00:00 Hey everyone. So today I'm going to go over how it's a book sales calls through your DMS.

I've been getting a lot of messages from people that are having trouble getting a reply to go into a
booked call.
00:13 So they're sending their cold messages out, someone saying, yes, I'm interested. And then
what do we do going from there?
00:18 How do we get that into a call? So I'm going to show you my framework that I use. It's kind of
like a script, but I don't like calling them scripts.
00:25 Uh, but it's a framework of just what exactly we need to say in order to just get that person
onto a booked call with us.
00:32 It's really simple. It's usually only like two or three steps. Um, and you can get someone on to
a book to call it.
00:37 So I'm just gonna show you exactly what it is.
00:40 Um, and for me, I was able to go from two or three sales calls a week about 10 sales calls a
month to over 200 sales calls a month for me and my clients, uh, just using this method.
00:51 And here is just six examples of me booking a call just this week. And as you can see, most of
my calls come from Facebook, as you can see Facebook, Facebook, Facebook.
01:01 Um, and so I do a lot of Facebook, outbound. I only had one here that was like a Facebook
inbound.
01:05 And so, uh, and most of them were closed. So using this method, most of them showed up.
They were qualified.
01:10 So this is like showed up, uh, qualified, interested, and then closed. And then this one is
unqualified and no show.
01:16 Um, so most of them closed like 65% of my calls from Facebook close.
01:20 And then most of them show up. Most of them were interested. Most of them were qualified.
And so I'm going to show you exactly how I do this.
01:26 So let's just get started. All right, this is what I like to call AIST. And it is always do you human
and act normal?
01:33 So I act like I'm 21 years old because I am 21. I don't try to look professional. So a lot of
people, especially when you're getting started, you think marketing has you think of marketing as like
trying to be brand worthy or, um, trying to look professional and that's, it's just weird because no one
01:51 truly acts that way, you know? So it's like no one uses, you know, how people like talk in
emails, like, uh, let me know, coming this coming Saturday, if you were interested in this thing, uh,
thank you, Carsten Fox, right?
02:03 No one talks like that. It's just the formality that we've created. And, um, so when it comes to
emails or anything that I do, I always just try to act as human as I possibly can.
02:13 And I use, I use to, I use it to think as if, um, as if I'm talking to a friend.
02:19 Okay. So how would I talk to a friend? That's exactly how I want to talk to this person. So I
don't want to, um, I say LOL, I say, cool.
02:26 Um, you know, I spell things wrong on purpose. You know, I use you are your in that way. Just
things like that.
02:33 So just always be human. Um, this is not necessarily an important part of the framework. Like
you might not book more calls because you're more human, but it just it's, it helps.
02:41 Okay. Um, control the conversation.
02:44 So a lot of times, whenever you're saying something to them, you want to ask, be asking a
question to where they can just respond to it.
02:51 They don't need to be carrying the conversation. You need to always be carrying the
conversation. So, uh, you say, you know, this is my offer.
02:58 Are you interested? They say, I'm interested. Okay, great. This is how it works. And we'll go
into the messages that you'll send, but then you want to ask a question like a qualifying question.
03:06 They say, you know, here's my qualification. Okay, great. What about this qualifying question?
Here's my qualification. Okay, great. Or you free for a call, something like that, you know?
03:12 So you always kinda wanna be in control of the conversation in that regard. So, um, next is
every combo is different and scripts don't work.
03:19 So I call it a framework because, um, now I do a lot of copy and pasting.
03:23 Like sometimes I'll send the exact same message to multiple people, like every single day,
but, um, most conversations, they kind of pan out in a different way.
03:32 So, um, you want to keep that in mind that, um, most of these conversations are just, um, I
dunno, they're going to be different.
03:41 Okay. So, uh, you don't want to just think of, don't think of it as, because the reason people
use scripts, they're like, okay, this is going to happen.
03:47 Then that's gonna happen, then that's going to happen. And then someone does something
outside of the script then, oh, no, like what do I do now?
03:53 You know, I was sticking to the script. And so you have to be a free thinker here. Uh, so
anyways, don't feed into negativity is the last one.
