If I Had 90 Days to Land More Clients, I'd Do This — Transcript

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1. 0:00So, context, I place trained content
2. 0:02operators and editors with service
3. 0:04businesses, coaches, and founders.
4. 0:05>> Yeah.
5. 0:06>> Our operators are based in Ukraine.
6. 0:07>> Mhm.
7. 0:08>> We handle full content management
8. 0:09including strategy, scripting, editing,
9. 0:11short form, long form, and volume now.
10. 0:14Um we build a strategy, place a person,
11. 0:16and then we manage them for you on a
12. 0:18monthly basis.
13. 0:19>> Yeah.
14. 0:19>> Right now, clients pay 6,500 up front
15. 0:22and then 2,500 per month.
16. 0:23>> Okay.
17. 0:24>> Um we are tracking towards 800k this
18. 0:26year and 65
19. 0:28>> margin.
20. 0:28>> The first time we talked, you were like
21. 0:30200-ish, right?
22. 0:31>> Yes.
23. 0:32>> Nice. There you go, a little 4x.
24. 0:34>> Thank you. Thank you. But, still all
25. 0:36referrals, though. So,
26. 0:37>> Yeah.
27. 0:38>> we've been doing really well, but right
28. 0:40now the biggest question is how do we
29. 0:43build a system for client acquisition?
30. 0:45I'll explain why we haven't built it yet
31. 0:46because it's been kind of chicken and
32. 0:48egg. You get more clients and then on
33. 0:50the back end, you're like trying to make
34. 0:52sure everybody's working really well and
35. 0:53we
36. 0:54>> By the way, that's how service
37. 0:55businesses work.
38. 0:57>> Really?
39. 0:58>> That's how it works.
40. 1:00>> But, it's just like, yes, chicken and
41. 1:01egg. And the stakes, I know I needed to
42. 1:03mention stakes. They're personal. Um
43. 1:06obviously, my family from Ukraine, so
44. 1:07there's a war back home. I support my
45. 1:10parents right now. Pay for mortgage, you
46. 1:12know, make sure that they're well.
47. 1:14>> Mhm.
48. 1:15>> That's where we are. If you had 90 days
49. 1:18right now to grow the business to a 1.5
50. 1:21this year and then uh get it to a
51. 1:24million a month, uh what would you do?
52. 1:26What the channel would you activate to
53. 1:28actually get the leads? And also,
54. 1:29apologize background noises. Somebody
55. 1:30decided to do rentals.
56. 1:32I can hear them.
57. 1:33>> You're fine.
58. 1:34>> Okay.
59. 1:34>> Um
60. 1:37Well, how many customers can you handle
61. 1:40on a per week basis?
62. 1:42>> Well, now we can handle more. So, right
63. 1:44now we have 45 people on MRR and then we
64. 1:47can probably take uh 10 more people
65. 1:49every week. So, finally, I think we kind
66. 1:51of fixed stuff on the back end. Um so,
67. 1:54that's solved.
68. 1:54>> Wow.
69. 1:55And what's churn?
70. 1:57>> 3%
71. 1:58>> Monthly?
72. 1:59>> Yeah.
73. 1:59>> A year?
74. 2:00>> A year.
75. 2:01>> Yeah, great. Okay. So, I mean, your LTV
76. 2:04is absurd, right? I mean, you're looking
77. 2:07at, you know, 60, 100 plus, you know,
78. 2:10virtually unlimited LTV. For the purpose
79. 2:11of the conversation, let's just let's
80. 2:12pencil it at 12 months. So, it's like
81. 2:14you're making at least 30, but your
82. 2:16gross margins are a little lower. So,
83. 2:18you have to pay the the editor and
84. 2:19whatnot. So, what are the gross margins?
85. 2:21>> The gross margin?
86. 2:22>> Yeah.
87. 2:23>> So, 16 65?
