How to Start a New Business | Robert G | Skillshare

How to Start a New Business

Robert G, Translator/Freelancer/Traveler

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22 Lessons (60m)
    • 1. Introduction

      0:45
    • 2. This will be a Case Study

      0:39
    • 3. 2 How does this Work in Practice?

      2:54
    • 4. 3 How to Start Out

      1:11
    • 5. 4 How to Start Out - Domain

      1:22
    • 6. 5 How to Start Out - Website

      3:38
    • 7. 6 How to Start Out - Email

      1:56
    • 8. 7 How to Start Out - Phone Number

      2:25
    • 9. 8 How to Start Out - Total Cost

      1:04
    • 10. 9 Networking - Joining Associations

      6:29
    • 11. 10 Networking - Attending Events

      3:40
    • 12. 11 Other Methods Email(1)

      2:08
    • 13. 12 Other Methods Email(2) Where to get the emails

      2:13
    • 14. 13 Other Methods Email: Your Email Account

      1:45
    • 15. 14 Other Methods Email: Write the email

      1:50
    • 16. 15 Other Methods - Cold Calls

      1:25
    • 17. 16 Other Methods - Cold Calls Tip

      1:23
    • 18. 18 How I Applied This

      6:13
    • 19. 19 Did I Make a Mistake?

      1:33
    • 20. 20 Conclusion - Solve their Problem!

      6:04
    • 21. 21 - Extra Lead Generation Walk through

      8:05
    • 22. Course: Thank you

      1:06

About This Class

Here I explain How to Be a Successful Business by means of my Personal Journey, recorded as it happens. 

No matter what business you are starting, this can be of use to you. Here I walk you through how to set up your business and get started, all the while saving money and time and effort, but not coming across as a "lean start-up" or "bootstrapping entrepreneur". Instead, you will be a full-fledged business. 

Part 2 of "Stop Being an Entrepreneur"! There I told you how to Stop Being an Entrepreneur.

