Do This In Your Marketing To Flood Your Business With New Customers, Clients And Sales

When you go to a nice restaurant and they bring you that little entree and it gets your taste buds going crazy, you want to order the whole menu, right? You can tell people how great you are, and you can show them case studies and do all that stuff. Trust me, I've done all that stuff, right? And yeah, it works to some degree, but nothing works better than showing someone that you can help them by actually helping them. Because. Because that's the only way to cut through all the noise in the marketplace is to actually deliver them some results. Do you know what I mean? And actually show them how you can help them in their unique situation. Because if you have, like a whole parade of video case studies and screenshots of ad accounts, anyone that sold anything over the phone, they always think in the back of their mind, the prospect. Yeah, but I'm different. My business is different. I've run this unicorn business that's completely different to anyone that you've ever helped, right? And that's just the number one thing. It's the number one objection that comes up. Like, that's all good, but my business is different. So if you can try to architect that call where you're actually showing them, you're speaking to them about this is the problem that you're experiencing. Okay, awesome. Let me start to solve a little bit of this for you. And it's like when you go to a nice restaurant and they bring you that little entree and it gets your taste buds going crazy. You want to order the whole menu, right? So people are always afraid to give value and they always want to hide it, right? It's like the cheese in the mouse trap. Like, just give them a bit of that cheese, you know, I mean, they're going to go tell all their friends, and they're going to come back with a whole pack of mice to eat this cheese, and then it's going to be a much better situation. So I always look at, how can I architect a situation where that conversation with that contact with that prospect, they will walk away better than when I found them.

Yes, yes. And I love what you said there about, like, giving them a little bit of that cheese, that value. I feel like if you're struggling with that, then you probably shouldn't be selling your products or your services, because you've got to get yourself to a point where, you know, and you trust yourself enough to go, you know what? I can give them this much value, but I know in the heart of hearts that I have in my chest here that, you know, I can deliver even more on the back end and then I can show them I care because I feel like if you get good at caring about people, that's the new currency. It's going to become easier and easier because so many people don't care. They're just going for the money and they're not focused on the results. And at the end of the day, the results is the only thing that matters. That's what people are paying you for.

Right, exactly. And that's like where you want to start with, Right. You want to basically start where, okay, like I'm going to be giving 10x more value than first of all, anyone in my marketplace and 100 times more value than what I'm charging for. Right. So then you can have conviction when you go into that sales process in the beginning and people are optimizing, they're over optimizing their business for their own profitability and not for the value delivery. So they're thinking about how do I extract as much cash from this prospect as soon as possible to better my situation, regardless of whether or not that's the best fit for that prospect to perhaps win further down the road. Right. They're just short term thinkers and they're not looking at the big picture. They're looking at the first order consequences of I'm going to go out there and I want to sell this person the highest tickets, biggest thing straight out the gate. Because that results in me getting more money rather than, well, where is this person on their journey? And what would be the logical thing, what is the thing that I could do to win some confidence, to get them some wins on the board and then look at this first sale as just the beginning to a transaction of a long relationship. And I guess the reason that they do that is because their business suffers from not having any back end. They're just out there trying to make as much profit on the front end of their business as possible. And that's why a lot of these people are just getting slaughtered.

Yeah, it's definitely a fast way to lose as well. And I think a lot of people aren't thinking long term, they're just thinking on the front end, like, how do I get this right now? How do I, you know, get the wins? Because they want that hit man. They want to feel like I'm succeeding early instead of actually earning the badges or the stripes to get there.

Exactly. And they, and that's because why you think about why is that happening? And it's because they want to get as much money in now so they can do a lifestyle upgrade and they can go and rent the Lamborghini or get the watch or get the Yeezys or do whatever that they want to do that they can post on Instagram to look successful rather than be successful. Right. And that's just like you need to think long term. You need to look at like this is like a legacy play. Where are you trying to go? What are you trying to do? After of course you've met your immediate needs of survival, right. You can pay your rent, you've got a place to live, you've got food coming in. Then you need to start thinking about the long term and the value creation. And a lot of that is going to involve you sacrificing profit revenue upfront in the betterment of your customers.

Yeah. So let's talk about money mindset, because this is something that I feel like a lot of people struggle with and even just established entrepreneurs struggle with. You mentioned before about this $36,000 client and I'm sure you've had even smaller deals when you first started, right? When you're doing 150 calls a day. Freaking crazy, dude, you're psycho. And you've obviously scaled it up. And I remember recently in a conversation you're saying you even having million dollar contracts. So what happened with your mindset? How did you expand your financial container to hold that in your mind as.

That'S the new normal. Yeah, I think that definitely as you kind of like all prices are made up, right? So every price for every single thing is made up. Like it's not like, you know, people sat down and they thought about like, oh, what is the bill of cost of goods to fulfill this course? And that's why it's 1997, is because I've gone through every hour module of the course. It's just a made up price. Right. And so like when you begin and you create a price and that you like the sound of and you go out there and you sell it, that gets to a point where obviously you're like, okay, cool, I've got more demand than I can service, so let me start increasing price. And it's something, something that like there isn't like, you know, this money is already out there flowing in the economy and it's just about channeling that money back to you. Right. But the only way that you can go out there and command high fees is if you are sold. The value that you're providing is at a bare minimum 10 times of what you're charging. Otherwise it's just not going to sit right. Ethically. Right. And it needs to make sense. It needs to be a win win situation. Otherwise again, it comes down to that maximum cash extraction and not the value. So I think for me there's been a lot of different pivotal moments where what is possible changes. Do you know what I mean? And it's like last month we had a record month in new sales coming in and it's just like, wow. I think back if that was possible when I started my business five years ago. No way. Right. It's about constantly pushing what you believe is possible. And I think that when I look at where I'm at now and what we're doing as a business, like, and I'm trying to think of that next level like it's you, you have to really get sold that it's already out there. You're not going out and creating it. There is all this already. This money is flowing around the economy and it's going to somewhere. It's just about channeling some of that over to you and your business and just delivering way more than what you're charging. Hey guys, if you're enjoying these videos, please like subscribe and hit the bell button as we're dropping a video like this. If you every other day on YouTube and if you've got any questions, just leave a comment below with heysubrey and I will do my best to get to it.