Ep. 434 - A melhor aula de vendas on-line da sua vida — Transcript

Full transcript

1. 0:06Hi, how are you?
2. 0:07Hi, I'm good. I can't believe it.
3. 0:09Do you know why it's a lucky day?
4. 0:11Amanda did a live with me a while back,
5. 0:13right? And she had bought my course,
6. 0:15had this idea. And then, while talking
7. 0:18to her, man, she asked me to analyze
8. 0:19her page on the live, and I said: "Look
9. 0:21, don't tell anyone you're my student,
10. 0:23okay? Because that page is horrible." I
11. 0:25said: "Just kidding, right?" And then,
12. 0:27boy, she took it to heart, redid her
13. 0:29whole page, got into the flow, sold a
14. 0:31ton, sent me a bunch of screenshots,
15. 0:32and she says: "Now you want to tell
16. 0:34everyone I'm your student, right?" I
17. 0:36said: "See?" You see, it was good for
18. 0:38you to have done that. Now she asked me
19. 0:41a question: "How do you get people who
20. 0:43are used to low-ticket items to want
21. 0:45mentorship?" It's crazy, right? That
22. 0:48person who is used to low-ticket, just
23. 0:49for you to reflect on, okay, Amanda?
24. 0:51I'll talk to you too, okay? But just
25. 0:53for you and everyone to reflect, they
26. 0:55are used to you selling low-ticket, but
27. 0:58they are being bombarded by high, low,
28. 1:00and medium-ticket offers from every
29. 1:02side. And just the way you convinced
30. 1:05them to buy a low-ticket item, you can
31. 1:06convince them to buy a high one.
32. 1:08Actually, it's one of the strategies we
33. 1:11use in paid launches. Sell a low-ticket
34. 1:13item, mine is 97. The guy is used to
35. 1:15paying low, isn't he? Because I only
36. 1:17offered the low one, and the fact that
37. 1:19he bought the low one gives me
38. 1:20something very important. What's the
39. 1:22name of that thing? Attention. Because
40. 1:25he gave me 97 reais, but 97 reais isn't
41. 1:27that great. But three days of his life
42. 1:31is wonderful. What do I do in those
43. 1:33three days? I generate a lot of value,
44. 1:35a lot of value. I say: "My God,
45. 1:37everything I can do for this person in
46. 1:40these three days, I will do." I will
47. 1:43give this person my best. And after
48. 1:46having that best, what will they want?
49. 1:47They will want more, right? So the idea
50. 1:50exactly. But go ahead, tell me your
51. 1:52actual question,
52. 1:53okay? The question is whether I first
53. 1:56need to educate the followers I have or
54. 1:59my leads before coming and launching
55. 2:01the product.
56. 2:03Look, I'm going to teach you something
57. 2:04very advanced, okay? Depending on the
58. 2:07person, it might be advanced or not,
59. 2:09but this is something most copywriters
60. 2:12who think they're smart don't really
61. 2:14reflect on, but after I teach you,
62. 2:16you'll never forget the difference
63. 2:18between audience awareness level and
64. 2:20audience temperature level. So, what is
65. 2:24a conscious audience? I'll tell you
66. 2:26here, look, I'll make an analogy with a
67. 2:28car dealership. Can I? Imagine someone
68. 2:30wants to change their car. That guy is,
69. 2:32well, my case, okay? I bought a Jeep
70. 2:35Commander, I already knew, I knew I
71. 2:37wanted the Commander, I had gotten in
72. 2:39it, I rented one, I traveled to the
73. 2:40beach with my dad, my mom, and my kids.
74. 2:43I rented a Commander, I asked some
75. 2:45friends who had one if it was good or
76. 2:47bad. I put my kids in it while I was
77. 2:50traveling, because now I have two kids,
78. 2:52I want to bring the nanny too. I'm not
79. 2:55a flashy guy and I don't like cars that
80. 2:56draw attention. I read the website, the
81. 2:59things about the Commander. I already
82. 3:02had a Jeep before, too. So I kind of
83. 3:04don't want to learn, it's not because
84. 3:05I'm passionate about the brand, I just
85. 3:07don't want to waste money on changes,
86. 3:08you know? So, am I a hot or a cold lead
87. 3:12?
88. 3:13I think it could be a cold lead. Cold,
89. 3:16because you don't want to invest, but
90. 3:18wait...
91. 3:19No, no. I, I want to buy, look, I'll
92. 3:20give you even more information. I want
93. 3:22to buy, I've already decided and I know
94. 3:24the price, but I haven't bought it yet.
95. 3:26Am I a hot or a cold lead?
96. 3:27It's a hot lead.
97. 3:28See how you guys don't know anything.
98. 3:31If you want to buy, you're experiencing
99. 3:32it, and you know the price, is there
100. 3:34anything missing for you to decide to
101. 3:35buy? No.
