Why mindset marketing is winning right now. EP-029

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Transcript

Greg Marshall 0:00
We'll find the offer. All right.

Blake Beus 0:04
All right, let's do it. Here we go. So Well, I mean, we were talking again, we say this every time we were talking before we turned the camera on to record this. But you were saying a lot of you've had a lot of people reach out to you. In regards to lots of things, but one of the things you've bumped into is having a too complex of an offer. Yes. And like, what what do you mean by that?

Greg Marshall 0:31
So what we tend to do, is, we overthink probably coming from my sales background, it's like overselling, you think that you have to sound massively complicated for the person to take you serious, you're right, instead of just dumbing it down, okay, and having them understand what it is you're trying to communicate right away. And so I find this a lot where headlines are written, or things are written more so in a complex way where the person, the regular person you're trying to reach may not actually understand what you're trying to communicate. So they may be interested, okay, but then they don't know what it is that you're offering. And so I was talking to a client a few days ago, as we were, we were saying how, when someone lands on their page, does that first line, immediately tell me what, essentially what the promises? What am I going to get? Right? And when you know, and I had mentioned to to us before, before we start recording, and you're like, Yeah, I'm not really sure what that is. And I said, Exactly,

Blake Beus 1:42
right. Like, the headline was something and this is from my perspective, right? So the headline was something along the lines of buy this thing. So you can be in the top 15% of graduates from this technical school or something like that. Right? Like, and you said, What does that mean to you? And I was like, I mean, I don't know if the top 15% means anything yet to me, like, what? Why am I going to this school? Am I going to the school to be in the top 15%. And this was, like a school that trained people for a career, right? It wasn't like a university or whatever, whatever, where you needed to get a scholarship or something like that. And so it was like, I was like, do I even care, I probably just care about passing and getting certified. Exactly. And not having to, like, lose money in the process or lose a bunch of time in the process or something like, that's more important to me than being in the top 15%? Well, right,

Greg Marshall 2:45
you got to think that's probably most people. Right? Right. So it's similar to if I go to college? Well, do I want to be the valedictorian? Or do I just want to be able to get a high paying job? Yeah, graduate. And I would say,

Blake Beus 2:56
most people, most of your customers, like if you're running a business, most of your customers, they don't care about being the valedictorian. There's only one of those Yeah, right. And that's a very small audience.

Greg Marshall 3:08
And it's usually actually not the students, their parents, right. And, and it's

Blake Beus 3:13
a hard promise to deliver. Like, if if I have a product or something that's like, I'm gonna make you literally the number one lawyer in the United States. Like, that's a tough delivery, but most lawyers don't care if they're number one, they just want to have a good income they want to see and succeed or, and help people in their targeted area or whatever, like, depending on on that industry. You've got to put the time and effort in there. And we've talked about putting the time and effort into your copywriting. But we haven't talked specifically about confusing offers.

Greg Marshall 3:45
Yes, yeah. And what here's, here's like a little formula that you could use to simplify it simple, though, is best. Right? So your first line should should answer the question that's in the customer's head. For example, one of my clients sells fitness and it says, Are you struggling with losing weight and getting into shape? As soon as you read that, you know, what this is about to be? Right.

Blake Beus 4:14
And you You're, you're making the reader self select? Yep. Meaning in their head, you're making them raise their hand and say, Ooh, this page is talking to me, or this page isn't for me, I'm gonna go somewhere else. And that's fine. You want people to be able to very quickly make that mental decision and qualify themselves, yeah, qualify themselves. And then once they've done that, the correct people will keep reading and those that aren't correct. We'll leave we'll leave which is what helps you like hone the algorithm, all these other things, like depending on how you set up all of that, but we don't want dive into technical bits too much. But yeah,

