Hey again

I hope you're enjoying your Sunday.

The other day, one of our swabe readers Sav asked this question:

Question lang Coach

Pag nag invite ka po ba sa call ng prospect, how do you do it?  Like, pagka-connect, how long, or what is the duration before you pivot into business talk? 

Dun kasi ako parang na aawkward, like, ok, keri ko makipag rapport and friends friends... pero necessary din ba talaga na invite mo sa call?

Pero I've tried the latter one, na puro inbound lang (so far yan palang ang strategy ko), and although masaya na inbound kasi hooray galing ko naman, parang di ako makakaalis sa feast and famine cycle pag ganun? Hehe. Kaya I want to change strategy and try yung invite ang prospect sa calls...

What do you think, Coach? 

Do you invite the prospect the call po ba? And if so, how do you pivot into business talk? Or ok ba na puro inbound lead lang? 

Salamat sa pagbasa sa mahaba ko na palang email

I love it when you guys send over questions, kaya keep em coming. May pila actually ng questions but I'll share the answers one by one.

Here's what I said:

When inviting a prospect to a call, admittedly wala ako exact or formal process. Pero yung rule of thumb ko is if meron ka nang 3 to 4 touchpoints, pwede na. 

The timing of this pivot into business talk can vary based on the prospect and the nature of your initial conversations, timplahin mo lang. But generally, it’s good to make the transition fairly early on to respect both your and your prospect’s time. We all know na we're not really there to make friends, but business naman talaga. 

Kung necessary ba to invite on calls, depends on your process. Some people are good at closing over chat, pero highly dialed in na ang offers nila and all questions have been addressed. This is a somewhat advanced technique but perfect for introverts hehe.

If you have a solid offer na and you prefer the service delivery side of things, look for a someone na mahilig mag calls and mag close. Offer a rev split na lang. Typically closers get 10% to 15% of the total project fee.

Sa AC (accountability calls for those outside the tribe) naman kaya natin sinasabi na being active, engaging, and commenting can help you stay top of mind, is because it works but is a long-term play.

Direct conversations pa din ang best (whether chat or call) to understand your prospects’ needs better and present tailored solutions. Kaya sa tribe we teach people to do the calls muna kasi mas surefire yun, and we have the DC script for that. 

To be honest there's no single way of finding success sa client-getting. Inbound is great, but yeah like you said unpredictable pasok ng clients kasi dependent yan on who sees your efforts and which groups you're in. Pag outbound, mas harsh sa ego natin kasi we get rejected more but we can totally control how much we can do each day. 

Looking at the bright side, we don't get to be precious snowflakes na hehe. 

For example, if you make sure you reach out to 100 a week (20 per day), you might get 1 for every 8 to 10 people to accept your invite to a call,  and out of those 10 you get 1 closed premium client. So if you're making sure you reach out to 100, you have the ability to predict na makaka-close ka ng 1. 

And your batting average grows over time.

So baka after a few months, yung 100 reach outs mo might ultimately yield 3 clients na instead of 1, kaya it doesn’t hurt to be proactive in reaching out as well. This could help you avoid the feast and famine cycle you mentioned.

And then 100 can yield 5 premium clients reliably na, especially when you know where to look, and gumaling na din call skills mo. Woohoo.

I definitely recommend inviting prospects to calls. To pivot into business talk, simply transition from your initial friendly conversation into how your product or service could potentially solve a problem they have or enhance their business. Make it a game of when ka mag-segue hehe. 

Look at the prospect's profile or maybe yung recent posts nya and mag react ka don with something na pwede mai-segue. 

for example.

Hey John, saw your latest post about being authentic and building in public. When you said XXX, I really resonated with that. I sometimes struggle with it too, but I'm slowly getting out of my shell. Also saw a lot of engagement on that post as well, congrats on the new fans and clients coming your way! 

Tapos mag thank you yan. 

Then you can go in with:

"no worries, if ever you need someone to support your practice with XXXX (your offer), i'm here to help." 

"oh really? tell me more about what you do."

"as it happens, I help (target market) achieve (goal) through (offer statement mo)." 

"oh wow, i need you in my life!" 

"you're too kind. I'd love to know if we're a great fit then. Does a quick call on Monday next week 9am pst sound good?"

hahaha gumagawa ako ng imaginary convo

anyway, you have to know this. You'll have a lot of mistakes here, tanggapin mo na kasi there's no easy way around it. Embrace it na.

Think of it as practice with getting comfy with getting rejected, and learning the awesome lessons that come with it. 

Hahaha ginawa ko nang Answer Column yung Sunday Stories, but I think this is valuable for serious freelancers, since marami sa atin may similar feelings about outreach.

As always, I’m here if you have any questions or would like further information on this topic. Email back lang. 

I answer kahit minsan matagal hehe

Happy Sunday!

Cheers,

Shoden “Sunday Swabe” San

Don't Keep Me A Secret, Share the Fun!
5 Referrals Sharawt in one of my posts, emails, or videos	12 Referrals Exclusive: I Work Fun Home Coffee Mug	21 Referrals Free 30-Minute Clarity Call (valued at 5000 Pesos)
Refer dat shet na!
Come on let's join us, Sky's the langit!
Share on social
Powered by Viral Loops