3RXGEz_cZOY_transcript_timestamped

Video Transcript — 3RXGEz_cZOY (English translation)

Video: https://www.youtube.com/watch?v=3RXGEz_cZOY Source: Urdu/Hindi audio → English via Sarvam AI (saaras:v4, translate mode, auto language)

[00:00:00-00:00:11] Pick up the world’s best copywriter like a man and say, “Hey, now money is starting to come in steadily.” Nothing like that will happen. When will the money come in steadily? I’m coming to that. If your lead generation is so sorted.

[00:00:11-00:00:33] That you have booked 20 meetings within 24 hours, so how do you have time to create this content then? You should pitch after 7 messages, not before. If you are not engaging that person on social media, going to the second or third message and telling them, I have built this, then that work is ruined. What would your outreach message look like? I have built this system that fills their applications.

[00:00:33-00:00:45] What would your pitch be? Should I email someone and tell them you rank number 8 in Dallas in law firms? They’ll open it and be like, what’s this scene? Why would I tell them now that I have data and click here to find your report? The number one rule is that.

[00:00:45-00:01:35] You can’t outsource, you should know yourself. Yes, I have a list of 1200 leads from Google Maps. Now what I did was, he used to say on YouTube that you should dial 200 every day, 10 will connect, 5 will be interested, 2 will show up in it. These 10 show-ups happened in a week, brother, you will close 5, send 1000 dollars, you are spending 5000 a week, so where is my 20000 a month, here my 20000 is going into expense. The one who came on day one used to say, sir, I am the LinkedIn king. Okay, right? I am finished, now I have come to your company, now the world is finished. Now you see, you just grab the sack in which you have collected a million dollars.

[00:01:35-00:01:52] Assalam Walekum and welcome to another episode of the Ahmed Zubair show. In today’s episode, we will be talking to Saad Munir, who is the CEO and founder of HexaClicks. His digital marketing company has been around for 10 years now, and roughly they are doing more than $2 million in annual revenue right now.

[00:01:52-00:02:08] He also has a group of companies in which he runs some other brands as well. It’s a very interesting story in the e-commerce space. And his group of companies does roughly more than $10 million, which is very exciting. So today we will talk to Saad bhai and ask him that.

[00:02:08-00:02:28] What is lead generation? How did they learn it themselves? And now after 10 to 12 years in lead generation in digital marketing, what can we learn from them? Thank you very much, Wa alaikum assalam Ahmed bhai. It has been 15 years. He has been taking punches in this industry. Okay, so today I have come to you with its essence.

[00:02:28-00:02:45] Okay. So first of all, tell me, why should anybody listen to you? Because when I heard the story, that boxing gloves one, that was really exciting to me. So can you just quickly walk through what happened in that story? Basically, we, I’ll give a brief brief.

[00:02:45-00:02:59] When we started our company, boxing, at that time I had recently left my job and come. We started. When we started, we started making products. Those products were quite.

[00:02:59-00:03:17] They were in demand in the market. What do you mean by products? I mean, like these boxing gloves and stuff. Okay, our product, in the beginning, is a physical product. Your products are different. So when we started making that, we started its sale and all. Now, to do that sale, I simultaneously built my team, created an SEO digital website and all.

[00:03:17-00:03:27] So, at that time, this agency was created for that need. Meaning, the children I kept, I kept them for that thing. And I didn’t know how much it would sell, how much it wouldn’t sell.

[00:03:27-00:03:45] Now, issues have started arising in those products, sometimes we started facing copyright issues, sometimes if there is something, we, we didn’t know what we were doing. So, to change its demand, we are sometimes putting its SEO redirection, sometimes we are putting it on Google Ads, sir, and running it from another account.

[00:03:45-00:04:04] While doing this, we figured out that we had to create our own brand. When we take people’s orders, there are problems with that. Then we started working on our brand. You were doing wholesale type before. We were doing wholesale type, we placed an order, and later we found out, sir, that it was a strange order, someone was filing a claim, and in those days, they only accepted payments through PayPal through a friend.

[00:04:04-00:04:18] Well, when we focused on our brand, I had to build a team, so for the team, I started picking up clients. Now, my background is that I started in sales at Pakistan’s largest software company.

[00:04:18-00:04:36] Which systems? Systems. Okay. That was back then, behind our Highkey Tower, right? The ApteMark building, right? It used to be in their basement there. From there, me and the new CEO of Apps, we used to work together there. So, our game was on. From there, I got that sales trigger.

[00:04:36-00:04:47] After that, on and off, after university, after fasting, I kept doing it. I had started a business in university, small-time, you know, I used to take up work, so sales from there were set for me.

[00:04:47-00:05:06] Then when I started, I only knew about sales, that I have to call the client, cold calling. Call the client, convince him and bring him. So when I started this business with my experience of jobs etc., at that time when I needed clients for the agency, I had no problem, I used to call up any business and say, yes, I have such a house.

[00:05:06-00:05:21] I need to get a website made. I used to get a lot of abuse, but on the third one, it would convert, and he would come back very happy. This is from 2014. No, no, this is about 2013 or 2012. 2012, 2013, it was a very easy time. Very easy compared to today. It was all competition back then. It was a piece of cake, man, it was a piece of cake life.

[00:05:21-00:05:41] There used to be e-lines and Odesk, I ran that for a short time, but until today we haven’t worked on Upwork etc. So we knew this, pick up the phone, pick up the phone, do the call and just pick up the sale. So we started picking up boxing clients in the same way. Calling big brands, my and my partner’s boxing gloves, we started.

[00:05:41-00:05:52] So, I would just pick up the phone like that. There used to be Alibaba, a wholesale company, they used to do it. Then slowly we came to our own website. We started getting calls there, so we started doing it from there then.

[00:05:52-00:06:11] So eventually, we didn’t learn sales, we just got stuck in it because of that. Okay? So from there, when I realized that there was an agency, I realized that this agency, now I have become a CEO. I don’t even know that I have become a CEO. Look, let me tell you one more thing here. Many founders who are being created these days, they start with the title that first of all, we have to write on LinkedIn that we have become a CEO.

[00:06:11-00:06:25] We will take the whole framework now. We just had to get the work done. Bring in the money, sell from here, sell from there, look at this. So there was a big randomness. So anyway, when I thought of a job to end a little bit of randomness, then I am doing sales, I am also doing fulfillment.

[00:06:25-00:06:36] I also manage my boxing websites. Sales marketing was my division, and my partner’s job was to oversee the factory and all those things. He was slowly building the unit, then he built the factories.

[00:06:36-00:06:49] So, during that time, to manage the cash flow, to manage the agency’s team, I then put in a lot of effort to bring in clients. So when I started putting in the effort to bring in clients, I only had two methods. One was to make a phone call.

[00:06:49-00:07:06] And the second was to email. Email marketing was very easy in those days, you just email. Someone or the other would respond to you, and if the conversation continued, it was very easy. There wasn’t much of an issue with deliverability either. Gmail, Outlook, they didn’t have any problems that they would throw you in spam, this will happen, that will happen.

[00:07:06-00:07:19] Then, after some time, when the team grew further, I started getting challenges. Then what was the challenge that my mistake as a founder was that I used to get involved in setting up the operations.

[00:07:19-00:07:38] The operations that were there, I used to think I have to fix them. Then I realized that what we read now, that Alex and Moze also says, if you fix the sales, everything is fixed up. So that thing hit me then, then I started paying more attention to sales. So now I started paying attention, yes tell me. And then now, so fast forward to today, so.

[00:07:38-00:07:48] Since then, my full focus has been on sales. Now you are majorly focusing on sales. Yes, and in between, I read Dan Martell’s book, Buy Back Your Time. I said, brother, I don’t want to work myself. Right.

[00:07:48-00:08:08] So before I start explaining the sales thing, because my focus in today’s podcast is mainly on sales, lead gen, business development, and how money comes in. One thing I learned that was most important was that I thought that if I have money, I will bring three good, strong sales kids to the market. Which is a common mindset of founders here.

[00:08:08-00:08:20] So they will pick up the G sales kid, the most expensive kid will bring the best sales. I had countless theories like this that broke as a founder. So I take everything into a framework.

[00:08:20-00:08:33] So when I start, can you dive deeper into this, what experiments have you done? Yes, I’ll start. What worked, what didn’t? I’ll tell you. When I, I put everything in a framework. Until I have my framework, I don’t understand, my thing isn’t designed.

[00:08:33-00:08:52] I don’t understand all its variants and metrics, until then I don’t properly implement that thing. You can say that it can also be called perfection syndrome. So I made a framework. To do the framework, I had sales skill, I had cold calling. If you put me in front of a client, then I, sir, I have a term, stiff to smile.

[00:08:52-00:09:10] The step comes like this, the client comes in angry, I don’t know what he’s going to sell, then he’s laughing at the end. So this is my metric that, man, he is now happy. It means we’ve cornered him, right? It’s like the ‘laugh and you’re trapped’ scene. What do you mean, cornered? Cornered, client hunting, cornered. Now the next step is to extract the money, to extract the money.

[00:09:10-00:09:25] So, the framework that I created, I created it for a co-founder, for a small startup company, and for that, obviously, I had limited resources. I couldn’t go on LinkedIn and do my PR, I could do email marketing, I couldn’t put up ads. I couldn’t create my funnels that much.

[00:09:25-00:09:37] It costs money, the funnel developer will do it, the designer will do it, all the warm copywriting. You also have to give your own time, you also have to fulfill some clients and you also have to take sales calls. I was not in marketplaces, Elan Soda on this.

[00:09:37-00:09:54] So I had cold calling and I used to do social DMs etc. in that era. Well, in that era, groups weren’t that active. So how did you do social DMs? You would go and message people on their social media etc., you would message them and send a very bold message like that, and it would get received. Long conversations would start.

[00:09:54-00:10:00] So, if these listeners, I will explain to them that today I will explain to you as a salesperson.

[00:10:00-00:10:10] Today, whatever I tell you, it will be as a founder, as somebody who started as a freelancer, entrepreneur, who started their own journey in which you now have to do sales.

[00:10:10-00:10:27] So when founders are of a startup, then that’s a different sales strategy. When you become of a medium tier, that’s different. When you become an enterprise level, become a Texel, then or become systems, then it’s a completely different ball game. So today I will emphasize more on startup and medium size.

[00:10:27-00:10:44] So what happened in the startup? I did a lot of experiments that I will tell you about together, but right now I’ll start with a framework so that I can keep telling you about them together and keep sharing my mistakes. That is, these are the things that I learned by struggling. I learned from books, I learned through self-learning.

[00:10:44-00:11:03] The biggest founder’s theory is that if I make money, I will hire the skill, I will hire the resources, I will pay for the tools, and I will start getting sales. That didn’t happen. It never works. It never works. I think that, you know, these emails that come saying, ‘Please give us this much, 500,000 dollars, and we will give you every month.’

[00:11:03-00:11:18] We’ll get 20 qualified leads, that also doesn’t work. Never works. That book by Enros, Predictable Revenue, he’s written the same thing in it that, man, the number one rule is that you can’t outsource sales. You should know it yourself. Yes.

[00:11:18-00:11:32] I also saw the same thing. I did all this. I hired people, I hired companies, I hired teams. I also hired people in the Philippines. I also hired in Cambodia, thinking that there is no Pakistani talent, hire outside too. I made all the mistakes.

[00:11:32-00:11:46] So I hope after today’s podcast, if someone is listening to us and is stuck or is about to start, then they will save 100,000 dollars. So when I started, then

[00:11:46-00:11:58] When we bring it into the framework, the first thing I missed was the offer. Alex and Mozi’s book, you know, 100 Million Offer, it came much later, okay? I understood things about offers also very late.

[00:11:58-00:12:09] So, in that era, Russell Brunson was famous. I read a book by the famous Russell brother, Expert Traffic and stuff like that. So, that was also very difficult to digest, like what are you trying to say?

[00:12:09-00:12:27] So then I, you know, and GPT wasn’t even there to just throw it in and ask in two minutes. No, so like, you didn’t start with Russell Brunson on day one, right? What did you try before that? No, no, okay, I was taking you into the framework. Okay, okay, alright, that’s right. I’ll keep explaining the framework along the way because I didn’t have any offers, so I was just thinking that.

[00:12:27-00:12:40] How did I? What is an offer? An offer is that the service you have, you have to do it in a package style. I, let’s say if I am selling React Native developers, then what is the offer in this? If you are augmenting your offer.

[00:12:40-00:12:58] So your offer will be hours and price. Meaning what you are delivering at what cost is your offer. Okay. Right? And with that, you will attach guarantees, authority’s things, and credibility. All of this together becomes an offer. When you make that package thing, you have to see if it is being productized or not. We will come to that later.

