Workflows for Palto Studios

Theory

✨ Problems with Existing Methods

Prospects receive a lot of cold DMs using typical cold outreach messages where they get pitched.

Prospects are used to receiving messages where a Service Provider tries to pitch to them why they are the best, making it all about the pitcher.

Prospects have become numb to constant pitching.

Even when prospect do end up booking a call from these typical methods, what you end up having is prospects who are very hard to convert

The kind of people who do book calls from the typical pitching cold outreach messages are the type of people who just mindlessly say yes to everything, and will often have very little commitment to the call (so end up not showing up) or they just show up to the call with zero intent.

✨ The Workflow

Purpose of this is just for them to get the gist of how the workflow works → not have to be super detailed

[Simple flowchart that is easy to understand] → can give them a more detailed one later for themselves]

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Intent through this workflow

Through this DM Workflow, you’re trying to sell the PROCESS, NOT yourself/your agency

Selling the Process → Then Selling the Agency⁠

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NEPQ | Help-Focused⁠

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Detaching yourself from the sale, you don’t need to be come across as eagerly trying to sell yourself. Detach yourself from the sale using this technique and simply act as a helper to the prospect.

1️⃣ Process-Selling DM™

You first start off with the DM you send to the prospect:

Example DMs: [Help client be aware what the DMs are like]

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[ADD MORE BETTER EXAMPLES]

There’s a few parts to the DM:

1 | Leading with value

[INSERT SS OF THE PART OF THE MODEL DM THAT IS THIS PART (maybe a red box around it] → this helps for client to see and know what part of the DM this corresponds to

The DM starts with directly proposing the most desired outcome of the prospect

This DM is direct with offering value to the prospect.

But can’t come across as salesy, have to lower their guard first, because they’re used to being pitched and automatically saying “no thank you”. So need to lower their guard by …

This cuts to the chase, and is the reason why this workflow is efficient and can be used in volume.

Getting to the desired outcome of the prospect

[INSERT SS OF THE PART OF THE MODEL DM THAT IS THIS PART (maybe a red box around it] → this helps for client to see and know what part of the DM this corresponds to

This is speaking directly to the prospect’s true desires.

This is what gets the prospect even be willing to give your DM a listen, if it doesn’t speak to a desired outcome they have then they will not be bothered with your message at all.

Makes it impossible for them to not reply to you, when you actually know the real desired outcome that a prospect wants, it is impossible for them to say no.

2 | Techniques used to hook the prospect. These are just modifiers, only one is used at a time or else the DM gets too long.

[INSERT SS OF THE PART OF THE MODEL DM THAT IS THIS PART (maybe a red box around it] → this helps for client to see and know what part of the DM this corresponds to

Mentioning a pain point of inefficiency the prospect has

This once again gets to the heart of the prospect and gets them eager to want to know more

Taking shots at their current method

This opens up the prospect to the realisation that what they’re doing currently is not actually good

“faster”/easier → or reverse “and it’s not slow and tedious like [current thing business is doing]”

****Calling out to a unique mechanism

Mentioning a big trend in the niche currently

These modifiers are explained in more detail in the implementation section of this workflow.

3 | The “requirement"

[INSERT SS OF THE PART OF THE MODEL DM THAT IS THIS PART (maybe a red box around it] → this helps for client to see and know what part of the DM this corresponds to

This acts as both a qualifying step for yourself, to make it more efficient that you only take calls with people who meet your requirements

But more importantly this uses human psychology to your advantage:

This message is meant to make them feel like there are requirements to access your service or insight, which is something a salesperson person would never do. Most service providers come across as desperate wanting to work with whoever they can get their hands on, this is the opposite of that.

It ensures you don’t come across as a salesperson, but rather a consultant who’s genuinely trying to help and provide value to those who meet the requirement

This will make the prospect want to respond because people care more about things they can't have than things they can have easily. - psychology

<aside> <img src="/icons/circle-dot_gray.svg" alt="/icons/circle-dot_gray.svg" width="40px" /> The positioning of the DM is that you are purely trying to help them and add value, you are not trying to be salesy.

