LIVE CALL REVIEW: Surface Level Discovery

what is the like main thing of this call like what was the the main reason it didn't close and what do you want to get reviewed the most uh yeah dude i feel like well the objection was i need to think about it she's like i always sit on it for two days i've always done that and i tried going all those routes but she just kept repeating it so we did schedule a follow-up but uh i feel like the problem was in the discovery man like i feel like i didn't get enough trust from her it starts at around like 245 245 all right perfect also you guys hear this yeah you can get straight into it right so lena i know that you've been in the phone with flynn before right the guy with the british accent and he got a bit a little bit of information about what you do and what's going why the fuck is she outside i don't fucking know bro she said her computer's on her office or whatever and she's not there like where is she at the bus stop she's like in front of her house sitting there i just feel like can you go inside the connections oh shit when we're outside yeah true bro like just go like getting interrupted to go in and set her phone up so you can have a professional conversation that's what i would do yeah sweet on right and i've had some right my research myself but anyways i would still like to hear from you what's caused you to book this call what's going on with your business right probably i'm just interested it's a retail pharmacy and through social media my goal is to expand my customer base if you're saying sign jp keep saying it i don't care if she starts interrupting you interrupt me again i was like well don't come here shut up that's why i tell her i'll be like sorry i was talking like because she's just straight away yeah i have a a retail pharmacy what do you do tell me she's just kind of like that the whole call i'm not gonna lie yeah it's because you let her hear if you just keep talking they just shut up and let you away with it yeah just like any other business right they just want to grow exactly 100 and about your pharmacy how long had you had it for uh one's been there about 20 years the other one's been there about 30 years oh nice and for the last you know 20 to 30 years what have you done to get your customers coming through um usually word of mouth um we did some advertising through canada post the staff would go and drop flyers off in the neighborhood and stuff like that but okay everything those days were different and now things are different yeah so that was more back in the days right yeah that that was those were the days without social media so now i want uh to use social media for marketing 100 and how long have you been thinking about that are you using it right now like why are you telling me about your flyers in 1962 like are you using it now or not like what are you doing yeah she's doing like nothing now but that's why i would ask you so i'd say okay that's cool that you were doing that stuff but what are you doing now like what have you done the last six months to generate leads okay nothing why not and then you can carry on actually two three years maybe even more but i haven't i tried a couple of uh companies but i was not happy so what happened well if i don't get any customer base and if i'm paying it does not make sense did you get any results no results at all i didn't even get one customer coming in so i said okay no big deal yeah i'm sorry to hear that that actually does suck how many how many agencies did you work with two two different ones how long ago was that i don't know if it was last year or the year before okay and you know about the results that you didn't get did you feel like it was about what they said that they were going to do or something that they didn't do so what's the mistake you're making here jp or anybody can tell if you know kind of like assuming instead of just asking no you're not assuming yeah i don't really know what he's doing is he saying the answers repeat that one at a time yeah is he saying the answers for her no rowan i was saying that he was just boxing them into it's either this one or this one instead of just asking her what it was no what are you doing right so this woman and this is a very this is something you've actually got to be super super careful of um when you're on like these b2b calls especially is she's saying oh they were shit they didn't get me a result now jp's asking why were they shit she doesn't fucking know that's why she's hiring a social media team right but if we ask her like what was it was it the wording was it this now she feels like i'm the expert i know i know all of this so when you get to the end of the call she can be like i need to think about you know like i know how this social media works no you don't or else you would just do it yourself so you want to be very careful about asking into specifics of why it didn't work instead you want to say okay how long were you with those people if she says a short time you say well you mean you didn't really give them a chance right and you push back so instead of going like because the way you're going down is very much like yeah those agencies were shit but we don't know that right and the other thing too is she's obviously going to say they were just ass no matter what but we don't want her to start believing that she understands what we do to the level that we do because by doing that then she takes the frame and then she becomes the expert and the second they're the expert you're just but there you go george can we go around also asking her like what does she need to see different this time so she can make the decision based on that kind of but like at the same time that's a dangerous question because what she like you you run into the chance