Why Your Audience Can't Afford Your Offer — Transcript

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1. 0:00All my leads come from my YouTube
2. 0:01channel and also word of mouth. and we
3. 0:04have 150,000 subscriber YouTube channel
4. 0:08and we have uh an application funnel
5. 0:11through there but we're we're getting
6. 0:14leads but we're and we're and our team
7. 0:17converts at 65% uh but we're not getting
8. 0:20the quantity of high of uh qualified
9. 0:24lead that can afford our services
10. 0:26ranging from 15,000 to 25,000
11. 0:29>> uh dollars because I mean they get
12. 0:31result within five days you know we have
13. 0:33a great offer
14. 0:34Uh, we're doing everything we do. We
15. 0:36>> The best thing is they can tell very
16. 0:37clearly whether whether it works or not.
17. 0:42>> Yeah, exactly.
18. 0:43>> Do you Do you do before and after
19. 0:44pictures?
20. 0:45>> We We want to get more qualified. Say
21. 0:47that again.
22. 0:48>> Said, "Do you do before and after
23. 0:49pictures?"
24. 0:51>> I'm joking. Uh, it's hard to do before
25. 0:53and after pictures for sexual function.
26. 0:56>> I'm [laughter] kidding. Okay.
27. 0:57>> Well, we have testimonials.
28. 1:00>> Man, look at that thing. just just
29. 1:03triumphant. Um, okay. Got it. So, you
30. 1:07need to get more leads. YouTube's the
31. 1:09primary channel. Um, and people who are
32. 1:12coming in who are qu like, do people fly
33. 1:13to you?
34. 1:16>> Yes, we have people coming in actually
35. 1:18international. We're having somebody
36. 1:20from Hong Kong, somebody from the UK.
37. 1:22But
38. 1:22>> what percentage are local versus
39. 1:25international?
40. 1:27Oh. Um, I mean, US is probably like 90%.
41. 1:31>> Oh, no. Like, if you're saying US, I'm
42. 1:33gonna say most people that are traveling
43. 1:35to you. Like, if I mean most people are
44. 1:37traveling to you.
45. 1:40>> Yeah, I would say probably that would be
46. 1:4270%. Yeah.
47. 1:44>> Done. Good enough for me. Okay. Got it.
48. 1:46So, um, so how many how many pieces of
49. 1:49YouTube content are you putting out per
50. 1:50week?
51. 1:53I only do two long form uh videos.
52. 1:57>> Yeah.
53. 1:57>> And uh so then my team cut off the long
54. 2:01form video into shorts. Okay.
55. 2:03>> Uh which we post daily.
56. 2:05>> Yeah,
57. 2:05>> that's it.
58. 2:06>> Got it. Um do you have do you have the
59. 2:10five CTAs that I mentioned earlier of
60. 2:12like those five places that you can do
61. 2:14call to action because that's like an
62. 2:15immediate thing you can do that can just
63. 2:16generate more leads. So oneird of the
64. 2:18way through videos, we've been doing
65. 2:20that.
66. 2:20>> Okay.
67. 2:22Yeah, we've been doing that.
68. 2:23>> Okay, got it. So, but you're doing all
69. 2:25five?
70. 2:28>> Uh, yeah. As of yesterday, we're
71. 2:31[laughter] doing four, but now we're
72. 2:32doing five.
73. 2:33>> Okay, got it. There we go. Hey, I'll
74. 2:34take it. I'll take it. A little a 20%
75. 2:36improvement or 25%. Okay. So, I mean,
76. 2:39you you kind of have you're you're in a
77. 2:42you basically have two paths, right? So
78. 2:44path one is how can we like I don't
79. 2:47think you necessarily need to make more
80. 2:48content like you could but I would
81. 2:50rather you sp like how much time do you
82. 2:52spend prepping the packaging and the
83. 2:54thumbnails and the headlines for the
84. 2:56content that you make?
85. 2:59>> Oh um I don't do that. my video editor
86. 3:02does that and I think he probably spent
87. 3:05maybe uh like eight to maybe eight to 16
88. 3:10hours because he does he he's he does uh
89. 3:13do two a week so I would just say maybe
90. 3:15two days
91. 3:16>> well on the prep or on the post
92. 3:20>> um prep and post. So I produce like four
93. 3:25uh at a time and he does he just uh
94. 3:28publish it like you know
95. 3:29>> Yeah. So, every other week you do four
96. 3:31videos.
97. 3:34>> Yeah.
98. 3:34>> Got it. Okay. So, I I'll I'll tell you
99. 3:37this. Like, you're you're a more
100. 3:38experienced YouTuber.