04:00 And by that, I mean, some people will just, uh, cuss you out or, you know, when you're doing
outbound, you'll just get a lot of weird negativity, uh, people that are just having a rough day and you
don't really need to feed into it.
04:10 You don't need to let it affect you. Um, I just want to make that clear because sometimes I
would feed into it.
04:14 Not that I would like feel bad because someone cussed me out because obviously they're just
taking blind shots, but sometimes I would feed it into it in a way where I would just, I would also say
joke back or I would, um, say, I mean, comment back to them, not like the worst it would be would
be like
04:28 , yes, ma'am and it would be a dude and they would just get even more mad. Um, which I use
that as an, a way of like, Hey, it's just me being human, but, um, honestly it's just not worth your
time.
04:38 It's not worth their time. So there's no reason to even leave it, uh, keep it going. So if they're, if
they're being negative, there's no, you know, we're just trying to be positive out here.
04:45 So anyways, what do we do after the first response? So I'm not going to get much into the
actual message that you're sending out because I have separate videos on that.
04:54 And each message for each channel is kind of different. So if you wanna watch those videos,
they'll be somewhere, uh, I'll try to put them into LinkedIn description, but, um, also I've got a course
on how I do all this stuff and I'll put it in the link in the description.
05:06 So if you want to know how to book 40 sales calls a month on autopilot link, I'll be in
description it's free.
05:11 Um, so anyways, what do you do in the first response after we sent our initial message, right?
Which you should have watched those videos and how to craft your offer.
05:18 And depending on the channel that you're on, someone will say, yes, I'm interested.
05:22 Okay. So what'd we do from here? Well, we will get usually one of three responses. Whenever
someone responds to an initial message, it's usually one of these three.
05:29 No. Who are you? And then sure. Okay. Something along those lines. So how do we respond
to each of these?
05:35 So if someone says, no, if they're saying no within the first message, we just usually don't
engage with engage whatsoever.
05:41 Um, I'll give you some strategies a little later on, uh, what to do if people are saying that
they're not interested, but, um, as of right now, there's just no reason to keep it going.
05:49 They're either saying no, or, you know, they're saying, you know, screw you, I don't want to
talk to you. So, um, we don't want to respond to that in any ways, so we just need to move on.
06:00 Okay. So if it's known as an it, and then who are you?
06:02 So in this case, we're always usually going to say something like, uh, this is who I am, this is
my company.
06:08 And then this is what we do. So, um, that's kind of the response when they ask, who are you
or who is your company or what do you do?
06:14 And then if they say, sure, um, you know, when they say, who are you ensure it's you, we
usually say about the same message.
06:20 The only difference is that when they're saying, who are you, you just kind of explain who you
are and then you go into this next phase.
06:25 So, uh, sure. So you just explain what you do and then you ask for four o'clock line questions.
So, uh, if I say, you know, Hey, I can help you get more power washing jobs.
06:36 Actually I'll show you an example. Here we go. Hey, I just want to see if you're interested in
getting 10 new power washing jobs as month, they say.
06:42 Sure. Okay, great. I help power washing companies at consistent deals through direct mail.
We target the affluent neighborhoods in your city and we always get the height.
06:49 Uh, so you're always getting the highest quality with pink penguin. Sorry. Um, where are you
located? So if I go back here, we're explaining what we do, and then we're asking them a qualifying
question.
07:00 So they're just kind of going a little more detail about what you do, uh, you know, in the initial
message, it's kind of just the end result, you know, do you want 10 new leads?
07:07 And then the second message is just a little more detail of, um, the method that you're using
or, you know, whatever you're offering.
07:14 And so then, um, you know, we're always going to be in control of the conversation and the
way that we do that is just by asking a question at the end.
07:22 So, you know, where are you looking at it? And so then the second response, what do we say
then? So usually the second response is one of three things.
07:29 It is either I'm not interested, what's the price or an answer to your question. So what do we
do, uh, in these occasions we have, and then interested.
07:40 So you either just don't reply or you can say all good. I just saw your blank. And I thought this,
or yeah, I just looked at your website and I saw this, you know, you can go into, um, trying to turn
that no into it.
