prospect responded differently then I would say something different every single interaction was inconsistent and non-standardized and it meant that as a result the client always had just a different experience with me if they always have different and inconsistent experiences then you're unable to optimize every individual part of the experience you're unable to systematize and make it better so the most important thing isn't

that you have the best system in the world it's just that you have a system that you can start with start using consistently and then start thinking hm where are people dropping off in my system are they dropping off at the beginning with the first sales call are they dropping off with my email follow-ups are they dropping off here are they dropping off there and then at least you have a point where you can start to make it better so this is one sales system not all of them but it's the one that I would

probably recommend most people start with first things first is you have a lead and the meeting is now booked well the meeting is booked but that doesn't necessarily mean they're going to show up to the meeting right if somebody books a meeting with you there's probably maybe like a 60% chance that they'll show but on average you know 40% of the time they'll flake so we need to make allowances for that let's say you book a for next Friday and the next Friday shows up you're sitting on the call nobody uh nobody's there except for

you we consider that a noow obviously in meeting parlament and so we need to do something with that no-show what we do is we have some type of follow-up cycle this is a very simple and straightforward part of any system that converts and makes a lot of money you need to be following up with the people that um have fallen out of your funnel so to say or leaked through uh you know like the holes in it and uh with a followup cycle that might take the place of like phone calls in your CRM you

might like schedule three or four calls to follow up and make sure the person gets rebooked you might do some type of follow-up email sequence you might just ping them once get their SMS something like that whatever the form of that is you just need to make sure you have some type of follow-up system in place or follow-up cycle in place that ensures that the people that don't uh make it to the meetings are at least still being nurtured in some way what happens when they get nurtured and they want to rebook you know they're

like I'm so sorry my cat died and I had to you know flake on our our scheduled meeting uh well then they rebook and then we go right back to square one where the meeting is booked this process here can occur five six maybe even seven times I think I've had one extremely annoying prospect that flaked on me over a dozen times we ended up actually getting together and the call ended up not being a fit which is a huge pain in my ass but the great news is we at least we got on the

call at least I figured that out so um yeah it's sort of the sequence between meeting booked and follow-up cycle right now the more likely thing and probably the thing that we care most about is if they show so what happens if they show well if they show then you have a Sal meeting and that's beyond the scope of this particular video but I'm going to record more videos in the future about my specific sales process how to optimize your like actual sales meeting um just like I'm building out a system here for the actual

flow of a lead you can build out a system for the actual progression of every call you could have step one I say that step two I say that step three I say that and then again you can use that as a starting ground to leap off of and then optimize and iterate um from there but anywh who the sales meeting is going to occur if you think about it logically there are few outcomes that happen when a sales meeting is concluded at the end end of the call the client might like what you have

to say and then they want to move forward they might hate what you have to say and never want to talk to you again or they might think that this is something that I may potentially do in the future but I'm not really interested right now so we're going to go through all three of these together the first thing is this is not a fit right now and if this is not a fit right now then think about it logically they're saying it's not a fit right now so it may be a fit in the

future and if this occurs then what do we do well in this specific sales processes case we're waiting 30 days and then we are pushing back into a followup cycle to rebook and so now instead of the loop being from meeting book to follow-up cycle like this now the loop is this and sometimes clients or prospects will run through this three or four times before you sell but by having a system like this it ensures that at least you're capturing the people that otherwise would just dripped through and leaked right so that's number one this

maybe happens 20% of the time in my experience the other outcome is that it's not a fit ever so it's not just not a fit right now it's like hey no we're not we're not a good uh mix you know the services that want are not the services I could provide I really don't like who you are as a person I think that you'd be a nightmare to work with you're incapable of paying whatever price I might be pitching you yada yada the point that I'm making is that person is never going to be a

fit and what do you do in that case you opt out they are good to leave your sales system you never need to talk to them again amazing the third outcome is that the sales meeting occurs and there's some type of positive outcome so they say you know man this this sounds really great I really love your agency and I love everything that it stands for I'd love to work with you guys this is a very positive outlook maybe they ask what's next maybe you explain to them what's next I'll show you what's next in

a sec but essentially this is outcome number three and it's the best one it's the one that we're shooting for where they want to move forward so in this way by having multiple outcomes essentially to represent all of the various things that could happen we're capturing the vast majority of these leads regardless of where they're falling through the cycle and then we're pushing them back through our standardized funnel um you know the standardized funnel is just everything in blue here that goes straight from from top to bottom everything in green is sort of like the

