Transcription
Going from zero to a 100K month isn't about grinding harder, it's about following a proven blueprint. By just watching this video till the end, you'll know exactly how to get to your first 100K and potentially even more. My first two businesses failed not because I didn't work hard, but because I didn't know the right steps.
[music] And once I figured it out, I built and sold three multi-million dollar companies and now I've helped thousands of business owners just like you through these exact steps.
[music] So today, I'm going to show you what to sell, who to sell it to, how to sell it, and more importantly what to do once you do all that. Go get a pen, go get something to write in, and write it down.
So let's start with the most important part on figuring out what to sell, doing the money math. There's five ways that we can do this. First off is we can sell one person 100K. The other option is we do 10 people for 10K. Then we have the option to do 100 people for 1K, and then follow along, we can do 1,000 people for $100, or the last option, the fifth, is we can go 10,000 people for $10.
[music] When I look at one person at 100K, I've got concentration risk. I've got one client. It usually requires me to have a lot of skills. Then on the low end, I've got 10,000 people. It's like I only know six people. How am I supposed to get 10,000 people to give me 10 bucks? That's going to be really hard. Then I look even at $100 at 1,000 people per month, that feels like a lot of work. So that's not going to work. And then I've got 10K, which seems like a lot. I don't like that one as much either. What I like is something in the middle. You want to be more than a K, less than 10K. So at minimum, start with a [music] thousand a month offer. Have something that you can charge. If you're trying to have every conversation turn into a customer, then you don't want to be spending a lot of time talking to a thousand customers. That's bad. You want to get to at least a hundred, sell them a thousand, that's how we get to 100,000 a month. And look, you You do this money math with whatever your goal is. but we're trying to get to 100k a month.
So now we know what our price is, but we still don't know what you're selling, which takes us into the next step, finding the product or service. We need to understand, what [music] do people actually spend money on? There's only three things. One is time. If you can help me buy back my time, I got unlimited capital. The second is money. The easiest thing to sell in the world is money. That's why people sell sales training is like the easiest thing ever. It's like, do you want to make more money? Pay me some money, make more money. Easy peasy. The third, and nobody thinks about this, is status. Think about luxury brands, associations. People will pay extra to sit at the front of a room at an event. People will drive certain cars, wear different watches to have status.
Pro tip, if you're charging a thousand plus per month, then you want to sell to business owners. Usually small business owners can make decisions quickly because all three of them matter to them. So how do you figure out what is the offer, the product or service that you can wrap up to solve these problems that people are going to buy. For this, I like this framework called the Ikigai. It is a Japanese philosophy that talks about four specific things. We got to figure out what you love, because if you don't love it, you'll probably stop doing it. The second thing is, what are you good at? And for me, the question I like to ask myself is, what do people tell me I'm good at? Most of us discount our skills, our experience, the stuff that we know about. We just like, everybody knows this. No, they don't. The third is, what is the world that need? This is my world drawing. Cuz if you can figure that out, you can make a lot of money. I like to go online. I like to figure out what people are searching for. I like to see what topics are trending. And the fourth, most important, is what will they pay for? See, I know a lot of people that love to do this thing, but nobody's willing to pay for it, because it's a nice to have, not a must have. And at the middle of all these things, this is the sweet spot. This is where you find the thing you can do for the rest of your life that can literally make you millions.
Now, here's a pro tip. We've talked about services business, we've talked about product businesses. The truth is, easiest thing to start is a service business, but the mistake is to do a bunch of custom work because now you're just selling your hours and there's no leverage. Stay away from that. Then you have products, things like apps, courses, software. The challenge with products is that they're very expensive. Takes a lot of time to build them. That is risky. So, what I like to do is do a service, but package it like a product. What are people willing to pay for, that they need, that I can do, and now I create a product. I create a little package of things and it has different features and I do one, two, and three every time for the customer so I can get them smiling. Because that productized service means that each one of these steps, I can make them better. And the cool part is that if you have a service that you know how to do really well and it's a productized service, over time you'll be able to turn that into a product and fund it from the money you got paid to do the work with the clients. So, when you're trying to figure out your service, look at it through the lens of the Ikigai and then figure out, does it meet these filters? If we need an example, let's build an AI voice agent that we can sell to local businesses. You can do your own thing, I'm going to use this for the rest of the example so you can see how I unpack it, create the offer, do some cold calls, and show you what I would do next once I build all of that.
