# How to Acquire Your First Make.com Automation Customer

## Метаданные

- **Канал:** Nick Saraev
- **YouTube:** https://www.youtube.com/watch?v=6EDWkFlxRWI
- **Дата:** 02.03.2024
- **Длительность:** 36:39
- **Просмотры:** 30,306
- **Источник:** https://ekstraktznaniy.ru/video/12814

## Описание

Here's a simple, straightforward guide detailing how to acquire your first automation customer. It involves three lead sources that I and many others have used for success, along with a high level overview of what your sales process would look like. A detailed breakdown is here [https://1secondcopy.notion.site/How-I-d-Acquire-My-First-Automation-Customer-in-2024-458ee1f6fcd24e63900ea7ed4a32ac79?pvs=4]

WATCH ME BUILD MY $300K/mo BUSINESS LIVE WITH DAILY VIDEOS ⤵️
https://www.youtube.com/@nicksaraevdaily

JOIN MY AUTOMATION COMMUNITY & GET YOUR FIRST CUSTOMER, GUARANTEED 👑
https://www.skool.com/makerschool/about?ref=e525fc95e7c346999dcec8e0e870e55d

WHAT TO WATCH NEXT 🍿
How I Hit $25K/Mo Selling Automation: https://youtube.com/watch?v=T7qAiuWDwLw
My $21K/Mo Make.com Proposal System: https://youtube.com/watch?v=UVLeX600irk
Generate Content Automatically With AI: https://youtube.com/watch?v=P2Y_DVW1TSQ

MY TOOLS, SOFTWARE DEALS & GEAR (some of these links give me kickbacks—thank you!)
🚀 I

## Транскрипт

### Intro []

what's going on everybody it's Nick here and in this video I'm going to show you exactly what I would do if I were in a lot of your shoes and I wanted to get my first automation customer within a week or two if that sounds excit you're interested in let's not mince words see you in the video okay so first things first I'm not only going to be teaching you uh the lead sources that we're going to be using in order to acquire these customers uh the stuff to say during a sales call some of the systems that I've alluded to in previous videos like proposals and whatnot but I also just want to give you a skill uh that more generally is going to stick with you or at least many of you who are early on in your business career hopefully for the rest of your guys lives a lot of people that start businesses or start these freelance outfits if you ask them hey how do you acquire customers 99% of them are going to say I acquire customers through referrals and if the only way that you acquire a customer is through a referral I hate to be the bearer of bad news but you don't actually really have a business you basically have like a side project or a side hustle I'd say the transition point between side project and like actual legitimate business or freelance or Enterprise or whatever you want to call it is basically when you can go out be dropped anywhere on the face of the earth I guess in this case anywhere on the face of the internet and then you know somebody checks back in with you a month you'll have a few customers under your belt the skills that I'm going to be teaching you right now are foundational they're really Scrappy uh they're not glamorous at all they're going to look and feel like [ __ ] a lot of you guys are probably going to be like what the hell is he talking about this isn't what I wanted to do but there were skills that make money and I know because you know I've made about million dollars over the course of the last 12 13 months just using skills like this as well as the skills that I've shown you guys in my previous videos so I want this to be authentic uh as straightforward as humanly possible and that is why I compiled a notion doc with all of this information hopefully people that are textual Learners can use this in lie of the video and then people that are video Learners can kind of use this in lie of the text but I'm just going to be using this as our primary source as we go through now the very first thing I'm going to mention is you do have to put in the work obviously dingding that's a no-brainer um if you do not do a few simple daily actions you'll never really get anywhere in sales we can automate systems as much as humanly possible but really like the super high leverage Parts the parts that um are actually like the most important bottlenecks in order to get you the business you do still have to do those on your own and so you need to make sure that you're willing to put the time and energy in to achieve the sorts of things that you want which is presumably some type of automation business or agency or freelance automation lifestyle where you can work from your desk or call from your pajamas um you do also have to be willing to spend a little bit of money nothing in life comes free certainly not your first few leads and so there always needs to be a little bit of risk if you don't spend any money at all you can still achieve everything that I'm going to show you and talk to you about today it's just going to be unnecessarily slow and it's one of those things where you could just spend maybe hundred maybe $150 and you could save yourself several weeks of time which in my opinion you know life is short we don't really have all day to get moving here uh and that's a trade-off that I'm very willing to make the last thing is you have to be willing to put your pride and your ego aside um this is going to be in direct contrast to what a lot of people talk about in this industry which is your pricing and everybody says you got to be pricing more bro 10x your prices right I think that's good bro advice but I think if you've never had your first customer before like coming in with high prices is pretty stupid and it's not really going to yield you the sorts of results you want um if this is your very first go of things you should probably price somewhere right in the average and then subtract 10 or 15% of it and then you should think of that 10 to 15% as basically being made up by the fact that you are freaking working with a real customer baby like this is your first real you know automation project the skills that you're going to learn here are going to be invaluable and you can always worry about raising your prices later so you do have to be willing to put that pride and ego aside uh keep your price low focus on gaining skills anyway now that that's out of the way how would I actually go out and and acquire a

