Part 1: Finding Your "Why"

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Right now, you might feel like the sky is falling. You don’t know where to turn, or where your next paycheck is going to come from. And that is scary. 

You’re stuck and home, out of work, and looking for ways to start making real money online. But how do you do that? Where do you start? Who do you trust, and who do you rely on? Well, we’re going to get into it and tell you everything you need to know.

Starting Your Own Online Business

Today, I have an important topic that I wanted to share with you. If you don’t know me already, my name is Adrian Boysel, and I’m the founder of Adrian Graphics and Marketing. I make the majority of my money online — not through YouTube, but through businesses. 

I have multiple online businesses that generate income. A good amount of my income is passive — that is, generating whether I’m awake or asleep, working or not.

I’m sure you’re probably wondering how you can do the same things. So, today is the beginning of a 5-part series that will walk you through how to start your own online business and start generating money online.

Change Your Mindset

To start off, it’s important that you have realistic expectations. The first thing I’m going to challenge you with is your mindset. Your mindset has so much to do with your success. 

You may think you’re a positive person with a great outlook, but that’s not the kind of mindset I’m talking about. I’m talking about the mindset and belief systems you hold that could be preventing you from achieving a high level of success.

I coach and train people at different stages in their lives, and one of the most important things I’ve found is that people don’t value themselves enough. And I was even guilty of this myself! I didn’t give myself enough value for the experience, the talent, and the time that I put into what I do.

That’s one thing I’m going to challenge you to do: believe in yourself. It’s so important to believe in your abilities and the relationships you’ve built. That’s how you set the stage for the type of clients you’re bringing to the table.

Find Your Skills

Now, if you’re in the very beginning of this journey, and you have no experience with working online, you probably have no tech abilities. You’re going to have to start small, and build your reputation. Building up your name and portfolio is a part of the process. 

There are a lot of different ways to start making money online. You might be an artist or a graphic designer; you can set up online affiliate businesses with Amazon. My goal is to help you find what you’re most gifted in.

So, if you’re a creative person, you might be able to do design work. If you’re a photographer, you can sell your photos to stock websites. A talented web designer can start a business building websites for people.

Eventually, you’ll be able to grow that business. Start subbing the work to other web designers and other web developers, and you can just oversee it. You can bring on project managers and eventually reach the level I am at now.

Find Your Why

For anybody who’s trying to grow an online business, the first and most important thing to ask is: why

You want to make money, right? That is the typical answer that I get from most people who want to start online businesses — they want to make money and have some freedom from their 9-5 jobs.

If that’s the case, you have to build the right foundation. Your mindset is very important — that’s why you need to have your “why”. Simon Sinek, author of ‘Start with Why’, says: people don’t buy what you do, they buy why you do it.

Every successful company out there is providing solutions to a current problem. You need to know what problems you are going to solve. But before you can do that, you need to identify whose problems you are going to solve.

You have to know why. You have to know who. You have to know what the problem is. And you’ve got to know how you’re going to fix it. That is the baseline in terms of building a business strategy that will be impenetrable in any economy.

I know that the majority of people who want to start an online business probably have very little experience making money online. That’s why you have to start with your foundational roots. The first steps to building a successful business are the most important.

Again, those steps are: the who, the what, the how, and — most importantly — your why. What is your why? Who do you want to help? What problems are you going to solve? How are you going to solve them? That is the very beginning of your business.

Maybe you’re purely money-motivated, and you’re not really interested in solving problems. You just want to jump into the market. Well, if that’s the case, you have to understand that it’s going to take you a significant amount of time, because you’re not selling anything emotional.

Follow Your Passions

Everybody out there has a passion. And a lot of our passions come from the voice in our life. If you’re interested in being mentored to find your passion, I’m here to help you with that. 

For me, one of my passions is helping at-risk youth. I care about helping people who don’t have a high level of education, who just need to learn some skills, and want to change the trajectory of their life.

