S2E8 - Mastering Diversification: Developing Profitable Revenue Streams

Speaker A: Foreign. Welcome to the Omazing Podcast. This is JD with LFG Media Group.

Speaker B: Hello. Hello. Michael Riley. Glad to be back.

Speaker A: Yeah. All right. Good to have you here.

Speaker B: I changed it up a little bit, man.

Speaker A: That's right, man. You got to get me out here more. Okay, so today, this is episode eight. Yeah, episode eight. Yeah. What we're going to be talking about today is how to craft an offer.

Speaker B: Right.

Speaker A: Um, and if you don't know what that means, then you're in the right place because we're going to go over it. And, you know, if you've never done any type of outbound marketing whatsoever, uh, you will soon know if you saw our last episode, which is about creating your ideal client profile or customer profile or whatever the hell you want us to use for C. Yeah. Um, the next part is crafting an offer so that you can go to market. Right, Right. And you can put it in email blast, LinkedIn, cold calling, all that good stuff. But if you don't have a compelling offer, who the hell is going to talk to you?

Speaker B: Right?

Speaker A: They're not going to talk to you because you're a nice guy, especially. You're like, you're fucked without an offer.

Speaker B: Yeah. You know, I'm in a world of trouble.

Speaker A: Yeah.

Speaker B: Yeah. But, you know, offers, the most important thing. Well, is icp.

Speaker A: No, they're all important.

Speaker B: Well, I mean, the offer is to me, you know, uh, uh, look who and what.

Speaker A: Did you want me to start the podcast or are you going to talk the whole time?

Speaker B: No, you've done a good job. We passed it over. There's a lot of pure. A little banter back and forth.

Speaker A: That's right, a little banter.

Speaker B: Yeah. But, um, no, I think the offer is, you know, it's the hook, you

Speaker A: know, like, our offer for the amazing podcast is hopefully we bring whoever's listening some valuable information.

Speaker B: Right. Spend some time with us.

Speaker A: We're not even gonna charge you for it.

Speaker B: Spend some time with us. We'll give you some real life, tangible uses of how you can go about doing it from lessons that we have done in those things that we do with our own clients. Right.

Speaker A: We've created some. Well, I should speak for myself here. Created some very bad offers that didn't work. Created some good offers that worked and some mediocre offers.

Speaker B: Alex Hormozi. Know the guy?

Speaker A: I've heard of him. Big, big, big, um, gym guy.

Speaker B: Right, right.

Speaker A: So big interwebs guy.

Speaker B: Big LinkedIn guy. Big, big LinkedIn guy. Right. So, um, any case, he. If you guys haven't heard of him? He owns, um, he owns a domain called acquisition.com and acquisition. A little bit about him is acquisized stuff. Yeah, they buy stuff. Right. He's like, if you have, if you're at three to $10 million in top line revenue, give him a call. They buy you and effectively rewrite an offer. But I bring up Hormozi because his famous book is, um, $100 million offer. Right. And if I could tell you anything out of here, read, um, the book. But what we will do is we'll write an offer here on the, on the show and we can talk about, like, what makes the offer great. Because his, uh, words are like, you

Speaker A: understand the offer part really well, which is good.

Speaker B: Yeah. His thing, his thing is like write an offer where a client reads it and feels stupid saying no to it. Right. So, um, what's a fantastic, you know, a great offer is, you know, hey, and it goes through different. You know, the book will. But like, you know, with us, it's like we look at different ways in which we can provide tangible value for it. It's like a lot of times, try 30 days risk free. That's a, that's a common one that you hear.

Speaker A: That one's beaten down.

Speaker B: It is beaten down, but I use it.

Speaker A: You'll get my, you'll get me into, you know, some SaaS that way.

Speaker B: Right?

Speaker A: Software as a service.

Speaker B: Yeah. Give us your credit card, you get 30 days free. And then don't forget to cancel.

Speaker A: Yeah, we hope you forget. And then you're gonna get smacked. 300 bucks on, uh, October 1st.

Speaker B: Right, right. No, but, uh, you know, an offer is going to be, you know, a real tangible asset for why somebody should spend some time or buy, become your client. Right. What's. Why should they come onto the phone call with you?

Speaker A: See, you taught me the offer thing with email. Right. Because I, I looked at email wrong. When we first started, uh, working together, I looked at, uh, all the email campaigns that I, the drips that I wrote were like, hey, like, this is, we're good at marketing. We're, we're this, like, we specialize in the behavioral health space. We specialize in this space, whatever it is.

Speaker B: Yeah.