### Agency Community [3:48]

would I actually go and acquire a customer uh pretty freaking simple you're going to have to talk a lot and get in situations where people see you as an authority there's several different ways to do so the first is what I would call an agent gency Community now if you sell Automation Services like if you're attempting to you know build crms for a living or um you know do email systems or that sort of thing your number one customer 99% of the time is going to be the marketing agency marketing agencies are notoriously poorly managed they're poorly run they're deliverable suck they have very poor customer acquisition uh and they're just like really manual sorts of businesses because usually marketing agencies and I say this not to harp on marketing agencies I mean I own a marketing agency for Christ sake you know my first three businesses are marketing agencies but usually marketing agencies don't really take much to get started and so they tend to attract lower common denominator sorts of Enterprises or at least people that don't really have money or time or project management skills or like the means to make things work in an automatic fashion and so that's really where the vast majority of your value is going to come from right you don't have to work with marketing agencies but odds are if you're watching this video you're probably going to be working with marketing agencies mostly so what do you need to get in front of as many marketing agencies as humanly possible and the best way to do so while also keeping uh your network small enough that you can actually go out and sell is with an agency community so what do I mean by agency Community well if you guys have ever been on Facebook and if you've ever typed in the word um well let's just do marketing agency Community invariably stuff like this will have popped up digital marketing agency owners help hiring and support marketing agency owners and uh smma influencers right digital marketing agency and this is just on Facebook mind you don't have to use Facebook for this but I'm just using Facebook as an example uh if you type these in you'll invariably see a bunch of these groups and they're basically like communities and support groups for people that run that specific type of business so in this case a digital marketing agency and the purpose of these groups if we go over to this discussion page I guess this one's private let's see this one also private there you go this one's public the purpose of these pages is basically the business owner needs help with something and they run a marketing agency they can lean on the expertise of a bunch of other marketing agencies they can request Services they can exchange things whether it's knowledge uh Dev uh developers deliverables y yada so you know it's meant to be sort of like an all path lead to success sort of thing um many is greater than one now in order to have these communities turn into a viable lead Source okay two things first of all we got Facebook groups on the one hand and then we also have things like slack communities um School communities and that sort of [ __ ] so this is just another example of a similar Community this is one run by somebody that's very near and dear to my heart Joe Davies he runs one of the most successful um productized SEO companies on the planet F show they make a boatload of money and I'll see if I can link him somewhere in the description below um but this is a good example of like one of these that that's off Facebook this is just called scalers uh this one is free so probably for the next couple of weeks if you watch this video and you want to join a community and kind of get a leg up this is where you do it um there are a bunch of slack communities as well there's one here called advise. Soo this is run by a brilliant guy Jackie cheu uh and basically it's just like everything that I showed you on Facebook is just on slack so anyway the reason why I bring

