Part 1: Start Conversations
What’s up, everybody. Welcome back to another Adrian Graphics and Marketing video. I hope you guys all had a great 4th of July and a great weekend. As you may have seen, I didn’t post anything on Monday because I was busy with family, taking care of my family, and just prioritizing that. I needed to go out and have some of what they call the F-word: some fun, some things that I don’t do enough of in my life. So I got to celebrate and have some fun on the 4th of July and celebrate freedom, another F-word.
So, with a lot of the things that are happening in our society right now, with COVID, I felt like it was important to make a video, and start another video series on how to get more business. How to find clients, how to actually make them become clients, and how to actually take them into the next step and get real value out of them over a long period of time.
Today we’re going to talk about clients. I’m just going to walk you guys through how I get clients, and how you can go out and get new clients. If you’re struggling for business with some of the lockdowns that have been happening, it makes it really hard to be able to go out there and meet face-to-face with people, but there are still strategies and ways that you can get in front of people to make more offers. As you know, one of my strategies and one of my secrets that I talk about in business – and in sales specifically – is making more offers. That is the foundation of getting more business in the door and building a big business (or a bigger business) than you could even imagine. It’s just making more offers. A lot of people don’t put themselves out there and make offers. Build relationships, and make offers.
So today, we’re going to talk about that and how you can get yourself in front of people that you can make offers to – and then they can either say ‘yes’ or ‘no.’ So, without further ado, let’s go ahead and roll into it.
What’s up everybody, this is Adrian Boysel. Please make sure you hit ‘like’ and ‘subscribe,’ and definitely share this video with a fellow entrepreneur or friend. This channel is all about mentorship – business mentorship specifically. So if you can go back and watch some of the Project Grow episodes, there’s a lot of amazing content that we pump out. But I really need your guys’ ‘like’ the thumbs-up on the video, as well as a comment introducing yourself, if you’re new here. We do have a bunch of new subscribers, so thank you guys. If you’re new and you’re watching this, I think it’s very important that I thank you guys, and just say that I’m proud of you for making your way to this channel and watching this video today.
Today’s video is exciting to me because this is something that I’ve had to master over my 14 years in business as an entrepreneur: learn how to get myself in front of people to make more offers. So if you want to do that, you’ve got to be able to find good clients. And a lot of people miss that. They get themselves in front of just anybody, and they’re just desperate for business in the beginning. And I don’t want you guys coming from that perspective. I want you guys to come from the perspective that you are the authority. You are the expert, you are the professional in your field, and you deserve to have clients that are going to treat you with that respect. That are going to value your time, and value your talent. In order to do so, you need to be able to look places and find clients that are going to value that.
So, where are those people? Well, if you’re like me, I have a few different verticals that go into. I don’t know if you’re a web designer, you may be a YouTuber, you may be a graphic designer. You may be some sort of artist, or any kind of creator in general, or just a small business owner. If you are a B2B guy and you work with other businesses, then what you’re going to need to do is put yourself in front of people that actually spend money on advertising and spend money on marketing. Specifically advertising. That’s what this video is going to be about today: the people that are spending money on advertising are hungry. And those are the people that you want. They know that if you can deliver them results and actually give them an ROI, they will keep spending money with you.
Those people are the hungry people, and they’re on all different kinds of platforms. Think about it: you’ve got Thumbtack, you’ve got Google search, you’ve got Facebook ads. There are clients and people spending money online every single day – millions and millions of dollars. And these are opportunities for you to get yourself in front of.
So how do you do that? Well, for the sake of time – I could go in-depth about some of the deeper strategies you can use in terms of prospecting – but one of the quickest strategies that you can use to get in front of people is to actually go spend money and to acquire customers. There are only 3 ways to acquire a customer: you’re either going to hire a salesperson to go out and get them, you’re going to use word-of-mouth, or you’re going to pay for customers – which is advertising.
There are different ways to go about it. If you’re going after a high-ticket client, those customers are going to be very expensive. The clients that we have range between $5,000, $10,000, sometimes $20,000 a month. For us to acquire a client like that, it’s going to cost us a few thousand dollars.