Greg Marshall 4:50
I think the biggest thing you can do to make a better impact with your offers is ask a question that A customer is most likely asking themselves, okay, right, yeah, and then deliver some level of a promise and some timeframe. So if you could say, because you're essentially you have to send an or sell an end result. Yeah, you can't just sell like, you know, kind of a vague, you know, a vague deal. So, for example, if you say, Are you struggling with losing weight and getting into shape, etc, etc, this program that I'm about to share with you will be able to get you 60 pounds, right? So it's a concrete, you know, number, and then a timeframe and the next 90 days, right, so now people can go, yes, they can answer the question, yes, I'm struggling to, you know, losing weight, then the next question they are, the answer they can see is, I will lose 60 pounds. And in that timeframe, it's going to be 90 days, so they can actually go Alright, so I'm actually buying 60 pound weight loss and 90 day. Yeah, right. And then under that a sub headline you would then go into is, how are you going to deliver that that's when you get into the more logistics of the program has this program is that you know, set cetera, and then you go into the emotional triggers, right? So then you would then talk about the 60 pounds and how it's negatively impacting your life, and why you need to lose 60 pounds, right? But that's how you make an offer. It doesn't need to be crazy. It just needs to be simple to understand. And the consumer needs to know what I will get the end result. and in what timeframe, right? If you can ask a question, give what end result they'll get and then a timeframe. That's a form of yeah, that's, that's because it's easy to understand. And if you look at what we all purchase, when you go to a website, or wherever we buy, we tend to go through those, like checklists. Yep. Right? What am I actually buying? Right? And it all starts with that main, the main headline, right? Like, it all starts there. And that headline needs to be simple to understand. Now, that doesn't necessarily mean it needs to be short. Yep. Right.

Blake Beus 7:12
I've seen some long headlines that work really well. But it needs to be a simple concept. Because if there's, if there's confusion, the default response is no. Yeah, right. And we want the default response to be yes. Or a maybe yes. And they can continue further to see what that yes is. But if the default response is no, ie, if it's confusion, then then then you're not going to you're just not going to get those conversions. Right, exactly. And it's, it's not to go down a completely different path. But this is something that sits very much in the realm of behavioral economics. I don't know if you've studied that a whole lot, or looked into that a whole lot. But I'm a huge fan of the subject. And it's massively interesting. But if we can just make these offers simple, so the default is an easier Yes, than the default being confusion, right then and there, you're going to get, you're just going to get better results, better customers, better clients, whatever. Now, we talked about weight loss, because that's a very easy to kind of layout layout that works. And so you might be thinking, okay, so I do I do titles for mortgages, right? Like, how do I how do I do that? With something like titles? And it's actually the same thing? Who is your client? And customer? I don't know. It's not about titles. I just picked up an industry I thought was boring. But like, is it? Is it real estate agents? Is that loan officers, whichever those issues are, and he talks about, what are their biggest issues that they might have with existing title companies that they've worked with before? And then you say, Okay, are you struggling with this? Yep, we can do this in this amount of time, right? And then you go down there, and you have the book that call and chat with you or whatever, right? Well, let's

Greg Marshall 8:57
even break down what you're saying. No matter what industry you're in, all you have to do to simplify is think, what is what does the consumer want? What's the end result? Right? And then you can say, How fast do they want? Right? Like, do they want it? We pretty much know the answer. Yes. Yeah. But how fast they want it which, which means you can compare it to the rest of the industry you're competing with, and can you get that accomplished in a shorter? It's all about shortening how long someone needs to wait for. Right? And then what is the main like problem that they're they're struggling with? Right? So if you really think about the number one pain point, so let's let's take a title company, right? So a title company, the consumer is probably overwhelmed with, you got to talk to a loan officer and a title company or escrow officer and you got to talk to a real estate agent. And there's all these moving parts, right? Well, what they don't want to do is have it consumed their entire life on it because They also have a family kids work all that, right. So that's what they don't want. So if you can communicate, this is a bit, you know, are you feeling overwhelmed with having to deal with 10 people and your real estate purchase? There's a question, then you would say, we offer a simple solution that can get you to only talk to one individual so that you don't have to do all the backend work, right? And we can close on your house, and 90 days, because that's what most of our clients are closing. So you follow the same formula, right? Are you feeling overwhelmed?