Everybody has their own why, and that is the foundation that will help you be successful. If you stay true to that, keep it as your true North, you’re going to find incredible success in life. And you’re going to build an incredible amount of momentum, because everything else I’m going to teach you will be wrapped around that why.

Eric Thomas says that the people who want to succeed, want to succeed as badly as they want to breathe. Do you want to weather the storm? Then you need to start making money online, because commerce has not stopped online.

Some people are going to do better than others, but I want to be an advocate for you. I want to arm you with the best tools possible. So, you need to make sure that you want to succeed as badly as you want to breathe. You have got to be dedicated and consistent.

Accomplish Something Every Day

To wrap it up, I’m going to give you some homework. Every day, I want you to write down three goals for the day. No matter what happens, you cannot wrap up your day without having these three things done. 

They don’t need to be huge goals, just realistic daily wins. Because here’s the truth: the compound effect of having daily small wins is incredibly powerful. It can be sending 10 emails in a day, or making 10 prospecting calls. Anything you can accomplish in one day.

I hope this is the beginning of a great adventure for you, and that you build a future for yourself and stop using your talents to make other people rich. I want you to use them to make yourself rich, to give yourself a great life. To live a life filled with joy.

That’s what my goal is. That’s what my heart is after: to help you find your passion and go after it. Thank you guys so much. I hope you have a blessed day, and as always: keep looking up.

Part 2: The Riches Are In The Niches

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As much as I like to joke around, it’s very important that we take a moment to understand the reality of our world right now. I want to help you get through these times and make an incredible amount of money online, but it’s not going to happen overnight. It’s going to take some time for you to build up the experience, build the knowledge, and transition to an online world. 

It’s not an easy transition for everybody. We all have different skills and roles, but no matter what role you’re in — you can make money online.

Today, we’re going to talk about how you can find the riches in the niches. So, without further ado, let’s roll into it.

Some Examples Of Niches:

Last time, we talked about why it’s important to have a foundation and a mindset for success. You have to find your “why” and believe in yourself. 

Moving forward, we’re going to talk about the riches in the niches — and why not all niches are created equal. Here are some examples of how people in different niches can start earning money online.

1. The Barber

Let’s say you’re a barber, and you want to make money online. Well, how in the world could a barber possibly make money online? 

I’ll tell you: there are thousands of people stuck at home who can’t get to a barber right now. You can teach them how to cut hair. I actually had to cut my own kid’s hair, and I’m not even that great. So you could easily create and sell an online course.

If you have any kind of specialty, you can sell that knowledge and people will pay for it. You can even start by just making YouTube videos and building up a following. Inspiring, sharing techniques, mentoring — these are all great ways to monetize your knowledge.

2. The Cook

Say you’re a cook. You have tons of options to make money online: you could teach people how to cook, write and sell a cookbook online, or start a meal prep business. Food and restaurant options are limited right now, so that’s a swervive you can provide to people. 

Take videos of the food you’re making and post them on social media. That will grab people’s attention and encourage them to order your food online.

Of course, you will need some certifications, so it isn’t necessarily that simple. But just an example, meal prep is a great way to make money. You can do it for your friends and family, and make enough cash to just keep the bills paid.

3. The Customer Service Representative

If you have spent your whole life working in retail, you don’t have a whole lot of experience in anything other than customer service. 

Well, guess what? People are still picking up the phone and calling businesses. So customer service is still needed! Online businesses like mine need people to answer calls, handle customers, and have a great rapport.

If you’re good with people, you can easily monetize that. There are websites that you can use, like Creative Market, Upwork, Udemy, or Freelancer, to find online work. Set up a portfolio and start building a reputation on those platforms.

Now, you’ve got to remember, like I said: you’re not going to get paid a ton of money overnight. You’re going to start small. But the key is to gain momentum. Stay consistent for 3 months, 6 months, or even a year. You’ll watch the momentum continue to build.

