How To Get Clients For Free

Hi, I'm Dominica Lumasar and I'm Rory Carruthers. We help entrepreneurs develop their big picture business strategy. In order to break through growth plateaus. We built several marketing agencies from the ground up, and I've helped our clients earn over a billion dollars in revenue. Now we want to share everything we've learned along the way. This is the big picture business podcast.

We're bringing you the big picture business podcast this week. And we have a pretty cool topic where he actually brought this topic to me a couple days ago, and I thought, yes, this, you're gonna like it, I think it's gonna be valuable and really helpful, because we're going to talk about how to get clients for free. And I know that, I mean, you guys have heard us talk about how much we love online marketing and the strategy. And we get nerdy about software and tech related stuff.

But at the heart of every online sale is another heart. It's an actual person on the other side of the screen. That's like buying something from you, right? And I think that in this digital world, right now, we can forget that sometimes we're just looking at numbers, what are the numbers today? But really, those

are people, right? Just like you and I are there people on their side, we're going to get back to some basics here on today's episode and basics with a twist, because we're going to talk about how to leverage your brand online, but also on a humanitarian level. And how to really reach people in the correct way and truly how to get clients for free. Yeah, and transition yourself. So that clients want to work

with you exactly. And so that you're not having to, to spend so much time and energy trying to get these clients to say yes to you, or running ads and spending money that maybe you didn't need to spend. And there's nothing, nothing wrong with running ads. In fact, you have to run ads. But if you have proper systems set up and you recoup that money as part of that process. That's exactly that's one of the things we're going to talk about today. Mm

hmm. So for those of you that don't know if this is your first time hearing us, Rory has an unbelievably successful book launch business. And we're going to talk a bit today about creating a funnel. Okay? And I don't I don't want to lose you guys with that word. Because I know sometimes people hear the word funnel, and they're like, Oh, that's over my head. No, no, no, no, just hang with us here. Because there's so much good value and ROI. I'm gonna let you Emily, take it from here.

Okay, so yeah, so, so we do book development, book launches, and then book marketing as well. And as part of the book marketing, this is after you've got your actual book in hand, what do you do with it, because so many people, what ends up happening is they write a book, and they, you know, they put it out there, and then they have no marketing systems behind them, to tie it into their business to use it as a use that book as a tool to get

new clients. And so when I'm having an initial call with a potential client, one of the things I talk about is book funnels. Because it is, it is one of the strategies that we use to get clients for free. So to understand what a book funnel is, like, go back to the very basics is just a series of web pages that are connected together with a shopping cart, and it sells your products. Well. Yeah, very, that's a very simple definition. There are more

details, details to it. You know, but if you understand that, then you understand. And if you've, if you've bought anything online, whether it's through, you know, Amazon, or you know, any of the major retailers, they all take you through a shopping cart process. And as part of that process, they usually offer you other things, the upsell.

And then that is essentially a funnel, we just, we sell something low ticket up front, in a book case of a book funnel, it's a book, it's a low ticket item, meaning about $20 or less. Okay, now you don't have to use a book, you could use a product that is $1 $1 $5 $10 $20, all in that realm, low ticket stuff.

Now, the thing to remember, there, there's actual studies that have been done that that show that a customer is nine to 10 times more likely to spend money with you again, than someone who just gets something for free from you. Yes, we do

offer free things. But the sending them into a customer level is where we want to get them as soon as possible and at a low ticket rate, because once they're in as a customer, anytime someone pulls out their their card, they're making a micro commitment to you, even if it's $1. And they become a

customer. And you're able to then take that relationship and ascend them in your business to the level that you want them to be at whether that's, you know, eventually buying courses from you, or, you know, doing group coaching, or one on one coaching or, you know, private events, whatever it is that your business looks like in your model of where you want them to take, take it to that higher ticket level, that's how you do it is by starting on the lower

ticket. And now the whole goal of you know, a low ticket funnel, or in the case of you know, what we've been talking about a book funnel is to put $1 in, in ads, or promotion. And on the end of it, you breakeven, I