Transcripts

1. Introduction: so this course will be for all of you who are freelancers, entrepreneurs who have small business and are getting started and want to grow your business, but decided that you don't want to do so as an entrepreneur as a startup, but want to do so as a real business. By the end of this course, you will learn how to operate your business as a real business and not just as a startup, because being a start up is cool these days, but rather as a real business that can earn your real money the way it was supposed to be. So all of you just starting out, we'll find this useful. But even those of you who already in business will find it useful in looking at ways in which to make your business more serious, more professional, unless, like someone who's just starting out. So without any further ado, I'll see you in the course 2. This will be a Case Study: So if the previous section talked about how to stop being an entrepreneur and stop being a startup, this section is going to talk about how to start being a business. And here we're gonna stop talking about what not to do and talk more about what to do and how to be a really full fledged business. And how to do away with all this idea that you need to be all cool and techie and start up being an entrepreneur e and stuff like that, and tried to be more of an established business. So the way I'm going to do this is a case study, and it will be a very personal case study. And in fact, it will be a case study about me step by step as I go through being a business, starting to be a business and ah, and how I go about this 3. 2 How does this Work in Practice?: So the idea here is I want to do something in your shoes, more or less. And so in this sense, I want to do something where I am first, starting out where I'm bootstrapping where I don't have connections, I don't have clients, I really don't have anything. And I'm starting more or less from scratch, and, uh and I'm basically starting a new business from scratch. But I'm doing so in a more professional way. And not just as a startup where I tried to be, where I do try to be leaning all that, but I try not to show it as much. And I tried to act more established. And so how am I going to do this? Well, I'm going to take my own advice. All the advice that you saw in the first section of this course about stop being an entrepreneur and to start being a business, I'm going to start taking it, and I'm going to set up something brand new on my own. And this thing is going to be Selva Consulting. It's going to be a consulting company, an international consulting company which did not exist before but will exist now. And, ah, there's actually a reason for this. For those of you who know I run a translation website and so we offered various types of translations. And since I've been here in the States, which has been about six months or so, I've realized that a lot of companies, a lot of small and medium size enterprises, they might need translations if they're trying to expand abroad. But they also need a whole bunch of other stuff, and they're not sure how to go about it. It's very different from Europe, where you have all these countries that are very close together. And so people know when and how they need translations. And here in the States, very often they don't and so they want a whole lot of stuff along with it. And so I thought I would try offering this consulting. And so this is the website I have for this, and I'll get into all this and show you how I'm basically setting this up and how it started from scratch. Now I should mention I realized that obviously not all of you, in fact, very few of you if any of you were gonna become international consultants doing exactly what I do. And this was the issue I had. Any business I chose would be a business that most of you aren't going to be doing. All of you are going to be either freelance professionals. You're gonna be photographers. They're going to be personal consultants. Maybe coaches, Amanda, joint coaches. They're gonna be market researchers. You're going to be in the legal field, in the medical field, in the design field in the ah, you know, you're gonna be editor. Is he gonna be? Writer is you're going to be artists. I mean, whatever might be. And so I wasn't, you know, so anything I choose will not pertain to a lot of you. What I'm going to do now is I'm going to show you what I chose and hopefully well, first of all, it's not a very easy thing to choose, but I'm going to show you how I started from scratch. And I'm going to try to show how this can be applied to anyone, no matter what business you're in. And so hopefully, no matter what business you're in, the lessons that I can take from this case study um can apply to all of you. And I wanted to do it as a personal case study, because then it shows you how it works in action rather than just showing you theory like, Oh, you should do this and then do this. Don't do that. I can show you that is actually being done. 4. 3 How to Start Out: So along those lines that start out I'm gonna list here the first things you need to start out, and at the end, I'm going to show you the total cost of them because the cost doesn't have to be high. Even if you want to look professional and look like an established business. Now the first thing you're going to need is a domain name. And at least for me, this is one of the first things I looked for. And ah, And in fact, when I set up the my other businesses, well, you want a domain name and you can't really get by without one. These days I use Go, Daddy have used go Daddy for years, probably decades now. Once again, any business that I mentioned, whether good or bad, is absolutely not a sponsor. They're not paying me. No one's paying me for anything. I'm just telling you about my experience. I use go, Daddy. In fact, I get very frustrated with them many times because their websites difficult to use. But any time I have any serious issues, I can always call them on the phone there. Very helpful. I've been using them for a while. They provide everything I need. So that's what I use. Ah, there are obviously many other websites. So feel free to do your homework there. A couple things that you should make sure you get from your website and that is one is the domain. The second is the hosting, and the third is the email. Now we'll get into all this, but you will need those three things for the business that you're going to be setting up. First of all, let's start with the domain. 5. 4 How to Start Out - Domain: So, first of all I own well, I own quite a few domains out about 15 or 20 domains. The reason for this is go that he makes it cheap to buy domains and sigh own domains, you know, for, like, family stuff or for business, or sometimes on spec and eso I already owned. Selva consulting dot com on I did this for my last business as well. My translation business at first was called a car. He and I just picked that name because it was a domain name that I already owned here already owned several consulting. But the reason for this actually was my father used to have ah business. He's retired now, but he's have a consulting company called Selva Consulting, and, um, and then I saw the dot com was available. I just got it. And in the back of my mind, I thought, If I do some type of consulting in the future, I can on this anyway for all of you. If you want to get a domain, you can usually do so for quite cheap. And in fact, the place he can look is go to instant domain search dot com and then type in whatever domain name you might want. So if you want Ah, A B C consulting is probably taking. Yeah, here is taken. But if maybe, if you do the f consulting, then see that one's available and you can buy and, um and then it will link you to various places. Or else he can just go to your favorite website. You know, Go daddy, register whatever might be and and buy it there. But this is a very easy way to see what's available and so you can see if you want Teoh get the domain or not. 6. 5 How to Start Out - Website: So the second point is a website, and here, actually, I, uh This is another reason why I picked go, Daddy, because you get very lucky with this. So first of all, for those of you who aren't clear on this, and I know I wasn't at the beginning having a domain and having hosting the website hosting are two different things. And this kind of annoyed me at the beginning when I first started. But if you buy a dot com, that doesn't mean that you have a website already. First, you need to buy the dot com the U R L address. So you own whatever it is dot com. But then you actually need to create a website and that dot com, and that requires hosting. And that's another expense. Usually it's a lot more expensive than just opening the domain. That's why own so many domains. But I actually don't do hosting on most of them because that's the expensive part. Now I'm quite lucky here at actually, because go Daddy actually offers ah free website. And so what they offer here is, um, I can click on manage website and then you can manage it But they offer what's called well , website builder and they offer, I think, up to five pages for free. And so that means that I just by getting the domain name, I actually already get ah, website and I get it for free and I can make up to five pages. I think I only have three on this one. And as you can see, it's pretty simplistic this this design was already here. It's all dragon drop. I can add my own images and obviously my own text. That and that's exactly what I did. Actually. And so here I have a home have been about Paige. All this text, by the way, is very generic. The only here it gets a bit more into detail about what I actually offer. As you can see, translation localization is a big part of it. And ah, and here is something that I