Get More Leads: How To Choose The Words That Get You All The Leads You Need

Good morning. Okay. Now, once we have selected your single target market, we know exactly who we're trying to uh focus on. The next thing that we need to do is we need to compel your best prospects to call you to raise their hand to let you know that they are a prospect for what you're doing.

And that's very different than convincing them to buy what it is that you're doing. And in this profit activator 2, the most important distinction that we make is that we are separating the compelling from the convincing. It's not the purpose. Especially when you have what we call invisible prospects.

If you can't get a list of people who are uh exactly the people that you are looking for, it's important that we draw them out. So, continuing with our real estate example for lakefront homes, if we've chosen lakefront as our uh as our target audience, that is what we're going to put in position 1A of our vending machine, our prospect vending machine. So, I want you to think about it that we're not it's not about limiting yourself to one specific target market forever. I'm thinking about it as more like the vending machine where you have to put something up in position 1A so that we can wire up the buttons that when you push that A1 or 1A and you put in the money out that comes.

That's the magic of what we can do if we create a compelling offer that gets your your prospects to raise their hand. So, the first decision that you have to make when you're selecting that target market is do you have visible prospects or invisible prospects? And sometimes it can be both. If we look at the lakefront uh real estate market, people who own lakefront homes are visible prospects.

We can get a list of everybody that owns those uh lakefront homes in Winterhaven. And it's a fixed list. People who are looking to buy lakefront homes are invisible prospects. They could be anywhere.

They could be walking around living in an apartment or living in a house somewhere else and want to be on the lake, but we would never know it because there's no visible way evidence of that. And that's what we're trying to create here. Same thing. If your audience is chiropractors, there's a visible list of chiropractors that you can say.

There's one, there's one, there's one. They're all publicly available. If you are a chiropractor, your prospects are invisible because you can't get a list of people who just twisted their back on the golf course this afternoon. That's what that's the distinction.

And there are different approaches to generate leads from those two types of audiences. Now, if we take the invisible prospects first, if we're trying to um you know, find people who are likely to do whatever it is that you want to do, we know that in the geographic area, whether it's your 15mi zone around where your business is, if you have a local business, or if you serve a national audience, it's all of all of uh America, or you can narrow it down to whatever attri attributes you can identify that it's women 45 plus or it's you know certain segments of the market. If you're looking to compel invisible prospects, meta ads on Facebook and Instagram are probably the best bargain that has ever been known to man right now. You can get in front of people.

I often talked about in an earlier video about I look at these as like the digital postcards that we can send to somebody's digital mailbox which is where all their attention is by the way. Everybody's attention is on that screen scrolling through Facebook and your static image ad is going to show up right in that full screen for a split second and you have to get their attention. That's why I'm saying that there's not enough time in that type of a situation to convince somebody to do what it is that you want them to do. But it's wonderful for getting people who are self-identifying as somebody who's probably likely to do what it is.

So, I got so many examples of this and trying to narrow this into to 10 or 12 minutes here for you. Let me give you a a couple of examples because if you do this right, it'll feel like time travel. It'll feel like you've discovered a secret to time travel. First of all, if we look at I did a had an example in Toronto, worked with a party rental company that did uh you know all all the things that party rental companies do, everything that you can imagine.

And I asked them, we always start with single uh single focus on your target market. I said, who is the dream come true target for you? And they said an outdoor wedding. That would be the the number one thing because they get the tents and the generators and the tables and linens, everything.

Porta toilet, luxury, portaotties, the whole deal. And so if we put them in position 1A, the challenge is that they are invisible prospects. We don't know who's thinking about having an outdoor wedding. But we know that if we go backwards on the timeline from somebody's having an outdoor wedding this weekend, too late for us.

That's they've already made all of their arrangements. But if we back that up, what are the events that had to happen in order for them to land on that wedding? And if we go all the way back to they got engaged, that's the first uh thing. But when they start thinking about the actual wedding, what if we could get in front of people who are just starting to think about having an outdoor wedding?

Now, that is what people are really thinking about. They're not thinking about, I wonder which party rental company we should use. Nobody's putting flyers in their hope chest from a party rental company. But if we take this radius and we can run ads that offer a directory, a 100 great places have an outdoor wedding in Toronto.

that is compelling to people who are thinking about an outdoor wedding. Now, this company had been around since the '60s and they were uh you know knew all the spots where you could um do this. So, we put together the directory and immediately started generating leads from that. Now, what we know is that we have a head start on every other party rental company because we're not just waiting until the time where they start looking for a party rental company, which may be way down the line from all the decisions that go into making a wedding.

The first thing is we're getting married. The second thing is when and where. Let's get the date and the venue. So, if we can go all the way up to where the first decisions are being made and find a bride that is about to have or planning an outdoor wedding.

That became a huge success. So that is like um that's why I call it like time travel. You know, if we could go back in time two years and before we leave, we could go and travel and get all the pe all the uh list of all the people that had outdoor weddings in the last two two years and we land and we've got this list of people that we know for certain are going to have an outdoor wedding, our job would be very easy. But since we can't travel back in time, the next best thing we can do is we can start planting time capsules.

We can find people with an express intention of doing something in the future at the earliest moment that they decide. So we've got all the time in the world to bond with them to profit activator number three educate and motivate them. That's why I'm separating the compelling from the convincing. We weren't even mentioning the party rental company in the ad.

It's not about that. It's about finding the people who want the uh who want the result. Now, one of we've used many different ways to do this kind of of thing. We've done um we've done cataloges and directories.

So, if you're thinking you we did a fence and gate catalog, so we're finding people who have an intention of getting a fence or a gate. We've done a ebike catalog. So, we find people who are looking for uh a future purchase of an ebike where we've done books. That is one of my favorite things because if you can get the title of a book right, that your ideal target market person is going to want in their collection or that it indicates a future desire or a future condition.

Right now, we're running a uh we're running a book called Stop Your Panic Attacks, and we're working with a doctor who does uh a wonderful program to help people with uh with panic attacks get over them. But we start with a book that anybody that wants a book called Stop Your Panic Attacks is probably a person who actually wants to stop their panic attacks. So having a book that would be a good indication of what your audience wants is another amazing way to generate the exact people who are likely to do whatever it is that you want to do. And a way to think about this, we get the lowest cost per lead.

I think about this as like stuffing this time capsule. 50, 50s or for even $5, whatever it is that you are thinking about investing $250 or $500 in a bundle of a hundred people who expressed an interest in this exact thing. If we take those people now over the next 100 weeks, many many many of them are going to buy what it is that they've inquired about and you're the one with the head start and for knowledge that they're going to do it. And I'm going to show you how to do that tomorrow when we talk about Profit Activator 3.

But focus on getting the exact target audience that you want. Thinking about what's the most compelling piece of information that you could offer them that would just get them to raise their hand. That's all we're looking for. I got a funny email the other day from Rick.

It says, "Dean, question. Are you saying you can teach me to make fat stacks by hanging out at a pub drinking coffee like you?" And I laughed to myself because I was thinking, you know, yes, I I can do that. That's what I do.

Is the funny thing, what I really realized is that every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen onto a piece of paper in my journal before it went out into the real world. And if I can turn people on to that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you, and how to find the most profitable things that you can install in your business. I'm all for it. m.

I'm going to do for the first time a 50inute profitfinder workshop and you're going to join me live on Zoom and we're going to go through a 50inute exercise. Bring your pen. Bring a notebook or piece of paper. And I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there.

But I'm going to show you where to look for it. So, it's free. It's for you. m.

this Friday. Just watch. Go to What did we call the website, Josh? >> 50inut profitfinder.