The Science of Getting the Attention of Your Dream 100 Prospects ??

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So today we're going to talk about the science of getting the attention of your Dream 100 prospects.

If you have not heard of the concept of your Dream 100, it's a term made popular by Chet Holmes and a book he wrote called the Ultimate Sales Machine.

He basically built his career on it.

But the idea is what are the 100 like dream clients that if you were to be able to pick anyone you know who would you have as clients?

And that's part of, you know, what we help people with in our business with APEX because we're helping them enjoy every client.

So that's the highest level client that you want enjoy acquiring them, all of that.

And so the dream 100 is a big deal for us.

And so this is Part 2 of what I call like the LinkedIn leadership series.

Here, let me actually move this whole move myself over there of the LinkedIn leadership series.

So if you are just starting out on LinkedIn, then the last one that I did is perfect for you.

Go check that one out and then perhaps come back and watch this one.

Unless you're live, then just then just stay here.

So yeah, the last one was called how to avoid the top three mistakes most businesses make when they start out on LinkedIn.

And this one is talking about the Dream 100. So you've probably been using LinkedIn for some time.

For you at least.

Are planning on starting to use it soon?

Perhaps watch the previous episode now when we look at this, there's like 4 different stages of like evolution of someone as they're using LinkedIn.

And so the bottom like that's we talked about last time is the people that are like completely lost.

So like they're just looking for random clients, like they don't really have like a specific one.

They want think the dream 100 where it's, you know, what's the if you could like decide who the clients would be and you'd be like, oh, hey, like I want, you know, this company and so down here they're just looking for any type of work, they're just trying to survive.

The issue with that though is that their messaging who they're approaching, even with the messaging it's super watered down.

And vague so it doesn't feel like relevant to anyone and no one feels like they really understand them now overtime as they as they figure out and they you know perhaps they do get some clients and then they see a pattern and the clients that they do have and then they go OK. Let's work

with that because they start to get people, people start to get like a little bit of interest, but you know, they're in terms of who they actually want as a client.

It's still kind of roughly defined.

If that's you like, let me let me know in the comments.

But really for them to get up to this, this Gray stage, like this darker Gray stage.

Right here, that's the first thing we gotta do is they gotta pick out exactly who they actually want to work with and.

Refines their message and whatnot.

Now in this one we're talking about how does someone get to the stage of confusion, which is really more like, it's basically the really diluted.

So they figured out like, hey, we have a pattern of clients that we want to get.

But.

We don't know exactly like how we want to acquire them.

And we're not like really super defined on it and there's usually not any like you know their market like isn't super verified.

So they need to get like crystal clear on it.

And like if we, let's say if you're struggling with this inside of the Facebook, actually this might be helpful inside of the Facebook group leader forge, we actually did some persona work and like market differentiator training.

So I would go look inside of the group and if you can't find that, you know, reach out to me and let me know.

But inside of that group, we actually did some trainings.

I know Nick as well.

He dropped a like a persona like kind of worksheet in there.

So that's good if you go to Leader Forge group.

Com as well, that'll actually take you right there.

So yeah, so that's one of the biggest issues with the confusion is there's still like they're still kind of like roughly identified with who they with who they want to work with.

It's actually use red.

Next part is like they're not really getting any interest right.

And so LinkedIn is really all about connecting.

There's really no other platform that's.

Is focused on connecting like directly as much as LinkedIn because they let you add a connection note even with connecting with someone so they're encouraging it.

But in 2021 they actually changed it so that you can only reach out to like 100 people a week just with like their standard method and still the best for B to B. But let's say that you aren't super like refined in your messaging and it's not working like the volume because a lot of people what

they were doing because I've been using LinkedIn like this for about you know.

Meeting nine years now.

Is that they were they would just like.

They needed a crazy ton of volume so they would be messaging and reaching out to like.

Like 500 people a day.

And they'd get like, you know, 1% of people would, would actually like accept or reply to them.

And so and usually it wasn't like.

As good of a reply message because if you're let's say if you're in this case we're going for the Dream 100. If you're just like going for whoever and you're at that bottom stage then you know that might work.

You're going to get some of the lower level clients.

But if you're looking for like hey who are some like mid level or enterprise level businesses that we that we want to work with you know they have gatekeepers.

So the messaging gatekeeper by the way is someone that's like if you were to call up and be like hey I want to talk to you know the head of marketing or whatever, there's usually someone who's going to take the call.

And decide if that is relevant enough.