[00:12:58-00:13:10] So when I started, at that time I didn’t have that many skills, so I didn’t know about cold calling or offers. But we started selling services. Get SEO done for this much, get an ad made for this much, we didn’t even have ads.

[00:13:10-00:13:27] We started the ad much later. We used to focus a lot on website, SEO, and content for e-commerce on WordPress, etc. When we did it on that, our offer was always to get a website built for $1000-1800,getSEOdonefor$1000 a month. So we used to be very happy, like, man, we’ve made a big kill.

[00:13:27-00:13:42] If someone gave the most in it on social media, then ₹400-₹500 came from it. We used to have that, I started with ₹2000 and closed at ₹500, just okay, man, the daily wage is done, this was the mindset. When you size up your offer and your product, your services.

[00:13:42-00:13:58] After that, what happens is that you have a confined system created. You know that you have these one, two, three offers. I have to sell them, this many units of it should be sold, this many units of it should be sold. Yes, on that, on that we, I think this, we, that will become very advanced. So fig, so.

[00:13:58-00:14:10] Fundamentally what you’re saying is that knowing the offer is very important for you. Step one, which is yours, is the offer. Today, if you are a founder, again, I’m not talking about the sales people, I’m talking about the founders.

[00:14:10-00:14:23] Talk to the CEOs. In today’s date, you have released the offer for your company, your software house, your software agency, your SaaS agency. Yes, and if you can’t explain in one line what this offer is, then I think you don’t have a good offer, right? Yes.

[00:14:23-00:14:39] I mean, not even a single line, I think in a few words. Yes, like for example, if we meet somewhere and I ask, “Saad, what do you do?” Yeah, we are a you should you should be able to tell me in 10 words or less. I mean, we are a white label digital marketing agency. We help you and your businesses grow.

[00:14:39-00:14:57] Okay. Now he will ask further how. In that, we will give him three offers. Lead Gen offer, Digital Growth offer, Local Area Dominance offer. Okay. Okay, I added the word ‘offer’ along, just to explain, otherwise these are our names. Meaning, now you are sizing the product. I am giving name to my offers. I am bringing them to life.

[00:14:57-00:15:13] So that it connects, resonates, and memorizes in the other person’s mind. Yes, and fundamentally, what will happen in the back is the same thing that you used to do on an hourly basis; you’ve bundled it. You’ve bundled it. Now, even if you’re doing it hourly, you’re bundling it in hourly, right? You’re showing it like that, putting it on a plate, so it looks like a package.

[00:15:13-00:15:31] We have to reduce its confusion. So this was the number one thing that I didn’t do for seven years. So okay, so I’d want to dive deeper into this, okay? Tell me, like give me some examples, okay? I’ll tell you the services that software agencies provide. Let’s create some offers from those, okay? Let’s say I say that I.

[00:15:31-00:15:41] I will make you an MVP in 8 weeks. What will be the offer for this? This will be your cost, your MVP. Will it be a fixed cost?

[00:15:41-00:15:54] No. If you want to create an MVP, then I would say that you should go with a fixed cost. Don’t take it in hours, okay? And in that, why, I’ll tell you the reason. Whenever you have to create an offer, you have to niche down as well.

[00:15:54-00:16:05] Okay. Understood? If I create an offer that I sell Dahi Bhalle. Okay, and I go and start giving Dahi Bhalle to every person, not everybody is a Dahi Bhalla fan. Understood?

[00:16:05-00:16:23] Someone eats pasta, someone eats something else, so you have to niche down your game. Who is the audience that eats yogurt? Sorry, my examples will be a little like this. Absolutely okay, yes. No, so your MVP, right? If you say MVP, that man, I’ll fix this and put a pricing on it. I’m telling you, I’ve done it, I have.

[00:16:23-00:16:35] I have a full stack engineer and a QA, and I have a project manager. These are three people, and I can spend 8 weeks on them to create an MVP, for example. Done, but can you create this for every industry?

[00:16:35-00:16:51] Sure. In Pakistan, most industries, most companies do this, give us any work, we will do it for you. In my opinion, we make a fundamental mistake. Okay. If we narrow it down, that we, for instance, let’s talk about your POS industry.

[00:16:51-00:17:08] Or let’s talk about your serum industry. Okay? So, in that regard, when you break down the offer, niche down, then your offer is not just about setting the product and price. Your messaging, the words in it, the keywords you use in it, that resonate with the other person, that is also very important.

[00:17:08-00:17:25] You are thinking like an engineer. You are giving, you are expecting that there will be an engineer ahead who is holding on to your point. But you see if he is also connected with the industry for which he is making it. Well, my learning this has been that when you if you narrow down your offer.

[00:17:25-00:17:39] So then you can tie your offer to the outcome. Yes. For example, if I say that I will make you an MVP. In this, I cannot tie any outcome with it. Contrary to this, let’s say if I say that

[00:17:39-00:17:59] It’s a POS industry, okay? You’ll say that we’ll migrate you from any of your POS systems to a certain system. This is something that is tied to a real-world outcome. Creating an MVP itself is no outcome, it’s just a means to get to an outcome. So, in my opinion, it’s also important to narrow down so that you can tie it to the outcome and.

[00:17:59-00:18:18] When they come to you, and there’s a function of an offer, like a function, when they pass through it, at the end of it, they will get something which is their desired result. In this, I’ll tell you, we had a website for our boxing gloves. When they started making a lot of million dollars, we didn’t understand what to do, so we created five or six more websites, then we got them ranked too.

[00:18:18-00:18:32] Then we entered multiple verticals, you know, into combat sports. We faced a challenge that, man, the inventory of our store should be synced. If an order comes in on one, it should happen on the other as well. Now, by, our company doesn’t have an engineering DNA.

[00:18:32-00:18:50] So we started asking different people. We found different SaaS, Stitch Labs, Giko, I don’t know what all we found. This is the time before automation. We found a guy who said that I centralize your inventory for e-commerce stores and warehouses. Simple.

[00:18:50-00:19:03] He then, I just looked at his money, like, which one do I want? You understand how strongly he connected with me? He didn’t say boxing, but at least he brought it up in e-commerce and that. So, this resonance is very important for your offer. So.

[00:19:03-00:19:15] I get what you’re saying, but the people who are listening to this will also have a fear related to this, that if we narrow down, then there won’t be such a big market, we won’t get leads, we won’t get leads at all. Very good question.

[00:19:15-00:19:28] Now, this mistake with the niche down, I’m telling you, for 7 years, neither the firm nor I did niche down. What they call, bring it. Okay, you have to put in the daily wage, bring it from here too, bring it from here too, we’ll do SEO for this one too, we’ll do it for this one too, we’ll put an ad for this one too.

[00:19:28-00:19:44] I mean, those who were traditional healers, they were there, they weren’t doctors, they weren’t specialized surgeons. Because of that, what was happening was that we had issues with result delivery as well. We had issues with our sales as well. The team isn’t getting better either. The team isn’t getting better either. The team is doing one thing today, doing something else the next day. Their specialization, their expertise isn’t developing.

[00:19:44-00:20:00] And in this fear, because when you are a founder, you have this fear, man, I am getting revenue, how can I say no to Lakshmi as soon as it comes. You understand? You have this fear, you say, man, let five hundred dollars or two thousand dollars come. The team’s expenses are running in your mind, the electricity bill, the office rent, all the expenses are running in your mind.

[00:20:01-00:20:13] So, but this, it has an equilibrium, a sweet spot comes in your life. When you have good revenue, good margins, then at that time, before the founder upgrades the phone, makes a trip to the buyer, or upgrades the car.

[00:20:13-00:20:30] Using that margin, you need to create your offers and niche down. Reinvest back. This is the biggest mistake we also made. We thought we just had to grind on everywhere, so that randomness comes in. In randomness, you are not specialized. People also don’t position you in that way then.

[00:20:30-00:20:48] If someone comes to me today, the white people know me by the name of The Agency Guy. They know that the agency’s issue is to go to Saad. I was in Miami the other day, shaking hands, five people randomly came to me who knows me by name and my company because I am giving a solution. I am kind of like a service coach for them.

[00:20:48-00:21:06] If I talk about before that, nobody knows who Saad Munir is. Why Saad Munir can do SEO for every person in the world. Yes, and that you lost in the crowd because everyone is doing the same. Exactly. So tell me, if I am an early stage founder, you are saying to niche down, but I am already getting fewer projects. You are saying now I in that.

[00:21:06-00:21:27] This only covers two industries or two verticals. Yes, we break this myth too. Won’t the work become even less for me? We break this myth. Look, now you have to do your math. Financial planning is a very important thing for creating an offer. Your finance and feasibility back the offer. You have to see, you are holding an industry, how much business is in it, how much clientele do you have that you can catch.

[00:21:27-00:21:45] My question is a little different. My question is that right now I am saying yes to everyone. Still, I am struggling if in sales. You are telling me to niche down in two industries, then I won’t have any work at all, what will I do then? If you have, let’s say work, okay, what we did, I do the same formula with everyone, the one I just told you, a sweet spot comes in your life.

[00:21:45-00:21:56] In the founder’s life, what is that sweet spot where you’ve started taking on work, you can see the salaries are coming out, the bills are coming out, everything. I’m not struggling that hard, I’m not starving right now.

[00:21:56-00:22:12] You have to start creating your offer at that time, start marketing the niche town, start collecting niche town leads, and start focusing on the niche town. And this will be your parallel effort with all your other efforts. No, you have to transition, brother, don’t do this, God forbid, that Saad bhai said you closed the shop, today we are focusing, no no no.

[00:22:12-00:22:31] You have to do the transition. See, when you start, you are a journalist in Pakistan because most people stumble upon business. We also stumbled upon it. I went and narrowed down the niche after seven years, after seven years I made offers. After seven years I turned my services into a product. Before that, I was an extreme journalist. I had here

[00:22:31-00:22:48] Around the corner, some doctor’s marketing is also going on, I’m also doing it for the shop, outside the US is also going on. My cousin also gave some website, we are doing that too. It took us a lot of time to say. In today’s date, we say no like this, that’s your thought. If a client is coming, then my sales team is saying no, so no, sorry that’s not our niche, that’s not our specialization.

[00:22:48-00:23:06] To get here, you have to grind a lot, and that grind is that you have to transition yourself into a niche. Okay, in the transition, you have to focus on math, that you shouldn’t be transitioning into a niche where there is no demand, where such big players are sitting. Now, if you transition into leasing, I don’t think every person in it.

[00:23:06-00:23:19] can compete, can create a product for it, or in leasing, the world has become so advanced that someone will come to you for software etc. for MVP. CRMs have become very saturated, okay? Now, the way AI automation people have come.

[00:23:19-00:23:32] What’s its name? These chatbots, AI callers, and AI responders that are creating a whole small product on top of email and behind the rack system. Now, every person in the world, every child, even a 23-year-old child is creating it.

[00:23:32-00:23:47] So a software house or software agency person will think, who has a team of 15-20 people to a team of 50 people, that man, why should I enter this market? Don’t enter perfectly. You create your offer, grab a niche. You grab a niche, you say, brother, I only funeral homes USA.

[00:23:47-00:24:03] I am making it for them. I will work for their delicacy. The bot that I have, we had a client from funeral homes. Okay? Now that client came, so I am telling a little bit about the delicacy to keep your audience engaged. Delicacy is that how.

[00:24:03-00:24:18] Sensitive, the bot responds to the query. Tonality comes into it. So what happened was that when it’s a bot, you know, all the ChatGPT people are after it, so Vipee etc., they get very excited. Now we are testing it, it said, hey my.

[00:24:18-00:24:37] Wife just died and I want to have funeral arrangements. Can I talk to the director? So the bot said, hey great to know that. Now your bot, generally in the whole world, in all niches it will be acceptable like this, but in funeral homes it is not acceptable like this. So when you niche down for funeral homes, that my bot, my AI, my responder, everything is around it.

[00:24:37-00:24:57] So what will happen? Will the funeral home come to you, or will that general bot, general AI automation company, come to you? Will it come to you? So this is the step edge if you take it and position yourself as a niche down, and its offer resonates or seems relevant to that person, then you will notice that the friction in your sales cycle will end.

[00:24:57-00:25:16] That sales cycle will happen through your call, through social DM, and your email as well. Let me give you another example. Alex Hormozi started sending emails. I have a question, okay? People put on Chat GPT, Alex Hormozi style email copywriting. I say, well, I have an email, I’ve subscribed to it by everyone in the world.

[00:25:16-00:25:27] Brother, I was getting four emails like that in a day. I have a question for you. Hexaclicks, a question for you. Open it, the same pattern is going on.

[00:25:27-00:25:45] They don’t even know how to do pattern interrupt. How will pattern interrupt happen? Here you become very unique. Even if you are a journalist, bring a very unique formula of your own. Here you become relevant. When you become relevant to that need, you yourself are interrupting the pattern. A person messages and says, Saad, fulfillment is a challenge for you, we have a solution for you.

