Guerilla Marketing Tactics for Freelancers | John Morris | Skillshare

Guerilla Marketing Tactics for Freelancers

John Morris, I help freelancers get clients.

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9 Lessons (2h 15m)
    • 1. Introduction and Strategy

      16:48
    • 2. When You Have Questions

      1:45
    • 3. How to Pick Your Niche

      22:45
    • 4. How to Find Your Audience Online

      16:41
    • 5. How to Siphon Off Traffic From Existing Sites

      15:06
    • 6. How to Build Your Hub and Sell Your Services

      39:39
    • 7. Your Daily Checklist

      14:07
    • 8. Building Long-Term Assets

      5:37
    • 9. Now What?

      2:25

About This Class

Imagine being a broke 23-year-old from a dirt poor family. That grew up in a podunk town of less than 200 people in the middle of nowhere America. Your whole life you'd been poor. Everyone around told you you'd always BE poor. And, you were crazy for ever even considering anything else.

And then, you discovered the internet...

And, that people were making money on it.

LOTS of money on it.

Your first few attempts at trying to do the same... might not be the most ethical or honest. Because, you might just be sick and tired of being dirt poor and willing to do anything to break out of it.

That was me in 2004.

And, I basically became a spammer on MySpace. Not the illegal "bulk unsolicited email" kind... but the "my profile is basically just one big ad" kind. And, the worst problem of all of this...

It actually worked.

And, after a few months...

I was forced to shut it all down...

Because my conscious wouldn't let me continue.

But, I learned a ton about grassroots, "getting your name out when no one knows who you are", in-the-trenches, "guerilla" marketing. And, I've since refined what I learned into an ethical and honest approach to grinding out a reputation, an audience and new clients from complete scratch.

In this course, I'll teach you that approach.

The biggest benefit will be for NEW freelancers. Whether you're fresh out of college or making a career change, no one knows who you are. You don't have a big Twitter following. You're not some internet celebrity. And, if you just jump on the freelance sites (like Upwork), you'll just get buried under the millions of freelancers already out there who DO have previous clients... and a job history.

This approach turns all of this on its head.

And, helps you starting building a reputation from day one, to methodically build an audience of people who know, like and trust you and to create a steady flow of new clients into your freelance business...

Without having to deal with unreasonable, low-balling clients just to build a portfolio...

Without years of networking or attending boring conferences or stalking people on Twitter...

Without paying a single dime in advertising and having to "spend money to make money"...

If you're new to freelancing and want a straight-forward and systematic way to start getting clients where you're not sitting around "hoping" that something falls in your lap or sucking up to people you can't stand...

Enroll in this course.

