$100M Leads

The Core Four These are the only four things you can do to let other people know about the stuff you sell. Combining warm and cold audiences with 1-to-1 and 1-to-many leads us to the only four ways we can let anyone know about anything: the core four. • 1-to-1 to a Warm Audience = Warm Outreach • 1-to-many to a Warm Audience = Posting Content • 1-to-1 to a Cold Audience = Cold Outreach • 1-to-many to a Cold Audience = Paid Ads

Two Ways To Communicate: One to One (Private), One to Many (Public) We can contact people 1-to-1 or 1-to-many. Another way of thinking about this is private or public communication. Private communication is when only one person gets a message at a time. Think "phone call" or "email." If you announce something publicly, many people can get it at the same time. Think "social media posts" or "billboards" or "podcasts."

Two Types of Audiences: Warm and Cold Warm audiences are people who gave you permission to contact them. Think "people who know you" - aka - friends, family, followers, current customers, previous customers, contacts, etc. Cold audiences are people who have not given you permission to contact them. Think "strangers" - aka - other peoples' audiences: buying contact lists, making contact lists, paying platforms for access, etc.

Step 4: Test What To Name It The three things you'll want to test are the headline, the images, and the subheadline, in that order. The headline is the most important. So if you only test one thing, test that. For example, I had no idea what to title this book. So here's what I did to figure out which name would do the best - I tested. The results may surprise you as much as they surprised me.

David Ogilvy said, "When you have written your headline, you have spent 80 cents of your (advertising) dollar." What that means is, five times more people read your headline than any other part of your promotion. They read it and make a snap decision to read further... or not. Like Ogilvy hints, leads have to notice your lead magnet before they can consume it. Like it or not, this means how we present it matters more than anything. Improving the headline, name, and display of your lead magnet can 2x, 3x, or 10x your engagement.

Three Types of Lead Magnets 1) Reveal Problems 2) Samples and Trials 3) One Step Of A Multi-Step Process First, if your audience has a problem they don't know about, your lead magnet would make them aware of it. Second, you could solve a recurring problem for a short amount of time with a sample or trial of your core offer. Third, you can give them one step in a multi-step process that solves a bigger problem. All three solve one problem and reveal others.

Lead Magnet Example: Imagine we help homeowners sell their homes. That is a broad solution. But what about the steps before selling a home? Owners want to know what their house is worth. They want to know how to increase its value. They need pictures. They need it cleaned. They need landscaping. They need minor things fixed. They need moving services. They may need staging. Etc. These are all narrow problems-great for lead magnets. We pick one of the narrow problems and solve it for free. And although it helps, it makes their other problem more obvious-they still have to sell their home. But now we've earned their trust. So we can charge to solve the remaining problems with our core offer and help them achieve their broader goal.