[00:25:45-00:25:58] I’ll be interested, yeah man. Rather than if someone sends a generic message, question for you. Yes, question for you. Nowadays that has come up, I saw your name in Epstein files, it has become very famous. Okay. Now I’ve only received these three.

[00:25:58-00:26:16] I did one thing, I will also give small tips here. I have all my emails that are subscribed, there is an export data of them by going to G Suite. Google export G Suite emails, then that export comes, it downloads a file to you. Okay, in that, you have to download that filter in which you would have applied all these emails.

[00:26:16-00:26:31] That is, apply a filter to whatever email is coming in. Download them, upload them to Claude and GPT, and in that, tell me about Alex Hormozi and this Adam Arhar, Josh Nelson, Ketan Walker, tell me what the tonality of all of them is, what the first email is, what the second is, what the sequence is.

[00:26:31-00:26:41] They will tell you it’s so lovely, right? These copywriting people, we’ll get to the topic now, so I’ll tell you how to do it. So anyway, you understood the offer game, what it is. You understood the niche, how to become one, and how we have to do the transition within it.

[00:26:41-00:26:56] So this parallel effort will start. Again, we are talking about startups and medium-sized companies. Whatever is going on for you right now as a founder, yes. Along with that, you will do this parallel effort before upgrading your house, upgrading your car. Yes, before upgrading your mobile, we upgrade the mobile first.

[00:26:56-00:27:06] Before doing this thing, I spent 7 years grinding in this thing, and I have 7 years of burnout, stress, frustration, fatigue, and anxiety.

[00:27:06-00:27:22] Like, why is this client leaving today? I’ve worked with realtors, I’ve worked with roofers, you name it under the sun, whatever niche there is, I haven’t worked in it. Even before dentists, people only found out about dentists today. 10 years ago, I used to bring dentists leads for implants and teeth whitening.

[00:27:22-00:27:33] I am talking to a dentist on one side, talking to a roofer on the other side, on the third side an agency owner, and on the fourth side a big software house used to give me work. So I am busy with them too, and that thing in my brain, you know, it turned into curd.

[00:27:33-00:27:51] We need to get out of this. Okay, you’re saying you’re hustling, you’re saying you have a team, you’re saying everybody is busy, but you are not making money. This fine line of a sales framework is that business is coming, leads are coming, but you are not making money. We should also think about profit first. Okay, so Nishan?

[00:27:51-00:28:04] Offer, creating an offer, what’s next? Now that your offer and niche are down, now you have to self-reflect. Okay, how will I know if my offer is right or my niche is right? By testing. How to test? Okay, there’s a way in this, competitive research.

[00:28:04-00:28:19] Look at the competitors. If your niche is such that most engineering and software companies don’t openly announce their offers, they are mostly found in pitch decks. So, the scene is that you can do what is called ghost hunting. You go as their lead.

[00:28:19-00:28:36] Book an appointment with your competitors, go there and get their full pitch. Okay, and after getting the pitch, see what they are offering. Then, besides that, now in today’s world, so many matters have been resolved, you go and eat the head of GPT Cloud, okay, it will create such excellent offers for you that maybe.

[00:28:36-00:28:53] If it were that simple, everyone would do it. Everyone has ChatGPT, everyone has Claude. So why, it’s not that simple, is it? Beautiful point. This is indeed a very difficult task. It’s not very simple. In this, only a founder has to make their intention and work hard for two days.

[00:28:53-00:29:05] A founder, you know, understands that the hustle and grind, that is the most productive thing I am doing. He doesn’t sit and think that I should reposition, reiterate things, and realign things.

[00:29:05-00:29:20] I think early stage founders become more tactical, right? That they go down to the trenches, down in the trenches more in day to day when they come, then they cannot zoom out and see how I have to reposition. You are absolutely right, and this is the thing, this is my jihad against it.

[00:29:20-00:29:32] I want to set the early founders that the hard work, sweat, and toil that I have put in my life for my wife, children, friends, I don’t know the captain of the cricket team, I am not interested in anything in the world.

[00:29:32-00:29:43] Why? Because I am now the output of all the grind work I have done. In today’s date, Allah has given money, given time, but you understand that my passion and those things are finished.

[00:29:43-00:30:00] So, if you are in the early stage of a startup, then you have to learn these things from our podcast, from our conversation, that you should not do these things. Okay. So you have to narrow down. As soon as possible. You have to nail down your offer. Now I have done this, let’s say. Now how do I test it? Okay. You said ghost hunting. Okay, I will tell you the ways to test as well.

[00:30:00-00:30:15] One is ghost hunting, and the other is market research. You can create them very nicely with GPT, okay? And even today, when I create my offers, well, my offers, we change them almost every quarter. We are also releasing different offers today. I’m talking about services, again, this product.

[00:30:15-00:30:33] It can’t work in e-commerce. It also differentiates a little bit in SaaS. I’m exactly talking about services. You’re talking about digital marketing white label services. So when we create an offer in it, we are creating one offer and it’s not working. Now look, AI has come, AI avalanche is coming, we all know that. Everybody wants bots, everybody wants.

[00:30:33-00:30:52] that we get an AI responder, someone of our own. We have to change our offer in that regard. Now we can’t tell them, brother, you’re taking SEO, take Google Ad, take Facebook Ad, okay? So we have to change it, we productized it, then we made it solution-oriented that, man, we will give you a lead AI-powered lead gen solution.

[00:30:52-00:31:09] What is that? Simply, your bots will be fixed, your ad will run, you’ll have its funnels, a 5-6 tier funnel will be there, your 5-6 tier ads will be placed. We’ll put creatives in it, doing all the same work that we were previously doing to bring leads to it in email. Now, we’ve implemented a lead qualification system in it using AI.

[00:31:09-00:31:26] So they are seeing our name, the name seems so sexy, people say, I don’t know what it is. This is all, this is what they sprinkle in marketing. It’s a packaging thing, right? Sir, we won’t do these marketing sprinkles, I’ll bring you the tadka. Okay, without adding coriander and mint tadka, if you eat it, they will take that too, but there should be a little sprinkle on top.

[00:31:26-00:31:43] So we learned this thing that in marketing and sales, marketing is very important to sell something. Right? So that’s why in its packaging, we, and then we make very good graphics. And I learned these things mostly because in the beginning, my business was mostly with customers on the UK side. So in the UK, these people used to do very up-level marketing.

[00:31:43-00:32:03] I used to see 3G and such small offers there, such lovely fonts, such lovely typography. Along with that, they were bringing out even small offers. Because again, we stumbled upon it, stumbled and learned the ways of the world, we learned sales and marketing. Then eventually when I started reading books and I started podcasts and I started taking all these courses, I started taking coaching, I took a lot of coaching.

[00:32:03-00:32:16] Then I started learning that, okay, where am I going wrong, and then I started to understand things that when package, packaging a service as a product is very important, and you have to package it in such a way that when the next person sees it, they are a little curious too.

[00:32:16-00:32:35] It shouldn’t be that you openly tell everything like a tuition center’s pamphlet; you shouldn’t explain it like that. You have to explain it in such a way that it generates the next curiosity. Okay, so I think let’s do a case study, right? Done. Okay, so let’s say I want to do.

[00:32:35-00:32:52] Okay, I want to sell a legal AI to law firms. Excellent. Meaning, what they should do is upload their case, whatever documentation they have of someone. Okay, no. I want to sell an AI to immigration firms that.

[00:32:52-00:33:11] The applications that need to be filled, like for immigration visas, etc., AI can do 80-90% of that, and I’ll do the last 10%. This is my, this is my job. I create custom solutions for every firm. I’ve done it nationwide. Now tell me, what offer should I make for this? Why do you create custom solutions? What?

[00:33:11-00:33:28] Why do you create custom things? I haven’t created anything yet, but I want to enter this market. What should I do now? We have learned one thing: product size, the service that I talk about, it doesn’t just mean that you have to productize your offer, you have to productize your service as well. So it’s more or less a repeatable task.

[00:33:28-00:33:44] Repeatable implementation, repeatable execution rather than you every time taking a new canvas and designing. I’ll give a small example. Recently, a big issue also came up with immigration lawyers. Now let’s say I am your hired consultant.

[00:33:44-00:34:02] I’ve noticed that immigration lawyers also, when Trump created all these problems, the influx came at the very end. People come to them, they say that we are getting calls, and 99% of their, let’s say 95% of their leads are disqualified. They are Mexican, sitting illegally, and they’re saying, brother, get me here somehow.

[00:34:02-00:34:13] You understood one of his pains. Now you have to see your lawyer, what is his position like? What kind of influx does he have? Is he targeting a particular ethnicity or not? Okay, done.

[00:34:13-00:34:31] You took his information, that I am taking information about the market because you want to get into the market, right? So I understood that this is focused on a certain ethnicity. How will I know this? What is what? How will I know these correct things, these things that you, you know, you have been doing for so many years, how will I know? Sir, you have to go on Google Maps.

[00:34:31-00:34:42] You have to go to Google Maps and scrape the data. Now, this comes, which we call a part of data research. You go and pick five to ten broad states, East and West.

[00:34:42-00:34:54] We need to capture their cities. We need to go inside and scrap 10-10 of them. Immigration lawyers. Immigration lawyers. We need to go to their websites and study their services. This should be the work of one or two kids who are your data analysts who can extract and give it to you.

[00:34:54-00:35:05] He will tell you these things. Again, in today’s date, there is GPT etc., if you throw it, it will tell you everything. Cloud bot, understand? The second thing you have to do after this is, you have to go and randomly.

[00:35:05-00:35:24] You must read the reviews that these people have written on Reddit and all these forums. I don’t know, may Allah bless Reddit to all these people, that what information they give. I still don’t have the courage to go there and put up a post with so much detail. I really feel like I should black out all the information.

[00:35:24-00:35:44] But those who do, may Allah grant them paradise. When you study or crawl these people, what is the trend of immigration lawyers, then you will find out that these lawyers are ethnically focused. For instance, is a desi lawyer catering more to desi people, or is he doing it for everyone. When this kind of information comes out, then create your own on the mirror board, a complete market research map.

[00:35:44-00:36:03] In which you know what kind of lawyers these are. What is their average size? How many average lawyers do they have? How many independent lawyers are there? How many law firms are there? What kind of cases do law firms get? How many do they have? How many government sponsored do they get? How many do they get? Your targeted will be those private lawyers who will be independent who want this solution because they have

[00:36:03-00:36:16] There won’t be bandwidth to manage all of this. So you have to map it with that thing of yours, with your service. When it’s mapped, then in your industry, you’ll create a Venn diagram, and you’ll find out, man, these are them.

[00:36:16-00:36:27] particular immigration lawyers whom we have to target. When you reach here, then comes this lead generation part. Lead. Yes, lead. Bring the leads.

[00:36:27-00:36:42] Here, we’re starting with lead generation on this. Yes, so we, okay, so I did the research. Let’s say I narrowed down that, man, these are 1200 firms that are amazing for me. If I can get even 10 of them, then my company will grow really well next year.

[00:36:42-00:36:57] We take the assumption that we have the capability to build this system, and we have already built it for one. Okay? So we have already done that. I have a list of 1200 leads from Google Maps. Okay, they are all there.

[00:36:57-00:37:15] Now what do I have to do? Okay, we won’t call this a lead. I also understood this thing after a lot of struggle. Scrap data and raw data is not a lead. A lead is somebody who is engaged with you. Okay, otherwise we won’t call them a lead. But here we have this lead concept, and on our floor, there were also talks going on that no leads came in.

[00:37:15-00:37:29] So this concept is that now you have this data, you also need to get its validation. Now what happens is that you get emails, you have their phone numbers for Google Maps. The phone number is there, and the support email for it is there.

[00:37:29-00:37:41] And I have his name, address. We will start prospecting from here now. We have now learned up to this point who his lawyer is, who the major lawyer is, who the other partner is, who the legal partner is, they have partners.

[00:37:41-00:37:56] That partner is married, so what is his wife’s name? And what are his LinkedIn accounts? They have family orientation, meaning however many lead scores you can give, give them lead scores with weightage. It has a very simple formula.

[00:37:56-00:38:14] You have to give high lead score weightage to its important contact information. Okay, what is a lead score? That you have to score each metric from 1 to 5. Contact information is there? 5. Not there? 1. Is it and valid? 5. Not there? 1. Okay? In between, you can give it a score from 1 to 5.

[00:38:14-00:38:29] I don’t have anything right now, I only have their email and number for support. First, we’ll create the framework, right? Okay, so in the framework, we have to collect this lead score now. Then we have to give it a weightage. Against which lead score, against which metric, what is the weightage? For me, email.

