Datenberatung: Weg von reiner Weiterempfehlung zu mehr Leads

0:00Unternehmer/Gast This is Reeds. Am I up? >> Reeds, you're up, man. Give me the rev. The Rev, the problem, >> and the business. >> All righty. We are a data consulting company that sells services. We do about 500K. I'd like to get to 1.2 million. >> Okay. >> Our biggest issue is leads, leads, and leads. And then making them, you know, see the message and reflected a business problem that they recognize.

0:28>> Okay. Hey, how are you getting leads right now? >> It it it's been 99% referral till about it's still 99% referral, but I have now turned on I'm doing content on LinkedIn. >> Okay. >> I'm doing LinkedIn ads. Um I'm doing a um cold email that I'm trying to start. It's not started, but I'm trying to do that as well. So, right now, for the last 12 years, I've run my company off referrals. Yeah. I haven't really

0:56>> sold anything. So my question is is really around the best way to generate leads from a tech source that the message is really hard. I mean selling data services no one thinks they need it. Everyone thinks they need AI now. Luckily I think a couple webinars ago you had said somebody asked you a question about AI and you said you need a good >> you need a data infrastructure and I was >> yes

1:21>> you were like can I clip that? We were like no you can't. [laughter] Um, yes. Okay. So, what size companies are you are you selling? >> I I I'm trying to do mid mid tier around 500 people. I've worked for >> It's all enterprise. >> So, it's all enterprise >> enterprise, but it's so hard to it's so hard to actually make a difference there. There's so much overhead and and troubles.

1:49>> Trouble. Okay. Got it. Um, so functionally what is the what is the dollars and cents output of what you do? Like I pay you money, what money do I get back and how do I make it back? >> Um, some of the stuff like we can help you with cloud reduce your cloud cost. So you can reduce cost that can be pretty great but okay >> I mean it can be from I don't know 10,000 to 100 couple hundred thousand. Okay. >> I mean your systems around what?

2:16>> Say that again. >> How do you charge >> hourly? hourly >> consultant. >> Oh h oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh oh dear me. My god. Let's just get you to 1.2 million and get you no more customers and just change how you bill. How about that? [laughter] >> I I could handle that. >> Okay. So Okay. So a couple things. So number one, I think you making content on LinkedIn is a good idea. Um I think that you should you should talk le like data no one cares about. But I mean,

2:46>> yes, people care about it, but you no one's like waking up in the morning being like, "Ah, give me my data." I mean, I'm that way, but you know, I'm a I'm an oddball. >> What we want to talk about is the benefit of data, right? We don't want to talk about the plane flight. We want to talk about the vacation. We talk about Maui, not how we're going to get there. The TSA, checking our bags, taking our shoes off. That's the data. What the data gets us is what we got to talk about. So, your content needs to be tal like what you should be doing in your content is the demonstration of what occurs as a result of your services.

3:15And and that's we're a lot of the content is around ROI. >> Uhhuh. >> So I'm trying to drive that because for the longest time I I targeted tech people, but tech people never have buying >> power. So it was always impossible to go. So now I'm trying to talk at a higher level of return on investment because >> so many people do so much tech stuff that >> just doesn't provide any value to the business because they don't they don't think they have to the tech side. That's why I'm trying to not talk to those guys.

3:45>> Yeah. So, ROI content number one. I think that you should have CTAs in the content that generate inquiries that should get people to like do you give away a widget or an assessment of any kind. >> We're try on the website. I'm trying to do a a data ROI um meeting so I can kind of give you that kind of information. >> Let me give you a really sexy thing. Let me give you a really sexy thing. >> Uh I want you to give away five >> in the street.

4:10>> Oh yeah. No, this is gonna be sexy. I want you to give five one- on-one calls away for free as the offer. >> Okay? >> Now, there's an asterisk there that it's only for companies that meet your criteria. >> Okay? >> And you probably have to take those calls anyways for a qualified lead. But the fact that the thing is is like for you to have a very high value lead magnet, I think so many of these are going to be so specific to the text stack they're using and all the other nonsense that we have to come up with something that people can appreciate as valuable. And so we say, "Hey, I'm going to give away five one-on-one calls."

4:42Everyone understands that five hours or five 30 minute sessions is a is value. Like even even at the most basic manual labor level, there's value there uh that someone can get. And so I think the CTA of that will be a great way because then it'll give you five conversations. You can tie in multiple stakeholders and you can actually look at an enterprise style sale and it all works. All you have to do is set the frame at the beginning of this. It's like, "Hey, to be clear, are you good with me? As we walk through these five calls, at the end of the fifth call, I'll explain kind of how what working with us might look like. in the meantime, I want to just provide you a lot of value. They're going to say yes. And it's great. And that sets up the conversation so that you can't break their beliefs around it. The the big step here is that we want to we want to take those calls to talk about what is going to happen, not how to do what is going to happen. Do you get the difference?

5:25Alex >> Yes. Yes. >> Right. Exactly. We're going to describe it, not explain it. And that's how you reset beliefs. That's how you get people excited about what's going to happen. As soon as you get into like we're going to click here, then we're they're gone. They don't give a right? So number one, >> I've got that with my LinkedIn ads. >> Yeah. So number one, ROI content. CTA is 5101 calls asterisk only for people who qualify. The second thing is that I think your offer needs to be around the ROI, and you need to use something called a calculator close. So a calculator close basically says, here's all the things that you're currently doing, which you can do at the end of the five one-on-1s, and say based on the whole assessment that I have, here's all the areas that you're losing money or that you could have efficiency. This is what I expect you to make. you add it all together and say it's, you know, uh $200,000 is the savings slash, you know, improvements in efficiency and effectiveness, whatever, right? So, $200,000, the max that you can charge when you make any kind of result-based uh service is 30%. And so, if you say, "Hey, I'm going to save you 200 grand.

6:22Alex Uh I charge 30% of what I save, so it's 60." But that way, you're charging for outcomes, not hours. >> Okay? >> And that'll break it. And that that's what's going to allow you to really I mean that alone might triple or quadruple your income in independent of of the ROI stuff. Those would be the two next steps that I would do. >> Okay. Thank you. >> You bet. [laughter] Thank you, man.

6:46Alex Congratulations on the business. >> This has been very very very helpful. I really appreciate it. Thanks. >> You bet. Thank you for being part of the group. Real quick, I'm going to show you the exact 10-stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so, I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it, and then what steps we actually took to graduate.

7:18And we've done this across software, physical products, uh, service businesses, brickandmortar, all of this. And it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offer.