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hey so I had this idea to shoot this video during my run this morning and so I wrote up a quick script created a little calculator here and I'm giving it pretty much off-the-cuff because I feel like it is super important to get this out of my head before I forget it and lose my passion about it so the name of this webinar is I'm gonna save you 40 grand in less than an hour and so that's my my big bold promise said I'm gonna save you 40 grand now you'll see how I do that in just a minute here all right so I'm gonna ask you for a show of hands or input Y or yes in the chat box who here would give me $500 if I 4x2 their revenue within the next 90 days and if I don't do a good job I'll give you your money back would anybody give me 500 bucks to 4x your business so let's see Peter Paul Chad Lindsey Sanjeet so okay awesome that's good to know how about a thousand bucks would anyway we didn't want to give me a thousand bucks if I get 4x your business I mean think about how much mo how much more money that is four times what you're currently making is it worth spending a thousand dollars for me to go in there do what I do and do that for you so I still got Peter here Paul saying yes we got we got the Bible going on here Peter and Paul Sanjeet again okay how about two grand would anybody pay me two grand if I for extra business Peter again good to know so anyone else want to give me some money Jason where'd you come from okay so we got Peter and Jason saying that they'll take give me two grand to 4x their business uh there's a button below to my PayPal account send me two grand I'll wait I got all day to wait for four grand to show up the rest of you folks that aren't going to PayPal right now to send me money I got another question for you how many of you would willingly spend 40 grand for a piece of paper that says you know something about something and maybe you'll get a job someday so you go 40 grand in debt sometimes or more for a piece of paper that may or may not give you a job someday it anyone interested all right Lindsay you're right yeah I'm talking about a college degree but no one's no one else is raising their hand oh why why not millions of people are doing this but the survey I just took here said no one would give me 40 grand for a for a piece of paper yeah so let me let me go check my PayPal account real quick to see if Peter and Paul or Peter and Jason if you guys sent me sent me my money refresh here all right so no one has sent me money yet no hard feelings and no one sent me money that said they'd pay five hundred or thousand dollars either so none of you guys sent me money when I asked for it yet when I asked if you would maybe if I Forrest your business if you would possibly want to give me five hundred one thousand two thousand dollars to do that so I I did a survey just then and you see the real world application the survey said I would make money when I asked for that money no one sent me money as you can see there's a difference between asking somebody how much they would spend and asking somebody for money right now colleges teach you how to survey people how to figure out Pete what people might spend or would spend technically I've given that the product they supposedly want colleges teach you how to survey people and ask questions like that and just to to get to prove that I went to college and studied marketing here's my transcript I couldn't actually find the actual diploma shows you what that means to me I guess you see here I went to Virginia Tech here's my name sorry for the low quality it's the best thing I could find over here you can see conferred The Bachelor of Science in business major marketing management on May 10th 2008 so I did spend the 40 grand or more on college I went to a good school Virginia Tech is ranked very well for business let's see here's some stats here so the undergraduate program wearing number 39 overall and number 23 among the public institutions ing to US News and World Report's undergraduate program remember 52 overall number 20 formed by employers Bloomberg Business 2013 so it's a good school reasonably good school it's not Harvard or anything but I mean it's up there so I should know something about marketing beyond surveys which do not work because my refresh Pay Pal real quick because as you saw right then people said they would send me money and still no one has now maybe you're paying attention to what I am talking about here as opposed to running to grab your credit card but right now I have no dollars even though the survey said I should have dollars and the college taught me surveys that's not helpful so I'm going to teach you within the next hour probably a lot less how or what colleges should teach you about marketing and what actually matters so I will save you well I basically just saved you 40 grand right now because I learn how to do surveys and they don't work in the real world so you're welcome you can send me I'll take ten percent of that my contact info is Nathan at creig's at marketing.com you can send it right over I'll take credit card checks money order whatever okay so this here this little calculator I created is what actually is what colleges should teach you about marketing and what you need to know about marketing as a business owner or entrepreneur this is what actually matters and when you look at these variables here and you understand them you can do whatever you want with marketing um let me drink some water real quick sorry losing my train of thought should rehearse this this get a little better if