Speaker A: And I had no offer in there. And I was like, well, I'm just getting my name out there. Like, you know, but what's. Who's. If you don't have a hook, you know, it's just like a landing page. And I wasn't looking at it like that.

Speaker B: Right.

Speaker A: You know, Every landing page I write is. There's a hook, there's a call to action, there's something to get people to call right now. Okay. Email's, um, very similar, but it's just not a landing page. It's just done in all text. And, like, once I understood, like, hey, you gotta have something in there. Cause, like, they're getting a million of these emails from other people. Why are they Gonna give you 15 minutes a day? 15 minutes of their day.

Speaker B: Right.

Speaker A: And I'm.

Speaker B: Because everybody just wants a quick question or.

Speaker A: Yeah, like, I. I get it because I, uh, I'm super busy and I will give absolutely no stranger the time of day if I don't have, like, a really good reason to. Um, I don't even like giving, like, our Google reps time of the day because I know they're just trying to sell me something.

Speaker B: Right? Yeah, no, you. It's like, after a while, it's like, all right, now it's.

Speaker A: You got time for a quick call? Well, I have, like, 14 accounts right now, and I don't want to talk to 14 of you. Yeah, because your answer is increase the budget, right? You, salesperson.

Speaker B: Is that what the answer always says?

Speaker A: Oh, yeah. Like, oh, well, yeah, well, it says here that campaign, uh, is limited by budget. No, no, no, no. That's what Google has coded into the account to say. Um, but it's fine. Okay, Mary, I don't need to increase the budget. Get out of here.

Speaker B: Right?

Speaker A: Go back to your Silicon Valley hole kick.

Speaker B: Rocks are even a year.

Speaker A: I shouldn't. I mean, they're, they're useful for some things, but they really. And I'm not gonna go down a Google hole right now.

Speaker B: Yeah, no, that's great. But, uh, so. So it's just like a landing page. Because, like, a landing page is. We're very simply. It's. We're asking them for something, and this is what we're giving them. And it needs to be incredible in value. Like, it. Ideally, it's so good that you feel stupid saying no to it, right?

Speaker A: So, you know, um, that's a hard thing to. To an offer is a hard thing

Speaker B: to figure out, right? Because there's an inherent risk versus reward, right? So, like, hey, I'm risking something. Like, in order for it to be valuable, it needs to actually be valuable, you know? Um, it's, you know, because if I say, hey, I'm an expert at something, right? How the hell do I know you're an expert at it? Hey, I'm going to give you Some of my time. Well, what is your time worth to me, in fairness?

Speaker A: Yeah.

Speaker B: You know, I don't know if it's worth anything. Right. To me it could be complete trash, you know, because like, you may, you may jump on it. I may know more than you about it.

Speaker A: Yeah.

Speaker B: Which is a total waste of my time. So now I banked on something. So it's like, you know, hey, free consultation or something like that. It's, you know, that's not really great.

Speaker A: Well, you see retail. Retail does it perfectly. Their offers, um, where they will. They'll use like a loss leader to get you in the store.

Speaker B: Right.

Speaker A: You know, like, ah, uh, let's say it's Walgreens, you know, you know, this Crest toothpaste is $2 off, you know, for this one. Whatever it is, they're gonna lose money on that. But it gets them, it gets you in the stores. They know you're gonna buy other stuff.

Speaker B: Right.

Speaker A: And I think when you think about an offer and crafting an offer, you know, for instance, one of the offers we have is, um, free landing page, high converting landing page, which we charge typically $1,000 to build something out for a client.

Speaker B: Right.

Speaker A: Free landing page. You know, we're going to lose a little bit of money on that for them, but we'll get it back assuming they are going to use us for, you know, other services. So I think. And I don't know if this. I don't know if it's a fantastic offer. I haven't been running it long enough.

Speaker B: Right. But you can put it, you can put a dollar amount on it, right. I don't think to me, I looked at it, I was like, that's not a bad offer.

Speaker A: It's not bad.

Speaker B: Just like I don't expect anybody to do anything for me for free. And so like if you see if I. And I paid for a landing page

Speaker A: before, I have taken over several accounts and like I do industry research all the time, whether it's for the behavioral health, space insurance, whatever industry I'm working in.

Speaker B: Right.

Speaker A: And the poor quality landing pages, I. E. The offers on these landing pages or the hooks or whatever, they're just these, they're so bad. I mean they're just like. It's like the worst information. And um. And I don't know, I don't even know how people call. Call these landing pages. So that's why, that's why I felt like it was a good offer. Because, you know, I know from when I first started out building landing pages, I wish I still, I might actually still have a few of them. They were, they were dog shit.