That is one of the secrets to being able to be a successful business owner: you’ve got to get people to know you, like you, and trust you. And it doesn’t matter what industry or niche you’re in.

4. The Graphic Designer

Here’s a big one: maybe you’re a graphic designer, like me. There are a lot of resources out there to help you make money. 

You can take stock images, twist them and make them your own. Sell your unique designs, or do logos. You’ve got to find your niche. As a graphic designer, there are tons of different niches you can go after.

In fact, you can check out my previous video on how to make money as a graphic designer. There are so many options and so many resources available to you!

If you’re an engineer, you can go to places like Guru, Thumbtack, and Bark. Those are three great websites that you can get on with very little money out of pocket. You can bid on projects, get quotes, and give out offers.

Remember, that’s the key to success in an online business: you have to put yourself in a place where you can make more offers.

Make More Offers

One of the things that I’ve been doing every day is holding myself accountable. Even though business is really good for me right now, I have to remind myself that it could change at any moment. 

Things could get even worse, money could lock up even tighter, and I could lose more business. So I’ve been making a point, every single day, to tell myself: make more offers. Say it with me: make more offers.

Whatever your expertise is, you need to know how to brand it. You need to know how to package it, write the content, and solve problems. All of these things are important to building an online business. And if you can follow these steps, no matter what industry you’re in, you’ll succeed.

I know a guy who stocks shelves, and I was even able to help him find a way to make money online. He can teach other people and business owners about the right staging to improve their sales.

Generate More Traffic

The key to online money-making is: how are you going to generate traffic? And that’s why I’m talking about niches. The riches are in the niches, because the more specific your niche is, the more targeted and effective your marketing will be. 

It’s cheaper to advertise in a specific niche. You’re not swimming in what they call a “red ocean.” If you jump into the ocean with all the other sharks, who have way more experience, your chances of catching a fish are low. But, if you get more specific, you’re fishing in your own pool.

You can always start by building momentum in your specific niche. That’s what I did: I started by designing nightlife flyers, got inspired, learned techniques, and eventually moved into printing. After that I made most of my revenue from the printing side of my business.

So, that’s just another example of how when you get really deep into one specific niche, you can start to identify all the different problems and learn to solve them. And that’s what I want you to do — no matter what industry.

There are so many different ways to drive traffic in specific niches. You have got to know who your target customer is. You have gifts, abilities, and talents that need to be applied. That is going to make you stand out from everybody else.

Pick Your Niche!

As you know, this is a 5-part series, and I’m going to be talking about all the different things you need to do in order to build a business online. Now that you understand that the riches are in the niches, I want you to go pick your niche. 

Go out there and figure out who it is that you want to help. Once you’ve niched down and you know what problems you want to solve, you can target your customers effectively.

I hope this video was filled with a lot of golden nuggets for you. Remember: the riches are in the niches. Niche down, get specific. You can always expand if over time it’s not giving you the momentum that you want.

Thank you again for watching, and as always, keep looking up.

Part 3: All About Your Brand

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If you want to make money online, you are in the right spot. In the last two weeks, I covered a lot, but this week we’re going to go even more in-depth, and we’re going to talk about brands. 

I’ve talked about brands a lot on this channel. There are tons of videos you can go back and watch. Your brand is an important topic, and something you need to consider when it comes to starting an online business.

Your Brand: Personal Vs. Business

There are two types of brands that you can start. The first one is a personal brand that revolves around you. I have my own personal brand, Adrian Boysel. You can go to adrianboysel.com and see what I’m talking about. The site talks about my expertise, my background, my history, etc. 

The second type is a business brand. Now, depending on the niche that you picked and what kind of “who, what, why and how” you have, you are going to either pick a personal brand or you’re going to pick a business brand. You can do both, but I would encourage you to start with one or the other. It’s important not to cast your net too wide in the beginning.

