That's the link I need.
So that's the one that we would want to share with people
to help them land on more podcast episodes.
They need these tips.
I'm gonna put that in the document.
That way we can share these values with people as we...
All right, welcome in to Vision Pros Live.
With Jackson Callum, I'm your show host.
We will be doing interviews for visionary entrepreneurs
and guests, guest leaders who are building
fantastic visions out there.
Ultimately, I just wanna go through some of the things
that might help you with your vision.
So if you have a vision that you're pursuing,
drop a link in the comments and let us know what that is.
If that's a business or a brand,
if it's a nonprofit that you run,
be happy to promote it, be happy to talk to you about it.
And if you'd like to apply to be on Vision Pros
and be interviewed about that vision,
then by all means, feel free to reach out.
Woo-hoo!
What's up everybody?
Welcome to Vision Pros Live.
I'm your host, Jackson Callum,
founder of First Class Business,
co-founder of Able Health and CEO of Podbooker.
I'm really excited to be here today.
We are gonna be talking about lead generation
and lead generation, why it's not effective most of the time,
how to make it effective, how to diversify it.
We're gonna go as deep as we can on this subject
in order to really open for you the doors
to really the weaknesses, the threats,
the problems that so many entrepreneurs
ran into when doing this.
But more importantly, we're gonna be revealing
a lot of secrets about how to do this the right way.
I want you to win.
I want you to figure out how can you effectively
level up your only generation capabilities
because I'll tell you what,
the secret is not in the tool.
It is in the mechanic, right?
A hammer is just a hammer.
It's just a tool.
You cannot blame the hammer for not doing the job
if the hammer is solid and sound.
But as a mechanic, you have to be able to recognize,
is this hammer solid and sound?
Is this something I should be using?
Or is it going to fail me?
And you also have to know how to use it.
And if you don't, that's gonna be a problem.
So one thing I haven't done at often enough
is talk about our appreciation for the water project,
the cause that we support on a regular basis.
The water project does drill water wells
and helps create sand dams, things like that.
Technical components borehole wells, I think they're called,
over in Africa for people who do not have water.
It's a super valid cause.
Please donate a dollar to it or whatever you can
to help people get clean water.
I absolutely love the project.
Also, I don't mention Epiphany a lot.
It's up here in the corner.
I love Epiphany.
Rick Meekins is one of my best friends.
He runs that company.
He's another company called Converge Marketing.
I highly recommend engaging with them too.
I just want to give them a special shout out
because I often just move right in to not talking about it.
Well, without further ado, the reason why,
because I want to talk to you about the value
that we're throwing down for you today.
So let's dive right in with what is lead generation?
Lead generation is simply your process
of attracting prospects to come in and talk to you.
And that could be through the phone, that could be online,
that could be going door to door and meeting people.
There's a lot of ways, a lot of tools,
a lot of systems to move your business forward.
And as a business owner, it's very important
to evaluate those opportunities
rather than just try to move your life forward
without thinking strategically
about how you can be most effective in doing that.
So one of the stories that comes to mind with that
is the story about the two lumberjacks.
And lumberjacks, there's two guys chopping down trees.
One is old, one is young.
The young one's in great shape.
And he's going at these trees like crazy.
And sure enough, the old man is not doing nearly
as well as him in the beginning.
As the day goes along though,
and you get towards the end of the day,
the old man has done far more work
than the young man has.
He's been far more productive.
And he goes up to the old man and he says,
why, how did you beat me?
How did you do this?
Why am I not chopping down more trees than you?
I have more strength, I'm working harder.
I'm going at it all day long
and you've been taking breaks all day long.
You took your lunch longer than I did.
You took a break between every tree that you chopped down
and you're doing it somehow,
you outpaced me and chopped more trees down than I did.
Well, the old man says, you know, while you were busy
chopping away at the trees over and over with the dole axe,
I was taking the time to sharpen the blade.
And that sharpening process of the blade,
it doesn't just apply to your mind.
It applies to your tools as well.
Many of you entrepreneurs,
your business owners, your executives out there,
are doing a lot of time sharpening the mind,
understanding that you need to learn more and consume more.
And that's also why you're here too.
You want to learn more.
But I also want to challenge you to spend time
to dedicate to sharpen your blade,
sharpen the tools that you're using.
Also make sure you use the right tools.
This is not as simple as being a lumberjack.
While the lumberjack may have one, two, or 10 tools
that I'm not aware of that they utilize,
we all think of the axe, the chainsaw, right?
But the entrepreneur has hundreds of tools
to consider managing.
And there's always these new shiny objects
coming out of line.
So you want to make sure that you're using the right tools
and asking the right people to find those right tools.
And you want to make sure that you're using them
as effectively as possible
in order to drive the result that you want to drive.
So without further ado,
what are some key components
a lead generation system should have?
All right, so the components that it should have,
I mean, it should be pretty well known as a system.
One of the best ways to see that
is does this system have a quality?
Again, I'm going to emphasize that word,
a quality following, right?
A user group.
Well, how do you know?
You know, there's all these websites that claim,
oh, as seen on such and such entities,
used by 100 billion people.
You know, there's lots of claims out there,
but you can do a little bit of digging,
very easily to find out what the,
if there's a social community
that supports using that tool.