Speaker B: Right?

Speaker A: I mean, they were. And uh, and it showed. I didn't generate any calls from them.

Speaker B: Right. You know that that's what, that's the kind of the trick behind acquisition.com. he's gotten so good. Like he buys these middling companies and when I say middling, they're a company, they're established, they've been doing their thing and they do it pretty well. But they are very flat across the board, growth wise. Takes them, buys them, creates a compelling offer, markets them and it goes up and then he sells it. So it's like once he's flipped the offer and turn low, sell high. Yeah. Because, um, really it's look, he 3x's, 4x's of revenue on it by having a good offer, just adjusting the offer or why people should go with you. Right. And then converts that. Right. So there's more to it. The offer's going to get people onto the phone. Now if your product still sucks, that's a different problem.

Speaker A: Yeah. You shouldn't be spending a bunch of money on marketing if your product sucks.

Speaker B: Right? Right.

Speaker A: You should be getting your product right before you're spending money on marketing. Because you get. And I'm, I think I'm actually ripping Hermos. Hermosi off on this. Or maybe he took it from somewhere else. Whatever, it doesn't matter. But like I heard, um, if your product sucks and you're going to market with a crappy product, you're, you're screwed because you're going to have a couple of bad, you're going to have a couple of clients with bad experiences. And then once your brand is tarnished, it's very, very hard to ever get it back.

Speaker B: Right.

Speaker A: You know, like once the word on the street is that you're terrible, uh, that's the hardest thing to overcome. So you should have an incredible product before you're spending anything on marketing.

Speaker B: Right. Or at least have a process to where, um, you can improve upon it. Right. So if, if, like, hey, it doesn't

Speaker A: have to be perfect.

Speaker B: Yeah, it doesn't have to be perfect.

Speaker A: But it has to be good though.

Speaker B: It has to be good and it has to be adaptable. Right. So if I, if my product is like, hey, we're good, capable, smart, we go about it in an intelligent manner, it doesn't work. We shift, we're agile to where we can make it work for the individual. I feel like somebody's working for me, you know, what I'm saying versus, like, this product sucks. Um, it's a $100 million company. Their product's always going to suck. They keep. It's like Comcast. Yeah, Comcast.

Speaker A: Actually, Comcast product is good. Their, uh, their customer service is trash.

Speaker B: Yeah. They're also monopoly, so it doesn't really matter.

Speaker A: It's actually a unfair comparison.

Speaker B: Yeah, yeah, it's tough for. It's, it's tough to even say that because it's so locked in, you know,

Speaker A: they don't have an offer anymore.

Speaker B: Yeah, they're, you know what, but what? So, I mean, that's a great, great, you know, cell, uh, phone companies, Right? So like, you know, free iPhone.

Speaker A: Yeah.

Speaker B: Is it free?

Speaker A: I don't know. Well, it depends.

Speaker B: Not usually. Yeah, not usually. Well, yeah, they'll break it up over the course on your bill and make it disappear.

Speaker A: Yeah.

Speaker B: Right.

Speaker A: Yeah. That's a good offer though, right? You know, um, let's write an offer.

Speaker B: Let's write an offer. So let's pick out what is a client that would be good for, um. So let's do a financial firm. Right? So let's do a CPA firm. Okay, so.

Speaker A: Oh, this is curveball.

Speaker B: Well, I mean, you know, say you're a CPA firm, right? So what, what do you do for a living? You do taxes?

Speaker A: My bang. Numbers.

Speaker B: Yeah, Number crunch, right?

Speaker A: Yeah, I'm a big numbers guy.

Speaker B: Big number crunch.

Speaker A: Yeah.

Speaker B: When you're looking big.

Speaker A: Excel guy.

Speaker B: Yeah, I've got 100 meg Excel file.

Speaker A: Have you ever written a Vlookup on a Friday night?

Speaker B: I'm great in the sheets. But, uh, no, but. So you're a CPA firm. So what is it your product does? Right. So, hey, I look at stuff and I, and I basically balance budgets and make sure we.

Speaker A: Tax plan.

Speaker B: Tax plan.

Speaker A: Make m sure you're not getting banged by Uncle Sam.

Speaker B: Right.

Speaker A: On, you know, April 15th.

Speaker B: Have you heard of an offer from a CPA firm before?

Speaker A: No, never.

Speaker B: I heard one that I did. Like you did or didn't? It was okay. It was okay. But basically it was, um, you know, and you hear it a lot of times. It's not even from a. From a firm standpoint, but from a, um, basically second look. Look at the taxes again. Right. So what? Give us your refund. We'll give it a free second look and then you can kind of see if and when it's going to make sense because, hey, you know, I'm looking

Speaker A: at this B2C here.