Transcripts

1. Introduction and Strategy: Hey there, John Morse. Here. John Morse online dot com. This lesson. I want to cover kind of the grand strategy. I want to give you the big picture before we get into the actual step by step lessons. That way, you kind of have an idea of what we're getting into and really, the why behind this an entire approach is gonna help you toe be more successful with it. So I want to start off by talking about the problem that this strategy solves. That's really the big problem for new freelancers. So when you get first, get into freelancing. The big problem is, for most people, this is the situation I was in. Nobody knows you. You may be straight out of college or you may have been in a completely different industry doing a different career, and now you're switching over to this. But nobody really knows you. They don't know that you do this sort of thing. And so, in a lot of ways, the first big thing that you have to do is just get your name out there and get known and get known for doing this sort of thing and then build a reputation as being someone who's good at it, reliable all those sorts of things and so that part of it could be one of the most difficult things when you're first starting out. So ah, you have no network and you feel like you have on Lee a few bad options. Now that's not actually the case. There's actually a good option we'll talk about. But for most people that they feel like it's just ah, Siris of bad options available to them. There's three really, really common ones. So the 1st 1 is to do free work for family and friends or people you know in order to build up your portfolio so that you can have stuff in there. Maybe if you go on a freelance that you can put stuff in your portfolio there, and that's gonna help in that legitimately having stuff in your portfolio will help you when it comes to getting work. But there's some problems with this approach. First, you know it's great, but referrals are hard to come by, usually with this approach, because usually your friends and family again, most people they don't necessarily that they're not necessarily involved in businesses or in the right kind of industry for what you're looking for. And so you're not really going to get a ton of referrals from them. And if you do, they're often gonna be more people that want you to do so. It's gonna be other friends and family that want you to do stuff for free. And so you end up having this kind of conflict where you feel you read your point where you're wanting to charge for what you do. But it's friends and family, and you did other friends and family for free, and it just gets a little gets a little messy. So I saw the greatest ah, feeling there. They also believe it or not, you've done this, you know, they end up being super demanding. They want a lot for a little because it's you. Because all that you know, you're their brother, their sister, whatever. And so they actually get more demanding than then. You might actually think and kind of content to get a little bit, uh, unreasonable. Also, the projects that you do for them, they may or may not be projects that will show well to real clients maybe the way that they want it done. Or maybe you're wanting to get into target a particular industry, and this isn't really in that industry. It's not that kind of site. And so no, it just doesn't isn't something that's necessarily gonna show well in a portfolio to row clients. And, of course, the big obvious one is that you're not getting paid this whole time. So you're putting in a lot of work dealing with people who tend to be pretty demanding, not necessarily getting a ton of paid referrals, building projects that may not actually show well to real clients and the whole time you're not getting paid. So, you know, I've seen people do this, and I did this a little bit of first, and it could help a little. But it's a really, really hard road to go. The second bad option that I think people kind of gravitate towards is looking for jobs on freelance sites, and, you know, this is kind of obvious. That's what those sites. Therefore, there's tons of jobs on there and so forth. The problem here is that when you do that, you're competing directly with millions of other freelancers, quite literally on a project. When you bid on a project, you will be listed along probably 20 or 30 other freelancers, so you are directly competing. And oftentimes those of the freelancers, at least some of them. A good number of them usually will have job history on the site. They will have a portfolio, etcetera, so it can be really, really difficult to compete in that particular scenario. Also the competition. It's just the nature of competition. It makes the fees that you can charge much lower than normal. It kind of becomes a bit of a race to the bottom in terms of fees and what you can charge and so forth. And so when you do get hired, you're just making a lot less than you normally would. The other big one. I see that I don't think maybe people realize as much or talk about as much is project overload because there's so many projects on those sites? Oftentimes what ends up happening is people end up bidding on the wrong wrong projects, projects that aren't good for them or don't fit where they're trying to take their their freelance business because there's it's just really hard to sift through everything and then don't necessarily have good strategies. Ah, for doing that. So project overload can could be a big problem there as well. Finally, the third kind of bad option here is some form of there's kind of different ways people talk about this, but generally I would call it all networking, so that could be It could be networking by going to conferences or by getting to know people in a particular industry. It could be doing it on Twitter or Facebook or wherever, but it's just kind of this networking approach. The biggest problem here is that it's really slow. It can take a really long time. I mean, six months, a year, two years to really get any sort of significant amount of work. And while you're kind of paying your dues in this this networking approach, you usually end up again doing free work all the while. Ah, and so it you're just not getting paid as you do it. And these clients tend to be the most demanding because they know what's going on. They know that you're networking. They know that you're trying to build up your portfolio. They know that you're trying toe establish a reputation. They know that you want a referral from them. And so they kind of hold all of that over your head. Like if you don't do a good job. If you don't do this extra thing that I asked you to do, that is completely unreasonable. Well, then I'm not going to give you a referral or I'll give Tell people that you're not a good developer, this at the other. And so they basically play you. And that could be really frustrating, obviously. So those are the three kind of big ones that I see. And a lot of people think that those air kind of the only options that they have, and they just kind of have to pick the one that they're ready to tackle. But there is actually 1/4 and that's the one that I'm gonna show you throughout this course and what it allows you to do. Some of the advantages here is that it allows you to grind out an audience from day one. So you start building your own audience from the very first day that you start duty doing this and you methodically build up your own assets and buy assets. I mean, ah, the traffic to your blog's your email list, your Twitter followers, your Facebook. All of these things air assets there, your audience that you can go back to time and time again in order to get work. So you're methodically building those up from the very, very start. You also get paid clients right from the start. None of this involves doing free work for people. So you're getting paid right from the very beginning of doing this. And once you hit a certain threshold and this is what I experienced, it's very hard to stop. I actually had points where it's kind of getting out of doing freelancing, and I wanted to turn it off and I couldn't. I basically just kept getting people that were submitting quote requests, and I had to just say no, so I couldn't really turn it off once I had it going. So that's actually a really good thing. It's a good problem to have, but you know, it's and it tends to have noticed with time. It tends to just kind of keep growing. I was getting mawr and more. We're not just the same amount each month. I was getting more and more quote requests, and this is exactly how I built my own blawg, which gets, I think it's around 30,000 visitors a month these days, a YouTube channel of 50,000 plus subscribers and email list. That's I think, over 21,000 now and so forth. This is exactly how I did all of that. Ah, as well. So that's kind of the big problem and the solution. The advantages of the solution. I'm gonna show you in this course now. I stumbled on this actually way back. And this is kind of why I call this the Spammers Guide because I stumbled on the kind of rudimentary elements of all of this way, way, way back when I first got stored started around 2004. So a long time ago. And this is the time when MySpace was just getting big and I had seen that there were like there was all these kind of forces that came together for me that led to this. I saw MySpace getting big. I knew people personally who were online with websites making a ton of money. And so I was trying to combine all of these things, and I made a site called MySpace million's now, besides the problematic fact that that that that name is misleading because I wasn't making million's doing it. What I was basically doing was spamming in order to get people to buy a course where I taught them how to do the spamming that I did that got them to buy the course. It is super meta, but ah, I was basically a schemer. And so what I did is I would you could turn your MySpace profile. You could put HTML code in there and JavaScript all sorts of thing and basically turn it into whatever you wanted to look like. So this was the first sort of coating that I had done. I figured out how to turn it into basically a big opt in form a big email opt in page, and so what I would do is I would go a friend, request people and hoping that they would Who's this guy and they would go to my page and they would see my opt in form and they would opt in, and I was targeting people that I thought would be interested in this sort of thing. Specifically, there were some tools you could do that with on MySpace. Um and I even had some of those tools back then that allowed you to do friend requests automatically and all that sort of thing. So, like I said, basically a spammer, the problem that I had with it is that it actually worked. It worked pretty well, and I started making Got to the point where I was making several $1000 per month doing this again, way back in my early twenties, before I ever got into coding or any of this sort of thing. But my conscious kind of eventually got the best of me, and I ended up shutting it down, even though I was still making really good money from him. But what it taught me was kind of this grassroots in the trenches, sort of a guerilla marketing and the thing that I think so many people struggle with, which is that that direct interaction with grinding out traffic, grinding out an audience, just go being ableto hard nose grind out that initial sort of flow of people to what? Whatever it is that you do, it doesn't mean freelancing anything. It doesn't matter. I had kind of figured that out and have a strategy for doing it. What most people do is they just pay their way around it. And that's the nice thing about what I'm gonna show you is that you don't have to pay your way around it either. So that's kind of how I figured this out. And that's why I call this the Screamers Guide, because that's basically what I was. And I've now since taken all of those ideas and implemented them and more ethical and honest ways, not spamming people. There's absolutely ways you can do that. You can actually do it even more now because there's so much more social media out there, um, and people paying attention so much more to those platforms that it's actually a little bit easier to do now. So and you don't have to be a spammer to do it, so to get into the strategy, then essentially what we're doing is we're creating what I would call a trail of breadcrumbs from existed existing audiences that are relevant to the services we offer back to our products and services and then eventually growing that into a kind of superhighway. So we start by defining who our audience is. That's the first lesson that you're gonna go to after this is defining who your audience is . You need to do that first and you need to be specific. It's going to define who our audience is, and then we're gonna figure out where they already hanging out online because we're searching for existing audiences and essentially, what we're going to do when we find those existing audiences of people that are perfect for what are certain services are. Then we're gonna infiltrate those spaces, and we're gonna establish our reputation in the existing audiences. And then over time, we're going to gently and subtly siphon off some of those people back to our our own stuff . Now you have to do have to be subtle about it, because if you just go into existing audiences to start spamming and throwing around your name and all the posting all sorts of stuff, you're gonna get kicked out. When that defeats the purpose, not only you're gonna get kicked out, but you're gonna establish yourself is basically a spammer. So we have approached that I'm gonna show you how you can let people know that you offer services to this particular to these particular people without getting yourself kicked out and with people actually coming to respect your knowledge and your expertise and looking to you as the expert on these particular particular topics and get to the point where they actually start going and posting your stuff to to that group for you and you don't have to do it. So that's kind of this whole idea. And then once we get them from the existing audience, over onto our stuff are blawg, our YouTube channel, our Twitter, except for our website. Then we methodically sell them on hiring us. And now again, it sounds like I don't know. This works incredibly well, and eventually you reach the point where, like I said, the people that are in those audiences or sharing your stuff for you, and you actually gets the point where you don't have to interact as much in those existing audiences. You do write it. Ah, at first and so what it allows us to do is over time we build our own audience and we leverage that audience and my audience. I mean, people following our block people on our email list, people falling us on Twitter, on Facebook, on our YouTube channel, all these sorts of things, all these different places and you can kind of pick and choose. But we build our own audience of people that are perfect candidates to be clients of ours. And we leverage that to build Teoh one, build our audience even more to grow that even bigger. And then, of course, to get paid work and I'm gonna show you how to find the audiences, I'm gonna show you how to infiltrate the audience that I'm gonna show you exactly what to say to establish your reputation and let people know that you do this sort of thing, how to get them back to your site, how to set up your site to be a system for turning people in from site visitors into leads ultimately into clients. I'm gonna show you how to do all of that stuff in this course, so I wanted to give you this sort of pick big picture overview so that you understood exactly know how to approach this. What? What you're trying to learn. What? What the goal is that you're trying to accomplish as you go through the course. So with that said the rest of the lessons in this course I'm gonna walk you through that entire approach and show you how to do all of the things that I just mentioned. So let's get into it. Thanks for watching. We'll talk to next time. 2. When You Have Questions: wrote Quick. So I've been doing this long enough to know that no matter how good of a course that I might create as you go through and get into the actual implementation, the details of doing all of this, especially with something as sort of open as freelance, you're inevitably gonna have questions. And so you can certainly ask the questions in the community section for this class of I'll be happy to dress them there, however, have also created a new course. If you go to my profile, you'll see right at the top. It's called this. Let's talk freelance core so you'll see it down here. I've created this course specifically to answer your questions and answer them and video formats. One of things that I think is sort of missing from a lot of courses is the Q. And A session that happens kind of tends to happen afterwards is usually all text, and so it's not as rich as the course itself. So I kind of wanted to fix that when it came to my courses, and that's what this is. And so what I'm doing is essentially taking your questions, then creating full videos around those questions. So if you'd like me to answer your question in a video, as rich is the course itself, that's what I'm doing here on Let's talk freelance so you can just click on over here and that will take you to the course. I think the first thing probably to do is look through over on the side. Uh, over here looked through the different episodes that already exists there. See if your question is already answered. If not, come down here to the community section and go ahead and drop your question in here and I'll be happy toe make a video on it. So again, that that I just wanted to give you that real quick. So as you go through