you don't like math you might want to leave now it is simple math but marketing is math it's a numbers game you have to make the numbers match up or you're not going to be viable at all in business so it's again it's simple math I'll I'll give you this calculator if you need it I'll put a link below or something like that so here we go I'll start from the top here so this is like the 100 person test so for every 100 people that basically enter your store whether that's an online store or physical location or whatever you consider your business for every 100 people that enter your business that's the numbers we're gonna run excuse me okay so hundred people cost to get them in your store we got it listed right here as three dollars so whether that's three dollars per on a Facebook ad or an ad word ad or maybe you run an ads in the newspaper or radio or or whatever it's a little harder to measure those stats but roughly three dollars to get them in your store so the total to get 100 100 people in your store would be three hundred dollars so then the percent of people that enter your store and buy your product or service whatever you're offering will go with a five percent conversion rate which would equal to five total customers pretty easy numbers since we're dealing with the hundred people so that's why we start with the hundred people because the numbers are easy so five customers and then we have the average order size net so that's profit minus cost of goods sold for selling something that costs money and then another number or value to take into account here is CLV or customer lifetime value so what that one customer is worth for the lifetime value of that customer and then average order that's what we just talked about and then order dollars it's best I could come up with with for this row right here is basically total number of customers by the average order size or lifetime value and we come up with 150 right now and so the value of 100 people entering our store as a the order number so this $150 - advertising so 300 dollars so we for every hundred people we lose 150 bucks another way to look at it is what you get back for every $1 in we get 50 cents back for every $1 in so obviously this is a negative 50% return that is not good that is bad marketing that's not viable you will go out of business marketing like that so the three areas that you need to fo Kisan in order to be successful with marketing are they cost to get people in your store the percent of people that enter your store and buy say your conversion rate and then the average order size or customer lifetime value these three things are all you need to focus on you need to improve these values here and that's why I put these columns right here so let's do some some collaborative effort here alright so how could we get more people or how yeah how could we decrease the cost to get people into our store how can we get individuals into our store for less money yep we could do some better advertising uh-oh don't know what I did right there so we got better advertising start different targeting or better targeting we could more precisely target our ideal customers make sure we're getting people that have money and that we want in our store cuz I mean we could advertise or I say we're a small business located in Chester Virginia where I'm located and are targeting people in Ethiopia it it might get people into our it might uh we might be able to get people into our store or whatever for cheaper sorry that was a bad example but better targeting there we go if I'm a small store located in Chester Virginia and I'm advertising to people located in Chester and Chester United Kingdom that is probably bad targeting because people coming aren't going to come for the United Kingdom over to my store in Chester Virginia so we can use better targeting options yep the creatives so better ads whether that's pictures wording etc we can drive people into our store for less money that way and yet sources so the source of traffic maybe Facebook has a has cheaper people than newspaper or radio or passing out flyers so the different sources also makes a difference on how much it costs to get people into our store now there there's a minor caveat here yes you could get let's say you run an e-commerce store so your business is all online you could get like one cent or half penny clicks over to your store so cost to get them and your store would be half of half a penny or one penny or whatever yeah however Excel here did their thing so yes one penny but if it's crappy traffic that doesn't buy your products it doesn't matter how cheap they are so that is one thing to be cautious about with this cost to get people in your store and just going for the lowest price person low cost is good don't get me wrong about that but you need people that are going to buy so if you have to spend the $2 to get a highly qualified candidate into your store then spend the $2 and you can make up for the cost to get them into your store by either increasing the conversion rate or increasing the customer lifetime value so there are ways to back that up how you get people in your store is probably one of the most important variables because again you need to have the right person in your store or they're not going to buy no matter how good everything else is so I just want to stress the importance of this block here you need the right people in your store even if it's not the quote/unquote cheapest person ever so is that making sense sorry I'm talking to myself the whole time here yes yeah well I okay good um alright so we