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0:00This is Reed's, am I up? Reed's, you're up, man. Give me the rev, the rev, the prob, and the business. All righty, we are a data consulting company that sells services. We do about 500k. I'd like to get to uh 1.2 million. Okay. Our biggest issue is leads, leads, and leads, and then making them, you know, see the message and reflect it a business problem that they recognize.

0:27Okay, how are you getting leads right now? 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. So, I haven't really 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. Mhm.

1:20>> Yes. You were like, "Can I clip that?" And 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 trouble. And trouble. Okay, got it.

1:51Um 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, it depends on your systems around or Say that again? How do you charge?

2:19Hourly. Hourly? >> Oh. Uh Uh >> [laughter] >> 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] >> Yeah, 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 like data no one cares about. I mean Yes, people care about it, but you No one's like waking up in the morning being like, "Oh, give me my data." I mean, I'm that way, but you know, I'm a I'm an oddball.

2:55What 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 that we got to talk about. So, your content needs to be talked like what you should be doing in your content is the demonstration of what occurs as a result of your services. And and that's where a lot of the content is around ROI. Uh-huh. So, I'm trying to drive that because for the longest time I I targeted tech people, but tech people never have buying Sure.

3:27>> power, so it 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 it doesn't Yeah. it doesn't provide any value to the business cuz they don't think they don't think they have to the tech side. That's why I'm trying to not talk to those guys. 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?

3:57We're trying on the website I'm trying to do a data ROI 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 >> Oh yeah, no, this is going to 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.

4:24Okay. And you probably have to take those calls anyways for a qualified lead, but the fact that The thing is just 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 app 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." Everyone 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 cuz 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 is like, "Hey, to be clear, are you good with me what as we walk through these five calls at the end of the fifth call, I'll explain kind of how it 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.

5:22Do you get the difference? Ooh, 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 going to" They're They're gone. They don't give a right? So, number one >> That was got to be my LinkedIn ad. Yeah. So, number one, ROI content, CTA is five one-on-one 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, 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-ones 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, it's $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.

6:22Uh 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. Thank you, Ben.

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