of them saying well i want someone who get me the results before i pay them like i want someone who isn't just going to promise me the world and expect this right so you end up in like a dangerous game of them boxing you in almost as a side because you know my intention you're right like using whatever she tells me in the pitch no no of course right so you can ask what do you feel like they were missing inside of their deliverables that you we didn't they didn't have what do you feel like would have been more useful for you what do you feel like would have gave you more confidence in their service and like stuff like that but you don't want to ask like where did they go wrong what could what could be what's the perfect thing you're looking for because then you fall into oh i want someone i pay once they get me results oh you know i need xyz guarantee and then you end up just in the the bin basically yeah right easy george how did you say that then to george i missed that first bit you're gonna have to watch the recording stuff so what's the right way to ask it so because you said don't ask it what they didn't do yeah what should you ask george asked what were they missing right but instead of that you say okay and when you work for them what do you feel like would what services or deliverables do you feel like they were missing that would have been helpful for you to see better results and then obviously put that in your pitch yeah because then you get the service and the deliverable service and a deliverable are different too what were they missing because then she says like ah paper lead and then you're just finished got it so what service are deliverables yeah especially in b2b where do you think that came from it doesn't matter what they do or don't if i don't get customers coming in from them then obviously they're not doing their job 100 and i'm just trying to understand what happened here right uh what kind of services did they do for you uh social media marketing so would it be more like ads or organic ads like ads on facebook and instagram and you know just stuff like that okay and you mentioned you got no results from that no okay she said about seven times she didn't get any results jp ask her once more i'm gonna lose my head like like especially when you're on a call like this right where she's already not really buzzing for the call you know like it's not like an organic lead where she's like i'm so excited to speak to you she's already kind of off so if we just keep and you got no results and you got no results she's like i've told you about seven times right so you need to be careful with repeating yourself too much on the same point but yeah i feel like the question would ask her right the burning question i have is how long did you actually work with those people for like each one because that's probably where it went wrong she probably just gave up after like a week yeah i feel like i got you know like a little loss or off track a little bit which is just like oh it doesn't matter what they what they were doing they just didn't give me the results and i was just like and after trying with those companies you did you try anything else you give up on trying what happened no i keep looking uh but like i still like people will call me up and say you know you're interested interested but of course i'm interested but if i um don't uh have any faith in what they're doing about marketing then there's no point in doing anything and i would know if i if i don't get any customers i know that this is not working for me yeah 100 completely agree with that and if you were to find a company that shows you exactly what you're looking for would you be open to starting i'd just ask you like so why you made the call with us like what drew you to what we do what was it about our um company our marketing that made you think these guys have this so what you want to do here right is you want to assumptively close her on the fact that you guys are different and she's already seen that right i don't fucking know she has i don't know what your market looks like right but i'm gonna assume that she's seen something different if she's booked a call right because if she's been burned that many times and she's still turning up to the call with you there has to be something she's seen that she's gone you know what these guys could actually maybe get me there so i'm going to say and i completely understand that what's this chick's name lena look i completely understand that lena and when it came to working with our company what did you see from us or what did you see yeah what did you see from us that made you think okay these are this is going to be the guys who are going to get us to xyz and then she says something you're tying her into you guys being the thing that gets you to xyz and it's also building up trust with your company she didn't even really say anything but now she said that and she's giving you that tie down of yeah you guys can get me there right and then you can use the momentum off the back of that to push her more towards buying i know you had bad experiences before oh yes i'm still my search is still on i'm still trying to find a company that's sincere and they are actually doing something about social media marketing yeah for sure that's that's very beautiful and so that's very beautiful like what the fuck is that just was whatever bro i'm adding that to the course midway through you gotta hit them with that that's very beautiful what you got kieran what are you about elsewhere like the next best question here correct me if i'm wrong but it's like cool and what what exactly are you looking for when it comes to social media marketing agency and get her to sort of open up about exactly because ultimately like obviously