watch me scale an AI Lead Generation business in 45 minutes (full breakdown)

How's everything going for you, like in terms of like next steps and stuff like that?

Yeah, so I, I'm actually like going through phase two right now. I, I watched both of the videos on crafting the offer and then doing the niche, niche research. And I'm assuming that you want, you want me to actually like go through and do those things too, right?

Yeah, yeah.

So I guess my question then would be like, what exactly do you want me to bring to our initial call?

Yeah, so, okay, so there's really going to be, I'd say like three or three key things. So the first one is ideally you pick a niche, like ideally you pick one. Some people struggle. Yeah. So some people struggle with it because they're just like, well, I don't know if I could pick one, but I have three or four. Right. So if you can't pick one, like have a list of like three or four, that's like theore researched. But ideally you pick one. Right. But if you can't come to the call with three or four and then we could pick it together in terms of the actual research, very, very simple. I would strongly suggest just doing the research using AI.

Right?

Using AI, Jimmy, using ChatGPT. Right. So let's say you decide you want to work with, I don't know, recruitment agencies as an example. Right. You want to, number one, understand how does recruitment agencies work? Like the general idea of the business model and basically your goal is to put yourself in the shoes of a recruitment agency founder. That's basically what it is, right? You want to understand how the business model works, the type of services they sell, how much they generally sell it for, like as a range, what are they currently doing to get more sales costs? Like are they doing, is it like very reliant on word of mouth referrals? Maybe they're already doing cold emails, maybe they're not. Right. Stuff like that. Right. You want to understand it. You can understand general trends in the industry. So for example, back to the recruitment agency example, right. Obviously right now the economy in North America isn't that good. As a result, how might that be impacting hiring? And as an extension of that, how might that be impacting the demand for recruitment services? And if you are running a recruitment agency, has the slowest, slowed hiring from these companies, has it impacted your business? Right. From a recruitment agency point of view? So you want to understand those things. Very easy to do that research through ChatGPT and AIG ME. So that's primarily the main thing you want to do prior to the call and then try to build the code emails, like write the cold emails using like the templates, the scripts, AI tools from phase three. But that's kind of the overall idea. Right. So basically for our one to one call, ideally you have a niche, you've done some research, and you have the code email scripts, even though they're like, not like all the way there, it doesn't really matter. Right. But as long as you have a idea there, that's kind of the main things, if that makes sense.

Yeah. Should I, like how many get like three or four email templates or what?

Yeah, so usually, I would say. So usually the email scripts that we use, they're four to five emails long. Right. So like the sequence itself, I'm saying. Right, so there's 1, 2, 3, 4, and then email 5 is usually what, what's called a breakup email. So like four to five emails long.

Okay, so I do want to try to write out a sequence.

Yeah, exactly.

Okay, gotcha. For sure. For sure, man. Cool.

For sure. I would say in terms of timelines, so picking a niche and a research, you could probably tackle that in like a day. Probably in terms of hours, maybe like two hours, one, one to three hours, I'd say, depending on how quick, quickly you're moving. I think the cold email scripts itself, probably another hour. Like if you're writing it out yourself, it might take a little bit longer, but you're using like the AI tools, probably another hour. And like, obviously you want to watch like the videos and stuff, so probably like two days, two to three days in total. So realistically for you, man, you could probably bang up all of those things probably sometime this weekend. Right. If you have time, you'll probably bang it all out. Maybe like even on a single day, like on a Saturday or something, or Sunday. Right. But that's kind of what that looks like.

Okay.

Yeah, it's too easy. Yeah, no, I got a lot of time today. I'm trying to like, put all my time in today because I thought it'd work out with the call. So I'm like, I'm just getting it done, you know?

Yeah, man. And as you're going through it, let's say you're watching the modules and you have some questions. Hit me up, man, like, shoot me a message on Discord and.

Yeah, okay. Yeah, for sure. Yeah, yeah, yeah, yeah. We'll be in touch, bro.

100, right? For sure, for sure. You got any other, like, questions, comments, anything else? Man.

I think that's, that's about It. I mean, like, I'm sure you'll just give me. I don't want to get. Get ahead of myself too much, you know, like with. Oh, what are the next steps after the call. But we just got to take one thing at a time, right?

Yeah. 100%.

All right.

For sure. For sure. Yep. I got you, man.

For sure.

Cool.

Cool, cool, cool. Russell, how's everything going, man?