this particular course, if you do come across questions, you know where to go, where you can get up. A full video answer for them. That's it. 3. How to Pick Your Niche: Hey there, John Morris. Here, John Morris, online dot com. This lesson. We're gonna talk about deciding on a niche. Now, fall for me. Me for any mound time. You know something I talk a lot about, but this this lesson I want to really Did I give into some specifics and show you how you can really? Ah, process. You can use to really kind of nail this down, so it's not really too much guesswork for you. All right, So the first thing that you need to do is you really need to brainstorm ideas when we're talking about a niche. What we're talking about is what you're going to build and who you're going to build it for . So just to give you a quick example, you might build a WordPress websites for dentists. So what, you're built the what is WordPress websites and the Who is dentists? Or you might build, as I did membership sites for online business owners. So membership sites is what you're building an online business Owners is who you're building it for. It's really important to nail down those two specific things. Now you can do it for anybody you can pick whatever you want to build and whoever you want to build a four. But you really need to start off knowing that now, as you get good at this, you can kind of grow that out a little bit. And maybe now I really should always stick to the same who? Generally speaking, um, and then provide them. I'm your full service. So maybe you don't just build a certain type of site. You build other kinds of sites or if you grow, you can grow and you stick to building a certain type of site. So you're gonna build just WordPress sites, but you build them for ah, Dennis, and then maybe doctors and lawyers and etcetera, you can expand in that way. But the thing to be careful of is expanding both ways at the same time. That can be really difficult to dio Ah, and really water down your message so well, that's it. Again, we just want a brain storm, some ideas for different niches that you could work with. Now they're fortunately is a really great ah resource out there for doing this. Specifically, four Web designers and developers and people in that sort of general area, So it's called the Niche Notebook you condone. I've linked it up. You can go to John Morris online dot com slash niches, and it'll just forward you over here. And they do have this thing at the top where you can download all foreigner plus niches if you click it. You there asked for your name and email, and then they'll send you a Pdf and Excel file with all four and 54 niches so you can do that. And I would recommend if you don't have big heartburn about entering your name and email there to go ahead and do that. But then you can also take a look at some of them down below, and you can see I was actually messing around here. But if we, uh, unclipped this are on in search, you can see there's a list of I think it's about 60 of them in here that you can look through. Four Idea so you can see auto body shops out of repair shops, Ben breakfast West websites, birth professionals, car dealers, Catholic organizations, chiropractors. So if we, you know, just kind of click through on some of these So let's go to attorney micro sites that the nice thing is, if you look up here, they give you in a business example and they show you the positioning that that business uses and kind of tells you the different niche that it's in and so forth. And so again, you can just kind of go through and get a ton of really good information here. And you can also see how long they've been in business. So that gives you some sense of how long they've been doing this. How that, I mean, if someone's been doing it since 1987 or 1999 then they probably kind of know what they're doing is that might be something to look at. So what is Click over here to say? CPS site Solutions. It will open it up and you can see largest provider of websites for accountants. And so you can see their their thing, that they're building their what is websites, right? That's pretty generic, but they're building at four accountants. So the what and the who. If we come back over here, we can look at some other examples here. You see this one authors and books. And I want to point this one out because it has WordPress websites here. So if we click over into this one, then what you'll see is it says designing and building great word press websites, four authors and books. So the what is WordPress Websites and the Who is authors and books. So that's what you want to dio. You want to go through this list and you just want to look at what appeals to you and what you're really looking at is okay, What are they building? And what you're analyzing is Do I want to do that? Okay. Is it something that I like to do? Do have a natural talent, add, or I can get the natural talent at that. I enjoy doing etcetera. You really have to think through just your own internal stuff and think about what it is that you want to do. Because if you wake up every day to do something that you can't stand doing doing it four people you can't stand to be around, you're not going to get very far. You're not gonna want to wake up in the morning. So you really have to think that through and think about what are the kinds of things that you want to build and then who do you want to build him for? So again, you think through the what do you want to do it? The who? You're gonna be doing it for a doctor, An auto repair shop, you know, a car dealership, etcetera. Do you want to work with those sorts of people or do you not just Is it something that you can see that maybe you wouldn't necessarily get along well with or for whatever reason, are these the kind of people that you want to work with and really get deep into carrying about their their business, their livelihood, carrying about them as people? Because to really be passionate and good at what you do, you have to do that. But again, it's nice because you have some a bunch of really good examples here. And, of course, up here as well. You can download even more. Then the last thing. What? You've kind of gone through the the what and the who and do you want to do it and do I like to do it? Then you need to think through the kind of the money part of it. And I would suggest that you have several different options for what and who so don't just I mean, maybe you settle on one that really sticks out to you, and you just want toe like it. It's clear to you in terms of your passion, that that's what you want to deal with. But if you're not, I would write down 5 to 10. You know, maybe you're gonna build WordPress. Websites for doctors are gonna and another one is build membership sites for online business owners. And then now another one is building websites for car dealerships or building menu websites for restaurants. Right, 5 to 10 of those sort of phrases down so that when you go to do the research, then you can you have, you know, some sort of you have something you can work with beyond just one or two, because it might be that there's not a ton of money and in particular niche, I'm gonna guess most season inches there are, but ah, there might not be now the other nice thing real quick as you can come here and you can do like this doctor game. You can click over here to get Ah, feel for what this is. Um, but you want to look at them the money part of it now. Ah, one way that you can do that is you see this as targeted niche, and it says medical websites. So what I would I recommend you do is you come over if you don't have an adwords account yet. Google AdWords account, get one. You don't ever have to run ads on it, but it has a really good keyword tool that's going to give you some insight into where you're going to find a niche that is financially viable. And we're gonna talk about how to do that. All right, so assuming that you've set up your AdWords account, if you didn't have one and are logged and you go under tools and then you go to keyword planner and who knows, this interface may change at some point. I think they're actually going through a beta test right now on interface. But just find the keyword planner and then you can enter in search terms. Now, the first thing to do is whatever time period. You happen to be doing this? Do a search term for website design. Okay, so if you click on go to this medical website, you click on Web to med, you'll see what they're key. Term is up here in their title tags. That says medical website design. Okay, so take off the medical part and go for the more generic term. So we're gonna do website design and all you're trying to do is get a benchmark and you could be Web development as another one or membership site or etcetera, etcetera. So you want the generic term in and again, we're just looking for a benchmark in terms of finances. So we want website design, you'll see that the average monthly searches are 200,000 and the suggested bid is $10.56. So you can write that down if you can remember it. Whatever. It's not that big of a deal. You don't need to know this beyond what we're gonna do here. But that is your benchmark. Okay, Now, what you do is you type in the specific Heward, So medical website design. Now you can see this in relation to some sort of benchmark, so you can see the average monthly searches are 1000 but the suggested bid is $23. So the number of people searching for this this is a key word that people would most likely search for. It's a pretty broad, but it would. It's a key word that a lot of people would probably search for. Ah, when wanting to get a site build if their doctor or whatever they want a medical site built . This is a key word that they would use, and you can see it gets about 1000. But it's $23 of suggested bid, so it gets less traffic. But advertisers air spending almost double the amount on that search term as the regular kind of generic website designed term. What that tells you those ads the way AdWords works. Those ads don't continue to run. If those people aren't making money, that's ultimately what this assumption this is all based on it. It's a pretty solid assumption. So if someone spending $23 per click on this search term that gives you an indication of how lucrative this particular ah search term might be Now you do have to balance that with average monthly searches, right? If this got, like, one search a month, then that might be concerning. But 1000? That's a decent number of searches for something this specific that that has this high of a suggested bid. Okay. And so then you just kind of looked through all of these. So you look at medical website design. Maybe you even sort it by suggested bid Little Let me eso medical website hosting is the number 1 $82 but there's only about 10 of those best medical Web design Web designed for health professionals at 39 medical website designed templates at 37 70 searches. So you're just going through here, okay? You can see dental website design at $30 a search. So this this actually gets dental, gets more searches per month and has a higher suggested bid than what the term we originally went into, which was medical website design. So dental Web site design might be something that you write down and say, I think I might want to see about, you know, building websites for dentists, that there might be something there and you just go through all of this. You can see this is an interesting one. Website design Melbourne. So 2400 searches and $27 so fear in Melbourne. Then you might want to get into website design, but it's really interesting that things that you'll find as you kind of scroll through this . Oh, here's another one Atlanta Web design at $21. So just go through here and get ideas of a how lucrative this particular niches and then other sort of maybe more specific niches that you could get into because, right, ah, dental would be considered under the umbrella of medical. But it's something that's more specific than medical, so it's actually a more specific niche that gets more searches per month and has a higher suggested bid. So when you combine those three things, you know, uh, monthly searches suggests high suggested bid and a more specific niche. That's the recipe for a lucrative niche. So that's what you're looking for here. Not to say that medical website design isn't but that's really when you find those combinations that work well for you. That's how you determine again. If something is profitable. So just go through and do that and do it for all again. That's why I said write down 5 to 10 of the niches that you brainstormed from the first step and right, though, go through all of those and write all of this stuff down and start to get an idea. All right, now we've talked about kind of doing the research. You know, the the last piece of this, Then once you've you have something you want to build, something that you're building for people you want to build it for and it's a lucrative market. You probably eliminated some of the original ah, niches that you wrote down from brainstorming because they didn't necessarily have come. Ah, good commercial or viable commercial market. And maybe you've added some that you didn't think of before now to that, So you should have a pool of things that fit that particular those criteria. Now what you want to look at is more specifically the what? OK, so the way to do this is, um when we do medical website design. And over here when we clicked on the example and we visited this site, we want to now go and basically look at our competitors who are competitors will be right. You'll be competitive competing with this person in this particular niche. So what are they offering? Okay, so medical search engine optimization Cosco marketing website design, social media, email, marketing e commerce systems. Now that doesn't mean that you need to offer all of those things, but I picked this site in particular because it's a really good example of of the information that you can glean from your competitors. So I'm guessing Aziz, long as these people have been in business, What, 2001 And you know, as as popular as this site is that these things that they have right here are not just random. These were probably the things over years of doing this that they figured out the people in this space tend to want. And so now they're throwing them up on their above the fold area to kind of grab attention and so forth for you. What that means is a This could be a suite of services you offer, but really mawr, specifically than that it gives you ideas of how to niche down. OK, so we talked about again. The what websites for ah, you know, doctors or four lawyers or whatever Here will say websites, four doctors. But can we get more specific than website? Maybe you decide you want to do I want to do just S e 04 doctors that's even more specific . Or maybe you want to Do you wanna position yourself as being someone who builds at really S e o friendlier S e o heavy websites for doctors. Maybe you can play on that s e o part of it. Or maybe it's e commerce systems you want to build. You want to specialize in building e commerce systems for doctors, or maybe you don't want to get into marketing and you want to do email, marketing or social media or just general marketing. But the idea here is that you want to to use your competitors to help you understand the main things that that that people in this space air looking for in ways that you can niche down and get even more specific in offering your services because again, people always trust a specialist over a generalist. So if someone comes with this website and they see that they offer CEO and e commerce and email and social media. And you might think, Oh, that's nice. I can get everything in one place. But if you have that juxtaposition against someone who says I am the s CEO expert for I'm the S e o for Dr Websites expert right, And says that some that very specific and does this one thing human natures is that you're gonna You're going to assume that that specialist has more experience, knows bore is more of an expert than the generalised. And so, if you're looking for S e O, you're more likely to hire that specialist than you are a generalist. And again, it's also over time, if you want, you can build out your product line and offer all of these services, but still offer in an a niche. Dwayne, That's something for later that you can talk about. But again, the idea here is to get really specific about the what? Okay, so it's what in terms of the niche, but also now we can kind of come down and look at Okay, let's let's go to website design for doctors here and click on this and see what it is. What did they actually offer here? So responsive Medical website design again. A little note they put responsive up here. Why? Well, maybe that's a big thing in this industry. So that's a little site note that you might want to write down that. In fact, they've got these this mobile, responsive pictures on here. You can say they got a picture of a map and looks like maybe even being able to fill out a form toe, get some sort of make some sort of appointment. These are all little things that you want to be writing down needs to be responsive. Maybe they want to. They need a map so that people can find it easily. They want to be able to book appointments on here and scroll down and look at the pitch that this site is making. Okay, what is their Their main pitch. Patient education content. So you can offer content S e o. Friendly videos, photos and animation. Social sharing. Right. All of these individual features HIPPA, contact forms, medical hosting, website maintenance, etcetera. So all of these little features air things that you want to put down in your head. Okay. If I'm gonna build a website in this space, thes or what might? This is what my competitors are