That's a good indication
before jumping into a new tool you never heard of,
maybe look up and see is there a Facebook group
that exists about this tool?
For instance, we use Kajabi for managing our courses,
and Kajabi has over 40,000 users
in their Facebook community,
and they have a live event coming up
in a couple of weeks that I get to go to,
which will be a lot of fun.
So I get to go there, I get to network,
I get to know other people
who are also building awesome courses
and building great things in the world.
And this company would not have a live event
if they were a shady tool,
and they wouldn't have people like Brendan Brashard
presenting at the event,
if the tool itself didn't provide value.
There's enough social proof around the tool
to know that the tool itself is valuable.
So what are some other key components,
a lead generation system should have?
It should be very straightforward and easy to use,
and in fact, I'm gonna name some right now for you.
You know, some of the systems that we've used or do use,
ULink for LinkedIn automation is a great tool.
It's a awkward looking tool.
It's a little bit, it seems a little bit more
on the sketchy side, buzz.ai, another great tool.
You know, that has a much nicer user interface
and much nicer experience.
That was cool, they use the Stripe page for their checkout
and they're scaling like crazy.
So that's another good insight into
if you're using your lead generation
in order to run transactions,
and you're being told that you have to build
fancy landing pages in order to create a transaction,
that's just not true, look no further than buzz
as a realization of that.
Flow Chat is one of, is our latest tool to purchase
in regards to lead generation and managing pipelines.
Phenomenal tool, I'm really, really happy
with the results that we've had over that,
had with that for the last three days,
where we haven't even really gotten the system
up and going yet.
Here we are connecting with amazing people
on a daily basis because of it.
I'm talking lots of people.
I have so many conversations coming in right now
that I can't, I'm struggling to keep up
with the amount of conversations coming to me,
and my team members are all about to experience
the same thing as we get each one of them
set up with the same system.
And so real quick, I'm gonna shift gears to,
why do we do lead generation?
And why would we maximize that?
Why do we want more and more relationships?
Isn't one relationship enough?
I don't like to put all my eggs in one basket, personally.
And these baskets in this case,
being people, clients, prospects.
And I also know that if you get on a TEDx talk,
for instance, or you get on Oprah Winfrey Show,
you get out there and you're able to get your voice out,
out there.
To more people, you're more likely to land
in front of an audience that really, really wants
to talk to you.
That's why distribution is so key for entrepreneurs.
That's why it's so key for your business.
If you're not distributing your brand name
and you're not getting out there in front
of as many people as possible,
it's, there's an old slain, that's saying, slim pickens.
Right, you end up having to really pick and choose
what you're working with.
You don't necessarily end up with the best
low hanging fruit.
And in the case of business, and especially the service
industry, my goal, my job, my vision is to serve people
as best I can.
Well, I can serve somebody far better when they are 100%
committed to working with me than somebody who I have
to convince to work with me.
I don't enjoy the process of convincing somebody
to work with me, which is why we push most people
who we have to convince to learn more about us
through free tools and free things that we can provide.
I'm like, you know what, I would rather give you
our $99 revenue growth workbook intensive for free
than you come in and speculate about my business.
The doubting Thomas is they don't add value to a process.
They don't inspire growth.
They kind of challenge it.
So I'd rather you do your own research,
find out if you want to work with us,
and then come back, right?
Same thing should be true of your business.
If somebody's going to come in,
highly skeptical of what you do,
that's not a very good relationship.
And that's really the essence of why you need Legion,
but why you want to build it in a way that nurtures
and inspires, doesn't push people away.
So why do lead generation systems fall short?
Again, it's not the hammer's fault.
Oftentimes the person who sells the hammer,
so to speak, who sells you the Legion system
does not know how to properly execute and use lead generation.
And they use manipulation tactics, coercion, high pressure,
that make you feel icky or awkward.
They force you to do things.
Or on the other side, you buy the hammer thinking,
man, this thing's going to do everything for me.
This Legion system's going to make me a millionaire overnight.
And I need revenues now.
And so you panic and you create systems that pressure,
or that beg, or that are highly needy,
and that are built around the real inspiration
that the customer needs, the intrigue,
that your prospect needs to be able to say, hey, you know what?
I've never heard of this person before,
but I kind of want to talk to them.
I mean, I feel inspired.
I feel intrigued.
I feel attracted somehow.
That's really what the lead generation systems are all about.
It's about intriguing.
I would write this down.
It's about intriguing.
It's about attracting.
And it's about inspiring.
If you keep your messaging focused on, does this message
intrigue people?
Not does it trick people.
Does it get people overly excited?
Does it manipulate people?
No.
Does it intrigue people?
Then does it attract them?
And does it inspire?
If you're accomplishing those three things,
what's happening is you are warming your leads up.
And so if you're utilizing the Legion system
to be an AK-47 with the market, so to speak,
and you're just blasting people with high pressure
or fancy-looking case studies that nobody can relate to,
and they're like, well, wait a second.
I want to work with a human being,
then you're going to be turning off the market over and over
and over.
And we don't condone that, because it doesn't work long term.
And it's not what good people do.
So what are the key advantages of lead generation
for businesses who are looking to scale their growth?