recovery um anyway so yeah they want to move forward so what do we do when they want to move forward well usually in the agency space you don't need this and I actually don't really like sending out super complicated agreements or proposals or anything like that I like keeping it very straight very simple and very to the point and a lot of the time I don't even like write a contract with somebody that I like and respect the like and respect stands in for the legal e some people may disagree with me and say that

that's going to burn me hasn't burned me yet I've made a fair amount of money so you know take that with the Grandin assault do your own due diligence but that's my recommendation anywh who uh most agencies in order to formalize the interest of the client they need to send some type of detailed proposal or some type of scope of work so the scope of work might be a list of deliverables that the client is going to get for whatever you are offering it might be a list of monthly obligations for a retainer it might

be um you know some type of like annual obligation to deliver X Y and Z or they get their money back with some refund guarantee as long as it's just an itemized uh breakdown of what it is that you are providing that's usually good enough you can bundle in a contract with us you can bundle in you know a big showy proposal or whatnot that's totally fine if you want to do that um but as long as you just have some type of like itemized breakdown you're basically good to go now if you think about

it this send detailed proposal scope of work also has a few different steps that people could take at this point they could not sign it maybe I don't know you have some process in your system and instead of not signed we say not signed after seven days so if they haven't signed it after seven days we need to do something right um what we do then is we we add them to the follow-up cycle we have another follow-up cycle specifically for the contracts as opposed to just the meetings booked and now this follow-up cycle is

basically like hey how's everything going with the contract or how's everything going with the proposal let me know if I can help I'd love to check in you know you discussed X Y andz I think we might be the right fit for this uh what's going on you might you know have a a system in your CRM that schedules a bunch of calls for you to book right so now you're you're jumping on a call with them instead of just sending them an email this might be a fully automated system right there's just so many

options here but the point is you just need to be following up with them again if they drop off at The Proposal Part another interesting tidbit is if you consider the Val Val of a lead at every individual step the value of a lead here before they've really become a a lead of yours like before they they've gone through your funnel is pretty low right and so if you think about like your ad revenues that you spend um buying Media or like the money that you're spending on SEO and if you divide that by all

the people that are seeing it like the cost that you're spending per lead super low not really that big of a deal but the second that they go into meeting booked there's now like a a value that's quite High that's assigned to every lead like let's say you charge $10,000 on on average um and then on average it takes you 10 leads to turn into one client that means that the value of every lead as they get a meeting booked is $1,000 so you actually should be willing to invest in infrastructure systems and and people

to try and squeeze as much value out of those thousand leads as possible you know if this meeting booked is $1,000 then if the sales meeting occurs the value of that lead might now be $3,000 on average if uh the detail proposal so uh scope of work step happens well now the value of that lead might be $5,000 right like at at every Point through the process the value of the lead is higher and so you can actually spend more time energy infrastructure resources and people to try and you know squeeze the value out of

them as much as you can so you know as you proceed maybe this follow-ups are more aggressive in nature maybe they're in your city and so I don't know I've seen Direct Mail campaigns where you will send like a funny picture or something like that with some type of gift card inside and then you know you mail it to their address if they haven't signed the proposal within like a week or two it's just something essentially um to illustrate the value that lead to you at that particular point in time and you should be willing

to invest resources at every step because of how much more disproportionally valuable somebody is at the end then at the beginning anywh who um if you think about it they cannot sign and if they don't sign then they're part of the follow-up cycle and then we resend not sign resign we can do this all day but obviously the more important and the outcome that we want is for them to sign and for them to ultimately pay and what I see so many people making a mistake at here is notice how it's assigned plus paid if

somebody hasn't signed and paid or I don't know at least paid you right like as I mentioned I don't really like proposals or um contracts or whatnot so the signatures aren't as important to me but if somebody hasn't at least paid you for the services that you are telling them that you are going to provide them then you can't start the project right and if you think about this like super old school agency model that's been around for 70 years they understood this a long time ago if you have a system it's better than having