102. 3:37It depends. It depends on which
103. 3:40dealership, because if I go to a
104. 3:42dealership where I don't know anyone,
105. 3:44I'm a lead with high awareness and low
106. 3:46temperature. I don't trust the
107. 3:49dealership owner, I don't trust the
108. 3:51salesperson. I don't know who this
109. 3:53salesperson is. So I don't know the
110. 3:55salesperson, but I have a high level of
111. 3:58awareness about the car and my problem.
112. 4:01So you can sell to a conscious and cold
113. 4:04lead, because it's actually easy to
114. 4:07sell to them. It's easier to sell to a
115. 4:10conscious lead who is within the lead
116. 4:12qualification profile than to sell to a
117. 4:14very hot one who is outside the profile
118. 4:16. For example, let's imagine you, you
119. 4:19like me, you watch my videos, you die
120. 4:22laughing at my jokes and so on, but you
121. 4:24have a problem, you don't understand
122. 4:27anything about cost per lead, CPA, CPL.
123. 4:31Are you a hot or cold lead? You are hot
124. 4:33with low awareness.
125. 4:34Oh, I am cold.
126. 4:35No, you are hot because you know me,
127. 4:37you've related to me a lot, but you
128. 4:40have low awareness.
129. 4:41In that case, what do I need to do?
130. 4:44Educate you so that you increase your
131. 4:46level of awareness and buy. So, your
132. 4:48question is: "Do I need to educate my
133. 4:50audience?" Eventually yes, but if you
134. 4:53want to sell to a cold audience, there
135. 4:55is a secret: sell to people who have
136. 4:57already been educated. I'll give you an
137. 4:59example. Do you think I open the market
138. 5:01or am I niched down? I open the market.
139. 5:04I teach people what digital is, the
140. 5:06differences between digital products. I
141. 5:08inspire them to enter the digital space
142. 5:11and so I educate people. Do you agree?
143. 5:13Yes. A competitor of mine comes along
144. 5:16who hasn't educated anyone, the bastard
145. 5:18, runs an ad about the difference
146. 5:19between low ticket and high ticket.
147. 5:22This guy has already been educated by
148. 5:24me, watched 10 of my lives, boom, he
149. 5:25buys from my competitor even though he
150. 5:26didn't educate him. So, if you want to
151. 5:29sell to a cold audience, you have to
152. 5:31sell to a public that is aware of their
153. 5:34pain. In other words, they are cold,
154. 5:36never seen me in their life, but they
155. 5:37are already aware of—usually that's
156. 5:39the smallest part of the pyramid. Have
157. 5:41you seen that pyramid? The biggest part
158. 5:43of the people don't even know they have
159. 5:44a problem. Some know they have one,
160. 5:46some know they have one, are determined
161. 5:48to buy, and are already researching.
162. 5:50That is the easiest one to sell to. But
163. 5:51here it is also more competitive.
164. 5:53There's price fighting, there's a lot
165. 5:54of th—why am I here at the top of the
166. 5:56pyramid? Because no one wants to fight
167. 5:57here, get it? Because you have to
168. 5:58educate. But that's fine. I am here
169. 6:00because there's more scale and I want
170. 6:01to scale, and I know how to educate and
171. 6:03I want to educate. I'll give you an
172. 6:05example. When I started in digital, I
173. 6:06didn't, look, look, a classic example
174. 6:08of educating versus not educating. When
175. 6:11I started in digital, I only sold to
176. 6:13those who already knew what an
177. 6:14infoproduct was. I would take Erico’s
178. 6:16base, my ad that converted the most was
179. 6:18: "Do you know the difference between a
180. 6:20launch and evergreen?" And then I would
181. 6:22explain the difference and say: "You
182. 6:23who already do launches should do
183. 6:24evergreen." There came a point in the
184. 6:26market where Érico's audience had
185. 6:28practically all bought from me or
186. 6:29already knew me. It was no use for me
187. 6:31to keep saying that. I had to say, you
188. 6:33know what? Look at the price of things,
189. 6:35how expensive they are. Wow, getting
190. 6:37more expensive every time. You won't be
191. 6:38able to pay the bills. You'll need a
192. 6:40new source of income, and a good source
193. 6:42of income is digital. Hey, there's this
194. 6:46thing where you can sell digital
195. 6:47products, turn your knowledge and your
196. 6:49information into a course, a mentorship
197. 6:50, an e-book, an app. Then I educate the
198. 6:53person. What is your niche so we can
199. 6:56try to make a plan for you? Interior
200. 6:58design.
201. 6:59And do you sell it?
202. 6:59It's interior design projects.
