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Course Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 06. Sample Sales Call Script
Duration: 28:33
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[00:00 -> 00:04] So just to preempt this lesson, because we're going to be talking about how I speak with clients,
[00:04 -> 00:11] this is personally how I speak with them. Okay, I've done it both ways. I have been a very hard
[00:11 -> 00:17] cell before, and I've gone at it now because I don't have to sell that hard. They have usually
[00:17 -> 00:22] come to me because they have seen some of the stuff I do, they realize I'm an expert. So they
[00:22 -> 00:28] are coming to me now. It's a much different process when I don't have to worry about
[00:28 -> 00:34] going out and looking for leads, right? These people have found me. When you are getting started
[00:34 -> 00:39] out, you might need to do a little bit of a harder sell. So when we get to the end of this,
[00:39 -> 00:45] I usually will send them an invoice. If it was me starting over, I would say, get them to commit
[00:45 -> 00:49] and get their payment right away. So like I said, there's a lot of people who are going to look at
[00:49 -> 00:55] this and be like, you're not a very hard sell at all. And I'm not. I do have a very good close rate,
[00:55 -> 01:01] but it's because once again, they have sought me out. So a lot of my sales process is already
[01:01 -> 01:06] over with. They already know me, they already trust me. The chances are that they like me and how I
[01:06 -> 01:11] present myself. But when you're starting out, you may need to handle this a little bit differently.
[01:11 -> 01:17] And also, all of this is negotiable. This is not set in stone. I have changed this script
[01:17 -> 01:23] more times than I can imagine in the last five years. So put it, you know, put it in your words,
[01:23 -> 01:27] put it in your order. Some of these might be a different order. I have them laid out in a
[01:27 -> 01:34] specific order, and I'll go through why that is. But you may get questions from a client that you
[01:34 -> 01:38] would ask in, you know, question eight and maybe they ask it in question three. Obviously, go ahead
[01:38 -> 01:44] and answer those questions at that point. If it's prudent, otherwise, instead, you might just say,
[01:44 -> 01:48] you know what, I'm going to cover all that in just a minute here. All right, let's get to the call script.
[01:49 -> 01:56] All right, so this is the sample or just kind of a call script that I typically will use. And I'll
[01:56 -> 02:01] kind of walk you through on how it works. So when you get a client on the phone, obviously,
[02:01 -> 02:06] you want to introduce yourself and I'll just be like, Hi, this is Mike. And I'm like, this is Jennifer.
[02:06 -> 02:13] I've got a pest control company in Minneapolis. And I was wondering if we could talk to you about
[02:13 -> 02:18] maybe doing some Google ads. Okay, great, Jennifer. Just real quick. One thing I always want to ask
[02:18 -> 02:23] is how did you find out about me? And she'll say something like, well, I was Googling digital
[02:23 -> 02:28] marketing agencies or I got a referral from somebody, whatever it might be. See what I did there?
[02:28 -> 02:34] All about tracking went back all the way back to the beginning when I was talking about tracking. So
[02:35 -> 02:41] I find out where they're coming from right away. No questions asked. I always do that. First thing I
[02:41 -> 02:46] do, you know, so she might say, well, I got you as a referral from Jim Smith. Oh, you know, that's
[02:46 -> 02:51] great. I love working with Jim. Jim's been absolutely fantastic. And she'll say, yeah, you know, we've
[02:51 -> 02:56] known Jim from whatever. And you know, they're just really good friends of ours. And you're kind of
[02:56 -> 03:00] building some report, right? You're not just going right into the call. You know, you could say,
[03:00 -> 03:04] Oh, you're in New York. I love, you know, I love when we go to New York, we're taking the family
[03:04 -> 03:09] there and really looking forward to it. And she might say, okay, you know, where are you going? And
[03:09 -> 03:13] you're you start just, you know, it's not always about work, work, work, right? Just start building
[03:13 -> 03:17] just a little bit of rapport. You don't have to spend 10 minutes on it. And then I say, okay,
[03:17 -> 03:24] Jennifer, so you said that, so let's kind of find out a little bit more about you. So why are you
[03:24 -> 03:30] calling today? And she'll be like, well, I was calling about Google ads because, you know, we
[03:30 -> 03:36] just need to grow our business. It's we're kind of at a stuck point. We have a couple of trucks,
[03:36 -> 03:41] and we're just we're not really getting anywhere. We know we need to step up our marketing. And
[03:42 -> 03:46] and right there, you already know what their pain is. They're going to flat out tell you what
[03:46 -> 03:51] the problem is. Okay. And if they don't get right to it, you can come out and say, what is the
[03:51 -> 03:58] biggest pain point you have right now with marketing your business? Right? That's not intrusive. You're
[03:58 -> 04:04] literally asking them to tell you what is their pain? And you're going to come back to this later.
[04:04 -> 04:08] Okay. So she's they're stuck. They're stuck. They can't grow their business.
[04:09 -> 04:13] They're they're they've got a couple of trucks. They want to get bigger, but they're not quite
[04:13 -> 04:18] sure how. Okay, you know their pain. All right, Jennifer. So tell me a little bit more about your
[04:18 -> 04:23] business as far as are you presently marketing? And she'll say something like, yes, we are. We
[04:23 -> 04:28] are presently doing some Facebook ads, which we're not really having the greatest luck with. We've
[04:28 -> 04:34] been doing some search engine optimization marketing. We are also doing some Instagram stuff.
[04:34 -> 04:40] Okay, great. Tell me, how is that going for you? Now she may have already alluded to it, but I want
[04:40 -> 04:45] to touch on it again. Okay. How is that going for you? Like what's working for you right now in your
[04:45 -> 04:51] marketing? And she'd be like, well, you know, we do get good organic leads from our search engine
[04:51 -> 04:56] marketing, but it's not really that consistent. You know, our Facebook leads, they're just, I don't
[04:56 -> 05:01] know, we're getting some leads, but sometimes they're not that great. Okay. So you're finding out more
[05:01 -> 05:07] about their pain here, right? Not only that, but you're now qualifying them, because if they're
[05:07 -> 05:12] presently marketing, you know, they're spending some money. If they're not, that's when that's part
[05:12 -> 05:18] of this qualifying process. If they're not spending any money on their business, why or why not? Okay.
[05:18 -> 05:22] So before we spend any more time with them, we need to understand if they're going to be the
[05:22 -> 05:27] right type of client. And if they say, yeah, we're, you know, we're spending it, we're doing all this.