Oh, it's going all right. I mean, I got that client who's been acting up. You know, he's like, oh, my bank account got fraud locked. And, you know, but it's been. It's been almost three weeks that his bank account, you know, but his bank account is still fraud locked. So it. I mean, it shouldn't take that long to get the. The fraud lock lifted. And I just sent him a text now, and I said, have you given up on working with us? And he said, no rush. I've been telling you about the fraud on the alert. As soon as I get lifted, I will pay you. You act like I never paid you before. And, yeah, this is the type of. The type of stuff that I've been dealing with is, you know, client acting up.

Yeah.

Yeah. And then. Yeah, other than that, you know, I've been, you know, trying out Peruvian cuisine. I think I'm gonna, you know, after this call, I'll probably go to a Peruvian restaurant and, you know, eat some pork knuckle. And I've been writing out, you know, the script for my bsl. You know, I. I'm going to be working with marketing agencies, but I don't actually have any testimonials for marketing agencies just yet because up until now, I've been working with home service. Home service businesses, so. Oh, yeah. So. So the questions I have now is on the. The client acting up right this point. What am I supposed to tell. Tell him, you know, I suppose to tell him, hey, you know, just take your time, take however long you need, and just keep sending him leads. I'll just tell him, hey, you know, we need, you know, how am I supposed to keep sending you leads if I don't have, you know, the money to keep it going?

Yeah, I would. Well, I think in your case, because I know we talked about this on Monday as well. So even for me, right, Like, I've known. I've heard about this issue for at least this entire week, and I know you mentioned for the last three weeks, I think it's important to. Well, there's always a time and place, right? To be like, more like Soft and, like, gentle and, like, mediate the situation. And there's a time to be a little bit more firm. And I think three weeks is a long time. And from, like, if we think about it logically, it sounds like, right? Like, if someone said their bank account got locked for three weeks, like, probably, right? Like, it's like, how's he paying for other stuff, right? Like, even, like. And this is like a business, right? So even, like a personal bank account, if it gets locked, I think most people would probably get that, like, unlocked pretty, pretty quickly, and it probably wouldn't take them three weeks to do it, right? And then now we're talking about business, right? Which is probably even more, like, time sensitive than that. So when you think about it logically, it's probably bullshit, right? If it smells fishy, it probably is. So I think that's that, right? And I think it's probably the time to be a little bit more like, affirmative. And you don't want to be like, a pushover, right? You don't want to be like, if the guy. If you feel like the guy is taking advantage of you, obviously you're the only person who understands that relationship because you're the one who talks with him and works with him, and you've been working with him for a bit, right? So you got to, like, distinguish that yourself. But you don't want to be like, a pushover. And I think in business there are people who take advantage of others if they know that it's like a shark, right? If they sense weakness, they kind of prey on that, right? So you just want to be mindful of that. I think if I were you, if I were in your shoes, like, based on the information that, that you're telling me right now and based on what we talked about on Monday, I would just send them a message and be like, hey, man, I know it's been three weeks since we've been having this issue. If you don't get this issue, like, solved and take care of this invoice by tomorrow, by end of day tomorrow, we're just not going to be able to run the campaign because we just don't have the funds available to continue feeling it, I'd say something like that. But the overall idea of what you're saying is by the end of day tomorrow, if you don't get the invoice paid, I'm just not going to continue delivering the service. Right? That's the overall idea, right, of what you're saying. I'll probably attach a reason so I'd say again, I'd say if you don't do it by tomorrow, we won't have money to fund this stuff. We can't do it. Right. Like that's like the reason. So you want to attach a reason, but the overall idea is like, yeah, by tomorrow we're just not going to do it anymore. And that's the message that was sent to him. Right. So you're attaching a timeline and you're basically telling him that we're just not going to continue doing the work for free. So that's probably how I would take this situation.

Okay. Yeah. And Brian, regarding the VSL script, right, If I don't have client testimonials for marketing agencies, which is what I'm going to be working with, should I use client testimonials for landscaping companies, for example, or am I better off just not showing any proof or testimonial starting out?

