B2C Strategies and Sales Philosophy

Curious for your perspective.

Sorry, just wanted to get that one.


No worries. I know there are great resources in the support section of White Labels suite logging in on how to use the technology, what you all have created for B2C approach. I've had... Ebony suggests to me a good way to do it would be to email a particular industry, like for my lowest ticket item, reach out to a bunch of teachers at different schools and do that called email strategy, which is a possibility. And I'm curious, though, just if there's anything you can or would say about if you were in my shoes, and I don't know how much you know about what my...

No, tell us everything, man.

What's that again?

Tell us everything. Happy to have everything come out there. So tell us about that.

Okay. Well, so the work that I do is loosely put in the coaching and broadcasting world now with a focused on spiritually oriented folks, voodoo type people. Everybody is spiritual, but the ones that lean and identify that way. And I call the coaching I do vibrant life coaching coming from the belief that if I can empower more people to break out of the cult of meh, the world of mediocrity and actually embrace and create vibrant, thriving lives, that not only will that be great for the clients, it'll help all of us move into a world of greater authentic peace and prosperity. So that's what my mission is. I've got more to what I do and more to my business. So right now, in terms of piles of money, the one I'm looking for is the one that is in the coaching realm specifically. I've got what you could call a course, a DIY type course that I've got. But more what I'm interested right now is selling high ticket, one on one coaching.

Okay, cool. So who's the ideal customer?

Well, it's again, somebody that leans towards spirituality, identifies with it in some way. It doesn't have to be any particular denomination by any means, but it is an overt part of what I do and what I teach and work with people on. It's generally people that are doing pretty well already and obviously people that have enough money to be able to pay for high ticket coaching. I work a lot with people on business or when they're in big transitions in their life, though it doesn't have to be that. And of course, as you know, 90 % of what it is anyway is really about mindset and beliefs and actions.

Okay, cool. So if we can think of another type of business that also serves that sector, what kinds of other businesses already serve those customers? Example, yoga studios, spiritual retreats. What other businesses already serve those customers?

Right. As in where do they hang out? Yeah. So yeah, certainly you're on track with... Yoga centers would be one. I guess some kinds of ashrams or centers of that type. Maybe certain universities or university programs, I suppose. Okay. It's probably more of those will come to mind so far.

Okay, cool. Awesome. So I guess what I'm thinking is how can we create the opportunity where the pool of people is fairly oriented towards that level of thinking anyway? So example, if I stood in the middle of a shopping center and just handed out flyers for your coaching, I may find one person in a thousand that comes through that horde of people that is the right fit. However, if I went into a yoga studio, an ashram environment, my chances of bumping into somebody that are that are that mentally aligned with what you're trying to achieve are much higher. And that's where we want to focus, right? So we want to make sure that, I guess, you're fishing in a pool that has the right fish that you're trying to attract. So thinking that through, and there certainly is plenty of training on B2C, and I'll show you how to track that down in just a moment. But thinking about the concept of who already has your clients on their books, allows you to start to focus on your approach. So for example, if you could meet up with, not necessarily everybody that went to the yoga studio, because that would be hard to do.

But if you could meet up with the owner of the yoga studio and have a quick 15 minute Zoom call with them, talk about your program, talk about what they do, and then see if there's a way that possibly you could get the yoga studio to send out to their members information about your course. If we could do that to 50 yoga studios in the local area, we're starting to hit some databases. So there's a couple of searches that we can do, and we'll have a look at that in just a moment. But the thought for anybody that's watching this, the thought is, who already has my customers? If I'm looking for a bit in a B2C space, how can I find the people that already serve that client base? Because we're going to be able to do things together. The great thing about any personal growth, any spiritual growth, business growth, personal growth, Jim Rowen said it best, tapping into personal growth is like having a shower. You need to continually have a shower. It's not that you can have one one day and, hey, I'm clean for the rest of my life. No, the personal growth environment is one where just because I attended a spirituality workshop two weeks ago doesn't mean I'm not going to look at another spirituality workshop in six months.

