 All right, so in this video, I'm gonna show you five free strategies that you can use to get clients right now that me and my Students and my clients are still using and I'm also gonna show you again and remind you our entire sales process because I get this question Practically every day on hey, what's the next step after we reach out and what is the next step from there? If they are interested, what do we do? So I'm gonna talk about what to do after outreach We call it the discovery call and what to do after the discovery call the demo And if you want more details on to how we run these things and run these steps I'm gonna show you more about that as well. So let's jump right into the first step and this is the step It's it's probably the most important thing because you can't start reaching out to anybody unless you have this dialed in so Before you start doing any kind of outreach and I have tons of videos I'm picking vertical industries and niches to reach out to and ones that are still operating right now Even given the entire world situation, right? But you need to have some kind of offer and I call it your enticing offer, right? So you need to know what you are going to offer the people that you're reaching out to and ideally you want this I think in my opinion it should be a service tied to leads sales or growth The reason being is anything tied to lead sales or growth business owners. They want to make more money That's why they're in business So if you have a service that can help them generate more leads or make more sales or help them grow their companies That's always going to be easier to sell than something that's not tied to that, right? So have a service that's tied to lead sales or growth And if you guys want ideas I have made a ton of previous videos on services that I think are solid to start with just go with those right the proven services to offer now what you need from there is you also must have a clear outcome that you can speak to and You need to know what your service or your solution whatever it is that you've picked your service What outcome is it going to help your prospects or your market to get and you need to be able to speak very clearly to this? So an example is our services our core service for over two years has been linked done for your LinkedIn lead generation and done for your LinkedIn prospecting, right? So what is the outcome of that? Well When clients work with us a lot of the time they're not even using LinkedIn to generate leads So the outcome is they go from zero leads zero appointments per month to generating eight twelve or more appointments per month on LinkedIn so that is the outcome. It's a very clear outcome You go from zero to eight to twelve or more appointments per month So you want to make sure you can speak to this too many people will speak only about their product or service and not about the outcome That it helps them to get that's all the people care about is what is it going to get them? What is the result going to help them do? So you have to have a service tied to lead sales or growth You want to be able to have a clear outcome that you can speak to you and then also have deliverables mapped out that show How you will achieve that outcome? So if our outcome is eight to twelve appointments on link on LinkedIn per month How do we achieve that? What are the steps that we take those of the deliverables? So step number one is we optimize their profile and we do this by optimizing their headline and their summary for whatever Target market that our client is going after number two is we create them a messaging sequence That's designed to generate leads and generate appointments and get people interested in our clients solutions Step number three is we build a prospect list of people who fit our clients ideal client profile Right, whoever they're trying to target the markets that they're trying to target We build a list of those prospects in LinkedIn and step number four is we actually start to launch and manage the campaign So we launch the messages that we created we start connecting with people on LinkedIn we start sending them the messages and We get people who are interested in their service to respond back to our client, right? So those are the deliverables that help us to get the outcome of eight to twelve appointments per month And you need to be able to speak to all of this stuff to the outcome and the actual steps that you take before you Start reaching out to your market. Otherwise, you're not gonna really know or you're not gonna know what to say, right? When people ask you questions So you need to have your offer dialed in it should be some kind of service tied to lead sales or growth You need to have a clear outcome that when they use your service, what happens? What is the outcome and then also have deliverables mapped out on how you're going to achieve that outcome? Okay? Now let's talk about the actual ways to get clients. How do you actually start to reach out once you have your offer? How do you start to reach out? So The first place I want to zoom in here a little bit Is your warm network, right? I don't know why more people don't start here They just they want to go straight for cold traffic for some reason But your warm network is the easiest place to get clients your first few clients, especially if you have no experience yet Okay, so what you can do is just reach out once you have your offer reach out to your friends your family members colleague existing clients or previous clients and Ask them if they know anyone else that can benefit from your service or your offering, right? And chances are someone in your network whether a friend or a family or a friend of a friend or a family Like a friend of a family member or a friend of a colleague or a connection of a connection write a mutual connection Someone