Why Saturated Markets Still Reward Better Distribution — Transcript

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1. 0:00community, if you had to help a lead
2. 0:02generation business in the MSP space.
3. 0:04You know what You know what MSP Master
4. 0:06Services Provider?
5. 0:07Uh what would be the best way to get
6. 0:08qualified leads since the space is so
7. 0:10saturated?
8. 0:12Been doing outbound. We're about to
9. 0:14start content. Anything to help speed up
10. 0:15the process would be great.
11. 0:16Um
12. 0:18Well, the fast button is ads cuz you can
13. 0:22do that tomorrow. The slightly slower
14. 0:25button is going to be outbound. Uh and
15. 0:27then the slowest button in general uh
16. 0:29tends to be content. Now, if you're
17. 0:32amazing at content, then obviously
18. 0:34tomorrow you could make the best thing
19. 0:35and it goes viral, you know, globally.
20. 0:36Is it likely? No. And so I'll give you
21. 0:38hidden door number four, which is
22. 0:41can you go find people who have the
23. 0:42leads that you're looking for that are
24. 0:44in adjacent businesses that you can
25. 0:46partner with to send money back to them
26. 0:48when they send you business?
27. 0:50Is a great way to get started at a
28. 0:51significantly higher leverage. So, for
29. 0:52example, if there are five businesses
30. 0:55that are adjacent to yours
31. 0:57um where you can do deals with, those
32. 0:59businesses and all of their existing
33. 1:01marketing, advertising, selling, etc.
34. 1:03machines are now working for you. And so
35. 1:05you're basically harnessing your your
36. 1:07your hitching your your wagon to the
37. 1:09back of their cart and letting them pull
38. 1:11as long as the metrics make sense for
39. 1:12them in terms of payback. Because most
40. 1:14businesses, as long as you're not
41. 1:15competing, would like to make more money
42. 1:17from their leads. If they can't sell
43. 1:19this person something, it makes sense
44. 1:20for them to give them that person to you
45. 1:22so you can sell them something and they
46. 1:23can get a portion of it. And that's all
47. 1:25cash flow with no risk, right? And
48. 1:27there's no work in delivery. And so
49. 1:29making those deals very, very, very
50. 1:31lucrative and it gives you a tremendous
51. 1:33leverage especially when you're starting
52. 1:34out on your average attempts where you
53. 1:36can do basically more targeted and more
54. 1:38meaningful average. Meaning, can I
55. 1:40instead of just sending a DM, can I show
56. 1:42up in person? Can I say to somebody that
57. 1:45hey, I'm going to be in your area? And
58. 1:46then when they say yes, I end up flying
59. 1:48out there just so I can be with them.
60. 1:49Right? And so one of the I think um
61. 1:52underutilized ways of doing this is
62. 1:54sending like very heavy lumpy direct
63. 1:55mail.
64. 1:57Ned, who's one of our uh he's our VP of
65. 1:59Ops, and he's uh he he posted this
66. 2:00inside of our VTS community. Um there's
67. 2:03old direct response stuff that people
68. 2:04used to do, which is they would take a
69. 2:05letter, they would crumple it up, they'd
70. 2:07put it inside of a little trash can, and
71. 2:09then they would mail it to people. And
72. 2:10so, inside the letter says, "Hey, I
73. 2:11figured you were going to throw this
74. 2:12away in the trash anyway, so I figured
75. 2:13I'd save you the step. Haha." And so,
76. 2:16then you go through the sales letter.
77. 2:17But the thing is is that when you follow
78. 2:18up and say, "Hey, I'm the guy who sent
79. 2:19you the trash can." People are like,
80. 2:21"Oh, that was pretty funny." And then
81. 2:22sometimes you get a you get a foot in
82. 2:23the door, right? And so, being willing
83. 2:25to do those things and say, "Hey, I'm
84. 2:26going to be in the area next week. Are
85. 2:27you available? I'd I'd be happy to stop
86. 2:29by." People, for whatever reason, are
87. 2:31way more likely to say, "Well, he's in
88. 2:32the area. I guess I can spare it." But
89. 2:34if you're if you're not there,
90. 2:37then they wouldn't say yes. And then you
91. 2:38can just get yourself there for a few
92. 2:40hundred bucks if the deal is worth it.
93. 2:41If you're not getting as many leads as
94. 2:42you want and your business is demand
95. 2:44constrained, [music]
96. 2:44meaning you could service more customers
97. 2:46than you currently have, then this is
98. 2:48for you. So, marketing is changing and I
99. 2:50think [music] ACQ tends to be on the
100. 2:51bleeding edge of the stuff. We certainly
101. 2:53spend the money
102. 2:54uh to do it, but we also build custom
103. 2:56software and we pay amazing vendors and
104. 2:58very expensive people to figure out the
105. 2:59system that we have right now, and I
106. 3:00want to share it with you kind of open
107. 3:01kimono style. If you're not getting as
108. 3:03many leads as you want,
109. 3:04boy, do I have the thing for you. Click
110. 3:05below, book call, and uh
111. 3:07hopefully I'll see you in Vegas.