In fact, just the opposite. The people that are engaging in the activity are more likely to engage in the activity again. It's actually easier, therefore, to find people who are already engaged in the practice of personal development through spirituality and connection by simply looking at who already does that work and activity. So around you, no doubt, especially where you live in Hawaii there, no doubt there are practitioners on the islands that are incredible at what they do. They would be the leaders in the field. Count yourself amongst them. Who else can you meet with that you could share resources that not necessarily compete but enhance each other's strategies? So first of all, we think about who already has our clients? What people are we looking for? And you mentioned there, things like they're already well off people who can afford a high ticket. When we get into B2C at high ticket, what we know for sure is that our conversion rates are lower, but our numbers are higher. So where you're talking about, again, examples, if we had a $49 course on meditation as an example, our marketplace is pretty darn wide. We need to bring in 1,000 people to make $49,000.

But 1,000 people is not a small number. You need to hammer to get 1,000 people. However, if your high ticket program is $5,000 or $10,000, you only need five people at $10,000 to be in the same income range. However, finding those five people to spend $10,000 is a lot harder than finding the 1,000 who might be interested in $49. So when we're talking high ticket, we know that we need to identify the individuals. We know that we could send out a lot of communication and only a select few are going to raise their hand at that level. So again, knowing these things, we need to just process what we're going to expect as we launch this campaign. So then all of that being said, let's think about how we can do this in a strategic way. Number one, let's reach out to yoga studios, ashrams around us. Let's reach out to environments where the feelings of spirituality are going to flourish and where we can start to enjoy a smaller pond of people. Create relationships with the owners. Of course, use the white label suite tool to do that. And again, we'll have a look at a couple of quick searches there.

But also things like Facebook groups. I know that that's not the training of how to use cold email to get into that, but use Facebook groups to literally don't go and spam a group, that would be the worst thing to possibly do. But go and engage and interact with a group and get to know the admin, the owner of the group, because you'll find that there are Facebook groups out there with 10, 20, 50,000 members in the spirituality space. And if you can engage with the owner, the admin on a professional level, just, Hey, great to see you. Amazing what you've done with the group. Nice to meet you. All of that stuff. Be a human, form a genuine relationship and connection. And long term, the ability for that owner then to endorse your program to their 50,000 members is something that will serve you well. But let's have a look at how we can do a couple of those searches. So I'll just quickly share a screen. Is what I've said make sense so far, D aniel?

Yeah, it makes good sense, makes total sense. And I'll add another little tidbit into the process here, which is in my entire career, I've never done any cold marketing. I've always been on stage, teaching classes, people coming to me. Awesome. I'm not opposed to it. I know there's lots of growth and opportunity in discomfort, though I recognize, one, I have that and I have some judgments about cold messaging myself. Though part of why I'm bringing that up is because I want results more than I want my own comfort.

Yeah, it's interesting. A lot of people I come across, not a lot, a few people along my history in my life will say something like, Oh, no. Cold emailing doesn't work. Nobody would ever answer that. It's not true. There's so many millions of dollars being made literally from that initial introduction. And Matt DeSano, on one of our master classes, said it so well. Your business will only ever grow to the ceiling of the amount of people that know about you. Now, there's a lot of ways to get people to know about you. Cold email, cold approach is just one. But I want you to think of it like this. So you've done a lot of speaking on stage. If you knew that there was a workshop coming up that you had an opportunity to be a speaker at and you could go to that page and see that person's contact details, would you have any reservation about sending that person an email that says, Hey, you said you've got a workshop coming up. I'd love to be a speaker. How can I make that happen? Would you do it? One to one? You see a page, send an email?

Sure, yeah.