Well, for those of you who feel that's an obvious question,
again, I'd recommend that you first comment
with a question about lead generation
that you want to provide.
But there's so many people who don't know how lead generation
helps with scale.
But I also want to acknowledge that if you put it in place
and you do it wrong, it's actually
going to hurt your ability to scale.
It's going to hold you back from scaling.
So when you put it in the right system in place, though,
it's going to help you scale, because it gets your voice out
to the world and allows you to go back to serving those who
you're meant to serve.
If I can have messaging that goes out as a business owner
that represents me 100% with who I am and the value
that I provide and connects me to the type of people, right,
the targeted type of people that I
want to be associating with and talking to,
then that's going to allow them to come to me and say hello.
Hi, what do you have for me?
Did you mean to send this message to me?
I'm not sure if I'm a great fit or not.
I'm not sure of our alignment.
Can you tell me more about what you do?
Or they say things like, hey, I've
been looking for somebody that has the types of systems
that you have.
Can we talk about this?
We get those messages, too.
Sometimes we get messages that say, hey,
it looks like we align in a lot of ways.
I'd like to love to jump on Zoom with you.
Sometimes we get people who say, hey,
I have a solution to help you guys scale even further faster.
And those are all people.
That is lead generation.
Those are all people who are coming to me with their style
of communication.
Whether their style of communication is right or wrong,
I don't get to choose that.
But I do get to decide, as a leader,
how am I going to receive that person?
And is that person a good or bad person?
If they're trying to force an offer down your throat,
your initial instinct may be to say
that person's not a good person.
But I would challenge that that person is probably
a very good person who's been trained very poorly
by a provider.
And the cool thing is, it's my opportunity,
on my end as a leader, to help show them a new way,
to see if I can inspire them to move their business
in the right direction and to stop creating a spam jungle
out of platforms like LinkedIn.
So what specific qualities or skills
should you as a business owner have
for effective lead generation?
It's probably the thing that too many people avoid.
They don't want to take ownership of the fact
that they have things to learn in order to more effectively
use a tool.
Now, you can be a fantastic, I was just
talking to a client about this, you
can be a fantastic communicator with one group of people
and a completely awful communicator with another.
I do have fantastic communication skills
in some parts of life.
I have others that I'm not great at.
A great example of this for most of us
is I can speak English super well.
I cannot speak Chinese.
I don't even know a single Chinese word.
And so I'm not a great communicator for a Chinese
audience.
And I don't know their culture very well at all, either.
So I don't have the capacity to teach or talk to them
or influence them or inspire them.
Now, the same is true in subtle ways
throughout the English language, whether it's
dialect and culture and region, or it's your ability
to craft a written message.
Some people are good at writing message.
Some people are good at speaking messages.
Some people are good at making messages funny.
Some people can do a great job of making messages.
Like everything you hear sound sad and terrible.
And that's not a skill set I want.
So on the specific qualities of your skills,
what should you have?
I highly recommend that you know how to sell,
like that you learn how to sell.
And you have to find a sales program that you align with.
There's programs that will teach you
to be a sales shark and eat people alive.
There's sales programs that will teach you how to serve
and how to improve your ability to inspire people
to make their own decisions for themselves, not manipulate
them or coerce them into buying something
that they don't necessarily want, which
leads to buyer's remorse, which also
leads to no customer loyalty, which also
leads to constant cancellations and charge backs.
So the manipulation side of sales
is not what I'm looking at.
There was a great program called the Sales Mentor.
I really do like it.
They had a little bit of a mix of both sides.
But in essence, they strived really hard
to stay focused on the service side.
Another good example of that is Eli Wilde.
Another good example of that is Jeremy Miner.
I prefer his program over the others from what I've seen.
But going back to the basics, Sandler's Sales System
has a phenomenal book.
And I believe the book is one of the more powerful assets
in the market.
And that's, you can't teach a kid to ride a bike at a seminar.
It's a phenomenal book with a great strong base.
Now, we also, at First Class Business,
we have sales systems.
Based on each one of those entities that I talked about,
we've taken the best of each one.
And we put them in place to help our clients understand
how to tie their own personality and their own careful
consideration and purpose-driven mission
to the ability to inspire and influence people to move forward.
And that's a very powerful combination.
So don't hesitate to ask us about that.
Other skills and qualities.
The ability to show up consistently, reliably,
the ability to be patient, and the ability to be persistent,
both can exist, patience and persistence.
I highly recommend it.
So how about knowing how to ask great questions?
That's a fantastic one, Jaime.
It's very, very part of our system.
We are constantly asking questions
to a point where some people will move away from us upset
because of the depth of questions that we ask.
And that's totally fine.
My job is not to push people away.
I believe in people.
And I want to give people the space
to make their own decisions.
And if they want to work with us or not,
they have to answer the questions that
make sense for us to be able to support their mission.
They have to be willing to be vulnerable with us
about where they're at.
So specific qualities or skills.
Another specific quality or skill, again,
goes back to that writing one.
Having a good copywriter that also has an editor,
that also has a publisher.
I know there's a lot of copywriters in the market
who claim they can do everything by themselves.
That's not how copywriting works.
Copywriting and content creation is a department.
It's not an individual.
The same is true of marketers.
Marketing is not a marketing guy, a marketing gal.