If you’re building your brand as a freelancer or creative, then I would probably create one under your personal name. If you’re going to create something that’s bigger than yourself, like software or a business solution, then you’re going to want to create a business brand.

Those two types look completely different in terms of the way they’re communicated visually, as well as on a content level. I want to make sure that you understand some of these basic principles, and that you build a brand that is authentic to you, your core values, and your business.

Elements of a Great Brand

So, we’re going to create a brand that’s based around your business. Let’s just use that for a start. To create that brand, you’re going to need a few things.

Your Domain Name

The first thing you need is a domain name. If you don’t have a domain name, you need to get one right away. 

Coming up with a clever domain name nowadays, with a .com address, is very, very hard to do. So, try to keep it simple and try to keep that domain name short. It’s important that you have a short, memorable domain name for your business brand.

Your Logo

The second thing you need to think about is your logo. What is your logo going to look like? What is it going to communicate to your potential target audience? It’s important that you have a logo that is clean, simple, and memorable. 

Then you’re going to consider the type of design for your logo. What style is it? Is it a logo mark? Is it like the Doritos logo? Is it like an attorney logo? Depending on the niche that you’re in, you can find other logos for examples — you’re going to have to do some research.

Part of creating a great band is looking at the research, looking at what other people are doing, and doing it better. You’ve got to put in your own unique personality. The colors, the look and feel, the logo mark, the font — these are all different ways you can create a unique logo.

One thing you should take into consideration is that your logo should not have any photography, or multiple colors in it. No more than three or four colors. If you make it too busy and too colorful, it’s going to make it blend in with everything else instead of standing out.

What I always tell clients is this: when you’re creating a logo — whether it’s for your personal or business brand — you should start off in black and white. If you can get a logo concept down that looks great in black and white, then when you translate that into color, it’s going to look even more amazing.

Your Mission & Vision

If you remember, we talked about having a “who, what, why and how.” Well, part of that is creating your mission. Every brand should have a mission. So, when you start creating your brand, you need to create your mission statement. What problems are you solving, and how do you plan on fixing them? That’s the “how.” 

The next thing we’re going to talk about is your vision statement. What is your short-term and long-term vision? What do you want your company to look like? Where do you see your company in five years?

Writing down your vision for your brand is crucial. I want to make sure that you have a clear, defined brand, with a mission statement, and a vision statement. Those are two really important factors of creating a brand.

Your Target Audience

The next factor is your target audience. Remember, in the first video we talked about “who,” so now that you have that information, you can use it to target your audience and start solving their problems. 

One of the biggest steps in creating a great brand is having a hyper-focus. Identify the people you want to work with, who won’t be a hassle. Because the last thing you want is to work with a nightmare client.

Your Reputation

Then there’s your reputation. What is your reputation in the marketplace going to be? Do you want to be the high-end company, or offer the best prices? You can be fast, you can have a high level of service, and you can be quality — but you can’t be all three. You need to pick the type of reputation you want to build. 

The next thing you should be concerned about is your printed and online materials. Your printed materials can be trade show displays, signs, banners, business cards, etc.. Make sure those printed materials match with your online materials. They should talk about your objectives and brand.

Now, with your online materials, there are multiple channels. Social media, videos, your website — there are tons of platforms to use your brand online, and it needs to look the same all across the board. The more consistent you look, the more successful your brand will be.

Your Archetype

The last one, and this is my favorite part, is your archetype. Here are some of the most popular examples: the innocent, the orphan, the hero, the lover, the creator, the jester, the caregiver, the explorer, the rebel, the sage, the magician, and the ruler. 

The innocent, for example, is Frodo from “The Lord of the Rings.” If you search for character archetypes on Google, you’ll see more examples.

You’ll need to pick a primary and secondary archetype. Say I am the caregiver, and the lover is my secondary. As the caregiver, I want to care for and help people. And as the lover, I love people. I want to share my story and hear their story. They very much match, but I also have two.