no system and then starting to work for people before has changed hands or starting to do something before you've actually locked down that you have enough Capital expense to make it through this project um so you know just never start the project until you actually have some type of payment coming through uh and you know if you're sending a detailed proposal maybe that includes a signature line or something this right here is the standardized agency template that I guarantee you like probably more than 50% of All Digital agencies are using they may vary in small

places like instead of um sending the detail proposal or scope of work at a separate step they actually just show them in the S step and then by doing so they get like a yes or no close decision right there on the call that can make things pretty quick but obviously that's at odds with like the comfort of the client and if it's like a bigger institutional sort of Enterprise business then a lot of the time it takes a multiple steps so this is the base template as I mentioned earlier why don't we now duplicate

this and then um show you like a couple of different ones that we can build and I'm just going to delete this other marketing funnel that I had here because it's ug ugly and I hate it okay so I'm going to do one on the left and then I'm also going to do one on the right oh I didn't copy all of them there let's do this okay and then I realized I didn't copy the section as well okay we're going to call this our base sales system and we'll call this our standardized sales system

and then over here on the left I'm going to show you a one call close system over on the right I'm going to show you a two call close system and then maybe standardize isn't the right word maybe we'll just say like traditional agency sales system and I think a lot of people take traditional to mean bad it's not bad traditional is totally fine um and you know I used this when I started my uh my operations business it served me quite well all right so in the one call close system you know how earlier

I mentioned that um some people like to eliminate the detailed propos scope work they just stick it in the sales meeting um that's that's essentially how this works you know I mentioned earlier that like the real key in running a successful agency is your ability to simplify not necessarily make things more complex and so so if you think about it like this sales system has 1 2 3 4 5 6 7 eight boxes we can eliminate a couple of these boxes right now by turning this from a two two-step close system to a one-step close

system sorry not from a two-step to One Step but from um this sort of like uh sales meeting and then send the detail proposal just bundling it all together so um how would you do that well I'm just going to make this a little taller oops I'm not going to make it that much taller essentially what we do is and this is frustrating but we can't get those perfectly straight lines so I guess we will we will not is instead of having two different steps here if you think about it on the sales call you

actually have a ton of Leverage because you're there with the prospect in person and so instead of sending a proposal afterwards which you know a lot of people do especially people that are new to sales because they don't really like jumping on the call and then selling the person hard or that sort of deal um you can also just sell the person right there they say you know this sounds really interesting and you're like okay great well I have the agreement right here I'd love it if we could take a look at it together or

all right awesome well I have some resources here I'd love it if we could take a look at it together and then wrap up payments if you think about it we've now taken a step that was previously eight boxes uh and we've turned it into just six so we've eliminated two and this is substantially simpler and substantially less complex what this means in practice is that you know usually the sales relationships are a little bit different because you know the client has been hard sold as opposed to you know having the time and energy to

make that decision presumably for themselves obviously there are tons of different sales tweaks and quirks that you could use to uh you know still build still build a fair amount of comfort on the call not have them hate you and and that sort of thing but just keep in mind that if you do a system like this uh you'll usually see higher refund rates um you'll usually see higher dissatisfaction rates uh but you know you will you will usually close more and you'll usually make a fair bit more money which is quite nice the other

benefit to this is it reduces the spending of resources on items that are not directly associated with closing the deal like by eliminating those follow-up steps that we had previously and then the proposal step in a separate um you know module uh we're just bundling everything into the sales call and so you can usually like structure your sales teams really really easily usually just have like a closer and that closer is very talented and you pay them a commission on the deal with maybe some like reasonably high flat base I don't know a lot of

closers these days are just commission only CU they're that confident in their ability to close um but you know make Staffing really easy you don't really need to build any sales resources aside from what the closer has and uh yeah just sort of just sort of a one call close the whole idea is if you don't get a yes in the one call then you just don't really need to worry about them obviously in this case is not a fit right now but there are also tons of businesses that just do this you know it's

either signed and paid or it's not a fit ever um and that's an even simpler system that's only five steps but any that's the patented one call close system that I totally just came up with completely on my own um the other step and this might be better for people that have a little less experience with scoping and automation projects in general and this is the system I was referring to at the beginning when I said this might be like an automation specific one um is the two call close system where there's an initial Discovery

call it's called where you're feeling the the prospect out trying to figure out whether or not their right fit and then getting all the information you need to scope the project and then you actually scope because sometimes these automation projects be quite complex as you as you know and then after the scoping step you will have another follow-up call the prospect where you will then actually try and sell them or close them so if we wanted to convert this into a two call close system we would have to do a couple of steps here if