[00:38:29-00:38:41] This person’s name, this person’s designation, and this person’s phone number hold a lot of weight, and the mobile number holds the least weight. However, lawyers have to call on the mobile very carefully. You know, you yourself put the guess.

[00:38:41-00:38:53] So you have to give low weightage to the other things like social links etc. The owner’s Facebook of that person. I said I have to do it in an Excel sheet. You create this on Excel, create it on Airtable, create it on CRMs, on this a whole one.

[00:38:53-00:39:09] It’s my chapter on which I will come. A full podcast will be on GHL. A full podcast will be on GHL, okay. So for now, you have to understand that you create a spreadsheet for the sake of simplicity for the audience, that you have to create this on top of it. These are our metrics, and these, sir, are their weightages.

[00:39:09-00:39:20] Every time that leads data will come there, I’ll tell you how to take it now. There will be a scoring ahead of that. We call this process data enrichment. Then there will be its segmentation.

[00:39:20-00:39:36] What is the segmentation part in this? Enrichment is that we are filling its data. We are completing all the linking. I will tell you why. Then after that is its segmentation. Segmentation, now I will do this, that when I have the data, then based on this data, I am seeing that this is a big lawyer, a small lawyer, a law firm, an independent lawyer.

[00:39:36-00:39:52] So I tagged my segments. I have the data now, it must be visible in my dashboard, how big a lawyer I have, how small a lawyer I have, how many lawyers are from this state, how many are from that state. And let’s say the first project I did was with a firm that had 9.

[00:39:52-00:40:00] There were only attorneys. There were no attorneys, right? Now you have. Now I know which segment I have to target to tell them that I have a case study. Okay, now this.

[00:40:00-00:40:10] If you have a successful project, right, this is also a mistake we make. We think that after doing a successful project, this is it, brother, we will do it this way. This is also not necessary. It is possible that another no-form one might not appeal to you.

[00:40:10-00:40:24] Or its challenges might be different. It’s possible that it came to you at that particular moment. So until you do a reasonable amount of projects in that defined market segment, you can’t define that, you know, these are the lawyers I need.

[00:40:24-00:40:37] So this thing will happen, after that you will do data validation. Data validation is this, in which you will check their phone, email, all the things, man, is it accurate, is the data accurate, are all the things yes. Now you, now where do you have to do this from? There are countless tools for this.

[00:40:37-00:40:56] That which we call, you know, second-hand lead list data, Apollo, Seamless, from these places, Zoom info, you can get it from there too. You can also get it crawled. In today’s date, you can create small AI agents that can start it completely. It will pick up from Sales Navigator, its owner’s.

[00:40:56-00:41:07] He will pick it up from Apollo, he will pick it up by crawling from Facebook, he will pick it up. Meaning, if and in return of that, if you put a child, then a child can get you 50 leads a day.

[00:41:07-00:41:27] Can you give 50 leads enriched? No, no, 50 leads, can you extract and give 200 leads, can you enrich and give 50 every day. So, you can consider that you get 1000 or 2000, you have a month’s worth of leads data. What does it mean to extract and give leads? Extracting and giving leads means, those are all desi terms, right? So, I’m bringing those a little bit too, your audience must be hearing these keywords every day.

[00:41:27-00:41:38] This is called lead generation, which is not raw data fetching and raw data scraping, that you took the data, validated it, enriched it, segmented it, and gave it in a solid form, here you go, Ahmed bhai.

[00:41:38-00:41:52] You have 2000 data ready. Excel sheet has arrived. Excel sheet ready, this is your gold mine. This is what you have to make money on. Okay. Now within that, you have a good benchmark of 200 leads per day and 50 enrichments per day. No, no, you give it to me, I’ll extract 500 for you.

[00:41:52-00:42:04] That’s from AI. No, no, I’ll do it manually, manually sir, you used to work on Excel for me, you can see my fingers. We are grinders, we have also done all these works. But if you bring a good kid, a kid who.

[00:42:04-00:42:17] Obviously, you won’t have a PhD or master’s level student sitting there, or someone who is an extreme data analyst. It will be the same student who comes to you and has the ability to grind a little, and this is a very baseline job. Do you understand? So, in that, it has a.

[00:42:17-00:42:37] The pace and efficiency have to match from there. But if I have extracted everything from Google Maps. You don’t get everything from Google Maps, right? So what is left behind for me now? If I have enriched with Apollo, I mean if I have extracted the business from Google Maps. And okay, so what you’re saying is who is the owner of that business? And who are the initial right decision makers?

[00:42:37-00:42:53] Now, I want to tell you one more interesting thing about this. You know, reviews come out from Google Maps. Now, if you use APY, APY is a very good app. If you use it, there are very small agents inside it. If you use it to extract data from Google Maps, then it even gives you reviews.

[00:42:53-00:43:11] What do we do? We extract up to the point that in that city, among the total lawyers, what is the number of reviews for it? Against which star are how many number of reviews? Okay, these are the data points we have. What is the total average scoring coming out to be? Done, you have this. 100% of lawyers, let’s say we.

[00:43:11-00:43:26] They take out Dallas in Texas. Now imagine, I’m bringing up a point like that. I email someone and tell them, you rank number 8th in Dallas in law firms. They will open it and open it, like, man, what’s the scene? Why, now I’ll tell them I have data and click here to find your report.

[00:43:26-00:43:36] So, this kind of information will also be very useful to you later on, in emails, in making calls, and in making social DMs, okay? So, this data enrichment is a very important part.

[00:43:36-00:43:48] Because the more accurate it is, the more segmented it is, the easier it will be for you to analyze, like, in which state, in which city, how many immigration lawyers do I have, how many Mexican immigration lawyers are there, how many Pakistan Indian immigration lawyers do I have.

[00:43:48-00:44:01] That much information to you. Now look, if it’s me, I won’t go to Pakistani Indians for work. Of course. Okay, right? I’ll go to Mexicans, Hispanics, all the left-right people I think I can sell this thing to.

[00:44:01-00:44:16] We are clear up to the data, we understand enrichment, we understand lead generation. Now what are the next steps? The next steps are, using this data, which sales channel do you have to do, outreach. Again I ask you, you understood that, right, where the leads data is from?

[00:44:16-00:44:35] Scraped it? Okay, we did it with Apollo, we did it with Apify, or we did it with manual effort, or we used Open Claw. You can also use Open Claw for this task, that I have this entire sheet. The entire sheet. Go and do this research. Do the research. But Apify is the top one at this time. Apify and Instant Scraper are very good if your manual lead gen kid wants to scrape a little and get an idea.

[00:44:35-00:44:54] Appify is going top at this time, okay? In this, the sales navigator also gets connected. If you create a little bit of an AI agent again, then that, you know, owner enrichment, the enrichment of the owner’s data, that becomes very good. The company gets the data. Now, if you want to do a sales channel, this is the most important step. If you are a small company.

[00:44:54-00:45:06] If you are a company of 5 people, then the sales channel will be different. If you are a company of 50 people, then you will have sales channels. You tell me, which company are you for? I am.

[00:45:06-00:45:26] There are 20 people, let’s say in my company. And we’ve done a good project with immigration lawyers. That means, now the same thing, if there are 20 people, you can’t just put 20 people in sales, right, who keep cold calling and social DMing. So that means first you have to find an email, social DM, a scalable way. Yes. You have to go scalable, then it’s added. No, I mean, no, I mean like.

[00:45:26-00:45:44] I need something with which I can leverage technology because I don’t have that much human leverage. Right. One thing I’ve learned is that if you leverage technology in today’s date, in 2026, and you become hyper-personalized. See, if you take advantage of technology, you can become hyper-personalized. Before, we used to go generic.

[00:45:44-00:45:58] Who will go and read each lawyer’s work to see what they are doing, create a report on it, and tell them their rank? Now, you create a small agent that goes and crawls, extracts their recent LinkedIn activity. Okay, there are already tools in the market, you’ll find many of them on Natan as well.

[00:45:58-00:46:10] You just extract its narration, its recent activity comes up, based on which you can now email and social DM it. Okay, done. Hyper personalized, hey Steven, love you, got the.

[00:46:10-00:46:28] Dallas paralegal award and this and that. You went to two or three places and liked it, liked it on LinkedIn, you came in front of his eyes. And when you message him in social DM, his acceptance will be very good. Again, this is a whole topic. So if you will do if you were to run this campaign?

[00:46:28-00:46:47] You will choose LinkedIn at number one. I will choose LinkedIn and Facebook at number one. There will be lawyers on Facebook. Yes, sir, lawyers are sitting on TikTok too. See, you have to see that he is also a human being, he is sitting everywhere. Do you understand? How do you have to approach? In our mind, it is that if it is B2B, then we have to go on LinkedIn. Brother, I am a CEO, I am a CEO, I am also on TikTok, you sell me by coming on TikTok.

[00:46:47-00:47:00] It’s a lot of fun, I also have conversations there, okay. So you have to see where he will be more responsive, where he will be more active, and where he can take you, I mean, your conversation to the next step.

[00:47:00-00:47:20] Now, obviously, there are chances that TikTok will go into more spam, it won’t accept it much, it won’t be very active. But you know, it will be active on LinkedIn for its business and its things. It will be very active on Facebook. Now, when you go on this, you will message it, hyper-personalizing, you will have so much information. So your response rate will be good. Same goes for email. What would your outreach message look like?

[00:47:20-00:47:34] Now, I, I have built this system that fills their applications. Now, what would your pitch be? I, I am 7:1. After 7 messages, you have to make the pitch.

[00:47:34-00:47:44] Don’t do it before. If you are not engaging that person on social media, going to the second or third message and telling them, I have built this, you understand? Then that work is bad.

[00:47:44-00:47:55] Okay, people disagree a lot with my method. The reason is that they say why would anyone start a conversation with you? Who are you to them, what do you seem like? You’re not in their country, not in their city, not in their field. Why would they talk to you?

[00:47:55-00:48:09] You didn’t ask him, I’m not saying that at all, how is Ramadan going, ask that kind of thing, how is Ramadan going? We have to ask him this, the data of his previous activity that we have enriched, we have to engage with that.

[00:48:09-00:48:22] We have to pick up his marbles and throw them over there in his conversation. That, hey love to see you doing this and that. First, say hi and ask him, do you guys also have an active website where I can fill out a form? He will do it, leave it for 3 days, forget about it.

[00:48:22-00:48:41] Go and message him again after 4 days. Hey Steven, love the way you your speech, your talk on this and that or your post on getting the paralegal award from Dallas. Then after that, his reply will come, that conversation will start. Then you can ask him, how is the influx going on on the immigration and everything?

[00:48:41-00:48:54] You see, you’re not doing a sales pitch, you’re having a general conversation with him. Bro, I get stuck. Nowadays, people come and message me like this. In 4-5 minutes, I feel like, man, he’s giving importance, he’s talking to me. By the seventh, his product comes up.

[00:48:54-00:49:09] You understand? Offer. Offer. Oh, not that, I also, I see, I’m marketing. But that’s okay, that is how marketing and sales are done. But what people do is that in the very next sentence they say, Sir, I sell this. Okay, I have the world’s best amazing, and take this.

[00:49:09-00:49:26] Now what do we have to do? So this is your whole social DM method. Now social DM has a very big conversation in which you have to understand what the limitations are, how many messages you can do, how many requests you can send. After sending the request, how much can you do, the solution to all these things is. Go to GPT. On YouTube there is a girl, a boy.

[00:49:26-00:49:36] You can search them. Again, I have a goldfish memory, I can take it out and show you from Notion notes. Yes, so suggest give it to us, so we’ll put it in the description. Yes, let’s put it in the description. Those are the only two people, they are telling about the outclass type of LinkedIn.

[00:49:36-00:49:48] Sara, both are white, follow them. After that, there are plenty of Indians and Pakistanis who will be telling you tips and tricks if you don’t understand. You follow them. I I majorly found like.

[00:49:48-00:50:00] I have mostly seen gray hat techniques and I have seen spammy, spammy bait and switch methods, the ones I have seen are of Indian Pakistanis. Okay, I will tell you about my.

[00:50:00-00:50:13] Should I give theory? As a founder, I have suffered a lot of money and beatings. I took courses, did everything, learned, kept kids, kept such experts who came on day one and said, Sir, I am a LinkedIn king.

[00:50:13-00:50:28] Okay, right? I’m finished, now I’ve come to your company, now the world is finished. Now you see, you just grab the sack in which you have to collect a million dollars. Okay, we, in this way, from the sales kids, the way we hired and took disappointments, I know, and every founder takes it.

[00:50:28-00:50:47] Then eventually you find that it’s not about your team, it’s about the system you have to build and as a founder you have to know everything inside out. You have to be a jack of all trades as a founder and then become a master of all trades. This is the difference between a good founder and a rich founder. This is what I learned, sir, the essence of my 12-15 years.