[05:27 -> 05:32] Okay, great. So do me a fair, how much on average do you think you're spending a month on marketing
[05:32 -> 05:36] your business? And they might say, well, we're only spending a couple hundred bucks or we're spending
[05:36 -> 05:42] a thousand, that will help you determine if the conversation moves forward. Okay. Because if
[05:42 -> 05:46] they're not spending any money, if they're spending like $100 a month, right there, I would go to have
[05:46 -> 05:52] a conversation like, okay, so I just want to be completely upfront with you. Do you understand how
[05:52 -> 05:58] expensive Google ads can be? And they're going to see yes or no. And if they say yes, we do. And
[05:58 -> 06:04] I say, okay, I just want to, you know, let you know, because our services, they start at, you know,
[06:04 -> 06:10] at a minimum of $500 a month. There is a setup fee involved. And then there's obviously ad spend
[06:10 -> 06:15] on top of that. And they might ask you a few questions, but they might say, okay. And if they
[06:15 -> 06:20] say, okay, you keep moving forward, right? They're not flinching. You're going to get both of those.
[06:21 -> 06:25] Otherwise, you're going to get somebody who will say, you know, our services, they start out at a
[06:25 -> 06:32] minimum of $500 a month plus a setup fee. And she's going to be like, Oh, well, we weren't expecting
[06:32 -> 06:36] that. Yeah, I know. And that's why I want to tell you this, because I want to be upfront and
[06:36 -> 06:40] honest with you and transparent, you know, I don't want to get all the way down to the end. And then
[06:40 -> 06:45] all of a sudden you're, you're kind of, you know, freaking out. Now some people would say, do not
[06:45 -> 06:52] tell them the cost until the end. I disagree. I need to know, because I've spent way too many times
[06:52 -> 06:57] on phone calls with these clients for hours on end, and find out that, you know, when we get to the
[06:57 -> 07:03] end, they don't have the money. So I am qualifying them upfront. Okay, I don't even care about telling
[07:03 -> 07:08] them my prices. If I tell them my prices and they don't flinch, now I know I've definitely got,
[07:08 -> 07:14] uh, you know, one on the line. If they do flinch, now I know I need to find out exactly what they
[07:14 -> 07:21] expect. Okay. So if she says, well, you know, it's, that's, that's just a lot in the city. Yeah, you
[07:21 -> 07:27] know, it's, it is. It's, but you know, our return on investment for our clients is quite high. But
[07:27 -> 07:33] with that said, you need to understand that, you know, for us to do our job, uh, to do it correctly,
[07:33 -> 07:38] you're probably looking at, you know, $500 a month for our ad spend, plus a 750 setup fee. You're
[07:38 -> 07:45] going to want to be spending, you know, a minimum of $1,000 a month in advertising spend. And we really
[07:45 -> 07:50] need to, you know, to dial these ads in. Well, you know, we expect our, to make our clients money,
[07:50 -> 07:56] you know, almost immediately, but to really dial these in, it takes 60 to 90 days. And they're
[07:56 -> 08:01] going to, so you're probably looking, you know, at a minimum of, you know, 40, $4,500 investment,
[08:01 -> 08:07] over the next 90 days, and they're going to be like, oh, well, that's just not something we can do.
[08:07 -> 08:12] I completely understand Jennifer. I just wanted to be upfront with you and honest. So, uh, you know,
[08:12 -> 08:17] if we can help you in the future, I'd love the opportunity to speak with you again, but I completely
[08:17 -> 08:22] understand and see their phone calls done then you now you don't have to waste your time. Okay.
[08:23 -> 08:28] So let's say how much you spending on your marketing and they're like $3,000. Okay. You just
[08:28 -> 08:35] keep moving forward now. You don't even talk cost. You just keep going. So now we're going to go into
[08:35 -> 08:40] education. Okay. So do you understand Google ads and exactly what they are? And they're going
[08:40 -> 08:45] to tell you, but you need to clarify. All right. So they're going to say, yep, I know exactly what
[08:45 -> 08:50] they are. Okay. So you understand that they're the ones that come up when somebody does a search on
[08:50 -> 08:54] Google. They're the little ones that come up the top with the little ad box next to them and they're
[08:54 -> 08:58] going to be like, yep. Or they're going to be like, I guess I don't, can you just kind of clarify
[08:58 -> 09:03] to me exactly what they are? Absolutely, Jennifer. Are you sitting at your computer? And they usually
[09:03 -> 09:10] are. She says, yes. All right. Do me a favor, go to go to Google and type in pass control. She goes,
[09:10 -> 09:15] okay. All right, Jennifer, what's the first thing that you see? And she'll say, well, I see these,
[09:15 -> 09:21] you know, boxes at the top of the stars. Okay, those are called Google guaranteed ads. That's a
[09:21 -> 09:26] completely separate service. We don't really work with those. That's where you can sell your services
[09:26 -> 09:32] through Google. They're only in certain areas and only certain industries. I don't really have a lot
[09:32 -> 09:38] of data on them because we heard some people say they work. Okay, some others are like, eh,
[09:38 -> 09:42] we don't know if we're going to continue using them. So I don't have a lot to say about those.
[09:42 -> 09:47] Now right below that, what do you see? Do you see some some ads and right to the left of them?
[09:47 -> 09:54] There's a little text that says add, she says, yes. That's what we do. We put your business
[09:54 -> 10:00] right there in those areas when people are looking for a service like what you have. Okay. And then
[10:00 -> 10:06] I say below that, you know, then you got your Google Maps listing or what sometimes people call
[10:06 -> 10:13] the big three. And then you'll get your educating people, right? A lot of the time people think that
[10:13 -> 10:18] these map sections are actually Google ads. So you have to, you have to make sure that they
[10:18 -> 10:23] understand. So down below, you've got your Google Maps section or what they call the big three.
[10:23 -> 10:29] And then down below that you have your organic listings. So our, our job is to put your ad in
[10:29 -> 10:34] front of people at the top of the page right when they're looking for it. Okay. So now you've
[10:34 -> 10:39] educated them, but you've also shown them that, Hey, we get you at the top of the page,
[10:39 -> 10:43] right when people are looking for you. All right, and we're going to come back to that in just a minute.
[10:43 -> 10:48] So then we describe what exactly what happens. So what we do then is we put your ad there. And
[10:48 -> 10:53] when people are looking for you, they click on your ad and they go to what's called the landing
[10:53 -> 10:59] page. Now on that landing page, we're only selling them on the service that you presently are
[10:59 -> 11:04] advertising for. So they may have some questions right there as far as well. Can't we just, you know,
[11:04 -> 11:10] do we drive into our website? And I say no, we don't ever drive into your website. And the reason is,
[11:10 -> 11:16] we drive them to a portion of it, some pages that we attach to your website. But we'd never
[11:16 -> 11:21] drive into your website. And the reason is, is that this page, these pages are designed to
[11:21 -> 11:26] specifically sell only the service that we're talking about. So if somebody types in termite
[11:26 -> 11:31] control, we're taking them to a page with a headline that says termite control. It's got a
[11:31 -> 11:36] picture of termites or somebody, you know, spraying for termites. It's got a little bit more information,
[11:36 -> 11:42] but most importantly, it's got calls to action that we can measure. So the calls to action are
[11:42 -> 11:46] they can fill the form out, which would go right to you, or they can call the phone number,
[11:46 -> 11:50] which would go right to you, but it's a tracking phone number. That way we can track everything
[11:50 -> 11:55] that we're doing with the campaigns. And they may have a few more questions, but they're
[11:55 -> 12:00] like, well, why can't we use our website? That's a great question. But the reason is,
[12:00 -> 12:05] is number one, we don't have any control over your website. So we will test different landing
[12:05 -> 12:12] pages. And if a landing page isn't working, we will go in there and make the appropriate changes.
