In this week’s episode we talk about the fastest way to grow and scale your business to the elusive six figure mark. We talk to a lot of local business owners and they are all focused on making it to six or seven figures. We’re breaking down the secret sauce in this episode.
We’re talking about:
- The proven 5 part process to get to six figures in one year
- Why too many offers and audiences will hurt you
- The benefits of Focusing on one thing
If you’re a local business owner who wants to generate more qualified appointments online we created a free training to show you our proven three step process. Watch the training
Connect with us
Aaron [00:00:00] Hey, guys. Welcome to another episode of the Marketing Natives. We're gonna be talking about the five-step process that you need to implement in your business to go to six figures and beyond in one year. We're gonna be talking about why too many offers is actually confusing to your audience and the benefits of focusing on one thing. All right. Enjoy.
Narrator [00:00:19] This is the Marketing Natives providing actionable ways to grow, improve, and succeed in your business.
Narrator [00:00:27] And now your hosts Christian and Aaron
Christian/Aaron [00:00:34] So you wear masks everywhere. What do you mean? like they wear masks everywhere? I mean, too, like public locations. Yes. A home, you know, in your car, by yourself. You don't wear masks.
Aaron [00:00:46] No, I should send you. It's a dang it. What's his name? He's a super long-haired guy. He's a comedian on YouTube or whatever. Like, he has a whole series. He's like J.L or J or something or whatever. It's like keeping up with whoever his name is. But his stuff is hilarious. And he just puts satire to everything. And the whole time they're in a pandemic. He's like making fun of things that are just kind of outrageous that people are still doing right now. He's like, oh, there are people driving around with gloves.
Aaron [00:01:17] But then they get out of there and then they put their hands in their pockets and they put their hands in there on their keys and then put them into their purse. And then they put their hands on the POS system at the grocery store. And then obviously, they're more sanitary than everybody else because then they take off their gloves and then go get back in their car. It's like, yeah, that makes perfect sense.
Christian/Aaron [00:01:37] Yeah, there's a lot of that going on right now. Something that I notice a lot now, and you probably do, too, from just running. There's a lot of masks and gloves and crap just like laying on the ground. Yes.
Aaron [00:01:51] All over the place. I see four or five masks a day running.
Christian [00:01:55] It's insane.
Aaron [00:01:56] Yeah. The the medical masks which I have like I forgot mine. I have that N ninety five one that I've been wearing for a while or whatever. But then Brandy gets these free medical ones. But I see those all over the place like.
Christian [00:02:09] The blue like these.
Aaron [00:02:11] Yes.
Christian [00:02:12] Yes, I see these everywhere and like gloves.
Aaron [00:02:14] Yeah.
Christian [00:02:14] It's insane.
Aaron [00:02:15] Gloves all over the place. Yeah. Well and the crazy thing is I see these people running with them on. I'm like running with the gloves on. And with the masks like one I run to give people context.
Aaron [00:02:27] I run it like five thirty in the morning. So your chance of running into somebody extremely low and then you running by yourself like, oh, wearing gloves. I don't know. But it's funny. So send us on Instagram your your best picture of you wearing gloves, driving car with your mask on.
Christian [00:02:44] Yes please let me see this.
Aaron [00:02:44] That'll be awesome.
Christian [00:02:46] Let's get into the fastest way to grow to six figures and beyond.
Aaron [00:02:50] Yeah. It's going to be super exciting episode. I've taught on this quite a few times and everybody is like, wow, this just makes so much sense. The problem is, I think it takes like you should listen as podcasts. We'll tell you now, like probably three or four times because it's going to take you that long before you realize, OK, I need to implement this because it's so fun to chase the shiny objects. So listen to podcasts episode 163, where we talk about mindset than strategy, than tactics. And I think so many people get caught up in the tactics and this is to help alleviate that. So to give some context, our first year in business and we'll talk about six figures. We started our first, like, year of like making money was February of 2016, like where we actually calculated it before that we were glorified freelancers and we got paid like checks and cash or whatever and reported that way. So I really don't even know. It was like six months. But I think we did close to like 80 ish, maybe eighty five thousand or so from February of 2016 till the end of the year. And we really didn't know what type we were doing. So we're close to six figures.
