230: Turning Leads Into Big Sales - #GrowYourLife

Hey everyone, thanks for listening to the Grow youw Life podcast. My name is Jeremiah Krakowski and on this podcast I help mentors, thought leaders, coaches and authors scale their businesses to millions of dollars online. And if you don't want to make millions, we can at least get you to multiple six figures because that's a stair step along the way to get to millions. This is where we break down what's working right now to help you make sales, we help you go from zero to making the kind of income that you want to make. How to develop your offers, get more leads and then close more sales. And that's our three part system that we work with you through right now. Now, in honor of this week, everybody is buzzing all over the Internet about Alex Hormozy's Hundred Million Dollar Leads book launch. And I've been one of the early fans of Alex Hormozi, telling pretty much everybody, if you've been listening to this podcast or you follow my content, I've been telling people to grab his books. His book, Hundred Million Dollar Offers. This is alex right here. $100 million offers is actually one of my favorite books that I've been telling people for the last, pretty much since it was released and written. Yeah, two years. Been telling people to buy this book, read it, that it's absolutely important and fits into. One of the biggest reasons why is because the greatest takeaway from this that I got to sell things that are to a group of people that have money to spend. Don't try to market stuff to people who don't have money to spend, don't have cash flow, because otherwise you're just trying to convince people that they should buy from you. When in fact, if you just create stuff that people actually want, you'll have a successful business. And then his brand new book that just came out called $100 million leads, I actually read this in one night. I bought it right here. I'm a verified purchaser of this. And it's funny, the way I could describe this is literally if somebody broke apart all the systems that I have in my brain about getting leads and running ad campaigns and getting people on your email list, it would literally be this book. And I was talking to my mom about that is that most of Alex's content is like, it's the closest to what we've always done. It's the closest to even what I teach. And it's really cool seeing that. You know, I made a post about that on one of his videos and somebody's like, oh, so you just copy Alex's stuff and knock it off and sell it to people. I was like, no, it's not that. It's that I just, I've been doing this business for over two decades and we've done stuff at the same time and we both discovered basically the same way of producing results. And so our methodology is this, it always follows this kind of same format. It's a little, it's a little dull here on this backdrop here. But you want to have a free offer that gets people on your email list and then you want to convert those people to sales at I like a two tier where you got a thousand to $2,000 and then above that you got like 6,000 to 10,000. And that's how we're able to convert profits of over a million dollars very easily. A $2,000 product, you only need 500 people in one year. Buying a $2,000 product, that's it. And you could break that down into 12 monthly payments as well. A $10,000 product, you know how many you need for a million on that? You only need 100 people. At 10 grand, you only need 100 people to pay you really 83. You only need 83 people to pay you $1,000 a month to make a million bucks. That's it. Very simple. I think that we over complicate that part of the process way too much. Okay. And so I want you to shift your mindset in this. And this is why today's is all about converting those leads to sales. I'm not going to coddle a lot of the mindsets. If you're at this point, you've worked through a lot of the mindset stuff. And if you're listening to this and you haven't worked through the mindset stuff, that's fine. You're just going to have to do a lot of this stuff scared and sort of go kicking and screaming into making a ton of money. Because that's what I'm about to tell you right now is what's going to make you the most amount of money in your business. And so converting leads to sales is a process of doing really one thing really, really well. That one thing is building trust with people. And so what we utilize to build trust with people is we will do a free offer, doesn't cost anything, and then we'll send them to sign up for another free offer right here, which qualifies them. So this is our low commitment free offer. This is our high commitment free offer. And generally this is like a one day, 90 minute webinar. This is a five day or a three day challenge. We might host this once a month or once a quarter. Then we might host like four or five of these webinars to tell those people to sign up for the higher commitment level. So that ends up qualifying people to where all that we're advertising and marketing for is to get people at this lower level. And then what we do is we utilize this higher commitment level to actually sell people on what we're charging money for. And we found that that actually qualifies people better with our paid advertising. It'll actually cost us three to five times as much in paid ads to go straight to the high commitment offer. And so if we can actually, we can leverage our margins better and make more profits by going free to free and then to paid. And we've been doing that for the last year, year and a half. That's what's growing our business. To make seven figures is going this. We do like a very simple low commitment, free, free offer that goes to a paid five day or a free five day. We also have a paid upsell right here. And we do an upsell on both of these. This one, the low commitment even has a seven dollar upsell. The high commitment one has a 27 upsell. And in the upsell people get to ask questions, they get limited time bonuses, they get the recordings of the sessions from those. So these are really all our marketing process to do one thing to build trust with people, people that we don't know. We run an ad to people that we've never met before to join us for these low commitment webinars. And then we build trust with them. And listen, not everybody takes action, but about 20% of these people will make a commitment to go to this level right here. And that's awesome. And so that's the reason why we're qualifying. Anybody who's at this level is way more qualified than somebody who just came in through an ad over here. If I sold my program, I could sell a few programs to these people, but I can sell three to five times as much by having them take another free commitment level with me. And so that's really cool as far as getting our cost of our leads down. But that doesn't really tell you how to get any sales. Right. And so what we utilize is we utilize virtual events where we use video for multiple days