Blake Beus 10:36
Then you tell him, You know what the problem we're gonna solve? And the timeframe? Yep, you do that for any industry, that will work. And of course, you have to make sure you can deliver what it is you say, just say, hey, in two days, we'll close your home. And you'll never talk to anyone, and it takes time. Yeah, and it doesn't always have to be like a question, right? The question is the easiest one. So if you're sitting, if you're sitting down to brainstorm some ways to simplify your offer message, it's usually easiest to start with a question. But it's very easy then to convert a question over into a statement, right? And that, so if you're like saying, Are you feeling overwhelmed with not being able to close on your home faster? You could be, you could just have something simpler, like, close on your home faster than industry standard? Yep. So you took that question, you turn it into a statement. And then you can add one of one of my favorite tricks is to add something like, which means in your head, at least, which means you'll get in your home faster, and you'll be able to enjoy the new home that you've been trying to purchase, right? So you can add these kind of little tricks and things in it, like I said, doesn't have to be a short message. But it just needs to be clear on what they're getting. And to be honest, I've struggled with this in the past, I'm not just saying, Hey, do this, because I've got it all down, and I'm a guru, and everything's perfect. Everybody struggles with it, like everybody does. Because it's so much easier to overthink. Yes, the offer message and everything. But if you can simplify all of that sit down, spend some dedicated time to just thinking about your headline. Yep. And you'll be good from there. And I think a bonus tip would be to take sit very similar headlines, or maybe rework that headline and use it in your ads. Yes. So they're seeing something very similar in your ad, and then on your landing page. And they might even just be a rewrite of the same sentence. Exactly. It doesn't have to be something super crazy. It could literally just be a rewrite of the exact same headline, just maybe switching some of the words around or making it a little more concise or something.

Greg Marshall 12:33
Exactly. And I think the key thing is to what key words, ask yourself the question, what key words does the client need to hear? To identify with the statement? So it could be a question, it can be a statement can be a one liner can be a paragraph, but the key and you'll notice this in copywriting, they always highlight in the writing that key word that means the most to the consumer. So if you write a statement, you know close your house faster than industry standards or whatever it usually says like the highlight of words and close faster. Those would be the two Boldin, or words in italics or whatever

Blake Beus 13:15
bolded, highlighted, italicized, they underline something, you can call those out different color. I've seen that I do that on my site and different color. Yeah, my headline is all in kind of like a black except for my key words are in a blue that stands out, right.

Greg Marshall 13:28
And so that's, that's really all you're trying to do is hit the key, what key words? Does the client need to see or hear in order for them to self identify, right? And if you can do that, then you have a stronger offer. So simplifying, what you're putting on your landing pages to give those kinds of, you know, promises, and end results and timeframes. They're game changes, because what you do not want to do is make it complex where someone has to do what Blake did before this recording when I told him a statement, and the fact that he even had to wait. That's the even that's too long, right? Well, yeah. Well, you've already lost most customers, if they

Blake Beus 14:14
have to say and put their you know, because they're thinking that like you've already lost lost. You've lost them. No, it was the other thing I would talk about is I want to talk about some like hard numbers, I've seen a good headline change and increase the conversion rate 20 Sometimes 30% Right. If you think about that, that means by changing a headline your ad spend is 130% more more efficient, right? Like like it's it's more efficient. You're getting leads for less money because they're converting better on your page. Even though you haven't even touched your ads or changed your targeting or done anything with your budget. You just change the headline. Yep. And it makes it makes your your cost per lead. You'd go down, it makes your profitability, your row as go up, it makes it make can make everything easier. And so it's, it's a good place to start to spend an hour to try and figure that out.