### Community Types [7:11]

this up is because there are two main Community types right there's these Facebook groups and then there's slack Discord and school groups now what you want to do if you want to get your first customer is you're going to want to go onto Facebook slack Discord school you're going to want to type like marketing agency communities into Google you know go through the list and just find a bunch some of cost money and you're just going to want to join between five 10 maybe 15 of them depending on your throughput and how much you can realistically do the ideal size is between 500 to 2K um you want to focus on agency communities that are slightly on the smaller side but still have enough people and you know enough of a sense of camaraderie that um you know you can quickly gain Authority and then all you want to do and I know this is going to sound stupidly simple to most people and most people may not believe me but this is all you need to do and if you do this and you don't make money then I'll I take it all back um all you need to do is you need to post constantly and show up every single day for a certain period of time I'm just going to say about a week maybe a week and a half and you need to be constantly just providing value every time that you pop up everybody in the group just needs to start associating you with simple easy solutions to problems that they suffer from I believe so strongly in this because I've done this a bunch of times and it's how I'm getting customers I mean if you think about it it's sort of what I'm doing right now I'm just providing in one lovely commenter's words a dummy amount of value every single day and it makes people really like me and want to work with me you know plenty of people already have just from this YouTube channel so you can copy and paste that and you can do this approach in a group and so what I've done is I've even written a template for you guys that you guys can use in your own way um feel free to copy and paste it if you want to although I'd probably change it and make it a little bit uh more specific but you'd go into one of these marketing agencies like this fellow here Jordan Steen is doing right and you'd copy and paste something like this that says hey I know a lot of people a lot of marketing agencies struggle with hiring I know onboarding crms here's a simple way that I saw somebody solve this problem and then you just tell them exactly how to do it because you're an automation solving problems in like a high Roi and low manual time and effort way is basically like your whole [ __ ] deal right that's the entire purpose why people like hiring us um I shouldn't swear because I'm monetized now apparently but um if you just do this every single day like set a calendar reminder every morning and at I don't know 8:00 a. m. wake up go through every group read through all the comments reply to a bunch of them and then make a top level post like this within a week or two you're going to have a bunch of people leaving you comments on your posts essentially just asking you to clarify getting you some questions being like hey you know how do you know how to do this hey like what systems would you recommend for this purpose blah blah and then all you do is every time you get one of these messages you reply to that message it's sort of like my little sop for when I was doing this you replied to that message uh then you know answer whatever question they have and then just DM that person afterwards on whatever platform you're on if you're on Facebook for instance you know you'd go in which one which group was I in this one here that is Mark Zuckerberg looking like an alien damn dude no way that's got to be a generated uh anyway uh you know you go in this is like Pakistani and I don't understand the language so I'm not going to bother with it uh but you jump into one of these groups you reply and then for every message that you get and you can see Jordan Steen the guy that probably runs this group he's been doing this for a while um every message that you get just click the person's name and then send them a DM and basically just follow up and say something along the lines of hey sure yeah you know in your specific case I'd do X Y and Z I'd love to walk through this over a call if you like give them a specific time because it's important to have a time let me know if you like to chat it does not have to be any more complicated than this the math works out really well if you leave let's say you do this every day for a week and you're in five communities you got uh I guess just five top level posts if you get just one comment on every post then you have 25 um comments or DMS that you can go through and attempt to solve people's problems in reality you're probably going to get way more than 25 like 50 maybe even 75 [ __ ] maybe you're so good and you're in such like a high quality group and you're leaving such uh such valuable nuggets of information you're going to get like 150 these are 150 leads and in order to get those leads you probably spent less than like 5 hours of your time there's probably no higher return on investment than just doing this because what you're doing is it's technically called knowledge Arbitrage you are uh leveraging your mind more or less and you're using the knowledge that you've accumulated watching my course you know reading the threads in this community working potentially with other businesses if you have that experience um and then you are selling kind of access to that knowledge because it's coming from you so technical term is knowledge Arbitrage I'm not going to get too much into that but um yeah it's very simple sop here that you can use in order to quickly start dominating agency communities now again a lot of the people that are reading this they're like hey this doesn't really sound that fancy like that Golden Nugget that you know I thought that I'd get watching a video called how I'd acquire my first automation customer in 2024 that's right because nothing in business is Golden Nugget you know there's no golden hen that's laying freaking golden eggs uh you actually just have to get in there and you have to do silly things that you know may not seem at the surface to be capable of providing all that value but just think through it logically right you are talking to business owners in your particular Niche you're providing them value day after day within a week tons of these people that check in every day are already going to start seeing you as an authority and by dming them all you're basically providing them an opportunity to get on a call with you and then actually take that to the next step so hope that makes sense very simple and very straightforward again couple of communities that you can use that I'd recommend jump on scalers it's a great Community for marketing agency owners and you know if you're doing automation you're now an automation agency owner so You' fit right in jum on um advise. Soo I think this is like 60 or 70 bucks a month might be more might be less I don't know but it's extremely high quality has really good agency owners in there as well uh and then if you want any more just type marketing agency communities maybe type slack or Discord or something like that and then there'll be a bunch more here I know for certain demand curve is awesome because I used to be part of them so now that you know how to work with agency communities what is the second highest Roi way to acquire your first customer I want you to know that I don't recommend you just do one or the other I recommend that you do all three of these in perpetuity simultaneously uh but any what's the second way that I'd recommend you getting out there and getting like an actual customer well it's through

