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Course Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 13. Using Google to Find Clients Motivation
Duration: 14:08
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[00:00 -> 00:06] Alright, so this video is going to be one of some new videos I'm adding on how to prospect for clients.
[00:06 -> 00:10] One of the questions I get the most is, you know, as far as reaching out to people,
[00:11 -> 00:17] the reason why, and I'll say it again, and I can't say it enough, when you're trying to sell
[00:17 -> 00:22] these types of services, I don't ever reach out to people who aren't using my services
[00:22 -> 00:29] unless I'm specifically referred to them. And the reason is, is because it's an expensive service.
[00:29 -> 00:35] It might not seem that expensive to you, but to a lot of business owners it is. And if you are
[00:35 -> 00:40] reaching out to somebody who's not already marketing, they don't typically have this in the budget.
[00:40 -> 00:48] 99 out of 100 times, you are not going to even get in the door once they hear the cost of your
[00:48 -> 00:55] services. They may think that they need you, they may understand that, but they don't have the budget.
[00:55 -> 01:02] So if you're reaching out to somebody who's not even advertising at this point, you are not only one
[01:02 -> 01:08] trying to explain to them why they need to advertise, that's a whole nother sales process. And number
[01:08 -> 01:14] two, why they should use you. Okay, if you're reaching out to somebody who's already advertising,
[01:14 -> 01:21] they understand the value of it. They know that they need to be marketing. And they already have
[01:21 -> 01:28] a budget for it. Okay, you're just saying, Hey, we can get you more bang for your buck. So I've
[01:28 -> 01:34] never ever done that because every time I started doing that at the beginning, I was reaching out
[01:34 -> 01:41] to people like I was going to my local organizations and trying to get people who weren't marketing,
[01:41 -> 01:47] trying to get them to market. And it was a nightmare process. Like my hit to miss ratio was
[01:48 -> 01:55] very, very low. So always, always, always start with people who are actually doing marketing.
[01:55 -> 02:01] They have the budget, they understand the value. Those are two things you don't have to sell them on.
[02:01 -> 02:07] Every time you add one more step into selling somebody, that's going to be one more barrier. You
[02:07 -> 02:12] have to break down. And this tactic that I'm showing you, and then I talk about in the course,
[02:13 -> 02:19] I'm trying to simplify that. I'm trying to make your life easier. You are going to hear way more
[02:19 -> 02:27] nose if you go out and just start cold calling people. Okay, so this is one of the reasons why we
[02:27 -> 02:34] use this tactic. Now, I've been getting questions about doing searches for people in other areas. So,
[02:34 -> 02:40] let's do a quick video on that one. Go into tools and settings and go to the add preview and
[02:40 -> 02:46] diagnosis tool. Now, this is for a hot tub repair company. So let's just type in hot tub
[02:46 -> 02:52] repair. Now, this is where this company is located. You want to change this. Let's say I want to look
[02:52 -> 03:00] for hot tub repair in Houston, Texas. So I will select Houston. And it says my ad is not showing. And
[03:00 -> 03:04] it's not showing because we're not advertising in Houston. We're advertising in Las Vegas. We want
[03:04 -> 03:11] to see what other companies are advertising. So you can go here to preview. And you can see hot
[03:11 -> 03:17] tub repair. You can scroll down and you can see Houston Whirlpool tub repair. We service pumps. So
[03:17 -> 03:23] you can see these ads scroll all the way to the bottom. And sometimes you will see more. Sometimes
[03:23 -> 03:28] you will not. Now, you can change how this looks. You can, this is on mobile. You're going to want
[03:28 -> 03:37] to check these out. You can go here and you can just copy and paste this into another browser.