Speaker B: So you could, you could do B2C or B2B with it. So B2. B2C or, you know, B2 business to client. Right. So an individual, you could do it at a personal level. So like turbotaxes and stuff like that. Offer that. But I've heard it from a B2B standpoint as well. Give us that. But here's the thing.

Speaker A: I've never gotten a refund on business taxes.

Speaker B: Well, it's. Hey, we're looking to. We're looking at how you're. You're doing write offs. So, uh, how is your balance being?

Speaker A: So that's. That was the offer.

Speaker B: That was the offer. Right. And I thought it was okay, you know, but what I think was what a better offer would be is like if, to me, if you are an accountant, right, and you're basically a number cruncher, if you don't. If you aren't doing that, then isn't that the, the bare minimum? But like, if you aren't looking at, hey, you're planning for taxes appropriately, right?

Speaker A: Yeah.

Speaker B: So.

Speaker A: Well, I think you. Yeah, yeah.

Speaker B: Well, no. God no.

Speaker A: Say, like a good cpa. I mean, you have to. If you're in business, you got to be. You should be paying quarterly or at least, you know, um, you got to report to the IRS quarterly to avoid any kind of late fees.

Speaker B: Right?

Speaker A: So they should be. My, like my CPA is all over that.

Speaker B: Right?

Speaker A: Is great.

Speaker B: Right? So they should be all over that on a quarter. Quarter basis, right. Or it depends on how you're registered. But the second part would be, because I've asked mine. It's like all these credits that are out there, right?

Speaker A: Oh, that's a good. Oh, uh, I see where you're going with this.

Speaker B: So credit review as to like federal. You know, hey, if I have a. If I am looking at something, how can I get, you know, how can I get federal? How can I get credit?

Speaker A: If you have a G wagon, did you know you could get a credit. There's actually a credit out there for something like that, Right. Depending on the size of the vehicle and G wagon. Uh, I don't know if this is true. I have no evidence to back this up. But I heard something about, like, that's why you see so many G Wagons, especially down here in South Florida, is because they can be a write off because of the size of the vehicle.

Speaker B: Right, right.

Speaker A: That's interesting.

Speaker B: Yeah. So, you know, to me, if you're targeting a niche. Right. Niche, niche, you know, whatever. But like, for us, what I found out was, hey, we develop software, we spend X amount of money developing a product, right? Mhm. And there's a credit for that.

Speaker A: I never knew that.

Speaker B: That's what I'm saying. Well, how the hell would you know that?

Speaker A: So this is a great offer then.

Speaker B: That's like free credit review a free credit.

Speaker A: Probably phrase it differently.

Speaker B: Well, I would pick an industry, right. And find an industry that, you know, look at your ic if you're not familiar with the icp, right. Look at your ICP and say, who's my favorite? An ICP is ideal, uh, client profile, right. So listen to last week's episode. If you're familiar with uh, or if you're unfamiliar with who your ideal client is. First off, figure out who you're going to talk to. Right. And if you're a CPA firm. Right. Figure or you know, some sort of financial institution where we do tax planning and basically we're trying to save money from. By not spending it. Right? Yeah. Um, look at different credits, different things, different programs, grants, you know, that are out there that are available to an industry that they aren't aware of. Because I'm not going to know about that. Are you?

Speaker A: You know, I wonder. Yeah, you got me thinking, you know.

Speaker B: Exactly. We're going to go back and ask our own, right? So it's like, what are, uh, what all are we, what do I not know about it, right? And find something that like, is, you know, unique to it, that it's got to have a little bit, you know, your.

Speaker A: You think it's a good idea to put an example in there?

Speaker B: What's that?

Speaker A: Uh, like, you know, like we'll do a, we'll look at, you know, credits based on your industry. Here's an example of an industry where we're able to find a credit that most people didn't know.

Speaker B: Well, I would target it to the industry. So like to me it was like if my offer is going to be to this, financial firms, this we have. If I was targeting, if I was a financial firm, say I was going to software development companies. Software development companies. On average we've given, you know, we've gotten $33,000 of credits from this by a free review. Now you come onto the call, we have a conversation. Yes, you're going to be eligible for that. Are you going to fill it out? Now you really need to retain our services, right? So that's when a sales pitch, that's when your discovery call happens. But the hook is to get people on. Uh, look, we'll talk to you for free. We'll let you know, if you're eligible for these things things or not, you know, you could spend 20, you could spend 20 minutes with me and we can make $30,000 in credits.