### Platform Sales [13:39]

platform sales so I'd recommend you jump on upwork Fiverr now a little bit of rationale here if you're unfamiliar with the concept of buying uh the buying ladder basically anytime that you're doing any sort of sales you have to sell somebody on different levels of the problem and solution for instance if I am selling marketing through like payperclick ads let's say right uh so I'm trying to get people on the first page of Google through ads and I'm knocking on doors and I actually did this for like three years of my life it was terrible but you know I'm knocking on doors and the door opens and I'm like hey how's it going are you on Google ads yet there are many ways that person can answer that question but the most common answer to that question is what is Google ads and so the reason I bring that example up is because when you do sales and when you do it really well you start to realize there are different levels of buyer awareness there are people that don't even understand the problem and so if you want to sell people that don't understand the problem you have to educate them on what the problem is why the problem matters what the solution is why the solution matters and why they should pick you for the solution right you have to work through so many more levels likewise you know some people know what the problem is but they don't know what the solution is so in those cases you still have to sell them on what the solution is why the solution matters and why you are the right person to pick for that solution right it's just a shitload of work now contrast that with a platform like upwork or Fiverr if somebody's on that platform and they're making a request for a proposal they understand the problem they understand what the problem is doing to their business they understand the solution that they want most of the time because they're actually going to write it specifically in the request for proposal they understand uh why they need the solution and really the only thing that you have to sell somebody on the only tiny thing is just why they should pick you instead of the 50 other people that are lining up and so in that way selling on these platforms is actually way easier and way uh lower barrier to entry than selling anywhere else and a lot of people are going to think that they're too proud to jump on platforms like upwork that pay you know 30% of what you should be getting paid and I say a lot of those people probably don't make money because again in order to cross that hump and get your first few customers you do need to put your pride and your ego aside you do usually need to be willing to compromise and some that are important to you I've done it many other people have done it but it's just a part of life so what do you do first things

### Upwork [15:59]

first you're going to have to make a profile on upwork so I'm not going to do an entire upwork walkth through here but I am on upwork and I would recommend that everybody here that's doing this get on upwork very simple and straightforward business model all you have to do is jump on there you're going to pick through a variety of uh different like job types basically so back in the day I was doing article writing and I charge $52 an hour for it now let's say I'm doing marketing automation uh you'll see here that you know I put up my profile as AI developer and process automation engineer for make zapier gp4 and no. JS you see that I'm charging quite a bit for this um and then you have to write yourself a little profile you got to make sure you got like a good profile picture you got to make sure that you know um you optimize the hell out of everything that you can get a few reviews write you know a little bio selling people on stuff you can record a video if you want um if you're as charming and handsome as me then uh sure that's easy I think I'm wearing the exact same outfit you that's embarrassing I only own one shirt um but yeah you know make yourself a profile and upwork uh and then uh categories that I recommend are the scripting and then the marketing automation categories at least for this specific work that we're doing after you've made your profile you're going to want to apply to between three to five jobs per day um I'm going to apply or I'm going to recommend that you do a slightly different application method than most people will just write a big proposal template and they'll copy and paste that over and over again in order to apply to a job I don't recommend that you do that I think that that's sort of lame and that the best jobs that I've gotten on upw work have been really big jobs you know um and the way that I've done them is instead of me just writing a proposal I actually record a video just like I'm recording right now it's one of the reasons I love this format so much easier to explain things visually I'm using a platform called Loom which