It's a marketing department.
And if you look at it, if you hear somebody try to ISO you in
and say, oh, I can do all this alone,
you're not going to get the quality that you need.
You need a system of audits in order to protect your brand
and make sure that your message comes through authentically
and clear.
Because sometimes we have a clear vision,
or we're just not very good at articulating it in a way
where other people can see that vision.
And that is definitely a problem for a business owner.
So you do want to have the copywriting skills
or somebody on your team to fulfill
that portion of your lead generation strategy.
That leads us to another quality skill, delegation.
The ability to delegate, the ability to let go and not
control.
And if it's not your wheelhouse, if it's not your expertise,
then I highly recommend don't hire somebody
cheap who's not qualified to run that side of your department
or your strategy.
You need to consider the art of hiring somebody
who's qualified to walk you through that process
and to help you understand it and relinquish
your desire to control.
I had to do that too.
I learned this concept when I first hired my first designers,
not just my lead generation team members, but my designers.
I fired three designers back to back.
And it was on the third one where I realized, like, man,
is it them or is it me?
And I realized it was me.
And I needed to communicate better.
And improve my ability to recognize their skillset
and understand how to speak to them more clearly as a leader
and how to honor them as a human being and individual too.
It's a very powerful lesson.
We're going to skip it for now.
You can ask me about that anytime you want to, by the way.
But in relation to lead generation, the same is true.
You need to know who to delegate to.
You need to know what reports you should be asking for.
You need to know what effect the messaging will have,
good and bad, on your reputation in the marketplace.
So secrets are strategies for top-notch lead generation.
One of the greatest secrets that is probably uncomfortable
to learn is you are more valuable than the tool itself.
And you are really the reason why it fails or why it succeeds.
I would not just buy in to somebody's program
and then blindly follow their advice
for how you do lead generation.
You do need to verify that with a couple of references.
Two, the power of an audio clip.
When you're meeting somebody through LinkedIn
or you're meeting somebody through Facebook,
there's a little button with a microphone.
And if you click that and you say, hey, my name is Jackson,
and then you go into your message, perhaps you've,
don't do these things as a tactic, by the way.
If you do this as a tactic, you're going to burn,
you're going to hurt people, and you're going to hurt yourself.
And that's not going to help you lead generation.
But typically, when I have somebody who connects with me,
and I see that they have, I assess, what is the quality?
Are they a business owner or an executive?
Do they have a nice profile picture
where they represent themselves and actually care
about their image?
Do they have a header image that represents their brand
well, if they've been seen on different news channels,
for instance?
Is their messaging centered around serving others?
Do they have a track record?
Do they have recommendations?
There's a lot of things I could potentially look at.
I scan for the authenticity, and this
is through years of practicing the art of pre-qualifying
individuals.
I find the point of common interest, typically.
And then I know that all of those, this person wouldn't
have a quality image if they didn't care about themselves.
They wouldn't be talking about helping the world
if they were focused on selling the world.
And so I can now easily craft a message and say,
hey, my name is Jackson.
It's great to meet you, Lisa.
And I'd love to have a Zoom call with you.
It looks like we have an amazing alignment
on what our purpose in life is.
If you can spare 15 minutes, we can do that.
Also, I'd love to consider hosting you on my show, Vision
Pro's Live.
I have that asset I can invite people to and say, hey,
come join me on this show.
That's a fantastic value point that I
get to give away because I have this podcast and this live
stream.
You can create the same.
It does not have to be fancy.
I did not start with these banners and these logos
and these questions or topics.
I didn't start with the music.
I started raw and real and genuine authentic with what I had.
And I got going and built momentum in order
to inspire others to do the same because you don't
have to have all the fancy to win.
You just have to care.
And I should say just.
You have to care.
You have to work hard.
You have to do the right work.
And you have to work smart too.
All of those things, in my opinion,
matter when you're scaling to the degree
that I want to scale my businesses to.
So those are some of the secrets.
Now talking about some of the strategies,
it really depends.
Let's pull up the trade show chart.
I may because it showcases the context of when
are you contacting people?
Why are you contacting them?
And with what purpose?
What state of mind or presence are they in?
So this is something I designed a long time ago.
It applies today if you are going to a trade show
or you want to, if you want to maximize your trade show,
I've never seen anybody know how to build trade shows the way
that I and my team know how to build them.
I highly recommend working with us on it.
This is what's called our trade show funnel.
And it's all about the process of lead generation.
So can we zoom in on that?
Yeah, and let's go.
So it says at the trade show, it says pre-show
on the left hand side at the trade show.
And then it says post-show or after the show
on the right hand side.
So why does that matter?
Well, when you're lead generating
and you're reaching out to prospects,
you want to meet the prospect where they are
in the middle of what they're thinking about.
So for instance, you all know this.
My post-show follow-up like, hey,
it was great to meet you at the show,
would not be applicable for a pre-show message.
They haven't made it to the show yet.
The show hasn't even happened yet.
It would be awkward.
Well, most of the plans that I see, they're so basic.
They're so one dimensional.
And then they get fired off.
Like, I hate this.
I do hate this message.
This message comes out.
If you've had this message on LinkedIn,
say I in the comments or say, oh my gosh, I hate it too.