NEPQ | Help-Focused⁠

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</aside>

<aside> <img src="/icons/circle-dot_gray.svg" alt="/icons/circle-dot_gray.svg" width="40px" /> This DM has components which come across as not salesy, and come across as genuinely trying to help and give value to the prospect.

</aside>

<aside> <img src="/icons/circle-dot_gray.svg" alt="/icons/circle-dot_gray.svg" width="40px" /> The DM makes it about the prospect, doesn’t make it about you. You’re not coming in talking about you, you’re coming in giving value to the prospect and asking the prospect questions

</aside>

<aside> <img src="/icons/circle-dot_gray.svg" alt="/icons/circle-dot_gray.svg" width="40px" /> The [Requirement] component helps to establish that you’re genuinely trying to help the prospect, not that you’re just giving this away to everyone.

</aside>

2️⃣ Process-Selling VSL

The next stage comes when the prospect replies back to your initial DM and is now interested.

You first ask them if they want you to send the VSL, and get them to say yes.

This increases % that watch the VSL, compared to if you had just sent it without getting them to request for it.

The purpose of the VSL is to give advice and direct value to the prospect by telling them the process that the prospect should be doing in order for them to get way better results. It is not to sell yourself and be salesy like everyone else does, it is to deliver a real insight and a real process that the prospect can actually implement themselves if they wanted to. You’re straight up providing them a lot of value.

The process isn’t necessarily just one mechanism, it is your IP methodology that can be made up of several mechanisms

Example of a Process-Selling VSL

[Create example using techniques in

Process-Selling VSL⁠

]

In the VSL, at the end you will have a CTA to get the prospect to book a call, where you pitch this call as a “walkthrough” call where you’re helping the prospect to implement it for themselves

NOT pitching it as a sales call, pitching it as a walkthrough call where you will help discuss in more detail how the prospect can implement the process for themselves

More specifics of the CTA explained in

Process-Selling VSL⁠

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It is possible to “sell the process” - explaining the process - through DMs or other means, but a loom VSL that feels personal is the most effective

3️⃣ Follow Up

Example of this stage

[SS of the follow up stage of the example]

After sending the VSL and giving time to prospect to watch it, the next stage is following up to ensure that the prospect books, not relying on the CTA.

The follow up DMs should be done in a nonchalant way, remember you’re trying to come across as that you’re not begging for clients, rather you’re just helping out.

Keep following up periodically until prospect books

Cadence: 1 day → 3 days → 7 days

Follow up first to gauge interest, and see if they have any concerns or questions.

If prospect doesn’t book or reply, follow up with value, with more assets.

Better to follow up with value and assets rather that just spamming with DMs

“I don’t know if you got to watch the video above, but I just wanted to share a case study of someone who implemented this process”

This takes a bit more work to have assets in place however

Also can follow up with GIFs

Example:

Before and after state case studies

Belief changing content

Explaining your insights and thought process, and shifting the prospect to think like you

4️⃣ Walkthrough Call

The people who do book an appointment now should already be invested and have good intent → not zombies who just show up to the appointment with no intent

During the walkthrough call, you do the walkthrough but then you start pitching how you are the best agency in helping you implement the process for you, and all the additional stuff you do. That’s when you now start pitching yourself, but by this point you’ve already educated the prospect into believing that they need the process, and then during the sales call you’ve pitched that you’re the best to implement that process for the prospect. They are much more likely to buy from you now.

✨ Features of this Workflow

Focused on volume

Very easy to automate/get VAs to do.

Can use an evergreen VSL or personalised VSL, but with evergreen and this process, it is very easy for VAs to do or to automate, so can focus on volume

✨ Requirement for this Workflow

Because the main hook is selling a process, it is important that you must actually have an effective process to talk about, and either it be a bit unique/novel that the prospect hasn’t heard of before, or you position it differently so even if it is the same thing, you’ve positioned it in a way that the prospect feels like you’re different.

If currently you don’t have a “unique” process, use

Improve Offer⁠

to help craft one.

[ ] Should really have good examples so they understand the workflow

Can create videos using AI voice, and screen recording with zoom ins to show an example during the video → this looks quite professional

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