"What's The Fastest Way To Get Your First Customer?" — Transcript

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1. 0:00Questions, preguntas. This is a pretty
2. 0:02tactical one.
3. 0:03>> Which one of these will provide the
4. 0:05fastest ROI from the start? Meta ads,
5. 0:07Google ads, Google search ads, or cold
6. 0:09email? It's so general. For what
7. 0:12business?
8. 0:14For what do you have? Cold email?
9. 0:16>> The fastest ROI from the start?
10. 0:17>> Yeah.
11. 0:19>> Was was ads one of them?
12. 0:20>> Yeah. Meta, Google.
13. 0:22>> is the fastest. There's no I mean, no
14. 0:23question. But the thing is this, ads
15. 0:24require skill. I mean, that's like
16. 0:27So,
17. 0:28like assuming you had maxed out skill,
18. 0:30like that's that's a significant one
19. 0:32because like if you were the if you were
20. 0:33if you were Mr. Beast and you're the
21. 0:34best content creator of all time, you
22. 0:36can just make one video and just go
23. 0:37super viral, right? And so then in that
24. 0:39instance, like that would be the
25. 0:40cheapest and fastest. Is it likely? No.
26. 0:43Uh I see outbound in my opinion as the
27. 0:46as the as the beginner's play to
28. 0:48learning how to get customers. And I
29. 0:50like this because it teaches volume and
30. 0:52it teaches you how to sell to cold
31. 0:53prospects. Because if you've ever gone
32. 0:54from cold outbound to when you make
33. 0:57content, which I recommend people do
34. 0:58both of those things together. Uh and
35. 1:00the reason I like having even what I
36. 1:01consider a base level of content, not
37. 1:03like, "Oh, I'm going to make content so
38. 1:04I can get customers." I like to start
39. 1:06with you're going to make content so you
40. 1:07look like you're alive, so that you have
41. 1:08a pulse, okay? And we have a pulse so
42. 1:11that that content acts as lead nurture,
43. 1:14not as top of funnel. So, what happens
44. 1:16is you're going to do your outreach.
45. 1:17What do you think the first thing
46. 1:18they're going to do before they respond
47. 1:19to your outreach is? They're going to
48. 1:20click your social profile. Cuz your your
49. 1:22social profiles now have become the de
50. 1:23facto website, right? Who is this
51. 1:25person? What are they about? Well, I'm
52. 1:25going to go just consume some stuff and
53. 1:27figure out what they're about.
54. 1:28>> Right.
55. 1:28>> If you if they go and they see the last
56. 1:29post you had is May and it's August,
57. 1:31they're like, "Oh, this guy's like not
58. 1:33even legit."
59. 1:33>> Right.
60. 1:34>> Right? And so you just want to have a
61. 1:35baseline of like at least I mean, sounds
62. 1:37crazy but like I don't know, at least
63. 1:39every 3 days, you know, two two or three
64. 1:41times a week at minimum, that you make a
65. 1:42post uh on at least one platform, um and
66. 1:45ideally link that platform to whatever
67. 1:47your outreach mechanism is. And if
68. 1:48you're doing outreach on a platform,
69. 1:49then that should at least be the
70. 1:50platform. Like if you're on LinkedIn,
71. 1:51make some LinkedIn content, right? Um
72. 1:53and so those things kind of work in
73. 1:54parallel. The nice thing is that the
74. 1:56content will bring you deals. They will,
75. 1:58but see those in the beginning as
76. 2:00you know, pops. They're more like
77. 2:01they're inconsistent but they'll come
78. 2:03in. Over time it'll snowball and become
79. 2:05you know, overwhelming and that's the
80. 2:06goal, right? But outreach will teach you
81. 2:08how to sell cold and I want to I want to
82. 2:09give you guys a huge
83. 2:11a huge business like mental lesson here
84. 2:13or at least something that I've learned
85. 2:14that served me well. Just take it if you
86. 2:15want.
87. 2:18Sell warm like cold
88. 2:20and you will always convert maximally.
89. 2:22So what happens is and this happens a
90. 2:23ton with people who are like content
91. 2:24creators and things like that is that if
92. 2:25they've never sold to cold traffic,
93. 2:27they've never sold via outbound, they've
94. 2:28never sold via ads, they get spoiled
95. 2:31with warm traffic because they don't
96. 2:32have to have process.
97. 2:34>> Right.
98. 2:34>> People come on there oh, I love your
99. 2:35stuff and you're like thanks. I mean
100. 2:36yeah, so I was thinking like want to
101. 2:38talk about the the product. Oh yeah,
102. 2:39sure. Okay. And then they and then they
103. 2:41they're like dude, I close I dude, I
104. 2:42close everybody. It's like it's them
105. 2:44taking it as a as a superstar
106. 2:46>> Right.
107. 2:46>> and they have hot like you know,
108. 2:48scalding hot audience. It's like duh, if
109. 2:51you like you need to get out of the way.
110. 2:52Like you probably just have a
111. 2:54transaction they'll do it. Right? But
112. 2:55the thing is is that when you apply that
113. 2:57process to cold, you're screwed.
114. 2:59>> Yeah.
115. 2:59>> The flip side though,
116. 3:01if you learn how to sell to cold, when
117. 3:03you have warm, then you just convert
118. 3:05like a
119. 3:06>> Yeah.
