Sales Call Framework:
- Small Talk
Hey {Name}, how are you?
How was your weekend?
Where are you from?
- Set expectations
Let me explain quickly how today’s call will go: I’m going to just start by asking you some questions about your business and your application, which I have here, and then if it sounds like we’re a good fit, I’ll explain what we do and how it works. Then, at the end, if it makes sense, you can make a decision whether you want to be a part of it or not. Sounds good?
- Identify why they are here
Awesome {Name}, so can you tell me what motivated you to take the time out of your day and schedule a call with us?
Ask follow up questions - eg. How long have you been dealing with this?
- Current Situation
What’s your main revenue stream at the moment?
What's the return on that like?
What’s your current monthly revenue?
- Desired Situation
Where would you like to scale that to in the next 6 months?
What have you tried so far to accomplish that?
How long did you do that for?
- What is stopping them?
Okay {Name}, so you're correctly making X per month and you want to get to Y per month. What’s stopping you from achieving that on your own?
- Pitch
Okay {Name}, we can definitely help you with that. Would you like to hear how our services work?
Have 3 main points in your pitch:
We’ve seen that there are 3 things we offer that make clients successful:
- Content Creation - we’ll create 20 videos per month for you using our exclu=sive influencer network
- Organic - we’ll edit the content we create and your existing content and post on TikTok organically
- Ads - we’ll use the content to launch and scale TikTok Ads and give you CRO support including installing upsells if you don’t have already to increase the AOV.
8. Price
Don’t say the price until they ask you.
How to structure deals
This will vary from client to client and their monthly revenue. You can set your pricing based on the value you bring to the client.
I recommend charging a blended fee with a performance model: eg. fee + %ROAS
Here are some broad estimated on the retainers you could charge (But DO NOT get limited by this, charge what you think is fair):
- Ads Only = $2-2.5k per month + %ROAS
- Ads + Content Creation = $3.5-5k per month + %ROAS
- Ads + Content Creation + Organic Management = $4-6k per month + %ROAS
- Ads + Content Creation + Organic Management + CRO support = $5-7k per month + %ROAS
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