How to attract 10k Clients

How to get bigger clients,how to get bigger clients now.Yeah when you look at this,getting bigger clientsa little dark right now.I don't go.How to get bigger clients.OK you I think you will realizethat $10,000 sounds like a lot,but in the spectrumof businesses,it's really notthat much at all.And I'll tell you why, becauseI recently, just the other day,I had my house, justa few rooms painted.It cost me $800.And that's just me as a person,not even me as a business.What you realize,too, is that youneed to find entrepreneurswho are probably grossingsomewhere North of $2to $3 million a year.Anybody that'ssmaller than that,it's not going tobe able to hire you.They have too many otherthings to deal with.And to be honest,and this is I'mtrying to say this ina non-judgmental way.I don't know if they'rereal entrepreneurs.They're running a business.They're running alifestyle business,but they're notreally driven to grow.So to come in andtalk to them, you'regoing to try to sell themsomething they don't want.Now just realizemarketing marketingis about change management.You're trying to helpsomebody achieve their goal.You're not trying to movethem from where they are,you're trying to help themget to where they want to go.So in his book Donaldmiller, he saysthat people aren't runningaway from our problem.They're runningtowards a solution.So you want to be rightnext to the solution.So when you talkto entrepreneurswho aren't really driven,who aren't that motivated,who don't really wantto grow their business,they're just want to holdon to what they have.If you ever see somebodyholding on to what they have,it's very hard for them tochange, to let go of thatand see this wonderfulthing beyond the horizon.So you're lookingfor people who wantto change because you aregoing to be a change agent,you're going tohelp them do that.Now if we were to sitaround and spitball thingsthat pay $10,000 maybewe can try to figure outwhere we need to be.This is going to dovetailinto the niche conversation.OK, if you want to make $100,000a year gross, not a profit.100,000 annual income.No matter whereyou are, you needto find 10 clients who arewilling to pay you 10,000US each.That's the magicformula 10 clients.10,000 each.I'm not sure.Just to be clear,can I add somethingwhile you're kind ofgiving some answers?Go ahead.Ok? so I had clients like Ihad one client last year whoin the time span of theyear paid me 58,000.That's good.Like, last year'sincome was about 250.Mm-hmm So kind oflike I have someleads right now, like carhartt,like bigger companies,medical companies whomake in the millions.My thing, I guess it is.It's more like, how do yougain these type of clientsas leads because they'rea lot harder to penetratethan to directly reach people?So how do you kindof reach these guysand convert them into leads?Well, so maybe yourthreshold is too low, then.Because I thinkalmost everybody youtalked to that is anentrepreneur is looking to dosomething has $10,000 to spend.They haven't realized ityet and you don't knowhow to talk to them about it.Therefore, you thinkit's not possible.So do you want tochange your number 10?Because what I amgoing to say isgoing to sound very different.OK, so it's notnecessarily like I'm notcomfortable askingfor that amount.Like, I have 1 lead right now.They want ananimation for 80,000.My problem is justlearning, how doyou convert these peopleinto like where they give youtime to talk to them?Because I'm trying LinkedInand I'm messaging people,sometimes they reply,sometimes they don't.So I don't want to comeoff as like a solicitoror coming off too needy.OK all right.OK, so Mustafa, I want toask you to just formulateyour question a little bitdifferently because every timeI ask you a question, yougive me another question.OK so just think aboutthat for a second.OK, so you're just talking abouthow do I get leads, period?I mean, because I'mvery specific with whatI write down, so Ican answer it for you.OK, so let's talk aboutthat for a second.I'll tell you hownot to get leads.I'll tell you that if thefirst piece of conversationyou have with me ispitching and selling mesomething, unlessyou're the world's mostamazing, fill in the blank.This is literally what I do.I block you.I delete the message.You know why?I mean, why, whywould I do that?You're one of many.Why would I do that?Because not understanding you.There's no relationshipbetween us.Right?so it's not that you wantto help me achieve my goals.You just want to make a sale.And everybody's doing that tome all the time on LinkedIn.So I just I know who is in itfor a relationship, at least.Have a conversation, at leastbe smart about that first pieceof communication thatyou have with them.Right and I watched some of yourold videos and I applied thatand I actually got sometraction from that.I got people toaccept invitations.More on respond with comment.And one of thevideos you guys said,like, like compliment showthat you've done research, thenshow how you can be apositive to their goalsand then do the ask.So that's the methodthat I'm applying now.Yeah, and it's showing, butit seems like it's dragging.I don't know if it's supposedto be like a long time processor supposed to besomething that can convert.Let's talk about this.I'll put this into termsthat maybe some of you guyscan understand alittle bit better.You're looking for biggerengagements, right?Yeah, the engagement, thelonger the engagement process.OK OK, so the biggerthe engagement,the longer theengagement process.It means you have to stay init for quite a bit of time.This will force you todo a couple of things.One is you have to learnabout your customers.You have to be a little bit morechoosy about who you reach outto because over time it's goingto be overwhelming because youhave now too manyconversations to keep track ofand you need to be ableto keep track of this.So if you're trying to sell20, 