Omnichannel - HELP! I'm Attracting Low Quality Leads (How to Fix It)

Episode Date: July 15, 2022

Send us a textHELP! I'm Attracting Low-Quality Leads Who Can't Pay For my Service!😨In this episode, me and Carl Dagdag will shed some light on the matter, and give you 6 possible reasons why that is happening in your business and most importantly how to fix it!Get a FREE Copy of the High Converting Online Events Book: https://book.dominikalegrand.com/

I'm not sure if you see those, Carlos, yourself, those ads, but they start like coaches, consultants, service providers. And that's how you start an ad. They forget about if that's an exclusivity thing, if that's a premium thing. Like, how can I convey that with my messaging? How can I speak to those people? I don't think a lot of people know how to speak with that exclusivity level. Like, how do I understand how these people think and how do I speak to that type of level? Like, that's a massive, massive, massive problem.

It's really important to be hyper-targeted to the specific people that you want to attract. So in this part alone, when you start to run your ads or you start to post organically, they are going to qualify themselves already of whether or not they would take your offer. Welcome, everybody. You are listening to the Omni Channel podcast, a podcast from digital marketers to digital marketers. I'm your host, Dominique Aldegrand, and my mission is to help fellow marketers, entrepreneurs to grow their businesses online. So buckle up and let's get started. Hello, hello, hello. What is up? What is up listeners? How are you Carl?

I'm good. It's a little bit windy here in Manila. This is what's happening. Is it like the rainy season still? Yeah, it's rainy season. Sometimes it rains, sometimes it storms. And what we like here in the Philippines, of course, not a lot of people are having cars or able to commute properly or smoothly, especially here in manila so um having this season windy season is just you know a comfortable a comfortable climate here because you know in the philippines you have like i don't know in some other places all around the world they have like winter spring summer and fall here in the philippines we have hot hotter and hottest. So it's really ideal to have like some windy season, but definitely. Oh, okay. So I don't know why I first, sorry. I thought that when you say, oh, it's windy.

Oh, it's horrible. But you actually like the wind. So wind is good. Wind is your friend. Yeah. Yeah. Wind is friend here. Well, here is not so much because it messes your hair up.

And you're like, oh, my God, my hair. So we don't like wind, but it makes sense. It's very humid there, no? It's super humid. Yeah. I want the listeners to know where are we exactly located. Don't worry, look at it. Nice.

France, right? Yeah. And it's like super, there's a sea and it's wind and it's beautiful but we don't need it that much. It's not that humid either. Winters are very low-key. You can still go out

and jog in shorts during the winter but it's still chilly enough for you to wear coats. Whenever the sun is setting, it gets a bit chillier but it's not like you're not freezing to death right so it's good it's nice climate sunny every day i can't complain honestly i love the weather yeah i love the weather i don't know how you do you know philippines so i think that would be too hot for me and humid. So that's okay. So Carl, what are we going to talk about today?

So we are going to be talking about how to attract people who can afford your services. If we're going to speak that in a marketing perspective, how to find the quality leads right and how you would avoid time wasting time speaking to unqualified leads we're not trying to be rude but you know in terms of business you want to speak to the right people right of course you want to attend to everyone's needs but in terms of your business you want to have engaged people who would really convert. So if I'm going to ask you, Dom, would you rather speak to 100 people and get two conversions, two sales, or rather speak to 10 people and have eight of them convert? The answer is obvious right so today we would

want to speak about how you can get that quality of leads um and this is not just about facebook ads or anything about advertising this is more of like a whole online marketing in general so yeah let's hit it let's hit it so um how do we come up with this topic first of all i get this a lot i'm not sure if this is an issue for you carl but like help i don't know why but i'm attracting people who can't afford my services like right like that that's super common and and no matter what you do people are like i don't know what's happening to me. No one can pay me. Maybe I should lower my prices.

And it's like, no, don't. You just need to fix your marketing stuff. Yeah. You don't need to lower your prices to be able to compete or win the competition from your competitors. It's just more of finding the right message, speaking to the right people. And today we're going to dig into that. Yeah. Okay.

What's in our first bullet, Dom? Our first bullet, because we're super prepared this time, by the way. We literally went on Tuesday and messaged Carl like, it because we're super prepared this time by the way we are we literally like went i have tuesday a message call like hey carl um are we gonna prepare i'm gonna we're gonna ring it again like one more time and carl was like yeah okay let's do something so so we have blood points now which is like huge right so the first one when we noted it was unqualified leads and what processes can you implement to qualify them what's your take on that carl yeah for me it's more of like you know when we say unqualified or qualifying people for example if you're running some type of um some type of a pitch

organically or in advertisement you want to be able to qualify these people in the questionnaires that you are presenting them. For example, if you're running a lead ads, you want to attract the right people, then definitely having some questionnaires that would make them think if they're really qualified to your freebie or your offer or anything that you're giving them for value, right? So if, for example, if you are targeting people who want to scale or if you're targeting businesses who want to scale, then I would ask questions like, how many employees do you have? Or what's the reason for your scaling?

