Module 6.3 Client Catcher – The Sequence (Already Buying Leads)
Welcome to Module 6.3 of the Client Catcher entitled The Sequence. I recently pulled over 300 of the local lead generation explosion members and over 50% of the members had lead gen sites up and had at least 1 site that is getting calls without a client currently in place. No matter if that was pay per call, that they want to charge pay per appointment or percentage of revenue, right? They had a site up getting calls and they didn't have a client. Right?
So in this video I'm gonna help you guys fix that. I'm gonna show you guys my process to get at least one paying client in the next 5 to 7 days if you just follow my easy 7 days sequence. Alright? I thought it would be cool if I show you actual results. So here's a screen shot as you can see from me doing this. I got 5 calls in 2 days from leads that were interested in my lead gen services. Here's another one again actual results, 8 calls in 2 days. Again from prospects or leads that were interested in my lead gen services.
So let's not waste any time. Let's jump right into it. This is a 7 day sequence. I find typically if I cant find someone in 7 days using this method, then I have to use alternative methods in order to get in touch with them. Alright if I still want or need clients right? If I don't have a client for the site. So typically, I do direct mail for that and you guys will see in the next video 6.4 I talk about 3 ways to get clients that aren't buying leads alright? You can use the same direct mail template that is on that module, if you go thru the sequence and don't get a client. But typically if you use the sequence, you do it correctly and almost any niche, you guys should be able to make this work. So that's why stop after day 7 for the 7 day sequence, right?
So day number 1 is send a Voice Broadcast or manually call them up and shoot out an email. Typically, I am doing a lot of Voice Broadcast. That's working really really well for me. Day number 3 again is a Voice Broadcast, phone call and an email. Day number 5 actually always do a phone call in day number 5. Day number 7 again a Voice Broadcast and a phone call and a third email. Alright, you are gonna want to continue the sequence all the way through the 7 days until your prospect tells you either they are interested in your service or they are not interested. Don't stop until you get one of the two, alright?
So, just a couple of tip here quick before we actually going thru the components of the sequence. Alright, when you send a Voice Broadcast and an email, stagger these. So don't send them both at the same time. I recommend sending Voice Broadcast during closed business hours. Right? So as soon as they get into the office, the first thing that they will probably do is gonna check their voice mails right? And I like to send my emails right when the business quote, unquote opens. Again, usually they are gonna check their voicemails or their emails right when the business opens.
So lets go ahead and go through the scripts. So, I'm gonna go through the phone call scripts right now. You will find down below this video in the resources section. I'm gonna put all these scripts and documents for you as well.
So, 'Hi, this is Joe again calling from 24/7miamilocksmith. I'm calling again because I'm still looking for a locksmith in Miami for the leads we are getting. We are getting calls everyday from prospects looking to get a locksmith to get out to their house as soon as possible. Unfortunately we just can't help them right now. I would hate for these leads to be wasted. I really need someone to send them to. Can you tell me who I can talk to about this sort of thing?'
Ok this is for the live answers and this is to get past the gate keeper. Right? If there is not a gatekeeper and its a small business and the person answering the phone is qualified then you just want to continue the conversation with them. I'm not suggesting that you guys offer a handful of free leads to get them in to get them using the system and they don't want to stop alright?
So you are gonna call them back right after you give them leads. You want to make sure that you give them some quality leads. So they actually get some business from it and actually get hooked. Also make sure you guys take a look at the cold call calling script and the objection handling doc inside here. This should definitely help you guys out if you get any type of objections.
So next up, if you call and it goes to voice mail. This is the script that you could use and you can see that its very very similar to the last script. The only thing that we change is in the end, right? We say, 'Call me back if you want me to send them to you. Again my name is Joe from 24/7miamilocksmith and you can reach me at and then we put in the site phone number, we say the site phone number and then thanks. Ok, the cool thing with how we do this when we actually manually calling people is we use the analytic call tracking auto dialer. We are able to pre-‐record these messages. Ok, you can upload and mp3 with the voicemails and when the voicemail comes on, you just hit play mp3 and it will play it. It will sound like you are talking to them. So it will save you guys a bunch of time. I highly suggest that you pre-‐record these voicemails for each of the niches that you guys are going after.
