- Let's, let's make some money here.
How many of you want to make some money?
How many want to make some money?
(audience agrees)
Okay, let's do some math.
- [Narrator] The king of high-ticket sales,
world's highest paid consultant,
media celebrity,
multi-millionaire entrepreneur,
acclaimed TEDx speaker,
international best selling author,
Dan Lok.
- So let's say you pay a dollar per click to your webinar,
per click to your webinar registration page.
Let's say you get 25%, like rough numbers,
25% of visitors to sign up for you webinar.
So 1,000 visitors, a buck each,
equals 1,000 bucks in that span.
How much in that span?
1,000 bucks in that span.
So, 1,000 visitors, 25% sign up for your webinar,
that's 250 registers.
Yes, you got it?
25 people register for the thing,
so let's say only 100 people show up on your webinar.
I want to use bad numbers.
Forget about 80%, 50%, let's use like 20, 30%,
only what showed up.
So out of the 250 people,
100 show up on your webinar.
You with me so far, yes?
Okay.
Now you just spend 1,000 bucks
to get 100 qualified prospects to watch your webinar.
Out of 100 prospects,
lets say 10% schedule an appointment with you.
So, at the end of your webinar, depends on what you sell,
if you follow my methodology,
I like to drive them to a telephone call.
To a telephone call.
So I talk about the offer,
and I drive them to a telephone call.
That's when you sell high-ticket.
So out of the 100 prospects,
10% schedule an appointment with you.
Let's say you talk to 10 prospects.
Not 50, not 100, 10 prospects, and close two.
Is that a fair number?
Okay, 10 prospects, close two, very conservative, right?
Let's say you had to get offer sales for 5k, let's say 5k.
So you spend 1,000 bucks in that span,
and you made 10k.
That's how a webinar works.
Let me ask you a question.
Here's the, here's the thing.
So, 250 people register for the webinar,
only 100 people showed up, right?
What happens to that 150 people,
the other who have not shown up?
(audience murmurs)
They can get a reflate, you can follow up.
Are they still on your list?
Yes, just because they don't watch your webinar now
does not mean they don't watch it later.
They're still part of your list.
- [Audience Member] Dan, is that the reality of bow to buck?
- Depends on your niche,
but if you're in an investment niche,
it would be higher, obviously, right?
Insurance, financial aid, it's always higher.
- [Audience Member] I've never done it in person before.
- If you're in, if you want to do local
it's always more expensive.
If you want to do, like, target, depends on, like,
high net worth people, that's always more expensive.
- [Audience Member] Then it goes from like a quarter to...
- So, but the thing is, not so much focus on the click,
its the conversion, and how your life,
your value of the client.
Let's say, on average, how much your finance worth,
like if they, on average?
- [Audience Member] Ten thousand.
- They say 10k, okay, that's a good number.
So, you know, so, would it be worth to you
to spend 1,000 bucks to get 10,000 dollars?
- [Audience Member] Sure.
- Yeah, what about 2,000?
- [Audience Member] Yeah, yeah.
- What about 3,000?
'Cause, why this question is important,
and here's what I want you to get,
people always think in terms of a marketing budget.
Don't think about it in terms of marketing budget.
Think in terms of this is how much each client is worth.
Get this, this is important.
How much my client is worth,
and this is how much I'm willing to spend
and buy and acquire the client.
If I make 10k each client,
let's say you have your fulfillment, your service,
your timecards, let's take that into consideration.
The question you have to ask yourself is
"Am I willing to spend 1,000 bucks to get 10k?"
In revenue, am I willing to spend 2k and get 10k in revenue?
Whatever the threshold is.
Whatever the amount is for you, right?
Once you get this, it's not a marketing budget question.
It's how many customers you want to buy.
That's it, and that's how you scale.
You don't scale through manual labor.
I'll say that again, I know you'll get it.
You do not scale through manual labor.
Face to face, networking, anything requires your time,
you can't scale, 'cause you have limited amount of time.
I can put 10,000 people through my webinars.
My work is the same.
I can put 1,000 people through my webinars, it's the same.
I can put one person through my webinar, it's the same.
That's scale, that's better
how a business does scales, okay.
So, with these numbers, so depends on what you do,
depends on niche, I'll give you one more tip.
This is important.
Not only is a very, very powerful sales process,
it's a very, very powerful client disqualification process.
It's a very powerful client disqualification process.
Not every one of you would get this,
but let me try to explain.
Instead of you get a phone call and someone refers a client,
potential client to you and you jump on the phone
and you get all excited,
and you start to talk about what you do.
How do you know that person's the right fit?
That person has not gone through
what I call your inductionation process.
They don't know who the fuck you are.
They don't know what you do.
Put them through that first.
Don't talk to them.
I do not talk to any potential client
unless they've gone through a whole bunch of stuff.
I do not want to spend my time on the phone educating,
convincing, and trying to get them to buy.
I'm not interested in that.
By the time they're on the phone,
we're just talking about terms.
Is it affordable for them, that's it.
So they're already like 50, 60% sold.
I don't want to do the selling on the phone.
That is hard.
So, put them through your webinar before.
"Hey, you know what, let's just meet."
Before we meet, watch my webinar.
See if you still need to meet.
You know what I do, you know what I'm about,
here's the kind of clients I work with,
let's do that before we jump on the phone.
Now, after they've gone through the webinar,
if they don't contact you, it means what?
Not a good fit.
Great, you just saved a whole bunch of time.
If after the webinar they still
"Yes, now I really, I watched your webinar, it's awesome,
"I really want to meet,
"I really want to set up a phone call."
Fine, then have them, send them a scheduling,
like ScheduleOnce, or Cowley, whatever you want to use.
Have them book an appointment.
You see the difference?
The selling starts way before you get on the phone.
It starts way in here.
By the time they get on the phone, it's just a,
where the transaction takes place.
The work is all done through here.
That's what people don't see.
That's what I'm very good at.
Yes? Two minutes, okay.
So let's take two minutes, how long?
Discuss what I've just said.
So, what have you learned from my talk,
and how does it apply to you
and how do you take direct action?
Comment below and let me know.
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