WEBVTT

1
00:00:00.000 --> 00:00:07.200
If you are not acquiring customers every single week, week in, week out, then this is for you.

2
00:00:07.840 --> 00:00:10.720
Welcome to the game where we talk about how to get more customers, how to make more

3
00:00:10.720 --> 00:00:13.920
customers, how to keep them longer, and the many failures and lessons we have learned

4
00:00:13.920 --> 00:00:19.680
along the way. I hope you enjoy and subscribe. All right, so fundamentally two ways you can,

5
00:00:19.680 --> 00:00:23.120
well there's six ways you can search for clients, but two that I want to talk about today

6
00:00:23.120 --> 00:00:26.720
is going to be outbounding in bond. All right, so outbound being like you're actively

7
00:00:26.720 --> 00:00:30.720
reaching out to people and getting a certain small percentage to respond, and the other version

8
00:00:30.720 --> 00:00:36.240
of that is paid ads, which is fundamentally again outbound, your displaying stuff is just

9
00:00:36.240 --> 00:00:40.000
you're paying a platform to have the eyeball rather than doing the menu work to get the eyeball,

10
00:00:40.000 --> 00:00:44.240
but the result is more or less the same. A certain percentage, like 1% click from the ad,

11
00:00:44.240 --> 00:00:48.640
and then they go through the process. Whereas when you're doing outbound, you have 1% that might

12
00:00:48.640 --> 00:00:53.920
respond to your outbound response, and then it comes inbound, right? So what I'm going to talk

13
00:00:54.000 --> 00:01:00.400
about here is the number one thing that I see people that mess this up is that they do insufficient

14
00:01:00.400 --> 00:01:04.560
volume. And so what I want to do is give you a rule of thumb that I'm coining the rule of 100,

15
00:01:04.560 --> 00:01:09.520
all right? And what it basically states, and I haven't heard this from anyone, so I'm claiming

16
00:01:09.520 --> 00:01:15.840
it as my own, all right, is that if you do 100 of something every day, you'll likely get better

17
00:01:15.840 --> 00:01:20.960
at it, and you'll likely be doing enough that you will be able to start seeing an outcome. So in

18
00:01:20.960 --> 00:01:25.200
theory, if you were like the biggest master of all time, you would need to do less volume to get

19
00:01:25.200 --> 00:01:30.320
the same outcome. If I was the best paid advertiser of all time, then I wouldn't need to do a ton of

20
00:01:30.320 --> 00:01:36.000
paid advertising to get a lot of sales, right? Right? To the same degree. If I was the best cold

21
00:01:36.000 --> 00:01:41.360
caller in existence, I would need to do far fewer calls in order to generate the outcome that

22
00:01:41.360 --> 00:01:46.960
I'm looking for, more sales, right? But here's the twist. How do you think you become the best paid

23
00:01:46.960 --> 00:01:52.000
advertiser of all time? How do you think you become the best cold outbound, cold messenger, cold

24
00:01:52.000 --> 00:01:59.520
email, or cold caller of all time? Volume. And so the volume begets the skill, but the thing is,

25
00:01:59.520 --> 00:02:03.360
is as you get better at something you like doing it more. And so this is actually a circle that

26
00:02:03.360 --> 00:02:08.480
continues to reinforce itself. And the thing is, is that most people do not start with the first

27
00:02:08.480 --> 00:02:14.560
thing in high enough quantity. They do not do sufficient volume, which is why I'm introducing the

28
00:02:14.560 --> 00:02:19.440
rule of a hundred. And so basically it states that if you are not acquiring, like right now, if

29
00:02:19.440 --> 00:02:24.640
you're not acquiring customers, then you're not doing the rule of a hundred. It's very simple.

30
00:02:24.640 --> 00:02:36.080
If you're not spending $100 per day on advertising or doing 100 reach outs per day,

31
00:02:38.400 --> 00:02:42.880
then how do you expect to grow, right? And I'm saying this, you can add zeros, you can remove zeros,

32
00:02:42.880 --> 00:02:47.760
whatever. But the idea is that at a base level, and this is per person, this is per, per human

33
00:02:47.760 --> 00:02:53.680
being, right? That you have this working. If you were not doing this, then you're not going to grow,

34
00:02:53.680 --> 00:02:59.440
right? And so most people do outbound and they do it one time a week or one time every two weeks

35
00:02:59.440 --> 00:03:05.360
when they feel motivated. They don't do it every day to the same degree. They're doing paid ads.