There's a message that goes out.
It's been going out for like 10 years now.
And it says, hey, it looks like we
have some mutual connections.
We should catch up sometime.
Like, everybody, not everybody, I'll
say those people wouldn't be doing it.
But most people know that that's automated.
And it's just cringe-worthy too.
It's like, dude, really?
You're going to contact me about the potential mutual
connections we have and try to sneak in the door.
They're like, where's the value in that?
Why don't you try to be valuable instead?
Reach me as a human being and just say, hi, how are you?
And let your profile talk for you.
If you're really that valuable, you say, hi, how are you?
Yeah, it might be a little bit skeptical.
But when you come across nice people,
like, I consider myself a pretty nice guy in those scenarios,
I'm going to say hi.
Because you're being a genuine person.
Like, you're not trying to do something weird.
So the context of what the strategy should
be based on the context and the frame of mind
and the situation that your prospects end.
So back to the chart.
Let's zoom in a little bit further,
how many over on the pre-show.
And you'll notice that there's three different icons
on the left-hand side.
There's the AdWords, Facebook, email.
These are just examples.
You've got YouTube, TikTok, Instagram,
all sorts of channels where the communication has
to be adjusted in order to be effective on those channels.
But if it's before an event or a trade show,
then it's very important for you to consider inviting
those people to catch up with you at the show
or at the event and let them know, like, hey,
now I see we're interested in the same event.
And if you're using Facebook ads, for instance,
you can actually target the event and create an ad,
letting people know that you want to introduce yourself
to them.
Or you can use something like Flow Chat, which I love.
And you can actually go to the events Facebook group.
You can import all of the people who are in that group
into Flow Chat and then drag and drop people to the next stage
where it automatically copies whatever messaging you've
decided to choose to inspire people to connect with you.
And that's what we're doing for the Kajabi event.
I want to be connected to as many people as possible.
We're going to the Kajabi event prior to arriving.
Why?
Because I want to have fun at that event.
I want to create synergy.
I want to invite people on my show.
So I've got Jodi and I planning for tomorrow morning.
She's over in the UK.
She's coming out.
She's one of the masterminds that goes to the event
and just does some really cool stuff outside of it.
She doesn't work for Kajabi, but she is one of their leaders
within their community.
And I'm super excited to plan with her.
So I sent her an audio clip back to the manual process
after we got connected in the, I just connected her
with the group because I saw she was a leader.
Praised her for something that she gave a value.
It was like some code thing that was like super valuable.
And I was like, it was awesome.
I tagged a team member on it.
And then I sent her a message and said, thanks.
I'd love to catch up.
I'm new to the Kajabi community.
And she was super graceful about it.
Then I sent her an audio clip and I said, hey, Jodi,
if you're up to it, I'd love to have you.
I'd love to go live with you on StreamYard or meet via Zoom
and several other people before we get to the event
and start building some friendships and exchange some ideas
on how we can grow.
And she's like, and she responds almost immediately.
I love that.
That'd be awesome.
And we're now moving forward based on a mutual value
and benefit that could very well lead us to start talking
about how we could do business together.
But that agenda, right?
Of what I might want to, I guess what you might want to sell,
do yourself a favor and shelve that.
Show up to serve.
Show up to do what is best for those that you're serving.
And it's phenomenal how great people will reciprocate
in your life when you do that.
So moving over a little bit, let's pull that down just a tad
where it says branding.
There's a conversion campaign.
I'm sorry, I pull it up.
I said down.
There's the branding campaign and the conversion campaign.
So why do we do both of these and why do we recommend it?
One is designed to go right for the sell
and to push an offer.
If you're going to do that, you're
going to have higher amounts of people who pay faster,
but more likely a risk of your reputation.
And people who get disgruntled and want charge backs.
You can build a masterpiece of a conversion funnel
and convert fast.
Tesla did it from stage with the Model S car.
Jake Larson is really good at building these as well,
video power marketing.
So is Travis Chambers, who is formerly one of the chamber
now is building some really cool hotel in the desert.
They're very good at driving masterful conversion campaigns.
The challenge with it is if you get one or two aspects wrong,
you're going to damage your reputation in the market.
And it's far more beneficial to build a branding campaign
alongside it and keep your conversion campaign fairly
soft initially and build some goodwill up.
That polar bear with Coca-Cola, it
has a profound effect on the market.
I wish their product was healthier
considering how much we all love that polar bear.
But great marketing doesn't have to be done for bad products.
Great marketing should also apply to the great products
that exist too.
So your pre-show message, rather,
is going to look very different and have different copy
than at the trade show.
Let's move to the next section.
At the trade show, you have different types
of lead generation methods as well.
For instance, so let's move that over
hi-made to the middle where it says
at the booth interaction, raffle contest program,
and then it says speaking engagement, dinner, or performance.
So at the booth interaction, when you're meeting somebody,
you're going to shake their hands, hopefully,
and you're going to give them a business card,
or they're going to give you a business card.
You need to know how to introduce yourself.
When I was in the restaurant industry
and we were working with restaurants,
our first day at the National Restaurant Association Show,
we didn't know how to pre-qualify all of the 60,000 people
who were walking through 9 and 1 half miles of trade show booths.
It took us a couple of hours to get our group.
