Wednesday Jan 25, 2023

Make your leads pay - EP052

Blake Beus  0:00  
All right, leads like you were you're talking about, I don't know, a new way to do leads or leads or a new way to at least look at leads. Yeah, so

Greg Marshall  0:09  
I actually got the inspiration from listen to a podcast yesterday, which I respect, so shout out to perpetual traffic. But basically what they were discussing a case study that they did where I was like, that makes sense, because lead generation, sometimes can be challenging to do for companies, because of the quality of the lead. Okay, right. So you can get a whole bunch of leads, but then they're like, well, these leads aren't very qualified, or they're just kind of looky loos. And that's like, the nightmare of every business owner is to just generate a bunch of like, people that actually are not qualified. And so what they had discussed was because they were in a highly competitive industry, and everyone is offering the same thing, right, like a free consultation, or a free, whatever. Uh, huh. What it was doing was it was attracting and training the audience to get this free offer, it's kind of like not really commit. So what they did is they changed it to where they renamed the offer, and actually added more to it. So instead of just like a free consultation, they gave it a name where it was like a, I think they call it an integrative wellness plan, okay. And what it was was a multitude of things to give them a full plan, right? Not just like, we'll just take a look at you and see what's wrong.

Blake Beus  1:31  
So it was a free consultation, right? Yep. But now, it's which the consultation, to be honest, is almost always some sort of a sales call it which is fine doesn't mean like, it's a high pressure sales type thing. But it's like, hey, we want to make we want to see if we're a good fit for one another. And here's what here's whatever. But everybody calls that a consultation. Yep. So that still that still exists. And, but this is the consultation called plus, which is more than a plan, it actually maps out like, we're gonna look at this, this, this and that, versus coming for a free consultation, and they gave it a name like, they named it the packet.

Greg Marshall  2:10  
And I don't think it's 100% Prep, I think they said something like the integrative wellness plan or something like that, right. But then they went one step further, what they did was actually charged for it. And they said, instead of it being free, it's $9, to get to get it going now, to actually do it. And they actually found, they tested the free consultation to that, they actually noticed they had an uptake of like phone calls and actions on the site, people purchasing. And the type of person that was actually coming in, was more like ready to go. So they're just like, well, here's my $99. And we'll go ahead and, you know, move forward. And let's see what this plan is about. And then they were more open to purchasing. Right, right, versus the other one, they said they kept running into the problem of the show rate was really bad with the free consultation, right? Because there's no commitment, right? $100, you will show up. And then the other thing was the person that came in for the free consultation versus the integrative approach, they typically had a bad taste in their mouth, because they just felt like they've come in for this free consultation, and they would do a bait and switch.

Blake Beus  3:20  
Right. So they felt bait and switch. And honestly, it's like, kind of keeping a finger on the pulse of people out there, your your customers out there. And And if people are starting to feel like these free consultation calls are just a bait and switch. They're starting to look at you or even the industry as a whole kind of like used car salesmen that I was just driving down the road and it said, you know, get into your car for 77 cents. Yep. You know, and everybody knows. That's stupid. Yeah, yeah, exactly. So so they started charging for it, they charge $99 They added more things to it. The consultation call had a purpose. Now, were they trying to make that $99 purchase their profit leader, or profit a lot like loss leader or just, they weren't trying to necessarily make that profitable? No, no, they were just using it to qualify leads. Correct. So if they lost money on the $99 care, they didn't care because you're still looking at cost per lead. Correct. As opposed to I need to make this ad profitable. Exactly. Exactly. I love that shift in mentality. And sometimes that's all we really need. I worked with a company A while ago that they were thrilled if they got a qualified lead at $150 a lead. Yep. And I know some people aren't $150 A lead but these this company had a service that was started at $1,200 a month. Okay. And the service was great. And once people signed up, they were with them for years and years and years. Yep. So $150 lead was was for qualified leads was very, very, very profitable for them. And but if you're thinking with this type of an offer, I spend $100. Or, or I spent, let's say, I spent $100 on an ad and to get one purchase yet I'm breaking even, I got a free lead. Yep, I got a lead for free. That's and fantastic and qualified, pre qualified or even if you spent, you know, $100. And it costs you two $200 to get that lead or whatever, your instead of 100, but it's still at 100 bucks for a lead. And that's a qualified lead. And if your next offer is very profitable, you're you're still doing well,

