Original subtitles

Hello, my name is Ryan Bogart and I will be your guide today to discuss the

science of sales.

We will be using V boat as a case study

to share what skills and attention are required to help set yourself up with

success to align with the marketing initiatives your team already has in

place. Here's an overview of the agenda of what

will be covered in this course to understand how buyers think, who is your

target buyer? The journey of the buyer?

Some scripting examples for email phone, direct outreach through LinkedIn,

Instagram, and warm follow-ups from other marketing campaigns.

First, let's understand the mind of the buyer.

This is an example of the mind of the buyer and shows how people think on a

daily basis. Experts actually estimate that human

beings process 60 to 80000 thousand thoughts a day.

Think of that for a second.

That's an average of twenty five hundred

to three thousand thoughts per hour reprocess.

Remember, people buy with emotion and they justify with logic at every stage of

the buyer journey.

Whether you're walking in the store just

to buy groceries, and depending on which banana you want to buy, whether you want

to buy the green one or you want to buy the ripe yellow one, it really doesn't

make a difference.

We're always thinking about something, so

it's important to align with the logic by gaining their trust.

Competency plus sincerity equals trust.

Let your marketing align with the pain

they're going through so you can be the solution.

To their problem.

The buyer persona.

This is a high level.

Conversation about the buyer persona, and

it's a fictional representation of your actual target or niche that you would be

marketing to. So the most important thing I want to

stress here is that you need to know your audience, whether in marketing, in sales,

every facet of the business needs to know who they're marketing to and who their

client or their target persona is.

The buyer Journey solutions aware your

solution aware Deal aware solutions aware means that your prospect knows of your

product or has an idea of your offering and what you're selling, but isn't sure

if it's right for them yet.

Your solution aware means your prospect

knows what they're looking for, what they're hoping to accomplish in terms of

a result. But it still could be comparison

shopping, researching other solutions.

Like yours to help stop the current state

they're going through or paying they're dealing with in their current Business

Today. Delaware just means they want to know the

prices and the terms, give them what they want to move forward and wait to hear

back from them in terms of next steps by deal aware not you're pretty much 90 %

there. They're going to either move forward,

it's just going to be down based on price between each vendor and which one they

want to go with.

Solution to where is always, not where

you want to start manipulating though.

Actually you never want to manipulate

your buyer ever anymore.

That's that doesn't exist anymore.

Remember, 1590 % of buyers minds are made-up before a buyer interacts with a

sales Rep at the deal aware stage.

Keep marketing to them if they're still

at your solutions aware, but always align with trust and add value.

Linkedin organic prospecting LinkedIn direct outreach we've created some

benchmarks here for you to follow.

Ok, we usually recommend 20 to 40 %

connection rate, at least a 4 % reply to your connection messages, 10 to 50 %

reply to further messages, and at least 60 connection requests per day.

Ok to start building your audience up after a connection usually accepts your

request. It's important to follow up with a

message and it could be just a generic hello message or just hey, how's your day

going? From the scripts that we've created in

the following slides, you want to keep this very light and very high level.

This is meant to be social.

There's no need to sell or offer

anything. Remember, LinkedIn will ban you if you're

trying to force something onto somebody too hard.

Build a relationship first with the buyer persona.

By the second message you want to show some kind of credibility that you

understand their business and what they're dealing with.

And see how you might be able to help them in their current state.

But again, it comes from a place of submissiveness.

There is no need to start overselling or trying to be all that with social media.

The audience can smell garbage from miles away.

We've all seen it.

We're all on social media.

It's nothing new.

Be present and be part of the community,

sharing content to your feed that is relevant to your audience's pain and how

you can help them.

This can be more powerful than sending

continuous messages that add no value whatsoever.

Instagram organic prospecting again, we've laid out some direct outreach

benchmarks. This can all change depending on your

audience. Ok, search #is for your buyer persona.

You should be spending at least 5 to 7 hours per day doing this.

By the time you found those specific personas you're following.

Send direct messages of up to two seventy to two hundred fifty people per day.

This could be more or less depending on your persona.

Usually more is better.

For every 30 people that you message, at

least three to five should be opting in or showing interest in your offering.

Remember bringing value at every stage of your message to help alleviate from

getting banned. Like I said, LinkedIn will do the same

thing. If you're pushing something on them too

hard, search hashtags, look at the account, direct.

Message them.

Bring value to help build relationships

with them and grow your business.

Be active.

This is social.

Be conversational, not desperate.

Repeat this.

Process spend some time looking at every

picture of the personas you're following until you see how big their audience is

or how many followers they have.

Click the picture of the persona and find

people trending in the same tag.

Click the URL link in their profile to

that specific persona and look at their site.

See how you can add value to their site or their business, and if it needs

improvement or you think you can help, click and send them a direct message.

With value, first offer them something in return for what you can give them.

Give something to get something based on what their business is and their value

you can add.

We've provided you with a report.

This is an overview of one of our reports from LinkedIn, Instagram tracking

metrics. Here you can track all the metrics at

every stage of the message you've sent out.

Stick to the benchmarks we showed previously to track what works and what

doesn't. If you see the metrics look off.

Go back to your marketing and see why your message is not resonating.

Your marketing should never be about you or how great your business is.

