Now, the first step I have for you today is very, very simple. All you have to do is figure out how to get to your goals from where you are now. So let’s say you want to get 30 SMMA meetings a month. So, give or take, that’s about one meeting a day that you know you need to set up now, instead of just thinking, “Okay, I want to set one a day, let’s go out and do outreach.” I’ll do ten today, twenty tomorrow, and fifteen the next day. That’s not going to work very well.
You need to know your numbers and then figure out how to get there. So, if you know you need to set up one meeting per day and you know that for every three responses to an outreach message, you probably set up one meeting. So now you realize, “Oh, I need three responses a day to set up one meeting a day.”
Then you might ask, “How much outreach do I really need to do to get those three answers?” And you may know that about 10% of the time, people answer. So you know you need to reach out to 30 people every day to get the three responses you need to set up one meeting on average every day.
All of a sudden, you’ve turned it around so that I can’t just say, “Okay, I need to set one a day, or I’ll go crazy.” And it will happen less often and in different ways each day. You know, you should always try to reach out to 30 people every day. So, again, if you’re consistent and stick to it, you know, just by the law of the data you’ve been working on, just by keeping track of those numbers, you know, on average, if you do 30 outreach calls a day, you’ll be able to set up one meeting.
So, once more, this is very, very important. So, I suggest that you know how many people you have and mix and match that with your favorite ways to reach out to people. If you know 30 different ways to reach out, Upwork will get you three responses in one meeting. When a boom happens, that’s it. So, there it is, that’s your plan. Hit 30 on Upwork every day, on average.
If you want more than this, it’s clear. Just do it. Hit 60 a day, 50 a day, make some cold calls, or do anything else you want. That will, of course, be extra, but at the very least, you need to hit 30 a day. If you don’t, you won’t hit the target. So, that was just my first piece of advice. Try to work backwards from the numbers. You don’t just want to know, “Okay, today I want to set up X meetings.”
You need to work backwards to figure out how much outreach you need to do every day to make that happen. Now, my second tip for you today is a very easy way to set up more meetings. It’s enough to just ask for a meeting in the first one to two messages you send to your prospect. So often, people drag out the sales cycle and process, and they won’t try to set up a meeting until the fifth or sixth time they talk to the customer. Why?
You know, if you do some art or an outreach message on Upwork and someone responds to you, that’s a response. Don’t wait until message six to ask for a meeting. Do it at the latest in your first message. In the second letter. Try hard to get that meeting. Okay, great.
Are you available to talk on the phone tomorrow? Ask for it. Because the sooner you get them to agree to that meeting and show up to it, the more likely it is that you will actually close the deal and, of course, the more likely it is that the meeting will happen. Trust me, I know what will happen if you wait six days. When business owners are busy, they forget about other things. Someone else might have gone up to them and asked for me before you did. So hurry. Ask for a meeting with your prospects in the first one to two messages you send them.
Now, the next tip I’m going to give you is also very simple, but it’s so effective. You want to make it easy for your prospect as much as possible. Do pick up the phone and set up a meeting. The last thing you want them to think is that you’re going to try to sell them on that call.
They believe me. Prospects won’t want to talk to you on the phone if they think you’ll just try to sell them something. They don’t want that, so make it easy for them. I’ll show you two examples of the best way to do this. First of all, okay, are you free tomorrow so we can talk on the phone and I can tell you more about our services and then we can move forward and work together? Or, are you available tomorrow so I can give you some ideas? I’d be happy to tell you more about it. Again, I’d love to give you some ideas about this one. That’s not salesy. I’d like to talk about some ideas. Let’s see if we work well together, it’s a lot easier for them to say, “Okay, you know what?”
I’m not going to buy from this guy. I’m going to pick up the phone. I’m going to learn something from this, since he wants to share some ideas. I’ll find out something. You need to put yourself in the shoes of both you and your clients or prospects. If you know you’re going to be sold something when you get a cold call, you won’t pick up the phone. You won’t accept it even before you answer.
Or, if you think someone is coming to the table to give you something for free, you’ll definitely pick up the phone. The same goes for your prospects. So, to keep things simple, just keep it easy. Don’t make it seem like they’ll be forced to buy. Make it as easy as possible for them to just answer the call.
Now, the last thing I can tell you about making more appointments is very simple. It’s my big idea behind social media marketing that I always push on this channel. Okay? I believe this more than anything else: you should focus on leads with higher intent. If you want more meetings, you should focus on leads with higher intent. And what I mean by this is that if you make a cold call, you don’t know if you’re going to talk to the business owner or a decision maker. You’re probably going to talk to a gatekeeper.
Then, based on that as well. You don’t know if they want to do social marketing or not, and they might not be able to pay for it. There are a million of them. They don’t have a strong desire to buy, so you should focus on leads that do. They are ready to act right away.
They want to know more. This will lead to setting up more meetings. So this could be a site like Upwork or a site that helps people find jobs. People are actively looking for help with social media in these places, which means they want to work with someone. When you ask for a meeting, your chances of getting a yes are obviously much higher than if you just called or sent an email out of the blue.
So I highly recommend that if you want to close and have, say, a meeting a day, you focus on those higher intent leads. This will make a huge, huge difference because all of a sudden, instead of having to do 300 outreaches a day to set that one meeting or, say, a hundred hours a day to set that one meeting, you may only have to do 30, 20, or 15 in a day.
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