### Loom [17:39]

if you guys don't know it's just like a very simple way um let me open this in an incognito tab so we can actually see the website it's just a very simple way to like oneclick Chrome extension and then record a video to document stuff uh and then just record a video basically trying to solve their problem um using the stuff that you see in the proposal text so for instance what I would do here if I was looking for Automation Services let's say I just type in Automation and then most of these jobs don't look super relevant to me here so this might be good if you want to be a marketing operations manager I don't really want to be client portal hosted on AWS no not really funnels and automations that looks pretty good this guy's using go high level so you know realistically you'd probably implement make there anyway I'd click apply now um keep in mind obviously the amount of money that you know charging and stuff like that um make sure to apply with the right profile by the way um I have like no money on my marketing automation profile because I have an article and blog writing profile and my dumbass has applied to a bunch of these like higher quality or higher um ticket jobs with my freaking General profile or my article and blog rting profile so and if you don't do that on upwork then it doesn't show up under the profile that you're attempting to apply for and you just don't really get as much Street Credit which you see is pretty important anyway um then you read through the job just like I'm reading through this right now and then you click Loom you introduce yourself and then you just run through how you would solve the problem that this person has and so in this case this person I don't know is linking some resource I don't know what this is so I'm going to be pretty careful with this it looks like they're running through a funnel um it's some type of like coaching funnel I guess for this woman called Rita Ridge I suppose um and then you know basically what I would do is I would record a video just walking through um go high level in my case I know what go high level is and how it works because I've worked with a variety of businesses with this platform if you don't you might want to look for a different job maybe I'd look at or show a few other funnels that I built that are similar if you haven't built out any funnels I'd probably build out a few maybe build one live over the video just to show them exactly how you solve the problem and ultimately I would come in a little bit lower than whatever their fixed prices this is $500 which is quite frankly um kind of laughably low for the thing that this person's looking for so I'd probably pitch you know maybe $500 for this but you know if a job is like 3,000 you know I'd probably come in a little bit lower just like 15ish percent maybe i' charge like 2500 or something just to give the person an extra incentive and lower friction just to say yes they don't have to double check the budget do anything and then I just make sure you respond to that as quickly as human possible just get on your messages and make sure that if they do accept you and they want to work with you that you're just getting back to them as quickly as you can so you can like download the upwork app on your phone get some notifications in place that sort of again this isn't you know anything more than just like a very step-by-step high level overview of exactly what I would do if I was in your shoes I am limited by time of course I can't go in and actually make a new upward profile and all that stuff but if you've gotten to this point in most of my videos you're probably smart enough to know how to you know set up an upward profile they're going to ask you some simple questions you got to supply them a head shot right

### Fiverr [20:49]

um so that's all I'm going to say about that now Fiverr is basically the same thing for people that aren't familiar it's a freelance Services Marketplace and so I'd recommend you sign up for both Fiverr and upwork. com and what you basically do is I could type make. com in here and there'd be a bunch of people that are offering make. com jobs and they're saying hey I will teach you how to use make. com integrat I will be your product sourcing agent I don't know why that's relevant here but maybe there just aren't too many make. com Engineers I'll be your female video model yeah make. com for sure guys clearly that's not a very popular thing to look up but regardless um maybe make a job for automation skills or automation service something post that up set your prices pretty conservatively so again 10 50% lower than you think and then um you know you can always increase the pricing later um same sort of idea make sure you smoke quickly as response time is the single most important factor in ensuring that you do get a client from these platforms because platforms are very important I've made several hundred thousands of dollars on upwork specifically maybe like $10,000 on Fiverr um but that's because the niche that I'm in um I only pitch really like high cost jobs now and I have an houry rate that's about 120 us just on upw workk so most of the people on Fiverr are looking for lower paid stuff that's why it's called Fiverr by the way because you're only supposed to you know they're supposed to be like you can get anything you need done for five for a Fiverr yeah that was way before inflation anywh who um yeah so that's what I would do for upwork and for Fiverr so that's what I do for platform sales you'll see that below there's a little cost the reason why there's a cost for this is because there's usually a little bit of a cost to apply to a job and upw work I think it comes out to like 40 or 50 cents per proposal so if you're sending four or five a day it's like $2 a day sort of deal which is going to be about $60 a month assuming you apply to five every day um but you know just be careful uh and and monitor that and just know that again in order to make money you need to be spending money the communities over here I said are between $100 to $200 a month just because uh a couple of them are paid like I mentioned before so if you wanted to jump on advise you probably to spend at least 60 bucks um but again totally worth it I mean consider the value of one of these leads if you get a single lead from any of these platforms you're already making you know probably for your first job 1,000 to,500 to $2,000 that buys you another 20 or 30 months of the this which is great the