it's results right but like in terms of like what she's actually looking for in terms of getting the results is that him or is that me oh bang get fucked make fun of my aberdeen wi-fi stupid cunt um no he is right to be fair it's actually just the case of like so right here exactly what i'd ask her is i just say okay and obviously looking for the company who is sincere and you feel like he's going to get you there what is your actual process for figuring that out what are you going to do to see who's a sincere company and figure out chance or she's going to say well i'm going to speak to people and then i'm going to take two days to do it right and then you can start to go into well why would you wait two days if you feel like a company's sincere and they can help you oh that's the way i do things okay and did you and the exact question i ask is i say okay and did you do that with the two other companies and she's probably going to say yeah i did that i did that you're gonna see that but like doing it here because the problem is you probably didn't get enough leverage here to where she probably isn't fully bought into you so it's not going to hit the same yeah exactly like your objections are only as good as your discovery if this isn't dialed in this straight point you can hit them with every reframe in the world but if they ain't really bought in like you ain't going nowhere i can get a little bit more detail about your pharmacies right you have two locations that's right yes okay and let's go into the tickets right what's like the worth of a customer for you over a year do you know that it's hard to say it depends if they're senior or if they are people who are young then they don't take medications if they're senior or if they're diabetic those are the ones who take medications so it's hard to say so I'm not interested in someone who's young obviously 55 plus would be a good fit for target yeah and for those customers that you like the most the older patients do you have any idea how much how many times they come per month per year they come four times a year for their medications okay and if you excuse me yes that's yours small thing never say I'm sorry on on a call facts bro nah i'm telling you bro oh yeah i thought about that when i was watching it yeah bro never say i'm sorry i'm sorry just say like my bad or don't even say my bad just say take your side bless you just get away from that i'm sorry and that that was beautiful get away from that jp let's say if you were to get around 20 to 30 clients that do come back monthly in that kind of situation what would that mean for your business it just means more business that's it yeah 100 and where you're at right now as far as like i thought i would have had yeah obviously but like for you as a business owner what does that do for you aside from more business i assume you aren't going to donate all of the extra money to charity right no why not though it's just more business like don't just accept that if they give you a answer like that don't just be like yeah fair off of course it's more business that's what i asked you right so like don't just fold on revenue you mind sharing that i'd rather not never ask do you mind sharing that because i was just gonna go no yeah i know shouldn't have said that bro you too your your people pleaser son you need to go okay that's completely fine it does help me do a better diagnostic here so i can like see now you're just fighting like you're fighting downhill no uphill i mean because now you're like no please give it to me like you just shouldn't decide if you don't want it right like so when you ask for the revenue just go and just roughly where are you at revenue wise like you just assume they're gonna give it to you because like the second that you allow them to think oh there's an option where i don't have to say revenue of course she's not going to say it right because she's not where she wants to be with the revenue that's why she's on the call 100 what would a better solution if you're open to that no i'd rather not i just want to know what services can you offer and how much yeah 100 right and i will do that of course but before i can do that first i got to understand where you're at right and if the range of services we offer depends on your revenue range i can charge you the amount that we charge the companies that we work with to do 10 million a month if you want but if i don't know your revenue how will my mana put where you're gonna go oh no i make 50k a month oh okay awesome then your services will be much better genius like you can very easily smoke that out and go like we have a bunch of different options depends on what you're doing if you don't want to reveal my revenue i'll assume that you're on the much higher end and those start anywhere from then you just say some fucked figure if you want and then they quickly go no no i'm about this range and then you're back down even help you that's well obviously the pharmacy has been there for so many years so it's doing well uh so um we're okay but of course uh we always want uh more clientele right yeah for sure you're okay but you want to be great right yeah yeah awesome and i have a note here that says that you're located near a doctor's office or a doctor building and uh you're going to be retiring soon is is that right then i just keep pushing like but back to the question like keeps rushing over like we don't know how much a customer's worth and we don't know what revenue we've got a clue on that yeah like we just don't have enough detail on this chick we just don't know anything about her business really except she runs a pharmaceutical and she has a garden that's like we're doing okay we're doing good and all that kind of stuff yeah but what does that specifically mean