How to Run a Giveaway That Sells 100 Units

0:00I'm Trey. I sell golf carts. Sweet. >> I'm probably the lamest thing in here, but it's a lot of fun, too. Um we sell them mainly to families, uh golfers who want their own private rig. Um and now we're getting into some commercial accounts. It's kind of new to me. >> [sighs] >> I believe my biggest constraint is lead generation. Um I'm not sold on that 100%, so a little background. This is in my garage. I mean, it's called House of Carts. It's like a worst-case scenario, goes out of my house. Um yeah. Um I know what I can do. Like obviously we can I can sell a lot of golf carts.

0:29There's a lot of people. I love that. But as I've grown, I've just assumed that people are like me or whoever. And if you give them the resources, there's no reason why they shouldn't just go do what we do. You know, that's how we do it. And if I lead by example in all these things, they should just follow suit. Um I have learned that's not the case. So, um not that that's their fault. That's my fault as a CEO, as a leader. And I'm learning that the last couple days. Um but I'm interested what you think about you know, my situation and how we can improve from here. Obviously, I left out my revenue.

0:56My revenue last month or last year was 4 million. So, >> Okay. >> um decent. I think we can be at eight. >> If you had twice the people calling you, could you service them? >> I could. >> Okay, so it's a demand issue. So, why isn't it a demand issue? You said you thought it was, but it's not. So, why is it Why is it not a demand problem? >> I think it's our lead generation. Like everything's been organic. >> Mhm. >> No paid ads, no nothing like that. Um which is cool. I mean, warm referrals are awesome. But now that we actually have inventory, used to just have like three or four at a time. Now we got as many as 100.

1:26>> Yeah. >> Um I've never had this problem before. >> You're sitting on product. >> Yeah, sitting on product. And it just kind of um it's a new problem for me. It's a good problem to have, I'm sure. But um trying to figure out how to navigate the best way without throwing money at the wall. >> Okay. So, how do you currently sell people? You said Is it all Everything's word of mouth? People just call you? >> The majority, yeah. The majority is like word of mouth referrals. And then obviously our brand, I'm big on trying to push like, you know, the feeling of how we do it opposed to like being like a dealership type thing. We

1:57>> Do you make content? >> Uh not me personally, but the brand we do more like car content, I guess. >> Okay. Kind of like car humor type stuff. >> Yeah, just fun stuff. >> Okay. >> Celebrate families who purchase. We try to, you know, take a photo. We post one every single day. We try to >> Do you like soup them up kind of thing? >> Yeah, we make them fun. >> Okay. Got it. So, percentage of people that come from the content versus referrals? >> Probably 20% come from content.

2:22>> Got it. Okay. Uh how big's the following? >> Not very big. I mean, it's a it's probably 3,000, something like that. >> Okay. No, that's fine. Um okay. So, I mean, if more leads were to come in, who closes them? >> Me. >> Okay. >> Typically. >> How many conversations you having a day currently? >> Maybe two. [snorts] >> Okay. So, you could handle more. >> Mhm. >> Do you have enough time to handle more? >> Yeah, I mean, but as we grow, you obviously my I'm doing other things. I have delegated. We have a team now. Um I have one dedicated sales guy. Well, I should say three, but one under my store than my main store.

2:56Um that's another part of this. I have three locations now. >> Okay. >> So, I'm kind of spread thin. >> 4 million out of the the includes the four locations? >> One was launched in the last year. I haven't even factored that in at all, so. >> Okay. >> Um now, it is a it is bleeding. I mean, essentially I'm putting money to this every month that I haven't seen back yet, so that's kind of part of my thing. >> walk into the stores and buy? >> Yeah. >> Any reason you don't just run local ads? >> I need to. That's something I need to >> Yeah, I That would be a great place to start.

3:22>> Yeah. >> Local's the easiest way to get customers. The problem is that it's more difficult to scale, but you sell product. Right. It's a high-ticket product, so you're kind of in this weird exclusionary area where it it can totally work. I'll bet your LTV to CAC will be exceptional. Because the type of content you make is probably like fun and exciting. And so, if you show you doing wheelies in a golf cart jokingly, right, with flames on the side, um in front of your store and say grand opening, the likelihood that you'll be able to get people in is super high. So, what I would do if I were you, is I would run a giveaway campaign. So, I'd say we're giving out the the souped-up insane golf cart uh to one family in the super hyper local area. And if you want that, register here. We're doing the drawing in, you know, 30 days. And so, in that time period, you're going to run that ad, you're going to collect all the leads. The second place prize winner gets a thousand dollars off, two thousand dollars off, something material from the golf cart. And then every single person that opts in, you make an asterisk that says more than one winner can be selected. Um and then after you do the drawing, you give them 72 hours in order to get that [snorts] uh redeem their their their prize. You call everyone up. You just have to make sure they book in that window. They don't have to actually meet with you in that window cuz that'd be really difficult for you. And you'll probably sell more than a hundred carts.

4:31>> Well, okay. Yeah, we've done none of that, so. >> Yeah. >> That'll be helpful. >> That's what I would do. >> Okay, fair. I mean, I just feel like if that's got to be my biggest constraint. It's just like >> Yeah, you don't have an offer. >> Yeah, I have zero offer. >> Right. >> Yeah. >> So, give one away and get a hundred thousand more leads of people who want the biggest, baddest one. So, give the sickest one away. Say the price of what it is, so then all the leads already know the price, but it's framed as the prize, but everyone comes in knowing and raising their hand saying, "I want that."

4:58Now, on the way in, when it's giveaways, guess what you can do? Ask for a shitload of friction and get as much information from the prospects as you want. >> That's That's what I was scared of. So, as you were saying now, it's like it makes sense, but I'm like I also don't want to attract a bunch of people >> Qualified leads. You'll get qualified leads. Just make sure you qualify them. And you can follow up with the people that you think are qualified. >> Okay. >> It's a lead gen campaign. You said lead generation's the issue? That's how you generate leads. >> Fair. Okay. >> Take your top performing go-kart piece golf cart.

5:22You got pop top performing organic golf cart content, run as ad, drop pin, 50-mi radius. Giveaway is the offer, super badass thing, price tag associated with it, second place prize, two thousand dollars off, more than one winner may apply, opt in, add in the MQL, income, address, everything that you'd want to know about the customer to know if they're close enough. Thank you page, video sales letter to selling them how awesome you are. Want to skip the line? You can talk to a rep today. You'll just generate sales from that automatically. 7-day countdown, 72 hours to claim the ticket, and then after that, you call everybody else.

5:56Okay? >> No, no, this is this is exactly what I needed to be doing. Yeah, for sure. >> Bingo bango? >> Yeah, for sure. >> Appreciate you. >> Appreciate you. >> [applause] >> If you like this video and you're business owner who wants to break through your current revenue ceiling, I distilled every lesson from scaling 10 businesses past 10 million and three businesses past 100 million into a completely free scaling road map that I've used to go from zero to one, zero to 10, and zero to 100 plus. And so, you can click here and you can check it out.

6:23Again, absolutely free, and since you're business owner, appreciate you, and enjoy.