[00:50:47-00:51:01] So what did I do? I had to bring that kid, give him a salary, and say, “Okay, he’s here now, brother, we have unique leads.” They implement this automation because we have so much influx coming in, we won’t understand. Turn off the notifications, saying, “These are leads, chhan chhan chhan chhan.” Nothing like that happened.

[00:51:01-00:51:18] Sir, that LinkedIn is closed, that happened, that happened, that happened like this. So I look on YouTube, I say, man, look at this, this lead gen is saying send this many emails, send this many emails, you’ll get this many responses, this many will show your interest, this many people will book a calendar, and out of that, sir, one person will give you $2000.

[00:51:18-00:51:33] Okay, if we’re getting $2000in3days,howmuchwillIhaveinamonth?I^{\prime }mcalculatingthisrightnow,sittinghere.That{I}^{\prime }vesettledon$20000 this month. Actually, nothing like that happens. Actually, nothing like that ever happens, nothing like that happens even now. So how does this happen then? What is success? This is a very big question.

[00:51:33-00:51:46] The person who asks, ‘Man, this doesn’t work either, this doesn’t work either,’ the people on YouTube, the things they talk about in cold calling. Since we are busting the myths, I’ll bust the myth of cold calling too. I mean, I’ve taken up the entire floor of call centers, I’ve brought the entire floor.

[00:51:46-00:52:02] Then your top companies, okay, here in Pakistan, the ones doing international sales, pick up their top kids. We gave them what they asked for verbally. Then we hired agents who bring them. We are bringing and looking at every kind of kid.

[00:52:02-00:52:17] We’re successful. Only one bill is coming in a month for salaries, their air calls, their tools, and their close.com. I’m sitting holding my head, thinking, man, he used to say on YouTube that you should dial 200 a day.

[00:52:17-00:52:34] 10 will connect, 5 will be interested, 2 will show up in it. These 10 show-ups of the week are done, brother, you’ll close 5, send $1000,yo{u}^{\prime }respending$5000 a week, so where is my $20,000amonth?Here,$20,000 is going into expenses. Yes, there’s nothing left.

[00:52:34-00:52:53] These were the founder nightmares I went through. And I think a lot of founders go through this. And brother, they are still going through it, I’m telling you. And in the spectrum, you know, on this side you have people who have come forward in this journey, they have hired them, like it hasn’t worked out for them, but there will always be new founders who will get.

[00:52:53-00:53:12] Okay, let me tell you something very interesting. In this conversation of ours, there will be two types of mindsets. One will come, he will say it doesn’t happen like this, he doesn’t know, how would he know, he himself is the CEO, the team must be working under him. And another mindset will come, he is not telling us the secret, he is not telling us openly. Oh brother, there is no secret, God, I swear there is no secret. It’s all about your grind, your niche.

[00:53:12-00:53:23] And within that, your offer, you just need to grasp that framework that I initially discussed at the start of this conversation. Within that, you need to fit in your industry, your skills, and things according to your perspective.

[00:53:23-00:53:33] My team is also doing 200 dials daily right now. Anyway, we are moving forward, I’ll start from there. So, you have to define what your sales channels will be if you are a startup founder.

[00:53:33-00:53:49] If you are a startup founder, you cannot afford to hire 50 or 20 people when you are a company of 20 people, including senior STRs, floor managers, your sales person, and your closer. You cannot keep them because this is a payroll of ₹25-30 lakh for you.

[00:53:49-00:54:04] If you start charging ₹20,000 per person, then where did your ₹4-5 lakh go? It reached 3 million, 3.5 million. So what will you do then? Then you have, MashaAllah, space, floor, etc., that tension is gone. Not everyone has that. Then that floor rent expense. So you can put this as a big cross.

[00:54:04-00:54:16] So, what do founders normally do? They keep one or two kids and become the closer themselves. This is also a wrong approach. I mean, in the current time, you should go with the approach from where you, because you will also be involved in operations.

[00:54:16-00:54:26] You will be involved in the system, you will be involved in fulfillment, so you cannot give that much time. You have to save your time for sales closing at most because you are a team of 20 people. For the last call. For the last call.

[00:54:26-00:54:43] So, before that call, the person you need to bring for that call, for that you have to use those methods in which your time is less, resources are less, money is less. Which are those? You have to define that now. We define it as inbound, outbound. What is in inbound, what is in outbound?

[00:54:43-00:54:57] Social DM, email, email, call, ads. Ads, you’ll call ads inbound. I’ll call ads inbound, okay? And what’s in inbound? Your ads, your SEO, your content marketing, your referral, okay?

[00:54:57-00:55:12] Partnerships. Referral and partnership are the same, okay? This is your inbound, this is your outbound. Done, sir. What should a person with a closed company do? He can’t do everything. He will start with those low cost. Now, first you understood this inbound and outbound. Now you think about it that you have.

[00:55:12-00:55:22] We visualize, we tell your cameraman and editing team to put a box here like this. In that, we create a quadrant to see which is high cost and high effectiveness, and which is low cost and.

[00:55:22-00:55:32] Meaning, less, in which there will be involvement. So, if you map that, you will understand that your low cost and high effective comes in your email and social DM.

[00:55:32-00:55:51] That cold call of yours, that also doesn’t come in it. Okay? Your cold call comes in low effective and high cost. So if you figure out these things by doing it inside that box, that which is my cost versus my effort resource, the second matrix that will be on my X and Y.

[00:55:51-00:56:01] So you will understand which channels you need to start with. So as a startup founder, you have to go for low cost, high factor. Those are your social DMs. Those are your email. First of all, you have to start here.

[00:56:01-00:56:16] I would like to talk a little bit about email, that all the gurus in the world on email marketing, who I have learned from, I have also seen in podcasts, everyone learns from them. One thing that all of them emphasize is infrastructure.

[00:56:16-00:56:31] Your SPF and DKIM and this, brother, this is only for their YouTube channel. Believe me, you can learn this in 10 minutes, you can do it yourself, there’s no rocket science in it. 99% effort is all about what your copywriting is.

[00:56:31-00:56:42] Deliverability is also important. No sir, this is not a problem at all. You have written the world’s most amazing message, you have sent 1000, they have reached. I am saying this is, these both things are important but.

[00:56:42-00:56:54] Effort wise, I can get this work done on Fiverr by someone. Okay. I can get it delivered. But I have also had my campaign written by the top-rated copywriter on Upwork, the top-rated copywriter who is currently sitting there, Gora.

[00:56:54-00:57:08] Failed, mine was better than that. Now people won’t say, ‘Man, this is a hobby.’ It’s not like that. Brother, I understand my business more. You understand your business. Believe me, if you just read the basic rules of copywriting, take a little coaching from someone, when you write, its game is different.

[00:57:08-00:57:22] Because you have exposure to the customers as well, you have had meetings with them. I have taken thousands of calls, I know their pain areas, I know their decision-making mindset psychology, that at what moment of the, you know, they take out the card.

[00:57:22-00:57:33] Okay, so in email marketing, you don’t have to do this: you don’t have to pick up the world’s best copywriter like a man and say, ‘Hey, now money is starting to come in steadily.’ Nothing like that will happen. When will the money come in steadily? I’m coming over there.

[00:57:33-00:57:52] Okay. When you write your own email yourself, you will understand yourself because I am talking about a startup founder, okay? You have to be involved yourself. You don’t have to say, ‘Hey, I’m hiring a copywriter, I’m telling an SEO kid, ‘Hey, you know how to write emails, go write it.’ People are ruining the work by doing all this. They are using children on overlapping skills. You have to write yourself, you have to understand the system yourself.

[00:57:52-00:58:07] Outsource small things. Outsource and set up your email infrastructure, get your inbox warmed up, get their validation done. Ready? You read its baseline, watch two or four videos. As a founder, you have to be a jack of all trades for now.

[00:58:07-00:58:20] So you have to understand all of that email. Now, as soon as you understand that thing, what is your next step? You have to throw its copywriting. Now it has sequences. The sequence on its response, A B, runs like a nest.

[00:58:20-00:58:38] You have to see where that person’s email came to you from. Did you scrape it, or did you run a newsletter campaign and it came from there? Okay, right? This also becomes a semi-inbound. 99% of people have scraped emails lying around. And that will also be from an exhausted list, or if you’ve earned it through your own hard work, then its game plan will be different.

[00:58:38-00:58:48] Now what do I do? When we email, we don’t do it like, send an email to 10000 today. Quantity is never a target for us now. We were hyper-personalizing and emailing it.

[00:58:48-00:59:02] I am figuring out that now in your case, I will look at immigration lawyers, man, if I do it for Dallas immigration lawyers, meaning a Dallas, Fort Worth, etc., some 5-6 cities, Austin, etc., I’ll do it by catching them. I’ll do it by catching a state.

[00:59:02-00:59:15] Or should I grab a revenue group and do it, or should I, you understand, I’ve extracted the commonality, created a cohort, and now I have to play within that. So that I can narrow it down completely and focus on them, and then it shouldn’t be that you grab a cohort and get fixed on that.

[00:59:15-00:59:32] You have to keep testing. Test area-wise, you test it revenue-wise. What will happen with that is that your, you know, that email is all about testing. Email is all about and one everything in marketing is all about testing. Exactly right, I mean ads are.

[00:59:32-00:59:43] There’s social outreach, lead nurturing, everything is about testing. I now have some emails that I know I’ll run this morning, and I’m sure I’ll get a response from them.

[00:59:43-00:59:59] Because you’ve put in the effort. After putting in the effort of things and testing, right? So that response will definitely come. I have a framework now, I know that this problem has come up in this industry. I have to take out this flashcard of my email in this way. I already know that the response will come.

[01:00:00-01:00:13] If I go, you know, and I buy those swipe files, go and give a Facebook ad, now as soon as you start reading the email, you’ll start seeing ads. Ads will come, you’ll buy swipe files too, you’ll buy infrastructure too, what will happen with that?

[01:00:13-01:00:27] You bought that, you picked up the same one, and in frustration, one day you’ll say, “Man, how much should I read? I’m throwing it away.” You will just exhaust your list. That list person will either stop making you read or start spamming you. So, you have to make sure that you have this.

[01:00:27-01:00:39] It’s a one-time opportunity. You have to take the email so sensitively. The same goes for the social DM. It’s a one-time opportunity, you can’t do it again. Because yes, next time when you do it, the history will also be read and.

[01:00:39-01:00:49] If the old message is not good or has been blocked, then there is no benefit. The social DM that you do, you buy multiple accounts, there are things of multiple accounts. I was talking to Danish Ayub, the one from Carpe Diem.

[01:00:49-01:01:06] They were, in my opinion, trying to buy that account for ₹1500 at that time. Okay, now you think, with massive level social DM automation, you are going to your audience, so somewhere the result will come, but anyway, again he is a big company, they can afford it.

[01:01:06-01:01:25] So, if you want to think about a poor company like mine, then for that, we will do this: we will keep manual effort on email and social for now. We won’t go that much into automation. Now, you have to make sure that the response you get on your email, now many people have come to this thing that, man, there is a point that I.

[01:01:25-01:01:45] I’ll contradict a little. Now this has come into the market. Leads are generated automatically, data is fetched automatically, create AI agents, it gets enriched automatically, your email copy is created automatically, that email goes automatically, the response comes automatically, it does it and brings it to your calendar. Show me one person who has done this in this whole world right now. Show me one person.

[01:01:45-01:01:56] Everyone is doing it on LinkedIn. No, everyone is doing it in ads on LinkedIn too. It’s going on LinkedIn, I’m talking about email. Yes, I mean the same thing, right? Okay, it’s not that successful on LinkedIn either. No, what I’m saying is that on LinkedIn.

[01:01:56-01:02:13] These are the same people who are bragging, it’s just happening in their brags over there. Yes, it’s happening in brags. It’s happening on YouTube, it’s not happening in reality. Semi-automation has arrived where you send a message, and they extract your very lovely activity and are doing it at the mass level right now. I was talking to a guy, he has a tool today, I forgot the name, I will give you that in the list as well.

[01:02:13-01:02:30] They also take $500 and they give you a very good output. They had surrounded me like that for their tool, so I, I will admire those tools. So, it is that many things that we are reading on YouTube and in long posts, because of which in the minds of our founders, in the minds of CEOs.

[01:02:30-01:02:40] A noise and worry, anxiety comes, FOMO comes, man, we are missing out. Everyone is doing it, we are not able to do it. This is wrong, no one is doing it, brother, I am sitting here, I am sitting here to challenge you to bring it in front of me.

[01:02:40-01:02:59] Okay, it’s not happening now. It will start happening in the coming days, many things will start getting better. Instantly, if you go into a group, the graphs of people are going like this, okay, lakhs and lakhs are going, so the person starts to feel FOMO that, man, if he is doing this, then I am not able to do it. Eventually you start realizing that it is a niche, they have a warmed audience.