No different. It is. And it's literally just making sure that you have that mindset of what I do, the way I serve people is important to me. And I always take with me that sales comes from a place of love. I've always said that. When you love what you do so much that you can't help talk to people about it, and you just recognize that some will, some won, so what next? It's literally that thought pattern. The difference with cold email versus something like Facebook advertising, for example, is that when we do Facebook ads or we do video ads or something that is mass reach, you feel like, Oh, if people aren't interested, they're going to scroll by. Don't disillusion yourself. They do that in your email as well. Like, this morning before I kicked off this call, I jumped into my email inbox and deleted 150 emails. It's part of daily life that I just go note, note, note, note, note, note, note. Oh, that's interesting. So people naturally will not respond to messages that they're not interested in. The thing that we're always looking to do in any marketing and advertising is reach the people that are interested in those services.

So using a cold approach is just another way of reaching the people that are out there. And again, if you think of it like I just mentioned before, a personal reach out to somebody who's running a workshop with an opportunity to stand on stage and speak is no different than doing that 100 times. It's just that it doesn't feel as connected or as personal. Now, of course, you can change that, but the volume that we're trying to create is designed to create that 1, 2, 5, 10 opportunities where people are raising their hand so that you can have that personal conversation. And anybody that's not interested is going to scroll past anyway. So let's have a look at a couple of ways we could do those searches. So we could start... Our industry search in our tool is going to give the most amount of results in... Let's just scrub here. From a volume point of view. So we might want to start with people that are running spirituality workshops as an example. So I could literally go spirituality workshop and see what we come up with. Let's go stay in Hawaii just for fun and see what we can come up with.

All right, spirituality workshop. Let's see what results we get. No idea where we'll land, but boom, spiritual tools, Hawaii's center for spiritual living, sacred vacations, shamanic healing retreats, will and wellness. Now, would you like to have a conversation with the owners of these businesses?

Couldn't be bad. I'm with you.

All right. And that's a very specific search, a spirituality workshop in a very specific place, which happens to be the beautiful island of Hawaii. So is that same search something that can be done nationally, internationally? And that's just one way of searching. And then, of course, if we've got those particular places starting to come up, so now we've got Joe at alikawa. Org, you could reach out to Joe and just say, Hey, Joe, just thought I'd say hi. I'm in the same space. I'd love to have a coffee with you at some point, talk about what you guys do and how we can work together and create a network of people in your local community that think the same. And then Joe might have people coming out on a tour to his farm all day, every day. And if we can get to maybe speak to Joe and Joe's got a database, we might be able to talk to them. So Ron just said, are they competitors? Now, that's what I said about the mindset space or the personal growth space, mate, is that just because I run a course on sales training doesn't mean that my next door neighbour who runs a course on sales training competes with me.

We could literally run a sales training course this week in my teaching environment and run a sales training course next week in his teaching environment, and the students can learn from both sides unless it's a direct competitor. As in, if they spend money with me, they won't spend money with you, like a nail salon as a stupid example. If you've just had your nails done and somebody walks up to you and says, Next time, would you like to get your nails done? You're like, No, I go here. Unless it's a direct competitor, there's no issues. And again, you might reach out to these people and they say, I would never endorse you. You're a competitor of ours. You go, Well, that's not the vibe that we're going to work well with anyway. So thanks. Appreciate the opportunity to say hi. So spirituality retreat, just one search that might result in something here. But we can expand that. We can start with ashrams. Forgive my spelling. Are there ashrams in Hawaii? Let's have a look.

Well, let me ask you a question here, following along what you're saying with Ron, because I was thinking this myself. Not necessarily that these folks are competitors, though, and I know there are different ways of thinking it, so I just want to get your perspective here. A lot of these places will have many young, aspiring coaches in their group, in their audience, in their community already. Probably some of them offering their services at these places, probably most of them inexperienced and not doing very well with it.