talked about this here what was this at $2 good to go so percent of people that enter your store and buy so how can we increase our conversion rate the number of people who enter we want to up this to let's say 10% so how do we get twice as many people to buy then we're buying originally let's let's just shout out ideas or type out ideas yep so better better copy so yes you can do a better job on your sales pages or your pamphlets or whatever else better describing your product better explaining the benefits the results that people achieve by using your products etc so better copy can increase the percent of people that enter your store and buy yet relationship so if you have a relationship before somebody enters into your store or your business and they already know like and trust you it can be a lot easier to convert them into customers how could you do that you could have their contact information like their email address and you could be he could have been sending them emails with helpful information for days weeks months years and finally they're like you know what I like you I trust you I want to buy from you I know I know you so that's another way better offers so yeah the products and services that you have I mean you can't make a turd not a turd a turd is a turd no matter how much you shine it it it'll become mushy I guess if you shine it a lot that's kind of gross so yeah you need to have good products and services or you need to frame them in a way that people understand and can connect with and relate to so you knew that you need to sell good stuff that's another way to increase the percent of people that enter your store and buy yeah placement so this kind of goes with what I just said about better offers how you place or promote your product like is this something that rich people buy then that might be might have more allure than something that just like you know in the back corner of of your store collecting dust but if it's like front and center like everyone buys this this items hot that could increase the number of people that are buying it so how how your products and services look in your business can increase this number here yeah better support so if you got like sales people wandering around or if you're on the internet and you see little chat boxes in the bottom right-hand corner of certain websites that the support team is there ready to answer questions that people can have or the sales team like if you have that there you can increase the number of people that are buying whereas if you're just like yep this is my store good luck I mean if you've walked into stores before that you see the cashier they don't even give you eye contact and you're like you know I'm in here to spend money right and they could care less you're like an annoyance to them I mean nine times out of 10 you leave that store like well screw you then so that's what I'm talking about here with this topic if you have somebody that's like oh hey welcome to our store what are you looking for how can I help you that's going to increase conversions so that that's what you want to provide yeah easier to checkout all right if your checkout process is that pain in the butt like you know when you buy a car or something like that I mean it's it takes half an hour 45 minutes even longer or if you're buying a house and there's reasons behind that because they have to run all sorts of reports and everything but if somebody's buying something simple like an ice-cream cone it should not be as complicated as when you're buying a car or a house so you need a stream like streamline the checkout process whether that's removing extra fields from your order forms or accepting different payment methods like if you want to pay me two grand I think I'm still waiting on money from Peter and Jason over here and I'll accept anything so you need to give people that opportunity to give you money and make it easy as possible so that's another way to increase conversions if it's complicated or hard I mean people aren't aren't as apt to give you money and better customer service that kind of covered that under support so that's those are some ways that we can increase conversion so the next thing we have to worry about here is the customer lifetime value or average order size so how do we increase the customer lifetime value for for our people our customers yeah yeah we sell more no kidding that's you got to sell more that's how you increase customer lifetime value excuse me should not have recorded this right after eating so yes you've got to sell more whether that's selling upsells like bigger more expensive products or versions and what they currently have or cross-sells so like complementary products to what they just purchase or already have in their house or maybe your need to down sell people to other models or versions or there's recurring payments there's lots of ways to sell more you have more products bigger product line etc it's I mean that's business 101 increased customer lifetime value by selling more stuff in order to sell more stuff you got to have more stuff you could also sell more stuff as an affiliate so by referring people to other businesses and you earn a commission as you're like reward for bringing that other business for customers so that's another way to sell more stuff even if you don't have more stuff hopefully that makes sense you can also yep maintain the relationship relationship so in maintaining the relationship and keeping in touch with people when they have more problems or new issues or need help with something else you're their guy or gal