So startups would immediately disqualify themselves because, you know, you don't give a choice. You don't want to give a choice or an option for them to give an answer that I'm just starting out. So definitely in that level alone, people would just close out the window and just continue scrolling, right? Yeah, I love that you say that they could disqualify themselves, but sorry to interrupt you. But with that said, you also need to know who do you want to target, right?

You need to know the qualities of the clientele that you're looking for as far as even their social economic situation if they can't afford your services especially. One of the things here is, of course, people are super broad with their messaging. This is a crucial part for me and it always circles back to having that buyer persona and there's a reason for the saying that riches are in the niches. Niches? I don't know how to say that word.

But yeah, specifically you want to be able to speak to a lot, speak to very specific people that you want to attract. Because I see a problem that what most entrepreneurs think is that they're afraid that they're going to miss out on a huge chunk of potential buyers if they speak to just a specific group of people. It's really important to really be hyper targeted to the specific people that you want to attract right so in this part alone when you start to run your ads or you start to post organically they are going to qualify themselves already of whether they whether or not

they would take your offer so this includes your copy your captions in your posts, your VSLs, your video sales scripts, emails, landing pages, etc. And it should be customized according to your buyer avatar. And yeah, you just have to call them out so that you know that you are targeting to the specific people before they even click on your post that would make them take advantage of what you offer. Yeah, I agree with you on that. Of course, we're going to always circle back to the basics, right? I think you cannot possibly bypass the basics of, hey, who are they? Do you know how much they make? And then how

to talk to those people and i think especially now there's a huge demand on uh just going back to your super broad messaging to do the opposite and and how do i speak with that exclusivity you know it's so funny because even and and that's the like the oldest trick in the book i'm not sure if you see those carls yourself those ads but they start like coaches consultants service providers and that's how you started it and i'm like okay okay do a scale to 20k per month yeah no but you see like those headlines with the messaging that's super broad like oh all the coaches and i'm calling out yeah yes i can see that but that's literally a lot of people like you don't tell me like all coaches consultants and service providers can pay 10k for your program or i don't know how much you're selling it for unless it's like a little ticket right then like okay you can talk to everyone but um that's one thing that I think

this is the oldest trick in the box like oh I'm just gonna put like coaches consultants and service providers in my headline and that's how I'm gonna start you know um and my coffee sorry so that's what I see like that's what people are doing But they forget about if that's an exclusivity thing, you know, if that's a premium thing. Like, how can I convey that with my messaging? How can I speak to those people? Are they going to be, you know, with a massive all caps head? Like, is that going to work for them? Probably not, right? the massive all caps head like is that gonna work for them probably not right so it's it's i don't

think a lot of people know how to speak with that you know exclusivity level like how do i you know understand how these people think and how do i speak to that type of level either like that's a massive massive massive problem yeah and this aligns with you know i love that you spoke about that because this aligns with your brand consistency as a whole you know so if you're targeting like coaches and then consultants and then service providers then definitely there will be misalignment to your messaging in your entire content strategy right let's not talk about ads let's just talk about content you know because this is the backbone of your business so you know you would have you would have like some content specific to coaches specific to like you know different type of people and then you know people would sense or

smell that inconsistency you know um for me for example if i listen to a podcast i don't use a lot a lot of times there are some podcasts where you know this is so great this is so cool but i wouldn't listen to all of their episodes and binge listen to all of their episodes because not all of their episodes are so aligned to what I do. So you see the inconsistency there versus if you are very specific to your target audience. For example, if you are targeting just coaches, then you speak to coaches. And this is very important in the beginning part of your process. target audience for example if you're targeting just coaches then you speak to coaches and this very this is very important in the beginning part of your process now we're not saying that you know

messaging your messaging couldn't be you know broad or you cannot target a different type of people but if you see for example like neilel, they speak to a lot of people, entrepreneurs in e-com, coaches or different types of businesses, because these brands are super well known. Like a lot of people are really pitching their want to target and how you can help them. Yeah. And I love that you said that. I love Neil Patel. That's a great example. And just going back to the podcast episode, like, yes, there can be a podcast episode that applies to you.