call it a breakeven funnel. So they buy as part of your sales process a few of your products, and on average, you put $1 in, you get $1 back, sometimes you put $1 in, you get $2 back, sometimes you put $1 in, and you get 80 cents back, but on average, you're looking for $1 or dollar, you know, put $1 and

get $1 back. So if you put $100 in, in marketing promotion, you get $100 back the key here, and why it is so such a brilliant thing is that any time you market to that person, again, through your email list or through, you know, whatever forms of communication you use, you get to offer them your products and services and don't have to pay any other marketing costs. Mm hmm. That what is what makes the whole funnel system work and why it's such a valuable tool as part of your

business strategy. So that's the the high level overview of a funnel, Dominica. Yeah. What? Where would you like to go from there? Do you have questions about?

Well, it's just saying, what I love so much just about having this conversation with you is that I know how effective a funnel like that is because Rory actually built one for me. So I have written a book One moment, please. And then that's me. If you're watching the video, you can Yes. If you're watching the video, you can see my book right here. Right empower business owners guide for leadership and success. And yeah, empowered book.com Thank you. Yes, the in your free

copy. You can get your free copy. And here's how here's how we set up the funnel for me. And for this book. It is the free book, you get the book for free and I ship it to you, I sign it for you with a little custom notes. I check out your business and see what you have going on. And then all we ask is for a little bit of a shipping fee. So it's a free plus shipping offer. And yeah, and and the way the way that Rory set it up, I mean,

it converts like crazy. This book came out in July of last year and what does that July 2019 on my 30th birthday. You know, it's funny side note, I forgot how old I was this year. But then I thought about the book and I was like well, I was so okay, I'm 31 Okay. Hilarious. This is like the benchmark here. But anyways, so the free plus shipping offer has worked really well. But here here's the other thing, right so that's that's just driving traffic to to that particular page. However, this

book is a tool. I don't expect to get crazy sales off of this on Amazon. Sure I get you know, like a few hundred dollars a year off of it. And it pays for itself. The book is self sustainable, it pays for itself, which is great in terms of ordering copies, right. But as far as using it as a tool, when I get a new person who has signed up on my calendar, one of the first things I asked for is Hey man, get your your best shipping address, I'd like to

send you a free gift. And I overnight them my book so that they have an opportunity to check my book out before we get on the meeting. Because again, we're living in this digital world where if they see hey, number one international best selling author, I overnighted. The book to them, it sells myself, I don't have to do much selling once I get on the call because guess what? This it's done. I wrote the book for it. It's done. I also want to interject that what you're doing is setting up

reciprocity. You've given a gift in advance to someone Yeah, that creates a desire and a need in most people to give something back and usually they give it back to you with business. Exactly. I have never said I don't have share this with you right now. I've never sent a book and not gotten the client. Hundred percent success rate that's 100% success rate 100%. I can't even say that. But I also know that you close higher houses. Yeah, you know, but I also know that it wasn't 100%. Before so no

change that having. So let's talk about credibility factors.

We like to use that term. And again, thanks to Rory, if it wasn't for Rory being like, Hey, you need to check this out, I would probably still be just like spinning in circles, maybe one client here a client there. But again, be thinking bigger picture about how can I do the majority of the selling of either my product or service or whatever you have going on? before you even get on the phone with somebody? Yeah, exactly.

One of one of my clients, his name's Eric Fisher, we're going to have an episode pretty soon come out with with him, he he says 80% of selling is done before you even get on the phone with someone. So you have to look at how you're presenting yourself to the world, and what people can latch on to for credibility. So when we talk about credibility factors, what we're talking about is, what is the credibility that you've set up for yourself that people can instantly understand what that

is what it means. And it be simple, so that they can make a decision to work with you. Because people have to make split decisions. These days, things are moving so fast. Everyone is so overwhelmed with information and strategies and tactics and things that they're supposed to do in their business forward. Mm hmm. That they get burned out. And they say just Are you someone who I can actually trust? Will you help me? Can you help me?