So, now you know what you're selling, you know how much you're charging, and you know how many clients you need. Next, we need to put it together and build an offer. And what it does it takes everything we've outlined so far and it puts everything into a single place where you can present it to a potential buyer. Now, the key is don't sell the work, sell the outcome. Don't say I do marketing for $1,000 a month, say I will get you 10 new clients a month. Features tell people what it is, but outcomes actually sell.
Let's look at the offer, okay? Cuz there's two parts to this. The first part is we need to understand how to price things properly. See, most people make the mistake of not having options. What you want to sell is a $1,000 a month offer, okay? We want to sell one thing for 1K a month, but we need to have a lower tier offer that they might want that makes your life really easy, and then we have to have a higher tier offer where it looks massively expensive. So, in this situation, $1,000 a month, we're going to go to a $500 a month option, but it's do-it-yourself. It's essentially all the playbooks that you would use internally to do this for the client, but they can just do it themselves. Now, the people you're talking to, hopefully, they don't want just more information, they want to pay you to solve the problem. Then what you do is you have your high-end offer, which is 10 times the price, okay? Where you go 10K per month, but in that scenario, you do everything for them. The middle tier is where you teach it and you work with their team so that they over time, they essentially can pay you every month on retainer, but you want to have them do it, okay? You need these as decoys to get them to purchase the center, cuz what I want to do is sell a lot of these. I want to sell 100 of those every month to get to my 100K, so these are just decoys. It also makes the price seem so much cheaper because it's 10 times more expensive. It makes it look like a steal.
Now, how do we design the offer? What are we actually giving to the potential buyer? How do we explain it? Well, surprise, surprise, we're going to use AI. Now, what I'm going to share with you though is that there is a format for every offer that it must follow. You're going to open up the AI of choice. You're going to give it everything that we've talked about so far, okay? You've gone through the Ikigai, you understand time, money, status, just talk to it. Then you give it this prompt. I've also added it below in the description so you can make it really easy to copy and paste. Build the offer for my productized service including every element of a great offer. The outcome is what we're getting them, which is improvement in their business. The deliverable is what they're going to expect from us every week, every month. The price is what it is and I like to call these the investment. And then the risk reversal is saying, "Look, we guarantee 10 new leads a month. We guarantee one automated process is going to save you 10 hours a week." And then the urgency is telling them, "Look, I only have capacity to add five new clients every month and I've got 20 calls just like this this week. Did you want to lock in your spot? All I need right now is a $1,000 deposit." It just gives them more reason to take action now instead of a "Oh, I'll get back to you" or "Let me think about it" or worse, "Hey, why don't you send this over to me in an email and I'll review it with my team." No. I'll tell you why. Cuz they're just going to take that and go shop it around on you. You did all the heavy lifting, you gave them the offer, you made this beautiful document, and then they take that and they go, "Hey team, what do you think?" They're like, "Oh, my buddy Bob does this. We should hire Bob." And they give the plan to Bob. Don't do that. Then you got to ask it to build your premium and entry-level pricing tiers. Make my core offer look like an absolute [music] steal. And finally, tell it, "Send it to me as an offer doc that I can send over chat as a link and a pitch deck for sales calls." My favorite part is ask me any question you need to get total clarity. That is a promo. That's called reverse prompting. Most people never teach you that, but that is why you are here to learn.
And look, the difference between an offer doc and a pitch deck, the offer doc is copywritten words to help walk the person through the offer so that they get excited through the offer doc to buy. The pitch deck is the high-level elements and then you're going to use your words to present the pitch deck, whereas the offer doc does all the talking for you cuz it's in the document. Now, with everything you have here and what we just discussed, you now have everything you need to go to the market and start making money. And look, even if you have a business, but you want to go to like 100K or a million a month or more, this stuff still works. But if you want my full playbook, everything from my sales script to my offer templates, all of it, it's in my Sell by Chat Playbook. So, just find me on Instagram and DM me the word YouTube SBC for Sell by Chat and I'll send it right over.