Greg Marshall  5:37  
well. And I think that's the biggest challenge with the service side, I was actually explaining this to one of my other friends that does marketing that only does on the service side. And I told him well, I typically prefer to do e commerce, even though a lot of other advertising agencies do not. And it's simple. The reason for me that I like it is because it's very cut and dried. So I spent X amount of dollars, I made this much back, and there's not very much discussion on is it working or not right versus a lead? Gen typically, what makes it challenging is you don't know how good of a salesperson or sales team they have, how good their sales process actually is. Yeah. Do they follow up to like there's there's too many things that the easiest person to blame with lead generation is the marketer? Well, yeah,

Blake Beus  6:21  
as a as a media buyer agency and things like that. You have to make sure that those back end processes are working, and you have almost zero controls, and you can drop hints, and you can say, hey, let's dial in this back end process. But if they have someone on the team that's like, Nope, we're good. Everything's working great. And you know, it's not Yeah, you're going to get blamed for spending their ad money. Yeah, when they're not. They're not capable of closing the deal.

Greg Marshall  6:50  
And they'll typically say, well, these leads aren't very good. Oh, yeah, blame the leads. But here's the thing. I'm a media buyer, but I think, slightly different than most media buyers. And the fact that I started reverse, meaning I originally came from the sale, right? From the sales side and running sales teams. And if there's one thing that I know, is that sales teams are full of excuses, when it comes to what sales sees want is they want to call someone on the phone one time, have them answer, have their credit card ready and buy the most expensive highest commission product possible. But if that scenario doesn't work that way, immediately, the lead is bad. Yeah. Right. And I know that and so anytime I hear that I almost will view the business like, Hey, I've heard this story before. Right? Every person who's selling will always say the leads are not very good. If they're not buying

Blake Beus  7:50  
instantly, right? Yeah, well, it's so it's so interesting, because I've been on sales teams. Before when I was going through college, I worked, worked in sales, and it was pretty easy for me to fall into the mentality. When I started that the person over there that is consistently number one, or number two for the month in sales, and I'm over here like number eight, out of a 10 person to it was easy for me to fall into, well, they're just getting all the good to get the good leads. Which was stupid, because we had a bucket of leads. And they were just pan it out. They were just handed out because they were from lead forms or whatever. And we had to follow up. Yep. Turns out I was the problem. Yeah. And I needed to get organized with how I followed up with people. And then I started consistently getting up to the number two number three spot. Yep. But

Greg Marshall  8:42  
that's that's really typically the case. But with that being said, there is times where there are times when the leads are really not qualified. Sure. And coming from the sales back on, I remember that too. Like we're, if I have a list of 10 leads, I never was of the belief that it's purely a numbers game, like sales managers that I've worked with before in the past are like, it's just get on your phone call any phone number. And if you call 100 times you're close, whatever. And I always thought, Well, how do I get them a little bit more pre qualified to where like, if I if you're going to sell something that requires you to have a bank account, which I've run into this before, and I'm talking to a person who doesn't have a bank account, they're, they're not qualified, right? Doesn't matter how good of a salesperson like that lead technically is not qualified. Or it's the same people in real estate. You can't sell a home to someone has a 100 credit score. Yeah, right. Like it's just it's not going to work. They do have to be qualified. And so I do I do like their process of taking it one step further. Implementing the they're paying for this, you know, integrative approach. They changed the language, they changed the offer, and they started to get an increase in leads and one of the big things that they were talking about is don't necessarily worry about the cost per lead, worry more about the qualified lead coming in. Because you can get kind of fooled and to going after cheap leads, but not they're not really qualified.