And so being a number one international best selling author, even just being an author does help having a book. Okay, those are those are credibility factors. But definitely number one international best selling author really helps you stand apart from other authors, because most are not. Now on. On top of that, we're talking about media promotions. So getting featured ABC, NBC, CBS, Fox, that was the initial promotion that we did for you, and even

for myself back in the day. And then we level that up Forbes and Inc, and entrepreneur and stuff like that. And you get to that next level where people see that credibility. Yeah, if you guys are watching right now, we're just going to show you the homepage of bPb podcast.com. So you can see, we have our credibility right away on this website. Yeah, right away.

There's a reason for it. And so this, this, you know, when you get that credibility, you also have to share that credibility, you have to put it, you know, right up front and say, Okay, I you need to see this. So, because then, you know, it's legitimate. Yeah. So that when people come to your website, when they read your bio, it needs to be in your bio, preferably near the front of your bio.

Yeah. Right away, your business cards, your marketing, promotions, whatever it is, that has anything to do to tie into what you're doing. Got to put it in there and utilize it to your advantage. Yeah. Okay. Because I know some people who get, you know, a little hung up on it, and they're like, yeah, I've got all these things, and I've been featured on this and this and this, but I don't want to share

that. I it's frustrating and and I think maybe some people don't realize that they're allowed to use those logos to for example, when I was featured in Forbes last year, I got a quote in Forbes, which was huge that level that my business like i that is what made my business go from like, you know, taking clients on to waitlist like overnight, like I, I can't, I think I'm only one woman, I can't take on any more right now you got to go on the waitlist, which is awesome, best

problem they would have. And I'm very, very grateful. But when I was featured, I started using the logo. And a few of my clients asked me, are you allowed to use the logo? Yes, my name is I'm promoting them. They're promoting me, of course. So yeah, if you're thinking yourself, oh my gosh, I was featured in, maybe it's a local publication, or maybe a national one, whatever it is, use those logos to your advantage because they it it's an instant

credibility. And that's why we call it a credibility factor. Yeah, and and even if you have a video, like some, you know, some of our clients have had some really great features on TV where they've been interviewed us that video, like get the recording of it, make sure you you know, you can get it from the station when you actually do

these interviews. And, and then put it on your website, put it, put it where people can see it, you know, utilize that as part of your strategy, because if you don't, no one's going to know. And they're going to come to your website, and they're going to look at it and go, yeah, yeah, and then move on. Yep. right because they have no reason to stick around because you haven't proven that you're credible. So That's that was, like a big reason why we added doing media promotions for our

clients. And and and making sure that it was a service we offer just because we saw how valuable it is. Well, it helped us to with our jobs. Very, very much so. Right. Yeah, I spent years figuring it out to be able to do it. Yeah. It's not that it's not the easiest thing, because the media is tricky, because the media doesn't want to take a chance on you. Because they don't know they don't trust you. Yeah, right. They don't. They their job and their

reputation is on the line. If you go in there, and you do something crazy, you're stupid. They could get fired. Yeah, yeah, bro, you're a liability. In order to get more media features, you have to be in the media, but you can't get into the media and how do you do it? It's like, a catch 22. Right. Right. And lucky for everyone, Rorty has figured it out. So things Yes. And so once you've got the media features, then you can go and utilize them to get more media features to get to level up your

business. And every stage of media has an X level and certain requirements to be able to do it. They won't let you in Forbes unless you meet like certain requirements, I can't remember them off top my head. But you know, it's like you have to have this and this and this, right. And then you can't get featured on Wikipedia Without this, this and this, right. So there's like different whatever you're trying to accomplish. You have to meet

the requirements for that. But you can't do that unless you actually get the initial push of getting in the media. Yeah. So we're always cracked the code, not that I'm doing a sales pitch for worry right now. If you're listening to this, you're thinking, gosh, I don't have any media and I you know, I've been kind of spinning in circles here, reach out to us, reach out to us on bPb podcast comm and we would love to help

you. I mean, the book is huge, but I didn't have the book before I did the credibility factors. I started the credibility factors. First, I was featured on CBS, NBC, Fox, I believe, ABC, NBC, CBS Fox, yep, overnight, just all of a sudden I people found me the organic SEO that happened within like a week was incredible. Out of all all the things that I've done for myself, for my own branding, doing the media promotions have been really very good for my business.