Aaron [00:03:49] And then every year since that, we've obviously done six figures and higher. But I guess we'll talk about this at a later episode, which is how we did that. But it was a lot of work and a ton of work to be able to do that. But this is a method that was taught to us or that I've learned through Greg, who owns a course that we.
Aaron [00:04:16] We purchased and he got it from somebody else. Who got it from somebody else. So really, I don't know where to give credit to this. So if you listen as a podcast person who created this, let us know. But it's basically called the five ones and it's the five or the one thing that you need to do for five areas of your business to grow to six figures and beyond. So if you're already six figures, don't worry, this is will help you, too. I think after seven figures, it's no longer like you wanna get to eight figures. You obviously need to grab a new set of rules. But for most people listening, you're in your five figures trying to get to six or six, trying to get to seven. This is perfect for you. So you can kind of chime in. But no one here.
[00:04:55] Ironically, number one, the one thing that you have to do is focus on one audience, like one group of people you're talking to, which is I mean, hopefully you guys listening. Where are you are a local business owner, if you know a local business owner. Thanks for listening. But our audience is local business owners. That's who we're focused on.
[00:05:15] And nothing's important to also niche down and kind of niche down even another level to more level. Yes, because we we did this the very beginning where. Yeah. Everyone and anyone was ah ah ideal client. So let's of. Very, very important.
[00:05:32] It starts to do very early on is figure out who your audience is and that niche down in that niche down a little bit more because it's really gonna help you in the long run.
[00:05:42] Yeah, there is a. So no, Kagin, we've mentioned and I was just listening on my way over to the office, he was interviewing the guy who created Lululemon. And they created a business off of only creating leggings for women. And if you guys remember, like, what was it, 2008, 2009 that just, like, blew up every guy in the world knew the leggings came about and Lululemon was like, you know, a savior because everybody is walking around with leggings from Lululemon on. But they grew a billion dollar company by just focusing on leggings for women. So it's like literally our audience is women who need leggings and like sports.
[00:06:20] They kind of focused on like the athletic kind of women. And then they kind of spread to where it was much bigger. My point is they focus on one audience, one group of people. Now they do stuff from all over, like you and I could go by little women boxers and underwear and T-shirts and stuff. So they now cater to guys. But they started really, really focusing in on that one audience. I have a couple shorts there. I mean, they're pretty comfy. That's the number one thing that people say, is that they are comfy, like their clothing, maybe a little bit more expensive, like sixty dollars shorts or something like that. Maybe more. I don't know. But they're durable. They last long time and they're comfortable. So I guess for us to one audience, like I said, is those local business owners. But we were also. And even so, like we really need down to like a service based business owners, at least for one of our programs, like a service based business owners, those are the people who are serving other people. And I think for the most part, their service base. 80 percent of most of the more B2B or BS they get mainly BDC. Sorry. But regardless which we're looking for people who book appointments or like close consultations or anything like that who are in the service basements. That's the area that we help people. And we probably can reach down even more and say like, all right. We love working with people in the fitness arena. We love people. We're like the medical and fitness. We can reach down even more. But regardless if you get this 80 percent of the way. Correct. That's what we're looking for here. So no one is audience.
[00:07:51] Yes. Yeah. I mean, this does method. It's intended to. Give you as much cash, right, as possible. Just niching down on that one thing. Let those five ones. And I think that what you're saying is like a yell when you start going beyond that, then you could have multiple five ones, right, where you're sort of executing those in the same area or the same time.
[00:08:21] Different fashions. Right. So what we're telling you right now. Yes. Yeah. One audience niched down.
[00:08:28] Figure that out for yourself. And don't worry about if you offer some other things or whatever. Now, you could still probably offer those kind of bit in the back pocket. But you need to focus on just one thing right now.
[00:08:39] Yes, it will make it will make more sense. We give you the very last one. So stick around for the last one, because that's probably the most important of what you need to do. Or like they'll give you an idea of the amount of time you like.
[00:08:50] I don't want to stick around for one audience for the rest of my business. That's not what we're saying. So next, the next thing you need to do or the next one is a conversion method. And by that, I mean whether it's going to be like you message them on Instagram or whether you talk to them on that over the phone, like however it is you're going to convert them.