Yeah, Well, I would say. Okay, so it's back to the overall idea of the vsl, where in the VSL itself, the overall thing that you're doing is building big belief. You're building big belief in three key things, right? The first big belief is the vehicle, right? You want to get these marketing agencies to think, if I am looking to book more calls, I'd be stupid to do anything other than cold emails. I'd be stupid to look into paid ads, into LinkedIn, into Outreach. I need to be doing cold emails if I'm looking to book more calls. So that's the first big belief you're building, right? Big belief in the actual vehicle. The second big belief is big belief in you as a service provider. Why should I work with you and not the hundreds of other lead generation businesses that exist? If I just Google it, why should I work with you instead of all the other people who sent me a cold email in my inbox as well, right? So that's kind of the second big belief that you need to build and it's super, super easy. Like once you understand these are the beliefs that you're building, it's easy to do that, right? And obviously with case studies, it's a very quick way to build. Quick and easy way to build, big belief in you. But there's different ways to go about it, right? The most important thing that these businesses want to understand is that you understand their position, you understand the issues that they're dealing with and you actually have a realistic solution that gets them all of the problem that they're having. So let's just say, right now these marketing agencies, the struggling to book calls, right? They are doing a lot of like, I don't know, sending a lot of DMS or something, right? They're doing a lot of LinkedIn outreach and it's not working. They previously worked with another cold email provider, another lead generation business, to help them generate leads, but that's also not working as well. Like, for example, um, you know, they worked with a lead generation business, they paid them like five grand or something like half a year ago. They worked with them for three months and got zero results. What are like the issues that they're thinking of right now? Like if you were in their shoes, they're probably like, well, this guy's probably offering something similar. I think I believe cold emails, but I don't know, it might be spam. But even if I wanted to work with them, what if I work with them again, I pay them another five grand and the results, like, like they suck basically, right? That's the biggest concern that they have. So while understanding that you want to use messaging that counteracts that, one of the biggest advantages you have is your own personal story. I always talk about it, right? Everyone has their own personal story as to how they came across this. So for example, for me, one thing that I like to say, at least in the beginning when I was first starting out, is I came from a background in sales. I worked at IBM in tech sales, which is kind of like where I learned this entire concept of code emails. So I would leverage that in my messaging. So I would say something along the lines of, before I stumbled across this entire thing, I used to work at IBM and tech sales where I was helping IBM book sales calls using cold calling, cold emailing, all of these different formats. And I did a really good job. And I decided that, hey, if it worked for IBM, it could probably work for all these other businesses, including recruitment businesses, marketing agencies, blah, blah, blah. And I was right. So that was my personal story. And the way I explained it built a lot of credibility, right? Because someone who listens to that is like, oh shit, this guy learned this process from this big tech company. If it worked for them, it might work for me, right? So that's the idea for you. It might be something along the lines of, my name is Russell, and over the last few years I ran my own marketing business. I ran a SEO business, right? And I was able to go from like, scale it from 0 to x, y, z over like the last two to three years. And a large component of that was the client acquisition. Right. Obviously the most important part of scaling a business is client acquisition, booking calls. And how I was able to do it is by using XYZ process, which I'll be sharing with you in this video. And if you implement, you watch this video to this very end, you take action and you implement it for your own marketing business, you will be able to achieve xyz. So whatever outcome it is, so have you. So even based on what I'm saying right now, like I'm coming up with it on the spot. But if you nail it like that, like that messaging, what does that accomplish? The person who's watching that video, the marketing business will be like, okay, this guy Russell, he understands me. He ran a business similar to me in my, you know, in a similar industry as me. Oh, he has credibility. He's been doing this for XYZ amount of time. He solved this problem. He had the same problem as me and he solved it for himself. So maybe it will work for me. Let me just continue watching and see what he has to say. So that's kind of the overall, like, do you notice how like, you know, I'm selling that belief, if that makes sense.

Yeah, yeah. So it sounds like you were to deliver that, that part. You want to say that toward the beginning of the video, then the beginning of the vsl.

