Joe Troyer: Okay, whether I helped you and I trained you, I gave you this script, right? Or whether you did it for yourself, right? It doesn’t matter. Okay. Have you sold a pay per call deal? All right. Lots of twos. Okay. Great. So I wanna teach you guys the top angles that we have used to sell pay per call. Okay? And I just wanna zoom out, okay? If you’ve been in our pay per call mastermind, this isn’t a pitch for that, right? But if you’ve been in there before, I give you literally the scripts. Here’s email scripts. Here’s phone scripts. Here’s everything, right? Complete A to Z.
Joe Troyer: But what I don’t do so much is zoom out and really talk about why we use the angles that we use. Okay? And I think that that is uber important, because if I arm you guys with the angles, right? Then you guys can start to use your brains and come up with more ideas, right? But if I just give you the scripts and you just roll in like a crash test dummy and you’re just saying the words, you don’t really understand the context, right? That’s not going to quote unquote teach you to fish, right? I want to teach you guys to fish. Give me a three if that makes sense. Does that make sense, real quick? What’s up, Chris [Weiss? 00:01:17]? Good to see you, homie.
Joe Troyer: All right. So I thought it would be really cool to share with you guys the pitches, the angles that we use for the pitch, so. And I’ll throw you a couple of curve balls here, all right? So when we send cold emails, how am I gonna organize this on the screen? Let’s just do this. So when we send cold emails, basically the way that we come across in the angle is that we’re just an expert in the niche. We talk about basically the formula goes something like this. So we talk about a problem. We show a case study that kind of shows that we’ve been able to solve, right, the problem. We talk about the solution, right? And then we ask if they want to talk to us. Okay.
Joe Troyer: So it’s really that simple. That outline right there. That high level outline for cold emails has generated literally hundreds of thousands of booked appointments in pay per call. Okay? Seriously. And other protocols, too. It doesn’t just work for pay per call. So if you’re joining us today and on the odd chance you want to send some cold emails, but you don’t want to do it for pay per call. Use that. Crushes it. Works like gangbusters. I know it’s simple, but it works so well. So an example of this, a real life example, let’s just walk through and I’ll give you guys a real life example. We’ll kind of spitball it, if you will.
Joe Troyer: Say we’re going after a restoration and water damage, one of the biggest niches that I have shared with you guys in the past that we have crushed it with, generated 10s and 10s of thousands of phone calls in the water damage niche and you guys have just, our community has crushed it in that vertical, as well. In that vertical, the big pain point for restoration and water damage companies is that it either quote unquote rains, right, or when it rains it pours. There we go. When it rains, it pours. Okay, so it’s either like dead or there’s a lot of work, okay? So consistency for water damage companies and restoration companies is a biggie. They don’t have consistency, right? It’s like it’s slow and then it’s all out hell. The phone won’t stop ringing. They have too much business. They’re turning it away and they’re losing money. Okay? That is it’s like feast or famine in that space all the time, okay? So the big problem is consistency, okay?
Joe Troyer: So if we were reaching out to someone in water damage, we would talk about that problem, okay? “I know in water damage, okay, the biggest issue that I see when talking about water damage companies like yours every day is the consistency, right? Being able to grow consistently and get leads consistency is key, okay?” Then I go on to share a case study. In fact, in Miami, last week, for ABC client, we were able to generate two calls a day on average for the last seven days, okay? And then we would say, “We’d love to work with somebody like you. Do you think this is something you’d be interested in?” Right? Like it can be literally that simple. Okay. “Could we help you get more consistent leads? If so, let’s chat.” Guys, it’s literally that simple.
Joe Troyer: I’m doing that niche now. Hey, hey, hey. Can we use recorded calls to show it’s real? Of course. You’ve just got to give consent or get consent, so you need to say on the recording of the call before you start recording that you will be recording the call. You can look that up. Some states are one party consent, some are two party consent. You can look up that. You just need to know what to look up. So look up like phone call recording party consent and you’ll see what state you’re in, et cetera, and that’s the legalities of it. So give me a four if you guys could write a cold email write now to go pitch some pay per call based upon what I just shared with you guys, right? It’s literally that simple. Again, not just for pay per call. This is what I call the expert formula. This is my cold email expert formula. It’s just the type of email that I use, right?