I would love for you to go back and listen to this recording because what you just laid out for me is an absolute fear of doing this. You literally just told me all the reasons it wouldn't work before you try it. Those young coaches, and again, your prejudice is there. And again, I'm saying this with love, your prejudice there put them into a catalogue straight away. They're young, they're inexperienced, they don't know what... Wow, that prejudice is amazing to me to see. How about you become the coach to them? Would you willingly bring 10 spirituality coaches who are young, inexperienced, who really need more guidance into your workshop and run a weekend with them and teach them how to be better at what they do? The prejudices that you threw up there, Oh, they've probably already got coaches already. How do you know that man without a phone call? How do you know that without a human to human connection that just says, Hey, what are you doing? How are you going? Because somewhere on those pages, dude, somewhere on those pages is an opportunity for you to get a contract, for you to work with that particular environment, to do your high ticket thing.

They could bring you in on a five year deal. That prejudice that you lay out is only your fear. And the only way that you're going to get past that is pick up the phone, send out an email, make a contact, be a human. And again, I'm saying that with love, dude, because I know that as much as we have all of the tools at our disposal, the biggest thing that holds any of us back in any sales environment is fear. And you just got to go, Well, hang on a second. This doesn't exist. How about I help and put my love of what I do out into the universe and see what comes back? So don't let the prejudices that you already have limit what you can become.

I'm totally with you. And that's the reason I spoke it out. I could see them even before I said them. It's not that. And I don't buy into them fully. I just recognize that they're there. And I can talk myself off of those ledges and those fears to some degree. Though you got another perspective, and that's part of why I wanted to hear your response. And also just given those fears or prejudices or assumptions, some of which are clearly faulty, how would I then craft what I'm making my introduction when I.

Outreach to some people. As a human. Hey, so reaching out to the team at Hawaii Century Retreat Center, only because I find it easier to pronounce than the others on the page. Hey, team. My name is Daniel. This is the field that I work in. I noticed that we're in the same field. Guys, I would love to just have a conversation and find out about more what you can do. And here's the key golden line so that I might refer clients to you that are a good fit.

Now.

It's not about you taking clients from them. It's what, Guys, what do you do? Can we jump on a 15 minute call? Now, I will guarantee this. I guarantee this. If you have a conversation with all the people that we just pulled up very quickly there, I guarantee you that somewhere in there is an opportunity for business to happen. Somewhere in there, I guarantee it. Now, I don't know what form it will take, but somewhere in there when you're having a conversation with the owner of the Hawaii Sanctuary Retreat Center and he says, Oh, we do this and we do that, we've got this and we've got that. And you might come up with a thing that says, Well, hang on a second. You run an amazing program. What if I sent you somebody? Would you pay me a $500 referral fee? Wow, that's amazing. So now there's business here, there's opportunity here. But the only way you're going to discover that is human to human. Hey, what do you guys do? And so in terms of an open invitation, Hey guys, I'd love to organize a conversation so I can find out more about what you do.

We're in the same space. So that I might refer you a client. If somebody comes along, that's a good fit for what we do. Create a connection. The more people you know in this space, the better. The more that know you exist, the better. These young coaches might come and work with you. They might refer people to you. There is business here to be done. Ron, go for it.

There was just so much there. I love these philosophical conversations and all that that puts in the businesses. So my partner and I, he always goes down the negative trail. So every time that we have conversations just like this, he's like, Why would we? They're our competitors. Why would we? And I find it interesting that even in this space that we're talking about right here, because it's loving, caring, nurturing, spirituality, that that bias is still there. It's interesting. I just find it interesting.

It's interesting. And you know what? For every time that you come up against the crossed arms, aren't you a competitor? What are you doing even walking into my space? It's like, yeah, we could be competitors or we could actually be friends. And especially in the environment where we have a whole opposition. And again, teaching and learning is an opportunity for us to synchronously grow. Even direct competitive, I'm just trying to think of an example. Two childcare centers next door to each other, crossed arms, folded, battlegrounds are drawn. Every child that we enroll is one that you don't. Well, hang on a second. What happens when your marketing gets so good that you're full? What about you cross the border, reach out and say, Hey, guys, how are you doing? How's your placements? Anything happening there? Have you got space? Have we got space? What if we've got too many? What if you've got too many? What if something better fits with you? Let's be friends because sure, we're still going after the same client base, but there's going to come that time when there's an opportunity to say, Hey, you'd probably be better off working with that person over here.

