Getting Clients With Small Audiences - Hacking Over Building
You don't need a huge audience to land high-value clients. Instead, find other people's engaged communities, give a 20-80 person Zoom talk, and convert them into $5k-$10k monthly contracts. Skip the sales call; use a Google Doc.
Chapters
Hello from the LifeSane Cast treadmill. We are— it says 7 minutes, but we're actually 107 minutes in. But when you do it like kind of slow, I have my phone, I'm watching videos, I'm writing, you don't really even feel it. Good way to burn calories and think. So today I was thinking about, uh, how do you get a client? It sounds so weird, but I was thinking like, okay, well, I have a big audience, right? But like 'How do you get clients without a big audience? Like, what do you do?' And, uh, it will happen maybe twice a month that I'll start working with somebody and they're like, 'Well, I really want what this other guy has.' We'll call him— we'll call him Brad, right? So Brad has a huge audience. He's got like maybe 500,000 followers plus. He's got digital products. He's got a community. Every time he launches a cohort, it fills up. All the good stuff, right? And I'm like, They're like, I want to, I want to have what that guy has. And then I think, well, you got everything you need, just not the half a million followers the guy has. So there you might have trouble doing that. So what do you do instead if you don't have an audience? And the easy answer is you hack it, you hack one. So I even now with around 250,000 followers, I like to make a habit of like looking at my network and thinking, okay, who's maybe not a competitor directly, but somewhere where I could drop by and— I hate this phrase— add value. But really, I think, okay, what assets do I have that I can give them? What can I present? What can I show them of what's working with me right now? Typically, it'll be people with a paid community or even a private community, somewhere where not everybody has access to, because, well, if it's free and everybody has access to, you will find a lot of unserious people, right? So I'll go to these and I'll present something, something that I actually sell, right? But because they're friends, I'm like, okay, I'll help you out, you help me out, because I can, you know, put my face in front of your guys, right? And I present something. And sometimes I've done it against— not against, but in front of 5 people, maybe 20. Maybe the max has been like 80, right? Now the max was 200. I remember it was one thing I did with Dan, but that was a while ago. Mostly I'll say the average is like 20 people in that Zoom call, and I'll present, right? And on an average of 20 people, it has never failed me that somebody has bought something in the back end of that. It has never failed me that somebody said, yeah, let's work together, let's see what we can do, and we strike up a deal. And clients do this all the time. Like, there's a guy, he just has this network, he knows a guy at a company that kind of does like crypto stuff, and then he said, hey, my He's like, I can help you guys write. And then, okay, can you write for some people? He's like, sure. So he writes for one, I think he coaches like 5 or 6, and one deal is like, it's like $10,000 a month. It's fantastic. And then there's another guy, he knows a CEO who has a company, he's a fitness guy. He's like, yo, I can train your entire company, I'll give you a special deal, right? Because you're close. He trained the guy. And then the CEO's like, sure, let's do it. That's a $10,000 a month deal. And then folks inside of mine, they go, hey, can I present this? And if I think it'll add value, I'm like, sure, let's do it. And they get clients off the back of it. I get the receipts, I can prove it. So if you don't have an audience, you hack one, right? This whole myth of you need a big audience, well, it's not a myth because it is, it is half true, but it uncovers a really like nasty lie of you need a big audience to make money. Well, yeah, sure, it facilitates it, but it's not the only one. What you need is a serious audience, people who will listen to you, people who will actually consume the things that you have to say. And this is why often people who run sales calls, like they find that— okay, once you talk on the treadmill, sometimes it can get to you. All right, so you'll find that these guys, they go, well, it's hard to get people on a call, but on the call it's easy to close. It's like, yeah, because they see you in your element, they see you moving. And often that's the limit, that's a limiter. It's people don't see you in your element, they don't see you doing the things that you do best, because if they did, they would actually buy. Well, a percentage of it will buy, maybe 10-15%, right? So why do they not do that now with the value you give them to your audience? Now, reason being is that they're not actually watching it. Because it's free, free tends to lead to unseriousness. So what do they do? Maybe they watch a little bit of it while they're on the Lexincast treadmill. Maybe they're doing it while they're cooking. Maybe they see something on YouTube and there's like the whole list of videos to the right. They're like, ah, they click on something else, right? So they don't really, really pay attention to it. They don't really consume it. Like, they consume it, but they don't pay attention. What you really want is for people to pay attention. And paid communities is a fantastic way to do it, but, you know, it's an easy one. So if you don't have an audience, what you do is you hack one. You present it to them, and that's when you can get like the real big returns of— that's like true, true audience efficiency. You have an audience of 20 people, you get 1 or 2 clients out of it. People dream of those ratios. Those are fantastic ratios. And, um, well, yeah, you don't— you can have a big audience and it definitely helps, right? I'm not going to tell you it doesn't, but it's not your only choice. If you're resourceful enough, you see what other people can get from you helping them out, they'll be happy to have you. And even pitching is overrated. Like, I sell with a Google Doc. I don't even do sales calls. So what I'll do is, hey, if you want to work with me, at the end Here's the Google Doc, right? And I'll paste it on the Zoom chat and, uh, good luck, right? And then people do reach out because it's serious people. Like, a lot of the pain from audiences and them not responding, it's just, why are you talking to unserious people that much? Like, what are you— it's okay to talk to them, right, because you have to post content, but why are you tolerating like the dancing and the wishy-washy? As you can just, you can just hack your way to people who actually will take you seriously through charging a small amount. I do that with what I call the customer funnel, which is different to a client because a customer pays you once, a client pays you recurring. That's how I define it. You can do it through audience hacking, going to other people's audiences, and there's a few other ways that we do it. But yeah, do you need a big audience? It certainly helps, but you don't. So if you go here to likesandcash.com You'll see how the folks who I work with, without a big audience, they close $10,000 a month deal, $5,000 a month deals, and they just talk to serious people. It's a much more enjoyable business when you don't have to deal with the wishy-washy fish. That's what I call them, the wishy-washy fish, and you only deal with the whales. Okay, I'm gonna drink water. Bye.