So if I can go out there and actually do business with somebody else, a local business owner, a small mom and pop – whether it’s a carpet cleaner, an HVAC guy, a plumber, or a roofer or a contractor – it doesn’t matter what it is, what businesses you’re going after. In the home services industry, there are thousands of verticals. You’ve got dryer vent cleaning, and appliance repair, and tree trimming. I mean, thousands and thousands of different industries. Find something: you can do limos, you can do wraps. There are so many different people in small business situations, where you can put yourself in front of them and say, “Hey, I need to order a banner,” or, “Hey, I need to get my carpets cleaned,” or, “Hey, I need to get my blinds redone,” or, “Hey, I need to get my pool cleaned.” There are tons of industries that you can go after.
The key is to go to these places, like Google, and if you type in “carpet cleaner near me,” you’re going to see 3 ads up top. You’re going to see the maps. And then you’re going to see organic listings, which are people that have ranked over a period of time, and have spent a lot of money on organic listings to get themselves there. They didn’t spend money on advertising to get there. They’ve been marketing their website, growing their content, and growing their authority online.
So those people right there probably do not have the highest demand, but the people who are advertising in the maps and the people who are advertising down in the top listings and in the very bottom listings – those are great people because they’re spending money. The same thing goes for Thumbtack. If you go to Thumbtack and ask for a quote for a carpet cleaner, you’re going to get a bunch: 3, 4, or 5 different quotes.
When they come out to your house with whatever deal they offer you – because you can get a carpet cleaner out for $59, $69, $79 – you are going to be paying for a conversation. You’re not paying to close a deal. You’re not pushing anything. You don’t have to email them, send them Facebook messages, cold call them, send them text messages, and do all these outside-the-box type of approaches. You can very simply just give somebody money in your community, and in your area, in a specific vertical that you want to go after – a niche that you want to go after – and you can give them money. That gives you the opportunity to have a face-to-face conversation and a dialogue with them, and say, “Hey, do you love doing what you do for a living?” — “Oh man, I love it.” — “What got you into carpet cleaning?” And just start a conversation, right?
That’s how relationships are built. That is my strategy. Whenever I’m doing something – if it’s my pest control guy coming out to my office or my house, or if it’s my landscaper. If I wanted to go after landscaping, I would bring out a bunch of different landscapers, get a bunch of different quotes, and have conversations. The chances of me getting one of those guys that are hungry is pretty high. All I have to do is find out if they’re hungry or not. Those are the people that you want to work with: people who are hungry, who are passionate, and love what they do. Those are the qualifying questions that I ask, and they’re not pushy sales questions. It’s: “Hey, do you love what you do?” — “Oh man, I love it.” — “How’d you get into it?” You’re actually asking them questions and building that relationship with them.
That’s super, super important, and it costs you $80 to have that conversation. If they tell you ‘no,’ no problem. My brother actually has done this quite a bit, and we’ve talked about this a number of times. He’s hired 3 or 4 carpet cleaners, while he had a carpet cleaning business, just to see what they were doing. Just for the research, to see how they dealt with them, how they up-sold them. So there are a lot of things that you can learn from bringing out businesses to do services for you and not all of them are expensive. You can do pretty affordable services with people. So just think about it from that perspective.
One of the conversations that you can have with these people is this: if they are on Thumbtack, if they are on Home Advisor, if they are on some of these lead generation websites – when they advertise on there, those are usually shared leads. 99% of the time, those leads are going to 2 or 3 other competitors. So if they called you first, there’s a high chance that they’re the most hungry, they’re the most passionate, and they probably paid a pretty good amount of money for that lead. So they value you as a customer, more than the other people. And they are going to answer their phones when they get inbound customers from you. If you’re a lead generator or a marketer, or somebody who is going to provide a service to them, you can actually help them a lot.
So you really want to focus on the people that are hungry, that are passionate and that are ready for your business. And then you can have the conversation. You can say: Look, you’re buying leads from Thumbtack. That’s how you found me. This is actually what I do. What if I could actually get you leads for cheaper than what you’re paying, that are exclusive to you. Instead of building Home Advisor’s brand, or Angie’s List’s brand, or Thumbtack’s brand, we can build your name and your reputation, and build brand awareness about what you’re doing. And then you’re not competing for the 7% of customers that are out there that are ready to buy now.