Blake Beus  10:14  
I mean, you want cheap leads, it's so easy you get leads for 10 cents a lead, if you don't care about qualified leads, it's very easy. It's very, very easy. And, frankly, there are unfortunately, marketing and media buying agencies out there that that's what they do. And they just kind of burn through clients. And they, they their case studies are oftentimes like, these guys were paying $50 to Lea, we got it down to $1.50 per lead. Yeah. And they brag about that they sign up a new client, they spend a bunch of their money they make they make the agency makes a bunch of money over the next six months or a year, they usually try to get them to sign some sort of time period, long term contract, and then they burn through that. And then they move on, they move on to the next thing. And I don't think those types of companies are more media buying agencies as they are sales teams that sell their services. Exactly better than they do anything else. Yes. Yeah. They're they're essentially just better salesman. Yeah, than another for their own products. Yeah, yeah. And I, you know, you know, you could have an argument for that, which is, it's just not good. As far as like, if you're truly trying to grow,

Greg Marshall  11:26  
you got to get a good qualified leads for them to grow. And I just think this approach is slightly different. Also, in this case, it was a locally based company. So a smaller market, but I still think like, if you focus on trying to get more qualified leads, which does from the media buying standpoint, you almost do have to train the business owner, you have to be okay with a high because it will cost you more, there's no doubt about it. Yeah, it's going to cost you more than like, hey, just put your email in, versus fill out a little bit of a longer form. And prequalify your so there's no doubt it's going to cost you more. But you almost have to not be fixated on cost per lead. It's more of cost per sale, right. And if you can think of it more in that standpoint, you could get a little bit more aggressive. And you'll and you'll basically feel better, because emotionally, it's just tougher to go, Well, I got these leads for five bucks with this other marketing strategy. And then this, the current one is 150. But I'm getting sales with the one with 150. But getting nothing with the $5. But it plays a mental game with you because you're like, am I overpaying for leads? Right? And it's like, Well, no. If one is if they're buying thereby Absolutely not. And the math word Yeah.

Blake Beus  12:46  
And there's a huge, huge, huge commitment and self qualification difference between someone typing in their email address, versus pulling out their credit card, and paying 100 bucks for something that is directly aligned with your big your bigger offer or service or whatever that is, yeah, there they are, you're basically going to a big room of 10,000 people and saying, everybody who is a perfect fit for what I'm selling, raise your hand. And they're pre qualifying themselves, the sales process is easier because the people have already said, I'm interested, that's me, I want to buy, as opposed to you just giving getting everybody's contact info. And now you got to call them. Yep, so the sales process is easier. running ads is easier and less stressful. Because something like that you don't ever really need to scale up to $2,000 a day, $3,000 a day to make it to make it profitable. You could be very, very profitable depending on your business at a $200 a day ad spend or a $500 a day ad spend with just a couple of campaigns super simple, very, very simple structure, simple to manage, simple to keep an eye on simple to diagnose. Just it's easier all the way around. I'm laughing

Greg Marshall  14:04  
because I have a personal experience with this, which is in the beginning stages of like running ads for my personal services. I noticed there was one word that if you changed, it made a difference on the quality of the prospect and it's it's interesting because you would think one word wouldn't make that much of a difference like, like everything considered the same way or I'm saying the same thing. But I added one word and it changed who spoke to me, like the type of person that would reach out and that one word was I would say I did social media marketing. And then the second one that improves on social media ads. Okay, and one would attract someone that was more like beginner stage, looking for organic Anik type route, how many times a day do I post? Right? That kind of an audience? And the second got, and this is my fault, right? It's, I didn't clarify, because really who I services people who run ads, right. And so I might, but social media marketing technically falls under that umbrella. But that's not what the consumer notice, right. Here's

Blake Beus  15:23  
what you're getting in. And again, it's it's a pre qualifier, yep. If someone looks at that ad and says, and it says, you know, Greg Marshall helps with social media ads. Yep. And they think, oh, that's for me, that person already has an established business. Yep, that person is already making sales. That person already has a product or a service or whatever, probably already has a website. Yep. All of those things, which you can't help them with their ads, if they don't have the exact, exact. Whereas if it's social media marketing, they might just have like, a couple of social media accounts. And literally no website, no ads. No, no, even registered business probably not might not even have a business bank account.