Very good. And what's really fun is when someone types in my name, it says Forbes next to it. That's fun. I like that piece.

Yeah. So yeah, I mean, there's so many different factors to it, because people do look you up people do that, you know, look at Okay, well, if you have a book, do you have you know, some good reviews for your book? Did they look at it? You know, have you been featured in the media? What comes up? So you know, if you're searching for yourself, and nothing's coming up? Well, you got to do something about that. That's probably, yeah, SEO is a big part of now, if you're not familiar with SEO, okay,

let's just start there. Search Engine Optimization. And so what that means is what when someone types in something, a certain term, or keyword into Google, what is it that shows up, so if they type your name, specifically, what shows up if you're not on that first page somewhere with your stuff, with your website with your, in certain cases, it can be your Amazon profile, your Forbes

feature? Whatever it is, if those things aren't coming up for you, and then when someone searches you, people just go, No, they're not credible, I can't even find them. Right? Yes, you have to pay attention to these things. And you know, and this is part of like having your social media profiles all set up, having them consistent, and, you know, promoting your brand is really important because they tend to rank really well for your name.

That's what's incredible to me, when my clients say I don't want to do Facebook, it's free. It's free, and it's going to help your ranking, just do it. I understand these things are time consuming. But you know, now that Facebook owns Instagram, you can link all these things together and only post in one place and it shows up everywhere else. So put smart systems in place. Like this whole episode is talking about working smarter, not harder. And a big portion of getting clients for

free. So aside from the credibility factors, and designing proper funnels to be able to get the correct target audience and their emails, so you can come back around and you know, whatever you want to offer them is getting referrals. So I would say that probably 75 ish percent of my business is referrals. Yeah. What about you? Right? What percent would you say is referrals? are probably right in that same? Yeah, right. Used to be 100%? Yes, me too. But then I don't.

Yeah. But then people may find my books. They read my books, and they occasionally see ads, but I don't have to run very many ads. You know, for that. You know, businesses, occasionally they find the media stuff, but what everyone does, yeah, they they hear from someone else that we've worked with, they see everything we've done for that person. And they go, Wow, I want that for myself. And then they reach out to that person say, how did you do this? And they go, Well, you need to

talk with Rory. Mm hmm. And then we go, okay, we hop on a phone call, and I evaluate if they're the right client for us. And if we can actually help them get achieve the results that they're wanting to achieve? And, and when we do take them on, then we offer a commission to the person who referred exactly, because that person that made the referral happen did the selling for you. Yeah, it's amazing. He didn't have to even send a book. He didn't have to did nothing. It was just, this is how I got

the results. I mean, you could send a book. And and, you know, but I haven't had had to do that very often. You know, it's not you with cold leads that come in that it's a fantastic strategy with warm leads that come in, I found that I can be because I've been doing this for so long. Now. I can close them, you know, in a phone call. Yeah. Sometimes, too. And that's, that's it? Right? You know, and we're not talking like, oh, we're closing for $200 deal. I mean, we're talking five figures

minimum, let's backtrack. Okay, so how did they move from going? Okay, like, you know, I want to talk to you to getting on the phone call, and then being sold into doing it without me having to really sell even on the phone

call. What happened? They went and looked me up, I was just gonna say they they Google do exactly what to look media look me up, they go to my website, they see all the credibility, they see all the books I've written, they see all the media promotions, they've been in and they go, wow, this is impressive. I want this Mm hmm. If he can do that for himself, he can. And he's done all of