started offering to ah declined based on decline that I have now, which will get into a swell. Um, But anyway, what I did at the beginning was I just filled it with more or less generic stuff. As you can see, the stuff I wrote here specialize in small and medium enterprises, interest in expanding internationally discovering new markets. Are you wondering whether how to take blood? Blah, blah, blah, blah and ah, and so here I was able to do all this and this also came with a website. This form. It connects directly to my email, which once again I'll get into the email section. So a lot of it was already made for me, including, by the way, these ah, these images. There were stock images that were already available once again from this ah from this website. But when you're creating a website, their various ways to go about it. But that's why you want to keep the website in mind when you are looking for a hosting company like Go Daddy or register or whatever it might be, because if they do offer a free website even if it's just one page, it's better than nothing. And in fact, paying for hosting and then figure out how to use either WordPress or squarespace or one of those, and creating your website can really be a pain. And at the beginning, if you just want to do drag and drop and you can just do that with something like Go Daddy and it's for free. Then why not That way you don't need to worry about hosting, and you can worry about it later on. If you want, expand or become bigger, but at the beginning, try to keep it simple, and I'm able to do this and provide a website that looks like a consulting companies website. Let's face it, consulting companies will be be to be and so you don't need to worry too much about a portfolio or something along those lines. If your photographer than you do need to worry a bit more about stuff like that, so it will depend case to case. But if you're not in the design profession per se like designer or photographer or something along those lines, then quite frankly, you don't need a very professional website right off the bat, and you can wait a bit to do it, preferably to use your profits from your first couple of jobs to then create a website 7. 6 How to Start Out - Email: the next step is the email address. So the email address Once again I get mine from Go, Daddy. Once again, I have many domains. I have ah, do quite a bit of business with Go, Daddy. And so they provide me with free email address and so actually had a couple free wants to spare. And that's how I got my email address. So right here, you can see this is go Daddy's email account on what happens here Is I actually Ford any email I get to this email address to Ah, my personal email address. So I don't have to keep checking this one. And they offer that as well for free. And, um and so I find that mawr convene, and that's why you can see I have 231 unready e mails here. I've actually read through them and gone through them. But I I did it through my other email. And then when I reply, I just come here and compose it from here. Anyway, um, once again, this is something you need to keep in mind when you are getting your domain names and when you are figure out hosting an email. Try to see if female is included because he will need at least one email address Now what you can do with this email address as well as make it a catch all account. And I like this very much. As you can see. If I hover over here, it says, Catch all account now. This means that any time someone writes to sell the consulting dot com, even X y Z at several consulting or if they misspell something at several consulting as long as it's something at several consulting, I'll receive this email. And I like that a lot because that means that I can do stuff like on the website under contact. I could put contact at several consultant dot com. This goes to the exact same email address, but it looks like they're several email addresses. And so this way you could put info at whatever contact at whatever, um, your name at whatever or whatever it might be. And you can keep getting the email addresses but don't have to set up a separate email account for each one of them. And, ah, so keep this in mind as well. It's called a catch all account, and so, ideally, you can have one, and you can use it 8. 7 How to Start Out - Phone Number: now the phone number is an interesting aspect here. And so I wanted to share a couple things. First of all, my phone number that you see on the website here, you'll notice that it says phone +120 to +596 2053. In fact, it's not written very well. In fact, I might change the format of it. I like it better when you separated out with spaces. But anyway, as you can see, this is a U. S. Phone number. It's the Washington D. C area code. So where did I get this? Well, I got this from Google Voice, and ah, well, Google Voice did was it gives me a free phone number, and so I can set this up as a phone number. And what happens is anytime someone calls this, they'll most likely get unless I happen to be on this website or now I connected it to my Gmail as well. But unless I happen to be ready and available at that at that time, they'll just get a voicemail. They'll call this number, leave me a voicemail and I'll get une email saying you just got a voicemail what it can also do is transcribe it. So, as you can see here, it does a pretty decent job of transcribing stuff. But then you can also play it so you can listen to the message itself. And we have been unable to reach you to complete your firm's free listing. Now, this with spam. So I don't care about this, but, uh ah, I do receive obviously legitimate ah, legitimate phone calls here. And as you can see, I also have messages that I've received. Um, and it also keeps track of the voicemails that I haven't checked yet. Mark, that is checked, actually, because this was also spam. That's why I didn't care about checking it, But on DE So, yeah, this gives you an idea. Google Voice actually is a great service. At least it was free when I got it. I'm not sure if they change because they change things very often, but if you have to pay for it, I think it's worth paying for. Otherwise, there are plenty of other services there you confined, but I think it is important to have a phone number at the beginning. You can definitely lift your own personal phone number here if you want. The only reason I use the Google voice number is that, ah, people might call me from abroad and international phone calls will be at weird hours of the night. And so I'd rather just keep them all to this number. Obviously, you can just use your personal number. It's fine, especially the beginning. Many times you might even prefer that so you can pick up all the phone calls that you received right away. But you should keep in mind that there is the option to do online phone numbers like Google Voice, so this can be quite interesting. 9. 8 How to Start Out - Total Cost: So at this point, you should have a domain name. You should have a website. You should have an email address and a phone number. So yeah, I just wanted to go through the fact that I was able to get my domain name and my website on it with an email address that obviously use that domain name and a phone number that I used just for business, and the total cost was $15.17. Now account this for the domain because the first year you get a domain. They always make it cheaper, since that's a couple bucks. But then, year to year, it's about $15 something. But I get all these other perks with it as well, so I think it's more than worth it, and you can have all of this for 5th $15 So once again, do your research and see which works best for you. But either way, it doesn't have to be expensive. You can still be lean. You can still cut costs, but you don't have to look like you're cutting costs. You don't have to look like the leading entrepreneur that's working out of a coffee shop you can look like a legitimate business, you know, because you are a legitimate business. But you can look like an established business with an establishment and brick and mortar ever you want. And, uh, but it doesn't have to break the bank. 10. 9 Networking - Joining Associations: So now we come to networking. And, ah, what was my advice here? Do sign up for any industry associations organization. Sign up for whatever you can. Whatever it's free. Definitely sign up for it. And whatever you can afford, try to budget it out and see what you can sign up for. Or at least even if you can't afford to join the association's than at least try to see which ones of their meetings you can sign up for. So following along these lines, we should start with signing up for associations, and this is exactly what I did now. First of all, since I'm creating a consultancy that deals with international trade of international expansion, stuff like that and I live in North Carolina, then the Carolina World Trade Association is one of the first things to join. This obviously keeps me in the loop as to what's going on. Also, if people are looking for someone to help them expand internationally, are looking to expand internationally, are interested in it or anything along these lines. Then they're probably going to send someone to the events here. And so I signed up for membership here. They have various types of membership, and my recommendation beginning, obviously, is always Teoh. Choose the cheapest one. And in fact, many times you might want to see if you could just attend the events without signing up at first and attend a couple of events and then see if it's worth it. And if it's really what you want to do because you don't want to sign up for something and then realize that is completely useless to you. So my first was a Carolina World Trade Association, and I also signed up for the World Affairs Council of