It’s like an iceberg, where most of the businesses, the 93%, are below the surface. So people that are going to do business with you in a month, 2 months, 3 months, or 12 months from now – they’re not ready to make a purchase right away. But you’re actually competing when you advertise with all the other businesses for that 7%, a very small percentage. So it’s very competitive. If you don’t have a system on the back-end to nurture that relationship, once you bring them in and pay for them and you do that advertising, then it’s a really, really expensive lead.
So what I do is tell them: Hey, what if we could put a system on the back-end, so that even if people aren’t ready and they’re just shopping right now, in a month, 2 months, 3 months, when they are ready to purchase from you, then you’re the top-of-mind company. That adds a whole level of value. So you’re going to save more money by not having to buy shared leads from these other sites. You’re going to get a better quality service, and you’re going to have me. You have a relationship with me. It’s not Angie’s List. It’s not some guy on the phone you’re going to have to fight with.
These are really good ways to approach a relationship with a potential client, and to share what you can do with them. Get in front of them. The whole key is to start conversations and make more offers. So that’s my encouragement for you guys today: get to know who a good client is, versus a bad client. The people that are advertising and spending money are more likely to be good clients. They’re the ones that are going to be willing to spend $1,000, $2,000, $3,000 or maybe more per month.
Don’t worry about going after the huge clients, especially if you’re new. Just focus on building a base of small clients, building up that foundation and that revenue, and building your reputation. Getting results, and then utilizing them for testimonials and other things that will lead you to getting to the big clients. It takes some time to do that. I’m just now treading into those waters, as far as making a big impact.
These are just some tips I wanted to give you. Go after the people that are advertising and spending money, and that have a huge demand for their business. Some of the lower-ticket stuff like carpet cleaning – huge demand. HVAC, huge demand. People want to be comfortable, right? They want that convenience. A lot of those lower-ticket things are much easier to get in front of. Tree trimming, landscaping, pool cleaning – those are very easy, low-hanging fruit types of clients that will do business with you, and they will spend money.
So that’s my encouragement for you guys today. I wanted to give you that. This is phase one, or video one, of the three videos that we’re going to do. So if you liked this, if this was helpful to you, if you got value out of this, please share it with a friend. I want to mentor as many entrepreneurs as possible in the marketplace. I want to help them with marketing. I want to help you guys with your creative businesses. And if you’re a creator, definitely share this with your fellow creators.
Thank you guys so much for watching. I appreciate you guys hope you have a great week, and I’ll see you guys on the next one. God bless. And as always, keep looking up.
Part 2: Upfront Value
In today’s video: part two of ‘how to get clients,’ I’m going to share some amazing value and some amazing strategies. If you stay with me, we’re going to have some fun today, and I promise it’s going to be worth your time. So without further ado, let’s just go ahead and roll right into it.
The reason I do these YouTube videos is all about adding value to my subscribers. That’s what I think about every single day. Each video that I do is about that: what can I do to solve the people who are watching my videos’ problems? That’s the key, and the reason why I’m doing this series is that a lot of people in these “uncertain times” are trying to figure out how to get clients. It can be hard, especially when we’re locked in our houses. It’s not like you can go walk from business to business.
So, today I’m sharing with you some strategies, some tools, and some tips that I use – that I’ve been using for years – to help me get more business. Later in this video, if you stick with me, I’m actually going to give you guys a gift. I’m also going to give you guys free access. Those are just two of the three ways that I’m going to show you how to build upfront value.
Now, upfront value is very, very important, because you are giving something away and not expecting anything in return. And I think that’s very important. If you don’t expect anything in return, then you won’t be disappointed. And whatever the outcome is, whether it’s negative feedback or positive feedback, you can learn and you can grow from that. So by creating these YouTube videos, even though I’m not monetizing these and making money off them, I know that I’m gaining valuable information, knowledge, relationships, and skills. So, in offering upfront value to you guys with this video, I’m going to share three tips.