And you are immediately able to see, like, oh, that can be a podcast episode that applies to you. And you are immediately able to see like, oh, that's me. I'm going to listen to that. So you are going to listen to like 400 episodes because that doesn't apply to you. And that's fair. And that's already done because the title is in a way that you can identify. OK, I think I could if I listen to that, I will learn something. So we do this all the time, not just with podcasts. We like think about YouTube, like going YouTube, like you keep scrolling, like, okay, what do I want to watch? And of course, when you see a title,

when you see a thumbnail and you see some content that you think is interesting for you, that's what you're going to watch.'s it's insane to me that to generalize all the service providers and coaching and consultant and and assuming that they all just want money okay that's all you want good you know um because that's a vile assumption of like oh no i think everyone wants just money like they just want to scale up to 10k or 20 or whatever k um but i don't think that's always the case and that's also killing the business because maybe some you know coaches they want impact or they want to be seen or you know getting to more people because they are more impact driven not really like of course money comes with that but it's not how you uh pitch them you know 10k like whatever you know promises there are there so um it's so so generalized

so i think just circling back to the way you're messaging um is is very very important the other thing that we are going to move forward like once i see the ad and i'm like cool and i go into the landing page and it's just like exclamation marks all caps and things that are blinking like those spammy ones are just a huge turn off and i again, agreeing with you, Carl, like, okay, like, how do I create that aligned and also stay consistent with my brand, congruent with my brand? And that can be just a massive buskill when you have those landing pages that are just like spammy looking. Yeah, I agree with that. Of course, people think that, I mean, most of entrepreneurs, I mean, a lot, not most, but a lot of entrepreneurs think that, you know, once you nail your offer, once you nail your, like, these are all important factors, but they disregard design. Design has function in the business. You got to understand that's like a secret ingredient to all of your marketing campaigns. Have a good designer.

Look up on Fiverr, of course. Or hire Carl's team. Yeah, or hire me. No, I'm not saying that. pages, all of your websites, your ads, or anything that comes across to your sales funnel should be having a good design and having a good, you know, because it builds authority and trust, right? It builds that level of trust that, you know, when I click on an ad or when I even see a video or an ad on Facebook

while I'm scrolling, I've seen some landing pages or some sales page that are like created from Windows 95 in the year of Windows 95. You know those Open Sans or Calibri text fonts. Yeah. We don't care about designs then. But right now, it's really crucial to have good designs in sales pages and landing pages. And yeah, I think that changes the game if you have that. Yeah.

And just like you said, with not just the design. Design is like one part of it. But also like what you put in the landing page, like text is also important. Yeah. Oh, my God. God bless. I love all my clients. They are amazing, right?

But sometimes you tend to fall like when they are building their own landing pages and i am go checking on them they're like bye now and like exclamation exclamation exclamation exclamation don't miss out it's a no-brainer and then and then you know no you know that's what your ideal client should think that it's a no-brainer you just shouldn't put like it's a no-brainer you shouldn't give it an exact words you shouldn't put it an exact words like this is a no-brainer this is what they do oh my god god bless make people think make people think that is a no-brainer to write from you but not to the point that you're going to like spell out no it's a no-brainer and then like exclamation exclamation and that's like a high ticket program right um so no i don't like to do that but um but i think like what do we say to people that are perhaps guilty of this like now you're listening

like okay i'm i'm that person who puts exclamation marks and spells out no-brainer. How do we send them to show them quality landing pages? Do you know anyone who we consistently see quality landing pages from? Like someone they can check out as well? Frank Kern, Dom's ultimate crush. No, I love him. i wish he was my father he could be he's 51 he could be my father please adopt me frank uh if you're listening to this one um yeah i think that's a good

one yeah well just type on google like um top influencers in your space, right? And then just try to go to their landing pages, try to like stalk on them, go into their email list, sign up for their newsletters. And then when they have an offer, try to look what kind of deals are they doing? What kind of messaging are they putting there? How did they, you know, like these people are very successful already so all you have to do is not copy them but have an inspiration and what you can put out right yeah so yeah i can't give many i can give many examples right now like um no i think that's good there's a lot no i think that's good like you said like look at the top dogs in your niche because i was like oh just check out den log and peng john like i think

they can build landing pages like i want it to be like you know more tactical than strategic but i think you make much more sense than i do um with saying like hey just look at the top top you know whoever in your niche and just check what they're doing and just, you know, get some info from that. Okay. So you actually, your answer is much better than mine. I give you that. That's okay. That's okay.

Yeah. So I don't know if this is going to be aligned with what we're talking about right now or what we're discussing but a caveat here but you know we can just edit this edit edit this out if this doesn't make sense but a caveat there is that you might be getting a good quality lead but you're getting low conversions right so people are coming into your leads you know they're engaging with your your emails. But the conversions is very low. So I think the main reason for that is that there's just not much romance or there's not much courting. And you're immediately putting out the ring and asking them to marry you. Right? You need to dance on it

you need to make them like you trust you build your authority in your emails whether it's be on messenger or you know link them to your youtube you want to show that you are this person who you can really who can really help them out with their certain problems, right? So you really want to build that connection because sometimes you may be getting that good quality leads, but you're not able to follow them up, bombard them with enough value for them to like, know, and trust you even more. That's why when you make your pitch, you don't get the conversions that you're looking for right so i don't know if that makes sense but that's just no that that does make sense right and i like i love that you said that and does that makes perfect sense but i think a lot of people

are like i want sales today you know i want them to convert now okay there's a lead they have to buy like today and it's so hard to first of all explain to people that that's not how things work and unless it's a low ticket okay we don't talk about like 10 bucks maybe 50 bucks, maybe 100 bucks at best. Low tickets are easy to sell, right? But if you have anything, and we are talking about quality leads, anything more worthy to sell, I mean, the reality of the things that's just not going to happen right away.