Charlotte, which is seems to be more or less the same thing. Once again, I did the individual membership, not the corporate one, because it was cheaper and, ah, and here again, I signed up and they seem to have events monthly, more or less, and they have speakers coming. They have, ah, war dinners. Ambassador is in fact, I've seen some pretty interesting speakers here. The German ambassador was there. John Brennan, the ex head of the C I. A. Came anyway. The events are interesting in and of themselves, but once you remembering you attend several events, you start seeing the same people over and over and it kind of gets you embedded into the whole community, which is good. However, all of these, as you notice, are for international affairs, and that's what I do. But if I want to find clients, is this the best place because of my clients, our small and medium enterprises who have not been expanding abroad and don't know how to go abroad? Chances are maybe they don't have much to do with the World Trade Association of the Word the Fails Council. So I need to look into other things, and this is important to you. Want to look into verticals, but also horizontal is you want to look into associations that your clients are part of your potential. Clients are part of not just you. You might be interested in international stuff, and that's fine. If you're a photographer, you conjoined all the photography ah, associations that you want, but you need to find out where your clients hang out and eso if you do photographs of for real estate, say then you want to hang out a real estate functions and stuff like that anyway, so along these lines, I joined well, what used to be called the Charlotte Chamber of Commerce. It's took me a while to find, apparently, the Charlotte Chamber of Commerce united with some other association and became the Charlotte Regional Alliance. But anyway, I joined this. This one was they had a cheap option to join. In fact, sorry, they have a free option to join. So I joined the free option. And so yeah, and hear all the events that that are happening and you can attend. You pay for each event, but as a member you pay a bit less, and here I can meet people who have nothing to do with expanding internationally. But here I can meet people who might be interested in it, but just don't know how to proceed, have no idea what to do. And I can help them along with that with my consultant. See that I'm building up now. One other point was because I already had this idea that I want to do this when I was in Taiwan, for those of you who know me Oh, who follow me on YouTube said. Here's something no, that I were back in Taiwan for the birth of my daughter because my wife is Taiwanese. And then and then we came back here to the States. So why we were there During that time I joined the European Chamber of Commerce of Taiwan because I thought that would be interesting. And also, I noticed a lot of these international chambers of commerce have an option to join for people who are not in that country. So I joined as a foreign company that is not in Taiwan, and it was actually the cheapest option. And in fact, you can look to do this. If you deal with anything international, it could be interesting, even if you're not in the country, especially if you're not in the country, because it's a cheaper way to join. And obviously I'm not going to attend their events, or I will it when I'm in the country. But if I'm not in the country, I can't attend their events, although I could send someone as my representative to attend them. But in the meantime, I'm still part of the directory, and I have access to their directory, and I can, you know, state that I'm a member on all my on the website and everything like that, which, as you'll see, I have now, Um, in fact, here I have membership to everything that I remember off I'll get to these later on, but here I remember the Charlotte World Trade Association, European Chamber of Commerce and the World. The FAST Council has mentioned there. I haven't added the Charlotte Regional alliance yet, but I can add that later on anyway. So you get a general idea. In fact, I want to go a step further and show you how plausible this is, Especially if you're doing dealing with anything international. Let's start by searching for the Swiss American Chamber of Commerce. Um, I'm Jim Switzerland. Here we go. And I remember looking at them earlier, and I think this is a case. So if you want to join you click on here. And as you can see, the Swiss dollar to the swift Frank to the U. S. Dollars about one toe one these days. So 2600 eyes pretty expensive, but already individual membership isn't that bad. But here U S members based in the U. S. It's actually a lot cheaper to join in this in this case so I could join for 95 bucks. Um, as ah for individual, uh, membership now here says only for employees of member firms. So this might actually not work for me. But what I could do is, um, U s domiciled small firms with up to five and police. That would be me. Exactly. I could join there for 200 bucks. This is probably what they mean. So this is the cheapest option if I'm not already part of a a member firm, which would be 200 bucks, which isn't cheap enough that I'll join for no reason. But if I have a client who is interested in in Switzerland or anything along those lines, this could actually help. And I could say, Well, I'm a member of the Swiss American Chamber of Commerce, So just keep things like that in mind. Very often, you conjoined chambers of commerce, even if you're not physically in that location, 11. 10 Networking - Attending Events: So the next thing I mentioned was to attend events. And ah, once again, you don't need to sign up for associations necessarily to attend them. And so, in this way you can attend one or two events and see if they're worth it. And maybe if you do want to join association, you could do so later. Some events there are have nothing to do with membership, and they're just events that are occurring somewhere in town somewhere around, and so they could be worth looking into. Some won't be worth it at all, and some will be worth it. I attended an entrepreneurship event at the local conference center, which was for entrepreneurs, and it turned out to be completely useless once again. Any time I see entrepreneurship now, for me, it's almost a red flag because this was full of people trying to make speeches, selling their book, selling their program, selling their courses and telling everyone you can give up your job, your 9 to 5 and you could make millions by working online, passive income, etcetera, etcetera and generally not all the time. Obviously they're there many legitimate ways to do stuff like that. But generally, my alarms bells go off when I hear stuff like that, because many times very many scams are involved. I won't get into the details too much of that. But anyway, events can be good or bad, but you should try to attend them regardless. Just he can get an idea. Let me show you. Hear what I have in Google calendar? So I have this. It's on the fourth Sunday for Saturday. Sorry of every month, basically before the end of the months I looked through and, uh, try to plan the next month, and I have. So this is what pops up. And so I look at events of stuff that I'm a member of, but also other things. World affairs, Charlotte, the events, events, events. Basically, what's going on for my oma mater for my any for inter nations. Basically, anything that I could be have possible interest in that I could attend. That might be somewhat of interest, even in Savannah, even though that's far away, there could be something interesting upstate internationals for South Carolina State, which is not my state, but still. And in fact, I am. This weekend I'm attending an event in Atlanta because I found it through one of these. In fact, it is here global Atlanta events. I found a having a World Trade Day in Atlanta, and so I'm going to be attending that. And so every month, as I said, I sent my calendar for the month by looking through all the events that are being listed through all these links, these air links that I found just basically Googling around, and I've built off of it in the meantime, and you know, any time I find something new that might be holding events, I added to this list to check every month. And this is how I make my schedule for events for the month. And that way I can make sure I'm always attending something at least once a week. And that way I can kind of build my network and first of all, be seen around town. And once you start seeing the same people in different various events, that's always a good sign. Plus, just to get your name out there, it's very important to do. So now you'll notice what's missing from here. I don't have any meet ups. As I mentioned meet up dot com to me is something that I'm not interested in right now because I find that it generally I mean, I'm very interested in it if it's something like language exchange or something along those lines. But in terms of business, I found that it's a lot of entrepreneurs, but more entrepreneurs and things along those lines. And ah, and so I don't do that. I will do stuff like Inter nations. Inter nations is similar to meet up on DA. It's very, um, very informal. But again, Oh, I'll attend their events every now and then and treated informally as a place to get drinks and chat with people. Because if you're trying to push your business, there doesn't work too well. I don't think anyway, this kind of gives you an idea of how I set up my schedule and I have this, plus the associations that I remember of that every now and then organize things that are impromptu or at the last minute and ah, in this way I get to embed myself in the community and find events that could help my business 12. 