### Cold Email [22:59]

last source that I would personally use if I were in most of your Watcher most of my Watcher shoes today uh is I would go through the cold email route now the reason that I do cold emails is not because cold emails are easy I actually just wrote a big blog post about why Cold emails suck and they're really difficult to scale um but they do make a lot of money um cold emails are basically the great leveler if you're sending or receiving a cold email your status doesn't matter your income doesn't matter your accomplishments don't matter the only thing that matters in the likelihood of somebody answering that email is your messaging and so it's the ultimate leveler it allows people that have no experience and people that have a ton of experience to sort of meet in the middle and it's just one of the simplest and most straightforward ways to set up like a reliable flow that you can scale and you can grow now I've actually built several systems here that show you exactly how to do this and I linked a video here walking you through how to build one with instantly LinkedIn sales Navigator and then an richment platform like Drop contact this is personally um how I built campaigns that emailed anywhere from 300 to 500 people a day with response rates of kind of depends on your offer but maybe somewhere between 5% to 10% it's pricier than all of the other options I mentioned below because you do need to sign up for Google workspace you instantly you got to sign up for LinkedIn sales Navigator these enrichment platforms all this stuff isn't free and I didn't write the cost here it's probably about $400 a month um but I do I would still recommend that you at least get some exposure to this you at least try it out maybe for one month right most of you that are watching this probably have a couple of hundred dollars kicking around in the bank at minimum um I would say these are probably the highest Roi ways that you could spend that money better to spend it on growth than you know your next Starbucks coffee as much as I freaking love Starbucks okay so I've talked in depth now about lead sources if you guys follow everything that I mentioned here and you take it seriously and you don't think that any of this is a joke um by the end of a week or two you will probably have at least 25 to 30 conversations under your belt these might not all be the highest quality conversations but these will be sales conversations specifically for products or services that you provide and that's doing way better than 99% of the other people that watch videos like this all day but that never actually take any action never actually get anywhere assuming that you have those 25 or 30 sales conversations those might be 25 or 30 phone calls by the way this might be 25 or 30 uh I don't know screen shares this might be Google meets whatever the form of these the fact that you're getting conversations is enough and uh you'll be able to go a long way from there but