[00:09:09] Most of the time is it could be a resume. It could be a webinar. It could be whatever it is, you could have one low or. Yeah. Yeah. Would you send a demo. A demo. Yeah. It's good showing the products or whatever. Yeah, absolutely. But figure out what that is for you. If you're really good at closing people on the phone, like talking to them, if you're one of those people who say, oh, if I could just talk to them, I'm going to close a deal, then figure out a way to talk to them.
[00:09:34] If you're saying early on, we. We did say that if we do the proposals, Rimmer, like in person and talk to them. We had a higher closing rate than just sending a proposal via email. And just having a nice message in there knows it. It's not maybe Reconversion mother, but it's just an idea that I thought like that's something that we switch because we knew that we were able to close.
[00:09:59] People get better. And we were a little bit different method now. But yeah, absolutely.
[00:10:06] And especially starting out, I would say you should do video or jam on a phone call with as many people who are your ideal clients as possible, because even if you don't close a deal, you're going to find out stuff and learn. So but choose one conversion method.
[00:10:18] Absolutely. The next number one is one platform slash traffic source. So we're talking about Facebook.
[00:10:30] Take talk Instagram and even more death like you can say podcast. Yeah. Or Instagram story or, you know. So even if you choose your one platform, let's say Facebook. There's still a lot of different things inside of Facebook where you can still go and a little bit deeper. And I think this goes back to your conversion method. And it goes back again to the audience. Right. It plays a role into where you're going to end up choosing.
[00:11:01] I think with the traffic sources, it should also be something that, like you said, and your audiences at. But also that, you know, so you're not learning like if you're starting out, you shouldn't know the platform somewhat. Like if you're afraid of video, then you probably should start with video if you don't understand Facebook. Maybe, you know, so with Facebook, if your audience is listening to podcasts and you're more sophisticated audience or whatever, like those of you who are listening, you're more sophisticated than someone who is just on Facebook or Twitter. Just what data tells us. Then you can do a podcast. I know a guy who literally grew and multiplied seven figure business. And what was it? Joe Rogan just did a deal for a hundred million dollars for Spotify so you could grow a business on just a podcast. So pick one platform or traffic source and just stay there. That's it. You don't have to be everywhere. We'll talk about that stuff a little bit later. Local business owners. If you're ready to grow your business online without having to work more in your business. And you can spend more time on it. We created a free training on how to attract, qualify and convert more leads online. It's 38 minutes. It's gonna take a little bit of your time, but it's going to have a huge benefit. It's completely free. Make sure you click below and the description, whether you're on Facebook, whether on YouTube, whether you're on the podcast, everything's there that you need. Go grab the training now.
[00:12:22] All right, we're back. So.
[00:12:26] The next one number for the fourth one is one offer. So for us, it's we have a free training which guys really just learned about you could have. It's also the things most like buy one, get one or four to ninety nine or four. Six thousand dollars. You get this. Whatever. It doesn't matter. What's your one offer? If you're a dentist, it's like a free Invisalign for every new patient.
[00:12:51] Teeth whitening. Yes. You felt a little bit. Yeah. They do that all the time. They send me stuff.
[00:12:56] Did dentists in the expensive like little plastic things in the mounty. It looks like we break it off. It's like detached. I was in this. Oh, it's like there's a company here. And Alan, I'm like, you should be doing ads with us because I don't want to know how much it costs you to spend. It means like a literally a piece of plastic. You have to, like, tear off. And they're like the like a debit card kind of. Oh, gosh, yes. So expensive day. So anyway, yeah, free whitening. A chiropractor could be like a free assessment of financial adviser, a free consultation. So just pick one offer. You don't need to do like a free consultation. And if you today get this, whatever it's like, not just do one offer that people it resonates with and just run it busily magnet an offer or part of it object. And you do that for sure as long as they're given. Yeah, exactly. A free consultation. Great book. Your free consultation. And that could be a lead magnet.
[00:13:50] Yeah, it could. I mean, it doesn't have to be but I mean I would use as one. Why not. But yeah, I don't overcomplicate the offer. Like if you can't like if somebody for example, you always know that.
