WEBVTT

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You can ask questions like, hey, you just want to do this, right?

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And they're like, yeah, of course.

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And you're like, okay, cool.

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Then let's just put this other card in.

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And then when you go home, you can solve it out for me.

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All right, fair enough?

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Easy?

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Okay, cool.

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Welcome to the game where we talk about how to get more customers,

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how to make more customers, how to keep them longer,

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and the many failures and lessons we have learned along the way.

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I hope you enjoy and subscribe.

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I'm going to walk you through exactly how you can overcome.

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I forgot my wallet at home.

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And so I have, if you don't know my name, it's oxymozzi.

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I own acquisition.com, it's a portfolio of e-learning and coaching businesses

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that does about $85 million a year.

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And so what I want to talk to you about today is how do you overcome this?

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And you can do this in person or you can do it over the phone.

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And there's a process that we've used,

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and this is just, I had to learn this the hard way,

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was figuring out how can I set this up so that I can decrease the likelihood

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someone says they forgot their wallet.

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Now, notwithstanding, you probably messed something up in the sale earlier,

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which would make them say that, because realistically,

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no one ever leaves their home without something to pay with.

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Like, think about yourself.

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You've literally never left home without a way to pay for stuff.

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All right?

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So like, it's not actually real.

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But it's nice to have stuff in your back pocket to know how to decrease the likelihood

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that it comes up, and then how to address it if it does.

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Okay?

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And so once we've got to the end of the sale,

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and we say, like, fair enough.

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And they'll say, yes.

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And you say, cool.

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Do you have your ID on you?

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Which is the question that I would have.

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And I would always do this.

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And like, if you're in person or you probably do it on Zoom,

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you just look at them and like, do you have your ID on you?

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And I do this.

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And then they know that they take out their ID, right?

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And so what happens is they'll either take out their purse,

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if it's a lady, or it's a guy, he'll take out his phone or his wallet,

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wherever he keeps his ID.

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Now, the next part that's important here is that especially if you're in person,

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but you can also see this on Zoom,

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is that when they're taking it out,

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they usually have their ID next to the things that they do payment with.

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And so once they have given you the ID,

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because it's much easier to ask someone for their ID,

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than it is to ask them for their payment method,

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you then say, awesome.

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And so you take it, you see it,

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you take a picture of it if it's on Zoom,

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because you need it for your stuff.

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Or if you're in person, you should take it from them.

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And the reason you do this is because it actually builds trust when you give it back.

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All right, because it means that like,

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hey, you have nothing to fear here.

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I grabbed it from you, and I'm giving it back,

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but it's much easier to grab someone's ID than it just grabs someone's credit card.

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All right, so hey, do you have your ID on you, right?

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They say, yes, they pull their wallet out,

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you can see the fact that they have cards.

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You say, great, you take it, you write down the stuff,

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you make, oh, you're from so and so, that's so cool.

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I know I have a dog in Michigan, blah, blah, blah, whatever, right?

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You write down and then you hold it back and you hold onto it and you look at them

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and you say, let me trade you for the card you want to use, okay?

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Let me trade you for the card you want to use.

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And so when you say that, you're literally staring,

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and ideally, if you're in person,

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I would shake the card in the direction of the wallet

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that's sitting on the table or the phone that they have that has like the slots in it

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or whatever, or their purse, whatever it is.

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Like, you're shaking in the directions so they know that you're indicating

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that they need to take out their wallet.

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So at this point, you've already set the scene

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so that you're not going to have an issue with this.

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Now, this is the only thing they can possibly say at this point,

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because they've now shown you that they have payment methods in front of them.

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They will then say, I don't have the card that I want to use, okay?

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And so in this instance, there's two things that you can do

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from this point besides, like,

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and depending on the level of rapport, you can back up a second

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and be like, hey, Sammy, listen, I don't want to make you feel like,

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you know, uncomfortable in any way.

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And this is where you have to ask questions based on some of the information

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that you've had up to this point.

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It's like, what would make this not a fit for you?

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Right? Sometimes it's like, you just skip all the bullshit

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and you just ask like, hey, like, let's just pivot for a second.

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Don't worry about signing up.

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I just want to talk to you.

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Like, what did you come in here for?

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I want to lose weight.

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Okay, cool.

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What have you done?

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Like, you basically have to re-remind them in the sale.

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But if you don't have to do that,

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here's the two ways you can overcome this.

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Number one is, they'll always have their phone on them.

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Okay?

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Now, if they don't have their phone on them,

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every SQL human being on planet Earth has their phone on them.

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Right?

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And for everybody who's online, of course,

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there are countries that don't have phones

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and that is unfortunate, but you're on YouTube

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and you're watching this, so you have a phone.

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Okay?

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So, you ask them to take their phone out

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and then you say, cool, what bank do you bank with?

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And then they'll say whatever bank they bank with.

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And they're like, cool, can you pull up your banking app real quick?

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And they'll be like, okay, cool, go to statements.

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As soon as they go to statements, you say, cool.

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There, you can click any of the months, it doesn't really matter.