Yeah, yeah, yeah. So kind of like in terms of the structure when you first start the VSL, I'd say like the first 30 seconds is 60 seconds. It needs to be like a quote, unquote hook basically to catch people's attention and sell the, sell the viewer on sticking around. Right. You don't want someone to just watch the video and drop off within like 30 seconds because they won't even get to your messaging and they won't even understand what you're talking about. Right. How do you do that? The easiest way is just to call out your audience. If you're working with marketing businesses or, you know, whatever recruitment businesses, you call that out and your offer. So what I like to do is I'm going to start the videos with, hey, if you are a marketing agency and you are looking to get more sales costs to book 5 to 10 more sales costs in the next 30 days, watch this video. So something like that, right? Like obviously like I'm, you know, coming up with this on the spot. So it might not be the greatest, but that's the idea, right? You call out your audience and you tell them directly this outcome. By the end of this video, you will learn xyz. Right? So you're saying it. Why should you stick around? Well, if you stick around by the end of this video, this is exactly what you learn. So that's what you start with the hook, 30 seconds or 60 seconds. Right after that you have a bit of like a one to two minute section of the BSL where you just want to introduce yourself. So kind of what I talked about with like the background credibility, stuff like that, one to two minutes, you don't want to like drag it out and make it like 10 minutes long because people just get bored or it's not relevant to them and just drop off. So you want to keep it short and short and sweet, similar to what I said. By the way, if you haven't met me, my name is Russell. I'm the founder of xyz. And the reason I'm making this video is because over the last three years, I've been running my own marketing business. Specifically, I've been running my own SEO business. And inside of that business, I was able to do XYZ scale it from zero to whatever, right? And a large component of that was focusing on client acquisition, right? There's a famous saying from xyz, you know, find a famous saying that a scaling of business really just comes down to client acquisition, right? It won't be like, find a quote or something. It won't be that hard, right? Let's say something like that, right? And then start bridging it into whatever you need to do. So throw credibility and bridge it into the actual body of your vsl. Right? But that intro section is going to be one to two minutes. Does that kind of make sense?

Yeah, yeah.

It sounds like if I do it that way, then it's not necessary that I provide, you know, proof or client testimonials, you know, of the, the actual, The actual ICP that I want to be working, working with.

Yeah. Well, I mean, you also want to keep in mind that one of the reasons that this is a service elite, generations of service that is, you know, relatively easier to sell compared to, you know, other services like, I don't know, social media marketing or something, right? Is because the overall idea is you're getting proof of concept for yourself. So what I mean by that is obviously your cold email campaigns that you're, you know, you'd be sending for yourself, right? Once you understand how that works, you're getting, you know, you're sending them out, you're getting replies, you're booking calls. One thing I said to a lot of people, at least in the Beginning is, hey, by the way, if you think about how we were able to set up the zoom call, I reached out to you over cold emails. I said something about relation to the service that I sell. You are interested in it and we're on a zoom call, right? That's exactly the process that will be replicated into your business for your service, for your icp. So you see how like there's proof of concept there, right? And you're able to reference and leverage yourself as proof. Now I'd be lying if I said that case studies doesn't help, right? Obviously case studies does help. But when you're first starting out, you don't have case studies, right? So it is what it is, right? And you know, obviously your stuff is going to convert lower than someone else who does have case studies. That's, you know, that's the truth. I'm not going to like lie to you and say otherwise, but it's not the most important thing, right? I think the most important thing in your messaging is number one, they need to feel like you understand the problem, like theory, right? Like it's like they don't want like if they watch your video and you come across as someone who just did like some very, like you don't really understand them, right? It's not going to work. Which is why I keep on talking about the importance of research, right? Probably the most important part, right? A lot of people don't do that and they skip it because like boring, like research is boring, stuff like that, right? But that's probably the most important part is they need to feel like you understand the problems. And because you understand the problems, you specifically built a solution that solves that problem. Again, easiest way to do that is talking about how you went through that problem yourself and how you built a solution for yourself to solve that problem for yourself, if that makes sense, right? So that's how I would go about it, right? And obviously in like the body of the bsl, you want to explain the process that you talk about, right? You want to think about your service. So obviously the code email lead generation services, you want to think about it in different pillars, right? In three to five pillars. So for example, pillar one might be understanding your icp. Pillar two might be building your leads list. Pillar three might be crafting the actual cold email campaign. Pillar four might be like the day to day management. So you want to summarize your service into like three to five key pillars and you want to explain the actual pillar. You want to explain what it actually Means to write the cold email campaign. Why is this important? What are the key things that they have to understand in order to see success with that step? What happens if they skip those steps? And what are the expected results if they do a step correctly? So, right, you're explaining the actual pillars, if that makes sense. So that's like the actual body and then obviously the call to action at the end, right?

Yeah. So. And now my. In my first VSL, should it be around 10 minutes long or should it be, you know, toward 30 minute long?