I mean, that's very, very... Unless your client is an idiot and they don't do research or they are very impulsive buyers. But I don't know. But I think it's not just for your client, but for you, it's like a dance. You both need to see if there's a fit. The client has checking whether or not they can work with you or you can help them. And you do the same. You need to check whether or not you can help the person or you can help them. And you do the same.

Like you need to check whether or not you can help the person and they're a good fit for you. So it's not just because they have money. They have a credit card that makes them your ideal client. It doesn't work like that, especially if you are like a service provider and you need to check like, okay, even though you have a credit card,

you're an asshole and I don't want to work with you or or you're delusional, and I can't help you. So it has to go both ways. And that takes time, unfortunately, or not unfortunately. So for sure, there has to be that process, that building that up. But it's so hard for some entrepreneurs to, first of all, deploy that. And even though they have a ton of leads, they're not converting. They're like, okay, they're not quality. They might not have money. So we are

making assumptions here. Don't you think like, oh, I have 50 leads and I pitched my course and none of them bought. I think they are not quality. They don't have the money. Do you think it's a money issue? Or do you think it's the fact that you just didn't nurture them or didn't have the relationship. Do you think it's a money issue or do you think it's the fact that you just didn't nurture them

or didn't have the relationship with them? Listen, this is going to go back. This is going to tie back to Dom's signature reaction to people are smart enough to Thank you for quoting me.

I'm trying to remember your exact words there but I think it was along the lines of people are smart enough to decide where their money is going to be spent and if you're just going to put out some vague shit

people are not going to buy and again it ties back again to really knowing your buyer persona, knowing their problems and how you can specifically address these concerns. Yeah, I'm laughing because you're quoting me. But yeah, I mean, I hope I drink my own Kool-Aid. I preach. I do what i preach um but i but i just don't like this um how people are trying to scam people to buy and and and sign up when it's i don't like that those intentions right that's why i said just because someone has money

doesn't mean it's your client. And even you as a service provider, your coach, consultant, whatever you're doing in your business, you should also have your expectations. Like me, I need to, like, first of all, who do you targeting? But what's my expectations from the clients? Like, how do I want them to be? I want them to be coachable. I want them to be open-minded. I want them to making this much money per year. I want them to be. I want them to be coachable. I want them to be open-minded. I want them to making this much money per year.

I want them to be like this, right? Like I also have my qualifications, not just like who needs my help, but like who do I want, you know, for my business. And not everyone is going to be in that category, even if they have the money, right? So you have to be more, you know, conscious of that as well when you are messaging people or qualifying your leads, right? I don't have anything to add to that.

You said it perfectly, Dom. Thanks. So another issue that I see, and I'm going to give you like a story time, story time here. Um, so they were like, oh, you know, I'm not sure what's happening. Like no one has money to pay for my services. I'm like, okay, so what's your lead magnet? Well, my lead magnet is an ebook on how to scale from zero to 10 K in a month. I'm like, okay, that's why, because your program is 10k and you're targeting

someone who has like zero to 10k meaning that they don't have 10k right now okay so you're trying to attract people with a lead magnet that's clearly is something that they if they are in the category there's just doesn't make sense they don't have the money of course they don't have they are in the category, it just doesn't make sense. They don't have the money. Of course they don't have. They want to go there. They want to get there. They're not there yet. So if you are giving them an e-book on how to scale from zero to 10K,

yeah, it's not going to work out. So that's the lead magnet, the cheap lead magnet. Oh, yeah. For me, I want to add that because it's amazing that you talked about that but you know for you know having these cheap lead magnets and you know you mentioned here that you're trying to attract whales with one-page ebooks. What I would advise there is that you need to give more value. This comes down to what Gary Vaynerchuk has always been telling us to like,

jab, jab, jab, right hook. You want to provide as much as you can. He should adopt you as well. He's your favorite one. Yeah. And you have Frank Curran. Yeah. At least we both have our crushes, okay?

That's settled. Yeah. So, yeah, listen, you want to over-del deliver with your leads right so if if people notice that you are really this type of person who wants to over deliver you know for example if you have a lead magnet and you send them that ebook you know when they get to that ebook give them a video a video message or a video tutorial on how to get to their goals much faster for free. Bombard them with more value than what your lead magnet promised. And every day, you would want to dance with them just providing and providing and providing value.