203. 7:01Do you want to sell the service? The
204. 7:02project? No, today I already work
205. 7:05selling my service, but I want to, I've
206. 7:07been following you, I have the Daily
207. 7:09Seller program,
208. 7:12I couldn't get it off the ground, I did
209. 7:14, I'm going to get scolded here because
210. 7:17I also did the three-day product
211. 7:19immersion, but I couldn't handle the "
212. 7:21changing the tire while the car is
213. 7:23moving" part, I couldn't do it because
214. 7:26I have I
215. 7:27Do you need to change a tire while the
216. 7:28car is moving? No,
217. 7:29no, no. Changing the wheel while the
218. 7:31car is moving, it's impossible to
219. 7:32change,
220. 7:33because I have the demand of the
221. 7:35projects I provide service for,
222. 7:37interior design. And then, what do I
223. 7:39want to do?
224. 7:39No, that's just talk. That is not the
225. 7:41reason. The reason you didn't get it
226. 7:43running is that you didn't implement it
227. 7:44there on the spot with us. If you had
228. 7:47implemented it, you would have gotten
229. 7:48it running, because we make the page
230. 7:49there, make the video, make the
231. 7:51creatives. What were you doing there?
232. 7:54Okay, I did everything, but when it
233. 7:55came to, it's because I created it and
234. 7:57then I went to read the Daily Seller, I
235. 7:59saw that I went for a more difficult
236. 8:01part because what did I want to create?
237. 8:04I wanted to create a product that is "
238. 8:06environments in one click." So there
239. 8:08with you I did everything, but I didn't
240. 8:11have the ready-made environments, which
241. 8:13I would need to make to have it in one
242. 8:15click to sell it. A guide.
243. 8:17You didn't make the guide
244. 8:19in the immersion? I didn't, I did all
245. 8:21the processes, but I didn't have the
246. 8:23finished product.
247. 8:24Then why didn't you create the product?
248. 8:26Because a large demand for work came in
249. 8:28and I was drowned in it.
250. 8:30You can just make three environments.
251. 8:32You can do that today with AI, easily.
252. 8:34You can.
253. 8:35Hm. Okay.
254. 8:36No, let's make a deal. You're going to
255. 8:39create these environments with one
256. 8:40click, which is probably what? It's an,
257. 8:43it's an AI where you'll do a, the guy
258. 8:45sends the room, gives it a click and
259. 8:47options appear there.
260. 8:50No, after selling, making a lot of
261. 8:53custom spaces, I have an average of
262. 8:56measurements that allow me to produce
263. 8:59commercial offices with marketplace
264. 9:02furniture, from Mercado Livre, Shopee,
265. 9:05Amazon. You'll provide a reference,
266. 9:08you'll provide a reference for a bunch
267. 9:10of ready-made shops, they download it
268. 9:11and set it up in their place.
269. 9:13There are, I had thought of four or
270. 9:15five environments.
271. 9:17So, alright, we'll define four,
272. 9:19okay? Four environments with completely
273. 9:22off-the-shelf products.
274. 9:23Nice. What day will you do this?
275. 9:25I can only start from September 7th. I
276. 9:29have a product, a huge project to
277. 9:30deliver this weekend.
278. 9:32That's fine. September 7th.
279. 9:34OK.
280. 9:34You start on September 7th. What day do
281. 9:36you finish? To produce these
282. 9:39environments, I can finish by the 11th.
283. 9:42Agreed, you'll already have everything
284. 9:43ready. You have a page, you have ads,
285. 9:45you have creative, you have everything.
286. 9:47Now, Leandro, I need to educate my
287. 9:50audience. In your case, what would I do
288. 9:53?
289. 9:53Both things.
290. 9:54There in VTSD, you're my student, we
291. 9:57call it the mandala, okay?
292. 9:59And it gets easier. First, you'll run
293. 10:01readiness ads. What is readiness? It's
294. 10:03those you don't need to educate. So,
295. 10:05it's the guy who's already looking for
296. 10:07how to organize the room, how to buy
297. 10:09furniture. And then you'll say: "Hey,
298. 10:13you, you have a commercial office
299. 10:14that's ugly, it's old, you're thinking
300. 10:16of renovating, but money is tight? Hey,
301. 10:20I'll sell you a ready-made project,
302. 10:22which is standardized, your office will
303. 10:24look beautiful just like this and, look
304. 10:26, you won't have to make a single
305. 10:28custom piece of furniture. Just buy
306. 10:30this furniture here and it will cost,
307. 10:32look, $ X." You make a rough estimate
308. 10:35there for each of these four projects,
309. 10:37just what you're going to create. If
310. 10:39you want to renovate your shop,
311. 10:41whatever, click here and download the
312. 10:44tool there. This is a readiness ad. Who
313. 10:48is going to fall for that pitch?
