So in the last lesson, I talked about how there are so many different ways that you can find your first client. Now, let's say that you have been able to get someone's attention, you know, you got set, sit down with them and talk a little bit about your services. Now, the question is, how can you actually close your client, right? This is a huge part of the sales process, and also just getting people to work with you. So this is something that's really, really important. So there's a lot of things that you need to keep in mind today, right?

Let's let's go over these things. The first is you want to make sure that you're talking to the key decision makers, right? You don't want to be talking to someone who at the end and they can't even make a decision on whether or not they can spend money for the business right? This means you need to talk to most of the time this means talking to the business owner unless saw the reception. This other there met a lot of reasons for this one is you just don't want a lot of back and forth right? You don't want the reception to talk to the business owner and the business over talk to the reception reception talk back to you.

It just keeps the the line of communication very clear. And also you're able to close the person a lot quicker, right? You want you want the reception at the end of the day, for example, is not was most likely not able to make that decision on whether or not they should proceed with a new marketing initiative. So you need to make sure that you're, what you're explaining what you're doing in laymen terms, right. So I'm going to be teaching you a whole bunch of different things on the tech side, on how to run Facebook ads, but at the end of the day, your customer, your client does not care. All they care is that you're driving them leads or that you will be driving the leads and a brief idea of how you're going to do that, which is just running Facebook ads, that's really all they need to know.

So make sure that not overcomplicate things so that they can I understand very quickly what you're doing, and how you're going to be doing it. And the role they play as well. So every meeting that you have with your potential clients should have very clear next steps, right? Whether it be you sending over more information, or you sending over an invoice are you, you know, setting up a next call with the client, right? There has to be a process in place or a pipeline for you and your client to know you know, how to keep things moving, how to get your client to the next stage, and actually end up paying you Right, so make sure that you always set clear action items from each meeting. Get commitment, right?

This kind of comes in the form of what I just mentioned with setting up meetings. But also if your client is like, you know, this is a great idea. I need to think about it or this is a great idea. But let's talk more more about this in the next call, right? There are a lot of things that you can do here, right? For example, one is, you can say, Hey, you know, I, it sounds like you're interested in sounds like I can help you.

You know, I'm happy to, you know, give you a one week trial, if this is something that you decide to decide to do today, right. This is something that I only offered to people who are action action takers, and really want to get things done right away. So I'm able to offer this one week trial for you. So something like this, obviously, you can be flexible with it. But the idea is that you want to get commitment, you want to get someone to give you their credit card information so that you can pay for the ads, or someone to get you to give you the deposit so that you can start running with them as soon as you can, right. A lot of people when they say that, you know they want to talk to their wife, they want to talk, they want to think about it a lot of the times, you know a I would say eight or nine eight out of 10 times they end up saying no just because they They think of different things.

They think of reasons to not do it. But really Your job is to tell them that, you know, at the end of the day, this is an investment that they should be making for their business, right? If they want to grow as a business, if they want to grow as an individual, sometimes they need to take risks. And that's just what it what it takes to build a business. So break down your ask a lot of people out the gate though, you know, they'll bombard their client blog different things. They'll be like, Hey, I'll help you with Facebook ads, I hope it with Google ads, I'll help you with this and this and then overall, everything will be you know, $5,000 per month or something like that, right?

Um, I think when you're first starting out, it's best to break it down as much as possible. Right, for example, just focus on the Facebook lead generation side. And then once your, if your client is happy with that, then you can start moving up and selling out other kinds of services as well right. Your Google Selling Google ads or your service and then creating Google ads, helping them with SEO, right? There's a lot of other things that you can help on the marketing side. But again, for the purposes of this, this course, is strictly lead generation.

But yeah, so do break down your ask and get people to come, say as many yeses as possible. So the next one is Be confident, right? If you're not confident in what you're offering and what your what your services, then chances are your prospective client is not going to be confident in you as well. So really understand again, what you're doing, how you're doing is valuable to that person, and why they should really be working with you and then the day. That's what's really important. So going back to number five, actually, part of breaking down your ask is also getting your client to say as many yeses as possible, right?

