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What's going on everyone, in this video what I want to do is talk to you about how you can scale outbound.

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

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per customer and how to keep them longer, and the many failures and lessons we have learned

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along the way.

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I hope you enjoy and subscribe.

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One of the issues that I see that's being really prevalent in kind of like the marketing

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communities is talking about how organic or outreach is not a scalable acquisition system

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and you should only use paid.

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I actually used to believe this and that's why I'm making this video and it turns out

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that this couldn't be further from the truth and I also now have over time continuing to

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believe that Apple might actually be more scalable, more consistent, more reliable than

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even paid.

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The reason this came to the forefront is about a week ago I was talking at a mastermind

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event and one of the girls in the audience was like, hey I really want to have a scale

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black acquisition system because what I'm doing right now is in scalable and I was like,

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what are you doing?

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Well I do outreach and I was like, well why do you think this isn't scalable?

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And she thought for a second she was like, I don't know, I'm the one doing, I was like

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right, you can pay someone else to do it and then now you can pay more people to do it

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and then there you go.

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Right?

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So what I'm going to do is actually walk you through the math behind this and just kind

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of understanding the theoretical piece of how this works.

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So just like there are different platforms you can do paid advertising on, you can do

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YouTube ads, you can run Facebook ads, you can run Instagram ads, whatever, right?

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You can also do outbound on different platforms as well.

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You can do cold calls, you can do cold emails, you can do direct messages on Instagram

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or Facebook or whatever, right?

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All of those are just different channels that you can do outbound on, right?

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So it could be a phone, right?

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It could be the email like I said or it could be, you know, chat, whatever, whatever chat

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looks like.

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You get the idea.

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Right?

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So there's different platforms that you can use as a son.

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So what I'm going to do is walk you through kind of how the scaling works and how you can

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calculate ROI the same way as metrics driven as you can for paid.

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If anything, I mean, I think it's equally quantifiable.

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And so what I'll do is I'll walk you through how our numbers work just as a real life example

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for you so you can see this in your own business.

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So right now we're doing, because this is something that we started implementing just recently

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because I wanted to scale our acquisition systems.

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And so we're using a phone primarily and we do 100, 100 cold calls per day, all right?

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That's what we're doing.

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And we're like, wow, that sounds horrible.

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Like, well, let's walk through the math.

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I'll show you.

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All right?

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And that means, and we're doing this times five.

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So it's five days a week.

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We've got one guy who's doing this.

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And so it's 500 total, all right?

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That's the total amount that we're getting.

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From that 500, we'll typically get about 10 interested people, all right?

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And I'm defining this as people who said, yes, I'd like to have another conversation about

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this, whatever, right?

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From those 10, we'll get seven to shop for that next appointment.

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And then from there, from the follow, we usually close one sale, all right?

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That's like, those are the metrics that we have right now.

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Now the reason this is interesting to me, right, is that I'm looking at the cost, okay?

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And so this right now is actually one person who's working part time.

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They're not even working full time.

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And so let's just say for money sake, right?

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That we're paying $1,500, I'll say $1,600, just $400 a week, right?

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$1,600 per month for this, all right?

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That's what's happening.

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Now what's wild about this is that that means that we would be closing one per week, right?

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From outbound using this process, which is about what we are doing, all right?

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Now compared to the volume that we get from paid, this is really not a lot, all right?

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This is not a lot, this isn't going to bear bills, this isn't going to like keep the lights on it, jump launch, right?

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But the process is understanding how this scales and the metrics behind it.

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So check this out.

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So $1,600 a month, right, is equating to, because this is one week, right?

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That equates to four sales, right?

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Four sales.

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Now four sales, right, means that my cost of acquisition is $400, right?

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$1,600 divided by four, that's what this is, right?

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Is $400.

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Now to put this in perspective, I usually pay $2,000 to $2,500 per sale using paid advertising.

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And so my cost of acquisition on outbound is actually significantly less.

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We're talking like two, three, four, five, six times less than what I'm used to pay.

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And so the next question is, is how can you scale this, right?

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Well, right now we're getting one person to do this,

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but what's to stop me from having 20 people doing this, right?

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And if I had 20 people doing this, all of a sudden, we're at 80 sales a month, right?

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Which is great, that would make a meaningful difference in our business.

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And what's more is that those 80 sales in total would cost me $32,000.

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

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If you ever want to have the video version of this, which usually has more facts,

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more visuals, more graphs, you know, drawn out stuff,

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sometimes it can help hit the brain centers in different ways.

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You can check out my YouTube channel.

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It's absolutely free to check that out if that's what you are into.

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And if not, keep enjoying the show.

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Which is a lot less that I spend right now in marketing, right?

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Not to mention that this process also includes like,

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if you take my marketing costs not just for my advertising,

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but the actual team I've got creatives, I've got graphic designers,

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I've got videographers, I've got copywriters, I've got funnel people,

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I've got traffic, like all of those are additional payroll that go on top of

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the ads that we're spending in order to do this.

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And so the next question that comes naturally from this is like, okay,

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so I understand how to scale the people, right?

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That's operations, right?

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You have to train people on how to do the script, how they, you know,

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get your foot in the door, kind of how the conversation generate interest,

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all that kind of stuff, right?

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But the next one's like, well, well, how do I get these names, right?

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How do I get these, these lists of names?

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And that's where the channel that you're using, right, matters, right?

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And so if I were scaling phones, which is probably one of the,

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you know, most time tested ways of scaling, then it means you just,

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you can scrape lists off of the internet, et cetera, whatever.