For that the head of marketing to actually, you know, engage in a conversation with you and for them to, you know, they kind of protect their time.

So if we want to actually get attention for these people, we need to be so relevant that it drives a lot of urgency and so really like.

That is a big part of it now because if we can only reach out to like 100 people or a week like this, outreach actually has to be working right.

And so we can't go to like thousands of people anymore.

So we now need to go and like be super relevant so that we can we can actually get results.

On the flip side, there's actually an opportunity there because the people that were, you know, getting one out of 5000, people, they can't really play the game anymore with the way they were doing it.

So they.

Actually have to become a good marketers.

But when you're creating the Dream 101 part that's cool about this is that let's say that you and another company are.

Are going after and this is rollington comes in too.

Let's say that you guys are both going after some company, right?

Let's say you're going after, you know, Google or some large company.

It's not going to, it's very, it's going to be very difficult to like make an ad or a post that they engage with.

It's going to be a lot more even just you, right.

You thinking right now you seeing a post versus let's say that someone instead of them making a poster an ad and you saying that they make something for you specifically.

So it's like super relevant to you.

It's personalized to you.

You feel like that they're genuinely interested in working with you, that relevancy.

Drives a lot of urgency.

And so you're going to get a much higher reply rate.

And so when I look at like the Dream 100 and I think, OK, what's the best way?

For us to get in contact with these people, I wouldn't be running an ad trying to get a hold of them, I'd actually be reaching out to them directly and building a like pathway.

By paying attention, I probably take a step back and look at the buyer's journey, like what are the stages that they have they have to go through in their journey?

And then how do I, like see where they are taking actions like online?

And then how do I build out a custom experience to these people that not only are they like, hey yeah, we look correctly.

Like look correct in terms of like demographics, but we're also.

We're also taking the right actions O the psychographics, whether they're like engaging in content, maybe they were on like some webinar or something.

There are dream 100 clients that most likely.

Are.

Doing things in the market that are, you know they could be like engaging with your competitors content, something like that, right.

And they are actually showing interest in their.

And you can use that to your advantage.

And so paying attention to the different stages of the buyer journey, buyer's journey, that's something I would probably write down.

And look at like, OK, what are all the questions they need to answer.

A really simplified version of this is if you look at like a car dealership, car dealerships.

They their website is really set up so that.

You can't become a lead until you've narrowed down to the unit that you want but the shoppers.

Which we used to help cardio ships.

We actually have a product called Journey convert that's kind of helps them with that, but.

When you look at like the car buyers journey, they have to go like, OK, is this the best one?

Is this the best car for me?

You know, am I finding the best deal?

There's all these different questions that they need to figure out before they can actually be like, yeah, this is the one that I want.

And so same thing with people here in the online space.

A lot of your competitors aren't like.

Helping out with specific stages and so you can actually come in and kind of make them the hero of their own journey and that again that relevancy with the Dream 100 will get a lot of them to pay a lot more attention to you and that also goes into the follow up.

I know I see a lot of people sometimes they'll you know, they'll come in and they will get the interest of some of their prospects, but then if they don't respond right away.

They will just, they will stop.

But we live in a super distracting world, right?

How many times have you went to buy something and then you forgot about it because something came up in life where you saw some content or you pulled out your phone and looked at social media and then a couple weeks later then, you know, maybe you got, you know, an e-mail or a message or something

and you're like, oh crap, I got to go get that and then you bought it.

So they actually like the follow up.

It actually helps, helps out with their life.

So yeah, the solution for that stage right there.

Is really like, you need to make your personalization for that specific person like completely irresistible.

And then like I was talking about what the follow up to actually make it set.

The entire journey works.

You have to really have a delivery sequence that like stimulates intrigue.

OK, now the last like portion on here.

Where, like the difference between the people that truly have traction and those who are just in this state of like, confusion or like things are diluted with are kind of getting results, but they don't really know.

Like, how do we make this thing, like, really start working is that they don't have like a systemized approach.

So first of all, it's going to take like a lot more time, takes them way more time than it takes someone who has a systemized approach.

Um.

And that gives like a really poor experience because things move like super slow, right?

You know how you get better at something?

It goes quicker and quicker and quicker.

And they might not have tools what have you.

Or like maybe they need a team, maybe they maybe they have to like, maybe you have to do like client work or run your company or whatever.

And you can't spend all the time on this.

So you need someone to be able to delegate it to or need to have somebody be able to do it for you.

The second part is that they don't have any like structure that gives them insight.