It should always be about aligning to the buyers, paying and being a solution to

their problem. Remember, we've become practitioners in

this space now.

Just like when you go to the doctor and

you tell your doctor how many problems you have in a day, people are saying the

same things to us.

Stop, listen and align.

People want to be rescued from the current state, not over promise,

something that you under deliver to be transparent and honest.

Linkedin Instagram scripting examples.

Here's two different examples that we've

used in the past.

Example a.

Saw some traction for us and it did work a bit, but example B actually worked way

better and it worked for everybody that we we'd messaged and has shown tremendous

success. But again, it's important to keep

testing. Always test your message and your value

prop. To make sure it's resonating and aligning

with your audio.

Direct outreach, email and phone

prospect. These are some of the benchmarks that

we've laid out for you.

Ok. The short break for demos or meetings

should be at least 70 %.

You want to space out the fallout process

for each mean that people show up to.

After you've had your conversations,

usually every two days with either a phone call or an email to make the

sequence look as organic and natural as possible.

If you're short rate is not within the recommended benchmark, then you have to

go back to your market message match to determine how your offering is not

resonating with your audience.

Why didn't it work?

By this point, their marketing team should be running more than one test to

see how your market is responding.

Whether it's AB multivariate tests,

there's many different tests you can do, but just keep testing to see 4.

Direct outreach, email.

Scripting you'll see in a lot of these

examples I've outlined everything in red because these are the areas where you

should be putting your value prop.

Ok, it's critical.

And the opening email? You let them make the decision.

They have already expressed interest.

Do not oversell it.

Stick to the script.

It's important you give your audience to

your opportunity to book on the calendar from the call to actions and you set up

anywhere within the content you provide.

This helps bring the sales cycle full

circle. Direct outreach bone scripting examples

OK. This slide is self-explanatory The key

caveat is do not oversell or try to save the opportunity.

If they're not interested, move on.

Remember this is a warm lead and if

they've expressed interest.

Or, if they haven't and they've decided

to move on, let your team.

Go and set up a remarketing plan so you

can target with them with content that addresses their pain.

Always keep testing.

Test, test, test.

Never stop testing.

Remember the sales courses have always to

say always be closing.

Not anymore.

Always be testing abt always be testing because the clothes will come as long as

you can gain their trust and align to their need.

The sales conversion script.

Here I'm going to share with you a few

examples of what the conversion script has to offer.

Please keep in mind the script is written dealing with a warm audience that has

expressed interest in your offering from your marketing tactics that have to drive

them to the point of solution aware.

This is not a cold call script but should

be written and designed around your office.

Before each phone call.

This is some pre call preparation we like

to see you go through 5 minutes before the call.

Make sure you're doing the following.

Ok make sure you are in a quiet room with

no interruptions.

Use your phone with headphones so that

your hands are free for taking or.

Typing notes and expressing.

Make sure you're recording the meeting or phone call so you can go back and

reflect. Later print out the call script.

Questions and have them in front of you.

Have a pen and notepad in front of you to

prepare to type notes in your cream.

When you type in notes or write down

notes and you come back and summarize what the buyers heard, it adds that

alignment of credibility and trust.

Ok, release all attachment to the need to

oversell or to.

You know, you want to want to, like, just

bulldoze the conversation and be a bull in a China shop.

Listen to what? Is on the customer's mind.

The voice of the customer is crucial at this point.

This is where you can make it or break it in a phone call.

Lose all the emotional baggage from the day.

If you have anything going through, whether it's at home, whether it's at

work, just check that to the side.

There's no time for that.

This person's unique.

They could care less what you're going

through. Listen to what their needs are.

And have the number ready to dial.

Make sure you're ready to dial that very

moment as soon as the clock strikes the time that's needed.

Here's the opening script for small chat.

You can see it says hey, how's your week

going where you're located then you're saying the identity down below, you're

human and so are they.

Be sincere, gets straight to the point

and move on.

State the agenda.

Take control of the call.

This is critical.

Be the alpha.

If they don't agree, ask if they would

like to schedule so you could have a more thorough conversation and they still

don't agree? Say goodbye.

No goal, no prospect.

You can't help someone who doesn't want

to be helped.

And if you don't have a clear

understanding of how, you can help their business.

How can there be any value added? You're just.

Kicking tires.

Both of you, the ones who are willing to

agree to your terms, are at solution aware and are willing to move forward.

Figure out why they're in the current state they're in.

Why are they where they're at? Remember, the questions you're going to

ask here are very painful questions for the prospect to answer.

That can influence many different emotions from anger, depression, crying.

So on and so forth.

That's why I said at the beginning of the

call, take time to prep yourself.

Be in a very empathetic and peaceful

state, OK? Be sincere to the process when you act

like a professional in your business.

The rescue is much more satisfying when

you sell competent and confident in what you know, own it.

Understand their current situation.

What are they using now?

Why is it not working? How much they spending per month?

How are they generating traffic? I mean, these are different questions

you're going to ask, obviously, but you know who's your ideal customer?

What does their sales process look like? From stranger to paying client, you want

to understand what is making up the most of their sales volume.

This is a great example of listening to the customer ask the question and just

shut up. It helps them get out of the current

state they're in.

And move forward to building a

relationship with your business.

All the links will be provided following

the course.