[12:12 -> 12:17] Number two, these landing pages are set up specifically for lead generation, meaning
[12:17 -> 12:23] psychologically, we read left or right. And we put certain things in certain places. You know,
[12:23 -> 12:28] we'll brand it. We put your logo on the page. We'll put it in the same colors as your page. We want
[12:28 -> 12:34] it to be part of your business, but we need to be able to make these changes quickly, right? You're
[12:34 -> 12:39] paying a lot, you know, you're paying money to get people to this page. If there's a problem,
[12:39 -> 12:45] we need to go in and fix it. And we need to fix it now. And also, and on your website,
[12:45 -> 12:50] you know, which I'm sure is beautiful, there's always links on the on these pages. There's very
[12:50 -> 12:55] few links. And the reason is, is that we don't want people to leave that page. They're there
[12:55 -> 13:00] for one reason and one reason only. And we need to make sure that we have their attention. And it's
[13:00 -> 13:06] only on termite control. Does that make sense? And she's going to say, absolutely. Or yes. Okay,
[13:06 -> 13:13] keep going. And then I say, and you know, one of the reasons why Google ads work so well,
[13:13 -> 13:18] people come looking for you. It's not like if you put up a billboard and somebody's driving down
[13:18 -> 13:24] the road and they they see your billboard and they're like, Oh, termite control. Yeah, I need to
[13:24 -> 13:30] have somebody come check on that. You're hoping that you're that right person sees you at the right
[13:30 -> 13:34] time that they're looking at your billboard. But not only that, you're hoping that they remember
[13:35 -> 13:40] your name or how to get in touch with you. You know, what your phone number is, you're hoping they
[13:40 -> 13:43] remember your business name by the time they get home because they can't write it down because they're
[13:43 -> 13:49] driving. So you're you kind of hoping for a lot, aren't you? So the best part about Google ads is
[13:49 -> 13:56] when people are looking for you, they have a pain point. They need somebody to come out and check on
[13:56 -> 14:02] termites in their house. They literally will go to Google and they will type in termite control or
[14:02 -> 14:10] pest control or whatever kind of services that we want to market. Then we put your ads right in
[14:10 -> 14:16] front of them right when they were looking for you. So these are very, very hot leads. People have a
[14:16 -> 14:21] pain, you have a solution, we put your solution in front of them right when they're looking for it.
[14:22 -> 14:28] And that really drives home why Google ads work so well. So I always use that billboard analogy
[14:28 -> 14:33] because that seems to really resonate with my clients. So then we are going to revisit their
[14:33 -> 14:39] pain, you know, the pain that they spoke about in the beginning. So after we use the billboard
[14:39 -> 14:45] analogy, I say, so you know, when you talk about wanting to build your business and get more leads
[14:45 -> 14:51] to hopefully, you know, maybe get more trucks, that's exactly what this is designed to do. You know,
[14:51 -> 14:56] our job is to get you as many leads as possible, which will help you get more business and expand.
[14:57 -> 15:01] And what I'm doing there is I'm letting them know that I listened to what they say. Not only that,
[15:01 -> 15:06] but if that's their pain point, you are literally telling them that you are solving their pain.
[15:06 -> 15:12] And so I always come back to that. It lets them know you're listening and it lets them know you
[15:12 -> 15:17] have a solution to their problem. So Jennifer, when you do use Google ads, this will help you get
[15:17 -> 15:22] more leads for your business, which can in turn help, you know, solve the problem of, you know,
[15:22 -> 15:26] growing and hopefully you can, you know, hire some more employees and get some more trucks.
[15:27 -> 15:31] And then she's going to be like, yeah, that'd be nice. Or that makes sense. Or you can even say,
[15:31 -> 15:36] make sense and she's going to be like, yes. Okay, great. So I want to give you kind of a
[15:36 -> 15:40] couple other points about us that, you know, maybe how we're a little bit different.
[15:41 -> 15:45] And I always touch on this because if they've talked to me, they've probably talked to somebody
[15:45 -> 15:51] else as well, or they've checked into Google ads, I might not be their first call. If I have been
[15:51 -> 15:56] their first call, I want to make sure that if they call somebody else, that I am being upfront
[15:56 -> 16:02] with them. So I say a little bit about why we're a little bit different is we don't work with contracts.
[16:02 -> 16:08] So if you talk to some other Google ad agencies, they may say, you know, we have a six month or
[16:08 -> 16:13] a one year contract. I said, we don't do that. Because if I'm not doing my job, I don't expect
[16:13 -> 16:21] you to pay me right there. I've got their attention. Okay, they are sitting there saying, Oh, well,
[16:21 -> 16:27] I already like this guy. Like, I don't like contracts anyway. But if he's like, if I'm not
[16:27 -> 16:33] making money, don't pay me. Okay, they love hearing that. Second, I said, one of the things that really
[16:33 -> 16:40] works well in working with Google ads is tracking. I said, that's why we go to such great lengths with
[16:40 -> 16:46] the tracking phone numbers and everything, because we need to know what's happening with your business
[16:46 -> 16:52] and where your leads are coming from. So good communication with you and letting me know what's
[16:52 -> 16:57] going on on those phone calls is always great. Because I can sit there and see that, you know,
[16:57 -> 17:02] you got three phone calls and they lasted an average of three minutes each. But I, you know,
[17:02 -> 17:06] and I might think that those are great leads because you're talking to them for three minutes.
[17:06 -> 17:10] But I talk to you and then you're like, no, these aren't the right leads. They're in the wrong place.
[17:10 -> 17:14] Or, you know, we don't want to drive that far, whatever it might be. I said that communication is
[17:14 -> 17:20] key. So the better communication I have with you, the better your ads are going to be. And they like
[17:20 -> 17:26] to hear that too. Right. So I say, and lastly, when we set this up, I said you own the account.
[17:26 -> 17:31] So when you set up a Google ads account, sometimes with other agencies, they own it.
[17:31 -> 17:36] So if you ever cease to do business with them, they take that account. And the money is really in the
[17:36 -> 17:43] statistics, because depending on how long it's run for that, that will tell everything about what
[17:43 -> 17:48] works and what doesn't. I said, and with us, we set the account up for you. It's your account.