314. 10:49Someone who is opening a commercial
315. 10:51office, looking for products. Either
316. 10:53they are opening one or they already
317. 10:54have one. And in this case, in this
318. 10:56specific copy, it's not about who's
319. 10:58opening, it's about who's unhappy with
320. 10:59their current office, maybe they want
321. 11:00to renovate. They aren't opening, they
322. 11:02already have it—in fact, I think
323. 11:03that's the majority, you know? People
324. 11:04who are opening, look, let me tell you,
325. 11:06that's a different problem. It's the
326. 11:08customer's buying window. It's a whole
327. 11:09other thing. The guy who's opening,
328. 11:11it's very difficult to find him at the
329. 11:12exact moment he's opening. Why? Because
330. 11:14during his company's life, 10 years in
331. 11:16business, he'll be opening for, I don't
332. 11:17know, one year of opening. The guy
333. 11:20who's renovating, he stays 30—either
334. 11:22renovating or just with the company, he
335. 11:23spends 30 years with an ugly office. So
336. 11:26it's easier to find the buying window
337. 11:28of the guy who has an ugly office or
338. 11:30needs to renovate than one who is
339. 11:32opening. Maybe the one who's opening is
340. 11:35easier, but you'll catch him all the
341. 11:36same.
342. 11:36Yeah.
343. 11:37Get it? So, alright. Now you can have
344. 11:40other ads that we call non-readiness
345. 11:42ads.
346. 11:43Uh-huh. We call it hidden urgency,
347. 11:45remember hidden urgency?
348. 11:47Yes.
349. 11:47So, for example, look: want to renovate
350. 11:49your office space? "Oh, I don't want to
351. 11:52because it's expensive." Now, if you
352. 11:54say, did you know that space is just
353. 11:56for offices or for commercial use too?
354. 11:59No, I thought about focusing on offices
355. 12:01, on commercial spaces, right? This,
356. 12:03this includes everything, like, from
357. 12:05lawyers, educators, psychologists, even
358. 12:08the girls in aesthetics, right? Did you
359. 12:12know that the closing rate for
360. 12:14appointments for doctors, lawyers, and
361. 12:17clinics and aesthetic clinics is more
362. 12:20related to the environment than the
363. 12:23quality of the service, the quality of
364. 12:26care, or your persuasion skills when
365. 12:29selling? The same salesperson or the
366. 12:33same doctor or the same psychologist,
367. 12:36using the same pitch in this room here,
368. 12:39for every person they talk to, they
369. 12:41close five deals. In that room, they'll
370. 12:45close one—so, that's a hidden urgency
371. 12:47. What are you doing here? Educating a
372. 12:50guy who didn't want to touch his office
373. 12:52. So, did you need to educate in this
374. 12:54case? Yes. And in the other one, you're
375. 12:57catching the guy who's already looking.
376. 12:59So the keywords for the readiness
377. 13:01audience are renovation, office desk,
378. 13:03office sofa. You can make one just for
379. 13:07that office sofa. It's for those who
380. 13:08are already looking. And the and the
381. 13:10keywords for hidden urgency. Yeah,
382. 13:12you’re not selling anything because
383. 13:14your office is ugly. You feel bad in an
384. 13:17ugly office like that. Nobody wants to
385. 13:19visit a disorganized office. The
386. 13:21perception of the value of your service
387. 13:23is much more aligned with the
388. 13:25environment you offer for the visit
389. 13:27than anything else. So all of that
390. 13:30influences it. So, which one are you
391. 13:32going to do? In my opinion, both. Now,
392. 13:35if you really want to educate, you know
393. 13:36what you can do? Not just ads,
394. 13:38long-form content. And you can do, I
395. 13:41don't know if you've seen it, there's
396. 13:43an architect girl here who is wonderful
397. 13:45, she goes about doing the
398. 13:46behind-the-scenes of a small renovation
399. 13:48. You can take one of these projects
400. 13:51you're working on and say: "Behind the
401. 13:52scenes of this office here,
402. 13:53transforming this physical therapy
403. 13:55clinic that looks more like a prison,
404. 13:57into a physical therapy clinic, right?"
405. 14:00Uh, of therapy, right? transforming
406. 14:02this psychologist's office that looks
407. 14:05more like a horror movie prison into a
408. 14:07beautiful place, and so on. And then
409. 14:10you'll do the behind-the-scenes
410. 14:12teaching, teaching, saying, we swapped
411. 14:13this table for, you know, this other
412. 14:15table that you buy here at Madeira
413. 14:17Madeira for only R $ 350. It turned out
414. 14:19beautiful, but you’re not going to do
415. 14:20it normally. You're going to paint this
416. 14:22part, you're going to cut here, okay?
417. 14:24These horrible paintings we're going to
418. 14:25take them all down and buy frames at
419. 14:27Arteplan, and so on. Then put it there
420. 14:29adding everything up. Oh, there's no
421. 14:30budget. So let's look for it here. Bam,
422. 14:32bam. And then you make a video that has
423. 14:35entertainment and education.