this other stuff. in such a short period of time, with my friend, or my client, or whoever, you know, is referring being referred, then they go, Oh, like, sign me up. Like, I already know, you can do it, you did it for them. And you, you know, so Dominica is bringing up on screen, if, if you're watching the actual video of this, my website and you go there, and it's, I haven't even updated it since 2019, apparently, which we're actually in the middle of doing a rebrand

at the beginning of 2020. And then COVID hit and kind of threw things into disarray, hasn't affected anything, we still get clients all the time coming in. But then, you know, they look through the website, and they go, Oh, Rory has been featured in a lot of media, and featured in Forbes and on the cover magazines. And so all of that just adds to the credibility and you can do this for yourself. Or you can have, you know, someone

do it for you, right. And once you get it going, it just kind of spirals and you can take things to the next level next level next level. But the conversations that you have

shift from Why should I work with you? Do I want to work with you and the whole, you know, thing that ever comes up? is can they afford to do it? And most people will find the money? And you're just gonna say that most people figure it out? Yeah. Just give them the opportunity. You know, and even if they come back and say, you know, I'm still trying to figure

out how to make this work. You say, cool, let me know, like I I'm like the least sales pressure person, but close so high because of that, because you know, exactly

like I'm building. And we've talked about, we talked about this on relationships, not transaction ships episode, where I'm building relationships with people that we're going to be working together for a minimum, probably a year, but most likely a lot more than that, because we're looking to ascend them in our business model as well and help them further their businesses. And when they start getting the type of results that they haven't been able to get anywhere else. They want to

stick with you. And they want to go to that next level, because they know that it's going to level their business up to a next level next level next level. Exactly. And get them to where they're at. Yep. So when you look at all that, and you say, Okay, well, you know, Mike, am I considering doing this for my business? I mean, really, my question is, how can you not

consider it? Because the conversations that you have become so much easier, you move from having to like, use all of these sales techniques to not even having to really sell, you just talk about what you do and how you can help people and you go, you know, if you're interested, here's what we can do, and we'll put together a package for you and good to go. Yeah. It's pretty powerful when I started to learn how to sell my services in this completely

different way. I'm not really selling anything, I'm just setting myself up for success ahead of time. We, we tested a couple of different ways of selling for you. Hmm, yeah. Before we landed on it, yeah. And then and then I was like, just model what I'm doing. Like, everyone else is doing model what I'm doing. Yeah. And, and you and I mean, you told me is like, completely shifted 100%. Right. Everything. Like I said, like, I, I am just, I'm just so

grateful to you, right? Like, I really credit a lot of my success to you, because you're on me all the time. And that's good. But that's a good thing. Like, if you if you have a mentor right now, for all of you listening, if you have a mentor right now that isn't on you, on you on you all the time, fire them get a new one, because the amount of of the ways that I've grown that my business has grown, and yeah, there's been times I'm like, Rory, you don't

want to. But that's what's like, helps me like really take my business to some crazy heights. Like I said, we're there is a waitlist until mid next year, because I there's only so much time I have sure I can take on like ones and twos and go like a couple websites here and there. But the actual like nitty gritty, getting getting down to consulting for people, and they're the big picture of their business, like coming up with

these big picture strategies. I don't take on a lot of clients, I take on what I know I can handle because once you're you don't wanna get spread so thin, where it's like, Wait, who needed what and what day? Is it? No, I, I'm very committed when I select those right clients. And I say select because what Rory has taught me now is you don't take everybody that comes along, you make sure they're right for your business, that it makes sense for them. And for you.

Before like, when I first started my business, I was just taking whatever came my way. I was like, great, you know, website. Awesome. And there wasn't a lot of follow up was like, here's your website key by and now we're continuing to build relationships. Oh, you need a website design. Awesome. Why don't we talk more bigger picture about your business here. Let's talk more about your target audience. Let's talk about your products. It's much

more well rounded. And it all comes back to again, I don't really have to sell it. Because I know it now. And that comes from years of experience too, but also having a really good mentor. So, which is why we created the VIP program. Exactly. To be able to to give people access to us to help mentor them. Now, is it the same as you know, a one on one mentorship? No. But you get your questions answered. Mm hmm. No, if you get stuck, we're here.