there's a good chance that someone's gonna know somebody who can benefit from what you have to offer, right? There's got to be somebody in your network in your expanded network Who is a some kind of small business owner or entrepreneur who can benefit from what you've got to offer, right? And all you got to do is go and ask it costs you nothing to do that You can write up an email you can send a message to your friends on social media on Facebook Just say hey, do you know anyone that can benefit from this kind of service? Do you know anyone that needs more leads or B2B leads in our case right on LinkedIn? So all you got to do is ask and you can offer Some kind of discount or incentive-based pricing in exchange for a case study or testimonial, right? So I get this question all the time as well What do you do if you don't have social proof go out and get it, right? If you can leverage the portfolios of your fulfillment provider, that's one way But the other way is just to go out and get testimonials, right? So offer your service at a discount in exchange for a case study or testimonial So I don't really recommend doing it for free or offering free trials because you want to have both parties with skin in the game So you want to at least charge the cost of the service plus a little bit more so that both parties are invested, right? Otherwise, you're gonna have one party who's the person that you're helping out They're not going to be invested in the service in making it a success, right? So you can go out reach out to your warm network offer them a steep discount incentive-based pricing in exchange for a case study or testimonial to help you build your confidence and your portfolio of results, right? Easy as that. Number two, social media outreach and this is also free completely free to do, right? You can go to Facebook. You can go to niche specific groups So let's say that you are targeting in our case SaaS companies. I would target SaaS groups I would join SaaS related groups I would start friend requesting people in those groups And then I would see engage with them a little bit and see if they'd be interested in having a conversation 15-minute discovery call about our service and how it can help them get a certain outcome or result Right Instagram. You can search niche specific hashtag. So you just go into the search bar Let's say you're targeting accountants, right? You can type in accountants or accountants accounting life I don't know what's related to that But if you type in accountants into Instagram, they're gonna give you dozens of suggestions of accounting related hashtags And all you got to do is follow those hashtags follow people in those hashtags that put those hashtags on their profile You can engage with their photos and then eventually send them a direct message and see if they'd be interested again in a 15-minute Discovery call to learn more about your service and how it can help them. Okay LinkedIn one of our favorite places we built an entire agency around this platform All you got to do is use their search they're built-in search filtering, right? Now I recommend if you're gonna do high-volume prospecting to upgrade to sales navigator, which is a paid platform I believe it's $70 a month now But if you are just doing lower level, maybe 10 10 15 people a day that you're reaching out to you You can use their built-in search filtering where you just search for people in your niche decision-makers in your niche and Connect with them and reach out to them see if they're engaged with them See if they're interested in learning more about what you have to offer again I keep saying this and how it can help them get a certain result. All right So that's social media outreach. There are other platforms, of course But these are the main ones the main three that we focus on as far as social media goes Okay, now the third place is cold email. Now, how do you actually find the emails of people for free? Well, the paid options of course are tools like find that lead if you're B2B or d7 lead finder If you are targeting local or small businesses These are paid platforms the tools here and it's you basically just tell them what you want and it'll build you a list of Prospects that fit your criteria. Now if you want to do it for free There are a couple of places that work very well for that number one actually more than a couple places But number one is just using Google, right? So type in Google. Let's say you're targeting lawyers You can type in lawyers in Seattle. I'm in Seattle I can type in lawyers in Seattle and I can just manual manually go through the search results and pull email addresses From people in the search results. That's one way number two is using directories, right? So all you to do is is Google. Let's say you're targeting again lawyers You can type in lawyer directories You're gonna find all these different websites where all these lawyers hang out that you can find their email addresses and Send them an email to see if they're interested in learning more about your service and how it can help them, right? Now for us specifically targeting the SaaS and startup industry We found a directory called Crunchbase and this is it's an awesome platform There's a free version and a paid version, but it's it's really only useful for you if you're targeting startups and SaaS companies But we used Crunchbase to find the email addresses and find and filter based on things like annual revenue on Funding amount on people who are like have a certain amount of funding from investors, right? Certain industries in the SaaS in the SaaS industry for the SaaS niche, right? So that's an example of a directory that we use is Crunchbase. You can also search up associations So back to the lawyer example type in lawyer associations I don't know what they have you can type in home remodeling