Yeah, well, I would say that there's no like, there's no like right or wrong answer. I think the general. Okay, so how I would think about it is if it's less than five, five minutes, it's probably too short. You're probably not building enough value and you're probably not creating a gap, right? The only reason that. Okay, so this is a whole separate conversation, but why do people, why would people be interested after watching a video? Right? Why would people buy your service? Right? It's because you're creating a gap, right? So basically the way you want to think about it in any form of like marketing or sales, the only reason you get anyone to take any action is there's a gap that you're building, right? So inside your vsl, you're talking about the key pillars. You're talking about, okay? So you got to focus on pillar one, which is building the icp pillar two, blah, blah, blah. Right? You're explaining it. So what you want to do is you want to give value because you don't want to make people think that you're just wasting their time. So how do you do that? Right? You want to give value. You want to explain that step, right? In somewhat detail. Like obviously you don't want to be like telling people, oh yeah, press like if you're telling people, like, I don't know, like warming up email accounts. You don't want to be like, oh yeah, go inside smartly and press this button, press that button, do this, do that. Like you don't want to do that, right? But you still want to tell people about the step of, hey, you want to make sure that you're warming up your emails addresses. Essentially what that is is warming is xyz. So you're explaining the actual step. It's super important that you warm up your email accounts because if you don't, then every single cold email that you send will land in the spam folder. You know, that junk folder that you see in your Gmail Account. Yeah, that's exactly where your emails will land. Meaning it doesn't matter if you have the best code, email scripts, you have the best whatever, right? It won't matter if people don't see your actual emails. So now you're explaining to people what happens if they do it incorrectly. So you're starting to build that gap, right? So you're telling people what the step is. And then now after you explain what happens if you do it wrong, people start thinking, oh shit, what if I do this and I do it wrong and I just don't get results? Right. So you're starting to build that gap, right? And then you want to finish it off by telling people. But if you warm up your email accounts correctly, you do it the right way, like how our clients have done it, or like how I'm doing it for myself, then you can expect your email accounts to actually land in the email inbox. So now you're widening that gap, right? The person who's watching that video, they'll be like, oh, shoot, I know I have to warm up my email accounts. I don't know how. And this sounds like a lot of work. So if I was looking for service provider, let me talk to this guy, let me potentially work with this guy, right? That's like the line of thought that you want to get someone to, to think. So you're building that gap, if that makes sense, inside, inside your bsl. And that's it's kind of what you want to do, if that makes sense. Right? So to answer your question, I'd say is, I would assume that if your video is like less than five minutes, less than 10 minutes, there's a very strong chance that you're not building enough value and you're not opening the gap. Right. I think shorter VSOs are really good for like intro to your services, like elevator pitch style. Here's what we do, here's who we work with, here's how we help them, right. Type of videos. But it doesn't really sell you if that makes sense. Right. These type of VSOs that, that I'm teaching, that I'm talking about right now, it's probably going to be, realistically, it's going to be 10 to 30 minutes because you're building that value and you're building that gap and people will come onto the sales calls like, very like, like a lot warmer, right? They'll understand what you do, they'll have less questions overall and like the service itself, maybe they'll have questions about you or your Timelines or your pricing, like, those are good questions to have. Right. But you don't really want someone to pull up to the car and be like, oh, yeah, what it is? What is it that you do again? And is coding illegal? Are you spamming people? Is it illegal? Like, you don't want people to come to the call with those questions because you should be answering that in the actual VSL itself.

Right, Right. And so if I make a VSL now addressing specifically marketing companies, if I do switch to a different niche down the road, do I then need to make a different VSL addressing that different niche?

Yeah, 100%.

Right.

The most important thing is, again, right. Most important thing is the viewer has to think that you actually understand the problem and you have a viable solution. Right. Obviously it's not going to work if, let's say you decide to work with software development companies and your entire VSL is built for marketing agencies, which, by the way, has a different call out, has a different desire, has a different problem.

Right.

It's not going to work. Right. It's not going to land. Right. They'll watch that video and they will very quickly realize they'll think to themselves, this is not for me, and they'll click off. Right. That's basically what will happen, right, Is they'll think to them, this is not for me, and they're just going to ignore the rest of your sales messaging. So, yeah.

Okay.

All right. In this business model, what's the longest period that allegiant client stays with you for stays paying?

Yeah, Well, I would say it really depends. I would say as a range, it could be anywhere between three months and like a year. My longest client is actually my very first client, which is a recruitment agency. I still work with them to today. So it's been literally two years.

Right.

Coming up to two years now or coming up to December 1st? It'll be three years, actually.

Right.

Because I started in 2022, so three years. There's a lot of different factors. I would say that, like, obviously the first one is like client quality. So for example, similar to the client that you're working with. Unfortunately, there are like slimy business owners, like, dishonest people, like, stuff like that.

Right.

And you know, it just is what it is.