[17:48 -> 17:54] There is a setup fee. When we build that, it's yours. Okay. And no matter what, if we ever cease to
[17:54 -> 17:59] do business, the only thing you don't own are the landing pages and the phone numbers. And that's
[17:59 -> 18:04] because we pay for those on a monthly basis. So if you ever cease to do business with us,
[18:04 -> 18:10] you already have the account we've got, it's under your email. I said we, you don't get the landing
[18:10 -> 18:16] pages and phone numbers. But if you decide you want those, all you have to do is open an account
[18:16 -> 18:22] at the places, you know, at the websites where we have your, where we work with those,
[18:22 -> 18:26] and we'll transfer those over to you. And let's say, oh, that sounds like a good deal.
[18:26 -> 18:31] In my eight years of running an agency, only once have I had to transfer that stuff over.
[18:31 -> 18:37] That was it. Just one client. So that very seldom ever happens. So you've revisited their pain.
[18:37 -> 18:42] You've kind of gone through a couple selling points for your agency. And then you are going
[18:42 -> 18:48] to ask them this. So what questions do you have? And then you're just going to be quiet. And they're
[18:48 -> 18:54] going to say, always going to say cost. So how much does it cost? So they might have a couple
[18:54 -> 19:00] of other questions for you, but then it's always going to come down to cost. So I will break into
[19:00 -> 19:05] that and say, all right, so we have a $750 setup fee for the account, because once again, you own
[19:05 -> 19:12] that, but it does take us quite a while to set it up. It will be $500 a month to manage those or
[19:12 -> 19:17] whatever you decide you want to charge them, charge your clients. So I'm my instance, I would say,
[19:17 -> 19:22] so it'd be it's a $500 a month management fee. And the way that we earn that fee is because we
[19:22 -> 19:28] are constantly in your account making changes, like literally every week we are in there. And
[19:28 -> 19:33] especially the first month, we're in there several times a day sometimes. We need to make sure that
[19:33 -> 19:39] your ads are being clicked on in the right times in the right places, as well as that we're not
[19:39 -> 19:46] wasting your money. The biggest part about what we do is we help eliminate bad clicks. So if somebody
[19:46 -> 19:50] clicks your ad for the wrong reason, you know, they type in pest control pictures and your ad
[19:50 -> 19:58] shows up, we make sure that never happens again. And to do that, we put a lot of time and effort into
[19:58 -> 20:05] setting the campaigns up correctly. So searches like that do not happen ever. And you're what you're
[20:05 -> 20:11] doing with this is you're explaining to them how well you do your job in the setups. And I'll say
[20:11 -> 20:15] sometimes I'll even go into if they really understand what I'm talking about, I'll say,
[20:15 -> 20:22] so what we do is we add negative keywords to your account before we even turn them on. And what
[20:22 -> 20:28] negative keywords are those are keywords that if anybody types them in, we are literally saying to
[20:28 -> 20:34] Google, do not show their ads under any circumstances of somebody types in some of these words. And in
[20:34 -> 20:40] your case, it might be pest control pictures or pest control training or pest control jobs, right?
[20:40 -> 20:45] We don't want somebody typing in pest control jobs clicking your ads, you know,
[20:46 -> 20:50] basically making you pay for that click and then going and then calling you and saying, hey,
[20:50 -> 20:56] are you hiring? You know, that's not what these ads are for. And when I said an account, I literally,
[20:56 -> 21:01] before the count even turns on, you'll probably have over 1000 negative keywords already in your
[21:01 -> 21:07] account, just because of our experience running these types of ads. And so already they're being
[21:07 -> 21:13] put at ease like, oh my gosh, this guy's already doing so much for us. Okay. So the $500 management
[21:13 -> 21:18] fee starts on the day that we start the ads. So if the ads start in the middle of the month,
[21:18 -> 21:23] let's say it's on the 15th, obviously that would be $250 if you pro rate it for the rest of the month.
[21:23 -> 21:28] So what we would do is on that day, we would charge you $250. And then on the beginning of the
[21:28 -> 21:34] following month and every month after, you would just automatically be charged to your $500 monthly
[21:34 -> 21:41] management fee. Any advertising spend goes directly to Google, we will set up your account there,
[21:41 -> 21:48] we will input your credit card into Google and they will charge you directly. There's no mark
[21:48 -> 21:52] up on the on the clicks or anything like that. It just goes right to Google. Now if we haven't
[21:52 -> 21:58] touched on it before, like maybe we haven't asked them how much on average they charge,
[21:58 -> 22:04] because we know they're a pest controller, a plumber, or floory finishing company or whatever. And we
[22:04 -> 22:09] have a pretty good idea that it's definitely in the wheelhouse that we want to see. So if I have
[22:09 -> 22:14] an answer, I'll say, so Jennifer, on average, how much do you guys charge per call? Do you get
[22:14 -> 22:19] per call? And she'll be like, well, on an average service call, it's $200. Okay, great. So what about
[22:19 -> 22:25] the lifetime value of that client? She might say, well, we've got, on average, we service them three
[22:25 -> 22:30] times a year and we have them for two years. So maybe $1,000. I'm just using that number because it's
[22:30 -> 22:37] easy. Awesome. Okay. So what we're looking at is, you know, a $750 set of fee, which that is what it
[22:37 -> 22:44] is. But I just for easy math, let's go with just the ads and the management figure at $1,500 a month.
[22:44 -> 22:50] So we essentially need to get you eight clients to cover that, correct? She's like, yep, that's our
[22:50 -> 22:56] first goal. I want to all I care about out of the gate is getting you those eight clients,
[22:56 -> 23:02] so that you're made whole again for what you're spending on us on your ads as well. And then after
[23:02 -> 23:08] that, everything is huge. Right. It's a big bonus. You're covering all the costs. Now, let's make sure
[23:08 -> 23:13] that we're making money on this. Right. So the first week of every month, that's our goal, is to
[23:13 -> 23:19] cover all the costs. And that's what we want to do. And then the next three weeks, we want, you know,
[23:19 -> 23:25] eight, 16, 24 leads to be just basically already paid for make sense. She's gonna be like, well,
[23:25 -> 23:31] yeah, if you can get us, you know, 25, 30 clients a month, you know, my God, we're gonna, we're gonna
[23:31 -> 23:35] have to hire somebody really quickly. And what you want to do there is you want to get them excited.
[23:35 -> 23:40] If you don't want to spend a lot of time on the numbers, don't. Okay, if they're not worried about
[23:40 -> 23:45] it, then don't spend time on the numbers. All right, I just want to make sure that I let them know the
[23:45 -> 23:50] total cost. So seven, fifth, you know, the setup fee, as well as how the management fees are going to
[23:50 -> 23:55] work that we turn them on the day that we start the ads. Okay, we don't start them at the beginning
[23:55 -> 24:01] of the next month. We turn on the day we start the ads, they may have some more questions, and you can
[24:01 -> 24:07] answer those at that time, but then we will go to setting expectations. So I'll say typically our
[24:07 -> 24:13] setup fee is anywhere between seven and 14 days, or five to 10 business days, right? And I let them know
[24:13 -> 24:18] that upfront, because if you're setting up a campaign for the first time, you don't want to
[24:19 -> 24:23] hurry that process. It's not going to take you two weeks. It's not even going to take you a week.