Speaker A: Like that's a call I would take.

Speaker B: Right, right. Because you just do not know.

Speaker A: Yeah. And it's money.

Speaker B: Right. So I mean, that's for financial, but like in your industry, find out what you like. What do you, what do your clients not know about that you should be providing offers for it? Like ours is a free security assessment, you know. And what is this security assessment? I don't like to use the word free, but it's like, hey, we give you, we'll will perform a security assessment on your end.

Speaker A: Because like complimentary is a good one too.

Speaker B: Complimentary is a good word. But like a lot of people, like Jim, you know, if you listen to my or any of our episodes, I always talk about Jim. Jim's our perfect client. Right. But Jim does not. He wants his IT to work. He doesn't really care about anything other than making money in his IT function. Is it functional? Cool. Right. He may care a little bit more, but like, odds are he cares more about his top line revenue than he does care about it specifically. Now what he definitely. He cares about security in the essence that like, I don't want my stuff to get, I don't want to get hit with ransomware.

Speaker A: Yeah.

Speaker B: You know, but does Jim ever thought about it? Really thought about it? Well, I got two factor on my stuff. Right. Ah, it's all in the cloud. Yeah. Two F.A. in a cloud. And it's real simplified on that, you know, but there's not a whole lot of, you know, after that they haven't really even considered it. Right. All they know is that they've been building, they've been working and they've been growing. And now, you know, his competitor got hit by ransomware. Now, you know, hey, I'm reaching out to him being like, hey. And it cost him $100,000 to unlock it and he had to do an insurance claim on it. Now all of a sudden put that in the offer. Yeah, well, I mean, we always talk about it. We get free secure, you know, it's

Speaker A: a free security assessment. But, uh, when you're doing an offer, when you're writing an, let's say for email, are you putting in like, hey, you know, did you know in your industry, like this company got hit with 100k ransomware? Have you ever thought of that?

Speaker B: It's a little, um, I think it's more in the verbiage part of it, I think we should do more of that, you know, um, because the offer is this security assessment. You know, how we go about presenting that security assessment is, you know, hey, did you turn on the news yesterday? Juicy.

Speaker A: I think it's always good to invoke emotion if you can.

Speaker B: Yeah. Did your flight gets canceled last month?

Speaker A: Oh, God, yeah. Yeah, I think everybody went through that.

Speaker B: Yeah.

Speaker A: Yeah. What was that? Uh, what was the company?

Speaker B: Uh, no, it was CrowdStrike. Yeah, but that wasn't ransomware either.

Speaker A: No, no, that was just like one little. They what? They pushed, uh, something live.

Speaker B: There's an update. Yeah, yeah. Should never happen, but good job, CrowdStrike. Yeah, good job. 50% of the Fortune 500 companies use CrowdStrike. I doubt that's the case anymore.

Speaker A: Probably 5% now.

Speaker B: Well, uh, I mean, it's, uh, zero. Good for them. Good for them. You know, they. They deserve everything they get.

Speaker A: So crafting a good offer then. So you have, you know, let's do another industry.

Speaker B: Well, you pick one.

Speaker A: Um,

Speaker B: Because I came with one, actually.

Speaker A: Let's do this. Let's do private equity firms.

Speaker B: Private equity firms we actually need. Yes, yes.

Speaker A: So private equity firm. Uh, we want to go after private equity firms.

Speaker B: And who are we? Um,

Speaker A: that's a good question. Um, what do we want to sell? I mean, I was doing private equity because we're doing it for amazing revenue.

Speaker B: Okay. Um, well, amazing revenues. To me. I've already, you know, it's an easy offer. It's, you know, hey, we're going to offer your, you know, hey, come on board. We'll write you an offer for you on the call. And then if you sign up with us, we're going to end up giving you free verbiage, free data and free offer. Right. So it's like all the other stuff we're going to take care of on a. And we're going to waive it to you and refund it to you, um, if you sign up with us. But, um, private equity is, you know, m. To me, it's like, why do I want to. Because what does private equity care about?

Speaker A: Money.

Speaker B: Right.

Speaker A: And proper management of the companies in their portfolio.

Speaker B: Yeah, they buy companies and they feel like private equities never want to own companies for longer than five to seven years. They want to buy it, Triple X it, 7x3x4x5x, and then sell it. Right. How do we get there?