Greg Marshall 15:12
Well, I think to something, especially early on, I used to believe the mistake I used to make was I used to believe the headline and the hooks and the ad copy was overrated, in a sense, like, can you really see a difference? Like I don't know about you, but early on that that was always something like really just like changing a one sentence thing could bump it up 20 30%. But then once I saw it in action, and notice, like, wow, this, this does make a huge difference, then I started to take it a lot more seriously. And that's where I want to encourage you guys to really think through what you're going to say, once you get in front of that perfect person. People spend so much time in researching the perfect person to get in front of right the target and we obsess about all that. But then it's like, but what do you actually, you haven't put any investment into? What are you going to say to him? Right? When you like if you're looking for Mr. Perfect or Mrs. Perfect, your future husband or wife, and you have this all dialed in. And then that person stands right in front of you. And then you're like, Oh, I haven't even thought like, what do I ask him? Do I even say hello to him? Right? Do go on a date. Like, if you don't think of any of those, you'll miss even if you have the perfect person in front of you. It's not gonna

Blake Beus 16:34
work. Right? I would say it's more important to have a headline that works for someone who's not exactly perfect. Yep. than it is to find the perfect person and market to those people without putting a whole lot of effort in the headline. And the reason why is the not quite perfect person audience is much, much, much bigger, and they can still benefit from your product offering or service. But maybe, you know, maybe the perfect client or customer could see maybe a 200% increase in whatever results looking at, but the not quite so perfect person only gets 170% increase in whatever results you're helping with or whatever. That's still a win for them. Yep. Right. And that audience is much, much, much bigger. So if you can figure if you can put time into making that offer, simple to understand and easy to take action on, it's going to actually have a much bigger impact on on your bottom line than trying to identify the perfect person. Yep. And going through that exercise. Now, have you have you seen people go through this brings up an interesting point. We've seen people go try to tell people to go through this, you know, ideal customer avatars or worksheet where they try to figure out all of these things. What are your thoughts on this? I have I have my own thoughts. But what are your thoughts? Yeah, I have exercise as a practice.

Greg Marshall 17:51
I think as a practice, it's good to clarify who you're trying to talk to. But it can also limit you to how how your marketing, right? Because it's almost causes the paralysis by analysis. Yeah, where you can be like, yes, well, I'm talking to Joe, who's 39 years old. You know, $82,000 a year and it goes golfing on Saturday. It's like,

Blake Beus 18:16
I mean, we could get probably a little bit too in depth on that. I think the better way to approach that would be a customer avatar mindset. What is the mindset of the person that you're trying to go after, for example, I like to use hip hop, right? So if you think about hip hop, and targeting people that are interested in that hip hop, traditionally, people may think of African American, right, but that's not the whole market, right? Biggest buyers of hip hop music are actually Caucasian. Oh, really? And most of you will know that. And so when you think about it's like, well, then if you only spoke to African Americans, you're literally missing out on the largest port. Right? And so if that was your customer, yeah, if that was your customer Avatar was was that, you know, you're you're talking about maybe city location, ethnicity, things like that. And that's your avatar, you're writing ads directly to that one person instead of considering what are what did you call not the behavior, the mindset? Yeah, the customer avatar mindset. A customer avatar mindset is much more important than maybe their demographics are. Yep. And I think it's, it's, you can get caught up and what you'll actually shortchange though, so you could make an ad that's perfect for, you know, for Joe fits that match that you want. The problem is that market may only be so big, right? So you might there might only be a couple 1000. Joe's out there in totality. So unless you want your market to be capped at that, or maybe your price of your product is really high, which that's okay if you have a really high priced product, and you're really just saying like I want 1015 Like super high paying customers. The customer avatar thing could be a Good idea. But if you're someone that's, you know, really trying to make hundreds of 1000s and millions of dollars, your price point is, you know, 5060 cents. You have to expand that massively. Yeah. And so that's my thought on that, what's your main thought, honestly, I'm a lot in the same line like I, I have gone down the road of creating the avatar, even putting like a picture of that I found on like a stock photography website. So I could visualize the person and write copy to this to this person and gone through the whole exercise of writing to a specific person, which I don't think any of that is bad. But it can cause you to overanalyze and overthink all the things and think too narrowly. But I never could put my finger on what a better methodology would be literally until you just said, it's more important to do to understand an avatar mindset and do a mindset, you know, exercise of saying, okay, my ideal customer, maybe I don't know, their name, maybe I don't know, their demographics, age, income, whatever. But I do know that, here's what they're struggling with. And here's how much relief they would feel if that thing was was solved for them. And here's what they would be doing with their time or money if they don't have to waste it on this thing that they're struggling with. That the mindset of the Avatar not only gives you broader, larger audiences, but it also helps you maybe avoid some of your unintentional exclusions, exclusions, yeah, you're unintentionally excluding people, that would be a great fit for you, because you've got all of these demographics that, at the end of the day, don't really matter quite so much the hard demographics that are easy to think of like, gender, age, income level, ethnicity, location, those things aren't as important as they used to be. 2030 years ago, from an advertising and marketing standpoint, you used to have clothes that were specifically for one gender or the other. And now those lines are blurring. So if you make a clothing line that is specific to just one thing or another, you might be losing out on some customers that would love your product. Yep.