offering these kind of things that that clients might be expecting these or features that I may need to put into mine. Or maybe one of them is such a robust feature that it's like, Maybe that's what I could specialize in is just doing that feature. So again, you have to use your own your smart person. You have to use your own intuition and ingenuity and try a few things and figure out what works and so forth. But there's a ton of information that you can gleaning from what's already out there from competitors from people who are already doing this. Okay, so use that to your advantage. All right, so ultimately, the point of all of this is to get really clear on again, who you're gonna be building it for, and we've kind of done that hero said doctors or maybe even Dennis, as I mentioned before. And then what you're going to build specifically the niche beyond just websites. Maybe it's s e o friendly, like super s CEO websites. Whatever that means her. Maybe it's an e commerce site. And then also in terms of your package for those different things. One of the things that really matter to people. Ah, in this particular space that you make sure and include as a feature in your particular offering. I'm telling you, if you do this, I know it takes some time to do this research. But if you do this, you're gonna be light years ahead of this is this is, truthfully, the most important thing that you could do. Knowing your audience, knowing your your client base knowing your your consumer base, your customer base. Knowing your market is more important than everything else is knowing them really really well. The more you know your market, the better you're going to be at all of this. Not just the marketing site, but also the delivery side. Knowing exactly what they want, knowing what their expectations are, knowing how they communicate, you know, all of those things. Are you just gonna make you better at all of this? So the more you know about your market, the easier it's gonna be for you to market yourself for. You will deliver for clients for you to do this. Ah ah, and making income. Doing it so again, Very, very, very critical. And again, I'm telling you, if you do this, you're going to be light years ahead of where almost every other developer out there is, because they just simply don't do it. All right, so that's a lot there for you to do to get in and get after I highly, highly recommend that you go do this before you go on to the next lesson in particular this lesson because there's a ton there that I went through. So it's important that you knocked this out. It's gonna be really hard for you to do the rest of what we're gonna talk about. Unless you already have this done. Ok, All right. So they'll do it for this lesson. Thanks for watching. We'll talk to you next time 4. How to Find Your Audience Online: Hey there, John Morrissey or John Morris online dot com. This lesson we're gonna talk about now that we know who our audience is now we need to find them. We need to figure out where they're already hanging out, so that we can then kind of start to siphon and funnel some of that off our way a little bit again. Not in a unethical way, not even in kind of a do she way, Really. We just want to, ah, give those people the opportunity to know who we are, and we feel like we have something of value that we can offer them. And so we just want to introduce ourselves to our market anyway. So in order to do all that, though, we first need to figure out where they're at. And so there's. There's three things. There's three criteria always want. Try and give you some criteria when you're when you're doing these sorts of things for how to know if the particular community that you have found is going to be something that's viable, there's three things that you gonna look at now. All of this always include your own intuition in your own again. You're smart. You can kind of think this stuff through. But these are the three things that you need to think about. So 1st 1 is relevance, so relevance to your particular niche. So you want to be careful again with this sort of this whole thing. When we talk about niches and so forth, specificity is gonna be a thread that runs through all of it. It's how you out compete people who are already establishes by being more specific. But so again, relevance is Ah, that's a little bit obvious. But you just want to be careful of, you know, if you're if you're doing something for, say, doctors, you just want to be careful of getting into to expanding that out, even just a little bit. Ah, in terms of the groups and communities that you're looking for, it can be tempting to do that. When we talk about the second thing, which is numbers. It can be really tempting to let numbers move you out of being specific. And I'm just saying this from experience. That's a mistake you want to have. There's a reason relevance is the first thing that I've mentioned here because It's the most important thing, so always take relevance over numbers. Okay, It's better to be more relevant than have bigger numbers. Right? So that's the first thing. The second thing, of course, is numbers. So you gotta look at if you go to a medium publication and there's 28 people following it, Well, that's probably not gonna be to Ah, um, you know, that's not gonna be to engaging in the community too large of a community. That's not really where a lot of people in your community you're hanging out, Okay, so you just you have to use numbers as one of those checks. To me, that's the most obvious one of the one. I think probably most people just think about the most. So I'm not gonna dive into that too much. The thing that I would tell you about numbers is really more just a cautionary tale of to not get too enamored with numbers that can lead you astray. The final thing, then, is activity because numbers are no good if those air people who aren't actually active in the community talking and so forth, So you wanna kind of get a sense of what the The activity is for a particular community. So relevance, numbers and activity keep those things in mind as you go through this. So what you're gonna do now is you're just again trying to figure out where these people hang out. So you're going to do some searches or just use your own tuition in terms of places you might think. But let's assume that are niches doctors, the people that we're looking for, our doctors. Well, where do doctors hang out online? I don't really know, to be honest with you, so I'm just gonna go, OK, let's kite try some of the generic. So Doctor Forum. Let's see if there's any online forum. So we've got physician resident forums, Student Doctor forum. I'm not sure exactly what this is. A non profit form. We help students become doctors. Not really. We're looking more for already established, doctor. So ask a doctor forms and free online info from e Health Forum. All ask a doctor forms. These are a lot of these air. Ask a doctor the medical discussion form. So the doctor's lounge. So this might be something here. Ah, hopefully don't get too many hands here Eso And here's the thing. Don't let the way the site looks turn you away because again, these people aren't Web development professionals. These are kind of real people, so these sites may not look the greatest. And so again, don't just don't let that particular thing scare you away, right? So here we go to this doctor's lounge and you just try and trying to find if you can get a sense of, ah, how big this particular thing is in total. So they're 30 users online. Most users ever line. What online was 1410 statistics Total members. 66,000 151. So we know where relevant cause we're talking. It's a doctor's lounge Doctors forum. We have 66,000 151. So that's a pretty large number. There's 30 people online, right this second. That's actually probably a decent amount, but then you can kind of just looked through the Forum for activity. So last post. Okay, this was 2010 2010 9 2020 10 2011 2011 11 11 11 11. Oh, and be careful to jump. Don't jump to conclusions too quickly because some of these maybe, just you know, ah, some of these particular forms may not be that traffic, so they might be older like that. And then there's one where that's where everybody hangs out, and so that that's the most traffic. Once of 2010 we're seeing a lot 2010 here, 2011 2010 has nine. Ah, yeah. So, I mean, it's starting to look like, Yeah, they have a bunch of members, but there hasn't been much activity since 2010 2011 is what I'm seeing so far here. Yes, So that that would be my general read of this particular forum. So that might not be the best forum for you to get into, because, yeah, they got 66,000 members. Yeah, actually relevant. But there doesn't seem to be a lot of recent activity. And so you know that that's not going to do you any good in terms of trying to interact with people. So, you know, I'm not going to sit here and go through every single forum, but that gives you a sense of the process that you would go through for each form. You just type in your person. You're looking for Dr Real Estate Agent dentist, whatever it is, and then forum and you go through those forums and you see if there's any forms out there that you can break down and analyze based on relevance numbers and activity and find ho. There's a thriving community of 66,000 members and look at this. You know, there was a post five minutes ago. There was a post three minutes ago. There was There's all of these topics where there's a bunch of recent post and and just do an analysis of it and obviously take more time with it than than I did. I mean, I may be missing something on the one that we went through that's entirely possible. So take a little bit more time with it, because if you find just one community like this, right, if you find one community that has 66,000 members and it's really active that one community alone could be enough to get you going. Okay, so take your time with this and really research thes and make sure before you write something off that you know, you've really investigated it. So again. You would just keep looking through these searches and see if you can't find if there's any forums that air related to the people that you're after that place that your audience is hanging out. Another one that I would imagine is gonna be a little bit mawr likely tohave stuff is a doctor Facebook group. So Facebook groups air kind of have almost replaced forms a little bit. So got doctors hang out. So let's try this one and see. See what it is. And you could do this over on Facebook to but 64,000 17 people like this 63 632,550 people follow this. So you know, this is Ah, this is this Looks more like a page and see if there's any groups. Yes, they have a public group with 12,570 members. So you can see if you can can maybe get a sense off. Okay, So, activity, this is a great thing about Facebook. They just tell you, don't even make you look so four posts new post today 256 in the last 30 days. 12,570 members. It's not. I mean, that's not horrible. I've seen Mawr active groups out there, but what are What's the activity? Top recent post. She shared the ah PG prep dot coms post, um, shared a post. Shared a poet or a video. Okay, so let's go to see all posts. Some of these groups, they may not let you see like this, So But if you can, then you wanna go in there. So Okay, pin post. That doesn't really count. This was posted six hours ago. No likes no comments eight hours ago. No likes no comments and likes no comments. And you can again use your intuition as you go through this, you'll start toe, get a sense. Okay. Is this just spam? Now, is anybody act active in here? You can see all of these posts. Nobody's liking nobody. There's one like in all of these posts that we've gone through here. Okay. And now we've got one comment here. So one like and one comment going all the way back 2 November 13th. So, you know, not necessarily looking good in terms of a place where doctors hang out. Of course, you have to assess all of this in context of your particular market. It might be that people in your market just don't ah, talk as much. Okay, maybe Maybe the activity is a little bit lower. Of course, one like and one comment in all of those posts is not a good sign, no matter how unsociable your market might be. I had so doctor physical therapy students, public group, that's really students, the doctors, Facebook. So let's let's try this. Um okay, so this is a sh OK, this is the show. So this is interesting. This is Ah, Page. And this is a show and you can see there's like over three million people who like and follow this. And yes, it's not a group and its based around a show, but there's decent. There's a decent chance that there's a lot of people who might be in your community that follow this, and it might have more activity than just say, a regular group. You can also look at Page is liked by this page, and you can see here. Ah, Dr Phil. Um Batra Medical surgical and cosmetic dermatology. Ah, you can look through here and get a sense of Okay. Are there any doctor? Okay, so let's just do this. Beverly. He'll Hills dentist. How many people like this? 2000? Ok, is it very active? Five likes one comment. Okay. What? You're again? What you're after is something that where people are talking and the thing is is you don't really get a control. That what? That what is it would be great if it were. All of the activity was always happening, informs, but we have no idea. It could be a form. It could be a Facebook group. It could be a particular doctors Facebook page. It could be the Facebook page for a particular show where people decided to hang out and chat about this stuff. It's random, and we don't get a decided. So you really just have to go through all of this stuff and try to figure out where it is that they're hanging out. Okay. So again, you would just kind of troll through all of this. Use your intuition. Follow the path again. Keep coming down here, Doctors for America. You know, maybe this is a place where people hanging hang out 7000 people. Um, 57 likes on this five, whatever. 10. Okay. Ah, I mean, there's some. There's a lot more activity, but there's not a lot of comments that seems like there's a lot of likes and shares, but not necessarily bunch of comments. So you know, who knows? Maybe, Ah, maybe that's not the best best place, either. So again, just use your intuition and kind of go through it. So that's Facebook groups. Let me give you some other examples again. I think you probably get the point at this at this point. Relevance numbers activity. So we did form and Facebook Group. He could do YouTube channel. You could do blawg. You could do me medium publications. You could do Twitter accounts. You do Snapchat. There's all sorts of different social media sites and forums and content distribution sites that any one of those could be a place you know, they could be hanging out in the comments of a blawg. Any one of those is where people could be hanging out. You just want to go through and find where they're hanging out, and it's not gonna be just one place, right. You might find four or five places where? When you Adam all up. Okay, there's, you know, 100,000 people that that are hanging out here, and the activity on all of the's is really, really good. And so these are all the 45 places where I can go and interact. And I know I'm gonna be talking with people who are directly in my target audience. These are doctors, and at some point will probably they don't have a website. They'll need a website. If they have a website, they'll need it redone. And the next time some new Web designed development trend comes out, they're gonna want to change to that. And they're gonna often want to update their side every couple of years. This to keep it looking fresh. And there's all sorts of potential. Ah, commercial value in there are not gonna do that yet. All right, we got some other work we got to do, but we first have to know where they're hanging out. So you just go through all of this and figure that sort of thing out. All right? So, again, there's a lot going on there, and this is gonna take some detective work, and so This is another one of those lessons that's probably gonna take you a little bit to get through. But get out there and and do this and again. Once you find this stuff, no, and you kind of get in. What's interesting is that once you get fined one of these and you get in there, you'll start. You know you'll have to. The rest of the time that you're there, you won't have to do nears much investigative work because it'll it'll be obvious when people decide to move somewhere else. You'll be right in the group of them moving and you'll know what I mean. Remember when when everybody went from my space to Facebook? I mean, there was no I mean you had I don't know how many people telling you Hey, you gotta join Facebook and B. It's obvious what happens when that sort of thing, where everybody goes when that sort of thing happens, so you just got to get in there initially and find it, and then once you do that, then you'll you'll be set from there. All right, so that'll do it for this lesson again. I highly recommend you go do this before you move on to the next lesson and then we'll see in the next lesson. Thanks for watching Detective next time. 5. How to Siphon Off Traffic From Existing Sites: Hey, there, John Morris. Here, John Morris online dot com. This lesson we're going to get into Really? What is the guerrilla tactics of this whole thing? Kind of. Ah, this is the thing that you're going to be doing on an on going basis. So this is the thing that you'll do most. The first things are kind of one time things deciding on an edge, finding your audience. Once you do that, you kind of don't necessarily have to do it again. But in terms of this lesson, these air, the things that you're gonna be doing on a kind of daily