424. 14:36Education.
425. 14:37Education. I would start with the sales
426. 14:40page, s for sales, conversion ad.
427. 14:42Readiness. After the homework is done,
428. 14:45what do you do?
429. 14:45After launch
430. 14:46content. No, already launched. Did the
431. 14:49homework, it's the sales page.
432. 14:51Ah, before making the videos,
433. 14:53creative and uploading the ad.
434. 14:55Readiness ad for those who are already
435. 14:57looking for a sofa. for renovation, for
436. 15:00a table, for a chair, for an office,
437. 15:02anyway, how to set up readiness ads for
438. 15:04those who are, it's almost the same as
439. 15:06the Toxus ads,
440. 15:07okay?
441. 15:08Only you will show that it's the
442. 15:09project, not the furniture, okay?
443. 15:11Readiness ad and the homework is done.
444. 15:14I’m going to make an analogy that
445. 15:15you’ll understand now. Is that okay?
446. 15:17Sure. Oh, I get it now. I thought these
447. 15:19behind-the-scenes videos I had to do
448. 15:21before starting.
449. 15:22No, no, you’re going to do them
450. 15:23afterwards. It’s because of the
451. 15:25following, imagine this, what I’m
452. 15:26about to say is crazy. I’ll record a
453. 15:27video about this, it’s going to be
454. 15:29good. I’ll test it with you all. If
455. 15:31you take a pot, a plant pot, put soil
456. 15:34in it, add water, add the best
457. 15:37fertilizer there is, place it by the
458. 15:39window to get enough sun and the right
459. 15:42amount of water, will a plant grow?
460. 15:46Yes.
461. 15:46It will. No.
462. 15:48It will, with everything you did, it's
463. 15:49great right there.
464. 15:50One thing was missing: the seed.
465. 15:52Ah.
466. 15:52I didn't say the word seed. You can
467. 15:55water it all you want. I imagined it.
468. 15:58It’s exactly what people do here on
469. 16:00Instagram. What do they do? They create
470. 16:03content, they educate the audience,
471. 16:04they do who knows what. It’s like
472. 16:06what I’m doing in this live stream
473. 16:07here. I’m watering, I’m adding
474. 16:09fertilizer, educating my audience. If I
475. 16:11don’t do what I’m about to do now,
476. 16:13no seed will grow. But since I have my
477. 16:15homework done, I have a sales page now.
478. 16:18I’ll say, you who are listening to
479. 16:20this live stream and liked my didactic
480. 16:22approach, my way of teaching, and
481. 16:24already have the desire inside to get
482. 16:26into the digital world, I invite you to
483. 16:28participate in my event on how to start
484. 16:30in digital. It’s a three-day event
485. 16:33that you participate in, and do you
486. 16:35create a sales page there on the spot
487. 16:36or not?
488. 16:37Yes.
489. 16:38Do you create the ad there on the spot
490. 16:39or not? With AI and everything.
491. 16:40You do.
492. 16:41Do you learn to set up traffic there or
493. 16:43not? You learn. My God, that part is
494. 16:45complex, but you learn.
495. 16:47You learn. You will set it up there.
496. 16:48Not at all. What she said is wonderful,
497. 16:50everything is difficult, there's no
498. 16:52easy path, but you will make a page, we
499. 16:53provide all the material there for you
500. 16:55to download, yes or no?
501. 16:57Okay. Uh-huh. The skills, everything?
502. 16:59We provide all the skills. If you want,
503. 17:01click the link in my bio. It will be on
504. 17:03the 22nd, 23rd, and 24th of this month.
505. 17:06Uh-huh.
506. 17:06So buy it right now, it costs R $ 97 in
507. 17:08the first batch. If you wait, it goes
508. 17:09to the second, it’s R $ 200. Stop
509. 17:12being silly, buy it today, and the
510. 17:13price will actually go up. That’s
511. 17:15true.
512. 17:16So what happens? I managed to get
513. 17:19someone to buy. Someone will definitely
514. 17:21buy today for sure. Why? Because I
515. 17:23planted the seed. I have the sales page
516. 17:25and I have the product. So, the first
517. 17:27thing you do in your project is the
518. 17:30seed. You're going to plant the seed,
519. 17:32which is your homework. The product
520. 17:34you'll finish on the 11th, the sales
521. 17:35page you already have, the creative you
522. 17:37already have. It will keep running.
523. 17:39Once that's ready, you create content
524. 17:41and then you let the content crowd know
525. 17:42there's a seed. Hey, there's a product
526. 17:44there, you can buy it. Now, if you keep
527. 17:46creating seed content, that's crazy,
528. 17:48right? Nothing is going to grow. I've
529. 17:49already seen a crazy person do that.