The first tip is a prospecting video. If you want to provide upfront value to people and actually build relationships, then you need to be able to introduce yourself to people and offer them value upfront. The way you can do that – whether it’s going on to Thumbtack, going online, or going onto Facebook and finding businesses through Facebook pages – you can actually create what I call a “prospecting video.” You’re going to see a video here in just a minute of how I do this – but first, it’s important that you have some context.
In these videos, you want to introduce yourself, build credibility, and talk about what you do – but the video is not about you. It’s about them. So you need to keep that very, very short. Say your name, what you’re passionate about, and the reason why you’re doing this video within the first 30 seconds.
Then you want to try to find some common ground. Say: “Hey, I go into your business all the time. You have the best seasonings of any pizza place I’ve ever been to.” (Like, you’ll see in this video.) Or, whatever the business is – maybe: “You have a specific wine that nobody else carries.” Find something that the business owner is going to recognize and know: “This guy isn’t fooling around; he’s actually telling me the truth. He’s been to my business before.” So now you’re going to build common ground. They’re going to see you as a customer and those walls are going to start to come down a little bit.
Then from there, just say: “Hey, look, I just noticed some things as a graphic design expert” Or, as a web design expert, as a marketing expert, or as a content writer. Just some things that you could do to really improve your website, or improve your business, or improve your Facebook page. Whatever it is that you do, use your expertise and your talents to provide them value. Say, “I think you’ve done a great job so far, but if you just did these few things, they could really, really help you.”
So, providing some advice and some tips, like I’m doing in this video today, is really going to help provide that value: things that they can apply to their business to help them grow. That’s what all business owners want to do, right? They want to grow. So you’re providing that value. Then at the end, you want to make sure that you have some sort of offer: “Hey, I’d love to chat with you more about this. I think there are some other things that we could talk about that could really help you. Do you want to chat for 15 minutes? Great. If you found value in this video, you can give me some of your time. I’d greatly appreciate it.”
We’re going to go ahead and roll into that video so you can see a real-life example. So without further ado, let’s go!
“Hey, Mike, my name is Adrian Boysel. So, you don’t know me – maybe if you saw me, you’d know my face – but I’m a regular customer there at your place. I just wanted to say, I love your pizza, man. You do an incredibly great job at what you do there. I just wanted to make a quick video to point a few things out, as a really happy customer and someone that just loves doing this.
So, I’m a digital marketing strategist and coach. I noticed that you joined the Roseville chamber of commerce recently, and I thought that was awesome, because I’m a member as well. I joined about seven months ago, so I just wanted to congratulate you on that, and then just give you a few tips on your website. So, I’m going to keep this really short.
The first thing I noticed is that there’s a lot going on here and what they call the ‘hero shot.’ For how amazing your pizza is, it’s not really coming across – like, this picture doesn’t really bring it justice. And the other photos are really not giving your pizza justice. This is a little bit better, but we could just really do a lot more there. I think that would be really, really helpful.
The second thing I noticed is that you have a lot of great content on there, which is awesome, but the website isn’t mobile-responsive. It’s mobile-friendly, but not mobile-responsive. And when I looked at it on the mobile version, through Google’s tool right here, you can see this screenshot. It just doesn’t look as great as it could. You’ve got the word ‘Trademark’ up here with your logo – which is a cool logo, by the way – and then you have ‘Trademark Pizza’ again; it’s just really redundant, and there’s not really a strong call to action to get people to order online.
And you have the type of location where people could be – you could really be increasing those online orders significantly. So, that’s just something I thought I would extend out to you as well.
Then, if you’re just going to look at some of the search engine stuff – I was going to show you just a couple of things here. This is my specialty. Let’s see here… you’re missing this robots.txt file. And then your title tag: ‘Trademark, Roseville, California, pizza restaurant.’ This needs to be in here as well, in your H1. So, ‘Roseville, California pizza restaurant.’ I think that would be really helpful, to add that in there and be able to increase your search engine ranking.
So, there’s just a couple of User Experience things: the text up here with multiple phone numbers gets a little bit confusing, I think. It’s hard for people to follow, so I would really recommend making some adjustments to that. But overall, I love the color scheme. I love your branding. Everything about the site is cool. I think the photos could be enhanced, but overall I think you have a really great site. I just think you could probably get a lot more business from your website if you put a little bit more into it. I’m not necessarily trying to sell you on that. I don’t want to sell you anything, I just wanted to help you out and give you some tips that you can pass along to your web developer.