Again, just thoughts, Daniel. How do we get your program out into the world? We start letting people know that you exist, letting people know that you're out there, that you're in the space, that you're doing things and able to do that. So this was a couple of the searches that we showed in the industry search. In the people search, I would probably go a little bit more specific and I would go... Let's go with this. I want a new people campaign so I can search. So this is CEO people search. All right. So if I've got a people search here, I could literally find CEO spiritual. And again, I'll stick with Hawaii just because it's already there and go search. And we'll find the founder and CEO of the spiritual warrior, the founder of spiritual academy. So I'm finding people that are presidents and founders of these companies, which is not a bad, again, conversation to have so that you can bounce off each other. What about something along the lines of CEO, spiritually connected? All right, and let's stay in Hawaii. All right. So again, I'm starting to see slightly different results here. So if I look at, for example, Sperry Andrews, he's an advisory board member of the Lifeboat Foundation.

Now, he's not running a spirituality center, but.

Some way... Who's that guy? Two down below him.

Yeah, there you go. What? How about that? How about that? Are we in the right space? But so now we could reach out to people and we could literally say, okay, this Sperry, something on his profile says that he is very much a connected person. So this would be an amazing opportunity to reach out and say, Hey, Sperry, saw your work with the Human Connection Institute. My name is Daniel, just wanted to have a quick chat and see what you're doing in the world and how we can talk. Again, if you had an opportunity to speak to this person, could that lead to business? Is he your client? I don't know, but he's certainly in the right space. So thinking about the kinds of search that we do and the kinds of people that will turn up from those searches, are we able to have a conversation with Joseph, who's the founder of a financial organization? But something in Joseph's profile has said he's spiritually connected or aware. So somewhere in here, somewhere in something that he's done has been picked up by the software. And we might find that he's just the right person who's spiritually aware.

And he's already a CEO, he's a real estate investor. There might be something there that allows us to have a connection with this person. So using the tool to create connections, that's literally all we do. The fact that a lot of those connections, the initial approaches are automated is just what software is for. But if we just had a team of people calling all of these people that we've just put up on the screen in the last 20 minutes, somewhere in there is a lot of business. What we do is we try new software to shortcut that process. Daniel, how does that feel for you?

Yeah, that's great. That's all super helpful. I'm happy to do that. I can do that in an authentic and effective and strategic way. One last question related to that, and then I'll let you get onward is, would you do all that outreach via a campaign and starting email like the one that you described? And then would you follow up with more emails beyond that? Or how would you do that part?

100 %, don't forget that the goal of the email is to get somebody in your space and in your world to raise the hand to say, yes, I'm interested to find out more. So running that out as a campaign, Hey, John, I saw that you're running the spirituality wellness association of Hawaii or whatever. I just wanted to reach out and say hi. The next email is, Hey, John, just making sure you saw my last email. I know everybody's busy, just don't want to miss the opportunity to say hi. The last email is, Hey, John, obviously now is not a great time to talk. Keep my details on file and let me know if anything changes. Somewhere along the line, people are going to reply or click something and all you're looking for. Ron just said in the chat there, the cold email manifesto, that book that we spruped a few weeks ago, that email series that is designed in that book literally is just looking for a reply. It's like, Hey, I'd love to have a chat. Reply if there's any chance of meeting up and I'll bounce some times back off to you. We're just looking for that one in 30, one in 50 people that says, Yeah, sure, man.

Let's talk. And they're out there. There are millions of dollars being made with emails reaching inboxes literally this day, this minute. So it's just a matter of taking that work. And yeah, I love the thought. Do it authentically. Do it from a real human point of view. Make sure that it's your message going out, not just some blank thing going through there. I will finish this topic off just with a very quick showcase. Guys, B2C is one of the questions that we come up against all the time.