[01:02:59-01:03:15] There is a responsive audience to whom they are emailing, there are many other factors in it. So the point is that you should not be demotivated by this, you should not be upset by this. You are doing right and you have to learn this and just move forward by doing your hit and trial, you will eventually reach to the point from where you will start getting ROI from that channel.

[01:03:15-01:03:34] So social DM is done, sir. Email is done, social DM is there, now you have Facebook DM, Insta DM, LinkedIn DM. Be lethal. You don’t have to apologize for this and not do it from your personal. Okay, don’t do it from personal that personal account should be closed and you should get a message that after listening to Saad bhai’s podcast, we got our personal account banned.

[01:03:34-01:03:53] So there are few ways. So what will you do? You have to create pseudo, buy pseudo, and run the pseudo. Buy them? Oh sir, this is the whole industry. Leadsbook.com, I buy from this guy, he’s my vendor. Okay, I’ll take a sponsor from him too. There should have been an affiliate link at this time. So the scenario is that.

[01:03:53-01:04:11] There are many industries that are providing you with warmed pseudo accounts, etc., at this time. They are giving you warmed ones. Okay, they also have an audience and engagement. Posts are going out, and then you tell them, ‘Hey, I need.’

[01:04:11-01:04:22] I need those two accounts from my industry. They warm you up, post relevant content for you, and do everything for you. It’s not like court and that.

[01:04:22-01:04:41] They put up posts with GCs, you buy an account, right, the one with the jeep in the front, it looks like the person has died, it’s their account that someone has sent. They curate and give you those accounts. Those accounts are lying with them, they have created them, they are verified, they curate and give them to you. But again, it’s a very sensitive thing, they get closed, they get closed excessively. But the thing about managing it is the same.

[01:04:41-01:04:59] If you go with 100, there will be 10 kids, and you’ll be picking up the game with 10%. Everything that gurus tell you in videos on YouTube, they come and tell you, right? Take 100 and multiply 100, like Maan Ghazi and this way, that you open it, brother, gurus, all gurus have become. The thing is that if your lead generation is so sorted.

[01:04:59-01:05:10] That you have booked 20 meetings within 24 hours. So how do you have time to create this content then? I, you said a very beautiful thing.

[01:05:10-01:05:22] Today, in today’s date, I started creating my content on the channel, inspired by you, so I was sitting and thinking that, man, how are these founders doing it? This is a very tough job, and then your question came to my mind.

[01:05:22-01:05:39] That guy who is selling this knowledge, who is saying, brother, I mean, the calendar is full. The calendar is full, so how are you sitting idle here? So this, I mean, like I have seen literally posts that, yes, screenshots of the calendar are also shown, and the same guy is sitting for about 40-45 minutes.

[01:05:39-01:05:50] Inside Loom video, they are explaining what my entire system was. Okay, I hired a kid, outsourced him, subcontracted the work. So that kid used to make small apps, including fake WhatsApp.

[01:05:50-01:06:02] Fake Slack shots, fake screenshots, fake, you know, this calendar of yours. Okay, fake emails. Now you need client testimonials, go to its app and you.

[01:06:02-01:06:20] This, this world is also a lie, sir, you have to keep that in mind. We founders shouldn’t get caught up in FOMO. That’s where we get beaten. So, sir, I opened someone’s lead funnel, we’ll get to the funnel in the next steps. I opened the funnel and I said, brother, it’s been 8 days since Friday, it has 15 followers, I’ve gone to his ad.

[01:06:20-01:06:34] And he has, like, all the awards too. Sir, you get plaques for all of these. You want YouTube’s, you want ClickFunnels’s, you name it, and I can get it delivered to your house. I mean, the world has gone to that level.

[01:06:34-01:06:48] So now if this is this who you’re competing with. Yes, if you’re creating such a fake aura and you’re white, and with fair skin, you’re going and creating your VSL, putting up your funnel, and running ads, then man, you’ll definitely get ₹500 in a thousand.

[01:06:48-01:07:01] We are eating here, we don’t fake much, we don’t even have access to fake, we don’t even know how to fake, we haven’t even done fake. Okay, right? And we are real founders. So we are in this anxiety that we are doing something wrong. Of this.

[01:07:01-01:07:11] My passion is that founders feel like, you’re not doing something wrong. You’re working hard, you’re working the right hard. It’s all about putting in the reps and failing enough times, right? Beautiful. Exactly.

[01:07:11-01:07:21] Now where had we gotten stuck? Our email was done. Email was done, let’s say so, okay, so copywriting is paramount, very important, narrowing is very important, and then when you get a response, then to nurture it.

[01:07:21-01:07:31] In nurture, something good, so when we did email marketing, right, so meetings were being booked for us. Like I think 10 to 12 a month were being booked.

[01:07:31-01:07:48] I think that is a decent result for a team of two people, okay? But what I found is that people at that time are completely cold or they are not even problem aware, they are at the unaware stage when they come. That is why I think that the sales cycle of email is very long, man, it takes 4 to 6 months.

[01:07:48-01:08:08] So is that your experience as well? Volume negates luck. Alex and Mozi bhaiya say volume negates luck. I dissected this thing a lot. I said volume means I should do a lakh emails every day then. Then I realized what is happening with me. I tried to reverse engineer everything. This is happening with me that however much I

[01:08:08-01:08:20] Emails come, I’m not reading them, right? Okay. There’s a guy, I keep getting his emails, so I keep looking at them. So I’m busy, I’ve come to my office, logged in, opened the computer.

[01:08:20-01:08:39] I saw the email that came in it, I was finding someone else’s email. I saw it, it came to my attention, the subject said, okay, he has emailed again today, but I didn’t open it. Then I am going home in the evening. I sat in the car, I just opened my mobile, an email has come, I didn’t open it. I am doom scrolling at night while sleeping, I just checked my inbox, that email came in it, I didn’t open it.

[01:08:39-01:08:52] But one day I was sitting at the airport, traveling, in full villa, in full vibe, and I got that email, and I said, inside it, the subject line was also written, very funny, which was related to me. I opened it.

[01:08:52-01:09:10] I opened it, I enjoyed reading his email. I opened the previous one, that also seemed very relevant to me. I opened the one before that, that also seemed very relevant. So it was not that person’s fault that he did wrong copywriting or sent it wrong, it was the timing. So what I’m saying is that the people who, when we compare with email, email.

[01:09:10-01:09:28] In LinkedIn and ads, it has been very good, but if we compare email and LinkedIn to marketplaces or ads, the intent is not that strong in LinkedIn and email. Yes, it’s not, right? So, see what happens, you’ve identified the problem, right?

[01:09:28-01:09:40] The immigration lawyer’s case that we are discussing, it has to manage the influx. He just has to open the email. So when your email opens, inside that email,

[01:09:40-01:09:59] You have developed its resonance and relevancy, right? So he is a cold person, but you have identified his problem, a connection is formed, right? So on that, it is not necessary that he will answer you on that. It may be that the timing is wrong, but you have sat in his mind. Then maybe after some time he will send another email on that, he will now open it that yes, man, this person has done a very good thing, let me see properly.

[01:10:00-01:10:10] Let me give you an example, nowadays I get Adromea’s strategies and AI video creation, right? I’m getting 5 emails, I open 2. I don’t reply to them. After 2-3 days, if another one comes, I open it.

[01:10:10-01:10:23] Then I give it too, which is good, tell me more. And when you open it, he finds out. He found out who this is. Now he has to run sequence B. Now he won’t come with you in sequence A. Now he knows this is my prey, I have to hunt him.

[01:10:23-01:10:35] So now automations have arrived. We used to, brother, at one time we used to email, we used to see, we used to see who had opened it, then we would open it and send another email. We have also done that email marketing. So now automation is instant.

[01:10:35-01:10:55] You have already created a sequence. Create 80% of the sequence from this, and do your 20% at the end. And here’s a mistake we make: after creating the sequence, we go into set it and forget it mode. Don’t do that. You have to do constant testing, like, I sent it to the second, and the result came. In the second, you also have to do A/B testing. Do variation testing, do syntax testing.

[01:10:55-01:11:06] In this, you bring its semantics, you see what things you can do and keep it organized so that you have that data on which you can take meaningful decisions, not randomly.

[01:11:06-01:11:20] You’re guessing, you’re not supposed to guess. Yes, in the ads training that we were doing, he said that 50 ads are the baseline for you. It’s the baseline. So if it’s like this, then 50 email sequences should be the baseline. You see which sequence is running, why it’s running. Absolutely.

[01:11:20-01:11:31] Okay, so if someone has opened it, then it is about your offer. Then maybe your offer is wrong. Okay, you don’t have to give the offer immediately. If you have opened it, now you have to give its pen an enhanced, elevated pitch.

[01:11:31-01:11:46] Okay. Yes, if you have an email, you didn’t solve the problem in a single email. Not all of it, no, no, that doesn’t work now. Okay. I understand your point. Now, if you do this thing with it, then see, its dopamine level is now.

[01:11:46-01:12:00] You understand, the level at which we all are operating, right? So we have to engage it, just hook it. Once the hook is done with you, now you understand that you will take this thing in three sequences. You have to keep the solution at the end with it. In the next one, you have to give it an elevated page.

[01:12:00-01:12:11] So, this again, this is my experience. Many people will say, no, we don’t do it like that, but it works out that way. We’re getting a 100% response on just one email. That will be their thing, their niche, and it will be according to them.

[01:12:11-01:12:25] What’s happening in the majority, what’s happening in my majority services, my majority products, that’s the thing. We send the first email, if he opens it, he’ll get the second email. In the second email, his elevated pitch will go. Okay, there is an 80% chance that he won’t open the second email. If he has opened the first one,

[01:12:25-01:12:41] So there’s an 80% chance he won’t open the second one. If he opened the first one and didn’t respond, he won’t give you the second one. You’ll do a third one, but now you shouldn’t start spamming. The next person also knows that email marketing is aware of the entire audience these days. In our case, in B2B, it’s very aware. Well, in our case, one good thing is.

[01:12:41-01:13:00] They know what is happening to them, why this email has come to them. We talk so hyper-personalized, raw, original, and there is a response to it. And we have tested it. So every industry is different. These immigration lawyers may not know that much yet that this is, but they are very email-focused companies, industry.

[01:13:00-01:13:14] As compared to a roofer, he probably doesn’t check emails, he only opens emails for invoices. Okay? So you shouldn’t decide on a sales channel just because of what you can afford, you also have to see if your target audience is on it or not. That GPT will tell you. Okay.

[01:13:14-01:13:24] Now, the entire game depends on that email sequence of yours. If you don’t open it on ‘Next,’ your other sequence, BC, is running. If he opens it, then B2 will start.

[01:13:24-01:13:41] Okay, right? Okay. That sequence of yours, that’s A/B testing, everyone has their own. At what time do you have to give the elevated pitch, at what time do you have to give him the case study, at what time do you have to tell him how much math you’ll show him, we used to do a very fun thing, we would directly tell him the math. Give him a calculator. Give him a calculator. Tell him, man, click this and you will see how much your.

[01:13:41-01:13:57] And once he came to your landing page. He was caught. He was caught. This was the net you threw over him. Ads on it. Now we will retarget him, we won’t leave him now, we won’t go anywhere with you, okay? Now, child, you will sleep, you will wake up, we will be in front of you. This is your game, okay?

[01:13:57-01:14:16] So if in that email, you have very few chances that they will respond. Now see, you have to learn one more thing from here. From social media and email, it is not necessary that the person will respond to you there, saying yes, set my appointment and set my thing. You should take them to the landing page and take them to another sales channel. Okay, right, where you are showing it to them again and again.

[01:14:16-01:14:27] Or you can get it liked and followed if your social content is well-made, in which you are giving a lot of information. Here, I will keep adding a tip point that your social media should be top-notch.

[01:14:27-01:14:42] In today’s date, you with 10-15 followers going out with a new, it won’t work. That like everything has to connect, right? That your LinkedIn is top-notch, professional, the same thing should be on Instagram too. If they Google search, then the same thing should be known, it shouldn’t be that if.

[01:14:42-01:15:00] If he is an immigration lawyer, he searched and you have written that yes, I do SEO. I do SEO. Yes. So, get your entire knowledge panel in Google’s knowledge panel, also post your five-six videos up there. Get as many links as you can from your Reddit and entrepreneur and from here, paid, non-paid.

[01:15:00-01:15:16] I have had my articles written that I am the king of immigration, I, I, the lawyer who comes to me, I am the one who saves him, I am the doctor whom people call Lahore Law John. Do you understand? So this, this positioning that you will do, okay? By the way, it’s a very interesting thing.

