100M Leads
You make money by - Getting more customers or making them worth more. Period.
More-Better-Cheaper-Reliable Leads
Section 2: Get Understanding
Leads Showing Interest are the ones that matter.
Lead Magnets get the Leads to Engage
Try advertising only your core offer at first.
Lead Magnet = Complete Solution to a Narrow Problem
It should reveal a problem that your CORE OFFER can now solve.
If they think your lead magnet is worth their time, then they'll think your core offer is worth their money.
7 Steps to Create an Effective Lead Magnet.
- Problem & Dream Customer
- Figure out how to solve the problem
- Figure out how to deliver it
- Test How to Name it
- Make it easy to consume
- Make it darn good
- Make it easy for them to tell you they want more
Pick the narrowly defined problem you want to solve, then make sure your core offer can solve the next problem that comes up.
Reveal Probems
Samples and Trials
One Step of A Multi-Step Process
Diagnosis - These magnets work great, if you have a problem that gets worse the longer you wait.
Reccuring Solution to a Reccuring Problem - Give them a time/use Limited Access to your Core Offer.
Works great when your core offer solves a more complex problem - Give them a step of your core offer for free, but the rest they have to buy.
Pick how you want to solve your narrowly defined problem.
Try to get a lead magnet that does all three: Reveals the problem, gives them a taste of the solution and show it as a small piece of a total package.
Information
Services
Software
Physical Products
You give them a tool - Small software, calculator, spreadsheet etc.
You teach them something - Courses, Lessons, Interviews with experts, keynote presentations, live events, hacks/tips, mistakes and pitfalls etc.
You do work for Free.
You give them something they can hold in their hands.
Think of a lead magnet and then a version of it for each delivery method. Then pick one - There are up to 12 ;)
Test the Headline, Images, Subheadline. - In This Order
Test - If People Engage in Droves, you've got a winner
Run Tests With Followers, Friends etc
Information - Images, Videos, Text, Audio.
Services - Be available more via more mediums, more days, via video, phone etc. Make sure you're easy to get a hold of.
Software - Accessible on phones, computers, different formats.
Physical Products - Make it super simple to order and fast to get to them. Make the product fast and easy to open. Simple Directions on how to use the product.
Package your lead magnets, in every way you can.
Give away the secrets, sell the implementation.
Provide Value - GREAT OFFER.
Good CTA
- Reasons to do it right now
- What to do
Call Now, Learn More, CLEAR AND CONCISE
Scarcity
Urgency
Just set time limits on bonuses, so you don't have to change the pricing of the offer every time.
Fraternity Party Planner - Make Up A Reason
Because ...
Give a clear, simple, action-oriented CTA, then give them a reason why, using scarcity, urgency, and any other reason. Do it often, don't be clever be CLEAR.
Section 3: Get Leads
1 to Many Warm Audience - Posting Content
1 to 1 Cold Audience - Cold Outreach
1 to 1 Warm Audience - Warm Outreach
1 to Many Cold Audience - Paid Ads
Hook, Retain, Reward
Build a List - Software, Pay Brokers, Manual Search
Search for outbound leads scraping tool
Target Interest Groups - Dream 100 Basically.
After the list, personalize and give big fast value
Learn a thing or two, about the person, compliment them and show how it benefited us.
Big Fast Value
Write everything at a third grade reading level or below.
We are trying to blow their minds under 30 seconds.
Give away things people actually PAY for.
Volume
Auto Delivery
Auto Distribution
Pre-recorded, videos, voice-memos, templated mails, messages etc.
If you can combine personalization and volume - You'll kill.
Follow up. More Times. More ways.
Act like you're trying to get a hold on these people.
After you've done it multiple times and multiple ways, wait 3-6 months, and do it again.
If you're low-ticket B2C try to reach out to affiliates. - So you can sell in Bulk or for a Commission.
You want to get LTV to be 3x as high as the CTA.
Knowing Where to Advertise
Getting the right audience to see it
Making the best ad for them to see
Getting permission to contact them
Model your Competitors and Where they place their ads
Watch, listen and read the ads on the platform you chose.
Targeting a Lookalike Audience
Targeting Factors of your choosing
Give the platform your list.
Call Out + Value + CTA
The First Impression IS THE PART TO TEST THE MOST.
Call Outs
Labels - Putting People Into Groups - Features, Traits, Titles, Places and other Descriptors. - Your ideal customer needs to identify with the label.