association if you're targeting home remodellers any type of big Legit industry is gonna have an association built around it So all you to do is type in industry plus the word associations or the word directories You're gonna find dozens and dozens and hundreds thousands of search results of people in your niche And you can go and manually scrape their emails, okay? So that's cold email outreach. That's strategy number three. That's free to do or there is a free option number four is inbound so Free ways to do inbound. I there's of course, you know paid advertising, right? But inbound you could post social selling posts and these are posts on your social media profiles your Facebook your Instagram You're LinkedIn that are designed to share some kind of insights or you know client or customer testimonials or results Or strategies or tactics something that's value for your market for your connections and is designed to get them to come to you Right, so eventually you want people to reach out to you They say I they'll say I've seen your posts on LinkedIn or Facebook or wherever it is And I'd like to learn more about your service, right? So that's what we mean by inbound people are coming to us And if you're consistent with this on posting on your social media platforms once or twice a week or so Over time that's gonna compound you and have people reaching out to you wanting to learn more about how you can help them without you having to any kind of outreach There's also Facebook groups, right? If you're in these niche Pacific Facebook groups, you can make posts that are again The sharing a tip or some insights or some strategies or tactics or something that's going to help your market and get them interested in working with you Right now the trick to this is whatever you share whatever tip or trick or insider strategy that you share Should also tie back Also tie back to your solution whatever your services, right? So if I'm offering LinkedIn I don't want to be posting stuff about Google ads or Facebook ads, right or Content marketing, right? I want to be posting stuff about LinkedIn and LinkedIn lead generation, right? So that's the that's the trick is whenever you're making these posts on your social media profiles And this is great if you layer it on top of these other things, right? You want to make sure it ties back to your solution. Otherwise, what's the point, right? The fifth thing that you can do our video or voicemail drops now Full disclaimer voicemail drops. We haven't done a ton of this But we've seen a lot of people who target local and small business industries that see success with voicemail drops And there's a paid solution called sly broadcast that can help you do that Where you record a voicemail and you can call a bunch of numbers and of people in your niche And it'll send them a voicemail right without ringing and having them pick up So to go straight to the voicemail drop in the voicemail and they can call you back or email you to learn more about your service and jump on this discovery call Okay Now what we actually use what we love using is a video Chrome extension is a free Chrome extension called loom and what you can do is Film these short videos or short It's either like a we should do audits and we would also do just straight pitch videos to try and generate disappointment so a trick to do this is Whenever you're filming some kind of videos people love to see anything that's related to them themselves or their business So you want to have this this tool called loom it allows you to record your face and your screen So what you can do is have it on their website or their personal social media profile And it's way more likely to catch their eye because they can see themselves in the thumbnail of the video So you want to make sure when you're filming this loom video always have it on something that's related to them Don't have it on your website or your profile It needs to be on theirs their website their profile their social media pages and you're way more likely to get them to open that video Watch it and respond to it. Okay, so video voicemail drops. That's the fifth Free strategy that you can use sly broadcast is not free, but the video drops on loom are okay So these are the five strategies and they all have of course free free methods and paid methods But I just shared with you all the free methods that you can do and they're gonna take you nothing But your time they don't take you any money to do They're gonna just take you time out of your day and if you're consistent with it, you're gonna see results guaranteed So number one again warm network reach out to people that you already know and see if they know anyone or they themselves can benefit And then offer them a discount in exchange for a case study or testimony of working with you Number two is social media outreach and we like the big three of Facebook Instagram and LinkedIn for doing outreach Number three is cold email outreach and you can use tools paid options like find that lead if you're b2b or d7 lead finder if you are Targeting local or small businesses and you can also for free go and scrape directories and associations or Hire a VA to do that if you don't want to do it yourself Number four is inbound. So as you're building your network in the social media phase here You're connecting with people your friend requesting people on Facebook. What happens is you're going to continue to build your network oops, and what you can do is start to make these posts that Deliver value to your network and your audience right and you can do that through just posting Consistently on your Facebook your Instagram and your LinkedIn or you can post in Facebook groups and the fifth area is video and voicemail drops So the free option is using loom the paid option is if you are targeting local or small businesses