36
00:03:05.360 --> 00:03:10.320
And they're like, well, I spent, you know, I spent a hundred bucks. It's like, so what? You got to

37
00:03:10.320 --> 00:03:14.000
spend a hundred dollars every day, right? And then what's going to happen is you're going to suck

38
00:03:14.000 --> 00:03:20.800
in the beginning and you hope you can break even. And then over time, the skill will improve and then

39
00:03:20.800 --> 00:03:27.360
you will get more back from your volume, right? But everyone wants to have a huge skill and do low

40
00:03:27.360 --> 00:03:31.440
volume to get their outcome. But the reality is that to generate the skill, you have to have the

41
00:03:31.440 --> 00:03:36.080
volume. And then in so doing, you do more volume times the skill and the skill gets better. And then

42
00:03:36.240 --> 00:03:41.920
the outcome continues to increase. And so right now, if you're not doing a hundred outreaches a day

43
00:03:41.920 --> 00:03:46.720
in your business, or you're not spending a hundred dollars a day on ads, how are you going to get

44
00:03:46.720 --> 00:03:52.240
clients? Like, what's the plan? Like, like, like, how is this working? And so one of the number one

45
00:03:52.240 --> 00:03:55.680
things is like, when someone's reaching out to me and they're like, man, I wish I could get more clients.

46
00:03:55.680 --> 00:04:01.600
I'm like, well, are you doing either of these first question? And if they're not, then it's like,

47
00:04:01.600 --> 00:04:08.160
well, then don't pass go. Do one of these two. Pick one. It doesn't really matter. The thing is is that

48
00:04:08.160 --> 00:04:12.080
if it's just you running in your business, then this is going to be the cheapest thing to do because

49
00:04:12.080 --> 00:04:16.880
it's just selling your time, right? In the beginning. And you'll be able to do this and then you

50
00:04:16.880 --> 00:04:21.760
could teach another person and then another person and then another person, how to continue to do this

51
00:04:21.760 --> 00:04:26.320
because you will then have the skill that you can drop into their brains and so that they can

52
00:04:26.320 --> 00:04:30.960
replicate the same results you will. And reality is, they're not going to replicate the same result.

53
00:04:30.960 --> 00:04:35.360
They'll probably do it half as well or a third as well. But if you can still get, you know,

54
00:04:35.360 --> 00:04:42.800
30 to 1, 10 to 1 returns on on the reach outs efforts that you're doing, then you can stand to

55
00:04:42.800 --> 00:04:48.080
have a, you know, 50% as effective person, but have 10 people doing it, right? At the end of the day,

56
00:04:48.080 --> 00:04:52.240
most people, especially when you're the earlier parts of the business, the people you'll hire aren't

57
00:04:52.240 --> 00:04:58.640
going to be better than you are at these things. Real quick, guys, if you can think about how you found

58
00:04:58.640 --> 00:05:03.600
this podcast, somebody probably tweeted it, told you about it, shared it on Instagram or something

59
00:05:03.600 --> 00:05:08.400
like that. The only way this grows is through word of mouth. And so I don't run ads. I don't do

60
00:05:08.400 --> 00:05:12.560
sponsorships. I don't sell anything. My only ask is that you continue to pay it forward. Do

61
00:05:12.560 --> 00:05:16.400
whoever showed you or however you found out about this podcast that you do the exact same thing.

62
00:05:16.400 --> 00:05:20.480
So if it was a review, if it was a post, if you do that, it would mean the world to me and you'll

63
00:05:20.480 --> 00:05:28.000
throw some good karma out there for another entrepreneur. But 10 of them will be better than you are

64
00:05:28.000 --> 00:05:31.840
at those things. And that was one of the biggest jumps I had to take is that sometimes you have to

65
00:05:31.840 --> 00:05:37.920
take a short step back when you go from you not selling to somebody else selling, right? But

66
00:05:37.920 --> 00:05:42.400
you can quickly go from one person to three people to five people selling because you are no longer

67
00:05:42.400 --> 00:05:47.440
the bottleneck of the constraint. All right. And so just recognizing that and using the rule of 100

68
00:05:47.440 --> 00:05:53.040
as a rule of thumb for any of the, any of the acquisition efforts that you were doing, I guarantee

69
00:05:53.760 --> 00:05:58.160
will serve you in your life. And so it's like if you have not spent $100 every day or if you have

70
00:05:58.160 --> 00:06:03.920
not done 100 reach outs every day and you are struggling to get clients, then do that first and

71
00:06:03.920 --> 00:06:10.400
then keep doing it. Not one day. Do it every day for 90 days, right? Do it every day for 90 days.

72
00:06:10.400 --> 00:06:15.280
And I guarantee you, you will have customers by the end of that process. All right. So anyways,

73
00:06:15.280 --> 00:06:19.840
lots of love. Hope that was valuable for you. If you did, enjoy this drop a like drop a comment.

74
00:06:19.840 --> 00:06:28.960
And I'll see you guys soon. Bye.