Warm Outreach (100 people a day - you try each of them 3 times)

Warm outreach involves directly reaching out to people who already know you.

This could be through personalized emails, texts, or phone calls.

It’s the cheapest and most reliable way to find new customers because it leverages existing relationships.

What to Do and Say

Do

  • You look for a 30 second to see what's new on in that person's life.
  • You look at their social media, you look at their business, you look anywhere you can find stuff.
  • You type their name into a search engine you see what comes up.

Say

  • You ask them about it. People love talking about themselves. So we personalize our outreach instead of just saying 'hey want to buy my thing'.‍
    • Acknowledge - what they said, then restate it to show you're listening.‍
    • Compliment - on whatever they tell you. Tie it to positive character trait.‍
    • Ask next question - lead the conversation in a direction closer to your lead magnet or offer through a question.

This is how you pitch from here:

Long Pitch

“Hey, by the way, do you know anybody who has (pain point) or has mentioned similar issues?

Someone who is looking to achieve (specific outcome) within (time frame)?

I’m taking on 5 case studies for free right now because that’s all I can handle.

I just want to get some testimonials for my service.

I help people achieve (dream outcome) without (common things they hate).

It works, and I even guarantee it – either they get the dream outcome or I work with them until they do.

For example, I recently worked with a girl named Sarah who got (specific outcome) even though she had the same struggle you mentioned.

I also had a guy named Tom, and it was his first time trying this. It shows that you don’t have to be really good at this; it works for everyone.

So, does anyone you like come to mind who might benefit from this?

At this point, 9/10 times they should say: "fuck my friends, I want it!".

And if they say 'No', you can break the ice by saying, does anyone you hate come to mind? Hahahah".

Short Pitch

And for text, email, dms, you can just use this short and sweet version - "I help (ideal customer) get (dream outcome) in (time period) without (effort & sacrifice) and (increased perceived likelihood of achievement)."

Pro Tip: 11 Ways To Increase Perceived Likelihood of Achievement

Include one or more of the following:

  1. Showing proof we have done what they want (our own story)
  2. Showing proof of people just like them getting what they want (think testimonials)
  3. Showing the sheer volume of happy reviews we’ve received (think lots of 5-stars) - If you don’t have reviews yet, even the number of people you’ve helped works.
  4. Certifications/Degrees/Third party accreditations that we’re legit
  5. Numbers, stats, research that supports the outcome you want them to believe
  6. Experts vouching for us
  7. Some new/unique characteristic they haven’t failed with before (so it might work this time)
  8. Celebrities who have endorsed us (they trusted them, so should I)
  9. Guaranteeing they’ll achieve it (so we put some skin in the game too)
  10. How well you describe them or the current pain they’re experiencing. The more specific the better. (think ‘he/she really gets me, they must know how to help’)
  11. If possible, demonstrate the outcome live. Or, show a recording of it happening. Ex: Advertising agency plays a recording of a call that a gym owner has to make to a lead on the sales call. “Could you handle making a call like that to a lead if we get them for you?” It demonstrates the outcome of the advertising services – people don’t want “leads” they want customers. They just don’t know a better way to ask for them.

Closing Pitch

'hey since I'm only taking 5 people, I can give you all the attention you need to get brag-worthy results. And I'll give it all for free, so long as you promise to do three things:'

  1. Use my product or service
  2. Give me feedback
  3. Leave a killer review if you think it deserves one

Does that sound fair?"

Here's Why This is Crucial:

  1. You get the reps in and become comfortable with making offers to people. It’ll calm your nerves knowing you’re just helping for free (for now).
  2. You probably suck (for now). People are far more forgiving when you haven’t charged anything.
  3. You need to learn how to suck less. You suck less by doing more. It’s better to have a few guinea pigs to get the kinks out. You’ll learn a ton from the people you help for free. Even though it may not feel like it now, you’re getting the better end of the deal.
  4. If people get value, especially for free, they’re far more likely to:
    • a) Leave positive reviews and testimonials.
    • b) Give you feedback - Don't let your ego get in the way. Whenever someone is giving you feedback, immediately thank them and tell them you want to do better. It will encourage them to tell you more later.
    • c) Refer their friends and family.

In the end of the trial, ask them if they'd like to continue.

  • Yes - great, you got a customer
  • No - ask them what would I need to do to make it worthwhile for you to continue?

How Do We Start Charging Money?

Your offer is free for the first 5 people. The next 5 get 80%. The next 5 get 60% off. The next 5 get 40% off.The next 5 get 20% off. The next 5 are full price.

Get More Cash Up Front & More Yeses → Prepay + Guarantee

Offering a guarantee gets more people to buy because it reverses risk. Here’s a nice twist on a guarantee that’ll get you more yeses and more cash.

You can offer a guarantee only to people who pay up front.

Reason why: People who invest up front are more committed. And as a result, we’re able to guarantee their outcomes. So if you’d like our guarantee, you can prepay our service.

Another version of wording: After the person agrees to buy, you say “would you rather pay less today or get all your money back?” Paying less today = payment plan, so less money down. Get all your money back = prepay and get a guarantee that you get the result you want.

  • ‍“Pay Less” = $2000/mo for 3 months = $6000 (no guarantee)‍
  • ‍“Get All Your Money Back” = $6000 up front with a guarantee.

Presented this way, the majority of the people take the up front cash option with the guarantee.

So if you planned on offering one anyways, you may as well weaponize it to incentivize more people to pay up front.

Keep Your List Warm

Even if you converted enough people and now you're working at capacity, it's important to keep following up with the folks who haven't converted.

  • Email with value #1
  • Email with value #2
  • Email with value #3
  • 9-word email - Are you still looking to [4-word desire]
    • buy your dream home
    • start your youtube channel
    • etc..

Warm Outreach: Daily Action Plan

  • Who:
    • Yourself
  • What:
    • First five free
  • Where:
    • Phone/Email/Physical Mail/SMS/Etc
  • To Whom:
    • Your Contacts
  • When:
    • First four hours of your day
  • Why:
    • You want to get customers or intros
  • How:
    • Personalized Message using ACA (acknowledge, complement, ask)
  • How Much:
    • 100 Attempts Per Day
  • How Many:
    • Follow up two more times after first
  • How Long:
    • Until you get customers

Expect 1%-2% conversion rate.