$100M Leads

Question 1

In what 2 ways can a business grow

Answer 1

1. Get more customers
2. Make costumers worth more

Question 2

In what 4 ways do you get more customers?

Answer 2

1. More leads
2. Better leads
3. Cheaper leads
4. Reliably (from lots of places)

Question 3

Define lead

Answer 3

Someone you can contact

Question 4

Define engaged lead

Answer 4

Someone who gives contact info and shows interest

Question 5

7 steps to creating a lead magnet

Answer 5

1. Problem
2. Solution
3. Delivery
4. Name it
5. Easy to consume
6. Make it good
7. Easy to ask for more

Question 6

3 types of lead magnets

Answer 6

1. Reveal problem
2. Free trial
3. Free step 1 of X

Question 7

Define CTA

Answer 7

Call to action tells a customer 1) what to do and 2) why to do it now

Question 8

3 types of “why to do it now” reasons for CTAs

Answer 8

1. Urgency
2. Scarcity
3. Make up a reason

Question 9

Warm audience

Answer 9

People who gave you permission to contact them

Question 10

Cold audience

Answer 10

People who didn’t give you permission to contact them

Question 11

Core Four

Answer 11

1. Warm outreach
2. Cold outreach
3. Post free content
4. Run paid ads

Question 12

5 steps to do warm outreach

Answer 12

1. Segment Contacts
2. Choose Platforms
3. Personalize Messages (ACA)
4. Offer Value (Val. Eq.)
5. Maintain Engagement

Question 13

Value equation

Answer 13

Dream outcome X perceived % chance of outcome
———————
Time X effort

Question 14

3 parts of the Content Unit

Answer 14

1. Hook
2. Retain
3. Reward

Question 15

“Jab, jab, jab, right hook” method

Answer 15

Giving to your audience many times before making an ask (with a ratio of about 4:1)

Question 16

2 ways to scaling a warm audience

Answer 16

1. Depth then width
2. Width then depth

Question 17

3 ways to make a leads list

Answer 17

1. Software “scrape em”
2. Brokers “buy em”
3. Manual “look for em”

Question 18

How to talk to your leads list

Answer 18

Personalize, then give Value

Question 19

Steps to maximize volume of interactions with the lead list

Answer 19

1. Automate delivery
2. Automate distribution
3. Follow up. More times; more ways

Question 20

“Who What When” Framework

Answer 20

Analyzes the: value equation, given to whom, and when is the best time to give it

Question 21

LTGP

Answer 21

Lifetime gross profit from a customer

Question 22

CAC

Answer 22

Customer acquisition cost; how much it costs to lead a customer down the funnel and to convert

Question 23

4 types of “lead getters”

Answer 23

Customers
Employees
Agencies
Affiliates

Question 24

Referral growth equation

Answer 24

Clients referred - Clients churned = growth

Question 25

7 ways to ask for referrals

Answer 25

1. Pay the CAC to referrer
2. Pay CAC to both parties
3. Ask for a referral as they buy
4. Discount for referral
5. Referral events
6. Referral programs
7. Unlockable referral bonuses

Question 26

How to make a SOP for an employee

Answer 26

1. Document
2. Demonstrate
3. Duplicate