Outbound-Vertrieb skalieren

0:00With outbound, it's kind of like a snowball. Uh, so in the beginning, you're you're you're you're planting a lot of seeds and then some who are hot and ready will come back and buy, but a lot of that transitions into long-term nurture and just the the long pipeline of staying top of mind when they get hot and ready. Um, you're the first one that they're still thinking about. This is where we were mentioning earlier with Matthew, like where the content part is actually, I think, a great long-term nurture strategy. So, first you have the you have kind of the two windows of time that most people will buy. You have the immediate like, I'm in pain. I need to get this problem solved. And you just happen to catch me. And then there's the long term of I'm not ready. I'm not ready. I'm not ready. But now that I am ready, you're the last one that I can think about because you're still staying present, right? Um I'll actually I'll do this as a cool demonstration. So, who here heard of my stuff within the last 90 days?

0:49Thanks, Eva. Appreciate that. Um, okay. Who here in the last six months? Thank you. Uh so there's two uh last 12 months, three more, four more. Okay. Uh last 24 months, two years. Okay. Like a third of you. Okay. Let's go two years plus, which is everyone else. And so I put this, it's a great visual demonstration of like most people don't make the amount of sales they want because they're trying to make them happen too fast.

1:20That's literally it. So to your point of you know should it look different at month three versus month 12 for sure because 97% of the market in almost any market is not ready to buy today but they will be ready to buy in the next 24 36 months and so most businesses are capped because they're only competing for the same 3% and they're competing for the same 3% as everyone else who's impatient. But like the reason the big brands are so big is because they actually sell to everyone. They just sell to them when they're ready. This is really interesting because then you think about not just as a direct response channel where hey somebody responds I'm going to get on the call but also getting them in every other part of your marketing funnel which mean hey once you maybe you didn't say yes today but you're going to get the email nutrier you're going to get to

2:05>> all the retargeting >> all the retargeting the ads and everything so therefore doesn't become like hey what kick was created today from this motion but what motion created over six 12 months. Yeah, 100%. >> Really interesting. >> And especially depending on the sales cycle too because some sales cycles also are six month sales cycles. It depends I mean on the stuff that you're you're selling and so you would have no way of even knowing if it worked for six months even at the onset.

2:31That would mean like day one someone enters the sales process and you you get your first sale six months later and that's not going to happen most of the time. So sometimes the tough part in a lot of like a lot of entrepreneurial decisions we have to make with incomplete information. This is where like the consultants at McKenzie like you know have you know they have they like lose their minds because they're like we need data to make decisions and you're like most decisions you have to make with incomplete data like how do I know it's going to work? Well should we commit to this for two years like some level you're going to have some inklings that you have to just bet on first principles of like I think that if we get in front of more people who are the type of person who buy our stuff we will make more money. I can't promise it but it feels pretty likely and so we're going to keep doing this for six straight months even though we're not going to get anything back.