you think about it first and foremost we're going to have to scope the project and that's really what happens after the discovery meeting so if we do a discovery meeting and then we say we want to move this forward then what we do is we would scope the project and maybe you're sending that to a team that does the scoping or maybe you're just doing it yourself after you've scoped the project you need to make sure that this is something we can do I'm just going to say we can do this then we have to

um do a closing call so we have to say closing call booked and then after the closing call we also have to ensure that they show up so now you know the Clos and call has to occur I'm sure you could see right off the top of your head but there's so many more steps in a two call close system that said you know a lot of the time when you're working with bigger businesses that want much more more complex projects and that sort of thing you sort of have to do the two call close

so depends on the size of your audience and that sort of deal um I don't actually like this um thing that's wrapping around here it's kind of messing with me so I'll just add that in later uh and then just like we had before a bunch of outcomes where you know you do your sales meeting there are three outcomes you can either move forward you can either wait or whatnot we we have the same thing over here so the Clos and call occurs you can either let me just delete this and then drag and drop

this puppy in so if they show the closing call can occur and then uh the closing call might be where you present the contract or whatnot if it's not a fit right now then you add them back to some follow-up cycle and then this time instead of um booking that initial meeting you can just do the scoping uh project instead and so you can go directly from the closing call not being a fit right now to waiting let's say a certain amount of time and then instead of you having to book that initial Discovery call

again you could just um res basically offer to recope the project which is a lot more straightforward than having to like you know actually jump back on a call so it looks something like this and then if it's a noow um then we opt out just like we did before if we want to move forward as I mentioned before there are a couple different options that you could do here after your closing call you could do a um detailed proposal in scope of work and this is what I would recommend if you're doing like a

two-step system because odds are they clent the prospect has already weighted a fair amount like you know you trying to hard sell them now on the second call probably not the smartest move you know if you're attit to call close system the Project's probably pretty complex you're probably not it's not feasible to like get them to sign a deal right then and there they probably have multiple steps of approval um so you know you'll probably send a detailed proposal in scope of work with all stakeholders involved this is like a $50,000 project or something you

then you'll do follow-ups if they haven't signed it and then at the end you'll finally start the project and so this is what I'd consider a you know um pretty realistic look at a two call close system but notice how many more modules are involved this system over here on the left has 1 2 3 four five so there are five steps in total five opportunities for things to go wrong this traditional agency Sal system in the middle is a little bit more complex but obviously it's like the safe Choice it's 1 2 3 4

4 5 6 7 8 but if you look at this two call close system you know Enterprise larger projects or just people that are a little bit less confident of their ability to close there are one two I have to do this just realized not a fit right now uh 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 Steps and the reason why it makes sense to minimize steps is because every time you have a step there's the opportunity for a lead to disappear at that step right so the

fewer steps the fewer opportunities for leads to disappear the more steps the leakier your sales system is and um you know the more effort and time and energy you have to spend in basically just constantly upkeeping leads and making sure that you know they don't really fall through those cracks now the really cool part about running an automation agency is obviously if you run an automation agency you probably have the skills available to automate a large portion of this process so what I'm going to do now is I'm just going to run through the traditional

agency sales system from top to bottom and just show you the things that you could automate first first and foremost um all marketing you can completely automate so you could completely automate cold email completely automate PPC ads completely automate SEO completely automate social media completely automate referrals and maybe maybe communities is the one thing that you can't automate because that depends on your personal reputation so maybe maybe I'll take that out but uh the point that I'm making is you can automate all of the the the booking that occurs as a result of efforts in

each of these so you know in cold email you would just attach a meeting link PPC ads it would just be a one click to a website page with a meeting link SEO same deal social media might be a YouTube video with in the description there's like a meeting link referrals um you might have like an auto draft template that you use to copy and paste every time you get a referral it just swaps out their name and communities maybe even have like a spe a specific sequence that you guide people through although I find

this is usually a lot less standard so you can automate all of that how about the sales cycle you can automate the follow-ups completely so uh what I've done before is in my CRM of choice which I was using clickup you can use whatever ever serum you want I had a bunch of uh triggers that would occur after a certain number of days where the prospect hasn't had any action or response you can hook up an email Watcher to a clickup um setup and you can do this in most crms where when you send an