11 Other Methods Email(1): so in terms of other methods of getting clients Ah, the main one or the 1st 1 we should talk about, I should say, is cold emails. Now, cold emails can be very useful. Of course. Here, you're going to be working the numbers. What you're going to be doing is be sending out emails that are not asked for to basically random people. You can target it a bit and we'll get into that. But you're kind of hoping, though, that they need your services at this time, and you kind of see what they respond. So this means they're gonna be sending out a lot of emails and hopefully you, ah, don't make people mad. And that's a big part of it because and that's why also, you want to target people who might potentially need. You're not just random people. Now you might think, OK, I just joined all these associations and I just on all these clubs, chambers of commerce, etcetera, they all have directories. Whether and I just use those e mails and contact them, this is definitely possible. However, you probably don't want to do that at least at the beginning. First of all, If these are people who are members, associations and these chambers of commerce, you probably get in touch with them at some point, especially if there are people who could use their services. They will find a way to find you. You'll find a way to find them. And so e mailing them out of the blue probably won't help all that much. Second of all, though, you really don't know how you're gonna sound, especially at the beginning. You don't know if you're going to sound, you know, very spammy if you're gonna be targeting the wrong people or if it's just gonna sound awkward or whatever might be. So you don't want to risk ruining your reputation or being the guy who spams everyone or something like that right off the bat. So I would hold off on the cold emails to members of the associations that you're that you're a part of, and rather try to find other methods of doing it. So here's what I did. I actually started targeting other cities. I'm in Charlotte, but I started targeting cities that were around me like Atlanta, Nashville, Charleston, etcetera. Because then I figured OK, at least If it does come off bad or Spammy or something like that, I don't risk ruining. You know my reputation in Charlotte too much. Luckily, most of the response. As I said, most people did not reply. Ah, but the few replies I did get were actually quite positive, so I knew I didn't come off its to Spam or anything like that. 13. 12 Other Methods Email(2) Where to get the emails: So before I get into the emails themselves, I wanted to talk a little bit about where you actually can find people to contact and eso. One of them is manta dot com. You might have come across this or not. It's a great directory, basically for small businesses and here you conspiracy by whatever country or whatever city you're in, and ah, and use that location. And then you can use this to find whatever business you might need. Another one is S p a. The Small Business Administration, and here is Well, you can use this in order to, ah, find whatever businesses in whatever industry etcetera, etcetera on whatever location. Now there are other companies that you can use. There's Hoover's. There's D M B. Ah, but those as far as I know you need to pay, so it might not be worth it At the beginning, you might want to try other things. Of course, if you're looking for potential clients outside the U. S, then these might not help as much, since this is a government agency of the U. S. And this one is Ah, as far as I know, it only works in the U. S. I've never tried it for different countries. Unfortunately, here every country kind of has their own directory, and so it will depend from country to country. So I would try to figure out what they use in whatever country might be. However, another excellent source is linked in lengthen is obviously worldwide, and it's a great place to actually search for potential clients. So Lincoln is great because you have obviously you have your own network, which you can use. But if you want to search, you can also just search for people jobs content. So you can search for different types of people here. And ah, it will show you, Ah, my connections. People who went to the same school, etcetera or, um, what you can do is here you can change to a different company. I've never worked at Wells Fargo, but I can search there and you know, I could do first or second. So maybe people I'm not in touch with but that are in touch with someone I'm in touch with , etcetera, etcetera. Anyway, here. I just put in Wells Fargo and you already get a big list of people and you can try to message them, so lengthen can be excellent as well. Um, and anyway and you can find your own source for finding people for finding businesses etcetera, etcetera in your area, in your industry, in your target industry, whatever it might be. 14. 13 Other Methods Email: Your Email Account: Okay, So now you want it to email people and you are finding the email addresses. Maybe you're finding a bunch. Maybe you're finding 10. 2100, 200,000? I don't know. Whatever it might be, you need to email all of them. So how do you do this? They're a couple of things to keep in mind. First of all, what I would do if possible, is to get a second email address. You might remember that my domain name itself a consulting dot com. This is all attached one word. But look at this email address cell, but dash consulting dot com. So what? I do this. I'm not sure that it's necessarily needed, but it seems to help, At least from what I've heard that you should do this when you're sending out of a lot of emails when you're sending out sales emails, marketing email, stuff like that, you're basically gonna be sending more or less the same email to very many people. And what could happen is a lot of them decide that it's spam and especially if it sounds kind of spammy at the beginning and they'll start marking span span it Once your email, I just gets Mark spam enough times It starts going into people spam folders and that can. That's not good if you're trying to run a business with a certain email. So what I've done is I've set up this domain with this email address as the one for my marketing. Again, I try not to think about it spam, because I really don't think I'm spanning people. I'm trying to find people that I can add value I can help them out with. And, ah, and to try to get in touch with them. But however, I'm still covering all my bases by adding this dashing, getting a different email address. So maybe look into how viable this is for you. Once again go. Daddy made it easy for me because I just needed to buy the domain. And then I was able to get the email address, etcetera, etcetera. So but look into what's feasible in what could work for you, but I would recommend maybe looking into getting a different email address. Ah, different domains. He can use a different email address for when you're sending out marketing emails and sales emails 15. 14 Other Methods Email: Write the email: Okay, So you have your email. And so what do you do now? So I basically created template and I can show you mine. Obviously, it will really depend on what? On what you want to send what you want to say and what makes you sound? What makes you feel more comfortable? I should say, because a lot of people sound different. A lot of people prefer to sound mawr more formal. And, ah, lot of people other people want to sound more colloquial and more friendly. I tend to be a bit more of the formal side, and so my emails were gonna reflect that, so I'll just go through it quickly. Here I have. Hello. And your usual put the first same or first name and last name whatever might be, I'll say like something like, Hello, John Smith. Um, I just tried to google your contact email address, and this is what came up. Uh, and I go on to explain what I do now. I won't get into it too much because this will be different for every single person. I think what helped here because, as I said, I've been getting decent responses from this is Ah, just sound natural, I said. I just tried to google your contact email address, and this is what came up. I hope it's the right place, blah, blah, blah, blah, blah. And then I get into it. And if it's something they're interested in, then hopefully they're interested. If they see expanding abroad and that peaks their interest and hopefully they're interested and we can see you know otherwise, not in no hard feelings. And so far, as far as I know, at least there haven't been any hard feelings, and it's been fine. So what I would recommend is setting up a template like this. And once you have this template, then it's very easy to access. And every time you need to email someone, you can just add the name here and ah, and send the email out. What I like to do is actually schedule, so I will set one time a week. Worst start scheduling all that weeks emails and maybe send 10 a day or something like that for the next five days. 10 a day, 20 day, depending on how I mean how many emails I was able to collect, and I decide which day I'm going to send it and ah, and then I send it off 16. 