basis to really to really build up your reputation here. So the idea here is you want to get into the community, you want to get familiarity, and then you want to establish credibility and ultimately build your reputation. All you're trying to do here is have these people. No, You like you and trust you. Okay, now, that's Ah, if you haven't heard that before, that's a pretty common marketing phrase. Know, like and trust. But it's exactly right. First, they have to know you. Then they have to like you than they have to trust you now like doesn't mean they agree with everything that you have to say or that your all buddy buddy, But they see you as someone that they would count among ah, not initially friends, but someone that they would count among their online friends. If if we could make that distinction and then they trust you that you, you know, have good opinions, you know what you're talking about. And really, they trust you in particular when it comes to your specialty. So you really want to try to become the go to guy or gal for that put for Web design, Web development, etcetera in the doctor space or the real estate agent space or whatever space it is that you happen to be in. You want to be their Web designer and developer expert? OK, that's the whole point of this. So ah, lot of that is just going to involve you interacting instead of using. Now it's interesting. Ah, a lot of people talk about Facebook and it's all the things that are wrong with Facebook book and this that the other. But I almost I rarely rarely post on Facebook or use it for personal use of any more other than to just really quickly scroll through and see kind of kind of get the feel of where things are at. What I use it mostly for is for business and for work. And so you I think as you do this, you'll find that to become more and more of the case for you. So it's in that regard. It is a very effective tool. So there again in that interaction, you really just want to talk like a normal human being. You don't want to be, Mr Marketer Constant out there selling and so forth. And you want to be social when asked for opinions, give your opinions and so forth and just be doing that normally and then every once in a while. The gorilla part of this really is. You want to include some of these key phrases that I've written down and do you now I encourage you to go through and brainstorm even mawr of thes. Okay, So, um, as you do this, I want you Teoh constantly be thinking of new ways that you can interject the source stuff and stuff that works for you. Get your smart. Use your own intuition, but I'm gonna give you a starting point for and hopefully give you the core idea of how you do this. So let's take a post like this over here on doctors hang out dot com. It's It's a post that someone posted the core question and says, Do you think it's fair for private hospitals to build as they wish? Okay, so that obviously everybody has all sorts of opinions. If you look through the comments here, there's all sorts of opinions in there. The what matters isn't really what the opinion is. It's how you go about expressing your response to this. So this is something that you could go ahead and express in response on. You see, other people are already doing that. So there's a good chance that if, um ah you know if if you interact on a post like this, or maybe one down here that has 14 comments, if you interact on the popular posts Ah, there's a lot more chance for for that to kind of stick and be around and and other people are active on it and you get seen. Now there's an argument to be made for people for post that. Nobody's commenting on for you to be the one that can't comment on them as well. Again, use your intuition, but let's just take this one here. So whatever your opinion is, let's just say let's go with this one where they agree that private hospitals should builds , they wish. Okay, So taking these phrases, you could say, Ah, something like, Well, all the just go here. All the doctors I work with seem to think it's just fine. I mean, if consumer goods can be sold etcetera. All right, I'm not gonna write the whole thing out, Michael C. And have you watch me type? But then you could take the rest of that comment right? I'd say all the doctors I work with seem to think it's just fine. I mean, if consumer goods can be sold as per the wish of the manufacturer, what is wrong with hospitals charging in a similar way? And I'm not saying you agree with that that opinion, The idea here is that you can take that comment that that person made and you can add in this little qualifier thing this little phrase of the beginning. That makes it just a little bit different. So it it sounds like a regular comment. But you're adding all the doctors I work with now to anybody. After a while, when you start to get well known, you're interacting in this community and you've kind of said that in multiple different. I used variations of that. Don't always just use the phrase all doctors I work with vary it. You know, I work with a lot of doctors. Ah, some of the doctors I know etcetera use variations. But you want to You want to, ah, project that you work with doctors in some capacity. All right. You want the people in the community to know that and eventually get to the point where they're asking. Hey, what? By the way you mentioned you work with about what do you do? Oh, well, I build websites for doctors. Okay, man, you know what? I am actually just about ready to redesign my site. Had been looking for somebody. Why don't you send me your stuff and I'll take a look at it? Boom. You've just gotta lead, okay? That's the kind of thing that that that you're after. So all the doctors I seem to work with you can use that phrase and turn it into something that could be beneficial to your business while not making it look like you're actually out there trying to get business. OK, so ah, again you can do. That's one example of the of how you can do that, of how you can use thes sort of phrases to to start to let people know this is about letting them know they're gonna like you because of how you interact. Okay, again know like and trust They're gonna like you because of how you interact, you know, just familiarity. And, ah, lot of cases just breathed liking. So you just being there interacting, you know, being easy to talk to, having opinions, all that sort of thing. Being a human being is gonna be the like part. The no part is in them. Knowing what you're doing is you're gonna be you adding in these little phrases, and then the trust part is going to come from, you know, your your the opinions you express and really them knowing that you're the Web design person, and when ever someone has a Web designer Development question. You jumping in on that, Giving your opinion, giving good advice, etcetera. OK, so, uh ah, that's where the trust part's gonna come from again with these phrases all the doctors I work with or if there's something specifically related to Web design or Web development Um , not initially someone asking for work, What they're talking about it, or whatever you can say whenever I build a website for a doctor on what I do is but a lot, right? And you and you can give your opinion on that particular thing. Or, um, you know, whenever I build a medical website or whenever I even just one ovary build a website, etcetera, etcetera, again, adding those phrases in if you're telling a story, you can say, Well, I have this doctor client of mine who always likes to talk about blah, blah, blah. And he said that did it on. And she thinks that this that and the other okay, can adding in these phrases, Teoh communicate to people that you work with doctors. You work with Dennis, you work with real estate agents, etcetera and then the one this one here, as you get more comfortable with all of this, and you kind of get in a little bit. Mawr. You can start to hint at the fact that you post content so you can say I just did a video. Or if it's I posted an article or whatever where I talked, maybe you just wrote Maybe you just wrote a post on this or you see this nearly. I'm gonna write a post on that on my thoughts on it. And so you you write a post on it and then you want to respond to it. And you can say, if you've already written, you could say it. You know, it's weird. I just wrote, Ah, Block post minus over on my on my site where I talked about this exact thing and basically what I think is probably and initially you want to be careful about posting the link because the admin is the moderators may not take kindly to that sort of thing. And so you gotta be. You gotta ride that line. But as you get a feel for where people are at and you start to think it's OK, people are going to be okay with that, then maybe you can just post the links with it and and that be okay. Um but you want to again hint at the fact that you you have content that you're producing for this particular niche. If you read this and you don't have a narc on it and you like, legitimately or like, I don't think you should just write articles for every post that comes out of quicklime. And I heard it right, a quarrel about that. I'm gonna write an article about that so I can post the links. That's gonna be obvious to people. If you start doing that, can you got to think long term here? People aren't dumb. They're gonna figure that out. So if something is inspires you, are you having a strong opinion on something or whatever and you read it and you're like, I'm gonna write a block post on that I would. What I would do is say, you know what? I basically feel blah, blah, blah, But I've got a lot more to say on this, so I'm just gonna write a block post about it and just just put that out there, and then when you get done with it. Ah, and you've written the article, Maybe go back in and comment on the comment that you made and said, Here's Ah, if anyone's interested, here's Here's what I wrote or whatever and that comes across as you interacting with the community it doesn't come across is you're just there to spam or whatever. You read a post from the group, and you're like, manna that I want to talk about that, too. But I don't want to take up, you know, I don't want to make a wall of text and Facebook, so I'm just gonna run a block post about it. And then instead of coming back and like spamming the link to everybody, you just reply with the link to your original comment. Ah, and that allows people to see it and so forth. So again, the key here with all of this is subtlety. If you become too obvious, too bad things happen. One people start to see you have our ulterior motives. And so then they just don't listen to you. They don't. You lose that trust part of things because they think you're just there in order to Teoh run your business. And so you have to really be careful about that, because if you lose the trust that everything that you've done that point is pointless. The other thing is, is that you know, you could get an actual hard ban or whatever from the mods or them saying, Hey, don't post any of your stuff anymore this that or the other. So you have to figure out you have to ride that line of being able to let people know what you do interacting the impunity, talking about comment that you content that you create or whatever but doing it in a way where you're not losing people and you're not getting yourself banned. So again, this is This is very much the gorilla part of this, because if you think about like guerrilla tactics, it's not in terms of the what that analogy is. Guerrilla tactics are in contrast to kind of old style war fighting tactics where you'd get in a line and shooting each other, and you know, you always saw saw one another. Guerrilla tactics were hiding in the woods and and not being seen and using deception and all these sorts of things those air guerrilla tactics. Now, obviously, we're not gonna get into deception here because we're not fighting a war. But it's about being subtle and about not necessarily projecting, always projecting exactly what it is that you're doing and being uber obvious and just spamming people. It's about kind of flying under the radar. So Ah, that's what you want to do here and again. This is the thing that you're going to do on a daily basis or on a regular basis consistently in order to get your name out in these sorts of communities, however many you happen to have found in in the last lesson. All right, so that'll do it for this lesson. My advice, You hear? Get out there and start doing this. Aziz. Quickest possible. The mawr, the quicker you get out there and just kind of post your first comment on something and get your first sort of interaction and you don't have to. The great thing about it is like the first month relieve. You probably shouldn't even do you use any of this stuff. Okay, you should just interact in there like a regular human being like you would in any other other thing and just interact. And the more you do that, the more you're going to start to get familiar with these people in the more comfortable your you yourself are going to feel. And then this stuff's not gonna seem like such a big deal. It might seem scary or all that right now, but once you start interacting in there, it's gonna get familiar pretty quick. All right, that'll do it for this lesson. Thanks for watching. We'll talk to next time. 6. How to Build Your Hub and Sell Your Services: Hey there, John Morris Here, John Morris, online dot com. This lesson. We're gonna get into building your hub. Now, we're going to take a look at this from kind of the macro level, and we going to get into some details a little bit and kind of show you some specifics, but I really want to give this to the big picture to you here so that you can kind of put the pieces together. So the three pieces here that we're gonna be concerned with of the macro pieces are content lead generation and set your sails device. And ultimately, what we're really from doing here is we're building what's called a funnel. Now, I'm not someone who's big into these complicated marketing funnels. You'll see that stuff out there. Not really something that I'm into, but simple, straightforward, effective funnels can really make a difference. And so I'm gonna show you how to do that and some of the things that are important for each step of your funnel. So again, we're talking about this for talking about content, lead generation and a sales device. So the basic idea here is you're gonna have some sort of piece of content that you're going to have or pieces of content that you're gonna have on your site and you're going to be driving. You know primarily all of your traffic to this content pay. So the bulk of your traffic from all the guerrilla marketing you're doing on Facebook or on other people's blog's or on YouTube or whatever. If you were doing paid advertising or if you started a YOUTUBE channel or you ran a podcast or social media, all that sort of thing is gonna be pointing back to you wanna point it back to your content , right? Because people on these sites, they're leery, okay? And so they don't like to be pitched. But if you're pitches Hey, I wrote a full block post on this, or I've got you know, uh, this video you can watch or I've got this source code that I wrote that will help you with X y Z then that sort of thing. This idea free really attracts people, and so you want to ah, use that to your advantage and push them back to your free content. Now we'll talk about the breakdown here in a second of this. But once they're on your content, we're gonna have Ah, a little bit of pitch on our contents were gonna use what's called the 99 1 principle. And the idea here is that it's going to be 99% content, value information, that whole sort of thing and 1% pitch again. We'll talk about this more in just a minute. I want to give you the big picture here. So 99 1 they're gonna read all your useful content and then the bottom, you're gonna have some sort of little pitch. And again, this pitch isn't gonna be just for your services because, you know, someone could read one block post and they're not gonna buy your stuff just based off of one block post. So what you want to do? And the reality is, most of the visitors to your site there you're not. They're gonna leave, especially if all you're doing is sending them to pitches. They're gonna leave, so you want some way to be able to contact them again? And that is where our lead generation comes in. So call that content. We'll do our L for lead generation. And so this is going to be some sort of opt inform. Usually along with this, they're going to get some sort of immediate, kind of free thing that that, you know, maybe it's a pdf. It's a batch of source code. It's a video. Whatever it is, you know, this is that when the reason they sign up for the list, the pitch that you're making at the bottom of your thing here is hey, you know, sign up to my email list and all tell you the top 10 tips for X Y Z or whatever. Okay, so they're gonna sign up here, they're gonna get this free thing immediately, and then what you're going to do The big thing is you're going to follow up with them using e mails. Okay, So you're gonna send either by hand or probably more. More likely, a Siris of automated emails and what these automated emails are designed to do is ultimately these are where you're going to do. Ah, decent amount of your selling. Okay, so they've read your block post. They've signed up to your email list, they've got your free thing. And now from there you're going to be going running them through the sequence again. We'll talk about how toe what needs to go in the sequence and so forth. I just want to give you the big picture. First case, we're going to send them the Siris of emails eventually. If they don't buy your services or whatever, then you're gonna essentially dump them over onto what you would call your main list your