We finally settled in on the best question
that got people roped in or quickly moved people away,
and that was, do you have a full service restaurant?
And when we asked that question, do you
have a full service restaurant?
Anybody who didn't didn't know what we were talking about.
We were able to say, OK, have a fantastic show in day.
If they did have a full service restaurant,
they would stop and say, yes, I do.
They were kind of cut off guard by it.
And it was intriguing.
And then we had to inspire them.
We had to attract them, rather, in order
to look at what we were doing in the booth.
And then we were able to inspire them
by hearing them out, showcasing our people skills
to be able to talk to them, and move them forward
towards wanting to receive a text message or an email
or book an appointment with us to evaluate our software, which
will lead to a phone call or Zoom call,
meeting in person, whatever it is you want to do with that.
The Raffle Contest Program, same thing, Lead Generation.
But Lead Generation based on a giveaway, which
is a completely different style of messaging than.
And you can do this through Facebook, you can do this
through Buzz, you can do this through all sorts of means.
But the key is, when you're at the stage
where you're an unknown entity, people
are going to have a fear of stranger danger.
They're not going to know you.
They're not going to trust you.
They're not going to like you.
It is their duty and responsibility
as a survival instinct to say no.
And you want to encourage that, not long term,
but you want to encourage that to let them know
you're also a human being who understands
that engaging with a stranger is a unique experience.
And if they're not exposed to all the authority that you have
or the credibility that you have or the systems of value
that you offer, then we should be in a position
to where we honor that fear.
Because it's justified.
They're worried.
Are you the type of person who's going to save them
from the ledge they're on?
Or are you the type of person who's going to push them off
and doesn't understand the consequence of how
it can impact their life?
That's something that's very important to be aware of.
Speaking engagement, dinner or performance.
So one of the things that I recommend doing at engagements
is offering the host a VIP dinner.
Finding the leader as high up as you can get and say,
hey, I'd love to host a VIP dinner for some of your special
people if that's not already on the docket.
It's amazing how many events don't have something
like that prepared or planned.
And like, well, you know what?
We can't do a dinner, but we're excited about it.
How about we do a lunch?
Like, let's do that.
Or do you want to do a raffle off?
Next thing you know, your name is being presented.
You're becoming a friend of the system, not an outsider.
So awesome opportunity to upgrade your strategy.
Let's move on to the post show follow up.
This is where I see most businesses struggle
is at the show, they have very weak engagement.
And then after the show, Jaime, if you can move over
to the right side, then we can look at that.
So the branding campaigns and conversion campaigns
still exist.
And it's very important to engage with people
after the show.
You have a window there where you can say, hey,
it was great to meet you at the show, or hey,
I really wanted to meet your booth,
and we didn't get the chance to go by and say hi.
Can we form some type of collaboration?
Usually that's one of the safest approaches,
is jump in with a collaboration and come
into the call with a collaboration attitude of respect
for what they do.
Hear them out fully.
See where they take you with that.
In the worst case scenario, if you hear them out fully and see,
one of two things going to happen.
They're either going to bow out and not sell you,
because you ask great questions and they
realize they're not in a great position to sell to you.
Or they're going to provide a solution to you
that, based on your question, should
have led to you evaluating whether that solution makes
sense or not.
And if it doesn't make sense, or you don't have certainty
about it, then say, I need more information.
Or say, this is not the time for us.
But if it doesn't make sense, just tell them no.
Like, hey, no, this is not a good solution for us.
We do have a great provider that we're committed to.
But we would love to maintain the friendship, respect,
and relationship.
Maybe there will be an opening down the road.
You can do that.
You can say no to people, and they won't get offended
if you are willing to be clear with them.
On the flip side, they very well could, like I said,
want to buy from them.
I have bought from plenty of people
who came into my meeting, and they had a value.
And I was like, you know what, Carolyn?
Your book's amazing.
And I looked it up.
While I was talking to her, I saw the quality of it.
I saw the reviews.
I saw the message.
And I was like, that is absolutely a product
I can support.
And so while I'm on the call with her,
I literally purchased her book.
I went ahead and showed her that I purchased her book.
And she's like, wow, Jackson, look,
that's the first time that's ever happened live on a call.
I've never seen me do that before.
And as you guys know, I do things a little differently
than others.
And that's just part of what I enjoy about life.
So what are some powerful tools for lead generation?
Again, the audio clip messages.
You can go through so fast.
Look at profiles and send an audio clip.
In May of last year, I believe it was,
I had a series of people who were all connected to me
through our automation system.
And I believe we were using NewLink at the time
through our automation system.
And there was all these people.
Some of them had positive responses
and some have negative responses, right?
And I went in and I'm pretty good at turning people around
to have their condescending approaches
and help them expand their mindset and realize like,
oh, wow, okay, this guy is a legitimate person,
especially when I use audio.
Because people can hear the sincerity,
the energy, the cadence, the tone of my voice.
And it has a much stronger impact
than if I were just trying to hide behind,
you know, a text message conversation.
So I went through May of last year
and I spent 90 minutes on a Friday night
going through and quickly sending these audio clips.
And that night, that 90 minutes turned into
32 appointments booked in 90 minutes.
Why?
Because I know my cell systems.