07:53 Yes. Because they did say that they were interested at first, right. So they said, yes, I'm
interested. And then you say your spiel and they say, no, I'm not interested.
07:59 And so they were proud. They're probably still interested. They just might not be, um, the
people's default is no, you know, so you can turn that no into yes.
08:07 And it feels great when you turn a no into yes, because you say, Hey, I just saw your website.
And I noticed notice there's all these problems with the website.
08:13 So I wanted to see if you're interested in this, because you're missing out on a lot of sales. I
noticed you're getting this much traffic and these are the problems with Europe's, you know,
whatever it is.
08:20 So if you're selling funnels, that could be one thing that you're doing. Or, um, you know, you
can notice a problem about what their current system is.
08:27 And you can say, I thought you could do this so we can turn that no into a yes, right there.
08:32 But for the most part, I just don't reply. Um, so if they're not interested, they're not interested,
no need to waste our time.
08:38 And then the next one is, what's the price.
08:40 Now, whenever someone asks the price, I usually give it to them. Now my methods don't have
to be gospel for you.
08:45 I have plenty of people telling me that you never want to say the price. You always want to
wait until the very last minute of the sales call.
08:52 And then you say the price and then they just say yes or no. And then if they say, no, we
handled the objections, whatever.
08:58 I don't really do that because what if I don't have a budget, I did, you know, all this work to get
them onto a call.
09:05 I did an hour's long worth of call. And then at the very end, I say, the price is this. And then
they say, I don't have the money.
09:12 Great, great. Well, I could have just told you the price and the DMS, if you could afford it or
not, you would have told me, and we could have gone from there.
09:19 You know, it's, would've made things a lot easier for me. And I have enough volume now to
where I don't really care about, um, you know, getting as many people onto the phone as possible to
build more rapport.
09:30 You know, I don't really care about that. So what I do is I say the price, I say, the end result
that they're going to get with some of the benefits.
09:36 Uh, and then I say the guarantee, so, Hey, it's going to cost three K to build out this website
for you.
09:41 Uh, what you're going to get is a high quality website that with seven different psychological
triggers that get people to actually, um, you know, book your power washing service.
09:49 And, you know, with that, I guarantee that you're going to have a, at least a 10% increase in
your conversions on your website.
09:56 And so that is what I would say.
09:58 If you, if someone asks for the price and then you say, are you free for a call this week? Okay.
10:02 And that's it. Um, then the other option is they answer your question. So if they answer the
question, like, okay, where are you located?
10:10 And they say, I'm located in the Columbus market. All you gotta do is either ask more
qualifying questions. Uh, or if you're already done asking your qualifying questions, let's say you had
one qualifying question or, uh, you had five, you know, if you had five qualifying questions, they
answer that
10:26 one. Then you asked another one to answer that one. You, it as number one, you know, and
you just keep asking your qualifying questions.
10:31 Once they've answered all your questions, you can give advice and then ask for the call and
we want to make this as easy, easy as possible for them.
10:36 So when we ask for something, we want to make it a small ask. It was funny. I was listening to
a podcast the other day about, um, Adam and Eve in the garden.
10:44 And, uh, the serpent was making it to where he made it, like, made it very subtle. Like you
don't have to eat the apple.
10:51 What if you just touched it? Like, is that so bad just to touch it? Um, and obviously we're not
trying to manipulate people.
10:55 We're not trying to make people eat the apple, but, um, it, it, it is funny how, uh, the serpent,
right, the devil is so good at the sales tactics.
11:05 So we kind of just make it as small as possible for them to say yes, and that thing. So usually
it's like, are you free to chat this week?
11:10 Um, or are you interested in whatever?
11:13 So usually my initial messages is, are you interested because I'm not asking for a call. I'm not
asking for the sale.
11:18 I'm just saying, trying to make it as small as possible. Just say, are you interested? So
anyways, we give advice and then we ask for the call.
11:25 So usually, and this actually I'll show you an example. Um, I have an example of here, you
know, so we were going back and forth with this guy, Sammy really cool dude.
11:34 And, uh, he was talking about, you know, he wants to target record labels and he gets like the
best deals out of those.