That's the secret sauce. You want to be able to give enough value for people to really like you. If people would say that, hey, this guy is really amazing. He's really giving a lot of content. He's really hitting the pain points that I'm having. You sure are going to have some results there because building that authority building that trust that you're this guy who wants you can provide that much of value is something phenomenal no i think i love that you said that and it's so true um and that's a huge fear for a lot of people. Like, I don't want to give too much value.

Like, what the hell am I going to teach? Like, I'm going to give out the farm. Like, oh, what am I going to do then? So that's a huge fear for people. But I don't think that should be something that holds you back. The other thing I wanted to say here is just like when you said, okay, you know, value, value is super massively important. But think about how you become a fan of someone and another story time there's a public speaker guy here who literally

speaks um like a stand-up comedian except he covers mental health subjects and i stumbled upon his youtube and i went to his seminar and I fuck I have his book now and and I literally want to I mean message and like where I wanted to approach him right after I'm like oh like hey can you like help me because I think you're awesome but I was I was chickening out so next time he comes in town I'll hunt him down but just by listening to this guy and like fuck that's actually super helpful and then oh I'm gonna apply that and I will see the changes I'm like okay cool that helps now I'm gonna get his book I'm gonna get his time and I went to his paid for his seminar so I'm a super

fan and I have yet to like go one-on-one work with him, but that's what I want to do because I was getting free value. Like I could watch his YouTube videos and I paid to go to his programs. But now I'm like, okay, what else? Like, I want to know more. And that's it. Like I'm became a super fan just like that because of the amount of free value that this guy was giving online and I could find myself and then everything else. Like the way he structured his business is Goodwill marketing is like, I'm helping you.

You see, you apply that, that works cool. So you're going to come back to me once more and consume more content and buy my books and come to my seminars. And he even has like summer camps that I was considering going like, okay, summer camp.

It's this guy. Let's go. Didn't go yet, but you see, it's, seminars and he even had like summer camps that i was considering going like okay summer camp with this guy let's go um um didn't go yet but you see it's it's so organic to building up the fan you're gonna be a fan of the person if they can help you with something and you apply those things it's like okay i'm excited to even work with that person now yeah um i think i think this relates to what frankern has used to say i think i i heard him mention this before i don't know if i'm going to um i don't know if we're going to throw out the exact words but he it comes with the lines of the amount of value that you give out and distribute is directly proportional to how you would make the revenue how you make the revenue right like something like that so the amount of value that you give to people is something that you can expect and expect in return yeah you're giving

out a lot of free value you're not really afraid of what's going that people are not going to come to you because they already have what they have because of your content but listen if you are afraid of i don't know if we're still aligned with our our message right now but this is really crucial for really a lot of coaches and course creators who want to produce content and you are afraid that people are not going to get in touch with you or buy your course or buy your coaching program because you think that they've already seen seen enough from your youtube videos from your instagram videos people want to have a blueprint or a special guide and because they know like and trust you you are the person that they're going to come across. They're going to connect with.

So don't be afraid to spill out all the secrets that you have. Because at the end, they're still not going to be able to connect all the dots. They want a specific and step-by-step process how they're going to be able to solve their problem. So when that time comes, you know, that they're really eager and you already get past the awareness stage and you get past the decision stage they're going to come to you because you're the one who they like trust and want to connect with and want to take out the money and give it to you yeah and and and the fact that they know that you can solve their problems right and because you they seen you do it they've seen you for example set up campaigns or they've seen you do it. They've seen you, for example, set up campaigns or they've seen that the results that you were giving

were getting for other people or they've seen content that they applied and they're like, oh, cool, that works. And when it comes to making decisions, you are the only person that they're going to go for. So that's really, really super important that you saw that. And I think when you have a lead magnet, you can always over deliver. If you have one chance and maybe think about it this way.

If you have a premium, something that you're selling and you have one chance for it or to give to convince someone from zero to come to become your client. What would do you think? What do you think you should teach them or what do you think they should know that once they implement it it will make a change in their life so that they will not think about who else should they go to maybe that's a good way to go about it yeah absolutely that's that's really a game changer. And if you do that, you're already ahead of like 75% of your competition. For sure. Who is not ready to give value, who want a consultation first and then alignment first

before hopping onto these calls and want to make sure that you can pay for it before you sign up with their programs because you're delivering, over-delivering the value. They already know you. They trust you. You've already built that foundation. And it's a no-brainer. That's where the no-brainer comes in. Yeah.

It's so funny because I had that fan relationship with one coach out there and i love their podcast and when i was booking a call with this person i was um they actually had a box like i have the money to invest in myself and i had no idea how much the coaching was right before i went i'm just like i felt like so weird about ticking the box like I have the money to invest in myself yeah but like I don't know I don't know yeah so whatever I didn't like that that they have that question I'm I'm thinking they're disqualifying people with this button but I think a lot of people disqualify themselves because they don't know how what are they looking up like how much that would be and then once we went into a call um i was i was people like this person was asking me questions and um i felt like okay um

i was like okay i can help you get there i can help you to your goals i'm like cool so how like can you explain to me like uh and and and this person was unwilling to give me any information on how that will happen. And then, like, my logical brain was like, so, again, it's like, okay, we're going to get there. And I should trust you because I guess you have clients who manage to do that. But there was no value. Like, this person didn't say like, hey, okay, I can hear you. I think right now what you can do is apply ABCD.