or business or whatever you're the one they go to for help and that help usually results in more money which increases the customer lifetime value so we need to focus on maintaining the relationship and again that can be accomplished using automation like email automation or picking up the phone calling people there's all sorts of ways to maintain a relationship with individuals we've all done it before yeah customer service so by yeah basically the same thing as maintaining the relationship customer service provide great support be there for people don't sell people a product or give them a service and then vanish off the face of the planet that is poor customer service and that irritates people and they tend to leave or go elsewhere next time they a product or a problem or an issue with something so those are those are the three things you need to focus on cost to get people in your store percent of people that enter your store by and then the customer lifetime value that's marketing surveys marketing plans all that crap that they teach you in college you spend forty plus thousand dollars on doesn't matter like this this stuff here I have learned on my own and mainly through trial and error lots and lots of error and this is what marketing is so we can play with some of these numbers here just so you kind of get an idea of the effects and impacts these areas have on increasing revenue and your your marketing so let's say all right so let's say it costs five bucks to get somebody into our store five bucks it's kind of expensive depending obviously on what you sell if you're well we'll go through the example here so let's say it costs five bucks to get a person present in your store if you get a hundred people in that's five hundred bucks uh only 5% of people wind up buying because what we sell is high-priced what we sell costs a hundred bucks okay so we are essentially breaking even right now because it costs us five hundred dollars to get somebody in our or five hundred dollars to get a hundred people earnest or we get a five percent conversion rate results in five customers five times 100 is 500 and then 500 minus 500 is zero so we have zero dollars so let's say that we get the price of our advertising down to $4 so we figure out a way that we can reach our ideal customers through another route maybe we're running Facebook ads and they did okay how is the $5 visitors but we switch it over to Google or maybe being even and now we can get people into our store for $4 so now our percent of people that enter our store and buy so our conversion rate still 5% average order size or customer lifetime value still 100 bucks but we're profitable we have a 25% return on our money so for every dollar in we get a dollar 25 back out so just by focusing on this one little block here the cost to get them into our store and we had some better advertising we were able to become profitable let's do some other numbers and again I'll put a link down below this video so you can go ahead and test this out and it's this kind of something to mess with but I mean it gives realistic results so cost 10 bucks to get somebody in our store one percent of people buy so how much money do we need people to be worth for our business to be viable I'll see you $1,000 we're breaking even we keep breaking even let's say well like 800 it's pretty messed up all sorts of stuff all right so let's say that our customer lifetime value was only 800 bucks we're negative so we could either increase the number of people that buy when they enter our store we get positive increase our lifetime value to 1,100 and we're viable or decrease advertising and we're viable so that's how how this calculator works hopefully it makes some sense but that's what you need to focus on there's any any are there any questions out there I'm sorry I've been talking to myself and the calculator for a while here so the point is there it's not I mean there's a lot to focus on with regards to better advertising there's a million in one ways to advertise there's a million ways to do conversion stuff there's a million in one ways through customer lifetime value stuff so there's a lot of different stuff in here but this is what moves a needle and makes the impact you don't need to focus on stuff that doesn't do these three things which is all this stuff I learned in college after spending 40 grand so again I save you 40 grand and this is probably like a masters or a PhD this is a good deal I'm teaching I'm showing you exactly what to look for to improve your business and your marketing but that's gotta be worth something right all right since I save you this 40 grand when I'm about to show you my my course here that's much less than 40 grand that tells you how to do all this stuff I mean it's a no brainer right so this is basically $40,000 in value that I am giving you alright so there are ever any questions reach out to me it's Nathan and crazy-eyed marketing.com I'm recording this obviously and I'll it'll be online so that's one thing to note yeah for you guys here right now any questions and by all means send them over but Nathan it crazy I'm marketing calm or that's you scheduled call with me it's crazy I'm marketing dot you can book dot me we can chat about things I'm available is my point now since I'm doing this presentation essentially off-the-cuff hopefully it's made sense and has been beneficial and I don't really have a streamlined offer for you other than the fact that what I just showed you here on getting decreasing the cost of getting people to your store increase in conversion rates and increasing