So, everything we've done so far covers the question, what do we sell? Now that we know that, let's move on to who do we actually sell to? Create demand. Nobody's waiting for you. You have to go and create potential leads. There's only two ways to do it. First, we got to talk about inbound. How do we get people to come to you, to reach out to you, say, "Hey, I heard about this. How do you help people?" The other one is outbound. Outbound is when you go to them. You can literally go from zero revenue using an inbound and outbound strategy to making a ton of money. And the coolest part is once you do this, you validate your offer, you start to build some momentum, and now you can start to see how this business can get to that 100K a month.
Don't make the mistake I did. When I started my first company, it's called Maritime Vacation. My dad wanted a cottage listing. I knew how to code. I thought, "Okay, I'm just going to build a website for my dad." But I took it too far, and then I built a whole app, and I sat there for months coding this whole solution. I built the product. Remember I told you not to do that? And when I launched, guess what? Crickets. Now, when I launch a company, for example, when I started Flowtown, I started with a blog, and I invested in the content to build inbound. And eventually, it did over 350,000 unique visitors, driving 50,000 customers for our product. Instead of sitting there and just spamming people, I actually learned how to give away my best stuff to get customers to lean in to ask me, "Hey, what else do you have?"
Here's how we build both engines. The first thing is understand that getting inbound leads means that we talk about the pain in the market. And the hack is this, in your offer document that the AI put together, it talks about every deliverable. Give it all away. I want you to go through your document and look at all the things you're going to do for somebody. So, if I'm selling AI automation, they're probably frustrated about like, "What's the model?" Right? Pain number one. "What model should I use?" Pain number two could be, "How do I use this tool?" There's all these different pains, and they're in your offer doc, because that's how you get people to want to buy from you. Now, here's the key. I want you to go to AI and ask it this specific question. Give me 10 nuanced and observable problems your customer, if you're selling to HVAC companies or small businesses, has around each of these pains. And you give it all the different pains. It's essentially an infinite content glitch because what it'll do is it'll give you the specific scenarios that observable and felt by your potential customer. And then what you do is you create content around solving those problems. But you start with the hooks. If I can explain my customer's pain better than they can explain it to me, I'm the expert. What I want you to do is give away everything you know how to do, which you might be going, "Well, then if I do that, then what are they going to pay me for?" This is the cool part. What you get paid for is actually the sequence of implementation and steps that goes from zero step one, which could be just like let's audit what you're doing today, to step 100, let's automate and set this whole thing up. See, that sequence is what people pay for. But what you do in your content is you scramble it. So, you might go to pain A1, pain B2, right? And you go through all these different pain buckets so that it's your internal process, your checklist for how you actually do the productized service, but you're giving it away in your content. I do this all the time. I take my best stuff, I give it away. I just told you about my Sales by Chat Playbook. All of it's there, everything. But if you watch my videos, it's teaching people how to overcome their problems, just like this video. The information of how you do what you do should be free.
Now, we go to outbound. Most people make the mistake of just starting cold calling people. I don't start there. First off, I go to your phone. If you open up your phone right now and go count how many contacts do you have in your phone? I bet it's more than you think. It might be 100, it might be 200. I know some people have done this and there's 20,000 contacts. That's 20,000 people are going to help you and in business. Then what you do, second step, is you ask past the person. If the person you're talking to is here, you ask them if they know anybody that have the problem. What's interesting is you'll ask past the person and they'll go, "Yeah, me." And you're like, "Oh, funny. Let's talk." Or better yet, they'll refer some people. They'll give you some names of folks that might need that. And then when I reach out to them, I use that person's name to say I was talking to Bob. Bob said I should reach out to you. The reason why is I do this for people just like you, is that something you have a problem with? On top of all of that, if you get stuck, go to your trusty AI and just say, "Build me a list of 100 people who need my services." Get their phone number, their email, anything you have for contact. And that's just a great backup for you to start making phone calls if you run out of contacts in your phone. And what's really cool is there's tools like Social Sweep that will analyze all of your social connections, including your emails, extract all the contacts, and put it into an address book where you can email and call that you don't even know. Imagine every email you've ever been on in the past, pulled out, enriched contact information, all just sitting there. If you want to try it, I'll leave the link in the description.