[00:14:10] Well you don't always. Now I just remember in college anyway it was like if you use this keep on their offer was like get pizza for five dollars, you get a free drink. That was their offer. I don't remember anything else other than saying that like free pizza. But that was their offer and that's what they use. And they didn't have a ton of other things. Those are more like students get a free drink with a with a purchase.
[00:14:31] Nothing. OK, cool. That's my offer. That's good enough for me. Yeah, exactly. And they got customers.
[00:14:38] So we have audience one conversion method, one platform or traffic source, one offer plus the fifth one time period.
[00:14:48] We only ask that you do this for one year. So we're over half the way through 2020, which you guys probably realize if you listen to this after twenty twenty to like twenty twenty, you just flew by because it was like getting worse every. And then like a bunch of scribbly lines of what's going on cause it's just crazy with the world pandemic. But doing it for one year really is not that long. Like year one in your business is going, gonna pass no matter what and what you realize whenever you get to your two, you're gonna listen back to this and you'd be like, dang, those guys were right. I'm already on your two. I don't even remember what happened in year one. But do this for one year and then you can expand. So like Christian said, you may move in to a second audience or you may move into a second conversion method, but do this for one year are your goal is probably to get to six figures. If you want to get to six figures, you follow this process. If you don't, then you continue to do the day to day stuff and, you know, offer to everybody who gives you money. And on the front end, it's going to work. Well, like you may make a bunch of money for two or three months, but then you'll plateau like this allows you to scale to the six figures. And like I said, beyond so do a for one year. And then after that, you can redress change a few things up. Maybe you have different offers, maybe you have different platforms, whatever it is. But just doing for one year, that's the goal, to get to six, four years. And then the next time you alter it and you do that thing for one year, it's not like after a year changed from what on it's to twelve audiences. This is what I was going to do before. Now it's just slowly add onto it.
[00:16:19] So let's say six months into it. You know, the I guess people are telling you that the offer is not juicy enough. Right. It's good. Do you change that or just suffered through none of that.
[00:16:32] You change the offer. Yeah. We're not saying like you have to be rigid. I think it's more of like this is a testing.
[00:16:38] But then that's when you're you would start it's more about focusing on one thing. Yeah. Rather than, oh, I'm going to test sixteen different things as my offer and see which ones are gonna be the best one.
[00:16:50] Yeah. And it's and it's also like you said, it's the focus part, but it's, it's around the fact that if you aren't like focusing on something, then you're going to run off into different directions and people are going to be super confused by what you're doing. And so then you're potentially not going to be in business school. I can't remember what it is, but the percentage of people who even get to your three year to year five is extremely low. So by doing this, you basically are giving yourself kind of an insurance policy to say, OK, great, I've got to last a year, two years, and then I can also outside of these platforms, get referrals because I'm going to get clients who are really half. Because I have a consistent message and consistent product, and then I'm gonna get referrals from that, too, so there's a kind like bonuses.
[00:17:32] Yes. And that's all benefit from doing one thing or one audience. I mean, doing it really well. You're gonna get more of those people, right?
[00:17:40] All right. We hope you guys got a lot out of this. If you are listening for the first time and you are on YouTube or our podcast, like Apple podcast or Facebook, make sure that you subscribe. Make sure that you are on YouTube. You hit the Bellus. You don't miss out on any episodes that we put out every single week. If you're on YouTube and if you're listening a podcast, rather, you jump over to YouTube, we put out two to three videos every single week about how to grow your business outside of just the podcasts. Make sure you jump over there. We're doing a lot of cool stuff on YouTube. And if you've been listening to this for a while, please make sure to go leave us an honest reading review on Apple podcast. If you do screenshot Tagus and Instagram stories, we'll shut you out. We'll do something. We'll make it worth your while. I don't know where we'll deal, but we will definitely make it worth your while and share you with all of our audience. So we truly appreciate that. But thank you guys so much for listening. Have an awesome day. If you're a local business owner and you want to focus on your business, we have a free training to help you attract qualifying, convert more leads online. This will help you take the pedal off of the gas or putting pedal back on the gas, but do it with clarity so you can continue to scale your business. So if you're that local business owner and you want to free training, make sure you click the link below. If you're on the podcasts in the show notes. If you're on YouTube, it's in the description and same thing on Facebook. Make sure you click that link to thirty eight minute free training, everything that you need to help you scale your business on.
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