[24:23 -> 24:29] But my point is, is I just always tell my clients that it's usually a five to 10 business day setup
[24:29 -> 24:33] time. You know what we right now, I'm pretty sure we can get to it much faster than that though.
[24:34 -> 24:41] And then I say, and then we will turn the ads on on, you know, if we're looking at being set up by
[24:41 -> 24:47] 14th, then we will turn the ads on on the 15th, assuming that it's not a weekend. And they're like,
[24:47 -> 24:53] what do you mean? I always say, I will never turn ads on on a Friday, because I'm not in the
[24:53 -> 24:58] office on Saturday and Sunday to make sure that your ads are running correctly. There's a lot of
[24:58 -> 25:02] things that can happen. And I want to make sure that I've got my eyeballs on this, you know, for the
[25:02 -> 25:08] first 48 hours for sure. So if it lands on a Friday, we won't do it again till Monday. And then that
[25:08 -> 25:13] way we're in the office and, you know, you're covered. So they like to hear things like that. They
[25:13 -> 25:18] like to hear that you're personally going to be looking at them. And then I say, and typically the
[25:18 -> 25:24] way that works is we send you out an invoice for the setup fee. And once that is paid, then we will
[25:24 -> 25:29] have a quick phone call. That's our onboarding phone call. It will last, you know, probably 15 to 20
[25:29 -> 25:34] minutes. What I'm going to do is find out exactly what services we're going to find out locations.
[25:34 -> 25:39] So if you have zip codes for the locations you want to advertise in, that would be really helpful.
[25:39 -> 25:46] We'll go through on how that we, you know, hook our landing pages up to your website. So instead of,
[25:46 -> 25:49] you know, we don't want to have anything to do with your website because we want to make sure
[25:49 -> 25:55] that only you are controlling that. But we attach our landing pages. And it says something like,
[25:55 -> 26:02] instead of Jennifer's pest control dot com, it would be services dot Jennifer's pest control dot com.
[26:02 -> 26:08] And I said the setup is very easy. We can do it for you. Or we can send you instructions. It's like
[26:08 -> 26:13] four steps. You can forward that to your website person. And they know exactly what it is. It takes
[26:13 -> 26:17] in like two minutes, you know, but the quicker that happens the better because we can't set up our
[26:17 -> 26:22] landing pages until that's done. But we'll go through all that on the onboarding. And then I said,
[26:22 -> 26:27] what happens is we, you know, we complete the onboarding, we build the landing page. I'm going to send
[26:27 -> 26:33] it over to you to review. You take a look at that page, tell us if there's anything that needs changing.
[26:33 -> 26:37] And then I said, what I do then is I duplicate that landing page. So you're going to have landing
[26:37 -> 26:42] pages for all of your services that you're going to be marketing for. Because I don't want to
[26:42 -> 26:47] send somebody, you know, looking for mouse control to the termite page. I said, but the reason that
[26:47 -> 26:52] we're, you know, we're only going to change the relevant information at the top of the page,
[26:52 -> 26:58] the headline, the picture, and a couple of paragraphs that describe your service. That's it. So we'll
[26:58 -> 27:03] duplicate those pages. We will get your, you know, ad setup and everything. And I said,
[27:03 -> 27:08] and when you're ready, we turn them on and then we will charge you your management fee or the
[27:08 -> 27:13] pro rated part of that management fee the day we turn them on. And then we're up and running.
[27:13 -> 27:18] And that's typically it. They will at that point say, okay, can you send me the invoice or can
[27:18 -> 27:24] we just pay now? And you can say we can do whatever you want. I typically will send them an invoice
[27:24 -> 27:29] because they will a lot of the time say, okay, I just want to talk this over my business partner
[27:29 -> 27:33] or my wife or whatever. And I'm, I've never been the pushy sales guy. I'm like, okay, in fact,
[27:33 -> 27:38] I think in the last year, every time I send out an invoice, it gets paid with the exception of one
[27:38 -> 27:44] time. Otherwise, you can say if you want to get started right now, we can, I can take, you know,
[27:44 -> 27:48] your information over the phone and we can get your setup fee. And we can even start the onboarding
[27:48 -> 27:52] process right now. But sometimes you've already been on the phone with them for 30 minutes,
[27:52 -> 27:57] maybe closer to an hour and they just need, okay, let's just schedule this. You know, I wasn't
[27:57 -> 28:02] counting on this phone call taking this much time. So then I'll say, okay, I'll send that invoice
[28:02 -> 28:07] over. And once you get paid, I'm going to reach out to you to set up a time for the for the call,
[28:07 -> 28:12] or the onboarding call will take about 15 20 minutes max. And we're good to go. There's not much more
[28:12 -> 28:16] you have to do other than after that other than, you know, just review the landing page, we really
[28:16 -> 28:21] take care of everything for you. And they're like, great, send me the invoice. And there's going to
[28:21 -> 28:26] be more later, I want to put another lesson section in about how I handle objections to
[28:27 -> 28:33] clients questions. So that's how I handle a sales call. Hope it helps. We will see you in the next
[28:33 -> 28:40] training.