Right.

And you will come across that you work with enough clients. Like, like, for example, the situation that you're dealing with, it's, I guess, growing pains, as, you know, as someone might say. Right. In the entrepreneurship journey, it just is what it is. So that's A large factor. Usually you can solve that by just charging more money, right? Obviously someone who pays more money to probably gonna be better clients. Other factors include, sometimes they just don't need your service anymore, right? Like, simple as that, right. Sometimes they are only looking for cause for two months, three months, four months. They're not looking for long term, something long term, right. Maybe some people, they end up bringing it in house, right. Which often happens actually for a lot, A lot of the larger businesses is they might just start building the team itself. Right? A lot of these different factors, but I would say generally it's between three months and a year, it could be more.

Right.

But you know, at the end of the day, those aren't really like, those aren't really things that you control. As long as you know you're doing a good job, you. You're like responding like you just don't want your client to churn because you're doing a shit job, right? Because you're not responsive, right. They're sending you a message and it takes you four days to respond back, right? You don't want them to turn because of those reasons. If they do churn, it is what it is. If it's like reasons out of your control, if that makes sense. Right?

Yeah. So it sounds like you, you never really worry about client, you know, training because you can always just, you know, get new clients relatively easily. Would you say that's, that's, that's accurate?

Yeah. Well, I mean, at the end of the day, right, obviously it is an ideal, right? Like. Like obviously, right. You don't, I don't think you, I think ideally you. Every single client that you ever sign, they pay you a shit ton of money and they just stay on forever, right? Like, obviously that's a perfect scenario, right? But it's not gonna, like, that's not reality. I think at the end of the day, you want to have abundance mindset where number one, if you could get one client, you could get two clients. If you could get two clients, you could get five clients, you could get 10 clients, you could get 100 clients, right? It's the same process for the most part, right. At the end of the day, right. It's not. You're not doing completely different things to get different clients, right? Like, that's why I tell people, hey, the hardest part is going from zero to getting that first client. Because if you could get a lot of people after they get that first client, let's say it takes them two months to get the first client, usually Sometimes I've seen within the week they get the second client or the third client because once they understand it, they just get a lot of belief, a lot of confidence and they're basically just replicating that process, right? It's not too different, but I would say abundance mindset is massively important and I think, understand that in a way you, you are the prize, if that makes sense, right? Like, yes, the, like your client's business, that's important, but they also need you as well, right? Like they are working with you because they have this problem in terms of getting leads, getting customers and they hope, they, like they're actually hoping that you can help them, right? You're exactly what they're looking for. Every single person jumping on a sales call for the most part is they're secretly hoping that you can help them solve the problem and you're a good fit for them, right? Like that's actually what they, what do they hope for? I don't think anyone wants to just hop on like random sales calls and waste an hour of the time, right? So that's kind of like the belief that I have now. And I mean definitely in the beginning it was a hard, it was hard to come to that belief, but that's definitely the belief I have now. That makes sense.

Yeah.

Jimmy, I am curious. Oh, sorry. If I. There's a one, one question here for like when you structure these contracts, like when you sign clients, is that usually like on month to month terms? Since you said usually the average time is like three months to a year.

Yeah, yeah. So I think one of the, I think one, one factor that really contributed to me seeing success when I first started was I saw that a lot of my competitors, like a lot of other lead generation businesses and like just service providers in general, people offering like, I don't know, social media services, web design, whatever, right? They tend to lock in their clients for let's say three months or four months or six months, whatever, right? And one thing I realized is, well, if a business wanted to churn and stop paying you, whether you have a locked term of three months, six months or 12 months, it's not going to stop them from not paying you, right? Like, like straight up, right? If they run out of money just not paying you, if they block the credit card, they're also not paying you. If they hit you with some random bullshit reason, they're also not going to pay you, right? So whether you get them to lock in for a set amount of term, it doesn't matter, right? Because if they just don't want to pay you, they're just not going to pay you. And I realized that and I was just like, okay, so I could use that to my advantage. So what I started doing was I started telling clients on sales calls. Oh yeah, we are on an ongoing basis, like month to month.

Right.

If you decide that you don't want to work with us anymore or you just don't need this type of service, just let us know in like, you know, adequate amount of time and we'll shake hands and part ways. All good. Right. But what we do suggest is when we first start working together, we suggest working together for at least the first three to four months because obviously results don't happen overnight. Right. This is a process where even if we were moving super, super quick, it takes minimum two weeks, right. For like the email warming, things like that. That's already half of the first month. And obviously you got to test the mess, gotta write the cold emails, split test a bunch of stuff. I would strongly suggest working at a minimum of three to four months just to see how the results actually go first.