Greg Marshall 22:19
And I think to mindset, also helps you write better copy landing pages offers, because when you think of someone's mindset, you think of like, for example, you can go someone you know, like, in my business, a business, that's just starting out their mindsets a lot different than when scaling, someone going from 100,000 to a million a month is going their mindset is totally different. They're not trying to survive, right? Their mindset is, we're trying to maybe grow so large that we can get bought out and have an exit, right? That mindset, if you make an ad that says Do you need help with your marketing advertising, to be able to become a little bit more profitable, that may not hit with someone trying to sell their company and go from 100,000 to a million, but that will actually hit on someone that's in the beginning stages? Yeah, just starting out, right. And so you really have to think about the mindset of the customer, because you will attract whatever that mindset is. And if you think about demographics, here's here's, here's the problem with, you know, Joe, who makes, you know, $400,000 a year and you're targeting, right, Joe, if if he's trying to scale one of his businesses up to a million a month yet 100,000, that mindset is different than the Joe it makes more $1,000 a year that's trying to get out of his current career and start a business, right. And you notice that's the same guy, right? Like, it's like demographic wise. So graphic one is the same guy. But his mindset is in two different places based on what his end goal is,

Blake Beus 23:58
and your offer is going to be completely different to each of those people. That's a good thought. You're getting some of

Greg Marshall 24:04
the thing about it. That's why mindset is so important. Because you could talk to the same person, same age, same income, same city, same everything, except they're in different mindsets. They might be starting a side hustle, or they might be scaling their business to a million a month. Those are two different mindsets, although the the age and income and all that to

Blake Beus 24:25
say and what they want and what they fear or what they struggle with are completely different than

Greg Marshall 24:29
exactly and So, Mark, it's a mindset, not just to you know, I always forget the terminology, not just like demo, demographic, psychographic, market more to mindset. It's a mindset.

Blake Beus 24:40
I like that. I like that. That's gonna be the title of this episode. Yeah. I like that. So there's one other aspect I want to talk about before we, you know, wrap up here. Sometimes the actual delivered offer itself is too confusing.

Greg Marshall 24:58
Right? I'm actually working on a client where Right now, yes, simplify that.

Blake Beus 25:01
Right. So and so if you actually have an offer the deliverable if you know if it's a physical product, like what you're giving to them, or if it's a digital private is probably more common in coaching and digital products than others. If whatever you're giving them is too complicated, it's going to be very hard for you to write a simple, straightforward headline and copy on the page, because you've overthought the deliverable Yep. Like, what what do you recommend? You know, you said you've got a client right now, right?