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So just to preempt this lesson, because we're going to be talking about how I speak with clients, this is personally how I speak with them. Okay, I've done it both ways. I have been a very hard cell before, and I've gone at it now because I don't have to sell that hard. They have usually come to me because they have seen some of the stuff I do, they realize I'm an expert. So they are coming to me now. It's a much different process when I don't have to worry about going out and looking for leads, right? These people have found me. When you are getting started out, you might need to do a little bit of a harder sell. So when we get to the end of this, I usually will send them an invoice. If it was me starting over, I would say, get them to commit and get their payment right away. So like I said, there's a lot of people who are going to look at this and be like, you're not a very hard sell at all. And I'm not. I do have a very good close rate, but it's because once again, they have sought me out. So a lot of my sales process is already over with. They already know me, they already trust me. The chances are that they like me and how I present myself. But when you're starting out, you may need to handle this a little bit differently. And also, all of this is negotiable. This is not set in stone. I have changed this script more times than I can imagine in the last five years. So put it, you know, put it in your words, put it in your order. Some of these might be a different order. I have them laid out in a specific order, and I'll go through why that is. But you may get questions from a client that you would ask in, you know, question eight and maybe they ask it in question three. Obviously, go ahead and answer those questions at that point. If it's prudent, otherwise, instead, you might just say, you know what, I'm going to cover all that in just a minute here. All right, let's get to the call script. All right, so this is the sample or just kind of a call script that I typically will use. And I'll kind of walk you through on how it works. So when you get a client on the phone, obviously, you want to introduce yourself and I'll just be like, Hi, this is Mike. And I'm like, this is Jennifer. I've got a pest control company in Minneapolis. And I was wondering if we could talk to you about maybe doing some Google ads. Okay, great, Jennifer. Just real quick. One thing I always want to ask is how did you find out about me? And she'll say something like, well, I was Googling digital marketing agencies or I got a referral from somebody, whatever it might be. See what I did there? All about tracking went back all the way back to the beginning when I was talking about tracking. So I find out where they're coming from right away. No questions asked. I always do that. First thing I do, you know, so she might say, well, I got you as a referral from Jim Smith. Oh, you know, that's great. I love working with Jim. Jim's been absolutely fantastic. And she'll say, yeah, you know, we've known Jim from whatever. And you know, they're just really good friends of ours. And you're kind of building some report, right? You're not just going right into the call. You know, you could say, Oh, you're in New York. I love, you know, I love when we go to New York, we're taking the family there and really looking forward to it. And she might say, okay, you know, where are you going? And you're you start just, you know, it's not always about work, work, work, right? Just start building just a little bit of rapport. You don't have to spend 10 minutes on it. And then I say, okay, Jennifer, so you said that, so let's kind of find out a little bit more about you. So why are you calling today? And she'll be like, well, I was calling about Google ads because, you know, we just need to grow our business. It's we're kind of at a stuck point. We have a couple of trucks, and we're just we're not really getting anywhere. We know we need to step up our marketing. And and right there, you already know what their pain is. They're going to flat out tell you what the problem is. Okay. And if they don't get right to it, you can come out and say, what is the biggest pain point you have right now with marketing your business? Right? That's not intrusive. You're literally asking them to tell you what is their pain? And you're going to come back to this later. Okay. So she's they're stuck. They're stuck. They can't grow their business. They're they're they've got a couple of trucks. They want to get bigger, but they're not quite sure how. Okay, you know their pain. All right, Jennifer. So tell me a little bit more about your business as far as are you presently marketing? And she'll say something like, yes, we are. We are presently doing some Facebook ads, which we're not really having the greatest luck with. We've been doing some search engine optimization marketing. We are also doing some Instagram stuff. Okay, great. Tell me, how is that going for you? Now she may have already alluded to it, but I want to touch on it again. Okay. How is that going for you? Like what's working for you right now in your marketing? And she'd be like, well, you know, we do get good organic leads from our search engine marketing, but it's not really that consistent. You know, our Facebook leads, they're just, I don't know, we're getting some leads, but sometimes they're not that great. Okay. So you're finding out more about their pain here, right? Not only that, but you're now qualifying them, because if they're presently marketing, you know, they're spending some money. If they're not, that's when that's part of this qualifying process. If they're not spending any money on their business, why or why not? Okay. So before we spend any more time with them, we need to understand if they're going to be the right type of client. And if they say, yeah, we're, you know, we're spending it, we're doing all this. Okay, great. So do me a fair, how much on average do you think you're spending a month on marketing your business? And they might say, well, we're only spending a couple hundred bucks or we're spending a thousand, that will help you determine if the conversation moves forward. Okay. Because if they're not spending any money, if they're spending like $100 a month, right there, I would go to have a conversation like, okay, so I just want to be completely upfront with you. Do you understand how expensive Google ads can be? And they're going to see yes or no. And if they say yes, we do. And I say, okay, I just want to, you know, let you know, because our services, they start at, you know, at a minimum of $500 a month. There is a setup fee involved. And then there's obviously ad spend on top of that. And they might ask you a few questions, but they might say, okay. And if they say, okay, you keep moving forward, right? They're not flinching. You're going to get both of those. Otherwise, you're going to get somebody who will say, you know, our services, they start out at a minimum of $500 a month plus a setup fee. And she's going to be like, Oh, well, we weren't expecting that. Yeah, I know. And that's why I want to tell you this, because I want to be upfront and honest with you and transparent, you know, I don't want to get all the way down to the end. And then all of a sudden you're, you're kind of, you know, freaking out. Now some people would say, do not tell them the cost until the end. I disagree. I need to know, because I've spent way too many times on phone calls with these clients for hours on end, and find out that, you know, when we get to the end, they don't have the money. So I am qualifying them upfront. Okay, I don't even care about telling them my prices. If I tell them my prices and they don't flinch, now I know I've definitely got, uh, you know, one on the line. If they do flinch, now I know I need to find out exactly what they expect. Okay. So if she says, well, you know, it's, that's, that's just a lot in the city. Yeah, you know, it's, it is. It's, but you know, our return on investment for our clients is quite high. But with that said, you need to understand that, you know, for us to do our job, uh, to do it correctly, you're probably looking at, you know, $500 a month for our ad spend, plus a 750 setup fee. You're going to want to be spending, you know, a minimum of $1,000 a month in advertising spend. And we really need to, you know, to dial these ads in. Well, you know, we expect our, to make our clients money, you know, almost immediately, but to really dial these in, it takes 60 to 90 days. And they're going to, so you're probably looking, you know, at a minimum of, you know, 40, $4,500 investment, over the next 90 days, and they're going to be like, oh, well, that's just not something we can do. I completely understand Jennifer. I just wanted to be upfront with you and honest. So, uh, you know, if we can help you in the future, I'd love the opportunity to speak with you again, but I completely understand and see their phone calls done then you now you don't have to waste your time. Okay. So let's say how much you spending on your marketing and they're like $3,000. Okay. You just keep moving forward now. You don't even talk cost. You just keep going. So now we're going to go into education. Okay. So do you understand Google ads and exactly what they are? And they're going to tell you, but you need to clarify. All right. So they're going to say, yep, I know exactly what they are. Okay. So you understand that they're the ones that come up when somebody does a search on Google. They're the little ones that come up the top with the little ad box next to them and they're going to be like, yep. Or they're going to be like, I guess I don't, can you just kind of clarify to me exactly what they are? Absolutely, Jennifer. Are you sitting at your computer? And they usually are. She says, yes. All right. Do me a favor, go to go to Google and type in pass control. She goes, okay. All right, Jennifer, what's the first thing that you see? And she'll say, well, I see these, you know, boxes at the top of the stars. Okay, those are called Google guaranteed ads. That's a