120. 3:07>> And that's the thing is that you want to
121. 3:09always approach it as though no one
122. 3:12knows who you are and the thing is is
123. 3:13that somebody who does know who you are
124. 3:15won't be bothered by you saying oh, you
125. 3:17know, I'm Alex Hormozi on
126. 3:18acquisition.com. We have a portfolio of
127. 3:19$250 million last year in aggregate
128. 3:21revenue.
129. 3:22And one of the reasons we're able to do
130. 3:24that is because we know how to extend
131. 3:25LTV. And so in this particular instance,
132. 3:26we sold in a portfolio company, we
133. 3:28widened, we did this thing. Great. So
134. 3:29let me show you six things that we do to
135. 3:31increase LTV, right? And so I have that
136. 3:34frame though and the warm people are
137. 3:36like well yeah, I know he owns that
138. 3:37stuff and that's great. The cold people,
139. 3:40right? Are like oh, well now I know why
140. 3:41I should listen to this guy.
141. 3:42>> Correct.
142. 3:43>> So I like to make sure that I have both
143. 3:45those things together. I think that's
144. 3:46also covered in the branding playbook.
145. 3:47>> By the way, um
146. 3:48that Alex's point is very very important
147. 3:51because I've seen especially in direct
148. 3:54services, most direct service and
149. 3:56professional services, real estate
150. 3:57agents, mortgage brokers, coaches,
151. 3:59consultants, attorneys, CPAs, they will
152. 4:01take they run their businesses on on
153. 4:03referrals. And they will show up to the
154. 4:05referral just based on the warmth of the
155. 4:07relationship.
156. 4:08Now, or if it's a friend. And then you
157. 4:10get mad that your friend did not hire
158. 4:12you. Right? And that's because you
159. 4:14treated your friend like a warm lead and
160. 4:16not a cold lead. You didn't actually
161. 4:17show up and say you didn't deliver the
162. 4:18full listing presentation of the full
163. 4:20mortgage package. You
164. 4:21didn't deliver that. Now, that is just
165. 4:22an overlay. You can say, "Hey,
166. 4:24even though even though we are great
167. 4:26friends, I want to show you the process
168. 4:28that we run our clients through to get
169. 4:29XYZ result result." And then at the end
170. 4:31you can say, "Now that I'm as your
171. 4:32friend, I will tell you I care more
172. 4:34about this than anything else." You get
173. 4:35both in this, but you still have to
174. 4:36deliver the full cold process. Um treat
175. 4:40warm like cold.
176. 4:41There's a I'll do a very tactical one.
177. 4:44We see a bunch of real estate agents on
178. 4:45here asking about hey, they're doing the
179. 4:47same thing. They go look at the house
180. 4:49and then send like a pricing estimate
181. 4:51second. Please do not do that, right?
182. 4:54You you go look at the house, that's
183. 4:55great, and then you show up and you
184. 4:57deliver the pricing as a strategy, not a
185. 5:00pricing as a term sheet. You want to
186. 5:02show them a pricing as a strategy
187. 5:04because it is a strategy. You're going
188. 5:05to deliver on the strategy and they're
189. 5:06going to use you to actually deploy that
190. 5:08strategy. You don't want to say, "Here's
191. 5:10what the market thinks." Most of the
192. 5:12most of the folks that are in
193. 5:13market-based things just are work for
194. 5:15the market. You don't want to work for
195. 5:17the market. You want to the market work
196. 5:18for you. And the only way you do that is
197. 5:20to show up and actually deliver the
198. 5:22pricing to them. So, please don't send
199. 5:24pricing to people. Show up and deliver
200. 5:27that as a strategy so you can deploy it
201. 5:28for them.
202. 5:29>> If you're a business owner and you are
203. 5:31not growing as fast as you like, I'd
204. 5:33like to give you a free gift. So, my
205. 5:35team and I put together the 100 million
206. 5:37dollar scaling road map, which is
207. 5:38basically 200 hours of us looking over
208. 5:40all the portfolio companies we've had
209. 5:41and what stages of growth they went
210. 5:43through and more importantly where they
211. 5:45got stuck and how they got past it. And
212. 5:47so we broke it in these 10 stages and we
213. 5:49made this little kind of quiz thing
214. 5:51where if you put in your business
215. 5:51information, it'll tell you where you're
216. 5:53at and the most important part for you,
217. 5:55what to do for each of functions of the
218. 5:56business across product, marketing,
219. 5:57sales, customer success, recruiting, IT,
220. 6:00human resources and finance. And so no
221. 6:02matter what you're struggling with,
222. 6:03someone else has already struggled with
223. 6:05it and solved it. And so I'd like to
224. 6:07give you this thing absolutely free. You
225. 6:08can go to acquisition.com/roadmap,
226. 6:10plug in your business information and if
227. 6:12you want us to actually help you
228. 6:14deconstruct the business and you're
229. 6:15trying to scale, we'd love to help you
230. 6:17out. On the thank you page you can book
231. 6:18a call with my team and we will
232. 6:21look at the business, see if we can help
233. 6:23and if we can, we'll invite you out to
234. 6:24Vegas and we'll do this in person live.