[03:38 -> 03:43] And you can see where they're driving traffic. You can go to this one, Houston
[03:44 -> 03:51] Pooray pair. And you can see what's going on with those campaigns. Now, you can check any search
[03:51 -> 03:58] term. If you don't see ads, check other search terms. People advertise in different areas in
[03:58 -> 04:04] different ways. Sometimes floor refinishing may not be the term. It might be floor sanding or
[04:04 -> 04:10] something like that. So this is one way that I know that we are some of you are having trouble
[04:10 -> 04:19] in finding, you know, companies in other areas. Okay, what I would now once you get here, here's a
[04:19 -> 04:25] quick way to find out what's going on. These are the ads that are showing. Now, what you can do is
[04:25 -> 04:31] you can click on the ad or basically you can't click on it. You have to copy and paste it. But
[04:31 -> 04:38] let's go to this one. Now, the first thing I see is the calls to action. There is a request to call
[04:38 -> 04:43] down here, but there's not in the upper right hand corner. Okay, that might be something that I would
[04:44 -> 04:49] ask them about or that I would contact them about. And you can see right here, here's the email for
[04:49 -> 04:54] the company. This is actually looks like a pretty legit email. Looks like the owner's name, not just
[04:54 -> 05:00] an info, it's something like that. Okay, this company is already marketing. They're already spending money
[05:00 -> 05:07] that just could be doing it better. Also, you know, Houston Whirlpool tub. Now, this is this is obviously
[05:07 -> 05:12] for tubs, not hot tubs. But you could contact them and say, Hey, we notice that you were
[05:13 -> 05:19] advertising for, you know, Whirlpool tub repair. But when people look up hot tubs,
[05:19 -> 05:24] your ads are showing up. And you can offer to help them with that. But let's go to this one.
[05:31 -> 05:39] You can even see this is a 404 page. They are literally running ads to a page that is not even
[05:39 -> 05:47] there. So that's something I would contact that company about just like I show you to in the videos.
[05:47 -> 05:54] Okay, but you see how fast I'm doing this? I'm literally just going down and copying and pasting.
[05:54 -> 06:00] Now, if you get to a page like this guy, industrial water solutions, which is this one,
[06:02 -> 06:08] he's running ads to the front page of his website. That's a no, no. Okay, you don't want somebody
[06:09 -> 06:15] looking for hot tub repair and coming to this page, you know, they might sell these types,
[06:15 -> 06:20] but are they just bathtubs? Then he should not be advertising under hot tubs. You see kind of how
[06:20 -> 06:26] my mind works and how I start to go through these. So let's go. Let's just go to another one.
[06:28 -> 06:34] None there. So you can even just go up here and click on desktop and see what shows up.
[06:35 -> 06:47] So I don't know if we did this one yet. Yep, this is the one that is not the pages that aren't working.
[06:48 -> 06:53] You can scroll down. Once you're done with the search results, just go back up here because you
[06:53 -> 06:59] won't be able to click on the next ones. This is unclickable. So you can just do another search.
[07:00 -> 07:07] And if you're not seeing any ads, go up and change to mobile again.
[07:08 -> 07:16] Now, if you can't find any more ads, just change the search term. So hot tub repair, hot tub company.
[07:20 -> 07:25] Richard's hot tubs. So let's take a look at that one.
[07:26 -> 07:31] Okay, they have their phone number in the upper right hand corner, but they don't have any other
[07:31 -> 07:37] really calls to action. They don't have a way to request service sound here, anything like that.
[07:39 -> 07:42] Go up here. Let's change it to desktop, see what we find.
[07:42 -> 07:55] So we're only seeing one company here, but let's just change it up. So hot tub repair company.
[07:59 -> 08:06] We see this guy here and we've already seen him. So you can see there's not a lot of people
[08:06 -> 08:10] advertising this actual service. So let's just say hot tub service.
[08:12 -> 08:23] The sky again, whose ads aren't working. Now, I want to interject something here. If you are seeing
[08:23 -> 08:31] only one or two companies that are advertising for an entire service, that might be the one instance
[08:31 -> 08:37] where I would reach out to other hot tub repair companies in that area and say, listen, we were
[08:37 -> 08:44] doing some research. We found out that there's really only one or two companies advertising in your
[08:44 -> 08:52] area. Number one, that is a huge benefit because the cost will be significantly lower. And number two,
[08:52 -> 09:00] it's a large metro area and we know that there is enough business that can really help make you some
[09:00 -> 09:07] money. So this might be the one time I would reach out to other hot tub companies in that area.
[09:07 -> 09:14] And all you have to do is go to hot tub, type in your search, go to results or excuse me preview,
[09:14 -> 09:19] maybe you just change it to desktop. And here's how you find those companies. You look down right
[09:19 -> 09:25] here. You can look down Barry's Pool and Spa service, Houston, Olympic pools and spas in Houston.
[09:25 -> 09:32] Or you can actually just go back to Google and you can type in hot tub repair, Houston.