Joe Troyer: So often when I go on a niche, when I don’t really have any offers yet, I haven’t figured out everything. It’s just like, yeah, I want to start working with this niche, right? Oftentimes, the first angle that I’m gonna use is the industry expert, okay? Which we just went through. All right. So the next angle … Where are my notes here? Do do do do. All right. So the next angle, so directly to the customer. This could be cold email or cold call. The other kind of angle that we use in pay per call that we’ve had great results with is just saying, “I have customers looking for a … ” and then whatever niche you’re going after, right, as a foot in the door. Okay. “So I have water damage customers looking for a restoration company to help them.” Right? That angle and then basically again, “Is this something you’d be interested in? Can you take on more customers? If so, reply to the email. Or if so, can I speak with whoever’s in charge of marketing or production?” That’s it.
Joe Troyer: Okay. So here’s an example and again this can be done via cold email or via a cold call. Give me a five if you guys understand the direct to customer approach, this second approach that I’m sharing with you guys right now. Okay. This works again cold emails or direct to customer. “Fucking love it,” Andrew says. I’m glad you fucking love it, brother. If I’ve already given more value than any other pay per call training that you guys have purchased or went through in the past, give me a one in the chat. That would be great. Ba-dum-ch. I know people out there selling 500, 600, 700 dollar courses that aren’t even as good as this. Just sayin’.
Joe Troyer: All right, so. Next up, okay, is the referral method. Okay? So, with the referral method, if I could spell right. Referral metod. With the referral method we do basically the same thing that we have here. We copy and paste. “I have customers looking for a … Can you recommend a (niche) who could handle extra business and would actually answer my clients’ phone calls and do a great job for them?” All right. So let me tell you how this works. Okay. The referral method, folks, I don’t care what niche you work in, this referral method could work. So basically what you’re gonna do is you’re gonna target. I’ll show you. Do this. You’re gonna target businesses who already do business with the niche you want to target. So let’s say you’re working with roofers. You call up roofing supply companies, and you’d say, “Yeah, hey, Ryan, I have customers in the Atlanta area who are looking for a roofing company? Could you recommend three roofers who could handle the extra business and would actually answer my clients’ phone calls and, you know, do a good job for’em?”
Joe Troyer: And they’re gonna say, “Yeah, we don’t do that. We’re a supply company.” “Yeah, yeah, I know, Ryan. But could you … ” And then just ask the question again. “Could you recommend three roofing contractors who could handle the extra business and would actually answer my clients’ phone calls and do a great job for them?” Nine times out of 10, they’re gonna give you a referral. Nine times out of 10, they’re gonna give you a referral, okay? So in this example, you could do like supply companies, okay? So if we’re doing roofing, a roofing supply company. I was just at and I talk about this on all my AMAs, because I’m always there, I was just at a cryosauna place or cryotherapy place. Their vendors are the people that sell them the units. Their vendors are the people that the actual freezing machines themselves and then also the gas, right, they use to freeze. So it would be those two vendors, for example.
Joe Troyer: You could target, as well, you could work with people, you could work with other marketing companies, right? That already have this niche as a customer. You could work with print companies that focus on that vertical. You could work with software companies, right, that specialize in the niche that you’re going to target. Does this make sense? Give me a four if this makes sense. Jason Ma says, “I can’t believe you’re sharing this freely.” Shh. This is it, folks. This is it. I’m going to teach you how to do this shit. There isn’t any reason that you guys, by the end of this call, whether you’ve sold a pay per call deal or not, can’t go sell a pay per call deal today or tomorrow, okay? And if you’ve already done that, and you’re looking to scale, I’m gonna teach you guys how to do this shit the right way so you guys don’t sell deals that will fall apart as soon as they’re signed. That shit happens all the fricking time. Great idea.