Now, the key for doing this, this is the third step, is you have to build a funnel. Most people mess it up. You have to start by going outbound, you have to do your follow up, you got to do your ask, and you've got to close the deal, okay? So, make sure you create a spreadsheet or some simple tool to manage all of the outbound messages and do the follow up so that you can get on a sales call, make the offer, and get paid. But the truth is is outbound is short-term, inbound is long-term. So, if you're asking me where I'm going to start, I'm going to start here as number one, and then I'm going to continue to do two as my content game as well. I can do both in parallel cuz that's how we build a foundation to get 100k a month.
So, now we've got the people we're going to be selling to. But how do we actually sell it? Number five, now we got to close the deal. The thing that stops most entrepreneurs is they won't go door-to-door, they won't send the text messages, they won't make the call. Not you. If you're here, you're ready to do this with me. There's only two ways to close the deal. We're either doing sell by chat or we're making calls. The best way to get started is actually sell by chat. I've personally made eight figures over social media chat. I have thousands of business owners that I've coached on how to do this and I'm going to give you the whole playbook so you can do it yourself. Every time somebody follows me, okay? And if you follow me, I've sent [music] this to you. I ask you a question and I go, are you here for this or this? Are you here for the content? Are you looking to help with growing your business? And the key is you want to end with the second outcome that you help people so that they go, oh, no, I'm just here for the content or actually I am, how can you help? And you just ask them questions. You make them pain aware. You then present your solution. And then eventually you give them the link to the offer doc. And the offer doc has all the details that you've created already. Then they read it and they go, yeah, I'm interested. I'm in. Cool. Then you give them the link. Use anything you want, but I use Stripe. Go set up a Stripe account. Make it super simple and watch them enter in their credit card details to pay you for that offer.
And here's a pro tip. Doesn't matter if you're doing sell by chat or call, you want to bring up the objections they might have way before they ever open up. That's why they're called obstacles before they bring them up and they're objections after. So most people have objections once you give them the offer doc, you want to start bringing those up early. Hey, do you have a budget to solve this problem? They're like, no, how much is it? So we'll get into the prices. I don't know the details. But just make sure that you deal with those objections, then they're obstacles before they become a problem.
On the other side, we have calls. Watch this. This is way simpler than you think. If you're selling to businesses, especially real estate agents, HVAC, lawyers, guess what? Their phone numbers are online. If you ask the AI to make a list, right? So, I'm going to call some plumbers. What I say is, first off, I got nothing to sell. This is a cold call. I'm just curious if you're having this problem and you've considered trying to find a solution for this. And if you do, this is what I do for people just like you, and we can schedule a call so I can dive deeper cuz I'm assuming you're really busy in your work. And that is where I bam, fam. I book a meeting from a meeting. My job is not to sell on a cold call. My job is to qualify, make sure that they have the problem, make sure they're leaning in, and we schedule a quick call. Once I get them to do that, then I might try to pre-qualify, I might try to pre-sell, and just give them a reason to show up for the call, and let them know if there's any reason you can't make the call, let me know. That's what I do. Ring-a-ding-ding. Put it on speaker. Hi, who may I speak to? Uh this is Dan. Uh is this uh HBC Plumbing? Yep. Yep, speaking. Yeah, and your name? Uh David. David, quick question. I was just wondering, have you been spending any time looking into using AI to answer calls just like this so that you can book appointments uh while you're actually working with clients? And look, I've got nothing to sell. I'm just wondering if that's something you're looking into. Uh no, honestly not yet. I've just been busy. Oh, crazy. Yeah, no, most people in your space aren't answering calls anymore because the AI can actually do it for them and make more money. If If I could show you how to do that, is that something you'd be interested in? Uh yeah, yeah. I like it. I like it. Fine, 15 minutes. Okay, cool. Uh do you have time tomorrow at this time uh so we can schedule in 15 minutes? I'll send you a Zoom link and we can do this