[09:32 -> 09:39] This is actually just in your in Google itself, not inside of Google ads. And you will be able to see
[09:40 -> 09:48] these companies in Houston, right under the Google Maps section. And you can just click view all.
[09:48 -> 09:52] And you can just see Houston, Spring, Texas, which is a suburb.
[09:52 -> 09:56] All of these people in the Houston area and you can reach out to them that way.
[09:58 -> 10:03] And I think we already saw this guy. Yeah. Okay, so you can do this for any service, right?
[10:04 -> 10:05] Floorie finishing.
[10:09 -> 10:14] And you can see we got Serp Pro, you got fabulous floors, Houston.com
[10:15 -> 10:22] Which they're running ads to the front page of their website. That's a no no.
[10:22 -> 10:27] Phone numbers should be in the far right corner. There is calls to action but you should see a form
[10:27 -> 10:34] here. And it's just one big graphic, right? Go down to the next one.
[10:37 -> 10:41] This one, I don't know if we'll be able to get it because it doesn't have the full URL there.
[10:42 -> 10:44] But here's another one. Joe's hardwood floors.
[10:48 -> 10:54] This is god awful. Okay, but this, but you see what I'm talking about. You see how fast I'm going
[10:54 -> 11:01] through it. I'm not spending three hours trying to find one person. I literally am whipping through
[11:01 -> 11:08] it as fast as I can to find people to reach out to. And the other thing I just, I want to hammer
[11:08 -> 11:16] home is consistency. You need to do this every day. If you do this every single day, say the first
[11:16 -> 11:24] hour of your day, you just go and you find 10 or 15 companies like this and you send out emails to them.
[11:24 -> 11:30] You will start to gain momentum. What happens in majority of the time is, and this happened to me.
[11:30 -> 11:35] So I know exactly what I'm talking about. I would go and I'd reach out to a few companies and I'd
[11:35 -> 11:41] get one on the line and I'd get all excited and I would just stop. I would hang all of my hopes and
[11:41 -> 11:47] dreams on that one company signing up while in the meantime, I've got nothing else to do. Right?
[11:47 -> 11:52] I'm literally sitting there just waiting for the phone to ring. I should be reaching out to other
[11:52 -> 11:57] people when I started doing that and just saying, you know what? When they call back, when they sign
[11:57 -> 12:03] up, then I'll work on getting them set up. But you know what? I didn't celebrate it. I just said,
[12:03 -> 12:09] hey, great. I got a lead. But the more people you reach out to, the more leads you're going to get.
[12:10 -> 12:15] The more leads that you get, the more people you will get involved in the sales process.
[12:15 -> 12:22] Hence, the more people that you will land. It is all about numbers. If you can do this 30 days
[12:22 -> 12:28] consistently, you will be landing clients. And it's how fast can you get to that six figures?
[12:29 -> 12:36] If you can land 10 clients at $1,000 a month, you're already at six figures. That's it.
[12:36 -> 12:45] 10 clients, $10,000 a month, 12 months, you're at $120,000 a year by getting 10 clients. The goal
[12:45 -> 12:54] you should have set in your mind is how fast can I get to 10 clients? The most I've done is three
[12:54 -> 13:00] in a week. And that is reaching out, cold calling, landing and signing up and getting paid three
[13:00 -> 13:10] in a week. I got $3,000 in one week. Can you do the same? Do not go out, get a client or get a client
[13:10 -> 13:17] a lead where you're just in that process of talking to them and hang all your hopes on that.
[13:18 -> 13:23] Continue the conversation. And the next thing you should be doing is going, going out and reaching
[13:23 -> 13:29] out to more people. All right, I know I hammer on that a lot, but this is what is going to make
[13:29 -> 13:37] or break your agency. If you already have gotten this far, you've already done more than 99.9% of
[13:37 -> 13:43] people, you started the business, you started the process. Don't let all that work go to waste.
[13:43 -> 13:49] A lot of people get here and they stop because they're just like, I don't want to do this.
[13:49 -> 13:54] This isn't fun. No, it's not fun. What is fun is when people start reaching out to you.
[13:55 -> 14:02] But that is not going to happen on day one. You have got to build some momentum. Okay,
[14:02 -> 14:14] so in the next couple of days, I will release a couple more trainings on this and we'll see you there.