101. 3:40It's it's it's likely that the biggest
102. 3:44improvements that you're going to get
103. 3:45are on on better rather than more for
104. 3:48where you're currently at. And it's
105. 3:50going to come down to like I mean some
106. 3:52of the tools I I said yesterday like one
107. 3:54of 10.com is a good tool for looking at
108. 3:55packaging um and saying like how can we
109. 3:58look at other outlier similar outlier
110. 4:00packaging for videos that are either in
111. 4:01the space or adjacent to it. Um and then
112. 4:04how can we match our thumbnail headline
113. 4:06and introduction? Do you do you guys
114. 4:08script out your introductions?
115. 4:13>> Yeah,
116. 4:14>> you are scripting your introductions?
117. 4:15>> Yeah.
118. 4:17>> Yes. Uh yeah, I I actually use like AI
119. 4:21to help me with the hooks and the intro,
120. 4:23but most of it is really uh my content
121. 4:26that I put out and
122. 4:28>> um the the one of the thing about our
123. 4:30channel is that it's grown because I was
124. 4:33talking generalized like ed and I I give
125. 4:36everything away. So now I really I I the
126. 4:38last three videos I've been making more
127. 4:40for entrepreneurs and executive because
128. 4:42I wanted to target more of uh high high
129. 4:45ticket uh client and our views like
130. 4:48absolutely plummeted down to like
131. 4:50hundreds instead of thousands. Um so
132. 4:54that that was one of the things I wanted
133. 4:55to ask you. Is that something that we
134. 4:57need we
135. 4:58>> we should be worried about since we're
136. 5:00kind of target the message more for you
137. 5:03know high high ticket uh clientele. So,
138. 5:06I'll tell you how I would make an
139. 5:07adjustment or a test like this. So, I
140. 5:09never want to threaten my core business.
141. 5:11And so, if I have two videos of a
142. 5:13certain style and packaging that are
143. 5:14working, I don't want to break that
144. 5:16because like all of a sudden your could
145. 5:17revenue could cut in half and that would
146. 5:18be not fun, right? So, I would prefer
147. 5:21you keep your two videos a week that are
148. 5:23your, you know, kind of standard wider,
149. 5:25etc. thing and then do an additional
150. 5:29video that's going to be the new thing
151. 5:31because in that way you can guarantee
152. 5:32that you're going to make more and that
153. 5:34way you can test it and not feel like
154. 5:35you're you know risking your you know
155. 5:37risking the whole business to make this
156. 5:39test
157. 5:39>> because like that's it's the primary way
158. 5:41of getting you know leads for you and so
159. 5:43I would really not want to risk the
160. 5:44entirety of my my business for a test.
161. 5:47That's a big test.
162. 5:51Right. I love that. I can definitely do
163. 5:54that because I was thinking about doing
164. 5:56more, but you said do better.
165. 6:00>> I do think that you can do better, but I
166. 6:01think that if you're going to run this
167. 6:02test on trying to attract higher level
168. 6:03customers, I think that I would just add
169. 6:05that in addition to the the the two
170. 6:08videos you're doing. So, then that would
171. 6:09bump you to three and you're going to
172. 6:10probably get benefits from both more
173. 6:12volume. And I still think and maybe your
174. 6:14video editor can watch that the replay
175. 6:15of this, but like I would strongly
176. 6:17recommend scripting out both verbally
177. 6:20and this is the part that people miss
178. 6:22visually because you you have a very
179. 6:24physical profession. Obviously like you
180. 6:25can't show certain things on your
181. 6:26YouTube channel, but like you in you
182. 6:29know a smok or not smok the white lab
183. 6:31coat, right? You got the the you got the
184. 6:33coat and you've got some tools and some
185. 6:35machines and you've got some of those
186. 6:36props that look like body parts behind
187. 6:38you. I think all of those things kind of
188. 6:40set the frame. Um, and proof, promise,
189. 6:43plan. I don't know if you are using that
190. 6:44as the setup for the introduction, but
191. 6:45proof, promise, plan. Um, and if you
192. 6:47want, you can introduce pain in there as
193. 6:49well. Um, as kind of our four-step way
194. 6:51that we introduce all videos. And so,
195. 6:53I'd make sure that I have a sentence for
196. 6:54each of those P's. And if you have a
197. 6:57picture, uh, which kind of gives you a
198. 7:00visual road map of what they're going to
199. 7:02get, um, I think that that will also
200. 7:04likely further aid in retention. So,
201. 7:07those are kind of like the quote better
202. 7:08things. And you can do that for all
203. 7:09three of the videos you're going to
204. 7:10make. But number one is you're going to
205. 7:11go from two to three. The third one's
206. 7:13going to be experimental. You're going
207. 7:14to tighten up and script the
208. 7:16introductions. Uh and the packages
209. 7:19should be picked from outliers rather
210. 7:20than just like something you find
211. 7:21interesting. Like we already know that
212. 7:22this packaging, this the way that this
213. 7:24image and the headline work are likely
214. 7:26going to to convert.