530. 17:50He's a madman, isn't he?
531. 17:51I see. And my question about educating
532. 17:55the public, the followers, is like this
533. 17:58. Today this isn't part of my service,
534. 18:02right? No one even knows about it today
535. 18:03. It's just posting things about my
536. 18:05service, providing interior design
537. 18:07services. That's a very different
538. 18:09product.
539. 18:11But that's no problem, how much are you
540. 18:12going to sell it for?
541. 18:13I thought about 297,
542. 18:15man. You can, check this out. You can
543. 18:18educate your audience in 10 lives like
544. 18:21this one or in a single video, in your
545. 18:23case, for 297.
546. 18:26Uh-huh.
547. 18:2619 minutes long. In other words, you
548. 18:28don't even need Instagram or anything.
549. 18:30A 19-minute video is enough time for a
550. 18:33person to feel educated and ready to
551. 18:35buy your product. Why does mine need
552. 18:38all this fuss here? Because my high-end
553. 18:41products are more expensive, 2,500,
554. 18:43mentorships are more expensive. And
555. 18:45there's another reason too, content
556. 18:47lowers the cost per acquisition. Many
557. 18:49of you wouldn't buy just by seeing my
558. 18:51ads. Then I would have to advertise
559. 18:53more and more and spend more. Since I
560. 18:55have content, someone goes, "Whoa, now
561. 18:56I trust this guy.""The bastard really
562. 18:58speaks well, it makes sense." My profit
563. 19:00margin tends to increase when I have
564. 19:02more content, more trust, more audience
565. 19:04. But for those starting out, man, you
566. 19:06don't need all of this. You just need
567. 19:08to make your first sales. To make those
568. 19:10first sales, a 19-minute video is
569. 19:12enough to educate your audience.
570. 19:14So I'll have to focus on the ads and
571. 19:16not the—on the ads and the sales page
572. 19:18, right? In your case, for 297, I
573. 19:21taught this at the event, I don't know
574. 19:24if you remember, but for 297 I'll teach
575. 19:27you for free here just to make you
576. 19:30happy, okay? If your product costs less
577. 19:33than 147, you don't even need a video,
578. 19:36you don't need to educate anything.
579. 19:39You make an ad, send them to that page,
580. 19:42no video at all. If you have a 297
581. 19:45product, you can have an average VSL of
582. 19:4719 to 30 minutes. If you have a product
583. 19:51over 1,000, between 1,000 and 3,000,
584. 19:52then you go for a longer VSL. Mine, for
585. 19:56example, is 1 hour, 1 hour and 10
586. 19:57minutes, I don't know. If you have a
587. 19:59product over 3,000, you'll take that
588. 20:02person either to an event, which is
589. 20:04what I'm doing now, or to a one-on-one
590. 20:07sales call on Zoom. In your case, it's
591. 20:09297. Man, I think you can make a little
592. 20:1219-minute video. The person watches the
593. 20:15video, they'll see a bunch of offices
594. 20:16you've done, see the price of the
595. 20:18office you did, and see how much
596. 20:19they'll be able to save. And do you
597. 20:22know what will happen? They will be
598. 20:24dying to buy without having watched one
599. 20:25of your YouTube videos, or any of your
600. 20:27lives, just from your ad. After you've
601. 20:29managed to optimize those ads, then you
602. 20:31say: "Now I'm going to make this game
603. 20:33more profitable." How? By creating
604. 20:35videos for YouTube with organic
605. 20:37audience? Because ads have one good
606. 20:38thing, which is what? Even without—
607. 20:41what's the beauty of ads—even without
608. 20:43any audience, I can put the right
609. 20:45public in front of my page. What's the
610. 20:48beauty of content? Content is, without
611. 20:51spending a single cent, I can put a
612. 20:52better public than the ad public to see
613. 20:54my business. In one, I earn high volume
614. 20:57and lower margin; in the other, I earn
615. 21:00high margin and lower volume. When I
616. 21:02advertise, if I have money, everyone
617. 21:03will see it. Then I spend money, I
618. 21:04don't have such a high margin, right?
619. 21:06Here I can keep talking, but there
620. 21:07aren't 10 million people listening to
621. 21:09me. There is, at this exact moment,
622. 21:11look at the tiny amount of people
623. 21:13listening to me. 164 people. But how
624. 21:16many of you will buy just because of
625. 21:17this live today? My little 97 product?
626. 21:20Yeah, I was one, right?
627. 21:21Yeah, but you didn't buy during the
628. 21:22live? I don't know if you must have
629. 21:23bought through an ad or if you watched
630. 21:24a live? It wasn't an ad. It was an ad.
631. 21:27Ah, and even Venetor from Santo Dia's
632. 21:29ad started appearing, and then I
633. 21:30started, "Well, I'll try to understand
634. 21:33because I didn't understand anything,
635. 21:35it's still quite complex some things."
