Marketing Secrets with Russell Brunson - (Q&A) How Do You Scale While Selling With Your Heart?

Episode Date: November 24, 2023

In a recent Inner Circle meeting, I got a question from Brian Golod and German Glanco who are growing a spectacular business. While their webinar is working great, sales are coming in slowly and they want to scale faster, but still make an impact on those who need extra support. Hear my suggestion on how to balance their goals and their hearts. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com Magnetic Marketing Secrets of Success Learn more about your ad choices. Visit megaphone.fm/adchoices

It's really not important to me to have a lot of things to show off, fancy cars, you know, a giant home. Those things are just not part of who I am. But I've been coached and I've learned through my advisor that it's not one size fits all. Everyone has their own preferences. Everything that I do with Edward Jones is tailored to who I am. Edward Jones. We do money differently. Visit edwardjones.ca slash different. Welcome to the Marketing Seekers podcast.

My name is Russell Brunson, and I'm what you call a serial entrepreneur, but with a twist. You see, 50% of my time, I'm the CEO of ClickFunnels, helping over 100,000 brands to grow their companies with funnels. And the other 50% of my time, I'm actually in the trenches using ClickFunnels to grow the startups I believe in.

During this podcast, I'll take you behind the scenes and show you how we are bootstrapping ClickFunnels and my other businesses from startup to nine figures and beyond. Welcome to the show. Hey, what's up everybody? This is Russell Brunson. Welcome back to the Marketing Seekers Podcast. Pumped to be here with you today for a couple reasons. Number one is we are, depending on when you're listening to this, launching the brand new One Funnel Away Challenge. This is actually the fourth version of OFA, which is crazy. We've had over 127,000 people went through the first three versions, which used to be a hundred bucks. And now we have a new version that's going live

at any time now that's going to be actually free for those who have a ClickFunnels account. And it's new. I taught it in a different way. I think it's going to be unique and exciting and cool. It doesn't matter what kind of business you're in. Before, we were trying to push everyone into a certain framework to make them all do the same kind of funnel. Now, instead of me telling you how to do this one certain funnel, it's teaching you how to create any type of funnel. Anyway, I'm really proud of it. I think it's gonna be really cool. So if you want to do it, depending on when you hear this, the page may or may not be live,

but if you go to onefunnelaway.com, you'll find out if it's live or not. So there you go. All right, real quick. This is going to be a special Q&A episode. In fact, I'm going to start doing a few more of these. Some of my recent inner circle events, I started doing Q&A with inner circle members, and there were some really good questions and things I thought would be really helpful for you. So on this specific episode, the title is how do you scale while selling with your heart? And this actually was a question from Brian Golat and German Blanco, who are in their circle. And it was interesting because they're talking about, you know, they're growing this company, they're having a webinar, but they also at the same time same time like there's people who can't afford what they have

and they want to help them and that was kind of questions how do you do that how do you how do you kind of serve both people so uh this is a question you've ever thought about or you know something you're looking for the answer i hope that this uh this question and this answer will help you out in your business but that said appreciate you all thanks for listening and uh let's listen on the first q a russell hi this is super surreal i just want to say thanks to you for all this time i appreciate it sure all of us do thanks to all the audience as well for your generosity with sharing um just want to ask you two quick questions if you don't mind one is with regards to our dream customer. Basically what we do is we mentor professionals, immigrants in tech, who want to get a job that they're excited about, that they love, where they are not micromanaged and bullied.

They really are excited to jump out of bed and get paid fairly. I'm talking about immigrants because they get typically taken advantage of. I'm an immigrant as well. It took me many, many years to figure this out. So I want to speed up their time. One of the things that we have struggled with is to understand who to do this for, whether to do it for employed immigrants or unemployed immigrants. So unemployed immigrants, they're in my heart

because I want to get them back on their feet. I want, you know, they feel demotivated. They lose their confidence. They cannot provide to their families. They cannot feed themselves. There are many, many challenges with that. Some of them, unfortunately, cannot afford services. And I always strive to make you know room find a way

to try to bring them in because i cannot leave people behind yeah that's my heart tells me to do the right thing um employed don't necessarily have the same hunger and i believe that we need to potentially if you tell me to instill the hunger to try to get them to be one of us. Because this life that you have enabled us to live is just surreal. It's amazing. It's a blessing. So I'm trying to get them out of the corporate world. And the big question is, should we be talking about them? It's kind of two questions about this.