And if we end up working together, I can help you with more. But just with this call, if you walk away from this one, you can try this, try this, you know, and then see if that helps. If it doesn't help, yeah, we can figure out how we work

together but that didn't happen I had zero zero value from that phone call I Skype call whatever call was that and I walked away with like I don't want to sign up because I just don't feel like I want to like I don't I hadn't I have no clarity on what's going to happen to me I I have no clarity on whether or not you can help me. I think you can. I'm not sure. I mean, I listened to some of your podcasts. I think I'd like you. But then the fact that we went into a call

and I just felt like I was just another one. And I also felt bad because I ticked a box that I can invest in myself. But this is never about the money. It was more about I wasn't convinced that this person can actually help me. So it completely about the money. It was more about I wasn't convinced that this person can actually help me. So it completely blew the call. So yeah, that never happened, that coaching session.

That's a good story. And I really like that you mentioned that because most times we really just want to, of course, we're in business. Let's get straight to the fact that you know we want money that's why we created this business in the first place of course yeah um but the fact that you don't want to over deliver the fact that you're not coming if you come from a position of really just wanting to help right so? So you're a coach. You have a course.

If you are someone who's really coming from, you have that mindset of, I want to help this person, not like, how can I take this person on my buyer's list? Yeah. Right? People would sense that. People would already smell that you're really just up for the business, especially if you're someone in the relationship coach or health coach. You are speaking to people who are having some mental problems or emotional problems or something that is, they have these circumstances in their life that they want to address, right? They have these concerns.

So if they already feel like they can smell that you're in there for the money or you want to join your buyers list, you know, they would literally sense that and it wouldn't make sense to have them on a call, right? Because, you know, it's really disgusting. I've had those calls i've had those calls too i've had some of those you know um especially when i was starting um there was this guy who messaged me and you know oh you want to start with facebook ads you want to start with the marketing oh i can help you yada yada yada and then i went on to you know hop on a call and then at first he was super excited he was

hey dude how are you going how's it going there in the philippines yeah yeah here in the star then once he found out that you know i was i was someone who was really at that time i was really a beginner you know his voice went down like and i can literally feel his breath it was like ah he was really thinking how am i gonna end this call right okay dude so yeah um really like you know these type of things that you know right now i i'm already in scaling my business and i don't even want to talk to him about it because he was such a dick at that time. Yeah. And first of all, like, of course, we go circle back to like qualifying, you know, people. Okay.

So this conversation would have never happened if he was taking his time to see if you are at a stage where he can help you. And maybe you wouldn't feel bad about wasting his time or he wouldn't feel bad about his time being wasted. If he just takes some time to ask you a couple of questions or before you go into a call together and decide whether or not or determine whether or not you are at a stage where he can help you right that that whole conversation would never have happened and i don't want to be like well you should disqualify people that are not at this point but you can still give them something but disqualify them so that's what i do yeah so when i again i have a ton of people reaching out to me all the time and because i have my own requirements of why i would take a client so i always like in my head like is this client uh is hitting my internal you know checklist

the amount of money that they make the the product that they sell, experience in marketing, ability to close. I have all of the things that I'm trying to assess when I'm talking to a newborn client, newcomer client. And if those don't meet my personal requirements, I will tell them, okay, i don't think because that doesn't make sense for you and for me but you can still do abcd and i think that and i they they literally walk away with a consultation free consultation on that spot and they're like always like oh my god thank you so much and they leave me like testimonials like do, just drop a testimonial somewhere if you want to. If you want that, I'm happy to have that.

But that's what they're like, okay, just drop you some comments here and there. And then cool, we move on. And maybe once they find in their business, they get to the point where they could be a good fit for me as well, they come back. But it's always with that you know in mind like how can i give them value with this call even though we're not good fit i think you should do abc or even with content you know i can say hey check out this episode check out that episode check out this book or that book you know i'm like i'm sending them to some knowledge right so that they don't walk away empty-handed and that's i think a good one because then they can come back to you anytime

yeah yeah absolutely and you know um there was story time for me as well um there was this potential client who came to me and asking to she wants me to run her facebook ads and i was asking the i was asking her to you know what's your budget and things like that and at the end of the call i figured that we're not going to be a fit for each other so what i did was to give her a mini consultation about what can happen and i actually gave her a strategy of what needs to be done from my experience. And I literally told her that you can hire someone who is cheaper. And then I would make a free consultation.

For example, like a beginner Facebook ad, if you really don't have that budget, this is what I can do for you at the very least. Like, I'm not really into grabbing your money right now or getting your money. Yeah. But I'm really into how can I help you because we're not there. Right? Yeah.