And not only us. And that's, that's what's so valuable because of all of our guests. Yeah, your industry leaders, our guests are just so smart and on top of it, and they, they know what they are doing. And they're successful. And they like us just want to help people get to the next level. Like they're not even allowed to be on the podcast without agreeing

to it. Like that's how, yeah, like, you know, it's like, we we've absolutely vetted all of our guests, and most of them are actually clients or clients. Yeah, we Yeah, we started with clients, because we know what they're doing is very authentic. Yeah, we vowed to only have people on our podcast that are truly authentic, they're doing super cool things that are that are going to add value to you and your business as well. all that to say I think I think

something we should kind of circle back around on is referrals, and how great they are. That's awesome. But also making sure that you're taking care of the person that did give you the referral, I always give a percentage and ROI, you made a note of this earlier, it's sometimes the percentages, because each service might be something different, right? But product, product buying product,

right? I always like to start with the initial like, hey, if you bring me a client, whatever the client spends with me, I give you an initial kick back for the first contract sign like the first agreement. And then I kind of work out something else where if that if that client is longer, you know with me longer than like a year then we work out something but I always make sure that people are getting the

credit they deserve. Always I've had I've had a couple clients who've been able to essentially, like have a whole business is just sending referrals. It's gonna say that Yeah, I have I have one one woman that She's so funny. She's like, I'm gonna retire because this is working out way better. I send you referrals. That's, I'll take them. That's great. Yeah. So make sure you're taking care of your people. That's, that's pretty important.

Especially how in a service based business you end up and when it's when you've got referrals. something to consider is a two tier system for us. payments, because a lot of the people are bringing these other people. And they're like, well, I'm bringing all of these people to you. And it's great that I'm getting commission, but they're also going out and becoming your referral partners. And they're seeing that, and they might feel like they're missing out on

something a little bit. So we offered a second tier to our affiliate programs, so that anyone who brings us a referral, and then they go out, then they're getting the neck that next level down. So we talked about taking care of clients who are, you know, bringing referrals to you, right? And the next level down, okay, but then you have to make sure you actually deliver your services,

because none of this works. You don't get those referrals unless you are actually providing products and services that really take it to the next level. Oh, I'm glad you're bringing this up. Because something that you need to keep in mind as the service provider product provider, is that whoever gave you the referral? They're going to go back and talk to that person. Oh, did you hear so and so did this or are they doing this for you, they're going to

talk to each other. So make sure you're not talking about the other one. Keep a clear boundary confidentiality thing there. That's important. respectful of the other, just be very mindful of that relationship dynamic. Because I feel like that can get a little sticky sometimes for some people. So just be very aware of how you handle those relationships. Sometimes they are clients of

them have, yes. Race. Yeah. And so if you mess up and you're damaging multiple relationships, you have to be on top of it. Yeah, it's like, you know, we're not, we're never perfect in business. So it's not that, you know, mistakes will happen. And it's but it's being upfront and honest, like, okay, you know, we dropped the ball here, we'll, we'll fix it. Mm hmm. And we'll make it right. That's a good attitude to have, as you go into

it. You know, you don't need to be making excuses when you know, things go wrong. Just say look, yeah, you know, when we right, it's not not a big deal. And if you're not freaking out about it, then your client won't freak out about it. Yes, it's kind of like looking at the stewardess on the airplane. Like, are they freaking out right now? Like when you hit turbulence? Right? They're good. Kay, we're good. We're good. We're good. They're still serving the drinks

and everything. You know? What if they're like getting their parachute on then? ice is flying everywhere. Yeah, yeah. Airplanes Remember that? Yeah. Places. Oh, my goodness. Apparently some people still are. Yeah, well, apparently planes are empty right now. Like, it's honestly, it's probably the best time to travel. Things are cheap. There's no one in the middle seat. You know, I'm not gonna risk that. No, thanks. Yeah. All right now, there's just too much yet on anything worth it.