Before we move on, let’s talk about your core values. Core values are a huge area, that a lot of companies miss. What is important to you? What are the things that you live by? Showing up on time, being a leader, inspiring others, being grateful, being fair, being trustworthy — these are all core values.

All those things are going to wrap into your brand. Everywhere you go, you are going to share these core values with people. That’s how you attract the type of people you want to work with.

Developing A Personal Brand

Now that we’ve covered the business brand, let’s get into your personal brand. Who are you as a person, and what do you want to project? Build your reputation, your connections, and your authority as a part of your personal brand.

Generating Traffic

As you know, an important piece of starting an online business is generating traffic. Whether you’re generating traffic to your personal brand, or you’re generating traffic to your business brand, it’s all going to be the same strategy. 

The only difference between those two is the type of traffic you’re generating. For a personal brand, you’re probably going to be using Facebook and Instagram. With a business brand, it’s better to use LinkedIn.

There are also other platforms, like Snapchat, that you can use to get the message out there. But the main one for your business brand is organic SEO. The content you write on your blogs and produce on your YouTube channel will build your personal brand.

YouTube is a particularly strong platform for a personal brand. I’ve been making YouTube videos to build a brand for Adrian Graphics and Marketing as the leading digital marketing agency in the country. We’re the best, not just because of the level of service we provide, but because of the people on our team and the human element behind our brand.

Consistency

Here’s something most people don’t talk about: consistency. Providing great quality with consistency is super important. I’ve been making my videos consistently to boost my brand. It was hard at first, but I had to tell myself: It’s not going to get easier. I’m just going to get better. 

As you’re starting a new online business, your mindset is so important. You need to be authentic and transparent with your brand. You’ve got to understand that it’s not going to get easier — you are just going to get better.

The better you get, the easier it will get. That’s what I mean by that. The process isn’t going to get easier over time. It’s not about simplifying it and making it less high-quality. It’s about increasing the quality over time, and getting better at what you do.

My encouragement to you is to have the right mindset going into this, and to understand that it’s going to take time and patience. It’s not going to happen overnight. It happens through consistency, hard work, and providing real value in the marketplace.

Calls To Action

Don’t forget to include calls to action in all of your branding. Even if it’s as simple as: “schedule a call with me.” 

However that call to action looks, you need to remain consistent across all your platforms. So, have your Instagram, Snapchat, Facebook, and TikTok all funneling traffic to the same place, like a landing page on your website.

Use Your Brand To Find Your Clients!

Remember, people don’t buy what you do — they buy why you do it. Branding is understanding what your mission is and building connections to your potential clients. 

Think of the dog chasing one car. He’s focused on just one car. There are tons of cars going by, but he’s focused on the one car. Focused on one kind of client, get really laser-focused, and you’ll have an incredible amount of success.

So, I hope that helps you, and brings you some more clarity on your brand! Thank you guys so much for tuning in, and as always, keep looking up.

Part 4: Traffic And Promotions

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Welcome back! Today, I’m going to talk to you about making irresistible offers that your customers can’t refuse, and that will still make you money. So without further ado, let’s roll into it.

All About Traffic

This is part 4 of the free series that I’ve been giving as an irresistible offer to all my friends, supporters, and subscribers. So thank you for tuning in, and I’m not going to waste too much of your time. 

Part 4 is all about driving traffic and creating promotional offers. Now, you’re probably wondering: what the heck is a promotional offer? Well, we’re going to get into that later, but first I want to start off by talking about traffic.

What do I mean by “traffic?” I don’t mean the traffic that’s going up and down the road. I’m talking about the type of traffic you need to be focusing on for your business.

If you’re just getting started, my guess is that you have very little funds, and you’re bootstrapping this business to try to get it off the ground. So, you need to understand the three different areas of traffic.

Paid vs. Organic Traffic

First, there is a difference between paid and organic traffic. Paid traffic can come from Google ads, it can come from Facebook ads, LinkedIn, and more. Any time you pay for ads online, that’s paid traffic. But it can be very costly. 