So if you’d like to chat and talk business, I could set aside some time to talk with you. Just give me a call at [number]. Thank you so much for taking the time. Keep doing what you’re doing. Great work, and God bless.”
Alright, so as you can see in that prospecting video: it was all about congratulating him on the business that he had, how successful it had been, and saying that he doesn’t have a bad website, but there is opportunity for growth.
The worst thing you can do in a prospecting video is to put the business owner down, like, “your website’s terrible!” And he’s like, “great, I built it myself.” Right? You want to actually congratulate them on the wins that they do have; find things that are positive first, before you hit them with advise. They call it a criticism sandwich: you do a positive thing, then you give your criticisms, and then you finish it with another positive. It’s very important to approach things like that: sandwich the criticisms in between two positives, and it’s less of a blow for the person.
At the end of that video, I just said, “Hey, if you want to spend some time getting to know each other and talking more about this, I’d love to chat with you. Here’s my number.” I made an offer. There’s, no obligation, no push. I’m not selling you anything. I just wanted to make an offer. So that’s one way to do it.
Now, if you’re going after some bigger businesses, what they tend to have is gatekeepers. The way you provide value to gatekeepers is by: number two, that is, giving a gift. It could be a Starbucks gift card. It could be an Amazon gift card. If it’s a transportation company, it could be a gas gift card. Whatever it is, you can provide a gift to the gatekeeper, and to the business owner. You call up, make friends with the gatekeepers, and say, :”I just want to give this to you.” You can send it in the mail, then say, “Just want to make sure you got the gift card I sent to you.”
Offering gifts or gift cards, like I’m going to do for you guys in this video, is a really great way to build the relationship, to get the walls to come down (because everybody’s guarded nowadays, especially with what’s going on), and to actually to build a relationship with the gatekeeper. The gatekeeper is what’s going to stop you from being able to reach the decision-maker, so you’ve got to make friends. You’ve got to value the gatekeeper. You’re going to provide value to the gatekeeper, and help the gatekeeper. What can she take to her boss, that’s going to make her look good, make her feel good, and give her more job security? That’s what’s most important, right?
So, if you can find things that can provide those values, and you truly believe in your services and what you’re offering, try this. Say: “I have an opportunity. All I’m asking for is 15 minutes of your boss’s time to explain what I have. Or at least 15 minutes of your time, so I can explain it to you, and you can go tell your boss. Then you can be the hero, right? It’s not about me being the hero here. I just want to help you guys. That’s my genuine heart.” So if you approach things like that, and you give gifts, you’re going to be able to get those walls to come down and you’re going to have a much better chance of getting clients.
Now, my offer to you guys, since you’ve been with me through this whole video so far, is this: I actually have a course coming out, and as part of that course, I’m going to give out a free tote bag. I wish I had one with me, but it’s a really cool purple tote bag that has the Instagraphics logo on it with some straps. I’m going to give you guys one of those, but what you’ll need to do is to subscribe, and drop your name in a comment, or just say hello in a comment. Let’s just say, put “Instagraphics” in a comment. Anybody who does that, I’m going to give you one of our free tote bags. Whether 1,000 people or 5,000 people, however many people comment on this video, I’m going to give you guys a free tote bag.
The third part, and the third way to attract clients, is by offering a free trial or free access to something. A free trial might look like this: “I’m going to send you leads for seven days, and for those seven days, you’re going to get all the business I could possibly send your way. I’m not asking you for anything in return. Seriously, I want nothing. I’m doing market research, doing some studies. I just want to get some critical feedback that will help me improve my processes and improve my systems. I’ll send you this business for seven days, then I’m going to call you, and if you’re not excited and ready to take my call, there’s probably something going on.
Something didn’t work, right? I want to figure out what that is. All I’m asking you for right now is just 15 minutes of your time to talk to you about that feedback. Talk to you about the results that you got over those seven days.”