I know how to influence people.
I know how to inspire people to jump on a call.
I'm not scared to meet with people.
And I'm not, and I'm very efficient.
Because I practice.
And when you practice and practice and practice
and you go through the fundamentals on a daily basis,
you can create incredible, amazing results.
So what are some other powerful tools for lead generation?
As I mentioned, BuzzEye AI is a great one.
Flow Chat, those are the two that I turned to the most
in terms of, I don't wanna call Flow Chat an automation tool,
but it does automate a lot of the processes
behind the scenes.
Advertising.
And as hated as that term might be
for small business owners,
it's one of the most important mechanisms.
It's one of the big reasons why every company
that I know that's big with the exception of Tesla
has an advertising budget.
But you should be utilizing something like the dollar a day
plan that Dennis U puts out in the world and talks about.
Boosting a post with a dollar, two or three dollars
in order to start figuring out what messages
are resonating with your audience.
If you're boosting the post and you're targeting
an audience that either reads a magazine
related to your industry,
or as part of a community in your industry
that's large enough to target,
or that has the interest or the age range,
and there's so many ways that you can create
your preferred audience, and then you run those ads,
and no, I'm not talking about
max capacity lead generation from the start.
I'm talking about you getting comfortable with systems
that you've been avoiding learning about for far too long.
And it's much healthier to have a dollar a day
gym membership contribution to advertising.
That way you're not breaking the bank,
but you are learning responsibly about the tools
that could help you scale once you get your mindset
settled in on the reality that you can scale your brand.
So I wouldn't be listening to this or looking at this either
if you weren't in a position to where you did want to scale,
but if you are in that position,
I'm trying to save you years of hassle
by helping you realize that really,
if you're not in a scaled position right now,
there are limiting beliefs that you have
that are holding you back from the process.
And whether you trust me or you trust somebody else
to help you bridge that gap and figure it out,
it's very important to go to somebody
who's further along the track path than you
and ask them, how do I get past myself?
How do I grow beyond where I've been able to grow to?
And you turn in the humble card.
I do it all, I still do it to this day all the time
when I went with Flow Chat, for instance,
and signed up the other day.
When I got on my call with Chris,
I got on my call with Sean to talk to him
about the process and Hannah.
Oh, I mean, oh, they're side kicking this.
Hannah did a phenomenal job, by the way, on her call.
When I got on the call with Chris, I said, listen, man,
I've been in cells a long time
and I wanna know your process.
How are you all doing this?
I wanna make sure we maximize everything
that you're doing on your end
and I'm open for feedback to optimize my processes.
That doesn't mean I'm abandoning my processes.
That doesn't mean I'm ignoring my coach, right?
And I'm never, I hate that wall
and people say, I already have a coach.
You know, I hate it because I feel bad for people.
I'm like, why would you limit yourself like that?
The most successful people in the world have many coaches,
right?
What makes you so scared in life
that you have the need, you know,
or the belief that I only need one coach in life.
You know, it's just not practical.
And again, I feel bad for people in that situation
but it drives me a little bit crazy.
So how do you evaluate your lead generation tools?
I recommend that you evaluate them
by also asking third parties what they think
of those lead generation systems.
You can also post online vulnerably and say, you know,
I'm considering this lead generation tool.
Do you recommend it or do you recommend something else?
Especially if you go into a community
like the Go High Level community,
I think it's called,
you have to be a member of Go High Level
or have that system.
We're a member, we do pay for that system monthly
and our clients get access to it for free
from us for working with us.
So you can get into the Go High Level community.
You can ask a question like that
or the Bon Jorro community, another great system tool.
I bet Buzz has a community, I haven't looked yet,
but you're in that community of successful people
ask that question and it's amazing how many people
will step up and answer the question for you
and say, not that tool, this tool.
And then you get like 10 people who like it
and say like, yes, that's the way to go.
You look at their credentials.
Now you have a better process of figuring out
what tools should you be using in a marketplace.
Always ask other people who are along the path
what they're using for their growth.
Some common challenges or pitfalls,
businesses encounter with lead generation.
I would say the most common one is giving up.
Throwing in the towel and saying this doesn't work
and getting fed up with it.
My children do that when they're fed up with something
sometimes, they just want throwing,
I bet Jaime's young child gives up on things sometimes.
And it's important to re-inspire them as adults.
If you have a true vision and a passion for what you do,
then the sooner you learn to not give up on things
and to fight through it and to figure out the process,
the sooner your vision will become more clear
and more powerful to those around you.
So that's probably the biggest one is the head trash
that might be holding you back.
Other challenges that people fall into
is they victimize themselves.
They blame the provider for not providing the service,
not providing the tool.
Well, the tool's there, especially if we're talking
about implementing a tool.
Do providers overhype their solutions?
A lot of times they do, right?
So what can you do to create a more comprehensive analysis
of how that tool is going to impact your business, right?
At the end of the day, that is on our shoulders.
So anytime where I've purchased a tool
and I didn't get what I wanted to out of it,
I've learned in life to look back and say,
okay, what did I do wrong in this picture?
Not how did they take advantage of me in this situation?
Now, if the contract that you sign has a guarantee on it,
that's a different story.