I don’t recommend paying for traffic without a system in place, because you need to take that traffic and nurture it over a period of time. You’ve got to have systems in place if you’re going to run paid traffic successfully.

Organic traffic lets you use your time, which you have a lot of in the very beginning of your business, to create traffic to your website using keywords. What they call “niche keywords” are going to drive traffic back to your site.

There are people on Google who are looking for services that you provide, or for knowledge that you provide. And it’s not just on Google. It’s on YouTube, too. This is a way that I can generate organic traffic right to my videos, and direct that video traffic to my website.

You can use all the different social media platforms to drive organic traffic for free. If you’re using Google to drive your organic traffic, you have to understand that it will take a significant amount of time. Because there are so many people looking to drive traffic to their website through Google, it takes a while to get results. So if you want instant results, my recommendation is that you utilize social media.

Online vs. Offline Traffic

That brings me to my second point: you have online traffic, and you have offline traffic. Online traffic is things like social media, Google, and YouTube. Even networking groups. Those are all online mediums where you can post your information and bring in traffic to your business. 

Then you have offline methods: events, calling, sending mail and postcards. You can go door-to-door or business-to-business with your deals. It’s important to have a good mix of online and offline traffic.

Outbound vs. Inbound Traffic

Another key difference is outbound traffic versus inbound traffic. Inbound traffic comes from organic search methods, like Google My Business, writing articles, podcasts, etc. 

Outbound traffic means you’re prospecting to bring in traffic, like using LinkedIn and sending messages. Those are outbound messages. You can use Facebook to send outbound messages, or send videos through your website or YouTube channel.

You should have a good ratio of inbound to outbound traffic. In the beginning, you’re probably going to be doing more of the outbound approach. But as you continue to build momentum, you will be able to start getting more inbound traffic, and create more revenue that way.

It becomes more passive when you don’t have to prospect for business by sending out ads and emails. Those are the methods that I used in the very beginning. No,w as things are scaling up, and I’ve built a lot of momentum, the only outreach I do is asking for referrals and sending out emails to people every once in a while.

The Promotional Offer

The next important factor I want to talk about is the promotional offer. What is the promotional method you’re going to use? There are three ways I approach the promotional method for my own business, which you should take into consideration as well. 

Number one is quality. Are you selling quality? Number two, are you selling price? Or, number three, are you selling speed? You should pick two of those three offers, and only two.

So, if you’re going to be the price guy, then you’re going to need to do more quantity. If you’re going to be the great service guy, you can set your prices a little higher. If your prices are somewhere in the middle, then you’re going to need to get the job done quickly.

These are all areas that people are looking for. They’re want the job done quickly, they want it done well, or they want it done fast. Your core values will help you to determine what kind of promotional offer you represent.

Create Irresistible Offers

You need to create irresistible offers. An irresistible offer is something that someone cannot refuse. If I were to offer you one-on-one coaching for, let’s say, 8 weeks, for absolutely $0, there’s a good chance you would be interested. 

If I offered to teach you how to build a 7-figure business for $2,997, you might be interested. But, if I let you pay that in small payments over time, that’s a great deal! That’s how you build value in a promotional offer.

You have to build value in whatever it is that you’re selling, then tie it into a strong offer. Maybe your offer is to create the very best website that anybody’s ever seen. That’s not an easy project, so it will have to come at a price. You’ll have to work fast to make that a deal no one else is offering.

There are a lot of people right now creating irresistible offers. A lot of solar companies, for example, offer no interest financing and no payments for 12 months. With no interest and no payments for 12 months, you’re able to get solar on your house for literally $0 out of pocket, and the company still earns revenue.

More Traffic, More Offers, More Business!

To sum it up, you’ve got paid traffic versus organic traffic. You’ve got online traffic versus offline traffic, and you’ve got outbound traffic versus inbound traffic. You want to create an irresistible offer — something that’s either based on quality, on service, or on price. 

