The Russell Brunson Show - (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

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Companion, only in theaters January 31st. 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're 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 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. You can actually, like before we were trying to like push everyone into a certain framework to make them all do the same kind of funnel where now it's like telling you how to do this one certain funnel. It's like 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 little few more of these. Some of my recent inner circle events, I started doing Q&A with my 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 Golad and German Blanco, who are in their circle. And it was interesting because they're talking about, you know, they're growing this company and they're having a webinar, but they also at the same time, like

there's people who can't afford what they have and they want to help them. And that was kind of the questions. How do you do that? How do you, how do you kind of serve both people? So this is a question you've ever thought about or something you're looking for the answer. I hope that this, this question and this answer will help you out in your business. With that said, appreciate you all. Thanks for listening. And let's listen on the first Q and A.

Hey, Russell. Hi. This is super surreal. I just want to say thanks to you for all this time. I appreciate it. I'm sure all of us do. Thanks to all the audience as well for your generosity with sharing. I 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 room, find a way to try to bring them in because I cannot leave people behind. That's my heart tells me to do the right thing. 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. Yeah, that's one of the questions. That's a great question. Let's go on that one. Let's dig on that one. So I think there's a couple of things you could do.

As far as separate webinars, 100% I agree with that. I think it's separate messaging, separate targeting, separate everything. Probably separate price points, I'm assuming too, as well. You can do different price points for the unemployed versus other ones. One cool thing that Tom, you know Tom Bilyeu? Tom did something really cool. So Tom, when he built Quest Nutrition up, I think it was like, I don't know, three or 4,000 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 it. I want to give them for free. And, but he also wanted to try to business. And like for two years, two masterminds, I was in for two years of him fighting back and forth in this before he was willing to finally like launch impact university. And part of the 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 camp. 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 any people that, that can't afford to come in, 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 you sign up today, you're gonna get 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 today it's you're gonna get 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 going to 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 um and match them 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 uh and now that that person's buying into this mission as well where you're you're helping them but they're helping somebody who can't afford it absolutely so that's kind of a the idea that popped my head as you were saying that um but then other than that i definitely

have two separate webinars or you can even have a webinar um like if you use a webinar fuel 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.

With regards to the perfect webinar, I've done it like 200 times. Absolutely love it. 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, where 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 write the data and we realize, okay, they are 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 I'm 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 at the end of the webinar, like after whatever you're typically in now, or maybe if you do Q&A maybe right before that, but I even bring that up to 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 in six days, let me tell you what they do. And they walk through the process, and be like, so I'm gonna do it with you guys right now. So check this out, we're gonna go to LinkedIn,

and we're gonna LinkedIn, like here's some people, here's so-and-so, here's so-and-so, they're free, if you wanna message them, they're totally cool. In check this out and like you can even message them like under a fake account and have a message back like so there's 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 on their own like bringing it to them like this is what happens i'm gonna walk show you guys and like show the entire things like that's what's gonna happen you guys can totally do that but i recommend is get started 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 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 then what happens in six days it's gonna bill you the full blah blah blah whatever you, there's different versions of that I would test or play with before you go and get on the calls. Because 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 it's, you know. The other thing you could do is bring on people and actually do live Q&As during the webinar, at the end of the webinar, which would be one thing. Or the other thing that we did, we did our certification webinar. I did a 90 minute webinar presentation, and then I brought in, 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 each of them 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 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, but I call 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 change thank you so much so no worries congratulations Sorry. I'm his partner. 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. 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 the 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, the perfect webinar should get updated, 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. Okay. 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, again, I told you guys my story earlier. I am scared of phone sales. Like I got burned bad. just, 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 that you're doing from webinar to phone call. Um, so it's usually

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. I said, we're finally starting to build a 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 sold that I could have impacted. And if I didn't really get them to have the confidence to purchase what I think would have actually changed their life, it was a missed opportunity. So I see every soul like a missed opportunity.

So whatever is the most effective, I don't care what it is, but when you have a purpose, you want to serve everybody. And 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? And they'd close people right there. So, so Jim, you're in, okay. Are you in Jim? All right. Close up. Mike, are you in? They go person by person and they'd close 80, 90% of people sometimes cause they, 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. Um, yeah. Thank you so much. No worries. Thanks guys.