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Alright, so this video is going to be one of some new videos I'm adding on how to prospect for clients. One of the questions I get the most is, you know, as far as reaching out to people, the reason why, and I'll say it again, and I can't say it enough, when you're trying to sell these types of services, I don't ever reach out to people who aren't using my services unless I'm specifically referred to them. And the reason is, is because it's an expensive service. It might not seem that expensive to you, but to a lot of business owners it is. And if you are reaching out to somebody who's not already marketing, they don't typically have this in the budget. 99 out of 100 times, you are not going to even get in the door once they hear the cost of your services. They may think that they need you, they may understand that, but they don't have the budget. So if you're reaching out to somebody who's not even advertising at this point, you are not only one trying to explain to them why they need to advertise, that's a whole nother sales process. And number two, why they should use you. Okay, if you're reaching out to somebody who's already advertising, they understand the value of it. They know that they need to be marketing. And they already have a budget for it. Okay, you're just saying, Hey, we can get you more bang for your buck. So I've never ever done that because every time I started doing that at the beginning, I was reaching out to people like I was going to my local organizations and trying to get people who weren't marketing, trying to get them to market. And it was a nightmare process. Like my hit to miss ratio was very, very low. So always, always, always start with people who are actually doing marketing. They have the budget, they understand the value. Those are two things you don't have to sell them on. Every time you add one more step into selling somebody, that's going to be one more barrier. You have to break down. And this tactic that I'm showing you, and then I talk about in the course, I'm trying to simplify that. I'm trying to make your life easier. You are going to hear way more nose if you go out and just start cold calling people. Okay, so this is one of the reasons why we use this tactic. Now, I've been getting questions about doing searches for people in other areas. So, let's do a quick video on that one. Go into tools and settings and go to the add preview and diagnosis tool. Now, this is for a hot tub repair company. So let's just type in hot tub repair. Now, this is where this company is located. You want to change this. Let's say I want to look for hot tub repair in Houston, Texas. So I will select Houston. And it says my ad is not showing. And it's not showing because we're not advertising in Houston. We're advertising in Las Vegas. We want to see what other companies are advertising. So you can go here to preview. And you can see hot tub repair. You can scroll down and you can see Houston Whirlpool tub repair. We service pumps. So you can see these ads scroll all the way to the bottom. And sometimes you will see more. Sometimes you will not. Now, you can change how this looks. You can, this is on mobile. You're going to want to check these out. You can go here and you can just copy and paste this into another browser. And you can see where they're driving traffic. You can go to this one, Houston Pooray pair. And you can see what's going on with those campaigns. Now, you can check any search term. If you don't see ads, check other search terms. People advertise in different areas in different ways. Sometimes floor refinishing may not be the term. It might be floor sanding or something like that. So this is one way that I know that we are some of you are having trouble in finding, you know, companies in other areas. Okay, what I would now once you get here, here's a quick way to find out what's going on. These are the ads that are showing. Now, what you can do is you can click on the ad or basically you can't click on it. You have to copy and paste it. But let's go to this one. Now, the first thing I see is the calls to action. There is a request to call down here, but there's not in the upper right hand corner. Okay, that might be something that I would ask them about or that I would contact them about. And you can see right here, here's the email for the company. This is actually looks like a pretty legit email. Looks like the owner's name, not just an info, it's something like that. Okay, this company is already marketing. They're already spending money that just could be doing it better. Also, you know, Houston Whirlpool tub. Now, this is this is obviously for tubs, not hot tubs. But you could contact them and say, Hey, we notice that you were advertising for, you know, Whirlpool tub repair. But when people look up hot tubs, your ads are showing up. And you can offer to help them with that. But let's go to this one. You can even see this is a 404 page. They are literally running ads to a page that is not even there. So that's something I would contact that company about just like I show you to in the videos. Okay, but you see how fast I'm doing this? I'm literally just going down and copying and pasting. Now, if you get to a page like this guy, industrial water solutions, which is this one, he's running ads to the front page of his website. That's a no, no. Okay, you don't want somebody looking for hot tub repair and coming to this page, you know, they might sell these types, but are they just bathtubs? Then he should not be advertising under hot tubs. You see kind of how my mind works and how I start to go through these. So let's go. Let's just go to another one. None there. So you can even just go up here and click on desktop and see what shows up. So I don't know if we did this one