636. 21:38And then I went there and went to your
637. 21:40content, to all the content like that
638. 21:41to buy.
639. 21:43Ah, then that's cool. Now I think you
640. 21:45should execute the plan we discussed
641. 21:47here. Rewatch this live stream calmly.
642. 21:50Uh-huh.
643. 21:51Put plan A into action. And hey, you
644. 21:52have a mission with me. What is it? Uh,
645. 21:54to do my, my seed launch.
646. 21:57To
647. 21:57start on the
648. 21:5911th.
649. 21:597th and finish on the 11th.
650. 22:01On the 11th, you have to send me a
651. 22:02screenshot. Remember, my product went
652. 22:04live. I launched it, thank God.
653. 22:06You’re going to love the feeling.
654. 22:08Maybe one of the things that will give
655. 22:10you the most pleasure lately, I
656. 22:11guarantee you, all of you out there, I
657. 22:14guarantee, if you’ve never run an
658. 22:16offer in digital, nothing will give you
659. 22:18such a great sense of victory. I—
660. 22:21it’s even better than the first, the
661. 22:23first sale is delicious, but flipping
662. 22:25the switch and saying: "Man, I managed
663. 22:26to unlock this." It’s like that, man,
664. 22:29feel that victory, man. I will make it.
665. 22:32It’s a feeling of actually being
666. 22:35stuck, because we know the workload
667. 22:37demand, right? Because we—I—my work
668. 22:41is service-based and it consumes me a
669. 22:42lot, but it always gives the impression
670. 22:44that it’s an excuse, right? That’s
671. 22:47always holding you back.
672. 22:49Yeah, normally, I’m going to go into
673. 22:50coach mode now. Usually, it’s mostly
674. 22:52fear, okay? And there will be various
675. 22:55fears, fear of losing money, which is
676. 22:56nonsense, because you lose much more
677. 22:57money by not launching than by
678. 22:58launching, okay? Sometimes it’s the
679. 23:01fear of public failure.
680. 23:02Wow, let’s see. Or even of private
681. 23:04failure too, you know? How will I feel
682. 23:06if nobody buys it? You know, the fear
683. 23:09of defeat. My God, I’m going to feel
684. 23:10terrible. I failed, man. The more
685. 23:12willing you are to fail, the closer you
686. 23:15are to success. It—it’s
687. 23:16counterintuitive. The more OK you are
688. 23:19with failing, the higher your chances
689. 23:21of success. The greater your fear of
690. 23:23failure, the more guaranteed your
691. 23:25failure is. It’s completely crazy,
692. 23:26but that’s life. The other thing is
693. 23:28the fear that they won't like the
694. 23:30product. Is this product any good? Is
695. 23:32it good enough?
696. 23:34No problem. You will improve this
697. 23:37product for the rest of your life, the
698. 23:38rest of your life you will be improving
699. 23:40your product. You'll do it more and
700. 23:41more, more and more, more and more.
701. 23:43Someone said: "Does VTSD not have a
702. 23:45sales page?""It does, man." Just click
703. 23:46on the link in my bio. All the products
704. 23:48are organized there, okay?
705. 23:49My God, did someone say she looks tired
706. 23:51? Yes. Interior designers are always
707. 23:54tired.
708. 23:54Let me tell you. I don't know who said
709. 23:56that, but people, that is a terrible
710. 23:58thing to say to someone, maybe you
711. 24:00didn't mean any harm, right? I’m not,
712. 24:02how am I going to explain this to an
713. 24:03adult, right? Don't say that. There are
714. 24:05a lot of people who say: "Oh, get some
715. 24:06rest." And you go there, you actually
716. 24:08rest. But I'll give you a better tip
717. 24:10than just resting, man. Get organized
718. 24:12and overcome fear, because most of the
719. 24:14time it’s not exhaustion, it’s a
720. 24:16lack of—you know, I struggle with
721. 24:18this a lot, okay? I, eh, have you ever
722. 24:20read any of my more elaborate texts?
723. 24:22You know my...Now I'm making less
724. 24:25emotional content, okay? I'm making
725. 24:28simple content, basically teaching
726. 24:30people in a simple way. All right? But
727. 24:33has anyone here ever seen any of my
728. 24:35chronicles, some storytelling, or any
729. 24:37of my texts—yeah, I'm always
730. 24:38following you. I won't remember
731. 24:41anything right now, right? But whether
732. 24:42it's in the shorter lessons or the
733. 24:45longer ones,
734. 24:47I have a huge, gigantic tendency to
735. 24:49procrastinate on something I know I'm
736. 24:50good at, which is writing those texts,
737. 24:52because I know I'll spend a long time
738. 24:54doing it and I know I'll struggle with
739. 24:55the text, I'll go one way, then the
740. 24:57other, but after I start writing, I
741. 24:59love it so much, man. I fall in love
742. 25:02with it. So, sometimes, it's just about
743. 25:04starting, and I don't know why we have
744. 25:06such a big struggle, this resistance to
745. 25:08doing what we are sure is good for us.