the average order size or customer lifetime value that's what I teach is the how to do this the technical aspects we talked about strategy we talked about all that stuff that makes it possible and it's a concept called sales funnels basically sits on top of your business currently so you don't need to develop new products or services there or anything like that I mean sometimes you you need a few extra ones to you know fill the gaps but that's beyond the point right now so this takes your business and multiplies it so it takes your current business and brings it to 4x or more your current state that's that's the plan and this is the system that I teach to do that it teaches you everything that I've learned outside of college so where it actually matters where it comes from the school of hard knocks so from trial and error lots and lots of trial and error and it's taken over two years to kind of map this idea out this concept out and yeah I teach you step by step everything it's video courses normally but there are some resources like Word documents and PDFs that will help you along the way but yeah I teach you how to multiply your business and the goal is to 4x plus it in 90 days or less without increasing overhead and what I mean by overhead is that you don't need to bring on anyone special you don't need to bring on like a web designer or a copywriter all stuff that you could do with an extra hour or two and the evening as you work on your business so this is stuff that the average Joe can do and since you now have a PhD in marketing you understand the concepts this is how to do it and make it happen I'll run through it I guess real quick we got our customers so we're gonna define the people we serve this helps us write better content and copy and figure out where they're hanging out so we can connect with them better then we talked about business and these are mainly the products and services you offer but we also discuss the value ladder and this is how you deliver value to your customers and you want to ascend people up the ladder how I get yeah I send people up the ladder so you provide them more value in exchange for more money so we want to make sure that that is situated and planned out before you build you take a lot of time and you build a lot of automation systems and all that other stuff you want to have your how you provide value situated so we talked quite a bit about that deliveries how you deliver your products and services or your value to people and this is websites or membership sites I'll show you how to build those if you need help with that or if you have a brick and mortar business that works too the meat is all the stuff that makes this system possible this is your sales pages your opt-in forms your your website itself to copy the ad copy and copywriting right here and the email so if you're sending email automation or even like direct response mail it all comes together this is what like pushes people through this is what fills the gaps then we do this simple sales funnel which is a straight line sales funnel so just it basically just maintains a relationship but it's email automation that keeps people in touch with you so that relationship can be formed and again that this kind of comes back to percent of people that enter your store and by relationship increases conversion so that that fits in here lead magnets we have two different type general which are kind of attractive to everyone a lead magnet is like a freebie like a ebook or a coupon or a video or a webinar that people opt-in for then and so they give you their email address in order to gain access for that lead magnet and then you can start sending them emails through the simple sales funnel but the lead magnet I mean this also builds a relationship it sets up the sale it does a lot of different stuff so we talked about that in the course advanced sales funnels these maintain relationship they do selling they do it all basically you bring people in by any means possible and the advanced sales funnel or interest driven sales funnel will segment people based off of their interests so if somebody keeps looking at a certain page on your website or a certain product on your website we know that they're interested in that product and we can send them emails about that product in order to convert them into paying customers we talked about traffic here so paid traffic or free traffic or whatever type of traffic you want to achieve and we talked about targeting retargeting and then optimizing so how to optimize your entire system to make it function better which is basically like how how can like if we're sitting here at nine nine dollars to get somebody in our store how can we optimize it whether that's through better advertising targeting creative sources to get it down to $8 so if we can get it down to $8 which is about what 12% difference so that's that's reasonable and if we increase conversion rate the 2% like that's what that's all about how to optimize our system for maximum efficiency and effectiveness both of those so yeah that's what I offer here teach you everything I know literally everything I know about marketing I know it's other stuff in different places but everything about marketing is here in what I call the vault site crazy I'm marketing calm /join and here's a recap of everything in it currently it's always growing always expanding there are new courses stuff changes it's technology says stuff changes and I keep keep it up to date this is my pride and joy this is where I spend my time is in here so we have a course on how to build a website