your main broadcast list where you send out broadcast email. So generally these emails are gonna be automated emails. So when they sign up, they're gonna get one. You know, they're gonna get one right away that tells about this free thing. And then the next day they'll get another email that is gonna try and sell your stuff. The next day, they're gonna get another one and another one, And this could go on for, you know, one day, five days, 100 days. However long you decide, we're gonna You said we're going to set that up here in a second or talk about how to set that up. But usually this is gonna be automated. Once they go through that syriza. At a certain point, you can be like OK, they're not. They're just not gonna buy. So then what you're gonna do is Jace, Just dump them over onto your kind of Maine broadcast list, these air emails that you send out daily or weekly or whatever. Ah, on your own. You actually sit down and these are automated emails. You might sit down today and send one out. You're going to just send it out to your entire mailing list. That's what this is right here. And then ultimately, what all of this is doing is leading over to your sales device. So in each one of these emails, you're gonna be pushing them over to your sales device like this, okay? And in your broadcast emails that you send out, you're going to be sending them over like this if you've been on my mailing list and you've seen my my daily emails that I send out these air broadcast emails. So when people first joined my list, they go through Ah Siri's. And it's kind of a choose your own path type Siri's. So there's a couple different routes They could go, but eventually they get through all that and they end up on my main broadcast list on those air, the daily emails that I send out and again all this stuff. You're pointing it all back to yourself device. And so this is where you're ultimately going to sell your stuff and make your money. Now the value of this is that it it taps into some elements of human nature. First off, ah, this idea of familiarity and liking and trust right, because the more you interact with someone just automatically, you're you're more likely to to to like them. Ah, it's really this idea. Familiarity is something that can lead to people liking you just again. It's not that they're in love with you or they agree with everything you say there may be in times where ah, they vehemently disagree with You are angry with you, but they're when they're doing that, it's almost like they're fighting with a brother or a sister or a family member. It's that sort of context that's around that sort of thing. And just having these multiple touches of seeing a YouTube video, then reading a block post, then reading this sort of free thing and then getting a series of emails, you know we're talking. 123456 You know 6 to 7 touches before they really ever get to the point of Ah, you know, you actually directly selling them. There's a lot of familiarity there. There's a lot of you can establish a lot of trust and credibility in that time period and make it so that what you have to do on this page is a lot less, uh, convincing. Then you would have to do if you just tried to go straight and short, cut all of this and go straight over like that. Okay, so I mean that that's the whole idea of what we're doing when we're building your hub. So that's the big picture. Now let's talk about some of the important things at each each level. So when we're talking about our content, so let's talk about the 99% 1st So the things that you want to be is you want to be i e. And I, and you don't always have to do him in the same piece of content, so I e. I stands for informational, entertaining and inspirational. So you want to provide good value, good informational value teach people think show people thinks right. Ultimately, that's what they think they're therefore, and so you want to be doing that along with that, though, you also want to try to be entertaining because what really and entertaining doesn't mean you have to be. You know, this, the super showman show person and may or necessarily be super funny, Or all these sorts of things entertaining can be telling stories. It can be just being honest and blunt. It could be having a strong opinion. There's all sorts of things that air entertaining people. Good way to gauge is is. Look at all of the TV shows or all of the movies, the different genres of movies out there. There's scary movies. There's there's love stories, There's action movies. There's drama. There's a whole bunch more. Ah, that I'm not listing here. All of those things people find entertaining, and so that can give you a good sense of the different kinds of things that people find entertaining, and one or more than one that fits with your natural personality that allows you to be entertaining. Next is inspirational. So at the end of the day, all of this is based around the idea of getting people toe act. And so adding some inspiration into your content is a really good way is almost necessary, really, for getting people to take the actions that you want. So what you really want to try to do is tie your products or services to them, kind of getting what they want out of life when you can get them to start to see what they want out of life. Your see your products as the gateway to what them getting what they want out of life. That's when you really kind of start to get somewhere, and being inspirational is a part of that. So get with your content. You would be informational, entertaining and inspirational. And again, I'll go back to something I harped on earlier. Knowing your market really well makes that part of it really, really easy because you'll know what sort of information they want. You'll know what entertains them. You'll know what inspires them the things that they want out of. Let you'll have all those answers, all the answers that answers all the questions that will be coming up for you right now, of Wu What do they know? All those answers are found in your market research all the way back in step one. So I just want to reiterate that here. Okay, so that's the 99 part. And then in the 1% part, the biggest thing here is just keeping it simple and really focusing on this thing right here. Okay. You're not worried about the rest of all of this or your Onley worried about this free thing right here. Ah, in this pitch right here. So you really just want to say, Hey, if you wanna know again, let's say we're talking about doctors on building websites for doctors. The top 10 mistakes doctors make when building a website. Okay, that that can be your free thing. I think that's a pretty classic. I say OK, because that's like almost ah, clean. It's classic to the point of cliche like type, headline or name, but it it's that way because it's worked really well. So again, that could be your free thing or whatever it is. The point here with this free thing is you want to make it what's called a magic bullet and what that means is you know your markets so well, you know that one big thing that they're they just cannot resist. They can't say no to. I'll give you a little hint when it comes to my own stuff, the thing that people can't resist and can't say no to a source code. So whenever I I add source code and it depends on what the source code is four. But when I add that to whatever I'm doing, it's just like this kind of a magic elixir. All of my opt in rates by rates, all that sort of thing. If I focus on source code, they all just go up. So, uh, I know that. And so I I use that in everything that I dio. So you want this piece right here, too? And one of my lead mainly generation offers is to download my library of source code May even be how you got here. Listening to this in the first place is through that. So again you want to know what that is. Your market research will tell you that, and that's what you want to offer here. And that's what you want to focus in on here. a Sfar as some tips for what this should be. You really want to try and keep it. You don't want to think big win. You want to think quickly in okay, Your product or your service is the big win. This is a quick win, and what that means is, whatever your whatever result, you're trying to help your potential prospect or potential client get. You want to give them some something small that they can do really easily, really quickly. You don't want this to be a 300 page essay on the intricacies of Ajax development or for doctors or whatever. You want this to be something quick that they can get through very fast, and it's actually going to give them something they can going out. And do you know right now, within the next our day or whatever and actually get some sort of result back. You want them to have that experience that's gonna really helped them trust you a lot more . OK, so that's what this should be in terms of building that next one we get into now, our email sequence. Okay, so the big question here would be Well, what do I say in these emails again, your market research is going to tell you the phrasing and the things that people are after and so forth. But let me give you kind of a template for how to do this. So the first email, what I like to do is talk about criteria. Okay? And I've mentioned this in these videos where I think pointing out criteria is important, but especially in this particular instance, because you are positioning yourself as the expert, you're the expert in Web design and Web development, so you really want to. The first thing you want to do is really reinforce that right off the bat. And so this first email could be something along the lines of, you know, Ah, the three required criteria for or what you need tohave when building a medical website or no, it's It's all criteria oriented. You're telling them. Look, you need to be doing this in this in this in this or these are the five things you need to make sure you avoid. When you're hiring someone to build your website or you're building your website eccentrics that all needs to be based around criteria you need to tell them what matters in terms of building their website, hiring someone to build a website, etcetera. Not only is that useful to them, but it establish it and immediately establishes you as the authority. I'm the authority in this situation. I'm not asking you. I'm telling you what you need when it comes to building a website that's critical, that you do that right off the bat. So the first email should be informational entertaining, right? But it should be the content of it should be centered around criteria. Next is tips. Now that you've laid down, ah, some criteria you've established your authority. Now you want to kind of start to open their mind and get them thinking about the big picture and really get them thinking about what's possible. So tips would be in contrast to criteria where you're telling them you need to do this and you need to do to this, and you need to do this. Tips would be more in the vein of and by the way, you can also do this. And if you do this, this will happen. And if you go over here and do this, then you can get this without having to do this, right? So you're starting to get them to think, like not just I got to do this stuff now you have open their mind up to Oh, wow. I never thought of that before. How? Toe. Right. And you can show them how to do something again. You want to be very specific and results oriented in all of this, but more of a sort of tips orientation towards it where you're showing them how to do something that gets them excited. Okay, So that the first email is about establishing your authority in your dominance in this particular situation. The next email, this tips email is about getting them excited, getting their mind thinking in of them, thinking of all the possibilities that's really crucial when it comes to them buying your services and so forth because you really want them to start seeing the future. That's possible with them. If if they invest in you. All right, next is a story. Okay, so here's something that you should write down. Always remember when it comes to any sort of selling, you do stories will do the bulk of your selling. So this is when we get into the story part, this is where we're transitioning into our pitch. This first part is no kind of giving information. We are definitely setting up ourselves pitch or criteria getting them excited. We're prime ing the problem. Now we're gonna, ah, tell a story, and this is gonna be a story of transformation. So that's the kind of story that you want to tell. And really, you want to tell a story of transformation about a client of yours is ideal. It could be your own. You may have to get creative here if you haven't. If you haven't worked with clients and any of that before my suggestion, if if that's you and you haven't worked with any clients, so you don't have a story to tell Go do that first, go work with someone for free, just toe. Have the story to tell. And when I say a story of transformation, what I'm talking about is it before and after. And you really want the before to relate to all of the problems and issues that these people feel when trying to get the thing that you ultimately provide for them. So to be specific, if you're building websites for doctors than you want to, you want that before story to really relate to all the troubles and issues they've had as a doctor trying to get their website built. Maybe it has to do with HIPAA. Compliance maybe has to do with, you know, having a map on there. That's easy for customers. Bill will find where they live. Maybe it's being or where they were their businesses. Maybe it's being able to get working on mobile. Or maybe it's them showing up on Google maps again. I don't know, but that's again. That's why you're number one step number one, and all of this is so important. Your market research will give you that answer, and your before story really, really needs to relate to that. And then you're after story or the after part of your story really needs to relate to where they want to go again. Your market research will tell you that, and it's what do they want it to be like? I want it to be what's their ideal vision? You need to know that and write it down because that's what you're in the business of doing is giving them that you don't build websites. You don't write code. You're not a PHP programmer. What you do is make dreams come true. I mean, that sounds silly and cliche, but that's really is what you dio Okay, so you always have to remember that. And so you need to know what that dream is so that you could make it true. So your before and after story here should this story of transformation should say X Y z client, this is what they were going through. Blah, blah, blah worked with him. You know, we we, uh, made sure that's why our criteria is so important. We did this. We did this and this, and you kind of relate back to the criteria laid out. And as a result, they hope it'll blah, blah, blah, blah, blah, right. And so you tell that story, and that's going to do the bulk of the persuasion for you next email than what you need is proof. It's a little p up here, so I kind of go through it like this. But next you need proof. Okay. Now, you you've you've got them excited you've told them a story that really started to consider it, But they're gonna have some doubt, and they need okay. And maybe I'm just getting caught up in the sales pitch. Uh, maybe I need to just step back and take a second. I need to look. Give them some proof, too. What? People start to feel that they desire ing something that they want, something we tend to recoil from that we don't like being sold. Okay, we like to buy things, but we don't like being sold. And so you need to give them some of that reace reassurance that it's okay. They're going to be okay. And so you do that with proof and primarily social proof other clients that you've worked with, You know, maybe if you have some sort of certifications and that stuff, but really, it's gonna be, um it's gonna come down to clients, testimonials, that sort of thing. They want to know other people have done this, that they're not alone, that the other people have had success and so forth. And the more real you can make those the better. So the ideal would be one of your clients getting on video and talking about your services , that would be the best. Okay, no, But short of that, you could do written testimonials. You can do no audio testimonials, that sort of thing. But you really need to give them some sort of proof that that they're not alone, that you do know what you're doing, that they're not crazy, that sort of thing. Then once you have that, then you're gonna go into features, and this is really just a list of bullets, and it's going to relate to your criteria. This is one thing that I see a lot of people kind of mess up, and it's really important and can derail the sale even at this point. So you want your features to relate to your criteria or, at the very least, they should answer. You could have more features, but you should have features one feature for every element of criteria that you set up okay . And the reason that is is because you've literally just told him this is what someone who's building a website for you needs to do. Or this is what you need to do when building your own website. And so if you if there if you've done a good job, establishing yourself is authority, they're going to remember that. And so they're gonna take the very criteria that you gave them to. Now evaluate you. And if you don't meet your own criteria, not only are you going to come short in terms of their mind of meeting criteria, but they're gonna be it's gonna just thrown for a loop like this guy or this girl is a clown, right? These are the criteria, and you don't even meet your own criteria. Okay, so you need to make sure you answer