Those are ways that you can start the conversation, to get the relationship going, and to offer value in return. Now, that might cost you some money, but if this customer is worth thousands of dollars a month, like a lot of my customers are, it’s worth it. If it takes you $500 to send somebody leads, or to send somebody a set of business cards, or to send somebody a logo design, or whatever that is, you’re going to be able to build that relationship with them through that. So it’s very important that you realize: if you can do it for free by offering something that you already have, like a course or content, something like that, that’s very cool.
So what I’m going to do for you guys today is free access. I have an Instagraphics Academy course, with some tutorials and some trainings, that I’m actually going to give away. So anybody who comments “Instagraphics” on this video below is going to get the opportunity to get access to my course before anybody else. And all I’m looking for is feedback. I’m not telling you that you have to give me feedback, but it would be very helpful to get feedback on that.
So, those are the three ways that you can offer value upfront: first, do a prospecting video. Introduce yourself, offer some advice and a criticism sandwich, some positives, some negatives, and some positives. Second, you’ve got gifts: giving giftcards or any kind of gift. Send lumpy mail, like a big yellow envelope with something cool in it that the business owner would like. I’m going to be sending out business cards to engineers, because I work with a lot of engineers. I’m gonna be sending them the most beautiful business cards they’ve ever seen. Who do you think they’re going to call when they want to get new business cards? Me. But I’m going to offer those to them as a gift, for free, with no expectations on the backend.
So that’s number two – then number three is free access. If you can get that free access or free trial to somebody, and let them try out your services for no obligation, that makes it easy as well.
I hope this was helpful. I know there was a ton of information in here, and I’m hoping it brought you guys a ton of value. That’s always my goal. Comment “Instagraphics” and hit the ‘subscribe’ button on this video. Thank you guys so much for watching. I love you all. And as always, keep looking up.
Part 3: Networking
Well, you are in for a treat. Welcome back, my friend! My name is Adrian Boysel, and you’re watching the Adrian Graphics and Marketing channel. This is actually video #3 of a 3-part series we’re doing on how to get new clients. So, today I’m going to talk to you guys about something that’s very important, and that is: networking.
They say that your network is your net worth. I learned that at a very young age. One of my mentors taught me that, and I live by it. The people I have in my life are the biggest reason why I am where I am today. I’m going to talk to you guys about that today, so without further ado, let’s go ahead and roll right into it.
Alright, so welcome back guys. Again, my name is Adrian Boysel. I want to thank you guys for watching the Adrian Graphics and Marketing channel and helping us have all the success that we’ve had. But today is not about me. It’s about you. So make sure you subscribe to this video, because I’m going to be putting out more content similar to this that you are going to love. I have a lot of value that I want to add today.
So today’s video, like I talked about, is about networking. I’ve been working and doing networking since a very young age. I learned that from my parents; from my dad, he was very outgoing. I know that not everybody that’s watching this (you, maybe) is the most outgoing person, but that doesn’t change the fact that your networking abilities and your networking skills have to improve over the course of your entrepreneurial career.
If you want to build a business, you’re going to have to learn how to talk to people. And you don’t have to be the most outgoing guy in the world (or gal in the world) to be able to talk to people and share what you do. And what networking is really about is more listening than talking. They say that you have two ears and one mouth for a reason: you’re supposed to do twice as much listening as you do talking.
When you go to meet new people, whether you go to a party, whether it’s online or offline (which is very important for us to understand, and we’re going to dive into that) you need to understand that you need to be a servant, and you need to lead with a napkin, not a bib. You’re not there to get something out of the relationship right out of the gate. You’re just there to add value, to validate that person, and to listen to what they care about. Once you understand what makes them tick, what makes their heart beat, what gets them out of bed every day, and what they’re passionate about — that’s when you can start to provide solutions. You can start to provide problem-solving techniques and things that are going to help them in their life.
So that’s the networking mindset I want you guys to walk in with. But first, it’s very important that you guys understand online networking and offline networking. We’ll start with offline, because it’s simpler and it’s less pushy. When you go to a networking event, or you go to a restaurant or you go to a bar, or you go to a club, you have opportunity. You’re surrounded by people. You have an opportunity to step outside of your comfort zone and meet new people, shake hands, make friends and introduce yourself.