30, 50,000 engagement,it's going to take time and youcannot close on the very firstcall or reach.The first time youreach out to somebodyjust doesn't work like that.And the thing thatI was going to sayis this in any reallife relationshipand this is just arelationship whichjust happens to be online.You can't ask the girl tomarry her the first twominutes that you meet her, youcan't ask to sleep with her.Just because youguys had a handshake,and that's how a lot of peoplewho don't understand anythingabout sales.They try to close instantly,because for them, theymust have read some bookor watch some video thatis a numbers game.Well, if I feel like a numberguess what I'm giving you also?No, I'm giving youthis number, right?Right?I say goodbye.I'm not interested in you.So there's this idea,the very simple ideaselling through curiosity.Try to frame your conversationswith people through curiosity.Ask me a questionif I'm a prospect.What's your firstquestion to me?If you're a prospect and I'mtrying to get you as a client,how is your business doing?Like what are some ofthe things may be ok?Watch this when you ask me,how is your business doing?I'm going to say great.Funny because, youknow why, though.Why would I saygreater if you don'twant to show anythingnegative, youwant to show thatyou're doing great?That's one what elseyou might think.I'm trying to come up tryingto sell you something.The minute I tellyou I have a problem,you are going to tryto hit me up for work.Right you know this,so think about howto ask that question,maybe a different.I'll let you try again,ask another question.Um, I may do some researchand say, like, I see youguys try to approach, I'll ask.I know you guys tried thisapproach or this product.How did things go for you guys?Did all your methods, forexample, come out as expected?Mm-hmm So whatyou're doing is nowyou're framing the questiona little tighter, right?So you're saying specificallyto this campaign?How was the performanceagainst the benchmark?Yeah you're saying a lot to mein one very simple question.So the thing thatyou need to do isyou need to respectpeople's time.I'd respect theirintelligence and youneed to open with aquestion that shows youthat you're curious,but you alsodemonstrate somelevel of expertiseand you've done your research.OK that's what I wouldlike for you to try.OK, so you understand.Yeah so right now, it'scoming off as too muchlike I'm throwing too manythings that you weren't you?Yeah, I guess it'slike I'm tryingto adjust to talkingto bigger clientsbecause small mom and popshops, usually we talk a lotand I kind of got usedto dealing with them,that type of language,and I'm tryingto adjust to beinga lot more direct,not coming off as too salesy.And I guess that's the shift.Well, let just trying to helpyou guys understand something.And a lot of people,the way they understandsales and the wayI do it, of course,take it all witha grain of salt.I'm not the world'sbest salesperson.But what you'retrying to do is you'retrying to liberate theperson from their money.You want to take youwant to help them movetheir money into your account.So you have a verystrong agenda.You're trying to convincethem of somethingand you'll do whatever you needto do or say to get to a Yes.But sales is not abouttrying to do that.Sales is about giving theother person information that'srelevant to them, not toyou, relevant to them,so that they can make the bestdecision for their businessand their livelihood, bothprofessionally and personally.If you understandthat your whole lineof thinking andquestioning and your fearor on talking to newclients will change,it will changedramatically because nowI no longer have an agenda.If I hear you havea problem, I think,is that a clearunderstanding of the problem?What are your goals?What are your benchmarks?What are your challenges?What hasn't worked for you?What keeps you up at night?I start to understand that, andI start to dive into my brainto see, who do I know?Is there somebody Iknow who can help you.And if and only ifI'm the best option,then I might say that'ssomething that I could probablyhelp you with if you need it.You need to remain neutraland objective and unbiasedin the conversationwith the client,because you're just going totry to give them informationfor them to make the bestdecision for them and notfor you.So be a consultantin a way you canput any label you wish on that.Just don't be in it for you.Got you becauseyou're very smart.If you are to answerit, how would youspecifically sayyour first sentencekind of like what you asked me?How would you put it?How would I put what?Like when you said, whatwould the first questionbe to a prospect?Yes, I don't docold outreach much.But when I do, Iusually just ask them.I love this campaign.The design looks amazing.Is it working for you or areyou getting the kind of resultsthat you had expected?Let me know.Ok?OK.All right.So also, the thing is, I'mgoing to give you some advicehere, just becausethey're small or bigdoesn't mean they'd liketo talk more or less.Everybody likesto talk, everyonewants to be about them.That's just human nature.That's not good or bad.It's your job,though, to try to helpthem come to some clarityabout what they're thinking.And the best way Iknow how to do thatis to ask themquestions, period.So we all coulduse a lot of helplearning how to ask better,more specific questions.OK all right.Awesome Thank you.All right.You're welcome.All right.I didn't mean for thesethings to be so interactive.If we're at the level, whichMustafa's interacting with me,we'll never getthrough this list.OK, I'm going to giveyou some information.If I don't understandthe question,please help me clarify.And once I gave youthe information,if you want to goa level 2 or threedeeper, please, that help me.But if I wrote downthe question wrong,you need to stopme when I wrote it.Don't be shy.OK, so let's move on here, ok?How does