Speaker A: Prospecting,

Speaker B: diversifying. Our. I mean, uh, one of the ways is we just talked about with acquisition.com. right. So how does he get there? Because he's effectively private equity. Right. So he's buying a 3 to $10 million company. He wants to 3x4x5 exit. Right. So why. And how is he going to do that? Writes them a new offer, gives them new lines of business in which to generate more prospecting, closes deals. You know, as we have more lines coming on board, then we're going to effectively get more revenue.

Speaker A: Yeah, I mean, it's like once you have like the offer written and you pique their interest, you know, that's like kind of goes back to what I was saying, how you want to evoke emotion. You know, it's like, hey, I know you probably manage these 50 or 100 companies are in your portfolio and obviously, you know, you, you are probably under pressure to make sure these companies are performing better and better.

Speaker B: Yeah.

Speaker A: Um, and what's a, what's an easy win or what's a, what's a fairly inexpensive win for a company, um, to, to grow? And that's, that's prospecting. That's cold outreach. That's probably in the scheme of things, like your least expensive type of marketing. You know, PPC is super expensive, SEO, longer game, very expensive, um, harder to control. Like, all that stuff is great. But like, when it comes to this, it's like, we can help you, like, give us a shot in one of your, Just give us a shot in one of your port or one of your companies. And once you see what we can do, no doubt you're going to want to, you know, basically put us into more companies in your portfolio.

Speaker B: Right.

Speaker A: And, and not only that, but we can, we can help you prospect that way. Or, uh, I'm sorry, we can help you with these other businesses that way, but we can help your team prospect new industries.

Speaker B: Right.

Speaker A: You know, so like, I probably don't want to like, get too big of an offer. Right. Or like get too far into it, but it's really playing on, you know, playing on their emotions because they're under pressure, they want to grow and that's why they're there.

Speaker B: Right.

Speaker A: And it's like, hey, we can help you. And not only can we help you, we can like, take a lot of that stress off of you and put it on our shoulders.

Speaker B: Right. And they've got a lot of clout with, uh, the companies that they have, you know, that they're invested in. Right?

Speaker A: Yeah, for sure. They listen.

Speaker B: Yeah. And well, that, you know, it's, you know, any B2B company, uh, you know, Business. Business company is going to have some sort of business development team. Right. And if they don't, they don't. That's just such an easy one. Yeah, right. I mean, if you're private equity, be like you don't have a BD team. All right. Put one in.

Speaker A: Yeah.

Speaker B: Like give it, you know, like you're going to win. Yeah. There's a reason why every single company out there has one.

Speaker A: Yeah.

Speaker B: Right.

Speaker A: Because they work.

Speaker B: Right? They work.

Speaker A: There's a reason why there's so many emails coming into your inbox every day. Because they work.

Speaker B: Yeah, they work.

Speaker A: There's a reason your phone doesn't freaking stop buzzing text messages. Because it works.

Speaker B: Right. So, um, that would be an offer for, you know, a B2B. You know, hey, targeting someone who has a portfolio comp. And if you can figure out what type of portfolio they have, maybe even better. Yeah, you can. Even better.

Speaker A: Yeah. Home services portfolio.

Speaker B: They all buy up the same companies. Uh, you know, they buy up niches.

Speaker A: They just. From different parts of the country, just, boom, buy it, buy it, buy it.

Speaker B: Right, right. And then they create a super company and then call it Walmart. Yeah, yeah. Um, anything else? So an offer goes to. I think this is important because like we put it on a landing page, but where's an offer going? It goes into all your campaigns. Like an offer. I mean you can make it. Trim it down to one channel versus another versus another. Hey, it's, you know, contact me on email for this. But like the realistic, a little different for each.

Speaker A: I mean the offer stays the same, but it's presented slightly differently I think for each channel.

Speaker B: Absolutely. Present the offer, but the, you know, it's, you know, try to put a dollar amount to it, tell people why, you know, and this is one of the offers that like, hey, um, and niching is going to, going to be real important because like if, you know, the example that, that you know, I've read about is whenever you're. Everybody. How many weight loss supplement offers do you have? Oh, uh, it's, you know, It's a free $99 value. Right. And it's like, well, all right, so it's, it's free for $99, but. Right. But if you niche it down, it's like, hey, this program is built for people who need to lose 50 pounds who are over the age of, who are between the ages of 50 to 60. It's a $3,900 value. Right. Because it's that uh, like when you niche it down more and more and more you start, you start eliminating some of your audience, but your conversion rate actually goes up. Right.

Speaker A: So this reminds me, and God, this guy makes me crazy. But I've been seeing these. I've been getting targeted on Instagram recently for this guy that says. I think he's like an ex football player or something. Just jacked, dude.