Should we be talking separately to employed immigrants in tech on one funnel maybe on one perfect webinar if done 200 times then for unemployed on a separate webinar because there something else speaks to each one of them yeah um yeah that's one one of the questions that's a great question let's go on that one so i think there's a couple things you could do. Um, as far as separate webinars, 100% agree with that. I think it's separate messaging, separate targeting, separate, separate, everything, probably separate price points. I'm assuming too, as well, you can do different price points for the unemployed versus other ones. Um, one cool thing, um, that Tom, you know, Tom Bilyeu, um, Tom did something really cool. So Tom, Tom, um, when he built quest nutrition up, um, I think it was like, I don't know, Tom Bilyeu, um, Tom did something really cool. So Tom, Tom, um, when he built

quest nutrition up, um, I think it was like, I don't know, three or 4,000 of his employees were like inner city street kids in Chicago had no money. Like he was passionate about like giving them a job and give them an opportunity. Right. So that's everything grew up. So when he was going to launch, uh, impact university, uh, I was in the rooms with him while he was trying to like wrestle with this. He's like, he's like, I want to give this, like, these are the people that need it. They need it and they can't afford i want to give to him for free and but he also wanted to try to business and like for two years two masterminds i was for two years of him fighting back and forth this before he was willing to finally like

launch impact university and part of things when he finally did that he made it where it's like if you can pay for it do it if you can't he's like message me tell me your story and you'll get a free account and so for all the inner city kids, he actually gives them free. If they message him like, Hey, this is my situation. He's like, come on in, like come in the community. So he has that open door for, uh, any people that, that can't afford to come in. Um, which is really cool. And I almost think one thing you could do potentially is for your employed people is making it part of the offer of just like, this is what we're gonna do. Like, um, you sign up today, it's getting it, blah, blah, blah, blah, blah.

Plus we have so many immigrants who are unemployed who can't afford this. And so for every single person, when you sign up for this program, we're gonna sponsor from you, sponsor an unemployed person and bring them in on the journey with you. And almost like have them be buddies

because then they're gonna be more fired up because the other person is just like, a match with someone. Because now it's like, they're seeing the fire. They're helping this person. Now they're on this journey together. I think there's something really cool you could do there. And now that person's buying into this mission as well,

where you're helping them, but they're helping somebody who can't afford it. So that's kind of the idea that popped in my head as you were saying that. But then other than that, I definitely would have two separate webinars. Or you can even have a webinar. Like if you use WebinarFuel.

We do. Okay, they have it where you can have a pre-survey and then show two different webinars based on who the person is coming in which would be super easy to do too amazing one more if you don't mind yeah quickly um with regards to the perfect webinar i've done it like 200 times absolutely love it feels so comfortable i speak just as quickly as you do. It's crazy. At the end, we do notice that our dream customers, they don't purchase at the end of the webinar. They typically take their time. They research me.

They see who I am. They call some of my previous recommendations on LinkedIn, which I see you're there. And the median takes about six days to purchase. So we've enabled, I guess, or we added a deadline funnel, right? And we are giving them six days. Probably too much to try to close them on the webinar because we are giving them six days. But basically, we read the data and we realized, okay, they're taking six days. So we gave them six days for them to make that decision. The big question is, should we not be trying to close them on the perfect webinar, on the web class, and try to get them onto maybe a form, pre-qualify them, get them onto a call?

Because I did notice that when I talk with people, I have a much easier time getting them to trust me, to answer their questions, their objections, whatnot, but then building that relationship. Should it be on a one-on-one call? Should it be on a group call? I don't know, anything about that. Interesting. What's the price point? $1,997 or two payments of $9.97 or five installments of $4.97. Okay. So what I would do initially, I always test like what's the simplest thing to test and the bigger. First thing I would test, um, at the end of the webinar, like after wherever you typically end now, or maybe if you do Q and a, maybe right before that, but I even bring that up

and say, look, what we found is that most people who like, they know they're interested, but they're nervous. They spend six days and then six days, let me tell you what they do. They, and then walk through the process and be like, so I'm gonna do it with you guys right now. So check this out. We're going to go to Lincoln and we're LinkedIn. Like here's some people, here's so-and-so,

here's so-and-so, they're free. If you want to message them, they're totally cool. In fact, check this out. And like, you can even message them like under a fake account and they have a message back. Like, so this is happening here, you know? And then number two, you do that. And like, almost like they have the concerns in your head.