how to build a membership site straight-line sales funnel lead magnets interest driven sales funnels Facebook Ads email series templates so pre-written emails so you pretty much copy and paste the sales funnel book which is again pretty much everything I know 30-minute coaching calls included here so we'll get on a phone call together talk about things we have support form so you have any questions weekly live Q&A generally email support lifetime updates total value is currently 876 dollars - priceless and again currently I'm always adding stuff to this to the vault so the price will go up add more stuff we got the guarantees here 60 day no questions asked guarantee so for any reason whatsoever if you tried the vault you don't like it let me know and I'll send your money back and then we also have the tried it didn't work and double your money back guarantee so have you go into the vault you implement and what I teach in the vault and it does not work I will to X your money I'll give you twice what you paid back and I'm not worried about this because I know it will work so literally you cannot lose there's no time like the present to get started which can get started look at that perfect timing all right so we have one time payment of two hundred forty seven dollars and you'll save twelve percent off of the three monthly payments of 93 dollars and 67 cents both will give you lifetime instant access to the vault so yeah any questions I have to run to the bathroom go ahead write your questions if you have them and I'll answer them when I get back if you're watching a recording of this I'll probably cut this little part out alright so I'm back in action and I see Sanjeet has left a question about getting more coaching and yes there there's opportunity for more coaching as a member of the vault you get coaching for I think 40 percent off the regular prices so yeah there'll be one on one coaching included 30 minutes of one-on-one coaching included within the vault and then if you want extra it's gonna cost you some money that's how life is it's time for dollars or dollars for time sorry getting a little loopy so yeah here's the coaching so for weeks coaching 497 dollars or you can get four weeks and the vault for five hundred ninety seven dollars and basically say twenty-eight percent overall but it's two hundred forty talk time minutes unlimited emailing and talk time minutes means like Skype or Google Hangouts or on the phone whatever however you want to talk to each other and then I limit the emailing yeah email me your questions unless they're ridiculous know how if you pay me this much money I will respond to your emails so yeah so yeah you can get the vault this way as well which is actually a little bit better deal if you do want the coaching and this was under services coaching and consulting if you're interested in that any other yeah all right so we got a question about needing anything special and I actually write about that some here do I need any specific tools I don't believe in being dependent upon a specific tool because I was at one time I was opinion upon Google acting a certain way and then when it stopped acting that way I lost my business so I don't depend on any tool ever to act a certain way so the concepts and everything are not dependent on a tool but the how-to there are how-to tutorials that walk you through how to use specific tools one of them is active campaign which is a super awesome autoresponder tool it's the best one I've ever used or come across highly recommend it you would likely want to use active campaign if you're gonna join the vault because that's that's what I use in there and it does everything you need it to if you have any questions on whether you should switch over to active campaign or anything or you're kind of hesitant feel free to reach out to me you see this send me an email or schedule a quick 15-minute call yeah it's all the way at the bottom of this page or and yeah I will be more than happy to answer any of your questions I do talk about s2member in the membership site course we do use WordPress we use the avada theme that's in the small business website course talk about optinmonster a little bit leadpages a little bit and they'll likely be a few other tools by the time you're ready to sign up I guess because I'm about to launch something right now uses clickfunnels so yeah tools or tools are just things to make life easier your business should not be built or limited by a specific tool so I would never pigeonhole anything into a tool working a certain way because like I said done that before and did not work out so yeah hopefully that answered that question any other questions remember I just saved you 40 grand and now I'm only asking for two hundred and forty seven dollars like what's what's that saving 247 / that's like it's less than one percent less than one percent that's that's all I'm asking for any uh anyone else have anything for a head out got a head out here in a couple minutes anyway and look well under an hour like I probably did all the teaching stuff within half an hour and then blabbed on about joining my stuff for fifteen minutes anything anything yep you're welcome nope no problem hopefully I did not bore you too much I'm sorry this was not as well rehearsed as it probably should have been but hopefully you learned something yes I will include the spreadsheet below the video or I'll email you about it afterwards alright if anyone has any questions after I close this out it's Nathan at creig's our marketing comm hit me up alright thanks for thanks for giving me the time