all of your criteria in your feature set again. You have more than that. But whatever you set up in your criteria, you need to make sure an address that in your feature set and again, this could just be I mean, these air really just sales points. So sit down and think about your package. What it is that you're offering. We talked about how to determine that before what it is that you're offering and think of all of the individual benefits of each one of those things. You probably gonna have more than for each feature Let's say you're doing you know, your your site's gonna be s e o friendly. Okay. What does that mean? Right, So there's gonna S c o Friendly is a feature, but there's gonna be kind of multiple sub features. Meaning no, it's it's using Ah, rich data or the head. The titles of pages are done in a way where it's more search engine friendly or the U RL's are done in a search engine friendly way. Or there's a tool in there to analyze the keyword density of your block posts. Ah, that you're putting on your your medical sites so that ah, you can make sure that you're doing the best job for a CEO. Or there's all sorts of little sub things in each one of those has its individual benefits that ultimately build into having a S e o friendly site. Okay, so each major kind of feature might have sub features, and you really want toe again. Think about relaying it back to the benefit, right? Ah, end user doesn't care about They don't care about the Earl of their site, right? They don't care when I go to a block, post page or an individual block post that I have a nice pretty girl instead of a girl perimeter? Not really. The only wait reason they really care about that is because of how it affects their bottom line of having a a pretty your l will help them rank better in search engines or having a pretty euro will make it easier for people to find it and share it. Or it will make it look more professional when people visit it so they don't care about the the hell they care about looking professional. They care about their site being easy to find, so they get more traffic. They care about it ranking higher in the search engines. Okay, so you always need toe. You always tie features to benefits. That's important thing to remember when you're writing out these sales points. But the thing to do is just to sit down before you write any email and write down all of the sales points that you can think of for each feature. I mean, this could be a list of 100 things. Okay, so right out all of those sales points so that you know what they are and then try to go through and rank them according to what you think is starting with the most important the very number one most important thing to your potential clients. Put that first and then the 2nd 1 second and the third and have them ranked in that order so that when you go to write these emails, you know, I'm gonna hit him with my most important one first and then my next one that my next one. And you have just this library of sales points that you can have access to Ah, as you go about selling your product or your your services. So, uh, again, do that the final thing, Then the final email is going to be what we call scarcity. And this is basically going to be where you tell him to go. Buy your stuff and you want to give them a reason to buy now. And so this is one of things that don't I don't see a lot of Web designers and developers do, but tons of online business owners, marketers, businesses in general, do this J tried and true method, and that's toe add in some sort of scarcity. So that could be some sort of limited time, offer some sort of discount, some sort of extra thing they get if they sign up or if they hire you in the next two days and ah, so forth. And no, there's tools out there for tracking that court sort of thing. You can set your pages up in a certain way to may be able to do that sort of thing. A lot of times, what I do is I just have a I have my regular page where they can buy stuff so you'd have your kind of regular sales page that you have here, and then you might have alternate versions. You might have multiple alternate versions and this one there. If they go here, it's gonna be 10% off this one. If they go here, it'll be 15 etcetera. And then in your emails, you just linked to the different version. So in your Siri's here, you might link to the 15% off one. But then when you go into the broadcast, you might link to the 10% 1 and then from your site, you know your links on your site. You would link to the regular one. And so what you can do is you can tell them. Hey, you know this this last email you gonna say, Hey, go ahead. If you hire me now, um, you know, this is the last email I'm going to send you If you If you hire me now at this link, you'll get 15% off my services. But this is last name I like. I'm gonna send you about it. And if you miss out on it, then you miss out, right? So you give you give some natural scare, you're giving them 15% off. But it's a limited time sort of thing, right? Or it's a limited. You're not gonna contact them again. However, you can do that to make them feel that urge to do it. Now that's the biggest thing. So all the people decide they want to do something, but then they just all I'll do it next week. I'll do it tomorrow. Whatever. And then they put it off. They forget about it, and they never do it. Right. So that's your email. Siri's there. And then the last thing I'm gonna kind of go through here and hopefully be ableto to clear . All of this will do a select all and we'll do delete. All right, so the last thing then is going to be your sales device, And I kind of have ah, put this on its own thing because this could be pretty involved. And so ah, let's go ahead and get our brush back. So this is our sales device. OK, so this could be pretty involved. And there's a couple things to keep in mind here. So let's just I don't know if I'm gonna run out of room here, but let's assume this is our Web page. Our sales device among assume is a Web page. You could do this in video form and so forth, but I'll just assume it's Web page. So the first thing I want to talk about is what's called the above the fold. So the above the fold is what when you visit a Web page on whatever screen laptop, a phone, whatever, whatever you happen to be visiting on it, there will be a certain part of the that page that you see first without having to scroll. Okay, so whatever you see immediately without having to describe to scroll on your device. And of course, all of the different device is going to be different. But whatever you see right away is what's called above the fold. So in your above the fold col ah area of your sales pages, a couple things that you want to dio first is what's called your clarion call. And this would generally be your headline. And this is where you just want to tell people straight up what you do. I specialize in building websites for doctors or I build S E o friendly websites for doctors. Or I build e commerce sites for restaurants, etcetera, whatever that is. You just want to state it right here so that your clarion call that you're telling them what you do next, you want to hit some of your key features. Remember, we talked about those sales points so right below your clarion call, and you can kind of move this around. How everyone? I'm just gonna give you a kind of standard set up. You wanna have your clarey clearing calling right below that you want to have a little description of? Do you want to have your keys. Sales points were really It's probably gonna be your number one sales point right here. Okay, Whatever you're most important, sales point is, maybe it's I build the most S e o friendly. Ah, websites on the plant, Medical web sites on the planet. Or I build the most part, you know, the most stable or whatever whatever matters to your clients e commerce sites for doctor or for restaurants on the plan or whatever. All right. You want your number one sells point. Whatever you That was You want to put that right here. So you have your clarion call. You have your number one sales point, and then you're gonna have a call to action. Here. It was like a button that says, like, hire me. Okay, so this is like, hire me, are out the rest of it, and then over here, you want to have some sort of proof. Okay. So, like a testimonial from somebody that that corroborates everything that you've said over on the left hand side. All right, So what you're doing is essentially giving them a picture of what a full picture of who you are, what you do. Why they should hire you. This is what I dio. This is my most important sales point. Why you should care. This is somebody who has said that very thing. And here's how to take action. You want all of that above the fold, so someone could just see that page and be able to make a decision based off of that. All right. Next, What you want to do? This next section I'm gonna squeeze. He's down. These will obviously be bigger than that is You wanna have your portfolio section? Okay, so that's the first thing that most people are gonna look for. And so you just wanna have that right there. So if that when they do scroll down, they could start looking into it. Now, I'll tell you the number. One thing it sounds, I think some people think I'm crazy sometimes I says, But the number one thing about your portfolio that matters is this visual appeal. I really don't care what nature in visual appeal. It's so important right now that you know, if you think that someone's gonna click through on your portfolio item, that looks ugly and they're going to read and say, Oh, There's a lot of really good functionalities, and that's very, very rare. Almost always. The only way they're even gonna click on it is if it's visually appealing. So a work to make sure everything you build is visually appealing. Be filter out anything that's not. And don't put it in your portfolio because it will do more harm than good cause now they'll see you. Wait a second. This guy, this girl is capable of doing something ugly, and I don't want ugly. So ah, there. Now it becomes you become a somewhat of a risk to them. Right? So your portfolio here next, you want to have some sort of social proof, so, you know, some sort of testimonial from a client or whatever here this could be. You know, it could be if you have some sort of certification. It could be you got. So I don't know, some star rating from something that does that sort of thing. I don't know, but you wanna have some sort of social proof here right underneath the airport portfolio, and we kind of interject that and everywhere throughout here, you're going to see that next you want your features Okay, So you want all of your features here? Um, and this is gonna be your sales points. Your key sales points. You may not list all the 100 but, you know, you might list 20 of them. 10 whatever it is. But you want to have your key sales points here, The most important one on the top. Left. Second most important on the top. Right. Left, right, left, right, etcetera. So you want toe? Ah, Make sure and have those listed here after that, you're going to do more social proof here. So you're sprinkling this in everywhere. More testimonials from from clients and so forth. Let me drag this down here just a little bit. So we can, uh, see this. All right, so after that, then you're gonna have kind of your packages. So this is gonna be the different actual packages you offer. So if you offer, you know, you maybe have a cheapie version where you install, you know, you build the site and you do some basic stuff, and then you have a medium version where you do some more stuff, and then you have an advanced version giving people options in that regard is usually a good thing. Now you can hit lower price points and higher price point people. You can kind of cater to all of those people. That's usually a good thing to Dio. So, um, you know, having those different packages. But that's where you're gonna list that out here and then you're gonna have, ah, your guarantee underneath that, so have some sort of guarantee to take away risk. So people know that if something goes wrong, they're covered. And then the last thing again is some social proof, okay? And so this is gonna be kind of the key thing right here that actually where people click to buy is your packages area. That's where you have your buy now buttons. But you layer it in that way. So you're constantly putting in social proof. You got your guarantee. You've got your features, you've got your portfolio, all that sort of thing. Ah, one sort of recommendation. Here's right After features this particular piece of social proof be Ah ah, Good thing to put here is clients that you've worked with, especially if you've worked with any big name clients putting their their images, their testimonials here as Social Proof is a good place to go. So you know, this other stuff? Obviously a lot of this other stuff is gonna be, um you know, there's going to be testimonials from clients, but this is Mawr. This area here is more like clients I've worked with. Project I've worked on is kind of like a portfolio, but it's more focused on the client side. And it's gonna be the client, the project in the testimonial together, if you've seen that sort of thing. Hopefully, you know what I'm talking about. But, um, again, it's just more of a client focus type semi portfolio right here. All right, so that's a whole lot of stuff that I've 7. Your Daily Checklist: Hey there, John Moores. Here. John Morse online dot com. This lesson. We're gonna talk about running the system, and essentially, what we're gonna do is we're gonna run through this daily checklist. Now you're gonna be getting a copy of this checklist. Well, I mean, what I recommend is just printed off. Make it riel printed off, and just check it off as you go through. I know, really, the only thing that you have to do is add a check to it, but I just feel like if you print it off it, it makes it more real for you that this is something I have to do when it's in digital. It still seems there's still that little bit of separation. That sounds weird, but it's just been my experience with with these sorts of things. So again, that's going to be My suggestion is printed off, but let's run through what this is. So this is essentially running through the system that we all just talked about, how to kind of keep it going on a daily basis and how to keep focused. So you're not getting distracted by other things that are easy to get distracted by when you do this sort of thing. All right, so the first thing on here is sending out your daily email. Now, We talked about this a little bit. You don't have to send out a daily email, but I highly, strongly the biggest suggestion. Encouragement I can give you suggest that you do this because, especially when you're when you're first getting started. If you don't have any work, the most important thing for you right now isn't building a relationship with your list. You shouldn't be worrying about whether you're kind of taking those people off or not any of sort of that long terms type stuff that as you get a little bit bigger, you might start to think about a little bit. None of that matters right now because you don't have a business until you start getting work until you start generating revenue. And so you really need to be aggressive right off the bat, and then you can adjust from there. So send out an email to your list and include in it. In every email, you send an offer for your products or services and again when you're first starting out I would be offering discounts on your product or service is now. I would say the price is that say you're charging you know your regular places, $5000 for a project. Let's just say that's what it was. I would say my regular like prices 5000. But I'm just getting started doing this freelance thing. So I'm charging 2500 Right now, I'm giving you half off or whatever those numbers are. Well, we state the regular price. And then what? The discount is when you're gonna dio when you do that that way Later, when you get rid of the discount, you go back to your regular price. It's not a surprise to people. They know that that's your regular price, because that's been your regular price. Okay, now, in terms of writing these daily emails, the the format that I recommend, that's just easy, and you don't have to overthink. It is the story lesson pitch format, So every email that you send should have some sort of lesson for your audience again, let's assume this is doctors or dentists or whatever, so it should be a lesson for doctors when building a website Obviously you're not going to give them medical advice, but you can give them website building advice. You could give them S C O advice. You could give them marketing advice. You could give them social media advice. You could give them e commerce advice, right? That's what you're an expert in. So talk about those things. The re very reason why they signed up to your email list in the first place. So it should have some sort of lesson. That's the informational value that you put into your email. The entertainment value is the story. So if you have some sort of story that illustrates the lesson, let's say it has to do with S E O. And let's say it has to do with ah keyword stuffing your all tags on images, right? They used to be a thing that people did, and then eventually Google kind of came out. There was a kind of a slap for that sort of thing, and it got a bunch of people in trouble in their sights, lost rank and all that sort of thing. So maybe you experience that yourself, or maybe you could just tell the story of how that happened. It wasn't necessarily you, but you could tell the story of what happened. You could do some research. Look it up if you don't know it off the top of your head and tell that story Or maybe there's someone who's