over a video call so I can actually demo the software, and we'll I want to show you how to do the call in real time. So, like, I'm going to show you the AI doing the call on that call. Uh yeah, I I I can make that work. Okay, cool. So, what I'll do is I'll text you the link to confirm this, and then you can just confirm it, and then we'll get that scheduled. Easy-peasy. Just make the calls. And the whole idea of doing the calls is just don't get discouraged. Make the calls. I always say the first five are throwaway calls. Throw away. Just make the call. Nobody cares. Five people. You have a lead list. Just get them done. Right? And guess what? If they don't answer, call call them back. This this is my trick. So, if I go to voicemail, I leave a voicemail, I call them right back. Most people have their phone set up on do not disturb, but if somebody calls twice within like 3 seconds, it rings through. Over time, you can make your script better. And the cool part is you give it to AI and it'll tell you exactly where you're stumbling, where you're not being clear. Truth is, every no gets you closer to a yes, and a yes gets you closer to 100k a month. If you're not willing to go through the nose, you'll never get there. My rule would be to get to 100 no's a day. Get to 100 no's a day. If you can get to that level of rejection, you're going to be rich. The key is is to get a bunch of customers to pay you before you do any spendings, spending on equipment, spending on software, spending on anything. Just get people to buy and then tell them, I can only start in 2 weeks. You can get 10 customers to buy from you in a week, then you got another week to get ready to deliver. So, now you got some money flowing in.
You've defined what you're selling, who you're selling to, and how to sell it. What now? Finally, build the thing. After you've done all the hardest parts of being an entrepreneur, >> [music] >> and you've done the content, you've had the chats, or you've made the calls, and you've got some customers, that is the hard part. The coolest part is if you're building software or anything that's got like a whole lot of lead time, you can just do the marketing and the calls to build a waitlist. You can say, "Look, we're just starting to call people in your area. We're trying to figure out if there's demand for what we've got. If you're interested, I can put you on the waitlist, but to do that, I need to get on a call with you." And then you get on a call with them, you show them what they have, they go, "Oh my god, that's amazing." It's like, "Oh, perfect. So, it sounds like it's something you'd be interested." "Oh, absolutely." Great. What I'm going to do is put you on the waitlist. >> [music] >> And you can build a a waitlist of 10, 20, 50, 100 people. Then you have validated demand to go build. And I'm a big fan of having them pay to be on the waitlist. So like in software world, all the products I launch before I ever build it, I create a website with a waitlist. I market the waitlist, people join it. I even have the opportunity for them to pay $50 to get to top of the waitlist. That $50 is proof with their money that they have the problem and they want it solved the way I've talked about it. If I don't get paid, there's no proof. So if I can pre-sell what I'm about to build, then I have the money to actually build it. And with AI, this is the easiest [music] part. You can build a website, the waitlist, the automation, even collect the payments without even knowing how to code. But if you do everything we just talked about and then start getting sales and getting people to pay you, that's where it gets fun.
Now you know the steps. Are you going to do it? Are you going to sit down and actually understand how do I design a product or service? Are you going to look at your ikigai? Are you then going to figure out does this help people with time, money, or status? And then use the AI to help you craft the offer and then start making the calls. Now I know that this sounds simple when I put together, and it is. It's just is today, right now, the time where you're actually going to do the work? Don't overcomplicate it. One clear offer, one clear conversation where you find the right person's got the pain and they want to solve the way you talk about it to get you paid, will build the momentum that you've been looking for. Most people don't even start. That's not you. So leave me a comment and let me know what's hard about this for you. I want to hear from everybody in the comments below. And remember, if you want my full sell by chat playbook with every template and sales script and even content strategy, just find me on Instagram and DM me the words YouTube SBC and I'll send it right over. And if you want to see how you fully automate the delivery of your service with AI, click here and I'll see you on the other side.