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And on the top right, you'll see your account number.

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And so right there, it's the full account number

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for their account.

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And you can write that down in lieu of a credit card.

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It's an ACH transaction.

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If you can't do ACH transactions,

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you should get that set up with whoever processes your money.

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Because it opens up another way for you to make a sale.

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The other alternative is to say, hey, no worries.

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Do you have your Apple wallet set up?

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Now, I don't, I wouldn't do that as my go to.

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I would do the bank statement in ACH play first

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because just about everybody who banks has their banking app

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on their phone and a way to pull the statements

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and CV account numbers.

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So the likelihood that you do that is virtually 100%.

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And so this works especially well for in-person sales.

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Because they're right there.

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They have their phone.

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You can say, cool.

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Do you have your phone on you?

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They'll say, yes, obviously.

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You say, cool, pull your banking app up.

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They pull it up.

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You walk them through statements, account numbers

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at the top right, and you write it down.

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If you don't do ACH, go do it.

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Go get it set up so that you can do this

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to overcome these issues, right?

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And then, option two is you have them pull up Apple wallet.

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And if they don't have Apple wallet, then you're like,

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cool, how about this?

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Why don't you put one of the cards you don't want to use

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down right now, because I have to do that.

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It's policy, right?

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So you put it outside of yourself like, hey,

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this is just how we've always done it, right?

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And you get them right down the card that they don't want

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to use.

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And we say, no worries.

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What I'll do is I'll delay the payment for 24 hours

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and so that you can go home and just swap whatever cards

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you want to use for it.

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So it'll run tomorrow.

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So just make sure that when you get back,

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and I'll shoot you a text.

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What time are you going to get at home?

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OK, cool.

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I said no alarm on my phone.

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Once you said no alarm on your phone because you have your phone

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out, and I'll call you at that time.

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Cool?

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Great.

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And then she can get it.

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Hey guys, love that you're listening to the podcast.

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If you ever want to have the video version of this,

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which usually has more effects, more visuals, more graphs,

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you know, drawn out stuff, sometimes it

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can help hit the brain centers in different ways.

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You can check out my YouTube channel.

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It's absolutely free.

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You can check that out if that's what you are into.

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And if not, keep enjoying the show.

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And so just to walk you through this, you ask for the ID,

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you write down the info, and make a joke about where

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they're from, and you re-enforce for poor.

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You indicate and you shake it back to them and say,

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hey, let me trade you for the card you want to use.

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Most times, this will handle 80% of the scenarios anyways.

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They'll give you the card.

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If they don't give you the card, because they say,

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I don't have the card that I want to use,

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because it's the only thing they can really say in this instance.

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As you say, cool, pull your banking app up.

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Get ACH.

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If you can't do that, you've got Apple Wallet,

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which you can see.

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Do you use Apple Wallet if they say no.

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Then you go to the final step that you can do,

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which is let me just use one of the other cards you have

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will delay the date, and then I'll text you in a minute

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or when you get home so that we can swap the cards out.

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Fair enough?

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Right.

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Now either way, the deal is closed with that credit card,

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and you have the contract and file that says that.

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Okay, so you were fine, but it's up to them to swap it out.

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Now, the key point here is that you can ask questions like,

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hey, you just don't want to do this, right?

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And they're like, yeah, of course.

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And you're like, okay, cool.

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Then let's just put this other card in.

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And then when you go home, you can swap it out for me.

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All right, fair enough?

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Easy?

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Okay, cool.

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Now, sometimes it's like, well, I don't have enough money.

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And so then you're like, cool, what day do you get paid?

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And a lot of times it's like, whenever I'd have like

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Fridays coming up, it was like, awesome.

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So what?

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Today's Wednesday, let's put it on Friday,

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and that's when you get paid.

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Cool?

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Okay, great.

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And a lot of times you can just close the deal

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because we just have to identify what the issue is.

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And you can usually tell based on the report

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of the person that sometimes they're hesitant

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because they actually don't know if they have money

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or they're hesitant because they don't want to do the program.

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And that's why it's important to ask like, hey,

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you sure you still want to do this?

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Like, I just want you to get what you said you wanted

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to come in here for it.

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They say, yeah, no, no, I want to do it.

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It's like, cool, then let's just put that card down.

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That gets you in, you locked your spot up,

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like you're in the program, you're good.

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And then when you get home, just swap the card you want to use.

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Right?

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And it's like, cool, got it.

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So that is the four or five step process

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that I walk through to decrease the likelihood

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that someone says they left their wallet at home.

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And even if they did say that they left,

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and we can prove that they didn't leave their wallet

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at home if they say they left the type of payment

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that they wanted, the steps to overcome that

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so that that doesn't blow up the deal for you.

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All right?

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I learned this just from doing a zillion sales in my life.

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And step by step, adding these little tweaks that improved

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the likelihood that I was actually going to close the deal.

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And so my hope is that you can use this immediately

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and not have to go through all those sales

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to use the stuff in your life.

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All right.

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So keeping awesome lots of love, mousy nation.

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Bye.