And right at the end of the call, she literally told me, Carl, it was so great. It was a great time to have a have a phone call with you and she's literally telling me that once she wants to scale up she's gonna hire me yeah right so that alone made sense to me like if you're coming from a mindset of you want to help people and not just take money money money right money, right? Yeah. You would attract the right audience. You are. And you are, just like you said, Carl, you are ahead of your competition massively

because people assume that you want to take their money and go and run with it, right? So it's no secret that that's the end goal, but I'd rather you be happy about it i'd rather you'd want it and i want it to like it's it's a it's a we work together we collaborate we have the same goals which is helping you grow get more clients with like we have the same goal ultimately we are in the same boat because if i don't deliver you don't gonna come back to me and if you you cannot make more money you can't pay me anymore right so we are on the same boat here um so we we should be working together towards that

same goal which is again it's it takes two right it's just not just one person and then yeah but i yeah yeah and i and you know what sometimes i would have clients coming to me and then we were not fit for each other and then he would have he would have peers or some coaches or friends and he would connect with me yeah yeah i agree with you like that happens to me sometimes that even though you're not the right person, but if they know someone that can benefit from your services and um they can they can smell that if you are there to help them or if you're there to make money and that's there's no way to hide those intentions um yeah you know no matter what they will smell it oh yeah spell it you even you and i can right we can we can so if we can they can too um targeting issue uh we have this on our list carl and um whether it's the wrong audience or it's like targeting everyone

and before we started recording out carl was like hey dummy let's have a disagreement i'm not saying i'm not saying that intentionally on what are we gonna have a disagreement it's like yeah i think we should do like broad targeting and i'm like yeah i think we're not agreeing on that so what the hell carl like why would you be targeting everyone what what is your like just define your position here because i just I think you are like wasting money on shit. Since when that worked? This is a strategy post iOS 14 because we're getting underreported. We're having underreported data from Ads Manager. And a lot of these data are aligning to not being able to scale

enough and not being able to know your numbers unless you align that with your i don't know shopify or your your your page or your sales page for these conversions or if you're using google analytics or some is we're getting a bit technical here, but this is in regards with Facebook ads. So if you're someone who are using Facebook ads to target the audience that you want to acquire, then this is something that you might want to listen because we definitely have just a slight slight disagreement about this i'm not saying that i'm not saying that purposely but i was just thinking about okay um broad audience

work with us right now um and i think that targeting happens in the creative like in your video sales message in your copy you might might want to, you want to target people or you want to call out the people who you're targeting and the creatives themselves. So what we would do is we have like a campaign and then the ad sets, all the ad sets are just completely the same. And it's all broad. It's all broad.

For example, we were targeting people who are into relationships so we would have that guardrail just a single guardrail for interest for you know looking for relationship and it would have like three to five million people that facebook is gonna search audience for so that's like a pool of or a lot of audience you can target and then the messaging would come into your copy to your headlines to everything that goes in the ad so it it made us lower our costs and we noticed that even if we, because right now, cool thing is to also try lead ads, not the conversion one that we would direct people to a landing page. Or we try lead ads and it dropped our costs to like $10. And it brought us to a great success because it was qualified leads, but we had a lower cost for that.

So, yeah, I don't know what's your take on that. No, I wanted to disagree again. My job is to disagree here. But I see what you're saying. And interestingly, like lately, when you see the like cool results of mine, like those are broad targeting. I mean, we did put some high,

high premium interest and premium locations. So, but otherwise it was not really filtered in like, in like two, two like interesting wise. And like, so we did leave that broad and we did see some more results um but i know my tech is to disagree but unfortunately i can't um because

what i have been seeing as well working is the fact that you put certain keywords in your copy like for example you selling a course marketing you put marketing in the copy and on the landing page and like here's your new marketing report and let facebook run with it and because it has marketing it will show it to people who are more prone to or interested in marketing so i personally this one i haven't tested myself I did see people test it and it worked for them. But maybe it's something that you're saying as well, that you guys have kept it raw. And then in your messaging,

you were putting the relationship like certain keywords and let Facebook decide who is this audience, you know, who is this best for, right? That's what you're saying. Yeah. Because, you know, it this the best for right that's what you're saying yeah because because you know it's it's gonna circle to circle back to um being hyper targeted with your audience with the audience that you want your content or your ads be seen right so if you're targeting middle-aged women and you know basically all those um single boys would literally

disqualify themselves and they add in the surface level right in the top of the funnel they're going to disqualify themselves because you're literally calling out middle-aged women and it doesn't have to be like literally hey hey, middle-aged women, there it is, living in California. Not really like that. It's more of like knowing your thoughts, knowing the psychographics or anything that they want. For example, if you're targeting, I don't know, Louis Vuitton or Dior. So they have those money.