But after you introduce yourself, you should be asking questions of the other person that you’re having that conversation with. “Hey, what is it that you do? What are your hobbies? What brought you here tonight?” Get to know, them and be genuinely interested in that person. This isn’t for your gain. I want you guys to build real authentic relationships and foundational friendships that are going to last a lifetime. Because if you’re just building relationships for your own gain, to get something in the short term, those are not going to last. And you’re going to constantly have to hunt for new friendships, new relationships. And that’s just not the way to go.
So there are networking events, and there are conferences. Here’s a perfect example: small little networking groups like BNI and LeTip, where everybody in that group is struggling and trying to fight for what little business they already have, just to survive, are probably not the greatest area for you if you’re an established business owner. If you’re just trying to get your start and you’re trying to meet people and network and get your name out there, then a small networking group like BNI or LeTip can be a good thing for you.
But if you want to be in the ring and in the arena with the 7-figure players, with the big people who are making things happen, you need to be going to events that those people are at. You need to congregate in the same areas and in the same tribes of those people. If you hang out with 5 millionaires, you’ll become the 6th, right? So if you want to be part of that group and you want to attract those types of people in your life, you need to put yourself in those situations. So Tony Robbins’ events, and big conferences where people are doing motivational talks, inspirational talks, trainings, and teachings — things like that. Those people are hungry for growth. They’re hungry for knowledge, and they’re hungry for opportunity. That’s my recommendation on the offline stuff.
Then, when we get to the online stuff — this is very important. We live in a world right now where everybody’s hidden in their houses. They’re not even going into the office. Everything has really changed in a major way. So when it comes to online events, there are thousands and thousands of outlets that you can pick from. I’ll break them down very simply for you.
The first one is social media. You’ve got Facebook, you got TikTok, you’ve got Instagram, you’ve got Twitter, you’ve got all these different social platforms. And then you have platforms like YouTube. You have networks like Reddit, where a lot of the early adopters, people who are just kind of discovering things, who are ahead of the curve, who are all about finding out what’s coming out first — they’re on sites like Reddit. So you can go on Reddit and places like that, and get the edge.
Then there’s forums. Whatever your passion is — if it’s digital marketing, or if it’s graphic design, or photography — there are forums for those people. There’s a forum for digital marketers called Warrior Forum, it’s a really great resource. You can go onto those forums and start building relationships online with those people.
And the same principles that apply offline, apply online. You need to be delivering value. Be focused on delivering value to them, and educating the market. My brother is a very good example of this. When he is online, whether it’s in a Facebook group, which is a great opportunity, or a LinkedIn group — every single time, he does something.
My brother is very smart, and he does something I’ve been modeling myself after: he goes into the LinkedIn groups and into the Facebook groups, and he sees people that are asking questions about a specific digital marketing trend, or a social media marketing trend, or an advertising topic, or content writing — whatever the topic is — he will go and chime in his opinion and his advice, which is typically pretty long-winded. Most people will just give a really short answer, but his goal is to provide as much value in that post as possible.
So I’ve been doing the same thing. Just giving a quick little brief answer is nice, but that doesn’t show that you’re truly invested. You’re not just trying to get your name on there and share your 2 cents, but actually trying to solve that person’s problem. And then what will happen is, if you’re the best answer out of all the comments, that person is going to inbox you. Next thing you know, you’re going to be able to start a conversation, a dialogue with that person, and start to build a relationship and a connection by offering that value, and continuing that on.
I had a guy just the other day who was looking to get help and insight on a web development project that he was working on for the gaming industry. I don’t have experience in the gaming industry, but I have a ton of experience in the web design industry. So I just chimed in to say, “I’d love to help you. There are some things you need to look out for so you don’t get hosed. You need to make sure that you’re breaking things into phases with this project. And don’t just pay them all at once, especially if they’re overseas.”
So, because of that, he inboxed me and was like, “Hey man, this is great information. I’d love to talk to you more. Can I show you what I have?” And he sent me a Loom video (if you don’t know what Loom is, it’s a great tool), breaking down this entire project that he had, and he gave me the whole background on all of it. So it was really neat for him to able to share that with me. I was really excited, and by the end of the conversation, he was like, “Dude, thank you so much for hearing me, and helping me. I really appreciate your help.” Now we’ve built a connection. There’s a new connection there. So if I am good about what I do, it’s going to lead me to the third part, which we’ll talk about here in just a few minutes.