15 Other Methods - Cold Calls: So this brings us to the second point here, which is cold calls, cold calls. Ah, a lot of people are gonna disagree with me here, but I think cold calls are basically dead this year 2019. Apparently, the FTC said that they're going to beam or spam phone calls than regular phone calls being sent across phone lines. So and I mean, this is cellphones and landlines, or whatever it might be. So I really think cold calls these days are they're basically becoming a thing of the past . And I'd say people who might disagree because I know there are plenty of people very much stand by phone cold calls. I've never had much success with them. I've never been very good at them on I dread making them, so that could be part of it. But on the other hand, when I receive a phone call, if it's like number that I don't recognize, chances are I'm gonna let it go to voicemail, and I'm not gonna bother replying. And I think quite a few people are that same way, especially small businesses. So you know it might depend who your target client is or something like that. You can look into making cold calls, and for that you can collect a phone number the the same way, By the way, use the same websites. Collect those numbers and you can start calling them. Unfortunately, I can't speak out of my own personal experience because I don't do it often. And like I said, I haven't had much success. But a big reason for that is I do think that they are slowly, slowly dying out. 17. 16 Other Methods - Cold Calls Tip: One method I will mention with cold calls is one that I've heard from from someone who is in sales and does cold calls all the time. He was telling me because I told him I was like, How can you stand to make cold calls all the time? Because I hate that. And I hate having to make them and you get rejected right away and you feel like a bozo, etcetera, etcetera. And he said that actually, he doesn't shoot to get sales. When he makes cold calls, he said what he's like, What I do is I shoot to get rejections and eso. I know that once I get, say, 10 rejections, then Aiken take five for a break or something like that. Once they get 20 rejections, I could go out for lunch. And so I just shoot to get my number of rejections and my quota of rejections. And that way I can get it done and over with that way. Ah, if someone rejects me, yeah, I feel bad. But then I know I'm one step closer to my lunch or something along those lines. So I thought that was interesting. So if you are making cold calls. That could be a good way to go about it. So you don't get to demoralize because, quite frankly, cold calls. Once again, it's a numbers game, but you're dealing with people face to face. You're dealing with secretaries, administrative assistants, gatekeepers who don't want to let you through to ever you want to talk to, and when you do get through, they don't want to deal with you. And so it can be pretty, you know, depressing, demoralizing. So Ah, that can be a good method. In that way, you're shooting to get rejections, and if someone doesn't reject you well, all the better. You might have made a sale, but you still need to get the X number of rejections before you can actually take your break. Or give yourself some reward that you can get after X number of rejections 18. 18 How I Applied This: So here I want to go through the process of how I ended up finding a client and hopefully in a way that can help you find your first client from pretty much from scratch, once again taking into account everything we've learned so far about not, you know, acting like an entrepreneur and then being more like a business and the various steps detail. As you can see, this was the email. This is standard email, which I kind of tweak the every now and then over time. But it's the email that I showed that I that I would send out on this one of responses I got. As it happens, I'm involved. Another venture were considered markets. In addition to the USA Can was scheduled time for a talk tomorrow Friday and basically cause I contacted this guy for one company, it turns out he had another company that was interested in exporting. So we scheduled to talk and we talked. It turned out that this other company ended up not having enough funds, and so things were, you know, kind of put on hold their put on hold, but who knows for how long? So anyway, that kind of didn't work out. Look, the vast majority These email I sent out, I get no response. And sometimes I get decent ones like this that you kind of follow up on. But even there, that doesn't mean it always work out. Technically, it's still on hold. Something still could work out. But, you know, for now I'm not holding my breath. Then there was another person that I met at the Chamber of Commerce in the Region alliance and who was interested in finding a partner in another country. And so I said, Yeah, sure, I can do it. And I followed up saying, You know, we can do this, That and that. And then I never heard a response. And basically, you're gonna get those two right. You're going to get people who want to sound overly optimistic or for some reason, or another think, you know, say, Oh, yeah, I can totally do business. I can totally do this, totally do that. And in the end, nothing works out. So that's sort of what happened here anyway. Later, I also got another response, which was this one. Once again, this is a standard email that I sent out and then here I got thanks for the email. I think it's worth having a conversation. Our company's growing rapidly. Bo blocks. We schedule the call for the middle of the following week and and we talked. And so what happened here was this person is based in South Carolina manufacturing certain things and basically got got contacted by some people in Europe and who were saying, Hey, we'd you know, we'd be interested in buying your product. Is there any way to buy? But they didn't really have a way to send it over there. And he's like, Look, we're really busy. Things are going really well, but we don't have time to look into this, But yeah, it would be great to export abroad if we could if someone else is willing to do the legwork . And so that was a situation I was given. And so my decision there was like the best way to get this job is to solve their problem. Okay, Their problem is basically they have a potential market in Europe. It looks like they have people who could be interested who are interested, but they have no idea how to, you know, there are small business. They have no idea how toe export, how to set up something to start exporting the product and to find a partner like what they need to do and how they need to do it. I was like, I'll solve all that for them. I'll figure out a way now. Where I started was because I'm in North Carolina. I know North Carolina. They have certain, um, government and non government associations that offer incentives because they want to increase exports. So I did the same for South Carolina, started getting touch with people, and in fact, I got bounced around a lot. So this person I contacted was, I think, the trade partner Department of Commerce or something of South Carolina people kept referring me to someone else. They would talk to this person, talked to that, talk to that. And so here. I just want to show you that one of the emails, I think the one that I finally got a decent response to was Are you always referred to you by so and so, ah again they, you know, got bounced around by people and basic. I'm writing regarding the manufacturing bubble butt, and Ah, and from what I've heard, South Carolina deal. See, the Department of Commerce offers quite a bit of export assistance for his company. As I was curious to see what resources might be available, my company would not want to spend too much money to export abroad if they don't know yet if it's gonna work out. And so I wanted to see what was available. It turns out there's actually quite a bit available. So anyway, let's go. This is the response. It's like Thank you kind of free email is good. The Europeans are interested in blah, blah, blah. They have a variety of tools, but why was most interested in was not the gold key. What was it? Dane sent this program companies which qualify my apply to the Incentives program, which provides grants to exhibit at international trade shows. So here I want to show you more of this, this incentive program and, more specifically, the step program, which is what I found the state trade expansion program. And I was like, OK, this perfect is exactly what I need, because this covers all their costs, including hotel costs, airplane costs, you know, getting all their marketing material, including translate like it. It does all that stuff. So, yeah, that's what I looked into. And this is the reply that I sent to the client in the end, on dumb. I kind of want to show you the meat of it, because I want to show you how basically are outlined it to sort of solve their problem. There are several trade shows throughout the year that might be of of interest. And so here a list my suggesting what to do. Apply for this step program. If accepted, your benefits could include support for attending and basically include airfare, hotel exhibition, cost for two employees and they use a straight as an opportunity to connect with potential distributors. Like I mentioned, I'm from Europe originally, and so I'm pretty confident I can find a good distributor for them. But here I outline exactly what they would need to do. My my Matt said here is to make myself available for as little as much of the process. And here I can help you apply for the program, sign up for the trade fair, prepare all the materials and set up, including translation. Obviously, contact potential distributors discuss what these distributors can accomplish. I let them make sure they're good and decent and help with any ancillary activity as it turns up. And then I say, if my expenses are covered, I could accompany you to the trade for it to assist us. Well, I kind of hope they don't want to do that handle we're seeing. It looks like they won't but because But I wanted to offer just, you know, just so I can offer everything they would need. But obviously, I say I can work on several steps leaving the others to you. So yeah, basically, I wanted to show. Look, this is an outline to solve all of your problems. I basically wrote up a plan for them to export to Europe and, yeah, they were applied. And then they're interested. And that's what's exactly what's going on. Now we're proceeding with this. I just wanted to show you, you know, my thought process, how to understand what their issue was their problem, the thing they want to solve, and then find a way that I can solve it for them as much as possible without being part of the company. And this is before getting paid anything. This was my email to them to ask for a mandate, basically, but I wanted to show them that I could solve their problem. And that always helps a lot rather than showing. You know that you're the best person for the job, that you're so qualified that you have a good resume, solve their problem for them, you know, and say here, I solved it. Okay, let's get working. 