Right.

So that's kind of what I say to clients anyways. But yeah, month to month. And then obviously if you are charging a relatively large setup fee, so let's say you're charging three grand or even two grand or even 1.5k, they're less. They're probably not going to churn in like after 30 days because they realize that hey, I paid this guy two grand or however much and they're probably going to be more invested into it. Right. So month to month is what I always, I've always done.

Yeah, that makes sense. Okay.

For sure. Russell, you got any other questions, Comments?

Yeah. So in, in this business model starting out, do you recommend working with, you know, mid size to you know, small operation as, as opposed to bigger corporation?

Yeah, well, I wouldn't. Well, it's not so much what is better because I think both work. So for example, there's a new like I guess client of Inbox Lab that joined like three weeks ago. Her name is Connie and she just signed a recruitment agency but they already have like 20 team members and she like, she sent me a message like last night and she signed them on a monthly retainer for four grand a month. Right. So I don't think it's so much what is easier. But again it comes back down to messaging. So what I mean by that is obviously a business with employees, with 20 people, 20 staff, their issues and problems are going to Be completely different than a business starting out solopreneur, mainly the founder and maybe like two VAs, right? Completely different problems, right? So for example, someone who's starting out or not starting out, so someone who is by themselves with like two VAs, they are probably running the entire sales process themselves. They're probably doing whatever currently they're doing like sending DMs, maybe they're doing emails or doing it themselves and they're taking sales cost themselves versus a business that might have 20 employees already, like 20 different staff. They might have like a head of sales, they might already have existing salespeople. So the messaging is going to be different. One of them is going to be more like, hey, if you've been doing XYZ, you've been doing word of mouth, relying on referrals, LinkedIn outreach, and you're struggling to. Because here is why. That's messaging relevant to the business with, you know, the solopreneur, basically, right? Versus the messaging for the businesses with a bunch of people or a bunch of staff. It might be, hey, you already have a team of salespeople and you're paying them a good salary every single month. Well, instead of doing that, why don't you look towards working with a service provider like ourselves where we are able to do the work of let's say, three SDRs for a fraction of the price because we specifically focus on this.

Right.

I don't know that that might be messaging that might be more relevant to a business with multiple team members, if that makes sense.

Yeah, that made sense. How you put that. I like that. That's good.

Yeah. So basically, I think the. I think there's a takeaway. I think the most important part, I think the reason why a lot of people like struggle with this is they just don't understand their, their ICP enough. Right? So, David, so one of the first things I told you, right, is prior to 101 is pull up with some research, right? And it's like the most important part. And obviously as you start like taking sales cuts and stuff like that, your understanding of the actual niche is going to grow because you're talking with, you know, your icp. But it's probably the biggest differentiating factor, right, is I think a lot of people, they just get really lazy. Like that's kind of why like a lot of people, like they might watch like a YouTube video or something, right? And they copy some other dudes like script, like cold email script. And sure, they'll get replies, they might get some booked calls. But they're probably not going to make money anytime soon because they're just blindly copying and pasting without understanding why. Right. They don't understand why that person would buy to start with. And I think people like humans have a way of telling if someone is like genuine or not.

Right.

I think like people could tell for the most part and I think that's probably the most important thing. Right.

That makes sense. Yeah. Understanding really what your client needs. Right?

Yeah, exactly. Right. And speaking their language.

Yeah, yeah. 100. Okay. Easy.

For sure. Cool, cool, cool. Russell, you got anything else for today?

Well, no, I think I just need to. I'm gonna write out the, my script for my VSL and run it by you before, before I started the filming, you know.

Yeah, and let's try to get that done this weekend, man. Let's try to get this done this weekend. It doesn't, I think the cold emails relatively quick to do one to two hours.

Right.

Doesn't take that long. Could probably get that done honestly today, honestly vsl, you could probably bang that out over the weekend. But yeah, try to get that done over the weekend and you'll be in a good spot.

Right.

I got a question about the vsl, Jimmy. So you were talking about earlier that you were saying like your biggest advantage is your personal story and like how like your, your background, experience or whatever. Well what about for a guy like me who doesn't really have experience in online sales in the past.

Yeah. What type of niche are you thinking of? Right. Like maybe I could come up with like give some ideas right now.