So you’ve got the online and offline. There are lots of great places that you can do this. There are lots of different websites, lots of different forums. So just get focused on networking and building those relationships online and offline. You need both of those, but right now just focus on the online.
So the second part to this is actually understanding what that conversation is going to look like. I talked a little bit about it in the first part, but right now I want to focus on how you pitch your business and your idea, or your vision, or your marketing service to these people.
The first thing you’re going to do, like I said, is, you’re going to introduce yourself, say your name. And then you’re going to ask them questions. I do not want you pitching your service, or telling them what you do, until that person asks you. Once you’ve gotten all the information out of them and you know them, then if they ask you, “So what is it you do?” Then you have the open door, they’ve put down their walls and they’ve given you permission to talk about yourself. But I want you to keep it limited. Don’t go on a 20, 30 minute rant. You need to have what they call an “elevator pitch”. You need to keep it very simple.
One of the things that I use in my business is to say, “I help hungry, coachable, and passionate entrepreneurs reach new levels of their business. Typically in the seven figures and the high seven figure marks. I help them with digital marketing. I help them with graphic design, branding, content writing, and their online presence. That is my specialty. And I love doing videos, so I’ve been working on my video stuff.” And it’s as simple as that.
I’ve got some great success stories. Like, “I helped a client just the other day — he did a testimonial for me, and I helped him make seven figures in the last 12 months.” They’re going to be like, “Wow.” Then you just shut up. You don’t need to go into a 10, 15 minute rant about all these different things and bore them to death. Just give them a quick synopsis, and you need to have an elevator pith. Give them some facts or some things that you’ve done, and then tell them how you can help them.
Say, “You know, I do branding. It sounds like you needed some help with branding.” And make an offer. Every conversation I have, I have some sort of an offer, like: “Hey, we should grab some coffee,” or, “Hey, you should check out this software.” I’ll just give them a few tools and resources, some websites that they can check out that maybe will help them solve some of their problems that don’t have anything to do with me.
You can help people outside of your own sphere and experience, and give them some outside resources. Maybe you have a friend that’s really good at windshield repair, or something that doesn’t have anything to do with your business, but you have a connection for it. So continue to add value, help that person out genuinely, and be there for them as a resource, and you can watch what will happen to these relationships that you have.
Now, number 3 is equally important, because this is where probably 90 – 95% of salespeople and business owners fail: the followup. There’s a quote that said: “The fortune is in the followup.” This is where 90% of sales happen.
If you don’t follow up with people, and you don’t show after you’ve met them that you were genuinely interested in that relationship by saying, “It was so great to meet you. Thank you so much for connecting with me, giving me your card, and telling me about your business.” And then once again, what I want you to do is reiterate some of the highlights of that conversation, so they know even a day, a week, a month after you met them, that you actually remembered them specifically and what they shared that they cared about. That’s going to show that you actually genuinely cared about them, and that you want to build an authentic relationship — that you weren’t just out for yourself.
My recommendation to you is to just sprinkle in some of the things. You don’t have to go into their life, and their story, and their business. Just make sure that it’s focused on them, and that you follow up. Followup game is incredibly important. Most sales do not happen until like the 8th or the 12th followup. So you need to remember that you’re going to have to follow up multiple times with that person. And you need to be able to make offers in each one of those situations.
So, make sure that you’re networking online and offline, make sure that you have a really good elevator pitch, and that you’re focused on them, and on delivering value and educating your marketplace. And then number 3, make sure that you’re following up with these people, to show that you actually care. You’re inputting their information into your database, your CRM, your email marketing software, all of those things. These are all important.
So I just wanted to give you guys this video. I hope you enjoyed this series. This is some valuable stuff that is going to help you break through, help you get more business, help you get more clients, and help you build better relationships. And that’s what my goal is for you guys.
Thank you guys so much for tuning in today. I look forward to seeing you guys on the next video and make sure you subscribe. Thank you guys, I love you. And as always, keep looking up.