using a voicemail Software like sly broadcast to do ringless voicemails Now the goal of all these strategies here right all these five strategies is not to get people to press the buy button right away You're not sending them to a link to buy now You are sending them to or you're trying to get them interested in a 15-minute call with you Right and the goal is called this 15 minute to 20 minute discovery call is to Qualify them to figure out if you guys are a fit to work together and if you can really help them There's going to be a lot of people that will respond to this that you can't actually help Right you want to make sure that you both are a fit to work together that they're in the right place in their business And that you actually have a service that can help them achieve their goals and their outcomes their desired outcomes Right so the goal of all these five strategies again is not to get that you should not be sending them any kind of buy button Or purchase page it should be to get them on a phone call with you okay now from that phone call Let's say that you decide you are a fit you qualify them you ask them some questions I have a video an entire video on the discovery call process I'm not going to go into that here just go to my youtube channel and watch that But let's say that you guys are qualified and you're fit to work together You're going to schedule a second call or you can do it right on that first call if you still have time And they're ready to do that you can perform a demo and the demo is to show them how your solution your service is Going to help them go from a painful situation that they discuss with you on this discovery call That's related to your service right to a pleasurable situation or a pleasurable outcome right so for example We're talking to these SaaS companies their pain is they don't have enough leads and they don't know what to do about it They don't know what channels are working They don't know how to get in touch with more of their target market That's their painful situation and because of that they're missing their sales goals. They're not hitting revenue targets Right that's that's pain the pleasure is they want to be hitting They want more leads who are interested in their software who are reaching out to them and they want more Customers on their their platform and they want to hit their sales targets and exceed that right so we're going to help Them get there from that painful situation No leads or an empty pipeline to a full pipeline of people who are interested in learning more about their solution Right so show them on this demo again focus on the outcome and not the service you want to show them how you can help them go from pain to pleasure and Show them the outcome of using your service and how it's the vehicle to help them go from pain to pleasure, right? If you want more details on this demo process, I get people asking me all the time to make a video on this I am not going to make a video on this demo process That's reserved for students and clients only if you want to see a peak though and have more details on how this act How we run this you can pick up my book in the description six-figure drop servicing. There's a link below It's five dollars and sixty cents. Okay, and you're gonna see you're gonna see basically everything here You're gonna see how to create an offer how to reach out on these five channels here How to run a discovery call and what a discovery call is and then also what our demo is and how we run that Okay, so if you guys want more details on that, please just go to the link below five dollars and sixty cents to buy my book It's fully guaranteed. I mean if you're gonna ask for a refund on a five dollar and sixty cent book Please don't buy it, but everything I've learned in my entire process of what I teach in my methodology is in that book Okay, so if you guys want more details on this then make sure you pick that up in the description below But that's it for this video. This is our entire sales process. This is it's not sexy. It's not glamorous But it works it's proven and everyone always wants that sexy shiny new tactic But it's really the fundamentals that's gonna get you far in this business and in any business in life, right? there's a Documentary right now with Michael Jordan called the last dance and it shocks me how much he focuses just on the fundamentals and Everyone always thinks he's this flashy person, but it really is about the fundamentals That's gonna get you to that next level, right? So if you can master things like creating enticing offers master outreach on these channels and being consistent with it Master discovery calls and learning and qualifying people to see if you're fit to work together And if you can help them solve a certain problem and then mastering and demos and demonstrations And how you can help them go from pain to pleasure and positioning your service and your solution as a vehicle to help them Get that to help them get a desired outcome, right? You mask these are fundamentals here, right creating offers doing outreach and getting clients and Learning more about your your market and seeing if you can help them, right? These are the fundamentals here So focus on this don't focus on some shiny new tactic or Facebook ads or Google ads before you've even validated that your business Is gonna work focus on the fundamentals here first before you move on to the tricky stuff, right? So that's it for this video I hope you guys like this give it a like if you did if you have any questions Comment below in the comment section But yeah, this is our sales process and these are five ways that you can get clients for free even right now That's still working that myself and my clients are using my students are using so I hope you guys got value out of this And I'll see you in the next video