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Read this to get your first 5 customers

The 10 steps to get your first 5 customers

I'm gonna show you how to get your first five customers in 10 steps. The wild world of YouTube has videos everywhere telling you how to scale and grow, but I think people overcomplicate it. And so this is actually a sneak peek from what Leads Academy will provide you on YouTube and Blogs in the future so you don’t have to pay for business education anymore. Let's dive in.

1 - How to get a free lead list

So the first step to getting this going is you need to get a list.

But I don't have a list!

You're damn straight, you do.

Number one, I want you to go to your email account. To pool all the context that you have in there. Anybody that you've ever messaged or emailed.

That becomes list one.

List two is, I want you to go to every single social media profile that you have.

What are your social media profiles?

Where you can direct message people.

So if you have followers that you can DM, I want you to write down every single one of those people.

List number three, pull out your phone, look through your contacts and I want you to export them.

And List number four is you go to Leads.cm get the offer there and you can export thousands of B2B contacts immediately.

Just filter by your target audience and you get full verified contact data you can use.

List one is all your email contacts.

List two is all of your social contacts.

List three is all of your phone and private personal contacts.

And List 4 is your Leads.cm Lead List you can expand any time.

If you add all four of those together, you will have a shitload more leads than you thought you did.

And you're like: "Wait, you're gonna ask me to contact these people?"

Slow down, not yet, and we're not gonna do it in a really weird way.

2 - Pick a platform to reach out to your potential customers

The second step is that you pick a platform. 

So you have all these contacts, but you're gonna have to pick one platform that you're gonna start messaging or emailing them with. 

Start with the one that you have the most people on. So if you have the most Instagram people or you have the most email contacts or you have more people in your phone than any of those, start there.

3 - Create a message that sells

Step three, but what do I say?

You personalize your message.

Many people say it’s a good strategy to just make mass outbound.

And that’s right.

But not before you have your first 5 customers… Because if you don’t know your your buyers look like, you don’t know what really works in a scaled message.

So don’t start with spamming a generic message.
What you wanna do is you wanna use something you already know about the person or prospect in order to initiate reaching out to them.
This is also just called being a human being.

And yeah you can do it with people you know and with people you don’t know.
Depending on how much contacts you have you already know.
So what you do is you take 30 seconds, you look at someone's profile and you say, "Oh, they have got this thing, we have something in common."
And you can reach out to them with that as your primary message.
So for example, you can be like:

"Hey, saw you got a baby."
"Hey, saw you switch jobs."
"Hey, saw you move."
"Hey, you saw that movie last weekend."

Or use something you found on their website or company changes they announced on social media. It doesn't matter.
All you need to show is that you took a few seconds to actually not just blast some sort of message.

4 - Reach out to your potential clients

Step four, you reach out. And you reach out to 100 people every single day.

So let's say you had 1,000 people between all your emails, all your phone contacts, and every single follower across all your social medias.

Combined with thousands of contacts from Leads.cm.

It took you probably 20 years to send your first DM, message or dial, and it'll take you two minutes to send the second one.

Everything must be hard before it can be easy.

So just get over the hump, send it, just something so you can realize that you won't die.

5 - How to reply with the A-C-A Framework

Step five, what do I say if they reply?

You warm them up.

I use a framework that I call A-C-A.

You acknowledge, compliment, and you ask.

For example, I can acknowledge and say:

"Oh, so you have two kids.”

You're gonna compliment them about the thing.
And yes people say don’t compliment… and I would not recommend it at scale.
But within a normal conversation what you are having here right now - it’s the right thing to do.
So it's like, "Wow, you have two kids. You must be a super mom working full time and having two kids."
When we go to ask, we're gonna tie our ask to the compliment we just gave them.
Then we transition to whatever type of question that's gonna lead them to the service we sell.
If I was selling weight loss to Blogger, I'd be like, "Hey, so you're a super mom. How do you have time to eat, write, and work out?"
Wait a second, this sounds like selling!
It's not, 'cause we're talking fucking humans.

6 - How to sell your stuff

Step six, invite their friends. 

When you're talking about this stuff, You're not going to sell them. This is fucking huge. 

You're not gonna solicit them. 

You ask a question, they're gonna tell you stuff, and then it's gonna be like:
"Oh yeah, by the way, do you know anyone who's looking for X, Y, and Z? Because I'm opening up a few slots to help people do exactly that."
You're just asking them if they know anybody.

And since you're friends with them, and since you're contacts, you're asking them for a favor.

You're not asking them to buy from you.
This should make you not feel weird about messaging people. 

Even if you are taking to a stranger because it’s just your reply on their reply.
And if they say, "Hey, I'd like to find out more," now what they have done is they've transitioned from a lead to an engaged lead.
A lead is somebody that you can contact.

An engaged lead is someone who you can contact, comma, who has shown interest in the thing that you sell.