So, that’s what I have for you today. Thank you so much for tuning in, and as always, keep looking up.

Part 5: C Is For Conversions

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Today is brought to you by: the letter C! For conversions!

What’s up everybody! This is Adrian Boysel, and thank you for watching another Adrian Graphics and Marketing video. Today, I want to ask you to subscribe. I want to ask you to like, and I want to ask for your commitment to continue to follow the content that I’m making to help your life become better, because I want to be a mentor. I want to be a leader. I want to support you, and I want to be a resource for you.

So by now, you’ve already identified what your “why” is, who your customers are, what their problems are, and how you’re going to solve them. Number 2 was all about defining your niche. What niche are your customers are in, and who are the most likely people to do business with you? The low hanging fruit, all of that. (If you’ve missed any of these videos, you definitely need to go back and watch those.) Number 3 was all about your brand. Who are you? What makes you unique? What makes you different, and how are you going to build a connection with your potential audience? Number 4 was traffic. Everybody needs traffic to their websites, to their social pages, to their podcasts, or to their YouTube channels. Just like I do. That’s why I need you to share this video — traffic is really, really important.

And number 5 is the most important. It’s the reason you’re doing all of this stuff: to get some money. Show me the money, right? Everybody wants to make money, and to make money with an online business — the remote, laptop lifestyle. That is the whole goal of all of this: to make money online from your home, without having to go to a nine-to-five or go into an office. So today I’m going to talk to you about conversions: how to get conversions, how to nurture relationships, and the importance of those relationships.

Number one: did you know that over 50% of salespeople give up after the very first call? Just because somebody tells you “no,” doesn’t mean it’s a “no” forever. It means it’s a “no” right now. So if you continue to give up on every single sales call you make, after the very first contact, you’re never going to get anywhere. No relationship was ever built that way. You see it in romantic comedies: where the guy is asking the girl out on a date multiple times, or asking the girl to marry him multiple times. It’s important that you have a resilient personality. And statistics do not lie! It takes between 8 and 12 contacts to convert somebody into a customer.

And it doesn’t happen overnight. Sometimes that can take 8 to 12 months, or it can take 6 to 12 months, or it could take a day, to 90 days. It just depends on what type of business you have. Not everybody is ready to buy right now, but making those repeated contacts is going to help you stand out, and increase your conversion rates significantly. Overall, what you want to do is to nurture that relationship by adding value at each one of those contact points. Don’t just expect to ask them for something, or to ask them for their sale. It’s the golden rule of the 80-20: 80% of your conversations with them should be adding value, and 20 should be the ask.

Another stat that you may not know is that 89% of salespeople give up after the fourth contact. That means almost 9 out of 10 salespeople will give up. That means, if you contact them 10 times or 9 times, you’re probably going to be the only person that’s continuing to contact them, and continuing to have that ongoing relationship. At 9 contacts, you’re going to have a 90% chance: when that person’s ready to buy, they’re going to pick up the phone and call you. That is a huge number, a 90% chance. Wouldn’t you want that kind of success?

There are multiple ways that you can contact somebody. It’s not just by phone. Text messages are very, very effective. Sending text messages, sending videos, sending Snapchats, sending DMs through Instagram, sending Facebook messages, sending emails, visiting them face-to-face in their office and handing them a gift card, or handing the decision-maker a gift card, or dropping off a gift to the gatekeeper. There are a lot of ways that you can convert, and nurture, these relationships with people. Pouring into the people, offering value, continuing to be consistent in your approach of being a value-driven company, and being a solutions-provider — not selling anything, but solving problems.

That’s what a good salesperson does: their mission is to solve the problems. And if you believe you have something of value that is going to solve their problems and make their life better, you’re not bugging them. They need to be able to wake up, and they need to be able to see that you’re going to be committed long-term; that you’re going to be consistent, that you’re going to follow up. By showing that consistency and that interest in the relationship, eventually, as they say, persistence wears down resistance.