[01:15:16-01:15:30] We’ve noticed that sometimes there’s talk in our homes about the knee problem. Yes, that so-and-so doctor is sitting in so-and-so place. Brother, there will be 10 doctors in our neighborhood, but he will recommend that one to you. This positioning, you see, comes because of the uneven town.

[01:15:30-01:15:42] If you don’t do this, that person won’t be a journalist. He’s not a journalist, and the reason people are stuck at 10000, 20000, 25000 in terms of growth and revenue is that they haven’t narrowed down their niche. If you narrow down your niche, you’ll touch seven figures, you can get that written down by me.

[01:15:42-01:15:59] You can’t do it without that. Yes, their relationship. Okay, right? Otherwise, it’s very difficult for you to touch the seven figure. Seven figure is $83000, which you can call a million dollar. Yes, because your teams will be scrambling all the time, they will be constantly looking at every problem. Your thing won’t be set. You as a founder, all the time, you know.

[01:15:59-01:16:10] They will be in operations, they will be in fulfillment too. Every client is a new, that artist kind of story happens. Okay, now let’s move on to the next thing. Your email, right?

[01:16:10-01:16:26] What is your call to action within this and within your social DM? What call to action do you want to give it? I think that the email and social one, this warrants another podcast in which we specifically figure out a case study. Exactly that this is a case study.

[01:16:26-01:16:39] These are the sequences, and why are these sequences like this? Yes, we’ll probably do that. So let’s say I’ve done this, and then I have to, on calls, I mean my calls, like your main target is to book a call. Right now we don’t bring it to the call to action. Okay.

[01:16:39-01:16:50] Now look, we were talking about this for startup people. Now you are a mid-tier company, you have a team of 50 people, engineers, you have enough funds that you can also keep a sales team, you don’t want to miss that either. How can we forget cold calling?

[01:16:50-01:17:09] And now we will come to inbound. If you go for cold calling and you say that, man, I. This is a very big topic, but I’ll tell you a lot of things about it, which a lot of founders, especially in the software industry, the people who are suffering are doing this, that they are keeping STAs, sales people, closers, and they are expecting that, man, okay, I.

[01:17:09-01:17:26] I will get so many calls made, so many startups that have received funding, or in your case, like we are talking about this case study right now, that how many lawyers do I have? I have 1200 lawyers. I will call everyone, and I will get the result. Okay, 1200 lawyers is what you have extracted. Actually, there should be 10000 lawyers.

[01:17:26-01:17:36] Okay? I think there would be around 10000 immigration lawyers in the entire US, okay? If your team calls 10000 and you say, “Hey, call them somewhere else,” then eventually what will happen?

[01:17:36-01:17:54] that you will start getting exhausted there too with your list. Okay, the spam number will start going. So there is a whole process for that which I learned over time. The first process is to put a big cross that you should dial 200. 10 connect, 2 interested, 1 appointment, 5 appointments came in a week, 2 converted.

[01:17:54-01:18:12] Two thousand dollars, four thousand dollars a month, how much is that? 16000 dollars came. So this doesn’t happen. This never happened to me. I also kept a team, I followed the exact frame by frame thing. So how did it happen? Then you, we did our own niche testing ourselves. We saw which pitch works.

[01:18:12-01:18:31] And I, sir, want to highlight one thing here, do not hire dummy sales people. Who knows jargons and keywords, who slide into your company. You are a founder, you always want to connect more with the CEO, as a CEO you want to connect with the sales people. And you with them more.

[01:18:31-01:18:42] They want to grind and they know how to play you around. So this thing has happened many times. This has also happened with you? Sir, this has happened once, it has happened multiple times, it has happened multiple times. I have kept such people, they.

[01:18:42-01:18:57] No work. They would have sold you. That brother, the sales guy, he was selling to me, just closing me out. He closed me. Okay, fine. So, you know, then what happens is that you eventually, and why did this mistake happen? Because I relied on them. I was not part of the process.

[01:18:57-01:19:17] You’ve got to figure it out from me. You’ve got to figure it out, you have to be part of the whole process. And if, like, this is what I tell all of the founders, man, that if someone has figured out lead gen, then they’re doing it for themselves. They’re building the whole company for themselves. Yes, why would they come to you then, saying, “Hey, I need SDR or I need a closer.” Exactly. Whatever in all of the interviews.

[01:19:17-01:19:34] Grandios claims that I closed this $70,000lastmonth.Ohbrother,ther{e}^{\prime }ssomuchtohear.Ifyouclosed$70,000 last month, then the company won’t let you go. It will say, someone should give me $70,000. Okay, in one month, let’s say.

[01:19:34-01:19:52] Someone can do it in 3 months too. I’m saying, if you do it in 3 months, I’ll give him my car. Brother, my car driver is for you. You don’t have to take any tension. Yes. So, that’s the thing, right? So, so that’s it, that’s it, that’s it, that they do the sale close in the interview and don’t do it later, and there is no quick fix. And if someone has figured it out.

[01:19:52-01:20:00] They’ll be doing it for themselves, not for you. Either they’ll have an agency, that’s right, that’s right, that’s right. Or they’ll be working as a freelancer, or they.

[01:20:00-01:20:17] We will leverage it for something else, right? That they can partner with someone, like let’s say I will give you leads, you guys close them, or there can be a good play of e-commerce in it. So this is a very big trap. In our e-commerce, the products that we have, we sell them to boxing brands. So the boxing brands that are,

[01:20:17-01:20:30] They are gyms too, boxing brands too, and we are competing in a very heavy market. We have done very good positioning of our brand. And our digital agency is a totally different world, okay? So I have both sides.

[01:20:30-01:20:45] So, I’ve seen the flavor of sales. I’ve seen emails from both sides, I’ve seen social DM and inbound outbound from both sides, and I’ve done it myself. So I realized that the commonality is this, don’t get oversold by a sales guy when you’re hiring.

[01:20:45-01:20:55] Okay, he doesn’t know either, and you don’t either. It’s not necessary that everyone has bad intentions. If a wrong sales person gets hired, then it’s the CEO’s fault. I keep saying, I have forgiven them all, I said it’s okay.

[01:20:55-01:21:06] It was my mistake. I trusted these guys. They’ll give you gimmicks and words and they’ll twist and turn it, and sir, let me tell you one thing, a sales guy puts it behind the truck’s light like this. Now all these sales guys, they’ll start putting that in the comments for me.

[01:21:06-01:21:26] But the sales guy puts as much effort behind the truck’s light as the CEO and founder, no one else can. Sir, we do this. Sir, just this many leads came in, this much warm-up, this much came in my pipeline, forecasted my $80,000 revenue is pending, okay? The email isn’t working, they have to fix that, the marketing people changed the offer. Understood? They always have an excuse.

[01:21:26-01:21:36] to play around because they are in sales. You as a founder have the co-responsibility that you have to mitigate this thing and manage it. Yes, there should be a bullshit filter. There should be a bullshit filter.

[01:21:36-01:21:48] If you don’t have that, you’ll end up paying a huge cost in terms of their salaries, tools, and the opportunity cost that you’ll miss in this time, the business that won’t come, which I’ve built up. Okay. Smoke is coming out of the ears, may Allah forgive.

[01:21:48-01:21:59] That’s right. So there is this, and then eventually, the thing is that I should make a call to action and either bring them to the landing page, like retarget them from there, or I should book a call with them. And after that, I think if.

[01:21:59-01:22:16] If anyone has a company of 20 people, they must want to close calls, right? I think cold calling is totally different, and then like the content for email and social is totally different. So, on cold calling, we can probably sit another time, right? Then we come to inbound. Right.

[01:22:16-01:22:28] Inbound is the most. So for a company of 20 people, would you recommend that just do social and email? Social, email, and a little bit of effort to figure out the exact thing, then you should come to inbound through Ads Winner.

[01:22:28-01:22:48] Yes, the ad funnel, you know, this is one of mine, and I think it’s yours too. This is one of those hot cake sales channels we have these days. If you figure this out, it’s predictable, it’s sustainable, and it’s scalable. These three. And you, you like, I’m saying that you have a volume knob. Volume knob. You need 10 leads next week, so.

[01:22:48-01:23:00] You should increase your budget. I am not as far in that journey yet, but like we’ve done experiments and we’ve seen results. Now we have done about four campaigns.

[01:23:00-01:23:13] We’ve booked, I think, more than 25 calls now. We’ve booked 25, 30 calls. What a good number. Qualified people, qualified people were in it, and it’s just that your closures are looking great.

[01:23:13-01:23:28] Yes, so there were qualified calls, but sometimes it happens that you have to make a decision, sometimes nothing. But like again, like we come from a background of marketplaces, there are like high intent leads there, right? So this is low intent, so we are just.

[01:23:28-01:23:43] Here you need a guy with you, a wingman, who has a sniper effect, a sniper shot mindset. With a CEO, well, my opinion is that I have a lot of experience throughout sales.

[01:23:43-01:24:02] So, my sales and our industry, in that, I do it in that way, like a strategy, my sale is like a doctor-patient one. Which I call the stiff to smile one, when that person comes, I enrich him a lot. And I don’t know, you can say that every person has their own sales style, mine is a bit overwhelmed.

[01:24:02-01:24:12] And what I would call a bit of a show-off type of thing in my sales, and then I worked myself out on it. And with time, I made myself a.

[01:24:12-01:24:28] Which is called, you know, bringing adaptability, that I have to modify myself by looking at the situation, the person, and that. I worked on tonality, I follow Jeremy Minor a lot, okay. I have other small things from where I got whatever tip I got, I caught it.

[01:24:28-01:24:39] I saw how you develop the sales cadence. I saw that now I am relating all these things to closing. Why? Because what happens is that when you call someone,

[01:24:39-01:24:54] And or if a call inbound also comes to you, then eventually if it doesn’t close, then it’s a follow up. And I believe either they die or you die, then stop the follow up, otherwise don’t stop it. Okay? You should have a long list, there is no dead lead. Okay?

[01:24:54-01:25:11] You have to keep engaging them somewhere or the other, sometime or the other. Hire new kids, give them that dead lead, don’t stop following up with that person. Sometime or the other, if they are your ICP, if they are qualified, sometime or the other will be the right time for them. Sometime or the other will be the right time, so why to, you know, give up on them. So I did this thing.

[01:25:11-01:25:18] Now what happened in that, okay, when I used to make sales calls, I made thousands of sales calls. My sales call would go on for two and a half hours, like a podcast.

[01:25:18-01:25:38] He is coming, I am telling him that my wife has made a website, I am praising his wife, it must be such a shit website and I am praising him, amazing, she has the sense of aesthetics, I can see that, and I had never seen such a bad website, but I had to do it. And then he was taking two calls back to back, then he was talking about SEO, so he had jokes.

[01:25:38-01:25:53] Do you know what’s the best place to hide a dead body? He says, no, I don’t know. It’s the second page of the Google. Do you know why? Because nobody goes there. Ha ha ha, he’s also laughing. Now I’ve told this joke to 10000 people and I’m faking it. Imagine the torture I’m going through. But that’s how you grind for success.

[01:25:53-01:26:06] That’s coming down to email marketing and its lead gen. I know my own lead gen isn’t working out either. But I have to sell my service of lead gen. Okay, now I’m giving it hopes, giving it an illusion.

[01:26:06-01:26:19] In today’s date, the things I am talking about, I understood after a grind, right? No one can sell me now. But think that I am giving that illusion and that thing, and I know my own lead journey has ever been straight, and I am telling him, brother, I will run your email.

[01:26:19-01:26:35] You will be successful. It will be 200. Which car? This same one, 200 will come. Which car? I literally said this to a guy. We were talking, talking, it wasn’t closing. Anyway, it was awkward, so he was from the UK. So I said, which car do you drive? He said, I don’t know anything about cars. He says.

[01:26:35-01:26:48] This one, I opened it at the same time, checked the Ford short, he told me about some Ford, I said this one is good, he says, I said what is its price? He says it’s 150 grand, it was in pounds here, I said okay. I said when do you want to get it?

[01:26:48-01:27:04] He says, “What do you mean?” I said, “When do you want it?” He says, “End of this year.” We’ll do it sometime in February or March. I divided his revenue, saying it would be by this time. Now you need this much revenue per month. It won’t come in the first two months, so we divided it over eight months. I said, “To bring this in, we did these things.” I opened an Excel sheet, this.

[01:27:04-01:27:17] I made a beautiful table. I work a lot on visual aids. I will also speak on the pitch about how my pitch deck is. So I made that whole sheet, filled it with colors, applied formulas. Now I, I cannot convince him, I confused him to the ground.

[01:27:17-01:27:27] He said, this is the guy, where were you in my life? Although I know what I’m doing, I know nothing is going to happen, I know about my team, what to do. But I sold him.