746. 25:10It's a natural human thing. How do I
747. 25:12try to do this, man? I try to
748. 25:14understand that I'm like this, get
749. 25:15organized, and force myself to use the
750. 25:1710-minute rule, man. I'll do it for 10
751. 25:19minutes. And in your case, you now have
752. 25:21a public commitment that will help you,
753. 25:22okay? Which is, man, on the 11th it has
754. 25:24to be live. I have a very good story.
755. 25:26I'm even going to record a video about
756. 25:28the English teacher for kids who was
757. 25:29dragging her feet, dragging, dragging.
758. 25:31I made this deal with her. After the
759. 25:33deal was made, do you know what
760. 25:34happened?
761. 25:34I watched that live.
762. 25:36One day later, she made two sales of
763. 25:38500 reais. The next day, she made 1000.
764. 25:40A week later, I think it was 9,000 BRL
765. 25:43in organic sales. And there you go, it
766. 25:46unlocked. So that’s the same thing I
767. 25:48think you should do. Alright? I’m not
768. 25:50saying you’ll make your first sale on
769. 25:52the 11th, no, but there’s a chance
770. 25:54you’ll have an interested audience
771. 25:56there, and in your case, it’s less
772. 25:57relevant because the course is cheaper,
773. 25:59right? But when it starts to gain
774. 26:02traction, you’ll sell just so you can
775. 26:04understand the scale of the opportunity
776. 26:05in your business, which sometimes
777. 26:07people might not grasp. Have you heard
778. 26:09of a company called MadeiraMadeira?
779. 26:11Madeira?
780. 26:12Yes.
781. 26:13I don’t know if you like them or not.
782. 26:14Don't say anything good or bad. No,
783. 26:15I’ve bought from them, I consume a
784. 26:17lot. That’s why I have the experience
785. 26:18to create these environments, because I
786. 26:20consume so much.
787. 26:21Man, this company is a giant. People
788. 26:24say, "Oh, Casas Bahia is failing,"
789. 26:26maybe it’s because MadeiraMadeira is
790. 26:27crushing it. But really, it’s
791. 26:29billions and billions and billions. The
792. 26:31entire MadeiraMadeira audience is kind
793. 26:34of yours. And MadeiraMadeira advertises
794. 26:35just like you do. I’m teaching you to
795. 26:37advertise. So you can grab a slice of
796. 26:39MadeiraMadeira's money, and you can
797. 26:41even become an affiliate of theirs, not
798. 26:43just making money by selling the
799. 26:45project, but by selling the referral
800. 26:46and getting a commission on the lead,
801. 26:48just like my student Elisa does. She
802. 26:52sells a baby registry spreadsheet and
803. 26:54sells the registry items through
804. 26:56Mercado Livre, earning a nice
805. 26:58commission. So, when she sells a crib,
806. 27:00how much do you think a crib costs? A
807. 27:02stroller, an infant car seat, a nursing
808. 27:04chair, it's expensive. There are
809. 27:06expensive strollers, cheap ones,
810. 27:07there’s everything, right? And she
811. 27:09ends up making a good profit. Ladeira,
812. 27:11I made my first sale yesterday. I’m
813. 27:13going after one, it’s cool to make
814. 27:15that first sale. Well, I’m going to
815. 27:16wrap this up. I hope you’re all
816. 27:18enjoying my lives. I hadn't stopped
817. 27:19doing them. I’m going to come back,
818. 27:20okay?
819. 27:20Oh, I love them. If I don’t watch it
820. 27:23live at noon, it’s complicated here.
821. 27:25It’s crazy. You watch the replay,
822. 27:27kids, everything, but in the afternoon
823. 27:28I sit here working and listening.
824. 27:30Everyone here until this moment, I want
825. 27:32you to hit that like button, otherwise
826. 27:34I won't do these anymore, and leave a
827. 27:36comment, "Ladeira.""The live was cool,"
828. 27:38so I get lots of comments. Alright,
829. 27:39I’ll do more surprise lives during
830. 27:41the day. And hey, it was a pleasure
831. 27:42meeting you. Crush it, go get them.
832. 27:44The pleasure was mine.
833. 27:45You are very kind. Give my best to your
834. 27:47husband.
835. 27:48Will do.
836. 27:49Hey, the live is starting now. You go
837. 27:50over there, go to my profile, look up
838. 27:52my profile, leave a like and a comment.
839. 27:54You, talking just like Molino there,
840. 27:56you ungrateful guy.