Unknown Speaker  16:09  
Exactly. And that's just that one word made a difference on because I was sifting through things like, why is it that this campaign that looks exactly the same?

Greg Marshall  16:22  
Is getting me who I want. And this other one is not. But when I say the same, I'm talking like the same video that I mean, everything is essentially created equal. So what I finally noticed on one campaign, I was using the word ad. And then the other I just left it out social media marketing. Yeah. And I was like, interesting. That's really all it is, is and then I started going back into my customer database. And people who came in through I had different forms. But they pretty much said the same thing. And the ones that came in through one form, closed very high. And they were all like, Yeah, I've been running ads, or like, they had that kind of a backstory. And then the other one was like, the I have a Facebook, and I'm thinking about starting a YouTube channel. And as you can see, those are two different types of people, one that has run ads, who we can serve and serve as well. And the other one is theirs, they have not made it to the advertising for yet, they're still kind of in startup mode. Those are two totally different people who can serve us. And we can serve as both. But we serve as one much better than the other. And it's much easier, and we can get them more profits. Like there's there's a much better alignment. So it's like, it's like a doctor, right? Like a brain surgeon could probably help anyone. Yeah, like anyone has like a health issue. But they're what they're really good at, is people who have a brain, right? Have a brain, right? Like, that's, that's what they're really good at. And so it's it's similar, it's like, you just have to focus on where you can deliver the best results. And like live right there. And I discovered that just with one word, and so to like wrap that back into this whole offer thing. Yeah, how they switch just the naming of the offer, and then had a price point attached to it changed everything, even though they're still dressing

Blake Beus  18:23  
the same horse, right. One thing I wanted to bring up about that is, is giving it an offer, giving it a name. And then putting a price tag on it makes everything feel much more tangible, even if it's just a digital deliverable. And what I mean by that is, if I if I'm going to have a free consultation call, I don't know what I'm going to walk away with gaint Well, I don't know what I'm going to gain from that consultation call. Even if I list out, we'll talk about this in this in this in this. I still don't know what I'm going to gain out of it. And it makes it easy for me to blow that meeting off or whatever. Right? And but if if it has a name, it's it has, you're going to get a download with it, you're buying it is much more tangible, like buying a shirt. Yeah. And so people who are a good fit are much more likely to take action on that. And it's going to be easier to upgrade them because they're a good fit for your service and service is going to benefit them and they've got a little taste of it. You only got to work with you on something and they got something out of it. Yeah. And I

Greg Marshall  19:31  
think that's that's a key lesson that I learned. And I remember I used to almost discount like, are people paying attention to the message that much. But that shows you they are right, because literally changing one word know made the difference between who reaches out who doesn't. Right. And, and I think that if anything, if you can take anything from the case study of lead generation, it's really focusing more on how do I repel have the wrong person and attract the right one. And usually, if you repel one, it will naturally attract the other. Right? And it's very easy to forget that because you get the feeling of a why want everyone? Right? There's this fear. I want everyone I might miss out, right? versus saying, Hey, we don't really want to work with these types of people. We want to work with these types. Yeah. Right, because they're the ones we could actually help and help successfully. Right. And the other point that they made in a case study, which really resonates with me, especially early on in my career, even in fitness, fitness market doesn't matter. The ones that like they, they associated, like, you can almost train people to be like Groupon buyers, where they're never fully committed. And so even if you get them, they don't stick around long. Like they're they're gone quickly, right? And that's not really sustainable business. No, you have to have people who stick around for a long time. And that really resonated with me, because I was like, Well, if you get the right person who already fits that mold, you're going to keep them. Yeah, for a long time. Because it's like, you're like you said the word alignment. Your line is like, perfect. So therefore, you're both going into this kind of knowing, like, Hey, this is a long term play here. versus the other. You can attract a person that's like, Yeah, I'll just like dip my toe in and kind of see how this works. Yeah. But I'm not really that committed. Yeah. So it's kind of like online dating. Right? Where people are, like, they're not really even committing because they haven't even met you in person yet. Right? So just by saying, yes, on Tinder, or whatever the other apps are now, that doesn't mean there's any kind of commitment. It's very like, yeah, that sounds today. Sounds good. And if I have absolutely nothing else to do tomorrow, I'll meet up with

Blake Beus  21:54  
it. I mean, swiping right, is a much.