19. 19 Did I Make a Mistake?: Now I want to address something that will definitely come up. And, ah, which will be like, Well, here. You basically solved all the steps for them so they could actually say, Oh, thanks for that. And then never get back in touch and do everything themselves. Now the two reasons why I don't think this is too much of an issue. First of all. Like I said, he said they were too busy now and couldn't handle it. So they probably don't want to deal with all this stuff. They rather have someone else deal with it. First of all, second of all, if they're the type of person who would do that, you know, And, um who would kind of be seeking about it be like, No, thanks for not interested, but then do it themselves. Well, they're probably not the type of person I want to work with, and that's a pretty good litmus test, you know, because even if I did get their work, then later on, they might try to be sneaky about something else, and I'd rather be open with them and maybe they don't want to pay me for everything. And that's why I said I could work on several little steps, leaving the others to you. So maybe I help just with its first part. And then they take care of the rest themselves or something along those lines. And I'm happy with any of that stuff. That's why I think in general it's best to provide to be a bit too transparent. They're not transparent enough because, quite frankly, you know, if I had done the opposite, said Aiken, totally help you. But I'm not going to tell you how I can help you because I don't want to tell you it until you pay me. That never looks good. If you're going to make a mistake, try to be a bit too transparent, did not transparent enough because it is a lot better in the long term, also for your reputation and everything. By the way, this is still a government agency that they would have to do for to apply for the step program. And as I saw being thrown back and forth with all this stuff, like, you know, government agencies, there still government agencies and they can be a pain to work with, and so chances are they want someone else to deal with so they don't have to do it themselves. 20. 20 Conclusion - Solve their Problem!: so hopefully you found that useful in terms of treating your business like a business and not like a startup and not treating yourself like an entrepreneur but like a really business person. And just to recap briefly Ah, I started off by showing how not to be an entrepreneur, er, and then went on to explain more in detail about how to treat your business like a real business and act like a real business person, and then finally ended up with a case study, a personal case that they were. I just happened to apply what I've been talking about and happened to apply the same principles and in order to make that work, and you can see how I use them in order to set up a business kind of get established and make contact with the client. And then you saw through this personal example what I did once I met the client, which can basically be summarized as solved their problem. And in fact, that's pretty much my m o my modest operandi. What I tried to do when I have a prospective job, I have a perspective client, something along those lines. I tried to solve their problem. And I find this is extremely useful no matter what industry, no matter what your profession is, what type of entrepreneur, freelance or whatever you might be if you have a potential client, especially someone who is very important to you. If you show them that you can solve their problem, then it puts you way ahead of anyone else, much more than showing your qualifications or your resume, or that you're a great entrepreneur, serial entrepreneur. Anything along those lines just solve their problem. The only reason they're higher you, especially this another business. It's because they have a problem or an opportunity. You know something that they need to solve. Basically, they want to expand, or they need to deal with new costs where they need to do this or that or whatever, figure out what it is and find a way to solve it for them. And so and this has been my philosophy for a while now. In fact, I used it back when I was sort of in the corporate world as well. Uh, I remember men. In fact, it was more than 10 years ago because right after grad school I was applying for a job in Shanghai that seemed very interesting. And I did a phone interview with them and they said, Look, you know, it might be okay, but you're not here, so we can't vet you and we don't want to fly. You know, they were kind of it wasn't a big company. They're kind of starting often. So they kind of made it clear that I was in the States. They were there. And so don't call us. We'll call you kind of thing and they're not gonna call back. So and I remember I had been discussing it with a friend. I was like, It's too bad. It sounds like a really cool job, blah, blah, blah. And we've been talking about a certain point. He says, Why don't you? Just because I said they need to do this and that they're trying Teoh, you know, expand and do this in that market, and he's like, Well, why don't you figure it out for them and show them that you're the right person for the job ? And so that's what I did kind of spend tonight, had a couple beers and kind of just rode up a whole plan to do the expansion that they wanted to do and send it off to them. Said, Look, if you did hire me, this is what I would do. And sure enough, I think, like 23 days later, I got a job offer from them, and and so, yeah, I'm a big believer in this and I think it works really well. By the way I ended up, I didn't end up taking the job. It turns out that, um, Shanghai is a lot more expensive than I thought, and so when I started do the research, it actually wasn't really worth it. But I was always that always stuck with me the fact that I was able to kind of solve their problem and they hired me like that. And so that's why I always tried to do that. Try to solve as much of the problem. It's possible now. I understand all of your in different industries all of your different types of entrepreneurs and businesses and stuff like that. So what I said cannot apply directly to you like word for word, but hopefully you can use it as an inspiration in order to find out what the problem isn't find a way to solve it, no matter what the issue might be. If you're a designer or ah, if you are work in marketing or in law or whatever might be, try to find this perspective client, especially if it's a client you like to work with. Then try to find out what their main issues are, what they would be hiring you for, what they will be working with you for and try to solve that. And that will take you a lot farther than many other things once again, then just a curriculum, earlier qualifications or anything like that. And understandably, you don't have all their information so many times you don't know what their income is, what, how much of a budget they have for this and that. But you know what? You can find out what say the industry averages, or you can make it educated guess or whatever it might be. Use that, and if you're able to use that, then they understand that obviously you don't have the right numbers, and so it won't be exactly what they need. But they also know that if they hire you, you can apply the right numbers, and you can do it like that because you know how to do it on. Anyway. All that to say that I hope I showed you through the example is that if you can find a way to solve their problem, that will really help. In terms of showing that you know your business as an established business, you know your business, and so you can work for whoever the client might be and or whoever you might be working with. But you'll notice one thing that I did not bring up in all of my communication with the prospective clients or with anyone else that I was talking to was that I was an entrepreneur or I was a startup or anything along those lines, because that just doesn't help unless you make a name for yourself by being just that, like, unless you're Gary V or, say Tim Ferriss or Peter Thiel, say, then being an entrepreneur is not really an advantage usually means you're fiddling around with APs and that you'll either being a new industry in no time because of some pivot or change or because you're your endeavor didn't work and you have to try something new. Or maybe it did work and suddenly you sold it to some other companies. So that's you're not the person to contact anymore, or you had to change around because now you're managing this other part of it or anything Anyway. It usually means there are a lot of changes that are gonna happen. And if a client a perspective client, wants to work with you, they usually want stability. They want someone they could rely on, and being an entrepreneur can really muddy up the waters in that sense. And I don't know if I mentioned it, but I have literally been told by people that I work with, and you know that I've worked in the same circles with saying, Oh, I don't want to work with that person because he's too entrepreneurial. It is a thing that, after a while, can get under your skin, especially if you're looking to run a stable, long term business 21. 