completely separate service. We don't really work with those. That's where you can sell your services through Google. They're only in certain areas and only certain industries. I don't really have a lot of data on them because we heard some people say they work. Okay, some others are like, eh, we don't know if we're going to continue using them. So I don't have a lot to say about those. Now right below that, what do you see? Do you see some some ads and right to the left of them? There's a little text that says add, she says, yes. That's what we do. We put your business right there in those areas when people are looking for a service like what you have. Okay. And then I say below that, you know, then you got your Google Maps listing or what sometimes people call the big three. And then you'll get your educating people, right? A lot of the time people think that these map sections are actually Google ads. So you have to, you have to make sure that they understand. So down below, you've got your Google Maps section or what they call the big three. And then down below that you have your organic listings. So our, our job is to put your ad in front of people at the top of the page right when they're looking for it. Okay. So now you've educated them, but you've also shown them that, Hey, we get you at the top of the page, right when people are looking for you. All right, and we're going to come back to that in just a minute. So then we describe what exactly what happens. So what we do then is we put your ad there. And when people are looking for you, they click on your ad and they go to what's called the landing page. Now on that landing page, we're only selling them on the service that you presently are advertising for. So they may have some questions right there as far as well. Can't we just, you know, do we drive into our website? And I say no, we don't ever drive into your website. And the reason is, we drive them to a portion of it, some pages that we attach to your website. But we'd never drive into your website. And the reason is, is that this page, these pages are designed to specifically sell only the service that we're talking about. So if somebody types in termite control, we're taking them to a page with a headline that says termite control. It's got a picture of termites or somebody, you know, spraying for termites. It's got a little bit more information, but most importantly, it's got calls to action that we can measure. So the calls to action are they can fill the form out, which would go right to you, or they can call the phone number, which would go right to you, but it's a tracking phone number. That way we can track everything that we're doing with the campaigns. And they may have a few more questions, but they're like, well, why can't we use our website? That's a great question. But the reason is, is number one, we don't have any control over your website. So we will test different landing pages. And if a landing page isn't working, we will go in there and make the appropriate changes. Number two, these landing pages are set up specifically for lead generation, meaning psychologically, we read left or right. And we put certain things in certain places. You know, we'll brand it. We put your logo on the page. We'll put it in the same colors as your page. We want it to be part of your business, but we need to be able to make these changes quickly, right? You're paying a lot, you know, you're paying money to get people to this page. If there's a problem, we need to go in and fix it. And we need to fix it now. And also, and on your website, you know, which I'm sure is beautiful, there's always links on the on these pages. There's very few links. And the reason is, is that we don't want people to leave that page. They're there for one reason and one reason only. And we need to make sure that we have their attention. And it's only on termite control. Does that make sense? And she's going to say, absolutely. Or yes. Okay, keep going. And then I say, and you know, one of the reasons why Google ads work so well, people come looking for you. It's not like if you put up a billboard and somebody's driving down the road and they they see your billboard and they're like, Oh, termite control. Yeah, I need to have somebody come check on that. You're hoping that you're that right person sees you at the right time that they're looking at your billboard. But not only that, you're hoping that they remember your name or how to get in touch with you. You know, what your phone number is, you're hoping they remember your business name by the time they get home because they can't write it down because they're driving. So you're you kind of hoping for a lot, aren't you? So the best part about Google ads is when people are looking for you, they have a pain point. They need somebody to come out and check on termites in their house. They literally will go to Google and they will type in termite control or pest control or whatever kind of services that we want to market. Then we put your ads right in front of them right when they were looking for you. So these are very, very hot leads. People have a pain, you have a solution, we put your solution in front of them right when they're looking for it. And that really drives home why Google ads work so well. So I always use that billboard analogy because that seems to really resonate with my clients. So then we are going to revisit their pain, you know, the pain that they spoke about in the beginning. So after we use the billboard analogy, I say, so you know, when you talk about wanting to build your business and get more leads to hopefully, you know, maybe get more trucks, that's exactly what this is designed to do. You know, our job is to get you as many leads as possible, which will help you get more business and expand. And what I'm doing there is I'm letting them know that I listened to what they say. Not only that, but if that's their pain point, you are literally telling them that you are solving their pain. And so I always come back to that. It lets them know you're listening and it lets them know you have a solution to their problem. So Jennifer, when you do use Google ads, this will help you get more leads for your business, which can in turn help, you know, solve the problem of, you know, growing and hopefully you can, you know, hire some more employees and get some more trucks. And then she's going to be like, yeah, that'd be nice. Or that makes sense. Or you can even say, make sense and she's going to be like, yes. Okay, great. So I want to give you kind of a couple other points about us that, you know, maybe how we're a little bit different. And I always touch on this because if they've talked to me, they've probably talked to somebody else as well, or they've checked into Google ads, I might not be their first call. If I have been their first call, I want to make sure that if they call somebody else, that I am being upfront with them. So I say a little bit about why we're a little bit different is we don't work with contracts. So if you talk to some other Google ad agencies, they may say, you know, we have a six month or a one year contract. I said, we don't do that. Because if I'm not doing my job, I don't expect you to pay me right there. I've got their attention. Okay, they are sitting there saying, Oh, well, I already like this guy. Like, I don't like contracts anyway. But if he's like, if I'm not making money, don't pay me. Okay, they love hearing that. Second, I said, one of the things that really works well in working with Google ads is tracking. I said, that's why we go to such great lengths with the tracking phone numbers and everything, because we need to know what's happening with your business and where your leads are coming from. So good communication with you and letting me know what's going on on those phone calls is always great. Because I can sit there and see that, you know, you got three phone calls and they lasted an average of three minutes each. But I, you know, and I might think that those are great leads because you're talking to them for three minutes. But I talk to you and then you're like, no, these aren't the right leads. They're in the wrong place. Or, you know, we don't want to drive that far, whatever it might be. I said that communication is key. So the better communication I have with you, the better your ads are going to be. And they like to hear that too. Right. So I say, and lastly, when we set this up, I said you own the account. So when you set up a Google ads account, sometimes with other agencies, they own it. So if you ever cease to do business with them, they take that account. And the money is really in the statistics, because depending on how long it's run for that, that will tell everything about what works and what doesn't. I said, and with us, we set the account up for you. It's your account. There is a setup fee. When we build that, it's yours. Okay. And no matter what, if we ever cease to do business, the only thing you don't own are the landing pages and the phone numbers. And that's because we pay for those on a monthly basis. So if you ever cease to do business with us, you already have the account we've got, it's under your email. I said we, you don't get the landing pages and phone numbers. But if you decide you want those, all you have to do is open an account at the places, you know, at the websites where we have your, where we work with those, and we'll transfer those over to you. And let's say, oh, that sounds like a good deal. In my eight years of running an agency, only once have I had to transfer that stuff over. That was it. Just one client. So that very seldom ever happens. So you've revisited their pain. You've kind of gone through a couple selling points for your agency. And then you are going to ask them this. So what questions do you have? And then you're just going to be quiet. And they're going to say, always going to say cost. So how much does it cost? So they might have a couple of other questions for you, but then it's always going to come down to cost. So I will break into that and say, all right, so we have a $750 setup fee for the