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And then just feed them into a dialer.

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This is not complicated stuff.

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There's a zillion different tools that do that.

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All right, if I was doing cold email,

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there's a zillion different tools for cold email that you feed in 500 plus emails a day.

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And from 500 emails, you might get five to 10 responses that are meaningful.

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And what's interesting about outbound that I have found is that,

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believe it or not, these people are actually warmer than cold traffic,

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which I find interesting.

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But I think this is just my theory on this, is that if you're in that 10 people out of the 500,

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that those 10 people are inherently in a moment of pain or higher interest

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than they would otherwise be.

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With cold traffic, it's more interruption-based.

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And so you have people who actually believe it or not, who are more like,

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it's called buyers in power.

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But basically, they're kind of on their back foot, like maybe I'll see,

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maybe I'll click.

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Whereas if you're responding to this at this point,

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it's probably of more importance to you.

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All right, and so same thing here, though, is understanding the actual numbers.

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All right, so if you're going to do a cold email,

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you probably have to have 500 per day in order for it to be meaningful.

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200 minimum, right?

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In order for the volume to be meaningful.

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Same thing here, 100 cold calls a day is probably the minimum it would take

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for it to be meaningful.

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Messenger, same thing, right?

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Now, this is where it's interesting is like,

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well, where do you get messenger people?

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Well, one, you could hit up all the followers you have or all the friends you have.

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That's the first and easiest thing you can do.

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Beyond that, it's going into the groups of people,

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the ponds that exist, and then doing messages from there,

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because you already know that they're qualified,

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that they're more likely to be a certain type of avatar,

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who you can likely serve.

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All right, and so scaling outbound really comes down to just multiplying two things.

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You have to get the lists, you have to get the names,

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where the ponds are, right?

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Times activity, which is the effort 100 a day, right?

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Times people.

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That's it.

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That's the process.

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That is exactly what you do.

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And so right now, I've got one guy, right?

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Who's doing outbound, right?

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And he's generating one sale per week.

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And then you then ask yourself, well, I want to have 20 sales a week.

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Well, then you need 20 of these people.

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And the only next question that has to come up is, well, is it worth it?

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And so that's simply a function of what the cost of acquisition is compared to the price, right?

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And so in this instance, if you were doing that,

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and let's say you were getting one sale a week from someone,

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and this is again, like I said, part-time,

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if my cost of acquisition, mind you, right, said, was $400.

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As long as my profit on a customer that is coming in,

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and that's gross profit, that means like after my cost of fulfillment,

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is over $1,200, that's 3x.

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Then it is worth it, and it is a scalable system, all right?

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So hopefully that makes sense for you.

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Hopefully it broke at least a little bit of beliefs about whether or not this is scalable,

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and what price you need to have, and what kind of cost of acquisition would be necessary.

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This is where having some people, there's a lot of VA's,

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who will do this for significantly less.

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So if you're, let's say you're paying a VA $500 a month, for example,

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and let's say from that VA, you're able to generate, I don't know, 10 appointments a week,

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and from this 10 appointments, you're able to, let's say,

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because you're not selling something super high ticket, like we are,

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let's say you're able to sell two people a week, all right?

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Let's say for your business, for example.

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So if you have two per week, and that means you're getting eight a month,

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I'm just doing rough math here, and you're paying a VA $500 per month, which is a great,

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great ROI. That means that your cost of acquisition is tiny, right?

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Is miniscule, right? It's 60 bucks-ish, right?

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So the question is, and if you're selling something for $2,000 plus, which you should be,

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no matter what industry you're in, right?

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Especially if you're doing cold outreach, then at that point, your ROI is insane, right?

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If it costs you $60 to acquire somebody for $2,000, you're looking at just absolutely

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insane numbers. Getting three to one is exciting. This is getting 10 to one to be 600,

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so 30 to one returns, 32 to one returns, and that's something that you can truly print money on.

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And so when you can find these kind of arbitrage opportunities, which this inherently is,

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outbound isn't arbitrage opportunity, and the only reason that people don't succeed,

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what is they just don't know how to do the activity, number one, or they don't do enough of it.

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And so if you can break that pattern yourself and understand where the ponds exists,

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what activities and in what amount are going to donate the outcome, and then simply

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adding more people to that process so that you can get the amount of sales that you want on a

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reliable basis and not be constrained by any platform in your life. So anyways, this is why I get

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really excited about it when I see 30 to one plus returns, because I'm comparing this to paid ads.

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I mean, acquiring customers for $60 and just about any business is a really, really good acquisition

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cost, and it's just understanding how to do it. So anyways, hope that made sense. We'll be

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found that viable. Hope it was enjoyable for you. If you were somebody who's only doing paid,

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having the outbound kind of be a slow growth thing that just becomes this foundational base

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that every single, every single month you had one more person, then you just know you get another

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four to eight sales every month, and one more person, another 48 sales. That is consistent scale,

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and as you add people, you can also add people on the back end, which sometimes can be easier

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than having the blast off that paid advertising can be, but also the troughs of when an advertising

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can make stops working, or you launch a huge campaign, and it doesn't work, or doesn't convert,

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that can be really difficult from a business, from a cash flow perspective, because it's uneven,

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whereas this is extremely reliable and consistent. So anyways, hope that was valuable for you.

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Leave a comment if it was, and if it wasn't, you can also leave a comment if you just want to tell me

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to fuck off. But anyways, keeping on, some lots of love, and I'll catch you guys soon. Bye!