Yes Questions - They answer "Yes, that's me"
If-Then Statements
Ridiculous Results
Non-Verbal Callouts
Contract - Color, Sounds - Bright, Attactive, Moving Stuff
Likeness - Use stuff that resembles the customer
The Scene
Showing the Yes-Questions and If-Then Statements
Record 30 Call Outs - And 10 Ads, Check the Call Outs, once you find the best, apply it to all ads.
Value - Get Them Interested
Best ads make the benefits look as big as possible and the costs as small as possible.
What
Who
When
Value Equation Positives & Negatives
How will this increase their status?
How ti Affected Them in the Past, Present and Future - How our thing can change their present & future
Toward Good Stuff and Away From Bad Stuff
Find ads in ad libraries - If running for Month or more are usually profitable - Model them.
Track Money, Lose Money, Print Money.
Print money = Improve CTA or LTV
Putting All of This On Steroids
Better
New
More
Follow Rule of 100 And Increase it.
Find the biggest lead drop off (Constraint) and Improve it.
Test One Thing Per Week Per Platform
Pick the WInners from the Split Test, Log Them, Next week try improving them again, if no improvement in a month, move on to a new constraint.
New Placements -> New Platforms -> New Core Four
Section 4: Get Lead Getters
Employees
Agencies
Customers
Affiliates
Word of Mouth
Clients Reffered Monthly - Clients Churned Monthly = Compound Growth (Sticky + Viral Growth)
Reasons for Low Refferals = Bad Product or You're not asking
How to Provide More Value - Better Custoemrs, Set Better Expectations, Get More People Better Results, Get Faster Results, Keep Making your Stuff Better, Tell Them what to buy next
Seven Ways to Ask For Refferals
One-Sided Refferal Benfit - Pay your CTA to the customer or friend
Two-Sided Refferal Benefit - Split the CTA one half to the referrer as cash the other to the friend as store credit.
Ask for a referral right when they buy - Ask WHO they know - People who do THIS with FRIENDS do BETTER.
Add Referrals As A Negotiation Chip
Discount for a Three Way Referral
Referral Events - Where they can bring a friend
Ongoing Referral Programs - Talk about the benefits of doing this with others all the time.
Unlockable Referral Bonuses - VIP Stuff, Tokens, Credits etc.
Post To Your Network
Cold Outreach
Ask your Network
Promote Job Postings
Employee Referrals
In-House Recuriters
Community Owners
Recruiters & Staffing Firms
Train with 3Ds - Document, Demonstrate, Duplicate
Demonstrate
Duplicate
Document
Create a step-by-step checklist of how you do a thing, maybe have someone else observe you.
On the next shift, try to do the work by following ONLY what's in the checklist, if you succeed to accomplish A+ work, that is your first draft.
Do it in front of them, following the checklist - If they stop you somewhere etc. Adapt the checklist for that - That is the second draft.
Now they do it in front of you, you become the observer. If they cannot complete it, adapt the checklist until they do, after they do BAM - There's a Lead Getter ;)
Page 208 & 9 - How to make sure the process is good.
If you have money, use Agencies to - Learn New Methods and Platforms
Hire one Good Enough Agency to get the ropes of the platform, and hire an elite one to maximize the results.
Make Them an Offer
Qualify Them
Figure Out What to Pay Them
Get Them Advertising
Find your Ideal Affiliate
Keep Them Advertising
Find Business That Have Your Leads - Softwares, Products, Equipment, Services, Groups They Belong To, Events They Attend.
Money Making Offer
Get them to Buy & Use The Product AND/OR Make them an Expert
Must have a commitment, if not enough people start lower the commitment, if not enough follow through raise it.
- What They Get Paid For 2. How Much They Get Paid
Whisper-Tease-Shout Method
Whisper Every 4 to 6 Weeks Until 60 Days Out, Then Every 2 to 3 Weeks Until 30 Days Out, after which you Move into the Tease.
Teasing - Show the Release Date, Provide Elements of Value, do it once a week until 14 days out, then 2 peer week until 3 days out. After which you move into Shouting.
Shout twice a day until day of launch, then shout every few hours until 2 hours out, then every 30 mins until launch.
- They Give Your Lead Magnet away when someone buys their stuff. - Pro Tip: Let Them use Your Lead Magnet as Theirs
- Affiliates Sell Your Lead Magnet
- Affiliates Sell Your Core Offer
Open To Goal - Work Until The Job is Done, Rule of 100 on STEROIDS.
Do More Than They DO and You'll have MORE than they HAVE.
YOU CANNOT LOSE IF YOU DO NOT QUIT.