Another tip guys try and sound nice and natural as possible. Don't sound like a sales guru, ok? So the Voice Broadcast script for voicemails and live answers again is very very similar. It's actually the same.
'Hi, this is Joe again calling from 24/7miamilocksmith. I'm calling again because I'm still looking for a locksmith in Miami for the leads we are getting. We are getting calls everyday from prospects looking to get a locksmith to get out to their house as soon as possible.' Obviously we need to tailor it out a bit depending on the niche. 'Unfortunately we just can't help them right now. I would hate for these leads to be wasted. I really need someone to send
them to. Call me back if you want me to send them to you. Again my name is Joe from 24/7miamilocksmith and you can reach me from the phone number. Thanks.'
Live answer for live broadcast is basically the same as what we do for the actual live calls with the live answers. The only thing that we do is to call me back when you want me to send them to you. Again my name is Joe from 24/7miamilocksmith and you can reach me at the site phone number.'
Ok, let's keep going here and then I'm going a couple of things in a couple of minutes.
Email number 1, this is it. So, we try with a different emails to use different approaches and different subject lines. What we do is, I just keep the body of the email pretty much the same. Ok, so subject lines I use for email number 1 is Re: Exclusive Leads, Re: Tired of
Homeadvisor, Re: Tired of Felix. Again, obviously if I am using Felix we don't want Homeadvisor for Felix. I hope that makes sense. So then we say.
Dear fellow locksmith,
My name is Joe, from 24/7miamilocksmith. I've been trying to get in touch with you for the last few days...
We are getting calls everyday from prop sects looking to get a locksmith out to their house as soon as possible.
Unfortunately these leads are getting wasted at the moment.
I'm in touch with a few locksmith in Miami but am trying to speak with everyone before I intimately decide who were going to be working with.
I really need someone to send them to, please call me back if you'd like me to send them to you.
Thanks for your time,
Joe Troyer
24/7miamilocksmith Site phone number
Got it? For the next one, again the body of the email is the same. We just change up the subject line so we are going at the with a different angle and hoping if they did not open it the first time, they will open it at the second time. So, this one we assume that this one's kind of backwards but it works really well. We basically assume that we talked to them already in the subject Re: Meeting Time To Discuss Exclusive Leads, Re: Short Phone Call To Discuss Exclusive Leads. This actually email too is working very well for us.
And then email 3 is the last chance. Again, we are using mostly the same template here. We are just modifying it to add a little bit more urgency. So the subject says I make my decision tomorrow, can we speak before then? And you will see there at the bottom, I just say, I'll be making my decision tomorrow, so if you are interested please call me before 6pm EST. So we are just putting a deadline to it. People work well with deadlines.
So there's all the three different emails that we use.
Really quick, what I want to do is just talk to you guys about the three things that make all the difference in the scripts that I just shared to you. Ok, the first one is the site name. I'm calling from the site name. I'm calling from 24/7miamilocksmith. Ok, with this, you get in as or you go in as a peer and not a marketing company. Ok, this is just a subtle little change. Obviously you are going to tell them when you are on the phone that you want to sell the leads. Ok but somebody is gonna call back a peer much faster than they are gonna call back a marketing company. Why? Because they get calls, emails and direct mails every single day from marketing companies, right? Some trying to sell them marketing services. So this works really really well.
'Hi this is Joe again calling from 24/7miamilocksmith. I'm calling again because I'm still looking for a locksmith in Miami for the leads we are getting'
This part makes them feel, makes the prospect feel that they already missed something. Right? I said calling again twice in the first two sentences. ''Hi this is Joe again calling from 24/7miamilocksmith. I'm calling again because I'm still looking for a locksmith...' Does that make sense. So they think they missed something already and again this is kinda like a deadline. It gets them to take action. Third, the other reason why the sequence is so powerful is we are going after primarily people who are already purchasing leads. Right? This isn't a foreign concept to them. This isn't something new.
