WEBVTT

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I'm going to show you how to get your first five customers in 10 steps.

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The wild world of YouTube has videos everywhere telling you how to scale and grow, but I think

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people overcomplicate it.

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And so this is actually a sneak peek from my new book when $100 million needs, it's

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comes out $8.19.

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You can go to acquisition.com, forward slash leads.

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Let's dive in.

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So the first step to getting this going is you need to get a list.

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But I don't have a list, Alex.

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You're damn straight, you do.

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Number one, I want you to go to your email account to pull all the contacts that you

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have in there.

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Anybody that you've ever messaged or emailed, that becomes list one.

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Number two is I want you to go to every single social media profile that you have.

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But your social media profiles where you can direct message people.

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So if you have followers that you can DM, I want you to write down every single one

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of those people.

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List number three.

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Pull out your phone, look for your contacts and want you to export them.

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List one is all your email contacts.

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List two is all of your social contacts and list three is all of your phone and private

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personal contacts.

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If you add all three of those together, you will have a shitload more leads than you thought

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you did.

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You're like, wait, you're going to ask me to contact these people, slow down, not yet

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and we're not going to do it in a really weird way.

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I'm sure I had to do it in a classy way.

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This is how I started every business I have and have people thank me for it.

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The second step is that you pick a platform.

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All right, so you have all these contacts, but you're going to have to pick one platform

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that you're going to start messaging or emailing them with.

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Start with the one that you have most people on.

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So if you have the most Instagram people or you have the most email contacts, you have

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more people in your phone than any of those.

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Start there.

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Step three.

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But what do I say?

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You personalize your message.

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So what you want to do is you want to use something you already know about the personal

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prospect in order to initiate reaching out to them.

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This is also just called being a human being.

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What you do is you take 30 seconds, you look at someone's profile and you say, oh, they

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have got this thing.

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We have something in common and you could reach out to them with that as your primary message.

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So for example, you're like, hey, saw you got a baby.

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It's hey, saw you switch jobs, hey, saw you move, hey, you saw that movie last weekend.

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It doesn't matter.

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All you need to show is that you took a few seconds to actually not just blast some sort

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of message.

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Step four.

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You reach out and you reach out to 100 people every single day.

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So let's say you had 3,000 people between all your emails, all your phone contacts and

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every single follower across all your social medias.

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It took you 20 years to send your first DM and it'll take you two minutes to send the

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second one.

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Everything must be hard before it can be easy.

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So just get over the hump, send it, just something so you can realize that you won't die.

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Step five.

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What do I say if they reply?

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You warm them up.

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I use the framework that I call ACA.

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You acknowledge, compliment, and you ask.

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For example, I can acknowledge and say, oh, so you have two kids.

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You're going to compliment them about the thing.

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So it's like, wow, you have two kids.

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You must be a super mom.

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Working full time and having two kids, when we go to ask, we're going to tie our ask to

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the compliment.

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We just gave them.

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Then we transition to whatever type of question it's going to lead them to the service

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we sell.

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If I were selling weight loss, I'd be like, hey, so you're super mom.

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How do you have time to eat right and work out?

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Wait a second.

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This sounds like selling.

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It's not.

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Talk it, fucking humans.

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Step six.

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Invite their friends.

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When you're talking about this stuff, you're not going to sell them.

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This is fucking huge.

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You're not going to solicit them.

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You asked a question.

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They're going to tell you stuff.

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And then it's going to be like, oh, yeah, by the way, do you know anyone who's looking

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for X, Y and Z?

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Because I'm opening up a few slots to help people do exactly that.

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You're just asking them if they know anybody.

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And since your friends with them, and since your contacts, you're asking them for a favor.

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You're not asking them to buy from you.

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This should make you not feel weird about messaging people.

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If they say, hey, I'd like to find out more.

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Now what they have done is they've transitioned from a lead to an engaged lead.

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A lead is somebody that you can contact.

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An engaged lead is someone who you can contact, comma, who has shown interest in the thing

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that you sell.

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If she says, I haven't been able to keep up with my workouts, et cetera.

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Now they have shown interest in the thing.

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Well, then how do I get them to buy from it?

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We're going to give them the easiest off in the world to say yes to.

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You're going to make it free.

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They probably know that you're not that experienced.

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Just be honest.

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The reason we do it for free is you say, hey, I'm going to do all this stuff for free

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as long as you promise to do three things.

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You actually use my service.

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Two, you give me feedback on it.

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And three, leave a killer review if you think it deserves one.

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Those are the terms of exchange.

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The reason I want you to start with that is that one, it'll get you more reps.

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Two, you probably suck.

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Three, you need to learn how to suck less and you suck less by doing more.

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And it's way easier to get more people to work with you if you lower the barrier to free.

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You're actually getting the better end of the deal.

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You might be wondering why I just mushed the shit that's been added in my hand.

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And it's because the launch of my second book, One Hundred Million Dollar Leads, is both

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nutritious, natural, and will make you lots of money unlike bananas.

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But the event itself, where I'll be launching it on Saturday, August 19th, will be bananas.

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I've spent over a million dollars on the event itself and I'm going to be giving away

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a secret thing that I've been working on for over four years to everyone who's there

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with me live.

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And I would love to tell you what it is.

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It kills me inside that I cannot tell you, but I want the surprise itself to be worth

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it and I think it will be.

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This is a date that you're not going to miss.

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It's a day after my birthday.

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And it's my way of giving back to you guys for being so awesome.

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Click the link, register.

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I'll see you guys next time.