email to the prospect it'll be logged in clickup when they re when you receive an email from the prospect it'll be logged in clickup and essentially if the meeting occurred but then I Mark the meeting as a no-show then after three day or immediately after I marked as a noow they would receive a quick email being like hey how's it going I noticed that you didn't show the call I'd love to you know touch base with you and maybe book another meeting could use this link if after 3 days they still hadn't responded then I'd

send them another followup after 7 days they still un respond I'd send another follow-up in this way this follow-up cycle was completely automated and I didn't actually require any like human effort here which is quite nice um the sales meeting occurs you can't really automate the sales meeting at least not yet until we have like super crazy killer Terminator style robots um so you can't really automate that but you can automate this part right so you could do the um the wait 30 days if you have a form or something after you fill out every

uh after you do every sales call and you mark this one is not a fit right now well that's a simple automation you simply add somebody to a table and then every day just check if 30 days has passed and then on the 30th day when 30 days has passed add them back to that followup cycle that I mentioned earlier and now this whole thing's automatic if it's not a fit ever you know just set up a an automation where maybe you fill it a formance says this meeting sucked this is not a fit and

it just deletes them from your database do you tell proposal in scope of work you can automate this for sure same sort of deal you might have a form that when you mark it as you know this is great they want to move forward they want a proposal it just automatically generates the proposal for you and sends it I've recorded a pretty good video on this that I think a lot of people have found valuable you don't have to automate it to that degree you can automate it like 90% of the way there draft up

your scope of work with templated bits and that sort of thing and then you know add a couple of lines for customization but you can template the vast majority of that and then this system right over here with the follow-ups you can also completely automate that signatures and payments you can automate that right you can have um an automatic Link in the pandadoc that you send over or whatever proposal or scope of work software that you have that you know prompts them to pay if they don't pay by a certain amount of time you can

do automatic follow-ups and reminders and that sort of deal uh and then you know the project starts so the good news is like if I were to talk or or show you guys the the points that actually require human intervention or like a human in a fully automated system um it's this right here so you need to hire for this and then yeah that's about it you just start the project down here um so you know only two steps where you actually require Humanity humans uh and then the other what's that like six steps that

are um completely robotic process automated same thing here uh I'm not going to beat a dead horse because I think at this point it's pretty clear what you can automate but yeah you can automate basically everything um except for the actual calls themselves which is quite nice and this is you know an edge that an automation agency will have over most other agencies because most other agencies require humans to do all of this most other agencies biggest problems are their follow-ups they don't do anywhere near as many follow-ups as they should be and so if

anybody doesn't show okay like 40% of all calls that ever happen um their their sales system is just instantly only 60% as effective as it'll ever be so that's 60% starting from here and then down over here you know maybe like another 50% fall off so they're actually only like running at 30% capacity right you as an automation or an automator or an integrator watching this video you could probably bump that up to like 70 80% uh essentially you could duplicate or double the value of a sales system uh versus a traditional agency that doesn't

understand the value or the ability to automate stuff so that's pretty cool um yeah that's more or less at I would just make sure that whatever you do you have a system you don't need the system at the beginning but you do need a system and you need to make sure that at every Point clients just go through your system you're not going through theirs you know like when you're starting out and you're pretty small a lot of the time the inclination is the client will set the agenda you'll jump on the call the client

will tell you what you're talking about you'll send them an email the client will tell you when you're chatting and who you're chatting with and I understand that it can be pretty intimidating when you're working with like a bigger company or a bigger um you're trying to offer a bigger service and maybe you don't have any experience under your belt but just no matter what you do make sure that you are guiding them through the process because the second that you standardize it and you make sure that every client that you have or every prospect

that you have goes through the same flow um you start being able to point out the areas that are weak in your sales process and then every prospect that you have makes you 1% better and by the end of the month year or decade or whatnot uh you will have like a very bulletproof iron and extremely profitable sales system all right thanks so much for watching this video guys I know this is is a departure for my usual mic.com stuff if you guys want more videos on this sort of agency uh you know sphere of

of knowledge or whatnot just drop a comment down below ask me what you'd specifically like to see more than happy to record a vid on it otherwise please like subscribe do all that fun YouTube stuff I'll catch you in the next video bye-bye