88. 2:26>> Okay, 65%. So, they're they're a
89. 2:28thousand bucks and you're and you and
90. 2:29you make 1,500 extra to like run
91. 2:31everything else.
92. 2:32>> Yeah.
93. 2:32>> Okay, got it.
94. 2:34Um that's fine. Okay. So,
95. 2:39>> [sighs]
96. 2:42>> you do probably have a little bit of
97. 2:43pricing sensitivity there. I won't like
98. 2:45get into it, but you probably could get
99. 2:46up to three, but well, I'll I'll leave
100. 2:48that alone for now.
101. 2:50Um
102. 2:51just because again, when I see that
103. 2:52you're at 3% annual, like you're fine.
104. 2:54Like you you probably like no one's
105. 2:56leaving, right? Cuz you're obviously
106. 2:57doing a good job on the stuff. Um so, we
107. 2:59just have to increase your demand. And
108. 3:02so, I'm assuming are you running your
109. 3:05your model? Like are you running your
110. 3:07people to make you content?
111. 3:10>> Now, yes. So, now yes. I have a lot of
112. 3:12content ready to go. To be honest, yeah,
113. 3:14it's because I wasn't running it because
114. 3:16I was afraid that everything's going to
115. 3:18break on the back end. And with AI now
116. 3:21releasing stuff every day, we needed to
117. 3:23make sure everybody is on board and know
118. 3:25what's going on. So, I haven't been
119. 3:27doing it, but now I have the team ready
120. 3:29to go and we're implementing this week,
121. 3:30so.
122. 3:31>> Yeah, so if I were like if I were to
123. 3:33take the business over, I would be going
124. 3:35aggressively on the content, obviously.
125. 3:38Um you're that way you're eating your
126. 3:39own dog food. You're you're
127. 3:40demonstrating the stuff. And the
128. 3:42majority of the content should be about
129. 3:44what content to make and what formats
130. 3:46are working well right now. Uh two and
131. 3:48you're looking for business owners,
132. 3:49right?
133. 3:51Yeah, at two generate leads, right? So,
134. 3:53it's like you want to show basically
135. 3:54everything from basically the entire
136. 3:57process up to the sale. How how the
137. 3:59content machine works, so to speak. Um
138. 4:02and just go really in detail. Like,
139. 4:04don't worry about the views, just worry
140. 4:05about like making sure that the person
141. 4:06that watches it is like, "Oh, this was
142. 4:08good." Um and they just you want to
143. 4:10demonstrate that someone sees that and
144. 4:11is like, "I don't want to [ __ ] deal
145. 4:12with that. I'll just have her do it for
146. 4:13me." That's what you want someone to
147. 4:15like think when they watch your stuff.
148. 4:17Um
149. 4:19But, if I had to double the business, I
150. 4:20would just run ads.
151. 4:22>> [laughter]
152. 4:22[gasps]
153. 4:22>> Like, I would make the content, why not?
154. 4:24Because I would take that and then those
155. 4:25would become the ads anyway. So, you
156. 4:26have you have to make creative either
157. 4:28way, and so you might as well just make
158. 4:29them as content and then find the good
159. 4:31ones and then just run those as ads
160. 4:32directly. Um
161. 4:34But, that's about it. Like, you're
162. 4:36you've got you've got a good business.
163. 4:37You have absurd churn for the nature of
164. 4:39what what your thing is. Expect your
165. 4:41churn to go up when you're getting to
166. 4:42colder audiences, not that are not
167. 4:44referral. So, like up to this point
168. 4:45you've only sold on referral. Uh which
169. 4:48is wonderful and also terrible cuz it's
170. 4:49like means you've never actually sold.
171. 4:51Uh because yeah, people are like they
172. 4:53already know the price, they already
173. 4:54know you, they already have an embedded
174. 4:55testimonial who's a friend of theirs.
175. 4:57So, they're just like, "Yeah, I'll just
176. 4:58do that." Um
177. 5:01I wonder.