she can't be doing that good is she still working a job yeah fucking two businesses and you're still working a job fucking waste of time yes and is that affecting your business in any way uh not yet but when they retire it will okay and do you have like a system in place to be ready for that moment no it's in the works we're looking at some options okay and would you consider that getting started with social media or something like this so when they say i'm looking at options that's a polite way to i've done nothing and i ain't done nothing about this so what i always say is i say oh okay awesome what's your timeline on getting that set up let's go i'm not sure okay well what are the options that you're looking actually they have a timeline oh well you know i've just like looked at a few things online okay so you don't have much options you've just been looking around yeah like you get away from that options bullshit like no yeah right nine times other time it's going to be i've done nothing but i want to pretend like i have and the more detail you ask for over that the quicker that just unravels would be part of that system to be able to get you new customers or even maintain those yes okay and that sounds pretty clear and as far as like goals for you right do you have any certain amount of goals that you have for the pharmacy again your questions are too friendly do you have any goals what human do you know without goals jp none yeah i was just being way too soft to this call dude yeah and i don't know why bro if i'd open up the call and she was sat in her garden i'd been the opposite of soft i'd have been fuming so yeah like off all that soft bro and so i actually asked fucking questions you want it to be specifically no no i don't have any goals that's it i got no goals i was like what the fuck dude no wonder you're still working a job like what the fuck are you doing my only one goal is to grow customer base okay so just get more customers right that's it and you mentioned that the customers that you're looking for the most for the older people how long has that been your only goal oh for like four years okay and how's that gone for you Not very well. Do you feel like maybe it's because you don't know what you're working towards? Do you know, maybe you feel like it's because you don't know your goal. So let's put one down together. What is your goal in the next six months? How much do you want to grow your customer base by? What size is your current customer base? How much do you want to, what percentage do you want to grow it by? And like, we need to get her on tangibles, right? Because like this woman could either run the smallest pharmacy in wherever she is or the biggest pharmacy in the world. and we would have no idea i'm gonna presume it's not the biggest but like you never know yeah since that do have medications that they need to come and grab over the time okay 100 and as far as stock right how's that going what do you mean have you been getting more stock lately less how's the business going right now let's say the last three months it's fine like it's business and like because earlier on in the call you've not forced her to give you you any good answers she's just going to continue to give you it's fine it's all right you know can't complain what do you do tell me about what you do it's fine it's okay tell me about what you do and like that's why it's so important to get rid of that straight away as usual okay and to get your customers right most of your customers where do they come from right now they come from doctors clinic next door and in the nearby areas like local community so yeah so local community a lot of referrals from the doctors right word of mouth that type of thing yeah do you have any percentages that you could know about how many of your customers come through the doctors how many don't uh doctors i would say 80 of our customers come from doctors 10 are word of mouth and 10 is just local community okay and and the doctors that you're saying are the ones that are located nearby right yes that will be retiring soon yes yes and so i mean it's just a little surprising because it seems like the biggest part of your customer acquisition right come from the doctors that might be leaving soon right so in this moment would you say that you're preparing for when that happens would you say it's a concern that the fact that your biggest customer acquisition is about to disappear like again you're just like you're being too nice what would you have said there that i would have said i would have said and obviously with those dogs retiring is it not a huge concern that your only source of acquisition is about disappear yeah it is okay so how urgent is it for you to get another way of customer acquisition in place oh super urgent okay and what's your timeline for that oh you know like we're gonna have a look around why do you want to have a look around i thought this was super urgent right and again i'm tying her to the urgency i'm building intent and i'm also making her realize the gravity of her situation be able to get the best outcome yes we're trying to look uh for doctors to fill that clinic so okay 100 and the team that does that so yeah and when it comes to the you know doctors retiring soon would you say that like right now is it time for you to take action and build on social media or any other marketing so that you can stay stable well doctors or no doctors i've been wanting to do marketing through social media anyways yeah 100 but you mentioned that you've been wanting to do it for two to three years so i guess my question is why she's probably going to say yeah but i tried with those two companies and they were shit i know um because everything is now ai and all of this stuff so doing canada post