Speaker B: Oh, yeah, the hunter. Yeah. If you make a hundred thousand dollars or more and you need to lose

Speaker A: 50 pounds will get you absolutely shredded. And yeah, it's, uh, a. I mean, it's probably involves steroids, but I mean, but you know, if you're gonna, if you're gonna make good on your problem, there's probably steroids involved. But I mean, I bet you like, that's a great. Like it. Definitely. I've seen it so much because I watch it every time. Yeah. Yeah, because it's like a compelling offer. It's like, well, wait a minute.

Speaker B: Well, you know, well, what if I

Speaker A: don't make 150 grand a year? Uh, you know, what are you telling me I can't fucking work with or can't work with you? Yeah, no, this guy's not going to. I'm. You know.

Speaker B: What do you mean?

Speaker A: It's super. I like, he, he niched it down.

Speaker B: Right.

Speaker A: And uh, I don't know, like, I think it's a great offer. No, and I bet you he gets a lot of business from it.

Speaker B: No, but that's because it's less. Well, think about it this way too. How many, how many offers have you seen that are free weight loss or weight loss? Right. And how many have you seen that are directed specifically for you?

Speaker A: Very few.

Speaker B: Right. So ICP that stuff down, you can have the same offer. What you said was, how are you presenting it when you were taught when you have that offer, you can just tweak it to deliver in front of. So that way, you know, private. It's like, damn, I can make so much money. You know, I would feel like it's in. And whenever you do that, the dollar amount of why I'm giving it to you is going to go up. You know, how much would you charge for that? You know, if, if it wasn't. Throw that dollar amount on there.

Speaker A: Yeah, you know, exactly.

Speaker B: Give them, give them value. Another, you know, another one in the industry is, uh. And we, we, we've. We're kicking it around. It's. And it's not because we're. If we're still getting measurements on, on some things. So like, I'm confident that we are going to have this offer. I want to give realistic offers though. So like hey, if you, if we don't hit this, it's free. If we don't hit this, it's free. You know, and then it's like, well this other guy is. There is no guarantee for my agency. A guarantee is like, I uh, mean in these. And there's all number of different ways you can go about it. If you have any questions about like what an offer looks like for your own industry, search out a competitor. See, see what your competition is offering.

Speaker A: Yeah. You know you can spy on like meta ads too.

Speaker B: Right.

Speaker A: You know, and so you can see like what people are putting, you know, exactly what creatives are being used in your industry. We're doing that for solar project right now. Like looking at what other offers are.

Speaker B: Yeah.

Speaker A: You know, and it's, it's amazing. You can see a whole library in meta of like what people are using.

Speaker B: Yeah. You know what another. And something that can be very cheap. ChatGPT. No, uh, ChatGPT is gonna give you the content, but you can pay for the offer. Be like, hey, I'll buy you a cup of coffee, you jump on the call with me. What is it, $5? Yeah, $5 to jump on it. And like, hey, we go ahead and send it. But like what is the conversion rate on it? Right. And it's not nothing. But I mean hella man, like I'm looking for marketing anyways, I'm needing it anyways. And so if Jim already has this problem. Right. And you know he already has a problem. I know he does because he fits my client profile and we're super effective with them. Right. And he drinks coffee too. He's probably going to come to my meeting versus the other guy that wants a quick 20 minute phone call. You know, everybody wants a. Oh, let's have a quick 10 to 15 minute banger. Like why, why, why am I coming on to you?

Speaker A: Like I have enough meetings on my calendar.

Speaker B: Which question? Yeah, your quick question, bro.

Speaker A: You know what, I got a, um, I got an email today. Uh, the subject line said Jonathan, donut question mark.

Speaker B: All right, I like that one.

Speaker A: God damn right. It had nothing to do with donuts, man. But I opened the email. You know, it's better than some longer like, some longer like, you know, subject line where I'm like, oh, here we go.

Speaker B: Nobody cares.

Speaker A: You had no, you had me a donut.

Speaker B: Nobody cares. Rama.

Speaker A: So from ABC marketing dot com.

Speaker B: Yeah.

Speaker A: Get out of here.

Speaker B: Yeah, nobody, you know, Rama.

Speaker A: Yeah, um, but Rama, Rama.

Speaker B: But um, you know, offers 101, man. You know, I'm glad, you know, if you don't have an offer, and an offer is not a 10 minute discovery call. That's not an offer, bro. No, no, that, that, that is, they're doing, that's a gift that they're giving you.

Speaker A: Uh, right, because I think, I think the next thing we talk about in the next episode is LinkedIn.

Speaker B: Yeah.