Unknown Speaker  21:58  
It's not even really a commitment, but actually showing up to go to coffee or whatever is is and we want those people. Right. Will that show up to coffee? Yeah, knowing we are meeting this person with the intent of potentially pursuing a relationship. Yeah, versus just, you know, swiping right or doing the group or I'm just gonna put my toe on there and see

Blake Beus  22:22  
you bringing up Groupon gives me another thought. I think this is a potential trap people could fall into if you're not careful trying to implement this, in that. The big problem I see with Groupon is the offer the product is literally just a discount. Yeah. Right of something that someone might buy anyway. And that's why people buy Groupon. And then they never go back there. Again, no matter what Groupon says, that happens all the time. And you can talk to any business, that's lunch, a Groupon deal. That's almost always exactly how it works, you get a bunch of people come in, because you gave them a discount, and then you never see them again, yeah, you might get a couple, but the return rate is very, very, very small, because they're used to getting the discount that deal or whatever. I think the trap would be to do something similar. We have a product or offer or a service that is $500. Yeah. And so now we've bundled this, given it a cool name and everything, and given a $99 price tag. And now it's just a discount. It's not, there's no plan behind that. There's no larger offer whatever, we're just, we're just giving a discount, and you might make the sales. But again, what you're doing is you're you're you're pushing everything to be profitable on the cold traffic right up front, when that really just needs to be your lead gen. So what I would definitely not do is take an existing product or offer and discount that and try this strategy with it, I would come up with a new product or offer that is less effort for you to deliver and execute on. So you don't have to dump a bunch of time into it. And fits in between your offer that you really want to sell them and someone that's never purchased and make it this inbetween thing. Which is exactly what this particular company did, right. It was a brand new kind of thing to execute on it. They literally just have to do the consultation call and then maybe make some notes and then send them the PDF, because I'm sure it's all templatized and everything. So the execution and delivery of that is super easy. Yep. And it leads directly into the next product. So don't fall in the trap of just taking something you have existing discounting and giving it a cool name and thinking the strategy's gonna work. It probably won't

Greg Marshall  24:42  
Yeah, and I just for me, personally, I found I have resisted I know the value ladder works really well for a lot of people. Especially in E commerce, I think Congress where it works big time, but I found that I'd much rather Do something how they describe like, the free consultations almost package different. And you have to prequalify by paying, then even just trying to consistently discount things. And I just feel like you train the audience to behave in a certain way. That's not really what you want to know. Right? And especially, like the complaint that I consistently will hear from people when they're generating leads. These people don't have any money. Right? They'll say, I'm talking to nothing but broke people. Right, right. And I hear this, like, a lot. Were there like, and I think the offer could fix it. Right? Because it's about what you're saying. Right? And I, what I've noticed is there there's a correlation between where that business owner is sending that person, what they're saying. Yeah. versus, like, if they're making it sounds like they're not repelling people. Right, right. So for an example, if you just say free anything, well, you're going to attract the person that's just into free. But if you repurpose or make it like, it's almost in sales, you call it the takeaway clothes, right? This is only for people that can do X, Y, and Z and are really serious about their health. And if you're not very serious, we don't really want to work with you. Because we only want community, right? Like, what that kind of does is it causes the person you could call it a takeaway, close, or ego close, it causes the person to say, oh, no, I'm serious. Yeah, and frames them into now I need to take serious acts because I need to save face,