It's better to kind of ask a whole bunch of small things, right? Like, for example, are you looking to grow your business? The person says your clients gonna say yes. Are you looking to move into marketing? And really trying to grow your business like that? Your client might be saying Yes, right.

So basically just trying to get as many small wins as possible, leading up to the big gas, which is dumping your money. So the next one is ask the right questions, right? I don't know, they they want to you need to show your clients that you're trying to help them and you're trying to understand the business. Right? If you're asking very questions that are, are random and are not on show that you don't know what you're talking about, then that really reflects and that's just going to end up you not closing the deal. So always trying to think from your your, your business owners standpoint, and think about questions that are that makes sense.

And I'm going to show you what questions do make sense in the next slide. So asking the right questions. The first question, or one of the first few questions that you should be asking is, know, what services do you offer? Which of those are you most interested in advertising? Right? Um, the reason why you might want to ask this, obviously, this question is situational, right?

With a realtor it's a little bit more straightforward. They're obviously looking to get people who are homebuyers or home sellers, or they're looking at a list of specific house right? That That part is a little bit more intuitive. But with something, let's say a med spa, or just a med spa, they might have a lot more services and they might want to be driving more customers to a certain a certain surface to gain more revenue. So this is a good question to ask. Have you set aside a marketing budget for your business?

Right, this will be a good gauge for you also to see if this client Write for you, right? If they have no budget at all, or if you know, they're just not, they haven't thought about this at all, then this could be a red flag for you in the sense that maybe they just aren't going to be able to commit. They because they haven't thought about this at all, and they just don't have the money to pay you. Right? So that's something to know. Who is your typical or ideal customer?

Right? If you're going to be running Facebook ads, you need to know where these people live. You know, what exactly do they like, you know, how can you target them so that when you're creating your ads, you're able to specifically target these pain, these pain points, or target these interests and cater your ads more to your specific more to your clients specific audience. Right. If they don't know who their typical customer is, then that also is a red flag. So how much does the average customer worth to you in their lifetime.

So that's another word of saying that is or fancier way of saying that is customer lifetime value. So at the end of the day, right, your your job is to help acquire potential customers for your client. Right? So for example, for a realtor, a realtor selling homes, let's let's say a realtor is looking for homebuyers. And they on average make about 10 k per client right? Then that is the the customer lifetime value, or the average customer worth.

Us this is assuming that that homebuyer only buys a home with the realtor once right. So, understanding that number is super super important because then you can justify you can help the your client understand why it's it can be a smart idea to invest in you and in these ads, right. For example, let's say that You can tell your client that, hey, I've worked with other clients before, and generally I help them get $5 leads, right? So for every lead I generate, it cost me $5. And, you know, if you're making $10,000 per per client write, then obviously, I can work out the math for you. But from that alone, it seems to make a lot of sense, right?

So having you're having these numbers is incredibly important. Because, you know, either a, your client needs to know that the math works out and that if they're paying you that it's worth the money, right, that they're making more for every dollar that they spend on you and on marketing and on advertising. Right, they're making at least more than that dollar back. Right. So understanding that is super important. How many more customers a month could you handle right?

This This isn't credibly important as well, if you're caught if your client says, Oh, I'm at capacity I can't handle anymore, then you pretty much don't need to continue the conversation there. Or you know that this is this is a client that you can really work with in the near in the short term, right? Maybe down the road and through two to three months, it makes a lot of sense after they've increased their capacity. But right now, it just does not make sense, right? You want to work with someone who can take a lot more leads, take all the leads that you send them, so that they can make more money and essentially pay you every month as well. So don't forget, at the end of the day, you are providing value.

So everything you do and try to close the clients or above all around, you know, how are you going to provide value, right? Everything about life is a win win situation. You want to make sure that your client is winning, right and that's by understanding the numbers understanding, you know how much you can draw How many how many leads you can drive them potentially, and how much they actually make back for every customer, right? And then the win situation for you is obviously, if your client is winning every single month, and they're also paying you every single month to keep managing and optimizing the ads, right? So that's in a nutshell. This is a quick picture of my dog Apple, completely unrelated to this last lecture, but a lot to include here.

Again, don't forget you are providing value, and I'll see you in the next lesson.