written a block post out there and you can say, Hey, I was reading this block post from so and so the other day, and they were talking about when they got slapped by Gould. Then you tell their story, right? So it doesn't have to be your story, right? Obviously, if it is yours that works, but any sort of story to illustrate the lesson. That's what you want. And that's gonna be the entertainment part of it. So, like I said, you don't have to be super funny. You don't have to be this great writer. All you have to do is tell a story. So you start off by telling the story, then you Then you lay out the lesson, and then it. So that gives you your information that gives you your entertainment. And then, at the end of it, you give your pitch, and so you say something of that relates to the story in the lesson you say If you don't want to have to mess with all this sort of stuff, I can do it all for you. I specialize in building s CEO friendly websites for doctors, and right now I'm offering 50% off my services because, you know, I'm just getting brand new into doing this standalone freelance thing or whatever. Here's the link and they can go there, and you just do that on a daily basis. Eventually, as you build your list, you're going to get work. It's gonna happen, and you're gonna get better writing those emails. You don't have to be perfect right off the bat. If you been on my list for any amount of time, you know that I have had some times were meant pretty bad. It email something you might even say I still am, but it's it's not. It's about sending it on a daily basis, getting that practice for yourself and constantly doing something to to try and get business. All right, so that's the daily email as far as the daily content Yes, post A new piece of content a block post, a YouTube video a medium post, etcetera, whatever it is. Whatever you're deciding to do, do that and then share it on social media. I'll give you a little tip here. One thing that you can dio is you can take your daily email, and you can kind of tweak it a little bit to make it make sense for, say, a block post and turn that into your block post. So reuse your content in that way, so that makes it really easy for you to come up with your your daily content. Or you could take your daily email and you could get in front of a camera. And you not only read it word for word, although you could, but use it as kind of an outline, right for creating a YouTube video that keeps you on track keeps you using the same format . The same format works, whether it's email block, post video, whatever you should fall that same story lesson pitch format. Okay, and so you can use that content from your email to help create your daily piece of content . That's why I say do the email first and just you might be thinking, Wow, block poster video every day. Yes, until you are overrun with work. And it says this at the bottom. Do you have more work than you know what to do with? This is your job. And you need to take it that seriously. It's as if you were showing up to an office toe, work for somebody. And you had this list of things that you had to get done. And if you didn't, your boss was gonna be over your shoulder like, Hey, why didn't you get these things done? Okay, except in this case, you are your boss. So you need to hold yourself to this. This is your job. Next is to touch the communities that you've identified kind of previous to this lesson. So you want to make sure and engage at least once daily in your your targeted online communities want to keep that presence in those communities and, of course, focused on establishing relationships as I kind of talked about and then post links to content where appropriate. Now you don't again. We talked about all of this sort of thing. You don't necessarily want to just be blasting out links to your content. That's gonna get you kicked out and nobody reading essentially pretty quick, but where appropriate, where people ask or where it's relevant, that sort of thing. Be sure in post those links to your content, I very rarely, if ever, pretty much only if you're ever asked, should you post a link to, say, your sales page your services page okay, that that will get you kicked out. That's pretty much in any online community day. That's pretty much a guarantee. So engage in those communities. Be subtle. Follow all the guidelines I I've laid out for you here. But just continue to do that on a daily basis, and you want to hit each one of them on a daily basis, not just one of them, every single one of them on a daily basis. Again, this is your job. Next on your preferred networks or job boards bid on at least two jobs. Now, Mawr is not necessarily better because quality definitely wins out over or quality quantity here. Ah, there's an interview that I did with Bo Yon Derm each. If I said that right on my YouTube channel, where he talks about this exact thing where he goes from. He went from basically doing a playing a numbers game and quantity over quality and switched to quality over quantity and saw immediate results by doing that. And so if you need to watch that toe, believe what I'm telling you, then go ahead and do that for my YouTube channel. But again, right, each proposal. Make sure that your not just saying, Hey, I read your proposal, your actually demonstrating that you did by mentioning things that they said in their proposal, like, Hey, you know, I saw in Paragraph two that you said blah, blah, blah. And here's what I think on that and I saw that you need this particular thing is important for you to have in your project, and that's no problem. I can do that like make sure they know that you read the proposal and absolutely, positively, never, ever do not copy and paste I've been. I've gone around and round of people about this, and they're like It's a numbers game. The only reason it's a numbers game is cause your letting it be because you're playing a numbers game. So if you start copying and pasting, yeah, it will be a numbers game. But that's because that's what you chose to dio. If you don't want to play that game, don't play that game. So do not copy and paste. Take time with your proposals right into your clients. And again, mawr is not necessarily better here. Next you want to scout or last you want to scout for new communities. You always want to be on the lookout for new communities out there. So everything I showed you about how to find them, you know, on a daily basis, just maybe do a little bit of searching to see if you can find anything else. Maybe you miss something in your original research Or maybe something new popped up that you are the other communities you're not a part of yet have ah haven't noticed yet. The thing about the communities like this is that being a first mover or a first user is a huge advantage. You can really establish yourself and get some solid footing and be able to get away with things that maybe, uh, members that come later wouldn't be just by being there first. Because a lot of these communities, when their first starting up? No, they're really desperate for people. And, you know, if you help them grow their community, they're gonna kind of feel indebted to you. So look for new and cute communities to be be engaging in like it says here. The more you have at your disposal, the more potential trafficking clients you can get your just broadening here base. And then so that's I mean, that's the daily checklist. You want to make sure you go through. This is again, of course, specific to what we're talking about here in terms off of marketing your services and getting freelance work and so forth. Obviously, you're gonna have other things to do. But if you really want to do this freelancing thing, I would make this my thing. I do. First, this would be my priority. If that's possible for you Now you may have toe. You may have a regular job, you're still working, and then you have to get up early, and that's fine. Okay, I get that. But if you're able to do this first, he should do this before you do anything else. Because even before, if you have clients now and you have client work to do. You should do this before you do your client work because you always need to be constantly promoting yourself so that you don't run out of client work. And a lot of times client work you don't ever know like you could. Oh, this is gonna take 15 minutes and then five hours later, like, Whoa, what happened? And now you know how I'm tired. I don't want to do that. Do this first before you do your client work. All right, so that's the That's the daily checklist. That's how to continue running this system and keep it moving on a daily basis again. This is one of those things. It's not necessarily magic. It's pretty simple and straightforward, But most people just won't do it, or they won't do it consistently day after day after day. Okay, so and one thing I should mention, this is your daily. This is your week day checklist. So any sort of things in terms of working on your system so creating a different lead magnet or, um, you know, tweaking something on your website or doing stuff with your sales page. All of that stuff is weekend stuff. Okay, so or if you get through all of this, you've done all of this really? Well, you don't have any client work done. OK, But this this should always come before all of that other stuff. Because this is actually running the system is really more important than, um, some of the details might not seem that way to you, but it's more important than some of the details on how your sights set up in that sort of thing. Those things matter. But actually, just getting out and doing this consistently is more important than that. All right, that will do it for this lesson. Thanks for watching. We'll talk to you next time. 8. Building Long-Term Assets: Hey there, John Morse. Here. John Morris online dot com. This lesson Give me a little bit quicker, but I just want Oh, I wanna go through kind of, ah, note on this idea of assets, which is something that I kind of came around to a few years ago and has made ah pretty big difference in the way I look at all of this stuff and how I approach it. And then ultimately, the results I get from it. So what? The reason I'm here on my YouTube channel is because I view my YouTube channel as one of my assets. So if you look here, this is a lifetime stat. So in its lifetime, I've had about 5.2 million views, which total views which well, compared to some of the big names out there, that's nothing. But for what I do in this being oriented around a business and so forth, that's a pretty decent amount. No, I've got over 50,000 subscribers over 19 million minutes of watch time, um, etcetera. And when I talk about this idea of assets, what I'm talking about is it's almost like owning property, right? It's like if you if you owned. Ah, if you bought a piece of property in a in an area before that area became, say, really popular, right? So you got that you got the property really cheap. And then that area becomes popular and all of a sudden, the price of land there, you know, triples or quadruples or whatever for you, that land goes from being a liability, as in something you're paying for on a monthly basis to now all of a sudden an asset, because you could sell it at any moment and make triple or quadruple what, you you actually paid for it? So your r a y on it is in the positive, And that's kind of how I think about this sort of stuff. When you first start out, it's gonna feel like a liability to constantly create content and so forth. And you're actually going to get kind of how it's a negative negative results in the sense that the work of that you're putting into it, you're you're actually getting less results than what would kind of be normal. But what happens with time as you The way these networks work is they're all built on these network effects. So, for example, a good, clear, distinct example is YouTube and its related videos. The more videos you have and the more they've been watching, the more popular they are, they're more. They're going to show up in the related video section. Eventually, that's going to help them to raise in search, in search rankings and all those sorts of things. And now a video that you are promoting the crap out of. And basically nobody was watching. Our liking suddenly gets one kind of breaks over the threshold and now is showing up in related searches is showing up in the search engine when people search for it. Elofsson is getting a bunch of views, and people are liking it and all that sort of thing. Now you're doing almost nothing to promote it, and it's just bringing you all sorts of traffic and so forth, and so that now has been turned from a liability for you into an asset. And so that's the way I want you to think about your YouTube channel, your Twitter account or your Twitter profile. Your Facebook profile. If you're on medium stack overflow core Ah, all of them, whatever it at your email list, even your website. All of these things are assets, and the more you can build them up, the more subscribers and activity you can get on your YouTube channel. The more Twitter followers, the more Facebook followers. Ah, the more followers on medium, the more readers of your blog's more emails at the more you build out those assets, the more they become long term kind of things that you can rely on in your business. Now you're not. You're not kind of flying by the seat of your pants. You have all of these different assets built up that if one goes away, you still have all these others that you can rely on to help you continue to run your business. And so part of this whole process that we talked about is not only just getting traffic and getting leads and getting clients kind of threw on a say daily basis, but ah along the way, also building up your assets and making them more and more valuable for you so that you can leverage them even more to get even more work. And so just be cognizant of that as you're going through this, that to pay attention, toe, You know, off these sorts of things, you shouldn't try and cheat the system, right? You shouldn't try and buy a bunch of followers of subscribers that defeats the purpose. You want real people who are actually following you cause they're interested in what you have to say. Those are the people that are actually ultimately going to become clients because this is all, ultimately about getting clients so fake people isn't gonna help you and her guard. So you shouldn't cheat, or you are try and buy your way in or whatever, but just keep an eye on the's assets as you're going through and continually grow them, and then also leverage them as they start to grow. All right, so that's just a quick note on assets, something to keep in mind that can help it make it so that your daily grind isn't maybe as hard because now you maybe don't have to go into those communities as much because you've got you are now the community. You are the place where they hang out your YouTube channel, your facebook page, your twitter profile, etcetera. That's That's kind of where we want to get to. Ah, get to with all of this. All right, So that'll do it for this lesson. Thanks for watching. We'll talk to next time. 9. Now What?: All right. So a lot of people ask me at this point, OK? I've gone through. Of course I get all this stuff And now what? And so I wanted to give you a little bit of a way forward from here. So one of things that I would recommend if you're on any of my courses, you'll see my profile down here. Go ahead and click through to this. And if you scroll down on this page, you are going to see my freelancing classes down here. And of course, I've got these. Now be adding to them, even mawr. But I recommend if you haven't dove into this freelancing on up work course and I would strongly recommend getting into that one up work is the largest freelancing platform on the planet on. And so that's something that you can really learn a ton from this one here, sort of my red headed step child of my freelancing courses. This is actually called the Spammers Guide to get clients, but ah, sculpture doesn't really like that name. So which I get totally, totally understand. But ah, I call it a guy to get clients or girl Mac marketing tactics for really freelancers. This is for you. If you're someone who is starting out from scratch, you have no audience. You don't have. You know, no YouTube subscribers, no Facebook followers know Twitter followers. You're starting from absolute zero, and you're starting to trying to grind out an audience and grind out of business. This is a good one to take. And, of course, of your absolutely brand new to freelancing. The Beginner's Guide to Freelance is going to give you what I call the big Rocks. So it's going to show you the big overall pieces. It is. It's about a 5 to 10 year strategy, really, is what what it's gonna help you with and how to grow your business over the long term. So we're not focusing on something specific, like up work. We're spoke, focusing on the big picture of freelancing and how to just methodically build your freelance business and all the skills that you're gonna need to learn and all the things that you're gonna need toe learn to do so you can put together a professional business that you can one day sell or hand down toe family member, your kids, whatever So those are the things that I would recommend next. And, of course, along with all of that, get out and actually do this stuff. Don't just keep taking courses, get out and actually start putting up in hope. Work, profile. Start no building an audience star building a website. Start creating content All the stuff that we we talk about in these different courses get out there and actually start doing this stuff because that's how you're ultimately going to get the results. So that's sort of how I would answer the question of what now?