see contentfor more views,how to convert strangersinto warm leads?I think we justtalked about that,but I want to tell youguys something a little bitabout inbound versus outbound.I think the old worldis really about outboundsending things, pushingpush marketing, push sales.I'm a much bigger fanof inbound pooling,pulling people intowhat it is that you doand the way that you do thatis through creating valuefor them, by teaching themsomething, by inspiring themso you either inform or inspire.They will come to you literallybefore I got this call.I was checkingthrough my emails.I have the CEO of a 500person advertising agencywho's got me on direct chat.And how is that possible?It's not becauseI reach out to himbecause he seesall of our content.He said, I'd like to connectwith you on x, y and z.This happens on aregular because we'rein the education space.So I'm finishedreading the book reworkby Jason Friedman,the guys who foundedbasecamp, the companies.I think it's called 37 or 47signals or something like that.He wrote in there out,teach the competition,big companies areshrouded in mysteryand they're obsessedwith secrecy.They don't wantto share anythingabout what they're doing,what they're developing, howthey did it, how you cando it, because that'show they operate.They operate with the playbookfrom the 20th century.You, as a young, smallupstart, the new kid in town,your advantage is youhave nothing to lose.So you have to start thinkingabout how to teach and out,teach your competition.There is no secret sauce.He makes a point inthe book, he sayswe should all learn fromchefs to think like chefs.Some of the mostfamous chefs that.Are not necessarilythe best chefs.But what they've done isthey've created recipes.They go on cookingchannels and shows,and they teach you literally howto do what it is that they do.They give awayall their secrets.They even go a step further.They condense all theinformation, all that knowledgeinto a cookbook, and then theysell the cookbook for 30 bucks.Now, why is it that GordonRamsay or any of these Bobbyflay, any of these onesthat you see on tv?Why aren't they out of business?Actually, why are they openingmore businesses than ever?Why are they wortha billion dollars?Even though they literallygave you the playbook,it's because they've beenable to build an audience.So in the book, Jasontalks about this.He says that allcompanies have customers.Some are lucky enough to havefans, the truly great companieshave an audience,an audience doesn'tneed to be paid toconsume your content.They look for it.There's a big differenceand they're loyal.They're seeking youout all the time.So I know it seems likedepending on your personalitytype, the easy thing isjust to do cold outreach,reach out, reach out, spam them,email marketing campaigns, allthis kind of stuff.And yes, that isone way to do it.I'm not the personto talk to for that.Somebody else would bebetter able to speak on it.I'm a bigger believer in.Creating value for people andthen building fans and turningthem into an audience.That's how you will get warmleads just to begin with,so then that meansanybody that friends youon LinkedIn at this point,it's already a warm lead.And you can say tothem, quite literally.I saw that you arelooking at my profile.Is there anything Ican help you with?You can go straightfor the ask nowbecause you've done all thestaging of that conversation.Up front, you've alreadydone all that stuff,so it doesn't have to benow a cold, cold intro.OK if you read RussellBrunson's books secrets,he talks about understandingthe mindset of the threetypes of buyersthat you're goingto hit when it's a cold lead,a warm lead or a hot lead,and each one needssomething very different.Okolie has no idea who you are.They probably don'teven understandwhat the problem is, soyou have to educate themon what the problem isbefore you tell themwhat the solution is.On the other side is the hotlythey know everything about youalready, they just need toknow how much, how fast.What are the deliverables?And then the one in themiddle, somewhere in between.They have some ideaof who you are.They're not quite familiarwith your product offering,so you do need to makea case and now you'regoing to talk about.Why they need the product.So one is defining the problem,one is defining the product,the other just giveme the details.I probably messedthat up because Iwasn't prepared totalk about this,but it's something like that.Ok?AandE.com secrets?People feel free to chime in.So if you want toconvert strangersinto warm leads,what I think you needto do is you gotto warm them up,you got to get toknow who they are.More importantly, you get toknow who their customers areand what pain points exist.I'm working on a talk.The talk said find gapsand then fill them.So you need to just findgaps like where are theregaps in their business?Before Uber came around, the gapwas between passengers and cabdrivers.And they were stuck inbetween with a taxi company.Neither the drivernor the customer,the passenger was happy.Then Uber comes up with a way tofind that gap and to close it.I've shared this story with youbefore, but since some of youguys are quite newreally quickly.The guy who founded Ubertalking to a cab driverasked them, what areyour biggest problems?And so after awhile, he finds outhe hears the sameanswer reoccurring.And the answer is I don'twant to handle cash.It makes me a targetfor getting mugged.And two, I'd like to just havesome flexibility around whenI work.And just with those twothings, he did find a gapand he solved it.And he built a bridge.So when you're talkingto your customers,try to help them find their gap.Why does there exists agap between the customersthey like more of.And the customers they have?What is the gap that existsbetween their revenueand their desired revenue,their current stateversus their desiredfuture state?What are those gaps?Find them, fill them.