Forget about Funnels…
While most people are obsessing over funnels and leads, Roger Salam takes a different approach.
He forgets about funnels and manages friendships and relationships instead. He is high-touch in a world where most people are more interested in being high-tech.
All his business comes from nurturing less than a dozen quality relationships. He gets so many pre-sold referrals that he doesn’t even need to worry about funnels.
THE UNBEATABLE ADVANTAGE OF FRIENDSHIPS
When a business relationship turns to a friendship, you take it to another level where there is no competition.
Think about it. If you do a business deal wtih person A, and person B offers you a better price, it’s likely you’ll cancel your deal with person A and do a new deal with person B. Then, if your joint venture with person B does not work out, you’ll make sure to never do business with person B.
Business can be brutal. But if you form a genuine friendship, it’s not so likely that you’re going to act like this. You’ll choose to do business with your friend, even when someone else offers a better rate. You’ll stick with them even when a joint venture goes wrong.
FRIENDSHIPS, NOT FUNNELS
The biggest mistake people make when trying to build business relationships is they rush them.
The process of building business relationships is not a funnel that spits out contacts, referrals and joint venture deals. It’s the process of building a genuine friendship.
This means a number of things. Firstly, form the relationship because there’s something you can give to the other person, not because you can get something from them.
Even if it’s a billionaire, there’s always something you can give. It’s likely they have a charitable arm or a foundation that you can contribute to, in the form of your time or money. Always be focused on what’s in it for them, not for yourself, and you’ll build better quality business relationships.
Secondly, expect that a quality friendship will take time to develop. Don’t try to lock down a joint venture deal within record time. Let the friendship take its natural course.
Treat your business relationships as friendships, not as leads in a funnel. You only need half a dozen quality relationships, and you can make a 7 figure living from the referrals alone.
The MOBE Titanium Mastermind goes into more depth on this topic. Members learn how to do joint ventures and scale their businesses through successive revenue ceilings. To learn more about the Titanium Mastermind, click HERE.
People hate to be sold to. When they sense they’re being coerced into buying a product, they become resistant.
Yet, most marketers don’t know how to sell. They sell by listing out all the benefits of their product or service. They do it in a way that’s very overt and instantly creates resistance from the prospect.
Daegan Smith has a different formula for making sales. It rips through resistance and doesn’t make the prospect feel they’re being sold to. He calls it the “invisible” funnel.
STEP 1: THE EMAIL SERIES
Start out by promising an email series called “7 Mistakes That Cost Me X.” Replace 7 with whatever number of mistakes and X with whatever they cost you.
Explain to your audience that you don’t want them to ever make the same mistakes. You want to show them how to overcome them and succeed quickly.
People in your audience are already thinking about this. They know they’re doing something wrong, and they’re following you because they hope you can show them what they’re doing wrong and help them gain success.
Once you’ve hooked them in with this promise, reveal one mistake per email. Explain what it is and how it can be overcome.
STEP 2: THE WEBINAR
Be strategic with the sequence in which you present the mistakes. Save the biggest mistake for last, and don’t just send out another email for the final mistake. Invite people to a webinar instead.
Explain that although you’ve talked about several mistakes already, the biggest mistake trumps them all. If they don’t overcome the biggest mistake, nothing they do to overcome the other mistakes will matter.
Then announce that you’re going to share this final mistake on a live webinar because it’s so important.
IT’S ALL ABOUT THE STORY
Most people think of webinars as a teaching medium. On this webinar, however, you’re not teaching anything. You’re just telling the story of how you made your biggest mistake.
We all hate to be sold to. When we sense that we’re being sold to, we become resistant. Stories, on the other hand, rip through resistance. All of us love to hear stories.
In a movie, we want to see the main character go through change. They start out in an adverse situation, then there’s a turning point, and finally life is different. Adapt this formula to your webinar and you can’t go wrong.
Communicate the damage that making this mistake did to you, reveal how you overcame the mistake and make the connection to your product or service. Then, people will be ready to sign up without feeling they’ve been sold to.
If you tell your story in the right way, it does the selling for you. That’s why this is called the “invisible” funnel.
The MOBE Gold Masterclass goes into more depth on this topic. It will show you how to find customers, sell to them and build a consistently profitable business using a Customer Acquisition Process. To learn more about the Gold Masterclass, click HERE.
Today’s the youngest you’ll ever be. Once today is over, you’ll never get another chance to live it out.
That’s why, at the end of every day, you should ask yourself 3 questions and reflect on whether you made the day the best possible day it could be.
Adopt this habit and you’ll steadily become a wealthier and happier person.
1. WHAT DID I LEARN TODAY?
The first question to ask yourself at the end of every day is, “what did I learn today?”
If you can’t immediately think of anything, open the dictionary and learn one new word. Don’t ever let yourself go to bed at the end of the day having not learned one new thing. If you do this, you’ll never again wake up as ignorant as you were the day before.
If you have children, ask them what they learned today. Even when it’s not a school day. Don’t let your schooling interfere with your education. Education is a lifelong process.
2. IN WHAT WAY WAS I A GIVER TODAY?
Secondly, ask yourself, “in what way was I a giver today?”
Strive to do something every day that makes someone else’s life better. Engage in simple acts of kindness. Roger Salam likes to pay for the motorist behind him when he’s at the toll booth. They’ll never get to thank him for it, but it makes him happy to know he’s made a kind gesture.
Do good things for others and good things will come to you.
3. WHO CAN I THANK TODAY?
Finally, ask yourself who you can thank today.
Roger Salam knows of a simple way to build quality relationships. You might think it’s not much, but it works because so few people do it. It’s a lost art.
Every day, write a hand-written thank you note to someone who helped you. You can safely assume they won’t have received one from anyone else, in an age when you can send emails from your watch.
Your hand-written thank you note will stand out to your recipient, they’ll appreciate you, they’ll remember you and it will be the basis of a quality relationship.