Newsletter #00066

Happy Saturday!

This will be a quick business idea + execution plan for you.

My favorite sales strategy is the “foot in the door strategy.”

Build a relationship with a customer by offering something that is both:

1. High value

2. Free

But it can’t just be any customer. It needs to be a customer that you know has the budget for a $500+/month service. This usually means “prosumer” customers, AKA small business owners

• High producing real estate agents

• Home service business owners

• Dentists, doctors, attorneys, etc

You’ll start by using my scraping guide to scrape a list of local businesses (preferably in your area) using Outscraper.

Find all the ones that already have all of these things:

• Website

• Valid email address

Then use this tool to validate the email addresses and cold email them using my cold emailing guide.

Here’s what your offer will be:

(First name),

I’m a local business owner here in (city name) as well! I noticed your awesome website isn’t up to current standards. Do you mind if I make you another one, completely free? There’s no catch or obligation, and I’ll be done by the end of the week.

(Signature)

You don’t want to email people that don’t have websites, because they don’t see the value in having a website, and you don’t want to try and convince them. This is a powerful framework:

Friction kills deals

Convincing someone to use a website and education them about SEO = friction. Fish where people are already fishing.

How will you be making their website? Just with a few clicks within HL. For one flat monthly fee, you can add unlimited websites for your clients within that same account.

Once you make their website, you can offer to maintain it for them for $X per month. $50 - $150 or you can offer to send them training materials of how they can maintain it themselves. They aren’t going to want to do this.

But that’s not where your money will be made.

Your money will be made over the coming months, as they get more leads from their website and as you check in with them periodically.

Then you can start selling them

• Automated review solicitation

• Automated review responding

• Automated missed call text back

• Email marketing

• SMS marketing

• CRM integration and management

• Chatbot build and management

• 20+ more services

And all of this can be done within HL and allows you to charge $100 - $3,500/month. The more you can directly attribute more money in their pocket to your efforts, the more you can charge.

You want to sell painkillers, not vitamins. Need-to-haves, not nice-to-haves.

This FITD (foot in the door) strategy is exactly how I scaled a business from $0 - $10m in 3 years, fully documented right here.

I know what I’m talking about here!

You can get 50% off High Level for the next 3 months, only with this link here.

If you’ve already created an account with them with my link, look for the “holiday promo” tab within your account for the same deal.

Remember a few weeks ago when I talked about the build a business challenge? I’m going to do that soon! So be on the lookout!

Please vote on how you liked this email below.

Thanks for reading! And don’t forget: I want to answer your question on my podcast! Can you leave me a quick audio message with your question right here? It can be totally anonymous if you prefer. Chances are very good I’ll answer it, because y’all don’t ask enough questions!

I’d love for you to watch/listen to my podcast here: Youtube - Apple Podcasts - Spotify - Everywhere else.

Thanks for reading!

Your favorite toxic optimist,

Chris Koerner
chrisjkoerner