flyers i it's doesn't work now that's okay okay i'm just understanding right so it seems like your business is stable there will be some shifts coming soon but you're looking to be ready and prepared for that and right now is a good time for you to get started with social media is something that's actually gonna help you get new customers all right right sounds fair okay so it sounds like you're a very good fit to work with us based on everything that you said I feel like we can help you out a lot if you don't mind you know I can show you what we do right now okay and you can tell me how you feel about it okay okay all right who the fuck's that this guy i don't fuck yeah he was there before too at the start of the call but most importantly if you want to skip to the price it's at 30 35 30 35 go for it ben bill as well because everything's been very surface level and we it's like she just wants to get off the call all she wants to know is the price it's like that's i think like every single answer is just so surface level from her and she just wants to be short and sharp and she doesn't want to want to say too much because i think we've not digged enough i don't know it's out six to eighty clips that you'll be posting in three months now man 12k for the initial setup yeah bro we do offer a discount i'm not expecting that pay that for free you got to see the results dude thousand for the first months and 12 000 for the next for the six months but we do have an offer in you lean i'm sorry we do offer 30 discount if you like what we have if everything sounds good and you're ready to proceed on a call we can't offer you a 30 discount on the total price for either package or if you say pedro i like it but i need more time i'm not sure we can still grant you 10 discount for the next three days and afterwards five percent right this is what the prices will be looking like after the thirty percent so for six months eight thousand eight hundred three months six thousand three hundred right okay so do you like it how do you want to proceed um i have to think about it okay and what exactly do you want to go ahead and think about just see if i can help i just want to see where's your tie down boss i did it after that ah it's not my bashing son where's your tie down bro where's your do you feel like this will even work for you the 8.4 k do you even feel like we're gonna get you a million views no i i did do like a tie down before the price and then i'll be going back to that how many times son i can tell you all about disneyland but then if i shoot the dog before we leave you ain't remembering the fact how exciting disneyland is right so just always tie them down uh if i just have to think that that price point is going to bring back uh bring me new customers yeah 100 and that's a fair thing that you could want to go and think is it what's the price point gotta do with what's gonna bring your customers nothing right so you got to separate the price and separate the product because what's going to bring in the customers and the price is the product right yeah so that's again right so now like if we if we rewind 45 seconds when i'm talking about the tie down and then you ask that same question what could she have not said what she just said right there right she couldn't just say well i gotta think about if the price will get me the result because she would have already told me that the product will get her the result right so now i get into what actually is which is probably that she's like that's way more than those other guys were and then we're in so would you do the tie down like right after the price or right after the objection right after you have any think about it okay because i want to isolate that think about it right and then i want to uncover what's behind that think about it because if it's a problem with a product i want to deal with that straight away before i start trying to figure out what she needs to think about because now she's saying oh well will the price get me those customers i don't know if that's the product i don't know if that's the price i don't know what that is right whereas if i deal with them one at a time i can get there much easier all right but when it comes down to what i've shown you right the results that we have gotten and if it was you getting million view videos do you feel like you can convert from a million people a hundred to go to your pharmacy it's hard to say why so uh like it depends if it's just young people looking at so instead of going down the roof do you feel like you would convert i'd ask do you feel like we can actually get you to the point of having a social media that's getting millions of views per video oh okay because i was just trying to tie down to like the the roi right yeah but you're gonna get to that after but you need to get the initial commitment which is yeah you can get me those views right because now we're objections like oh yeah but what if they're just young people watching it right yeah so like now you're getting again right we're getting into the product which we should have got out of the way already and it's not gonna yes and this is exactly why we have the onboarding form right you can write down right there you're trying to focus on other people and so we're able to target exactly the person that you're looking for so my question to you is if we're able to get you an extra 20 30 customers a month the ones that you're looking for most importantly would this make sense for you okay so what happens if it doesn't uh if i don't get that many customers well we don't guarantee customers right we guarantee no but they're that many like if there's not that many people viewing it then then what yes so this is why we have the guarantee right this never happens but if