They have the buying power. So, yeah, that's something that we tried and it pretty much is working. And then after we had that, because this is in the testing phase. So after we noticed that this is the type of copy that is really working, this is the headlines, this is like the hooks that were really working there's the headlines this is like the hooks that were really working then that's the time that we start to put these ad sets into a separate campaign and you know um that's where the audience testing um comes in handy yeah i think i think we should not skip on the fact that we are talking post-testing, right?

So there always is a testing phase at the beginning where we test out different audience headlines, copies, and then we know what works and what doesn't, and we go from there, right? So you don't have to skip that or your media barrier. Hopefully, he's not skipping that because that still is important to just test out what's working and what's not. If he's skipping that, just hire Dom. Yeah, or Carl.

If your media buyer is skipping those slides, it is so crucial, hire Dom. Or Carl. It's so funny because you said hire Dom, and I was like, yeah, hire me. I was like, oh, no, no, wait. I purposely hire Dom. And I was like, yeah, hire me. I was like, oh, no, no, wait. I purposely hire Carl. Sorry, glitch in the system. Don't hire me, hire Carl. I'm trying to be, you know, nice and helpful

and like portray the image of someone who is helpful here. So Carl, I'm sure he can help you. So listen, I think the last thing that we noted here, I think we're going to wrap up because we are like an hour here. I think listeners are like, oh, we can't listen to this anymore. Hopefully not because we are so much fun to listen to. But I think we noted like overall congruency. I think we kind of touched on that, right?

Like how am I congruent with my branding is my branding quality is my messaging so it's I think we noted that I think we kind of like already said it right yeah that's why it's important to have that branding foundation so that you know your values you know the value you know the mission you know all of the audience who you're targeting what they value how are you getting connected with them so if you're like targeting middle-aged women um you might not want to put on some curse words in your copy or you know you might not want to sound like a little a a a single uh teenage boy in california i don't know um but it does have to make sense

you need to align that that messaging you need to everything has to be consistent in terms of messaging that's something that's my two cents here yeah i don't know what carl has for me the rich woman i'm sorry you keep saying me delay i'm like, I don't know what Carl has for middle-aged women. But I think he has something. I don't know. This is like the fourth time I get targeted by middle-aged women. What do you have for it? I have nothing against middle-aged women in America. But you seem to be targeting them a lot.

So if you guys, if you ladies, if you're middle-aged and you see a lot of ads, I think that's probably coming from Carl. No, no, no. Yeah, we used to target them a lot. But yeah, with my clients, they're the people who are targeting. But yeah, it's something I'm giving an example. But if it makes sense with your people, right? You want to be able to make sure that everything that goes into your brand should speak to the right type of audience.

So you would avoid this incongruency or inconsistency with messaging, with the landing page, with the copy, and everything that goes in hand. Yeah, that's true. And to be honest with you, if you do those things right you are much better off at the end because you know um people say okay cool now i have calls you know like maybe i need someone who calls my calls and qualifies them one more you know like so that the come whoever comes to the calls they were already pre-qualified and um but long story short you spare yourself the cost of like re-qualifying people if you do everything right at the beginning okay so my messaging is right my targeting my like i overall i have a congruent feel of like

who am i portray what am i trying to portray here and like my service like high end or low end like whatever that's very clear to people then i don't have to bother with like okay so who's gonna you know call my calls so they don't have to waste my time so you don't have to pay for those we call them appointment setters but essentially they can requalify leads for you and that's like a separate service and they're like charged like i don't know how much for per lead to call them and ask them three questions i'm like okay so i just want to qualify you but no if you do everything right you know hopefully then you can you can obviously then spare yourself some money um and i wanted to say something else but i've completely forgotten it so I guess that's it for me

awesome Dom this is a great episode yeah well let the listeners decide whether or not it was one okay what do you guys think hopefully if you liked it just give us a like somewhere where are you listening to comment below below. Put hashtag middle-aged woman if you've watched so far. So that we know that you heard Carl talk about middle-aged women. Listen, this is like the third episode and there was a lot of drafts

in the second one because there's a lot of drafts in the second one because there's a lot of misunderstanding. And we're not really prepared at that time. But yeah, we're going to keep on doing this, giving a lot of value for you. Hopefully, you get some value out of these episodes. Yeah. Yeah. And if you guys like this, please give us a high on facebook and instagram

dom you want to yeah just shout out to carl yeah you want me to shut up my socials yeah my socials yes so give us a high on face i mean you like at like 80 we'll just put in the might... We'll just put in the captions, right? We'll just put in the show notes so you guys can give us a high or maybe some questions. Yeah. Or if you're really irritated about me

saying middle-aged woman, you can tell me. Yeah. You can message me. We'll make sure Carl doesn't say that anymore. All right. All right. Thanks so much, Dom. Thanks, Carl. I'll that anymore alright alright thanks so much Dom thanks Carl

see you in the next episode Dom see you next week guys bye bye