Greg Marshall 25:31
So this is very, very common in the fitness space. Okay. Because there's, you know, there's so many diets, so many heavy lift, like, keto II cars, there's, there's so many everything's right. And what ends up happening is, the business owner creates like this powerhouse of a package, which to the business owner, it makes sense. Because they would want that, right. The problem is, you forget, you're talking to people in different stages, maybe they're in the beginning stages, they don't understand all the ins and outs of your business like we do, right. And so what happens is, we all we give them too much, and then they feel like they can't do anything, right. So what we're currently working with this particular client that I'm talking about, is simplifying it. So saying, like, this program, you're getting a drop off of people, because they have the same consistent complaint, they're either getting injured, or it's too much. What that means that is, this program is actually built for a different segment of that fitness community. So either get rid of some of these aspects to lighten the load, and simplify, don't have exact calorie mouse just generalize advice, and a little bit more generalized workouts, or simplify, cut out the program that is not for the beginner and then change what you're saying in your marketing to match the more intermediate. Right. Right. Right. And that's, that's how we're doing so essentially, cut out things that are unnecessary based on the mindset, your

Blake Beus 27:09
thought, yeah. And I think I think this happens more with businesses that are starting out or trying to hit a certain income level. And I say that because everyone kind of hits this panic threshold, where they start feeling impostor syndrome or whatever, where they're thinking, Okay, I've had some success, but I need to scale it, or I had a really great month, and then I had a terrible month. And I'm in panic mode. So I need to chase all of these different audiences. And then you make my audience bigger and bigger and bigger. So I need to have an advanced program and an intermediate program and a beginner program and a pre beginner program. And, and all of these are pretty free beginner program, and then a high ticket offer that's after all of this, because that's what I've seen Russell Brunson do, right? So a lot of those guys, a lot of those guys, but what what you've got to realize is when you're kind of modeling someone like Brunson are all of those. Like, that's how they're scaling from 100 million in business value to like 150 million in business value, and they have hundreds of employees, and all this stuff. That's not your scaling strategy. If you're just starting out, and you have a small, smaller business, and you're not even spending up to $1,000 a day on ads, that's the strategy that you don't need. Because the reality is, is even if I'm only targeting same only targeting people in America, America has what 330 million people in it. So that means at any given point in time on Facebook or on Google, there's probably 100,000 100 million people on those platforms right now. Yeah. And so when you're running your ads, the reality is, is you if you sell a product for $100, if you want to have $100,000 month, you only need to sell 1000 of those 2000 people, right? Yep, like that. And $100,000 month to business at this stage is huge. Yep, that is a huge thing for them. And you only need 1000. So so that you don't need to chase all of these different demographics, you really need to lean into whichever one is easiest for you to sell and deliver on and then scale into that. And then when you hit the point where you're skint, you've scaled into that, and you're super profitable, and everything's working great there, you can then start building out business systems or processes or teams to lean into these other areas. But but keep it simple. You're gonna drive yourself nuts. Well, and I've done that too.

Greg Marshall 29:34
Well, yeah, I think we all have and because we've all started at zero. Yeah, right. So we've all done that. And I think the what I found and I'm happy brought this up because I've never like actually articulated okay, but you should focus if you're not spending over $1,000 A day in ADS. You should focus on mastering one to two offers. That's it. Do not get confused with doing a billion different things, one to two offers. And that is it. And I'll tell you why I had a client that they sold, I was like two years ago, they literally sold one t shirt. And so 500 Some $1,000 a year, right one. And it was, we just sold as many of those teasers the only possible, and the delivery became very easy, because it's literally one t shirt, and you know exactly how many shirts you need to get exactly what print you need to have, and how much it's gonna cost to get out the door. And we also do our acquisition. Once you master that, then you move into a second and a third or, and the great thing about that we only we were spending, I want to say with him $400 A day or something of that. And we grew it to that. And we just probably still could have went even further. So it's kind of like, you want to think about mastering one offer maximum two in the early stages and do not get caught up in too many channels and too many delivery platforms and too many tools. And tumor, it's very easy to do too many, right? Just focus on one and master. You'll be shocked how far you can take a single offer, it knows a lot further thing.