11:39 So I said, so record labels is a big one for you. I think LinkedIn, SMS and email would work for
that target for targeting that audience.
11:47 You'll get a lot of conversations going. Yeah. And then boom, I sent the booking link.
11:51 So that is an example. He did book for this week, where are we at second responses, but all
right. So, um, we can give some advice about, you know, what we think.
12:01 So let's just say we're doing, you know, doing power washing and you know, we're doing
direct mail for power washers.
12:08 And I said, okay, great. You're in the Dayton market. Uh, what you could do is you can target
Kettering and Centerville.
12:14 Those are the most affluent neighborhoods in your city. There's about 20,000 homes in that
area. And, uh, of those 20,000, we should be able to get a 10% response rate or a call, right.
12:23 And out of those 10%, maybe 50 of them book, uh, a power washing job with you. And, uh,
you know, are you free for a call this week to chat about that?
12:30 You know, that's, that's an amazing thing because, uh, you have a game plan for me, right?
12:34 You just told me the game plan, which is, uh, obviously you made it broad enough to where I
don't really know all the nitty gritty details, but I know that you have a plan for actually getting these
people on the phone with me, uh, in terms of the power Washington gig.
12:45 Right? So that is a really powerful, all right, now we have other scenarios that happened here
and the other scenarios are someone asking for testimonials.
12:54 If someone asks for Texas to testimonials, I just send, send them the testimonials. And the
more that you send the merrier, now, if you don't have testimonials, um, I would sort of fake it till you
make it.
13:04 You can say, yeah, I've got one client that does this. Now. You never want to lie. Right. Don't
lie. But, uh, let's say you're using a white label to fulfill on your clients.
13:12 Then you can just say, look, this, um, my partner was able to get this, that and the other, and
he can just send the white labels, testimonials, you know, whatever you need to do.
13:21 Um, but I, it's kind of rare that I get people asking for the testimonials, but you know,
sometimes they do.
13:26 And when you do, you just want to send as many as you can, right? So usually I'll send like six
testimonials.
13:31 I was listening to Dan Kennedy the other day, and he said, if you have 500 testimonials, you
want to put them somewhere and show all 500 testimonials.
13:38 You don't just want to put 20, right. Or the top 20, you just put all 500. Cause it looks a lot
better.
13:43 If you have 500 Sam ovens used to do a thing where he had 2000 video testimonials, I think
something like that, or a thousand video testimonials.
13:50 And the reason he had a thousand video testimonials is because, um, he basically told all the
people that were in one group, like people that purchased this program, if you give me a video
testimonial, I'll give you this other program for free.
14:01 And so they all made testimonials. And then he had this huge amount of social proof of, you
know, 2000 or a thousand video testimonials.
14:10 So, um, user testimonials to your advantage. And, uh, you can put them somewhere.
Obviously don't want to send someone a thousand testimonials, but you can put them on a web
page, right.
14:18 A sales page. Some people just want a website of like, Hey, do you have a website? A lot of
times I get that.
14:23 If you're doing this, you always want to make it congruent with whatever the offer is that you
sent out. So if you ever ran a pay-per-click campaign on Google, usually the rule of thumb is, or
what, what people teach is that you want to, you know, say an offer in the ad.
14:39 So let's just say the ad is 40, uh, power washing jobs per month. Okay. That is the, um, if I
look at power washing leads and that is the first thing that pops up 40 power washing jobs per
month, then I click on it.
14:50 And then it says, uh, how to pet a baby kin it's something completely different. Other than the
offer that you just said, then a lot of people are going to bounce off the website because they, there
was these incongruencies, right?
15:02 So you said one thing, and then you displayed another. So if you have a website or if
someone says, do you have a website and you send them the link and these to be very similar to
whatever you said in the initial message.
15:13 So if it was, I can get you 40 power washing jobs this month, then the website needs to say, I
can get you forward to power washing jobs this month with a video explanation video of what you do,
and then a booking link.
15:23 And then maybe some testimonials of like, Hey, this person was able to get 40 power washing
jobs per month, right.