215. 7:30>> Yeah, I love that. That's uh that's
216. 7:32really good. I uh what what do you think
217. 7:34about advertising on like private jets
218. 7:37and so forth? I was advised to do that
219. 7:40uh to attract the clientele that we
220. 7:42want.
221. 7:43>> I mean, you can try it. Um again, I
222. 7:46would just put that in my experimental
223. 7:47bucket.
224. 7:49>> Okay.
225. 7:50>> Yeah. I mean, if you fly private as is,
226. 7:51then yeah, just on your next private,
227. 7:53you know, on your next flight, just
228. 7:54record.
229. 7:57>> Okay. Yeah. No, I I I love that. So,
230. 7:59make more content, but make better
231. 8:01content and and add the third one.
232. 8:03>> We have a funnel. Can I ask you one more
233. 8:05question about the funnel? Now the
234. 8:06funnel that we had, I was listening to
235. 8:08you at talking to another uh lady and
236. 8:11you our funnel is actually an
237. 8:13application funnel through a book a call
238. 8:16with our sales team.
239. 8:17>> But if we are looking at more uh
240. 8:20attracting more uh premium buyers,
241. 8:23should we still continue doing that
242. 8:24funnel or should we open up more on the
243. 8:27higher part of the funnel?
244. 8:29>> I think you should drive more into like
245. 8:31just put more in. This is why we're
246. 8:33going to do it. Like I don't think you
247. 8:34should like you're converting 65% of
248. 8:35your leads. Your conversion process is
249. 8:37not the constraint of this. So maybe
250. 8:38there's things you can improve, but I
251. 8:40that's not where my focus would go. My
252. 8:41focus would 100% be on making more and
253. 8:43better content on YouTube. I do think
254. 8:45that like I would say like do this
255. 8:46experiment, improve the p the packaging,
256. 8:48the hooks um upfront. The the next the
257. 8:53next thing would be running ads. I just
258. 8:56feel like the nature of this business is
259. 8:57so like trust driven that I think
260. 9:00organic I mean I think you I mean you've
261. 9:01already gotten the success you have
262. 9:02because I think you you started with the
263. 9:03right strategy. I really just want to
264. 9:05see like how do you get to a million
265. 9:06views or sorry a million a million
266. 9:08subscribers on your channel like that
267. 9:10would be like my mission. How do we get
268. 9:12how many views a month you getting?
269. 9:17>> Yeah. How many views? Um well it
270. 9:20depends. If we put out a pretty good
271. 9:21one, it's probably about 10,000 uh
272. 9:25outfits are usual. Yeah.
273. 9:26>> Uh depending on the video, but the last
274. 9:28three on I talk about executive and the
275. 9:31intersection with sexual health, we got
276. 9:33like hundreds.
277. 9:35>> Yeah. Yeah. I I I I think that you have
278. 9:37a ton of room.
279. 9:38>> Uh if you're getting 10,000 per video, I
280. 9:40think you have a ton of room for
281. 9:42improvement. Like especially based on
282. 9:43the nature of what you have like like
283. 9:44you like you could for sure be at
284. 9:47100,000 250,000 per video for sure. No
285. 9:50question.
286. 9:54>> Well, thank you. Yeah, we have about 10
287. 9:55videos that are almost a million. Yeah.
288. 9:58>> Right now. So, um Yeah. So, we may lean
289. 10:01in more on those topics.
290. 10:02>> Okay. Rock and roll. Love it. Yeah. Just
291. 10:04repeat your repeat your winners.
292. 10:08>> All right. Thank you.
293. 10:09>> Thank you.
294. 10:10>> All right. Talk soon.
295. 10:11>> Appreciate it.
296. 10:12>> Yep. If you're not getting as many leads
297. 10:13as you want and your business is demand
298. 10:15constrained, meaning you could service
299. 10:17more customers than you currently have,
300. 10:18then this is for you. So, marketing is
301. 10:20changing and I think ACQ [music] tends
302. 10:22to be on the bleeding edge of the stuff.
303. 10:23We certainly spend the money uh to do
304. 10:26it, but we also build custom software
305. 10:27and we pay amazing vendors and very
306. 10:29expensive people to figure out the
307. 10:30system that we have right now. And I
308. 10:31want to share it with you kind of open
309. 10:32kimono style. If you're not getting as
310. 10:34many leads as you want, boy, do I
311. 10:36[music] have the thing for you. Click
312. 10:37below, book a call, and uh hopefully
313. 10:39I'll see you in Vegas.