178. 5:06If you really wanted to, you could
179. 5:07probably This is a little bit of a
180. 5:08riskier play, but kind of interesting is
181. 5:10like you could say, "Hey, I'm going to
182. 5:11be bumping the price to 2,500 to to
183. 5:133,000 a month." Um
184. 5:15but if you send me a referral, I'll keep
185. 5:17it your old price.
186. 5:20>> Okay.
187. 5:20Um quick question on the ads. Uh
188. 5:23right now we tried running ads, but
189. 5:25everybody who we attract, they're kind
190. 5:27of less than 1 million a year right now.
191. 5:30My ideal client
192. 5:32million plus, they probably run ads,
193. 5:33they tried hiring the note stacks, they
194. 5:35don't want to manage people, and they
195. 5:36just need somebody who is going to come
196. 5:38in and just take over and do content for
197. 5:40them.
198. 5:40>> Just say that.
199. 5:42That's the ad.
200. 5:44>> Oh, okay.
201. 5:45>> That's the ad.
202. 5:47If you're a million-dollar business
203. 5:47owner and you run some ads right now and
204. 5:49you probably tried constant but it sucks
205. 5:51you don't want to manage the person. I
206. 5:52have a whole team out of Ukraine. I have
207. 5:543% in insurance so people actually think
208. 5:55my stuff's good and that way you can
209. 5:57just have it outsourced for less than
210. 5:58you'd be able to do in the US.
211. 6:00>> Okay. Okay, perfect. And And would you
212. 6:02lock in people for longer because right
213. 6:03now it's month to month? So they pay a
214. 6:05month
215. 6:05>> need to. The upfront The fact that you
216. 6:07have an upfront that's, you know, two or
217. 6:08three months of of expenses is is fine
218. 6:11for now.
219. 6:12Um and the thing is is that there's
220. 6:15Contracts are not enforceable, at least
221. 6:16in the US, not really. Um
222. 6:19like you're not going to you're not
223. 6:20going to put people to collections. Uh I
224. 6:21doubt it. So
225. 6:23like if you want it's only just for like
226. 6:25the mental commitment around it. Um
227. 6:28but no, I would say right now
228. 6:30I would like if I were to do one in your
229. 6:32place it'd probably be three months. I
230. 6:33wouldn't do 12. I'd do like three months
231. 6:35minimum cuz listen, if you think that
232. 6:36you're going to get results in 30 days,
233. 6:37like this is not for you.
234. 6:39>> Yeah, okay. And so would you partnership
235. 6:41route at all or just like ads and
236. 6:43content right now and don't worry about
237. 6:44partners? Um I had partner up with
238. 6:46somebody and I was getting a lot of
239. 6:48referrals from them.
240. 6:49>> Yeah.
241. 6:50>> really well. So would you just double
242. 6:51down and find communities to partner up
243. 6:53and just help?
244. 6:55>> Yeah, I remember we talked about this a
245. 6:56while ago. Yeah, uh more of that is
246. 6:58probably a great first step.
247. 7:00>> Okay. And just
248. 7:01>> So
249. 7:02ads we would just say like again, I
250. 7:03don't want you to do all three of those
251. 7:04things cuz it's too much. So you doing
252. 7:06Qualium, good idea. It's you eating your
253. 7:08own dog food. You got to hire one more
254. 7:09person, you're the customer. Fantastic.
255. 7:10That one's off the board, just get that
256. 7:12done.
257. 7:12Uh
258. 7:13I think you then doing outreach to
259. 7:17businesses or or or forums or groups or
260. 7:19whatever or school communities that have
261. 7:20your specific type of avatar
262. 7:22is a good is a good start.
263. 7:25Cuz you only need a couple of those for
264. 7:26like you need two or three of them and
265. 7:27it's like great, we just tripled the
266. 7:28business.
267. 7:29>> Perfect.
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279. 7:47a business owner, appreciate you, and
280. 7:49enjoy.