So how to get clients for free. So we've we've, we've talked a lot about like the power of credibility factors, referrals and how to handle them. I want to touch more worry, because we mentioned at the beginning of this episode, we touched on how to do proper ads for people once they've come into your, into your world into your world.

Exactly. So once once you have that lead that email, one of the most powerful ways that Rory and I do marketing even right now, I mean, perhaps why you're even watching this video is we do ad retargeting via social media. I've gotten a couple funny emails and and texts from people saying, Oh, my gosh, I saw you on this video. Are you associated with this? And it? I think it was comedians writing in cars or something like somebody was watching some YouTube video. And they're like,

what you're on that show? Like, no, that's just the power of outreach. You guys thought that. And so it's a really cost effective way to do marketing. We talk about different touch points and the difference between warm traffic and cold traffic and all that. So once you have someone's email address, and they've already made that $1 or however much they spent commitment with you, then you can bring them into your world and present them proper ads. I'm not saying like

go bombard them with ads. I'm saying be strategic about how you do it. If you know that they visited your website in the last seven days then you can send them an ad saying hey, saw you stopped by maybe you're interested in this and then they'll go what how did they know? Yeah, ad retargeting is very powerful and cost effective when done correctly. So it's it's something it's something to keep in mind that when you when you are building an email list, if you already have an email

list, use it. And the power of pixeling is huge. pixel, everything that you have. How else do we know how to grow our online businesses when we have no data to go off of? You can't it's it's impossible not not in today's world, not today's world. Everything I do with out when working with new businesses, is I asked to see their analytics. Can I see your Google Analytics? Can you show me your Facebook, and they go when a lot of people have no idea what a pixel is, and that's

fine. That's where we come in. But it's still really important that you don't let years go by without pickling things, because that's so much data that you can be gathering to people who actually want to have conversations with you that are interested in what you have to offer. This isn't data mining, this isn't, this isn't creepy. This has nothing to do with the social dilemma. These are people that have actually come to your website that have an interest in

what you have to offer. So give them what they want. Yeah, and and basically, to understand pixeling, it's just a line of code that you put in the back end of a website that just lets you know what actions people are taking, and which pages they're going to. And so that you can actually more effectively speak to what's going on with them. You know, if they go if they go to your sales page to buy something and they don't buy well, then sometimes you just need to remind them to

go back. Yeah, and that's, that's what retargeting ads are. And so you just let him know, hey, you know, you can go back and get this. Maybe you maybe forgot, maybe the checkout page broke. Sometimes that happens. You know, maybe you need to talk to someone about a question you had, you know, right, we're here. Think about it in this way. Let's say you own a restaurant, and people walk in the door and they look around like pizza, and then walk out.

When you as the business owner, you're like, Hey, come on in. What can we get you I want a slice, want a soda? be thinking in those kinds of terms. It's the same thing. If all of a sudden someone comes to your website, and then they just leave. It's like, wait, wait, wait, wait, wait, I have something free. I have something I can offer you a value. Yeah. Can I give you a free sample like all of the Chinese food courts, orange chicken, it sounds so good. Right now. We're gonna stop it.

Anyways, you guys, I hope that you have gotten some some value out of just listening to how we get clients for free. Because it even though it's like a longer strategy, we're getting back to basics and remembering that there's another human being on the other side of that email address or the or the website, and continuing to build really strong relationships with good business boundaries, so that you can continue those referrals coming in. That's big. And hey,

if you're a VIP, thank you. But guess what, we are going to extend this episode for another like probably 10 to 15 minutes, so be sure to stick around. But for everyone else, you have an amazing week and we will see you next Wednesday. Ah. Hi. Thanks for taking the time to listen to this episode. To download the digital episode companions watch, unedited and behind the scenes content from this and all of our other episodes, get access to exclusive trainings from us and

our guests. Get direct access to Dominica and myself and to schedule your business boutique with us. Head on over to be PB podcast.com forward slash VIP. All right, we'll see you there.