Speaker A: You know, because like once you have your, your ICP and you've got a

Speaker B: good offer, got a great offer, how

Speaker A: do you get into the peacock cage, which is LinkedIn. You know, that's the peacock cage.

Speaker B: Everybody is slash, peacock slash our slash, LinkedIn, lunatics, Reddit, LinkedIn. Uh, oh my God.

Speaker A: It is an interesting place.

Speaker B: Yeah, it's a virtue signaling peacocking, sort of.

Speaker A: I'm so happy to announce I got a new position today in my one person company.

Speaker B: Yeah.

Speaker A: I'm now the CEO. So grateful to be here.

Speaker B: He's got his army of bots congratulate him.

Speaker A: Yeah,

Speaker B: but it, it's, look, it's a channel, you know, it's uh, it's, it's

Speaker A: something, it works whatever you can, you know, if you take nothing else away from a lot of what we talk about. It's especially on like this, this cold outreach stuff. It's, there's so many, everybody's got a phone in their pocket and it's all about how can you capture their attention. Uh, you know, some people that's going to be on a phone call, some it's a text message, some it's LinkedIn. I, I check LinkedIn a lot now and I've, I've hate, I've always hated

Speaker B: LinkedIn, I still do. But you know what? It's, it's a tool. Yeah. Like I try not to have a negative. Uh, but it's, look, there's only so much time in the day, you know, um, some people, you know, some people are really in, you know, and they, they don't post but they believe that like efforts, everything, you know, it's like, hey, you don't post daily. You post 50 times a day. Outdo everybody.

Speaker A: Can't take that.

Speaker B: Uh, I know, I can't take it either. But like it has to have.

Speaker A: I don't know why anybody thinks that's a good idea is there's there data behind that that says like, hey, annoy the hell out of people and they'll buy from you.

Speaker B: Well, I mean, posting yourself, is that annoying people?

Speaker A: Yeah, I don't want to see you Three or four times a day.

Speaker B: Well then unfollow.

Speaker A: That's exactly what will happen.

Speaker B: Okay.

Speaker A: All right, good.

Speaker B: Uh, you know what? You're working it. You weren't going to buy from them anyways.

Speaker A: No, I know but I mean even if It's a like 50.

Speaker B: 50 is obviously an arbitrary number.

Speaker A: Obviously. No, no, but I mean like in a more realistic like four or five posts a day. Uh, you know, this is.

Speaker B: But that's not going to show on your algo though. It's not.

Speaker A: I don't know, there's. I've had a few where I've gotten so many like different, you know, posts in a day and I've like unfollowed.

Speaker B: It depends on who it is, you know.

Speaker A: No, you're not wrong.

Speaker B: Yeah. If it's Gary Vader, Chuck or Gary Vee, you know, I mean Gary Vee's posts a ton.

Speaker A: Yeah. And I don't follow him anymore. Not a Gary Vee guy.

Speaker B: Not a big Gary V. Fan.

Speaker A: The guy's. I'm m sure he's, I mean guys,

Speaker B: you know, the guy, the guys. Look, I mean we do Gary, we do it at a Gary Vee level. Right. You know, it's. You're doing something, you know, regardless, the

Speaker A: guy is obviously super successful. I'm not trying to take anything away from him.

Speaker B: There's something to it, you know, but it's like some people are can, you know, but consistency, right. Consistent message it consisting offering speaking to people. That and all that, all that stuff that we've talked about is just to get them on a call and you better have a product that's going to deliver it. So assuming that you can deliver on what you're.

Speaker A: You better have a damn good salesperson on the phone too.

Speaker B: Yeah, yeah. Another talk, another. Another day, another dollar, another conversation for that. So uh, with that I think let's wrap, man. You got anything else you wanted to add to this?

Speaker A: Nah man, that's all I got.

Speaker B: Glorious day, man.

Speaker A: It is a wonderful Thursday in South Florida.

Speaker B: Right.

Speaker A: And um, 99 degrees.

Speaker B: Yeah, we, we, we're very grateful for all of our listeners here at Top Pod. Again, if you haven't already, please like subscribe. Share if you got one thing out of this episode, we sure do love any support that we can and do get from you. Uh, thanks for the camera thing. And you know our producer, he sees me looking dead at a camera and he has it over here so that way I kind of look silly.

Speaker A: Oh, camera.

Speaker B: I'm like, I'm like, hey, I'm talking to you, bud. Uh, but I'm Michael R. With thomazing.com signing, um, off here at the Top Pod.

Speaker A: So I'm JD, LFG Media Group. Thanks for listening, and we, uh, appreciate you.

Speaker B: All right, take care. Peace.