we don't achieve at least one million views for you you get a full refund right and that's in a contract okay so how would you like to proceed you know i have to think about it i need 48 hours to think okay that's completely fair i'm not trying to push you right but never say that never say that i'm not trying to push you but i'm about to push you right just push them like a guy and you're trying to be too nice too polite like i'm not gonna push you but that i'm about to push you right and then they just don't believe a word you're saying yeah bro biggest takeaway stop trying to be so nice bro i will have to let you know that this 30 discount that we have only applies for right here on the call with me today never ever ever just leverage this too it's the most salesy thing on the planet right so like you can tell about the 30 discount cool but if their objection don't go but you're gonna lose the discount you're gonna lose the discount you're gonna lose that's like 1950s car sales like don't do that because then they just they ain't interested anymore okay and you're fine with that okay i'm fine with that okay absolutely and just putting everything aside right now you know thinking about it the price just about the service right do you actually feel like what we have is going to solve your problems and get you more business um it's it's if you're going to say solve my problems tell them the problem do you feel like it's going to solve the problem of relying solely on the doctors bringing you in clients and not being getting as many clients as you want to yes why like so you tell them their problems right so that they know what they're agreeing to me it's got good chances that it would and why would you say that um just because like it's you're bombarding new you know every day and so it's worth a try exactly do you want to go ahead and get started i respect it sure shoot man no i need 48 hours to think okay and when you go and think about it what might come up that would stop okay and over those 40 hours what is that process going to look like just to see if i can help in any way is there anything that i can send you give you in the meantime to help you make that decision oh yeah if you could send me some testimonials okay and what is the reason that you're looking to get those testimonials oh because i want more trust i want more certainty i need to make sure this is worth the money okay why do you feel right and you can overcome that by asking what that process looks like what they need to see what they want what they want out of that 48 hours and then you can actually understand where the the objections coming from what it means etc etc from moving forward return if there's like if i i think there's no return then uh there's you know it's not worth it right even if it's free yeah 100 so honestly the return right it doesn't come down to thinking about it i've shown you exactly what we do right here and you also know exactly what's going on with your business right well i'd ask her right i just say right now it's like right now do you feel there'll be a return yeah okay so how's that going to change in 48 hours it's not okay so what do you actually need the 48 hours for just doesn't make any sense so as far as the return we can't guarantee the views we don't guarantee customers because we don't handle handle your sales process right right we do the marketing side but this is more about what you feel that works for you uh-huh and based on what we have dr. hazy that sold over a million dollars in her skincare brand do you feel like those results might not work for you is that what's going on exactly and what's behind that well her stuff is different and my favorite okay so I'll think about it and we can touch base in two days I mean we definitely do that you know it's just something that you know it comes up for me is that you have those doctors retiring right now two nights yeah like the biggest thing here right jp is like at this point all you need to be saying is just what are you going to do in those two days what are you actually going to do with it like what are you going to do in that time what are you going to do to find what you're looking for like and how can i help you get there because then that lets us understand the objection way more because like right now like i don't actually know what the fuck she needs two days for it's kind of just a ghost yeah yeah i think i kind of just went into that a little bit right right there and she's talking about like she goes back into she's been burnt before and she wants to make sure that we're legit and this and that and i was like well if if making sure that we're legit is such a big thing for you i imagine you would have already done your research before hopping on this call right she was like yeah but i did it again right so this is what i was talking about earlier with why the discovery is so important is because when she brought that up we should have went into that more right we should have dug more into that we should have uncovered what she was looking for why she felt like you guys were different all of that because it was just a case right if you got to the end she didn't really feel like you understood her business because we didn't right and she didn't really have that trust built especially drop fucking eight bands with you yeah exactly yeah i feel like the discovery is just i didn't get enough out of it and it's more just because i i was taking her answers you know i shouldn't have let her say yeah you're just gonna give her any pushback but you need to give her exactly you have to so yeah there you go uh blad i've got your call next bro what's the story with this thing yeah yeah most recent one most recent one

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