So they'll what this what happens is that they'll be moving in the wrong direction for too long, right?

There's a term called a statistical significance.

If you want to look at that up, that'll let you know like, OK if I'm testing two things.

When is the soonest point?

Well, where I will know that this has an extremely high probability of continuing this way.

And then move on to the next test versus either just putting one thing and letting it fail or succeed or just like going forever with two variables.

So you're testing structure is huge because there aren't really like great marketers that are only great, great testers.

And so like the solution for that is really just having like a growth methodology which kind of works like a terrible, right?

So like data comes in.

Yeah, like data comes in and then if you can use it correctly.

Then you can actually get like this.

Increase and then you'll just keep.

You just keep doing that and that's how you that's how you increase versus.

Just like throwing darts randomly at the dartboard, you actually want your efforts as you go towards getting these dream 100 clients to work well plus.

When it's not working, you won't be able to reach out to those guys again, so we want it to work as quickly as possible.

And we want to be able to have the right like testing structure and so that really will make you more databased.

And down here, like we're looking this Gray section like at the bottom right, like these guys don't have any data structure at all.

Usually when I see people that are where I would classify them in the confusion stage, they have some data.

They're kind of data-driven, but that's just because they've been in business and they've picked out a pattern along the way, the people that actually have traction, they are.

They usually have like a database like growth methodology and they actually have a tempo of like how often they're testing and how what the hypothesis are and how they're prioritizing them.

So that's super important, you know.

And then we'll talk about the top stage on a different one.

So yeah, LinkedIn is perfect for what we call account based marketing.

And in my opinion, dream 100, we're going after a specific 100 clients or prospects to be our ideal clients.

I think account based marketing is the best approach for that.

Because it can't.

Based marketing is where you're like.

Exactly.

We're talking about you're picking out like one person, you're creating an experience that's made like just for that, like you're rolling out the red carpet just for that prospect.

And since there's so high level, I mean it's your dream, it's your dream client, right?

Those should be well worth your time to actually spend the effort on making something that's just for them.

So that's, I think LinkedIn is absolutely perfect for account based marketing.

You can combine it with e-mail and different things like that, right?

I have a couple stats here.

So 40% of marketers indicate that LinkedIn.

They indicate LinkedIn as the most effective channel for driving high quality leads due to the ability to pinpoint who they target.

So if we are wanting to create an experience for our, you know, dream 100 soon to be client.

Being able to target them is super important, right?

Like let's say that you, you went, OK, I want to talk to you.

Yeah, that head of marketing.

And then you make an ad for that specific company.

Like it's not going to be, it's not going to be that easy and it's going to be a scene as an ad.

They know that you're not reaching out to them.

They know that you made an ad.

So being able to pinpoint who they are and create that initial list, super perfect.

And then second, one, higher response rate than traditional e-mail.

e-mail still fine paired with it, but it has an 85%.

So like emails on LinkedIn have an 85% open rate, which is 3 times higher than the average e-mail.

And even then like that, that's a pretty good.

Like 9, like 30% almost is a pretty good response rate for e-mail.

I know a lot of people that do a lot worse than that, so.

And now let's look at so I have this here for you.

So there's the High ticket handbook.

So when I first made this, I might need to move myself a little bit.

When I first here, I'll put I don't have Gray hair anymore.

So when I first made this the High ticket handbook, it was actually in a challenge to make a book over the weekend.

So, you know, it only took me like a couple of days and I used some AI and that was that was fun, and the book's really good.

But what I'm actually going to do here is I'm making a new version, making like a super solid version of the book.

So inside I'm going to have templates, I'm going to have more strategies, I'm going to have like systematic approaches to things and a ton more I'm actually thinking about making.

A course for it as well that accompanies with it.

But if you go and grab you can either get on Amazon.

Although I don't know if Amazon will automatically give you the new version.

I think it will allow you to, but you won't know right here this link right here, this key is that namemore.com/book.

If you go there and you get that, it's free.

When I put out the new version, you'll automatically get an e-mail that new version is out and then you can just go down that one, go download that one, but you got to be on the list.

For me to know that this is a, you know that you want that, so do that.

There's a ton of great things in there, even in the current version.

And so I really, I hope that this helps you like go after your dream clients because really at the end of the day, we want to enjoy.

Acquiring the clients that we want to work with the most.

So if I can help you do that more, you know that is.

You know one of my favorite things to do, so if you have any questions, drop them below.

I'll be making another one here soon of this.