yet. Yep, this is the one that is not the pages that aren't working. You can scroll down. Once you're done with the search results, just go back up here because you won't be able to click on the next ones. This is unclickable. So you can just do another search. And if you're not seeing any ads, go up and change to mobile again. Now, if you can't find any more ads, just change the search term. So hot tub repair, hot tub company. Richard's hot tubs. So let's take a look at that one. Okay, they have their phone number in the upper right hand corner, but they don't have any other really calls to action. They don't have a way to request service sound here, anything like that. Go up here. Let's change it to desktop, see what we find. So we're only seeing one company here, but let's just change it up. So hot tub repair company. We see this guy here and we've already seen him. So you can see there's not a lot of people advertising this actual service. So let's just say hot tub service. The sky again, whose ads aren't working. Now, I want to interject something here. If you are seeing only one or two companies that are advertising for an entire service, that might be the one instance where I would reach out to other hot tub repair companies in that area and say, listen, we were doing some research. We found out that there's really only one or two companies advertising in your area. Number one, that is a huge benefit because the cost will be significantly lower. And number two, it's a large metro area and we know that there is enough business that can really help make you some money. So this might be the one time I would reach out to other hot tub companies in that area. And all you have to do is go to hot tub, type in your search, go to results or excuse me preview, maybe you just change it to desktop. And here's how you find those companies. You look down right here. You can look down Barry's Pool and Spa service, Houston, Olympic pools and spas in Houston. Or you can actually just go back to Google and you can type in hot tub repair, Houston. This is actually just in your in Google itself, not inside of Google ads. And you will be able to see these companies in Houston, right under the Google Maps section. And you can just click view all. And you can just see Houston, Spring, Texas, which is a suburb. All of these people in the Houston area and you can reach out to them that way. And I think we already saw this guy. Yeah. Okay, so you can do this for any service, right? Floorie finishing. And you can see we got Serp Pro, you got fabulous floors, Houston.com Which they're running ads to the front page of their website. That's a no no. Phone numbers should be in the far right corner. There is calls to action but you should see a form here. And it's just one big graphic, right? Go down to the next one. This one, I don't know if we'll be able to get it because it doesn't have the full URL there. But here's another one. Joe's hardwood floors. This is god awful. Okay, but this, but you see what I'm talking about. You see how fast I'm going through it. I'm not spending three hours trying to find one person. I literally am whipping through it as fast as I can to find people to reach out to. And the other thing I just, I want to hammer home is consistency. You need to do this every day. If you do this every single day, say the first hour of your day, you just go and you find 10 or 15 companies like this and you send out emails to them. You will start to gain momentum. What happens in majority of the time is, and this happened to me. So I know exactly what I'm talking about. I would go and I'd reach out to a few companies and I'd get one on the line and I'd get all excited and I would just stop. I would hang all of my hopes and dreams on that one company signing up while in the meantime, I've got nothing else to do. Right? I'm literally sitting there just waiting for the phone to ring. I should be reaching out to other people when I started doing that and just saying, you know what? When they call back, when they sign up, then I'll work on getting them set up. But you know what? I didn't celebrate it. I just said, hey, great. I got a lead. But the more people you reach out to, the more leads you're going to get. The more leads that you get, the more people you will get involved in the sales process. Hence, the more people that you will land. It is all about numbers. If you can do this 30 days consistently, you will be landing clients. And it's how fast can you get to that six figures? If you can land 10 clients at $1,000 a month, you're already at six figures. That's it. 10 clients, $10,000 a month, 12 months, you're at $120,000 a year by getting 10 clients. The goal you should have set in your mind is how fast can I get to 10 clients? The most I've done is three in a week. And that is reaching out, cold calling, landing and signing up and getting paid three in a week. I got $3,000 in one week. Can you do the same? Do not go out, get a client or get a client a lead where you're just in that process of talking to them and hang all your hopes on that. Continue the conversation. And the next thing you should be doing is going, going out and reaching out to more people. All right, I know I hammer on that a lot, but this is what is going to make or break your agency. If you already have gotten this far, you've already done more than 99.9% of people, you started the business, you started the process. Don't let all that work go to waste. A lot of people get here and they stop because they're just like, I don't want to do this. This isn't fun. No, it's not fun. What is fun is when people start reaching out to you. But that is not going to happen on day one. You have got to build some momentum. Okay, so in the next couple of days, I will release a couple more trainings on this and we'll see you there.