Yeah. So maybe like I T or SAS or something in that realm. I mean I think I have a little bit of an IT background by trade so.

So you work, you work in IT right now, right?

Yeah, part, part time with the reserve military.

Okay. I would incorporate that. So okay. You can literally say something like oh yeah. In case we haven't met, my name is David and over the last, let's say 10 years I've worked in the military or whatever company and IT related role. And as a result of that I've had the opportunity of working with a lot of different like IT or tech related companies. And one of the biggest problems that I realized is time and time again these tech companies, they have a great product but the number one problem that prevents them from scaling up and achieving the revenue goals isn't product, isn't team members, it's client acquisition. And that's exactly why I'm doing what I'm doing. So something like that Right. Now obviously I'm coming with that on the spot, right. But something relevant like that, right, that's really all, it's simple, right? Like it. Just because it's the intro of the vsl and again, right, you're not going into like a five minute ramble in terms of like your backstory and all of this other stuff, right? It should be very quick. It doesn't need to be that in detail, it just needs to make sense and it transitions to the next part of the vsl, which ideally should be why you're doing what you're doing. And it transitions again into the key pillars of your actual service, if that makes sense. Does that make sense?

A little bit, yeah. I mean like that's definitely spinning the experience I have for sure, you know. Yeah, it's like we already have our clients, it's military base, you know, so. But, but I did work another year in a healthcare. It like working with endoscopy equipment. So I could also use that to my band.

I mean one thing you could do as well that works really, really great is you don't always have to reference your own personal experience. I think if you build a compelling again, right, it's again it's about building belief, right? If you build compelling arguments like, and when I say arguments, I'm saying like evidence that shows what you're saying is true, then it's going to work. So what I like to do in a lot of my videos is leverage third party proof, right? Don't even like you don't even need to use yourself to be honest. Right? That's just one way of doing it. So for example, I mean you're gonna have to do some research on it. But I like to say, for example, when I talk about why they should, when I'm selling the belief as to why they should be doing cold emails, I pull up a study, I search on Google studies or stats on cold emails. And there's like this one common stat that I reference a lot because I found it, but I don't remember like the source off top of my head. So it's something along the lines of According to XYZ, cold emails is the number one source of booking sales cost for B2B businesses, right. 70% of businesses say that emails is the most efficient channel for acquiring new customers. Right. And obviously the more well known the source, the better it is. So for example, this is like I'm making this up so you're not going to find it. But ideally it's going to be Something along the lines of, according to Bloomberg, right, 80% of IT businesses are struggling to grow, but not because of the product or not because of customer service, but because of a lack of qualified demos, a lack of a viable client acquisition process. And this is a research done by Bloomberg over like three months ago. Right? So like, like I'm making that up. So you're not going to find. I don't think you'll find a study like that. But that would be like a perfect study that you could find, right? A large source saying that this is a massive problem for your icp. So you can't even argue against that. Right? Like someone who's watching that video won't, won't, can't say, well, this is David's opinion, because it's not. Right. It's like a literal study that shows that it's true. Right. So you want to fast that. Right. That's a really good way of doing it as well.

Okay. Yeah, that makes sense. Yeah, I just had something to say anyway. I forgot. Yeah.

And you're going to find a stat, right? Like there's a lot of stats that you could find. If you just spend like 10 minutes just googling it, you're going to find something that you could use to help you build your sales argument. There's actually a tool, an AI tool called Perplexity. Perplexity AI. It's very, very good for research. So like specifically for stuff like this, you can literally, it's like similar to ChatGPT, like it's a competitor or alternative to it, but you can just ask it, hey, what are some like, stats or studies around, like IT companies? As an example, right? In regards to client acquisition and booking sales calls, it's going to find you a bunch of stuff with sources that you could reference. So that's one thing you could do and it works really, really well.

Okay, cool, cool, cool. Oh, by the way, what's icp?

You keep bringing up the acronym Ideal Client Profile. So basically it's similar to your niche. Basically.

Gotcha. Okay, cool, cool, cool.

All right, cool, cool. Hopefully this was a valuable call for both of you guys. Hit me up if you guys have any questions along the way. David, as you're going through, picking your niche, doing your research, writing the cold emails, hit me up if you have questions. Russell, as we're going through the process of writing your code emails for campaigns, your VSLs, hit me up if you have any questions as well on Discord. I'll get back to you asap. And hopefully this is valuable today. Thanks. Thanks for your time, guys, and I'll see you guys next week.