So you may not get them on the first time, or the third time, or the fifth time, or the eighth time, or even the ninth time. It may take you 10 times, it make you 12 times, but eventually you’re going to get through to them, if you’re offering value. If you have an irresistible offer, like we talked about, you have something compelling, and you’ve built a connection, you’ve built a relationship, you show that you’re there for the long-term and you’re there to build a real relationship with them. You’re not just there for their money, because that’s not what this is about. This is about you going out there and improving the world with what you do. Making the world a better place, doing better brands, doing better designs, creating better food, creating better recipes — whatever it is that you do for a living. It’s all about being the best at that, and providing a better service than what they currently have. If you don’t think that you can provide something better than what they currently have, then they’re probably not the right customer for you. Maybe you need to start with something more simple.

So that’s my advice for you today. I wanted to keep this one fairly short, because there’s a lot going on in my world (and I’m sure in your world), and I know time is of the essence and I value your guys’ time quite a bit. As I asked you in the beginning of this video, I need you guys to please hit the subscribe, hit the like button. I hope you’ve enjoyed this course, this five-part series. You need to understand that nurturing relationships happens over a period of time. That there are people out there who aren’t going to buy right away, and they may be 6 months out from buying. You want to be that top-of-mind awareness type of person, so that when they decide to finally make that decision, who are they going to pick?

90% of buyers are not ready to buy — and I think the statistic is actually a little bit higher than that. I think it’s like 95% of people are in research mode, or just in discovery mode. So you need to understand the intent. And part of that is also understanding where you’re marketing your business. If you’re marketing your business on Google ads, the intent is going to be much higher than just being on the organic listings or in the maps. People who are looking for Google ads, and are clicking on Google ads, have an immediate need. Their intent is very high. With Facebook, it’s a little bit lower. You’re actually creating a demand, and putting a message in front of them. They may not have even thought about.

So you have to have a system in place to nurture those relationships, and to get those conversion rates as high as possible. Conversion rates happen on your website. Conversion rates happen through emails; conversion rates happen through phone calls, and through text messages. If you want to have a lot of success, I would take an omni-channel, multi-channel approach, and try all those different methods. It’ll really, really help you out. If you can hit them on multiple platforms, and multiple places like LinkedIn and Facebook, and Twitter and Instagram, and show them that you’re on multiple platforms, that can build a lot of credibility.

So just be consistent, and stay consistent with your follow-up. And don’t give up after the first, second, third or fourth try. You just need to remember that it can take 8 to 12, or even 13, times for them to convert into a customer. You’ve got to understand by asking the right questions, like: “Hey, when are you looking to make this purchase?” Ask those questions. This is what happens with a lot of people: they forget to actually make the ask. They focus so much on providing value, like I’ve done here, and then when they get to the end of it,and the customer goes, “Wow, this is great. So what’s the next step?” They go, “Well, you know,” and they just keep talking, and they don’t actually make the pitch.

When the customer starts to ask you, “Hey, what are the next steps?” That is a big flag that it’s time to close the deal. So definitely, don’t miss those flags. Understand that the person may not be ready yet. You want to ask those qualifying questions right at the beginning, and you want to convert these people.That’s the ultimate goal of doing all this work, and making all this movement, and solving all these problems: understanding that you want to convert this, and turn this into new business, and then get referrals. And you want them to become a raving fan. So, make sure that you have the process in place to offer so much value to them, to the point where they are just head over heels for you. And by the time they decide to say “yes,” they’re already sold. They already have been — it’s just been a waiting game for them. And they’re ready to take the next step, and make that commitment.

So I hope you guys got a lot out of this. I know I shared a lot of information, but I wanted to make this valuable. I wanted to make this helpful for you. I really appreciate you guys being with me today. Thank you so much. I hope you have a great day, and as always, keep looking up.

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