Intro (Intention is to see how they respond)

TIP TO KEEP IN MIND - IF YOU GET LEFT ON READ AFTER YOU’VE STARTED THE
PROCESS, YOU’VE PROBABLY CREATED SALES RESISTANCE.

Sometimes leads will actually be busy, which is why it’s important to give them space to
answer your dm’s. If someone leaves you on read at the start of your shift, MAYBE you can
dm them again at the end, but following up with them too much (2-3x per day) is just going to
come across as needy. There’s been many scenarios where I’ve dm’d someone “How many
sales could you be losing?” and 24 hours after they read the message they come back and
say “Yea I’m losing a ton I really need to do something.”

But If I had just spammed them with memes and been like “John???” - Nah ah. RIsk to burn.

So follow up conservatively.

—------------------------------------------------------------------------------------------------------------------------

-Communicate in the influencers style of communication

-find a way into the conversation

1. Hey NAME, welcome to XYZ group! / Hey NAME, welcome to the group! Have you
received any of our INDUSTRY resources?

If outbound on IG/ Linkedin - Hey! Just XYZ here. Appreciate the follow. Just curious, what
prompted you to follow me?

Types of responders

Cold - Detach yourself more, give them more space, send them resources to help them out,
ask non-salesy questions to warm people up e.g ‘what were your thoughts on XYZ training?’

Warm - Get them fighting for it - lean back e.g ‘ahh we’re not that cool’ ‘stop it meme’

Something funny - e.g ‘We dont let NAME’s in the group these days didnt you know xD’ (use
it if the person your speaking to is warmed up already)

2. Establish Situation - Intel gathering questions (1-2 questions max)

- *Used as a set up to help you transition into asking the goal question*
- Use more of these questions if you wanna gain more clarity on their situation
and to avoid assuming
 - Read the room so that you’re not over/under asking - be aware of who you’re
speaking with

Examples of questions:
- Whats prompted you to / look into XYZ?
- ‘What do you sell now?
- How’d you find us here?
-’How long? / Were you doing something before?’
- Which industry are you selling in? If at all, I’ll find a resource to help in the
meantime
- If you sent them a resource from a CTA - ‘Hope that helps, what is it that you do
exactly? I’ll see if I can find any resources that help with XYZ’’

Connect question (open up the setting process to see if we can help /fnd a problem)

3. What are you hoping to get from being a part of the group? If anything at all / How do
you feel like this group could possibly help you out? If at all / Is there anything you’re
possibly wanting to learn? If anything

Type of responders

Cold -
Their example - bluntness / ghost
Way to respond - Give them space (dont reply straight away) (scarcity increases value) /
provide value /

Warm - Acknowledge what they’re saying / add humour / assume they’ve got something
from seeing influencers content / can be more direct as the trust and relationship is there /
‘best friend’ type conversation

Goal question - Understanding what they wanna accomplish to help you build a large
enough gap - this is based on what THEY’RE looking for - so no cookie cutter goal
process!

4. Just so I understand where your heads are at with what you wanna accomplish, what
would you ideally wanna be getting to in terms of revenue every month?

OR

5. Ask what they’re looking to get to in terms of what they want or what you find in
situation phase
E.g if they wanna close more deals
‘ How many deals do you wanna close every week?’

OR
 6. Clarify & Probe on what they’re looking for or not satisfied with
E.g ‘Tired? What do you mean exactly?’ ’

Gap question - get them to tell themselves how far they are from their goal to start
momentum to build urgency

7. How far are you off from getting to XYZ right now tho?

Problem question - them revealing obstacles that are getting in the way of getting to
the goal - HAS TO BE A PROBLEM THAT YOUR PRODUCT / SERVICE SOLVES

8. Well what do you feel like you could refine in terms of (something in their control) in
order to get to XYZ (what they said they wanted)? / What’s possibly preventing you in
terms of your (something in their control) in order to get to XYZ (what they said they
want)

Expanding the problem question - essentially ‘what is missing’ question that gets
them realising what they are doing to create their problem

9. So what is it that you’re possibly doing in your XYZ (actions to improve their goal)
that’s causing you to get XYZ (problem they’re facing)

Making the problem more severe in the prospects mind - Revealing potential
consequences in order to build urgency to book the appointment

10. Could you possibly be losing out on time/energy/money because you’ve been doing
(actions that have produced their current results)?!!

11. Good lord!/ Holy cow (only use if they’re losing out on a lot) How much
time/energy/money do you feel you’re actually losing because of this?! And be REAL
here….

Going for the set

12. If thats the case, can I make a suggestion here?

13. Based on you losing XYZ like you mentioned, I’d advise for you to speak with the
team to see if we can help in regards to (actions that have caused them problems) so
that you can get to XYZ (outcome they want). I’d be willing to connect you with them
if you’d like/if you want.

OR
 14. Shall I have you connect with someone on the team so you can stop losing XYZ?

*Go through manual booking process to prevent links pending*

Tips for leads that are cold in response Tips for leads that are warm in response

Merge 2 questions into 1.

Less specific questions. Use softeners.
Go quicker.
Give them space. More situation questions.
Don’t be afraid to ask for the set after just
Use content to your advantage. clarifying their problem. (Makes you look
more like an expert repeating their problem
Don’t be “needy”.... If they’re taking 2 hours back to them)
to respond then you should take 2.5, unless Don’t need as much content.
there’s an opportunity to create a back and
forth convo. (They respond well to a Probe more on their language. We don’t
question) need to know how much they want to make
if they’re complaining about something, if
Try and do what they WON’T expect you to they’re opening up to you and you just ask
do. them how much they want to make that’s
fucking salesly.
Go just a BIT slower than they are.
“Yea I’m really struggling to get pain out of
You can merge 1 question into 2 questions. my prospects, and I can sense a bunch of
(How many sales are you losing each resistance when I go for the sale.”
month? - Could you possibly be losing sales
because of this? Well how much do you How much do you want to make?? Gross
think you might be losing though?)
“Well why do you feel like you’re struggling
to get their real pain though?”

Follow up slower, use more humour, be Or

more nonchalant and you can act as if you
don’t really care about the convo “Struggling to get pain out of your
sometimes. prospects?”

“What do you sell? “Resistance? What usually happens after

you ask for the sale then?”
“Solar”
(Lots of ways you can probe into that, but
“Why the heck are all you solar guys joining they are giving us a problem for free, why
the group all of a sudden??? Was there would we ask them a goal question there)
some secret solar meeting I should be
aware of?”

Acting more detached basically.

Minimisers to help you soften direct questions that could lead to objections/ghosting

Use these to plug them into your questions.

Examples

Softening direct questions

‘I hope you don’t mind sharing/me asking…’
‘If you’re open to sharing’
‘Just so I understand….’
‘Just to see how I can best assist you…’

When talking about money

‘If you could give me a ballpark….’
‘Doesnt have to be down to the last dollar and cents…’

At the end of questions

‘If at all’
‘This will help me to understand….’
‘Just so I have clarity’