15:28 Just, um, congruency. Right. So I want it to be the same as whatever I said in the initial
message. We want it to be congruent in that way.
15:35 So, um, also we don't want to send a basic homepage. We don't just want to send, like, you
know, if you go to any random website that has a homepage, it's just like, you have all the bars at
the top of like pricing and a contact us and all this stuff you don't want to send that you want to send
the
15:50 sales page. Uh, Hey, this is what, you know, basically like a funnel and a have congruency in
the title, all that stuff.
15:58 Right. And then also, um, I like to use dynamic landing pages. So I don't know, you know, I
haven't tested extensively whether or not just asking them what time they're available versus just
sending the link, what works best as you can see here, I kind of said, are you free to chat early this
week or
16:15 early next week? And I just send the link. Um, some people just don't send a link. Some
people just ask in the chat, I sent a link and I sent a dynamic landing page.
16:23 And a dynamic landing page is something that looks like this. Hey, Sammy, uh, can click your
book. And then it says, Sammy book here.
16:29 And then the link actually has his name and Sammy right there. And I'm gonna click it. It's
gonna make me do this.
16:34 I click that or not click that.
16:42 And as you can see, the link also has his name. So now this is what I use now. I haven't
studied this extensively.
16:50 What I have heard though, is that these links give you a twice as much, uh, click through rate.
So they apparently work.
16:58 They have worked pretty well for me. Again, I haven't tested it. I haven't sent just a random
like versus this link, but I'm pretty sure they work a little better because it looks a lot cooler if my
name is in the link.
17:07 So I like to use dynamic landing pages. This one is called a, you click. It is $40 on AppSumo.
It's a pretty good deal.
17:13 Um, there's a whole bunch of other ones that you can use are pretty cheap, but I pay for this
$40 one time.
17:19 And I get like 6,000 credits per month. I use like a hundred.
17:21 Uh, so anyways, that is that it's pretty cool. And I would recommend using that. So, um, you
can use, you can test it yourself either way.
17:31 You can just say, Hey, are you free for a call this week? And then they give you time. The
problem with it for me is that I usually am booked out a couple days.
17:38 You know, the first couple days of the week are usually already booked out. So I don't want to
just, if I say, are you free early this week?
17:43 And they say, um, yeah, I'm free Monday at 10:00 AM. And I'm like, well, I'm already booked
Monday at 10:00 AM. So that doesn't work for me.
17:49 Uh, so usually I just like to send already free with the link so that they can just click and
schedule themselves.
17:54 Now, there is a thing called, uh, you know, we want to make it as easy as possible for them to
say yes.
17:59 And so, you know, the problem with sending a link is that they have to click the link. They have
to do all that stuff, but honestly, I'm to a point where it doesn't matter.
18:04 Like if someone doesn't book, they don't book and I have plenty of other people that are
booking. So, um, and for the most part, if I've gotten this far in the conversation, usually they're
booking.
18:12 I usually don't have a problem with people, um, looking to call if they're, if they're willing to hold
a conversation with me.
18:17 Right? So if they're willing to say yes to the initial message, obviously they're interested. And
that's, what's great about this method rather than building rapport, because building report just
means we're going back and forth trying to have a conversation.
18:26 And they're really not even saying yes to my offer. They're just trying to be nice to me, you
know, anyways, that's it.
18:32 Um, let's book some calls. I spelled some here wrong, um, because why not? That was a
mistake on my part, actually.
18:38 So anyways, hopefully this helped you. I just been getting a lot of requests of people. You
know, they want to turn a positive reply into books, bookstore.
18:45 So I'm going to go over it one more time. You send your initial message. They respond
positively. You say, okay, great.
18:51 This is how it works. This is what we do. Qualifying question the answer, the qualifying
question. Okay, great. Here's some advice.
18:58 Are you free for call and that's it it's really that simple. Really? It takes only three messages
from you to get to a booked call.
19:03 Sometimes it takes even less. Some people will just say yes, I'm interested. Okay, great.
Here's your link and that's it.
19:08 So, um, thank you so much for watching. If you're interested in the free course, it is in the link
in description below.
19:13 I love you and I'll see you the next one.