If the contract has a guarantee on it
and a promise on it associated with it,
if you do these steps and you do all those steps
or you agree to do all those steps
and they are fulfilled, then you have every right
to ask for your money back.
And if they don't honor that,
and that's the situation where,
I would say that, yeah, you did get taken advantage
of in the situation.
So again, how do you protect yourself against that though?
Well, you still have to look at it and say, all right,
well, what did I learn from the scenario
so that I can move forward with more purpose
the next time I get a system?
So another pitfall that happens is
if you go into the automation world
and you do these tactics, you're likely to get shut down.
You're likely to have your LinkedIn account suspended
or your Facebook account blocked.
There are regulations in terms of how many people
you can invite as friend requests or connections per day.
There are regulations in terms of how many messages
you can send out per day.
There's regulations against how many emails
you can send to people, et cetera.
There's all sorts of regulations that exist.
And so if you're going with an entity
that is cutting corners left and right,
then you might want to be aware
that they might decide to cut corners
in regards to the regulations
and you might lose some of your best online assets.
That's not something to be scared of.
That's something to research, right?
That's something to then talk to an entity
who may be able to help you.
Bridge that gap without you having to worry
about them going outside the bounds of what's okay,
what's practical and what makes sense for the tool at hand.
And why do you need to diversify your lead generation?
Again, back to the concept.
I don't want all my eggs in one basket.
I don't need every element of the bridge.
I don't need a bridge that the size of
the San Francisco Bridge, for instance.
I might not for my city right now, you might not.
But is your bridge, are your bridges adequate
for the community size that you want to build and scale to?
One of the common mistakes in sales
that I see younger entrepreneurs make in regard to this
that teaches me how small their brand and businesses
is they don't ask the question,
where did you hear about us from?
And that should be part of your process
of pre-qualifying somebody who's on your calendars.
Where did you hear about us from?
Now, to you, it might be obvious
that they came through your LinkedIn profile
because maybe that's the only bridge you have to a community.
And if your prospect knows that and learns that,
they have every right to fear working with you
because you as a small provider
probably aren't going to survive
with one channel access to wealth and profitability.
On the flip side, if somebody comes in my funnel
and they ask, how did you learn about us?
And say, well, obviously it was your LinkedIn.
I can respond, I can listen to that and understand and say,
oh, that was the first time you heard about us.
And they, thank you for letting me know.
And they can go, oh, well, yeah, like where else would I,
okay, well, I didn't know if you heard about us
or a podcast or you had joined our Facebook group.
I knew that you came through LinkedIn,
but it's possible we've been in each other's circles
for years without knowing it.
Oh yeah, no, you're right, that makes sense.
And yes, it does make sense.
So it's very important as a leader to be aware
that when we ask questions,
we don't ask the questions to manipulate.
We ask the questions so that we can gain context.
And that context is supposed to lead us
to a stronger relationship.
And the stronger relationship leads us
to be a better service provider to the entity
that we're providing a service to.
So I hope you found value in today's
conversational lead generation.
If you do have a specific question
that you want to get addressed,
I'm happy to do a private loom video recording for you.
Don't hesitate to ask for specifics.
We didn't go over the reports that's opening over,
but we are out of time today.
Let's hear, Jackson, what powerful resource can we share
with the audience today?
Hi, May, that's your call, man.
I do think that the, you know, one call I will make,
the Revenue Growth Workbook Intensive, that's $99.
Let's go ahead and drop a free version of that
in the comments so that anybody who wants to use
Revenue Growth Workbook Intensive can download it
and use it for free and have the seven minute walkthrough
video that I walk you through as fast as I can.
Why we use that video for our power campaigns
that video power marketing for every single client
we launched, whether that was Nordic Tracks,
Super Viral Video Dance Off or their Tim O'Soulaing people
to Jim back in the day.
That one was so politically sketchy
that I believe they've removed it since then, you know,
or John Lee Dumas's Entrepreneur of Fire mastery journal
that we did that Kickstarter campaign for,
Ryan Blair's book launch, Rock Bottom the Rock Star,
great book by the way, great leader.
And so there's, that tool can help you plan out
your irresistible offer so that you can put
an irresistible on the offer out in the market
that people will click in droves and give you the opportunity
to talk to them about what's that level up look like?
How could we possibly work with you
or why should I work with you?
Then it's up to you to know how to inspire and attract them.
Unless again, you work with first class business
so we can help you become more attractive
and more inspiring by clarifying your vision,
your culture, your leadership and putting together
some super awesome marketing with you.
So with that said, thanks for coming on Vision Pros.
We're happy to have you.
I look forward to seeing you again next week.
Drop a comment, like the show, share this with others
if you feel it will be of value to somebody else
who's looking for lead generation.
Our goal on that is to ultimately eliminate
all these tactic driven systems and help people understand
the value of showing up with true value to the market
and actually building a relationship
rather than forcing the issue
and trying to get somebody to buy from you
for the wrong reasons.
So have a fantastic rest of your week
and I will see you next week.
Bye everybody.
Thank you for being here today.
I'm really happy that you tuned in to Vision Pros Live.
I'm looking forward to seeing your reactions
as these episodes continue to move forward.
We optimize them as the months go by.
This is gonna get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show
and thank you for giving us your time and attention
and have an amazing day.