21 - Extra Lead Generation Walk through: so here I wanted to show you a bit of a bonus. Now I'm going to show you a couple companies that I work with and I don't endorse or recommend or anything, any of them. I'm just showing you ones that I work with, and I just want kind of want to show you what's out there. I'm sure there might be better ones out there. Worse ones out there. Stuff like that, in fact, before, for a while is working with this other program called Lead Views, which I think did more or less everything I want to describe to someone. But I couldn't figure it out, and this one is divided into two companies. But I just want to show you what's possible out there. So this is for those of you who kind of want to follow the steps that I've said before, but have ah, let's say more money than time. Ah, you know, you have more money than time. They're very Sue's. He can spend it not all that smart. So again, I'm not saying this is smart or not, but this is something you can do because obviously you're going to pay for these and I just started using the recently So this is just what I've seen so far. And I'm absolutely not an expert. I just want to show you what's out there. So this one that I'm using here is called Get Prospect is what's called lead generation. And, ah, what you do is you plug in all the ah criteria, and then it spits out a certain number of leads. So here you convey your list of names. Say, Yeah, USA marketing director's position if you want whatever countries you want and ah, you can say the employee count how many employees he wanted to have the industries and hear stuff pops up. So if you put like financing financial services and stuff like that, um, and then here the h Q. Which countries in which cities you can choose some company domains if you really want to make it specific or the company names. I haven't done that, um, and then and then the amount of leads you want, the amount of results basically that you want, and you can pick how many you want and then find and save the list. And so, as you can see I've tried a couple of these, and, uh, I've done, uh, different, you know, in the financial world, legal and so basically legal would be in legal services. Let legislative office while practice judiciary. But I think a jury Deka Services That's every student. Deacon Glebova. So all these, um and so all the companies and names that it spits out will be in these industries. And so then these air, the legal leads, let's say, and people like contact. I'm not gonna click on this. I don't want to show specific email addresses and all that. But what? What it does spit out of his email address is now, at least in my experience, it seems like probably 70 to 80% of the email addresses work out the other 20 to 30% of bounce backs. I don't know if that's a good rate or not, but, you know, that's what's gonna happen. And so how many do you get? Well, that depends on you. So let me see here, I guess. Yeah. And so you can try it for free and you get 100 discovered emails per month so you can try it and see. Ah, how that works out for you. In fact, that's what I did. And it seemed to be kind of decent at that rate. And so I upgraded to premium for 1000 discovered emails per month. And that's Ah, 29 months and always see they have all these other plans. So basically, every month I can search for 1000 emails and and see what I get now. So what do I do with these emails? Basically, like already showed you, you have that standard template you can send out. That's sort of what I do. But I found another program that sends these out, and this other program is called quick mail. At least this is what I use again there many others. But you can see what you want to use. And so I want to go through this quickly. So here actually clicked on Ah, Prospect list by mistake. I don't want to show the prospects, but I can show some of the companies here, I guess, But this is how it works. Once you have your prospects here, the 101,000 whatever you can, then download them and it lets you download them into excel basically and spreadsheets and excel. And then you can decide to import them, and you import them here by clicking this. In fact, when you import it, the list here will say on the top, first name last name company named blah, blah blah. And so you specify that when you imported, they actually make it quite easy. And ah, and so everything's divided correctly. So now you have all the email addresses, and then what you can do there is. You set up different groups, that's you. See your whole bunch. I was kind of experimenting around with it, so basically I can import the prospects. And then I use This is the name of the spreadsheet that you actually do it from Google docks and then imported them into whatever group. I use the same name because it makes my life easier. Otherwise, it's way too confusing. And ah, so the group here, like, say, Selva 2019 right? These are basically the same prospects that I would be contacting for my example and ah self 2019. Then what I do is I go down here into okay, a sequence list and then I have a 27 2019 sequence. So let me click on this to show you what this means exactly. And this is the email sequence. And so this you'll recognize is basically a standard email that I was sending put Prospect first. Same prospect. Last name. You put this and detects it from the document that I uploaded the first and last name. So it'll say hello, John Smith. And it doesn't automatically for the hundreds of, ah different emails that I got and then, ah, then it sends this email. Obviously, it sends it from my email address. And like I mentioned before, you set up a second email address to send these emails that obviously I use my second email address for for this as well. And so you sent out this email and in fact, here I should show you because I'm not using it to its full potential because here said, Step one Variation one. You can add a whole bunch of other steps. Fact you can add email variations, a B testing and all that. I haven't even tried with that and frankly, don't understand it too well, but you can add other steps and what this means is that you send this first email out, and if no one replies, then another email gets sent out whenever you want, say, a week later, something like that. And then if normal replies another email you can do upto. I don't know what the Limited say, like six emails or something like that, and Ah, and keep sending emails and you'll receive these now. Obviously, when you do that, you need to give it a non option to opt out because it's illegal not to. And here, in fact, it it lets you do that. I only send one email out, so there's no need for that. But I think here, let's see if I try adding that I think that, yeah, if you do not want further emails from me, please click here and then it will have the version to opt out out of, ah, future versions of the email. So basically you able to do quite a few things with this, and then So once you've written out these emails, then what you can do is go to schedules and now here have been experimenting and doing a bunch. As you can see. Ah But you can basically say from this group of email addresses, put them on this sequence like the Selva one Onda with however many emails and then just started off. And so, you know, on whatever day, whatever time it starts would say 20 emails and or, you know, 10 or 60 and then it's from this group on this sequence, and then it starts. And so what this does is it automates all your marketing emails? As I said, I've just been trying this out. It seems actually kind of decent. Just because you're really working the numbers for a lot of this stuff and, you know, with cold emails you're really working the numbers. And, you know, if you get one response out of 100 it really sucks to write 100 email so you can use stuff like this to, ah to automate a lot of that. Of course, you have to pay for this one to you have to pay. Let's see, there we go. Billing plan here, too. They have different versions. You have 49 per user from on 69 per user per month or sleep plan. Ah, here you can pause the plan and in fact, because I had originally bought this a while back and then I wasn't using it. So I put on sleep, and now I reactivated it so you can see which one works best for you. Now, as I mentioned there, many other programs you could use that do similar or the same stuff. In fact, there might even be better ones. If you know of one's feel free to let me know. This isn't definitely not a strong point of minor anything, and that's why I'm just putting it as an extra. But I just wanted to let you guys know that something like this does exist, and so you might find a useful if you want to try to send out a lot of emails and you're willing to pay the price for it. 22. Course: Thank you: thank you very much for taking my course, and I really hope you find it useful. And please feel free to check out any of the other courses I offer as well. As you may know, I'm a freelance translator, and I also run my own translation agency. So if you are a translator, keep in mind that I offer reviewing services for resumes and CVS as well as online profiles . I also offer one on one consulting. You can access either one of these services by going to the length that you see on your screen now or also by checking them out of the resource document you'll find at the end of this course. I also have a book called How to Be a Successful Freelance Translator, and the third edition is available now on Amazon. You can access it at this link here, and this as well will be available in the resource document. Otherwise, thank you so much once again for taking the course, and I would love to hear any feedback that you might have