If she says, "I haven't been able to keep up "with my workouts," etcetera, now they have shown interest in the thing.

Well, then how do I get them to buy from it?

We're gonna give them the easiest offer in the world.

 "Yes, you're gonna make it free."

They probably know that you're not that experienced.

Just be honest.

The reason we do it for free is you say,

“Hey, I'm gonna do all this stuff for free as long as you promise to do three things.”

One, you actually use my service.

Two, you give me feedback on it.

And three, leave a killer review if you think it deserves one.

Those are the terms of exchange.

The reason I want you to start with that is that one, it'll get you more reps.

Two, you probably suck.

Three, you need to learn how to suck less and you suck less by doing more.

And it's way easier to get more people to work with you if you lower the barrier to free.

You're actually getting the better end of the deal.

They're exchanging their time and their effort and some stuff later that you're gonna have them do.

Just because you're not getting paid doesn't mean it's free, but it is monetarily free.

Here is how you can say this:

"By the way, do you know anybody who is, [describe their struggles], [looking to, dream outcome], [in, time delay].

I'm taking on five key studies for free because that's all I can handle.

I just wanna get some testimonials "for my service or product."

And we're being honest because this is a first business and you have probably no idea what you're doing so you better not take more than five customers on.

"I just had a girl named XXX work with me to get Dream Outcome, even though she described the same struggle the person you're talking to is struggling with, I'd like to get more testimonials to show it works across different scenarios."

Does anyone you like come to mind? If they say no, here's a really funny way you can respond to that.

7 - How to deal with rejection

How to respond to rejection.

Just say, "Ha ha, does anyone you hate come to mind?" (laughs).

Honestly, that's when you'll sometimes get the real response.

If you don't have time to say all of those things, you just say:

"I help the type of customer get dream outcome in time period without effort and sacrifice and I guarantee X, Y and Z to decrease risk."

That's it.

That's if you just have that moment to deliver one thing of what do I do?

The reason this is smart is that someone tells you they don't wanna work with you even for free is because there are hidden costs associated with whatever thing you sell.

If you figure out what all those hidden costs are, you can eliminate those hidden costs and then be able to charge significantly more for your solution later compared to the other people who charge for it and still include those hidden costs.

8 - How to find your first 5 customers

Now we go to step eight.

You start back at the top.

So you had that big list, and we hit all of them once, and back again.

So some of those people, by the way, when you ask them if they know anybody, they actually just give you people that they know that might help, and you get free leads. 'cause if you reach out to 3,000 people with a free thing, you'll get five people who will take you up on it.

I promise you.

In our 104 Proven Cold Email Templates you get a ton of examples how to approach people depending on where you got the contact information from.

For example, when somebody referred you and you don’t want to miss this chance.

So now you're like, "But I can't work for free forever."

9 - How to start charging your customers

Now we're on step nine, start charging.

Once people start referring, that's when you know you were good enough to start charging.

When this happens, all you do is you go back up to the script that I just read to you and you change free to “80% off”.

And you say that's for the next five.

What do you do after that?

Change the “80%” to “60%”.

After you get those five, change to 40, then to 20. Then you're at full price.

But guess what?

It doesn't have to stop there.

You can go 20% over.

You can go 40% over that because there are no rules.

And if at that point you're way better, you may merit that because of the value that you deliver.

Because ideally you're charging full retail, but now you're at 10x the value.

Value that you have done has gotten better because you figured out from the feedback that these people that work with you for free have told you so that you can make it even better for people who pay you.

Once you have those people and you started transitioning, congratulations, you are in business and you are making money.

You will at some point reach capacity.

When you fill up all your slots with free people and discounted people, now you have true scarcity. And so you can ethically sell with conviction that you really don't have that much room.

They will desire you more because you are scarce from a resource perspective, and then they will pay the same or premium in order to work with you. And then you turn to your free person and you say, I am accepting somebody who is paying full boat in order to do this.

If you would like me to keep doing this for you, you would have to start paying to match them.

Are you comfortable with that?

If they're not, no sweat, because all you did is you helped them for free.

And you still get your killer review back.

And those free people, you have to love and cherish them more than anyone else in your life, because they're gonna get you business in three different ways.

One, they're gonna leave you reviews that are gonna get you business.

Two, they're gonna send you people that are gonna get you business.

And three, they themselves may transition into paying you, which will also get you business.

Don't think short, think long, and you'll make long money.

Now, you have paying customers, you're reaching your capacity, you're consistently raising your price, because now there is more demand than you have supply.

10 - How to make it a customer generating scaling machine

And we have artificially created a condition for profit. So what's the 10 step?

Make it a scaling machine.

Contact more people.

When you know what message to send you can build your cold email machine and send emails to anyone in your target audience. 

You don’t need Ads for this or other things.

Just take the message you know it works and use Leads.cm Lead Lists since you started your business exactly this way.

And that's the game.

That's how you go from zero to hero and get your first five paying customers.

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