Joe Troyer: So, Isaiah, I just want you to know I appreciate your comment, right? Great idea. But this isn’t theory. We’ve used this, ourselves, in house, to generate a shitload of appointments with local business owners to sell them pay per call in other services. I’ve also taught a lot of you guys to do the exact same thing and you guys have scheduled a shitload of appointments with local businesses following literally, word for word, the strategies, okay? What I’m doing now is kind of zooming out for you guys and teaching you guys the angles, okay? Teaching you guys the angles. I want to teach you guys to fish, right? I want to teach you guys how to do this. So if one of them stops working, you can very easily adjust and come up with another script.
Joe Troyer: Sorry. I muted myself. I was coughing like crazy. If you guys can hear me again in the chat, let me know. Give me a one in the chat. Whoo. While I almost pass out right in front of all of you guys. Oh, man. All right. So these angles, if you just swipe and deploy, build you a seven figure business, no problem. But I want to help you guys take it past that. Not only want you guys to be able to sell, but I want you guys to be able to retain. And I’ve learned a boatload about retaining customers. And retaining customers often comes down to how you sell. Does that make sense? Give me a two if that makes sense. Give me a two if you guys understand that retaining customers often comes down to how you sell in your sales process. If you’re having audio problems, try signing out, signing back in, or just changing the audio, right? Go to, you know, dial in over the phone and then switch it back.
Joe Troyer: Okay. The number one quality control issue with customers leaving and quitting int he first 30, 60 days, the number one issue is how you sold the deal, okay? So we call this selling with quality, all right? And when we teach people a sales process, there’s things that we teach in the sales process that we gotta make sure happen. Things that customer agreed to, that the customer understood. The expectations that were set and if things are skipped and if things are missed then we onboard the customer, right, then the customer doesn’t know what to expect. They think that they’re getting their first call tomorrow, when it could be two weeks from now. That alone can be a disaster and a reason that people call up and say that they wanna quit.
Joe Troyer: So you should have a checklist that you run through, okay, whenever you’re onboarding a customer or a salesperson of yours is onboarding a customer, that is simply all about checking for quality. Does the customer knows this, do they know this, do they know this, do they know this, do they know this, right? And all those things that they need to understand, in order for them to have a good customer experience. And I don’t mean that you hide it in a contract, right, and then they don’t see it, right, and then they get mad and they want to quit anyway, right? Like we want to avoid that shit, okay? So one of the things that I would recommend, if you have a couple people doing sales and then you have somebody on your team onboarding customers, that when your onboarding person brings them into the system, that they go back through that quality checklist and make sure that the person understands each and every one of those points and that will extend the lifetime value of your customer two times, even three times, all beside itself.
Joe Troyer: And that isn’t just pay per call, right? That’s selling any services in general. Give me a four if that was valuable. Give me a four if that was valuable. I don’t care what kind of B2B business that you have. You should be doing this. You should have a checklist to ensure that you’re selling with quality, okay, and you should take that list and you should use it in onboarding as well to make sure that you’re onboarding with quality. Now. If it’s just you, right? If it’s Jennifer or Carrie or Tammy and you are the salesperson, right, you’re the person that’s onboarding the deal, you’re the person that’s doing your monthly check-ins or reporting, right, then you don’t need that. Okay? But as you start to scale, you’re gonna need these systems and processes and really as an entrepreneur wearing all the hats, trust me when I say putting a system in place is gonna make your job a whole lot easier.
Joe Troyer: All right. So. Back to the slide deck, since I completely got off track. These are the top angles to sell pay per call, okay? Looking at all of my pay per call deals that I’ve sold and that I’ve helped people sell, though, there is a problem. There is a problem. And I want to talk to you guys about the problem that I see. And it’s not just me and how I do it and how I’ve trained on it. It’s how everybody talks about it.