### Sales Call [25:34]

once you're there like once you're actually on a sales call or some type of Google meet or something like that with a customer one-on-one what do you do well as an automation specialist as somebody that offers make Services your job is never to Hard Sell it's not your job to be like make a decision today you're not a car salesman right slaps car you can fit so much family in here your job is not to do anything any of that your job is actually just to ask a bunch of questions and then have the person sell themselves on your expertise as an automator we're taking advantage of that knowledge Arbitrage that I mentioned earlier and so the more intelligent that you can seem the more in tune with the person's business that you can seem uh and the more I guess skilled at your particular trade you can seem uh the more you'll be able to sell cart blanch you don't need to actually like provide any or provoke somebody to do anything um all you need to do is just be hopefully your smart self and make sure you understand what their problem is and you'll be okay so what I've done here is I've actually compiled just a very simple checklist for you to make sure that you cover all the questions that may come up on a sales call um in my case I always do what's called a one call close there are different ways to structure this basically what I'll do is I'll have my lead gen sources whether it's a community or whether it's a cold email or whether it's you know upwork or five or whatever and then I'll get somebody on the call and I'll say Hey you know we should chat about this Ser call and then what I do is I will do a barebone skeleton of what I'm about to talk about right now so at the beginning when I get them on the call I'll do a quick introduction and I'll just ask them how they're doing you know I'll just make a couple jokes right I try and get people to like me obviously that helps with sales uh and then when it's time to dive into things I will ask them hey so what made you want to book this call like what was the purpose behind this and that's just the most straightforward simplest clearest question that most people will never ask and so this just cuts through all the [ __ ] basically immediately uh and they start telling you know what pain they're having and why they're having it from there um in our one call close I'll ask them how long is this been problem going on just to get a sense of the urgency I'll ask when do you need it fixed just to get a sense of how much money they're willing to spend I'll always ask okay do you guys have a budget in mind um and then finally once I have most of the information that I need so these four questions I'll then talk about the specific solution that I'll recommend to solve their problem I'm not pushing it on them all I'm doing is just giving them a high level explanation at the end of the call I will always do a wrap-up basically saying hey thanks so much you know given everything you told me this makes sense I can certainly help and it would be a solution like what I talked about earlier I'm going to send you a proposal momentarily with more information and if it makes sense to you then we can also set up a call to walk through any questions or further comments that you have thanks for the time looking forward to working with you this whole process here you know any anybody that's watching this probably memorize this whole script if you want to call it or a sale skeleton in I don't know 10 or 15 minutes right um this whole process here is basically what I would consider the most important components of any sale and as long as you do all seven of these steps and you're rigorous and you're methodical about it and you've gotten the skills that you've probably gotten by watching these videos up until now you will probably sell at least one in five or one in six times you have a conversion rate of you know 10 15 maybe 20% um so if you get 25 or 30 of these conversations a week right four or five calls a day or whatever you're going to sell a lot you know might be that you get your first customer you know in a week and then you get your second customer in the next day and then you get your Third customer the day after that right um As Long as You Follow sort of this structured system you'll do really well um what I obviously do after that is I'll send them a proposal and uh I handle that personally on my own end through a system that I developed and so I've linked a video down here called this make. com proposal system generates 21k a month and this actually is just like a it's like a one-click proposal sort of thing where when I'm asking these questions up here what I'll do is I'll actually just write a couple of notes and then I'll click a button and then I'll use AI to basically generate a proposal in a platform called pandadoc so yeah that's what I do for the actual sales call um and then what to do after the call I'd send the follow-up email confirm what we talked about shoot over that proposal um sometimes I do that on the call after the call and then if it's your first customer you don't even really have to build the system um I would just recommend starting to get into the habit of doing these high Ro sales skills yourself just so that you understand what's involved in them and how much time you'll really be saving when you do build a system um also don't worry too much about any proposal like some people make their proposal out to be the biggest most important thing in the whole wide world it's not doesn't even need to look super professional like I've sent Google Docs proposals in plain text before and a lot of people love it as a consultant or an automation engineer or whatever you want to Brand yourself as you do most of your work on that call you don't actually really do most of your work in the proposal so if somebody likes you and wants to work with you usually they're going at that point the proposal doesn't really do anything aside from just provide them a semblance of legitimacy for moving forward with the task okay great now that we've covered uh the three lead sources that I'd use along with some of my selling methodology it's time to talk about probably one of the biggest questions a lot of people have which is how do I actually go out and price my systems well these are benchmarks and these benchmarks depend on where you are in the world the skill and level of your services some of your branding and maybe your past experience but in general if I was getting my first customer tomorrow like never had a customer for Automation Services before first time I'm doing this is what I would probably price if I was doing a CRM buildout like you've seen in my many clickup videos which is where I'll usually go in add a bunch of columns uh you know do some thinking for a couple of hours and then um connect that to some type of make. com system whether it's like an email followup system or like a web hook system I charge about $1,500 for that probably just going off the top of my head here um I think if I were to charge more and it were my first customer I don't know I'd feel like either unconfident or maybe I'd lack some skills but this is a reasonable enough price point that you're not getting like the bottom of the barrel customers you're not going to get like really shitty clients and you're also not going to get the best ones either um but you know I think it's a good start if I was building an email system so like a cold Outreach thing I'm sure tons of people are going to disagree with me with this by the way and that's fine um because you know this email system is so valuable this can grow your bottom line by like $300,000 a month right but I'd probably just charge $1,500 $2,000 for that again um I'd keep it simple you know if it's my first time setting up the system keep in mind there probably going to be some issues that you're going to have to work through that you weren't really expecting uh so you know it's not going to be a perfect delivery and I sort of know that so I probably wouldn't price that much if I was building an entire endend project management system so like what I've shown in my project management videos where I've covered my own agency one second copy and how that works probably charge about $2,500 maybe $3,000 um again I keep it really cheap this is reasonable enough to put some money on my plate give me that sense of success I provide me some Capital to fuel the rest of the lead generation in the next few customers but not be overwhelming and keep friction low and then if anything else doesn't fit into one of these three categories I'd just charge a flat $40 an hour for it most likely um 40 bucks an hour is sort of like middle of the road stuff um I mean now I charge close to 120 an hour some clients are charge 150 an hour um so I'd say $48 an hour is probably like representative of having extreme entry level skills in the market not really knowing how to do client management and all that sort of thing these prices are all pretty low right um you know maybe you're coming from an industry where you're used to making a lot more money than this and if so kudos to you um and I think you're going to get there very quickly with automation but if it's your first customer just be reasonable about it and understand that you know the delivery and everything like that these are all very much Works in progress and you're probably not going to deliver anywhere near as good of an experience as you will eventually after you get five or 10 or 15 of them under your belt um so you know price according to the experience and make sure that you know you keep it as frictionless as possible now the real money in this doesn't come from building the systems and this is a secret that maybe not too many automation guys are going to tell you but the real money in automations comes from Consulting on operations so what I