So instead of like just making them go figure it out on their own, like bringing it to them, like this is what happens. I'm going to walk, show you guys and like show the entire things. Like, so that's what's going to happen. You guys can totally do that. But I recommend is get started right right now go through the process and you have a 30-day money guarantee and then feel free like go get these people whatever and then worst case scenario i'll give you your money back but you know or whatever but like something like that or even like you know if you if you need six days think about it put a dollar down and then you got six days just to lock in your spot that way you're

not gonna leave and then what happens in six days, it's going to bill you the full blah, blah, blah, whatever. You know, there's different versions of that I would test or play with, um,

before you go and get on the calls. Cause maybe you love being on phone calls, but that could be a lot of phone calls, especially if you start growing and scaling. And if you're trying to close everyone at $2,000, it gets, it gets eventually gets, you know,

the other thing you could do is bring on people and actually do live Q and A's during the webinar at the end of the webinar, uh, which would be one thing. Or the other thing that we did, um, we did our certification webinar. Um, I did a 90 minute webinar presentation and then I brought in, um, I can't remember six or seven different people who were funnel, who had been funnel builders. So Stephanie came on, a couple other people came on and Easton told their story, told us the process, how they were nervous, they got excited, and the webinar is going for four hours, it's a four-hour long webinar now, with the two and a half hours of just these people telling their stories, but it's selling 10,000 to our offer, and it crushes, like, conversions are amazing on it, and so that's the other thing you could look at doing, is just, like, bringing in more proof, more people, have them come

on, tell their stories, and, like, so much people who were nervous, like, I was nervous, I called LinkedIn, I called this, I called these people, and then i finally decided to do it and then like some of those stories and maybe you already have those those kind of stories would help would help you know alleviate some of those fears but i would test some things like that before i went and like completely switched the model and got phone calls and all that kind of stuff you know that's a bigger it's a bigger Thank you so much. No worries. Congratulations. Sorry. I'm his partner. Okay. So we have been talking about this for a lot, right?

I like to implement everything like you said because, you know, a hashtag. Do more resources. because you know the hashtag. Do it in the right sense. So at the end of the webinar, we are giving contact information, and you mentioned that, you know, don't give any contact information. And it's probably that the reason why people reserve their last, like, chance to confirm that actually they want to take that leap of faith

because they have access to him and they are not closing there because, oh, I can't, let me call him first. If we open that door that is open right now, that's probably the issue with the webinar, to don't close at the end of the webinar? Like it should be happening? Or what I found in the entire community talking with most of you is that even for

lower value tickets, people is having calls. It's taking people to phone calls. So probably we are out of the, I don't know, if the perfect webinar should get updated or I don't know. The question is push people to flip their phone calls?

Yeah, because we are opening that door to contact us. To contact you anyway. Yes. Gotcha. So it's probably The problem that we had In the webinar Or we should Do what more of the people

Is doing right now When we talk with Most of the people here Having calls Right Let's You know Make them

Call us So I'm not against it Just know that And again I told you guys my story earlier. I am scared of phone sales. Like I got burned bad. So part of me, I'm, I'm resistant to that. Cause, cause if you test me, I'm like, ah, this is horrible. Don't ever have salespeople. So, um, so look at through that lens. It works. People are obviously doing it. Most people

are charging higher price points when they're pushing from webinar to a phone call. Um, I say for most people, it's probably closer five to 10 to $25,000 you're doing from webinar to phone call. Um, so it's usually a higher ticket. Um, but just know that if you do that, it's not bad. It's just knowing it's a different business model. It's, you know, and so it depends, like, do you guys want to go and you, if you want to build that, then I'm not against that. Like I said, we're finally starting to build the call center again and kind of building that process out. It works. But it's just, it always comes down at the end of the day,

like, do you want to be in that business? If you do, then I think it's worth doing. If you don't, so that's kind of something that comes back to the model, what kind of business you guys want. You know what I mean? The only way that I see it is anybody who watched the web class is a soul that i could have impacted and if i didn't really get them to to have the confidence to to purchase what i think would have actually changed their life it was a missed opportunity so i see every soul like missed opportunity so whatever is the most

effective i i don't care what it is but when when you have a purpose you want to serve everybody and that's that's what I'm looking for. Yeah. You can even do, I've seen people do group calls where it's like you get everyone on, you get 20, 30 people on. And you're like, hey, open the door. And you start answering questions. Chet Holmes used to have that back in the day. He would do group calls and he'd bring people on and he'd have people ask questions, stuff like that.

And then while they're asking questions, they could tell which person was most likely to buy. And they would close people right there. So, Jim, you're in? Okay. Are you in, Jim? All right. Close that. Mike, are you in?, they could tell which person was most likely to buy. And they would close people right there. So, Jim, you're in? Okay. Are you in, Jim? All right. Close that. Mike, are you in?

And they'd go person by person. And they'd close 80, 90% of people sometimes because they would do that in group calls. So you can do it in a group call, which I haven't seen many people do it nowadays. But that's another model that you could look at. Yeah. Thank you so much. No worries. Thanks, guys.

Thanks, guys. Thanks, guys. Thanks, guys.