So let's go ahead and run through the call back script. So there's basically 5 different sections to the call back script. There's the Intro, basically its to grab their attention. Then there's a quick 30 second overview to tell them how it works. Alright, you want to get this as small as possible. You want them to understand but leave them wanting more. Then you want to run through your USP's. Ok, exclusive leads, only pay for results, we handle everything and then no upfront fees and long term contracts or hidden fees. Then I would like to do a trial close
and then basically I call it cleanup where I get all the details that I need to go ahead and end the call and get the information from them.
So the first part is grabbing their attention. 'Hi this is Joe again calling from
24/7miamilocksmith. I got your voicemail or missed call' because most of the time guys, we are going to end up missing their call. Ok, they are gonna call us back alright and then we are going to prompt them to leave a message. So, 'I got your voicemail or missed call so I just wanted to reach out to you and see if this might be a good fit. I would hate for these leads to get wasted.' And we just pause and we wait for them to say something. Ok, just even to acknowledge we are calling back. Ok, that means that they wanted us. Ok, they want to talk to us on the phone. Ok next, I say 'Do you have a few minutes?' Ok, again I pause. The first one to speak loses. Get them to commit, 'Yes, I have a couple of minutes.' Ok, then I will not cut you off halfway thru the conversation and say 'Sorry, Joe but I have to go, now is not a good time.'
So next up, the 30 second overview where we go over how it works. So really quick, I think it's useful for me to tell you how this works. Alright, 'Our company consists of a team of digital experts'. I'd like to throw something in here. The digital marketing, so it doesn't sound like an I am an SEO company, I'm a internet marketing company. I like to say something unique. Alright 'and I found it a win win for us and our clients if we do all the work and only charge based upon the results we achieve for our clients. We are looking to partner with one locksmith in Miami to send all the leads and phone calls to.
Ok, then we roll into our USP's. 'So Mr. Business owner, our leads are exclusive. All the leads we generate in Miami would be your for grabs. Again, I only work with one local business in each market in each city. The next thing is Mr. Business owner is you only pay for results' like I said just a couple of seconds ago. 'You only pay for qualified calls over x seconds or booked appointments or percentage of all closed deals.' You don't want to rattle of all three of these. You guys should know at this point what your wanting or how you are wanting to charge. So you just go and roll with that. You only pay for results. You only pay for booked
appointments or you only pay us a percentage of closed deals. Does that make sense? 'Alright so we handle everything, you just carry on with business as usual. And last we just pride ourselves with no upfront fees, long term contracts or hidden fees.' So does that sound good? Do you like what you are hearing so far? OK great.
So we move into the trial close. 'As you can imagine, we had quite a few locksmith in Miami call us back. We are in the process of calling everyone back and are committed to talking to everyone before we make a decision on who we are going to ultimately work with. What I'd like to do is offer you x amount of free calls/leads so you can get a sense of our service and the value we bring to the table for our clients while I'm following up with everyone else. Sound good?' So the number of calls that you want to give them should be double the calls that they need to actually close the deal. So you want them to actually make money from this. Because if they can make some money, then they don't want to lose that lead source.
Alright so last is the cleanup. So I call it clean up because I just try to get everything in here to basically close down the call. “So Mr. Business owner what phone number should we send the leads to? Once you grab that you say 'Ok, great just to let you know, we track and record each of the leads we send you. What's a good email for you? What I am gonna do is go ahead and send you a login to our system so that you can listen to these calls. Alright and Mr. Business owner what's the best phone number to reach you at? Ok, great, I will be back in touch in a few days. Again I'm gonna follow up with all the other locksmiths in Miami that went ahead and called me back and look forward to speaking to you soon.' And that's it.
Guys, this sequence is very very powerful. If you guys follow this, this is very easy to follow. I don’t care if you guys do it yourself or you guys outsource it. Just get it done. Get the clients in the door. I cant wait for you guy's success stories for using the sequence. Make sure that you guys check out the next video 6.4. Where we are going to talk about three ways to get clients who aren't already buying leads. Alright, but understand that 6.3, this sequence. This should be what you are using primarily to start. This is the low hanging fruit. This is the easiest to do. So make sure that you guys start here. Exhaust this resource first before you ever move on to 6.4.