in a row, where we're connecting with people and we create this sort of atmosphere where we're solving a real problem for people. We just actually did a five day intensive. And you can, you can sort of see it over at my website right here. We just did one of these this past week. The doors to our accelerator are the enrollment of my paid program is open until Tuesday, August 22, then it closes again. But what we did was we did a five day intensive called create and launch your profitable group mentorship offer. And so this is where for five days I broke down pretty much the game of everything that you need to know and gave away my best content for free. I gave away my best methodology for free of how we actually create offers that are irresistible, how we write our sales copy, how do we attract leads through paid advertising. And then what's the process of actually closing those people as sales? And that's what I'm going to break down for you right here is that last part of it. How do you close people to make those sales? And it's all about building trust in four things. You, your product, your brand, reputation and your track record or transformation that you can bring to other people. The result, the promised result that you, that you're bringing people. Okay, so it's a four part trust based system. Let's actually write this on the whiteboard here. You want to build trust in you. That's you as the business owner. Like, this is like the actual person of you. You want people to feel good about working with you. And this has nothing to do with people pleasing. This has nothing to do with managing other people's emotions. You will piss people off, you will have haters, you will have negativity that comes at you, but you're gonna also be very irresistible. And there's a group of people that are gonna absolutely love you. And you want to build trust with those people that you will deliver that your word is bond. And so you want them to believe that your word is bond right here. Level 10 Trust in your word. Why is that? Because now everything you say to those people after that moment in time, they trust it, they follow along. You don't need to convince them that what you're saying is true. So I never worry about convincing anyone of what I say is true because I've already gotten them to a level 10 of trust with me. I've gotten them to a level 10 trust in my brand or my business or the fact that I'm going to be there to support them, my track record, I've gotten them to a level 10 trust in the result that I'm going to be delivering to them in their business. And I'VE gotten them a level 10 trust in my program. This is my mentorship program. And so when they're all at level 10, 10, 10 in all four of these quadrants right here, the chances of them buying, like buying from you are 99.9%. The chances of them like even if they don't have the money, and that's the crazy part, even if they have to scrounge the money, when you can build the trust in you, your brand, your business, your reputation, your company, the result that you're actually promising and your actual program itself, the support system, the accountability, what they're going to get, it's money in the bank. And so my entire mission for why I actually do the five day event is it's a five day trust building exercise. I'm taking five days to build trust in all four of these quadrants with people. And then I'm telling them about my program that costs $2,000 per year to register with me. And I'm not trying to convince them that they should work with me. I'm simply giving my best value, my best content of what they can do to get started with my program. And then what I'm asking them to pay for is the overall result and implementation, right? Because they're not gonna get to this result in five days with me. They'll begin the process, but the result comes only when they actually register for the program itself. And so when they actually even understand that system and how it works and why the program is important for them to join and that they can't just sit on what they learned for five days, but they actually have to either join the program or decide that it's not for them to do this type of a thing. So we, we take them right to the, the breaking point of if you want the result, you got to pay. That's it. And, and so we're sort of, if you think about it, in some sense, you want them to feel like it's, well, kind of that their success is contingent on them paying for that success to come to them. It's almost like their future waiting for them to pay you money. And the only way that they're going to actually reach that future goal, to see that version of their life that they want, is if they buy from you and nobody else. And you want them to believe that you want to get people when they're at this level 10 trust to the other side of it is that their belief in other people's offers sometimes decreases a little bit because they're weighing you against other people as a coach and as a mentor. And it's not that you directly attack other people. I never directly attack other people. You're just so much more above and beyond as far as what you are promising, and that's the part that's so important, is we have to be willing to make bold promises, big promises to people, big promises that terrify us because we aren't even sure if we can deliver on them. But that is what's going to close you sales, is when you can make those promises and you say, I'm going to figure it out and I'm going to make it happen. And then you put your reputation on the line to make those things happen. And you actually challenge yourself to step up and do those things, and you challenge yourself to raise the bar above yourself, above what you're even capable of. Then you actually promise that to people. If you buy this from me, you will get this. I am frequently asked by people, Jeremiah, I had a bunch of people this week, with all due respect, do you actually deliver on what you say you will? Because a lot of people claim they do. Do you actually do it? And what makes you different from everybody else who claims they do, but doesn't? And so that's how I know I hit a bold enough promise is to where they're actually skeptical. And so that's where the final stage of the sales process is. Is to where you have people asking you questions about the legitimacy of your offer. I used to actually shudder when people would do that. And I learned a technique that that actually means that they are the most qualified buyer, that if they're asking those final questions, they are qualified. And what you want to do is you want to deliver with excellence to those people with. Without wavering, without a hitch, like, yes, absolutely, we can make that happen for you. This is exactly how it goes. Agree with everything that they want, everything that they desire, and then create a way to make that happen. The cool part is when you get really good at this. Your bold promise is your regular version of