Blake Beus  26:40  
right? I think it does. It does two things, right. Because everybody's on the spectrum of I'm committed, and I'm not committed and everybody's here. And a closed like that basically forces people to either say, I am actually committed as this mental kind of I'm committing to this. So it shoves them further to the commitment, or people that are a shoves them further away to the non commitment. And really, that's what you want to do with leads, is have people self select and self filter, so that when you do get on a call with someone, they are much, much, much more likely to be committed, number one, because they're a better fit. And number two, they've already kind of pre committed because you told them this is only for people that are ready to commit. Yeah. And they're like, I'm ready to commit. And it's, it's, it's a psychological thing that helps with motivation. And and it's great, yeah, I'll

Greg Marshall  27:27  
take an action. And I think it takes me back to setting appointments for personal training, where the I would always so when I started closing more, was when I would talk to the the prospect who was going to do a free fitness assessment. That's right, Jim called it. And I would say, All right, so they will say so is this totally free. And I say, it's totally free, what we do is we go over all of your goals, and then come up with a step by step gameplan, on how you're going to achieve those goals, with the strategies that we're going to share with you now. At the end, I am going to show you our personal training programs and pricing to see if you'd like to move forward with that. And I would throw that in there a purpose to let them know, this is not going to be a surprise attack. Right? This is literally I'm telling you right now, I'm going to offer you my goal. And sometimes people will say, Well, are you going to sell me something? I would say, Yeah, my goal is to sell you on personal training. That is my goal. Yeah. And because I think it works, right, those people that would show up, we're already framed, like,

Blake Beus  28:32  
I know, this is going to cost money. They've already kind of committed to that versus in my beginning stage of the career, I would say Oh no, it's totally free. And I kept getting people that would just come in, get the free workout and say let me just go home and think about this. And just that small like it's not a lot like it's not like I changed my entire brands in I just literally would tell them at the end I'm going to show you programs and prices. Yeah. And my goal is to get you enrolled in one right and that would make people that aren't that already know they're not going to commit or already know they're probably not going to buy they're probably going to not they're much more likely to not schedule that free consultation which is fine. Yes. Because great because you're not a good fit for one another anyway Yeah, nothing against those people at all. It's just much more straightforward and clear communication and all of that stuff. So that people know what they're getting the whole surprise sales thing I still am floored when companies and salespeople try the surprise tax sales thing

Unknown Speaker  29:37  
is or mislead you Oh no, I'm

Blake Beus  29:39  
not trying to sell you Oh yeah, I'm not trying to sell you and then and then you you sit through their presentation and and you're just like oh my gosh, I gotta well and you know it's

Greg Marshall  29:51  
funny you know how I discovered to use this was it was actually by accident. Well not I guess not by accident but through pure frustration, okay, me and my friend at the time. And an ex business partner when we were running the personal training companies, we had a blast, by the way. But we this is how we discovered it. I should give him a call after this podcast at times you remember.

Unknown Speaker  30:17  
So we, the way we discovered it was we were constantly getting pounded by the like upper management. You need to have more appointments on your schedule, like this is a numbers game, right? So, of course, being good soldiers, we want it to follow suit and do what they're saying. So he said, Alright, great. So he and I went out, and we set so the just the, you know, the average daily amount of appointments, you would get in this location was like maybe three or four historically, right? And we set and one day, I want to say it was 15 or 16 appointments split between two people. These are our long presentations, by the way. So we got in like six o'clock in the morning and work all the way to like eight or nine. And we were like, couple people that show up. And the people that did they showed up lay and in all we did is we just tried to get as many appointments as possible. We went through all of those and close zero. Okay, I want you to think of the this is on a Friday on top of that. So we're young, it's Friday, we spent our entire wasted our entire day with a bunch of unqualified prospects, people with no bank accounts or no intent. By right. At the end, we went on looked each other in the eye, we were exhausted. We were like, completely, like, what did we just do? And we followed the advice, right? That night, we sat there, we watched the movie. And then we started like game planning. We said, You know what, let's not take any appointments that aren't pre qualified, like this is tell him straight up. Like, if you don't have a bank account, if you're not interested in really getting in shape, we're not setting an appointment, right? There you go, we did that. Okay, we started only scheduling two or three appointments a day. So we had more free time than ever. So you're

Blake Beus  32:12  
a little bit below average number of appointments per day,

Unknown Speaker  32:16  
we beat the sales record in that location, using this strategy. And then what happened was, we both got promoted to new locations together. And they kept saying we just ran the same play, we would so everyone else that was in our market was setting 10 appointments, just wasting their time all day, meaning it would show up, we'd have one appointment in the morning, one in the afternoon, go to the pole right after an A and B top and sales.