account, because once again, you own that, but it does take us quite a while to set it up. It will be $500 a month to manage those or whatever you decide you want to charge them, charge your clients. So I'm my instance, I would say, so it'd be it's a $500 a month management fee. And the way that we earn that fee is because we are constantly in your account making changes, like literally every week we are in there. And especially the first month, we're in there several times a day sometimes. We need to make sure that your ads are being clicked on in the right times in the right places, as well as that we're not wasting your money. The biggest part about what we do is we help eliminate bad clicks. So if somebody clicks your ad for the wrong reason, you know, they type in pest control pictures and your ad shows up, we make sure that never happens again. And to do that, we put a lot of time and effort into setting the campaigns up correctly. So searches like that do not happen ever. And you're what you're doing with this is you're explaining to them how well you do your job in the setups. And I'll say sometimes I'll even go into if they really understand what I'm talking about, I'll say, so what we do is we add negative keywords to your account before we even turn them on. And what negative keywords are those are keywords that if anybody types them in, we are literally saying to Google, do not show their ads under any circumstances of somebody types in some of these words. And in your case, it might be pest control pictures or pest control training or pest control jobs, right? We don't want somebody typing in pest control jobs clicking your ads, you know, basically making you pay for that click and then going and then calling you and saying, hey, are you hiring? You know, that's not what these ads are for. And when I said an account, I literally, before the count even turns on, you'll probably have over 1000 negative keywords already in your account, just because of our experience running these types of ads. And so already they're being put at ease like, oh my gosh, this guy's already doing so much for us. Okay. So the $500 management fee starts on the day that we start the ads. So if the ads start in the middle of the month, let's say it's on the 15th, obviously that would be $250 if you pro rate it for the rest of the month. So what we would do is on that day, we would charge you $250. And then on the beginning of the following month and every month after, you would just automatically be charged to your $500 monthly management fee. Any advertising spend goes directly to Google, we will set up your account there, we will input your credit card into Google and they will charge you directly. There's no mark up on the on the clicks or anything like that. It just goes right to Google. Now if we haven't touched on it before, like maybe we haven't asked them how much on average they charge, because we know they're a pest controller, a plumber, or floory finishing company or whatever. And we have a pretty good idea that it's definitely in the wheelhouse that we want to see. So if I have an answer, I'll say, so Jennifer, on average, how much do you guys charge per call? Do you get per call? And she'll be like, well, on an average service call, it's $200. Okay, great. So what about the lifetime value of that client? She might say, well, we've got, on average, we service them three times a year and we have them for two years. So maybe $1,000. I'm just using that number because it's easy. Awesome. Okay. So what we're looking at is, you know, a $750 set of fee, which that is what it is. But I just for easy math, let's go with just the ads and the management figure at $1,500 a month. So we essentially need to get you eight clients to cover that, correct? She's like, yep, that's our first goal. I want to all I care about out of the gate is getting you those eight clients, so that you're made whole again for what you're spending on us on your ads as well. And then after that, everything is huge. Right. It's a big bonus. You're covering all the costs. Now, let's make sure that we're making money on this. Right. So the first week of every month, that's our goal, is to cover all the costs. And that's what we want to do. And then the next three weeks, we want, you know, eight, 16, 24 leads to be just basically already paid for make sense. She's gonna be like, well, yeah, if you can get us, you know, 25, 30 clients a month, you know, my God, we're gonna, we're gonna have to hire somebody really quickly. And what you want to do there is you want to get them excited. If you don't want to spend a lot of time on the numbers, don't. Okay, if they're not worried about it, then don't spend time on the numbers. All right, I just want to make sure that I let them know the total cost. So seven, fifth, you know, the setup fee, as well as how the management fees are going to work that we turn them on the day that we start the ads. Okay, we don't start them at the beginning of the next month. We turn on the day we start the ads, they may have some more questions, and you can answer those at that time, but then we will go to setting expectations. So I'll say typically our setup fee is anywhere between seven and 14 days, or five to 10 business days, right? And I let them know that upfront, because if you're setting up a campaign for the first time, you don't want to hurry that process. It's not going to take you two weeks. It's not even going to take you a week. But my point is, is I just always tell my clients that it's usually a five to 10 business day setup time. You know what we right now, I'm pretty sure we can get to it much faster than that though. And then I say, and then we will turn the ads on on, you know, if we're looking at being set up by 14th, then we will turn the ads on on the 15th, assuming that it's not a weekend. And they're like, what do you mean? I always say, I will never turn ads on on a Friday, because I'm not in the office on Saturday and Sunday to make sure that your ads are running correctly. There's a lot of things that can happen. And I want to make sure that I've got my eyeballs on this, you know, for the first 48 hours for sure. So if it lands on a Friday, we won't do it again till Monday. And then that way we're in the office and, you know, you're covered. So they like to hear things like that. They like to hear that you're personally going to be looking at them. And then I say, and typically the way that works is we send you out an invoice for the setup fee. And once that is paid, then we will have a quick phone call. That's our onboarding phone call. It will last, you know, probably 15 to 20 minutes. What I'm going to do is find out exactly what services we're going to find out locations. So if you have zip codes for the locations you want to advertise in, that would be really helpful. We'll go through on how that we, you know, hook our landing pages up to your website. So instead of, you know, we don't want to have anything to do with your website because we want to make sure that only you are controlling that. But we attach our landing pages. And it says something like, instead of Jennifer's pest control dot com, it would be services dot Jennifer's pest control dot com. And I said the setup is very easy. We can do it for you. Or we can send you instructions. It's like four steps. You can forward that to your website person. And they know exactly what it is. It takes in like two minutes, you know, but the quicker that happens the better because we can't set up our landing pages until that's done. But we'll go through all that on the onboarding. And then I said, what happens is we, you know, we complete the onboarding, we build the landing page. I'm going to send it over to you to review. You take a look at that page, tell us if there's anything that needs changing. And then I said, what I do then is I duplicate that landing page. So you're going to have landing pages for all of your services that you're going to be marketing for. Because I don't want to send somebody, you know, looking for mouse control to the termite page. I said, but the reason that we're, you know, we're only going to change the relevant information at the top of the page, the headline, the picture, and a couple of paragraphs that describe your service. That's it. So we'll duplicate those pages. We will get your, you know, ad setup and everything. And I said, and when you're ready, we turn them on and then we will charge you your management fee or the pro rated part of that management fee the day we turn them on. And then we're up and running. And that's typically it. They will at that point say, okay, can you send me the invoice or can we just pay now? And you can say we can do whatever you want. I typically will send them an invoice because they will a lot of the time say, okay, I just want to talk this over my business partner or my wife or whatever. And I'm, I've never been the pushy sales guy. I'm like, okay, in fact, I think in the last year, every time I send out an invoice, it gets paid with the exception of one time. Otherwise, you can say if you want to get started right now, we can, I can take, you know, your information over the phone and we can get your setup fee. And we can even start the onboarding process right now. But sometimes you've already been on the phone with them for 30 minutes, maybe closer to an hour and they just need, okay, let's just schedule this. You know, I wasn't counting on this phone call taking this much time. So then I'll say, okay, I'll send that invoice over. And once you get paid, I'm going to reach out to you to set up a time for the for the call, or the onboarding call will take about 15 20 minutes max. And we're good to go. There's not much more you have to do other than after that other than, you know, just review the landing page, we really take care of everything for you. And they're like, great, send me the invoice. And there's going to be more later, I want to put another lesson section in about how I handle objections to clients questions. So that's how I handle a sales call. Hope it helps. We will see you in the next training.