### Operations [33:14]

mean by operations is when you build out these systems you're basically um I guess you can brand yourself as a builder right but there's a difference between a builder or maybe an integrator is probably a better way of saying it uh there's a difference between being an integrator and then being like a part or an operator or a consultant like the Builder is sort of just given a list of tasks that they have to go through and then do right and it's almost like uh you know it's like a contractor or something like that where you say I want my building to look like this and here are all the materials and here's the step-by-step guide on how to do it but the real kind of value is when you shift from that I'm just here to build stuff mindset to huh I wonder what would be good to build and you start actually taking an active role in suggesting systems suggesting operations flows suggesting project management and so on and so forth and that's where you start making the big bucks that's where clients will start paying you know 10 15 $20,000 a month and that's where you can get into things like I'm starting to do now which is where I'm like flying out to client offices and shadowing teams and uh you know making hiring and firing decisions and that sort of deal so that I imagine is what a lot of you guys are going to shoot for um I've set up my own business to be more of like a freelance outfit because I don't really want to work with a big agency or a big team so um you know this is just sort of like the straightest line path to getting there for me while also maintaining a really high income um on average it's anywhere from 20 to 25,000 a month right now uh which is obviously quite valuable but keep in mind that this is also your first customer and you know if it is your first customer um know that this is where the real money is but don't like lose the forest for the trees lastly um how to bill you can build in a variety of different ways um just make sure that you have a Billing System set up here uh I like to build through stripe and because I use pandadoc I will usually integrate stripe with pandadoc connect the two and then and send somebody a panad DOT with like a linked payment form and that just keeps friction really low that makes customers just one click from the signature to the payment but in your specific case you know if you don't want to use Panda do or maybe have another contract software just get stripe and then just send them a stripe invoice I'll usually always do a 50% upfront deposit at least on oneoff projects with a 50% after the fact and then usually after you're done with your first customer U what I'd always recommend doing is getting in the habit of pitching them on a monthly retainer or at least some type of like combined retained Services um because again the real value isn't just in a one-off project that makes 500 bucks the real value is in a client that starts to depend on you and trust you and really value your input on more than just systems that pays you know maybe five 10 15 $20,000 okay great I hope that this was as efficient a brain dump as I could humanly give you guys I know that there was a lot to go through I know that some of you guys are probably raising your eyebrows but for the real ones that are still here uh don't just watch this video close the tab and then you know move on with your life if you really want to get your first customer try really try take the steps that I told you go find 5 10 or 15 of these automation communities and just join you don't even really have to go through rigorously scheduling these value giving posts or anything just take that first step and I guarantee you that when you start seeing some of the validation and the positive feedback and some of the leads coming in uh the rest of this will take a life of its own thanks so much for watching guys if you guys have any questions comments feel free to leave them down below I get a lot of inspiration on the next video to make literally just sourcing from you guys and answering your question questions I think that's why my community has been so engaged so I'd love to keep that up if you like the video uh please subscribe to my channel if you haven't already every little bit helps I will see youall in the next one and have a great rest of the day bye-bye