Blake Beus  32:44  
So your your sales, you have more free time not only to have more free time, you have more time to prequalify appointments, I'm not sure how you but you guys getting your own appointments. Yeah, so you have more time to get your own appointments. Because the other problem with packing yourself with appointments all day long is I can't get new leads with that kind of model. So if I do eight appointments a day, they're eight hours long, where am I going to get tomorrow's appointments from or the day after? That's appointments. So you guys actually have more free time, more time to qualify leads and get good appointments scheduled. We're trying to follow up with people that legitimately couldn't come for legitimate reasons. And you're beating all the sales records.

Greg Marshall  33:20  
And we had a whole lot more fun because what we started doing, we made a game out of which is like, how little of appointments can we get while smashing the goal?

Unknown Speaker  33:30  
So we would try to precisely look for someone and we sat down I still remember we sat down in the office. And we wrote out okay, what does the person that pays the most always look like what how did they approach the gym? How can you tell why their body language, and we literally figured it out. We were like, they were these types of clothes. These types of sneakers, they're about this old, they usually come in around these times. They have a body language of like they're unsure but scared and intimidated. And so you had to talk to them in a certain way. We always waited till they were walking on the treadmill to approach them. Like we literally came down with like, precise formula.

Blake Beus  34:15  
So you're not necessarily interrupting their workout because they're walking they're still but but they they aren't moving between machines. So they came to you like you're like oh man.

Greg Marshall  34:28  
And we just we just figured this out like we just dialed in and like Okay, and so we're cold approaching people just so you know, these are people that are not in on the point we're straight up cold approaching and we figured it out and it became so easy that we will be like alright, so we would call them by numbers of the size of the contract. Because we because we just knew like not that they weren't valuable as a person. We were labeling like that right there is the perfect like if we're trying to sell someone to come use our training. We need them. If they if they're gonna get result, they need to train now one time a week, ready to train with a trainer three, four or five times a week, right? So and the size of those contracts were like, they'd be like $4,000, where we'd be like, that's a 40 100 right there, just

Unknown Speaker  35:15  
wait till she gets on a treadmill, talk to her, set an appointment, she comes in what she did for you. And we just would repeat this. And that's the lesson that I learned in sales, where it's like, you can have 5000 leads a day. But they're not the people, you can serve the best,

Blake Beus  35:33  
right? So and they're not gonna stick around, even if they do sign up, they're gonna stick around less whatever your model is, because they're not a good fit. Well, it's worth putting all that time and effort to dial in, who's a good fit, it's you just have way more energy to because if what's more fun, it's more fun to run your business when you're making money.

Unknown Speaker  35:54  
Exactly. Then spending your entire Friday as an early 20 year old for 16 hours and literally making $0. And then even worse, I don't you have to call your boss and say, Jesse, you know, we had 16 appointments today and we sold zero,

Blake Beus  36:12  
as opposed to calling your boss and saying just so you know, I have three appointments today. Close, close, all three of them. I'm already on

Unknown Speaker  36:19  
Friday night later. Hope you have a great day. So that would make the boss happy too, because he made money off of what we show. So I think it was it was a strong learning lesson as far as always prequalify people know who you're actually going after and be okay with having less leads. But more sales. It's almost like there is a correlation.

Blake Beus  36:44  
Yeah, definitely. All right, let's wrap this up. Greg. How can people get in touch with you

Greg Marshall  36:48  
right And you can book a free strategy session and Blake just like you start calm and you can reach out to me there. All right till next time.


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