Blake Beus 31:12
Oh, yeah, abs Absolutely. And here's the thing. The other thing that I've seen people do, and I don't think is bad strategies, maybe something to think about, I see this a little bit more in professional services or whatever. But publicly marketing wise, you have one offer. Yeah. And then when you get those customers in the door, you can talk to them about the other offers. But up front, you just have the one offer that gets people in the door that's very easy to market to it's profitable with your ads, or it gives you cheap leads, or whatever. And then behind the scenes, when you actually talk with someone, you can say, Okay, you actually would really benefit from these things. But it gives you the time to have that more complicated conversation. And that's why I say it works a little bit better with professional services, think about, think about a lawyer, right? Like there's so many things a lawyer getting clients has to explain to the clients. And if he tries to explain he or she tries to explain all of that in their advertising materials and on their landing page is not going to work, it's totally not going to work. And so what you need to do is you need to have a very simple offer up front, get them in the door, and then have that more in depth conversation that you frankly need to have in order to to have them fully benefit from your services. You just can't do that publicly, because it's too much. It's too confusing. It's like drinking from a fire. Yes,

Greg Marshall 32:29
don't make the mistake that I've run into what I found a common error. And the very beginning of some of the business I've worked with, they're starting literally from zero is having too many things. Like too many offers too many products, too many, and constantly focus on building new products over and over and over again, versus trying to master just a few. Because what that does is I believe by focusing on too many things, you create your own overwhelm, right, like, and when you become overwhelmed, and you don't and you have limited resources. Like if you're starting a business, you really probably started with like less than 500. All right. I mean, nowadays, like back in the day, you had spent a lot more but nowadays, you get a side hustle going, but most people's budgets are like, in the very beginning, they got 500 bucks, they got $300. Now, that's that's it, right? So you need to be focused, one or two things, not 500 things because the the people that you're following are seeing which inspiration sometimes can can actually be negative. And the beginning stages, because if you look at some things where you see a company A they just did 10 million, I just did five minutes, it's 100 million, it's easy to try to mimic what they're doing. Even though you're, you're at a way different stage, right? And what that does is it'll it'll make you feel bad about yourself. Because you'll be like, well, how come they've got 48 products, and they've exited that 100 million. And I can't even figure out how to get one. Because I'm trying to do all these things, right? You're trying

Blake Beus 34:11
to do too many things that you've added. And if you think about it, especially when you're tight, maybe a solo business or a small team, every product you offer comes with a customer support overhead comes with customer question overhead comes with just like emotional and mental overhead. Whereas if you have just the one, you know, it's very simple. And you might be thinking to yourself, Okay, but what if it's the wrong product, and I can't sell it? That's like, there's so many people out there, the product probably is not the problem. Yeah. But it's easy to think that usually the marketing message or getting in front of the right people is the problem correct? It's oftentimes not the product. Plus, you can hone and tweak your product over time as you go based on feedback from actual customers and make it a little bit better. I do that with my digital products.

Greg Marshall 34:57
Yep. And I think too, you know, we Use Russell Brunson as an example because he is a successful guy. And a lot of what he's doing is the way to grow really large businesses. I think one thing though, to keep in mind is think about how all these guys have become successful not just internet marketing, guys, but this is overall right. You got Russell Brunson. Clickfunnels. He, I mean, he was pushing that super hard for I want to say two years where it was like, every single time I looked up, I saw he had challenges, but it was all said about one problem, you will get Coca Cola is Coca Cola soda, right? They didn't have Diet Coke back then. And Coke Zero and all these other branches of it. When they first began, they just saw how many Coca Cola was, can we sell the same product over and over again, and just look at a lot, you know, the Apple iPhone, right? That's basically what drives the sales of everything else, iTunes and the computers and all that they have one product where they really focused hard on and sold as many of them as possible. So find a product that you have that the market wants, that's a good product that you know how to sell. And only focus on selling as much of that as possible and become an absolute Be your own guru on your own product, you know, inside and out how to find the customer how to communicate what they get, and master it before you add more and more and more. That's that's crazy what I would recommend. Absolutely.

Blake Beus 36:32
All right, let's wrap this up. Greg. How can people chat with you? Greg

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