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I'll tell you the quick story of Warren Buffett and Ben Graham.

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Ben Graham was the goat back in the day for investing.

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Warren Buffett was just a kid out of Columbia and wanted to go learn investing.

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And he offered to work for Graham for free.

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Graham said you're getting the better end of the deal.

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The action answer was you're overpriced.

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So free was too expensive for Graham because Graham knew that he was going to have to invest

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more in getting Warren good enough to actually work for him.

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And so right now these customers and they are very much customer because they are exchanging

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something for your service.

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They're exchanging their time and their effort and some stuff later that you're going

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to have them do.

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Just because you're not getting paid doesn't mean it's free, but it is monetarily free.

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So go the round.

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I'm going to give you two versions of this and say by the way, do you know anybody who is

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describe their struggles looking to dream outcome in time to life?

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I'm taking on five key studies for free because that's all I can handle.

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I just want to get some testimonials for my service or product and we're being honest

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because this is a first business and you fucking have no idea what you're doing so you

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better not take more than five customers.

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I just had a girl named XXX work with me to get dream outcome even though she described

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the same struggle the person you're talking to you struggling with.

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I'd like to get more testimonials to show it works across different scenarios.

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Does anyone you like come to mind?

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If they say no, here's a really funny way you can respond to that.

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Just say, haha, does anyone you hate come to mind?

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Honestly, that's when you'll sometimes get the real response.

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If you don't have time to say all of those things, you just say, I help the type of customer

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get dream outcome in time period without effort and sacrifice and I guarantee X, Y and Z to

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decrease risk.

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That's it.

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That's if you just have that moment to deliver one thing of what do I do?

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Some special snowflakes are going to be like, you should never show your time for nothing.

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You suck.

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You have never done this before.

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So it would be unreasonable for you to be good.

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Why would you want to sell sucky service to people you know?

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If people don't want to work with you, even for free, then ask them why?

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Because the reason that someone tells you they don't want to work with you, even for

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free, is because there are hidden costs associated with whatever thing you sell.

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If you figure out what all those hidden costs are, you can eliminate those hidden costs

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and then be able to charge significantly more for your solution later compared to the

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other people who charge for it and still include those hidden costs.

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So I'll give you an example.

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I got solicited in this exact manner and a guy message me and said, I want to do short

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from videos for you.

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You don't have to do anything.

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I will take all the stuff you already have online and I will make them for you and I'll

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even post them for you.

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You actually just need to say yes.

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And so I said, yes, and guess what?

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You started making short videos and he started accepting payments because he had removed

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the hidden costs.

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If people get value from this thing that you have, especially if it's free, they're far

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more likely to leave positive reviews, give you feedback and send their friends and family.

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Once we have that, we have our first customers.

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Now we go to step eight.

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You start back at the top.

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So you had that big list and we hit all of the months and back again.

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So some of those people, by the way, when you ask them if they know anybody, they actually

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just give you people that they know that might help and you get free leads because if you

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reach out to 3,000 people with a free thing, you'll get five people who will take you

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up on it.

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I promise you.

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So now you're like, but Alex, I can't work for free forever.

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Now we're on step nine, start charging.

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Once people start referring, that's when you know you were good enough to start charging.

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When this happens, all you do is you go back up to the script that I just read to you and

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you change free to 80% off and you say that's for the next five.

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What do you do after that?

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Change the 80% to 60%.

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After you get those five, change to 40, then to 20.

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Then you're at full price.

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But guess what?

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It doesn't have to stop there.

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You can go 20% over.

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You can go 40% over that because there are no rules.

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And if at that point you're way better, you may merit that because of the value that

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you deliver.

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Because ideally, you're charging full retail, but now you're at 10x the value.

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Value that you have done has gotten better because you figured out from the feedback

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that these people that work with you for free have told you so that you can make it

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even better for people to pay you.

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Once you have those people and you started transitioning, congratulations.

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You are in business and you are making money.

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You will at some point reach capacity when you fill up all your slots with free people

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and discounted people.

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Now you have true scarcity.

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And so you can ethically sell with conviction that you really don't have that much room.

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They will desire you more because you are scarce from a resource perspective.

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And then they will pay the same or premium in order to work with you.

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And then you turn to your free person and you say, I am accepting somebody who is paying

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full boat in order to do this.

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If you would like me to keep doing this for you, you would have to start paying to match

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them.

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Are you comfortable with that?

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If they're not, no sweat because all you did is you helped them for free.

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And you say, no worries.

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Can I get the killer killer review you asked me for or I asked you for?

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And those free people, you have to love and cherish them more than anyone else in your

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life because they're going to get you business in three different ways.

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One, they're going to leave you reviews that are going to get your business.

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Two, they're going to send you people that are going to get your business.

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And three, they themselves may transition into paying you, which will also get you business.

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Don't think short.

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Think long.

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Long money.

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Now, you have paying customers, you're reaching your capacity, you're consistently raising

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your price because now there is more demand than you have supply.

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And we have artificially created a condition for profit.

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So what's the 10th step?

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Keep them warm.

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You've got this big list of people, check in like a human being.

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Provide value to them on a regular basis.

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When you do that, you continue to reinforce and deposit good will in the audience because

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what will happen eventually is you won't even need to ask them because you've provided enough

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value.

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You start posting enough testimonials, enough results, talking about some of the interest

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stuff that you're doing right now that people will be like, hey, that's actually pretty

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cool.

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Hey, can I find out more about that?

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And then they will actually start soliciting you.

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And that's the game.

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That's how you go from zero to hero and get your first five paying customers.