working with you. For me, what used to be a bold promise for me is just now the normal way of how I work with people. And we have rave reviews, clients that are making a ton of money, people that were skeptical about working with us in the beginning that now have faith and confidence in the process that they're actually buying into, that they're excited to start working with us. And that right there is the point where they go on over to our website over@jeremiah krakowski.com and they click on our group coaching right here to where the doors are open to this right now. And we have three bonuses that we offer. We're actually giving away three of our courses to people who just sign up and just try our program for 30 days. We have a 30 day risk free money back guarantee. So if you can take the risk away from people and you make it easy to pay, you see, we offer a payment plan, a 12 pay option. I think anybody who wants to work with me can find $166.42 a month. And that is not expensive all in fact, I think it's too cheap. And that's why this is the last time we're ever offering this price to anybody, period. Because that is way too cheap whatsoever to charge for this level of interaction that we give you to where we work with you, to where we come alongside you, support you, to build your sales copy, your sales, funnel your offers, we help you with your webinar content, your lead magnets, your advertising, you name it. We're in there working with you every single day to help you have success and to create the kind of money that you want to make in your business. And so what we do is in our presentation during the five day intensive on the, on the, on the last day, which people assume we're going to pitch them on the last day. Part of our process is we don't actually make the last two days pitch days at all. We actually give our best value on those last days. That's where we announce the free giveaways that we're going to do if we have any of those. And we continue to actually blow the lid off with value, but we end up seeding what our paid program is. So where we really sell our program is in the follow up emails that people get in the actual five day intensive. We deliver the highest level of content during those last couple of days where we walk people through the process and the cadence and the formula of what do you say each day to get people to buy from you? And people are blown away by this whole process. And then what we do is we send two emails a day to anybody who signed up for that until we close the doors and we have a limited enrollment period for the reason of the fact that that urgency, of the fact that they only have a short amount of time to register and then they can't ever again unless we decide to open it again another time. That urgency encourages people to take action, to not wait because we don't know if we're going to even ever open the doors again to our program. And so when you do that and you create that urgency and you make it a limited time offer, you set a deadline on it, and you promise, a bold promise, this will help you get more sales in your business, and the more authentic you are at connecting with people. Being able to connect through video like this without wavering, without, like, being worried what people think about you. Learning to flow like I am right now, where I'm just. I. I'm just flowing. I don't have any of this scripted. None of this is scripted. This is me just talking right now into the camera to you. This whole thing was not scripted in any way whatsoever. But I just, I knew up here what I was going to share with you, the basic idea, and I just pressed record. And that's how we make a lot of our content as well. Now, I get it if maybe you're a planner or you're somebody that has to put all the pieces together and have them all perfect before you get started, but I want to encourage you in this. Perfectionism is one of the greatest things that can stop you from succeeding. And if we're worried what other people think about us, if we're worried about looking perfect, sounding perfect, not offending people, not disappointing people, and that gets caught up in our brain to where we're so worried about doing right by everybody, which I'm not saying that you want to do wrong by people, but if you grew up like I did, there's an inordinate focus on making sure that everything is in the right order. And it will actually harm you more than help you because of that. Okay. And so when you can learn to let loose, be your authentic self, show up to where it's fun for you. You're just having fun. I'm just having a conversation with my friends. That's all I'm doing right now. I'm recording this for my friends. I'm recording this for people that have connected with me. And when you can do that, and you do that consistently, you can close a ton of sales in your business. And so listen, if you've never joined me for any of our live events, make sure to do so. You'll see ads coming across your feed for when we host them. If you've not joined us in our client growth accelerator, I'd highly recommend that you join us when there's enrollment open or get on the waiting list for the next time that we decide to open the doors to our accelerator program, which we don't know when that's going to be. And that's part of our process. So we don't have it open all the time. And all we end up directing people to is free offers, getting them to join us for free to build trust in those four areas. And the process of building trust really comes by demonstrating the truth with integrity about those four areas, handling objections, learning to have confidence, learning to show up with confidence, even if you don't know if it's going to produce results. For me, I had to learn how to show up with confidence. And I didn't believe in myself when I first started started, and I didn't think that I was worth people listening to. And I learned to develop the confidence from within that even though I didn't fully believe in myself, I could still show up as my strongest, most powerful self. When I gave a presentation. One way that I did this is I would watch other people give presentations. I would channel their energy. I would say, okay, let me see their energy. How are they being? Let me model that. Let me sort of imitate it, but in my own way. And that's how I've developed my own cadence for speaking is looking at how other speakers speak, their cadence of how they talk, how they communicate, and then creating sort of my own take on that. That has evolved over the years. Okay. And so it's not rocket science, my friends, to be able to make 20 to $40,000 a month in your own mentorship business. Start believing that that's possible for you this year, the next 12 months, if you're in our accelerator program, we'll walk you through how to do that. Thanks for being here. I'm excited to work with you in the future. Share this episode with somebody and we'll talk soon. Grow your life. Have a good one.