[01:27:27-01:27:45] Okay. I sold him. You’re talking about sales, right? Again, you’re not talking about my fulfillment. No one should judge fulfillment, brother. We’re talking about sales, we have to learn sales. Okay. Right. So, I sold it to him. Then what, what visual aids did I keep? I used to sit in real-time on Miro or Figjam and create the whole flow for him.

[01:27:45-01:28:02] One is that you took the pitch deck. One is raw authentic. One is that around the corner. Yes, you are doing it in real time, right? Yes, one gives that gangster vibe. Look man, this is your flow, this is how your bot will run, this is how yours will be, such a big flow has been created within 8-10 minutes. Now that guy doesn’t know about these things.

[01:28:02-01:28:14] You showed him so much and he sold it. Convinced them and confused them. Confused. He said, man, this is it. They know, they are doing what they are saying. Like, he must be saying it right. Like when you go to the doctor, they take the name directly, now I to my wife.

[01:28:14-01:28:29] I take it whenever we have to go to the doctor. If I mean, I’ve gone to the doctor, and my throat is bad, we only know about paracetamol, just gargle and take paracetamol. My wife went with me, she also understands medicine. The doctor and she are talking.

[01:28:29-01:28:42] I listened to her for 15 minutes. I said, what are you saying? What diseases have I caught? And then she said nothing, your throat is just bad. I said, but what was that term? But then I said, okay, whatever he is saying, he is saying. Give me medicine, give me a vaccine. Take the fees from me.

[01:28:42-01:28:54] So, this thing, I figured it out, but now my sales team can’t replicate me. This is the biggest challenge for a founder. You are doing very good closing, but the sales team can’t replicate you.

[01:28:54-01:29:05] This is such a big challenge for me that I can tell you. How did I fix this challenge? I kept those kids who made wingmen with them. Okay, we guide and glide calls together.

[01:29:05-01:29:25] They learned, they grinded with me. They understood. They naturally adapted to me. Okay, and some things of theirs were also good, obviously, a sales kid with experience, built an accent, did this. So it’s good. The second thing, we stopped saying this, I don’t know about you guys, but we stopped saying this, I started my sales from Systems Limited, I.

[01:29:25-01:29:40] It used to be Tom Fraser, back then, right? Hi, my name is Tom, I’m calling from Systems, how are you? It used to be Vision Net, sorry. They used to call it Vision Net. So, do you understand my point? Now we say I’m Saad, meaning I’m doing my personal branding, my team is going by my name.

[01:29:40-01:30:00] So that one, you know, that Tom and Henry, that scene is also off. I think it’s acceptable. No, even now many people are doing this thing, right? No, but acceptability for personal brands is better. It’s okay for them. No, it is okay, but when your SDR goes, that’s something to think about, what vibe does SDR get? Right. Are you understanding? Now, it’s a simple thing, right, look.

[01:30:00-01:30:11] That I can make an accent with a crooked face as much as I want, okay, you will eventually figure out that he is a boy from somewhere, you understand? You will find out, right? I go to conferences and meet with my white clients.

[01:30:11-01:30:23] So, the same thing used to happen in our minds too, man, it’s all a game of accent for you. So, I used to pick up call center kids with good accents. I killed that thing. I don’t pick up call center kids, I pick up kids with a good strategist mindset.

[01:30:23-01:30:39] Those who have proper communication, they give me more closing as compared to a very good one who seems like Henry on the call, that kid. So that kid is of no use. In SDR, they will go somewhere, they will never work in closing. So, we figured out these things.

[01:30:39-01:30:59] So now the scenario in this is, I lost the trail, where were we? We were, we were talking about sales, right, sir? Before this, we were talking about bringing him on a call. On the call, now when that person comes on a sales call, then on that, I have made my pitch deck very strong. We were talking about visual aids. Very much, yes, very much strong I have made it.

[01:30:59-01:31:14] And it’s not made in such a way that it. Well, in my fast university, I was always an average student. I was the average, and I always say this to the founders. Average is the new best, I heard this in someone’s Harvard or someone’s student graduation speech, it was very lovely.

[01:31:14-01:31:30] So he says, average is the new best. Average moves the world. Average are the one who actually sustain in this world, understand? So I said okay, meaning it became motivation. I, the average GPA one, average, I studied accounts two to three times in my university.

[01:31:30-01:31:50] I pay accounts and taxes in four countries. I have accountants in four countries. When I go to my annual accounts meeting with them, they say, “Boss, you know your staff, you know your numbers.” What can I tell them? I barely passed my accounts four times. So I believe that the average person, you shouldn’t be exceptional, the founder.

[01:31:50-01:32:07] You should have an average in at least every field. You cannot be specialized and be a founder. This is my, it’s my opinion. So what I did was, I understand deliverability, I understand fulfillment. I understand good communication. I also have exposure.

[01:32:07-01:32:28] What is my experience and exposure? I travel, I have been traveling since childhood to the UK etc. Now my North America has started to grow. I have a very good experience in good companies and bad companies. I have knowledge. Okay, I am a graduate, I have studied, okay, whether anyone believes the degree or not, but the university has an impact.

[01:32:28-01:32:47] Because of all these things, I feel that I am average in all of these sections and I can deliver good. So because of that, what happens is that when a client comes to me, he is not just taking good communication, he is also taking a solution, he is also taking an experience, I am solving the problem for him. So when he is coming to me and he is coming and talking to me, like in the beginning I used to have big clients from the UK.

[01:32:47-01:32:59] He came and was talking to me, right, that it’s going to be a tough winter. So I know what his challenges are. I know that his vehicles will slip, red ice will come.

[01:32:59-01:33:10] If those flights get canceled, I know his summers are coming, so what is his culture, what are his trends? I know to what extent I can talk to his family.

[01:33:10-01:33:26] So, when you know these things and you know bits and small things about everything, then you can deliver a very good sales call. As a founder, you have this skill. I think you already have the skill. If you are running a company of 20 people, then you have sold something. But the challenge is not this.

[01:33:26-01:33:38] You have to go from 20 to 100. Yes, that’s it. So you need that person. Now, no, if you have to go from 20 to 100, then the person you keep in your replacement, he doesn’t have this skill. Now what will you do?

[01:33:38-01:33:56] I have a question for you, what will you do? I think I’ll do an apprenticeship, right? Kind of, and you invest heavily in the system. Your system will define your next steps at that time. I did this thing. I didn’t invest in the system, I invested in the people. Training.

[01:33:56-01:34:08] Trainings? Yes sir, do you understand the knife? Sales people have stabbed a lot. Okay. Yes. Performance doesn’t come, KPIs are not met, you understand? The founder feels the most pain from your engineers, you won’t feel that much pain.

[01:34:08-01:34:20] You’ll be sad when you see, man, my sales team is sitting, they are getting paid and everything, they are not bringing me leads, so what do I do? Then it stings the heart. Your engineer is sitting idle, it’s okay, he’ll say, sir, give me work, I’ll do it.

[01:34:20-01:34:39] Right. You got my point. So now this thing, because of this thing, anxiety, depression, stress comes to a founder. It is necessary to protect yourself from this. For that, what is it that you have to invest in your system, not invest in people. You don’t have to say that I will bring sales people from big companies in Pakistan, so they will do wonders for you. Never works.

[01:34:39-01:34:58] You, in this township, pick up a child, okay? The poor guy who goes to a call center far away, and if he has good logic and that thing, I mean, he can become a closer for you tomorrow. He can grind, he has a good personality, no attitude issues, learning ability, good logic building, a little bit of communication should be better. In sales, communication.

[01:34:58-01:35:17] that now the levels, right, at the STR level, then its accent and deliverability should be fast and good. Its understanding might not be that in-depth, strategic, and at that level. If it’s BD or closer, then obviously it should be very good at a strategic level, he should know that what I am talking about. Now see, this is our previous question that I have answered for you.

[01:35:17-01:35:35] If you say I’ll go for all randomness and everybody, then what will be the loss that the person you are training, the closer, will never be able to explain to him that I have this pitch deck, this is the person, this is the lawyer, these are the pain areas of the lawyer, he has to talk to him. So my pitch deck is such that I have invested a lot on it.

[01:35:35-01:35:47] It’s not that much like an overly wamped corporate slide deck. It’s like very, according to our every niche, it’s different different. Somewhere it’s cheesy, somewhere it’s.

[01:35:47-01:36:03] It’s a little formal, somewhere it’s a little minimalist. So we have created two or three versions of it. Depending on which niche we are in and which campaign of mine is running. Secondly, we have done this thing in it. In each of its, we are giving it a math.

[01:36:03-01:36:22] Meaning, he calls everything revenue. I I talk money. Simple as it is, sales is all about talking money. My client comes, we talk to him and say, man, it’s a win-win situation. You will make money, we will make money. But it’s great for you because you’re a lead generation agency, right? But if there’s a software development agency, it’s not that easy to justify the ROI for them.

[01:36:22-01:36:39] Right? Yes, you are right, you are right, you are right. Because the closer you are to revenue, the easier the sale is. Meaning if I can, if you can come to me and tell me that, Rahmat, you are coming, right? I am doing 2x in the next 2 years in revenue. I want 20% of that, I will say. Take this, take this now. Right? But.

[01:36:39-01:37:00] A software development company cannot say that. That’s right, I agree on that. In that, you have to define the pain and solution more, and that takes you on a whole journey. And it’s I think it’s a totally different conversation how a sales call should be conducted, that is a good conversation to be had. That’s right, okay, so it is majorly about making systems in the in the closing closer side as well, okay.

[01:37:00-01:37:16] So we briefly discussed earlier about ads and funnels within inbound. Yes. So what is that thing? Okay, now when you have the money, you’ll know that I can invest 10-20 thousand dollars. But you don’t have to. I keep a capacity of 10-20 thousand to invest per month, that I want to try it out.

[01:37:16-01:37:34] That I should put up an ad, and I should get leads from the ad. So now your funnel is everything and everywhere. Your social, you create your content, whatever you need to create, any sales channel you activate, social content is a must. You create your videos, create everything because that will be an omni-channel presence, people will come and see, they will find out.

[01:37:34-01:37:43] My definition of funnel is this, we precisely call a funnel in our terms when we run an ad and get a click from there to a learning page, another learning page, offer, and that.

[01:37:43-01:37:57] They do the booking, and there’s copy writing on it as well. It comes up two or three times, then they retarget it. We funnel all of that. Russell Brunson is doing the funnel. Russell Brunson is doing it. If someone hasn’t read it, if you want to understand lead generation and.

[01:37:57-01:38:15] How to do value ladder ascension, so the book Dotcom Secrets, it is a must read. Must read, must read. And along with that, you should also read a little bit of Alex’s book. I think that becomes a little advanced, like, look at these two 100 million offers, if you read both, 100 million offers, 100 million leads, read both. Right. So.

[01:38:15-01:38:29] That will develop a very good framework for you. Okay, I have personally found 100 million dollar leads to be very overwhelming and very generic. See, in that, you are on a different stage. Sure. The market for which he launched it at that time, that was the baseline.

[01:38:29-01:38:46] Homepreneurs, entrepreneurs who started from home, he did it for them. Even in the 100 million offer, he realized that my marketers and these founders have become followers. So he then took a different approach on that. Okay. So we are talking about funnels. In funnels, now it is that because of Andromeda, there is good news and bad news for you.

[01:38:46-01:38:58] What is Endomeda? Endomeda is, in Meta Ads, what you used to write in a time that a founder whose age is between 25 to 30 years and he lives in Lahore, is male.

[01:38:58-01:39:18] And he is Pakistani and he lives here and is a frequent traveler and keeping everything I show the ad to Ahmed. Now those things are over. So now what has come in Andromada is that it’s all about creativity that you navigate through the ad creatives, you make the algorithm learn how.

[01:39:18-01:39:37] Your talking will look like. Okay, I see what it is. So within that, everything from your copywriting to your text, visuals, everything is involved. There is still a lot of demand for it, okay. Again, go inside it, do a little search, you will start getting ads, watch the videos of those ads. Then from there, there are also some good courses that have come up, which are light and easy.

[01:39:37-01:39:54] It’s all about creativity, how you showcase your ICP and again. Is there a course that you would recommend? Man, my courses, honestly, Alt Agency has a good course, and recently Ad Creative Academy. They’ve launched it recently.

[01:39:54-01:40:00] This is the best I liked if you want to do an advanced level. Add creative.

[01:40:00-01:40:15] Academy. Okay. Alright, they have just started working on this for a week, and they’ve brought in very heavy people for this. They didn’t bring in those people who. Is this the School.com community? It’s not School.com, it’s.

[01:40:15-01:40:34] Like the master class ones, right? It’s like them. Okay, okay. The master class ones. Okay. So, you’ll find many others at a smaller level, honestly. My team keeps taking them, I don’t look at them now. They give me a new one every day, they’ll give me a YouTube link, they’ll download a school video and give it to me, saying, ‘Look at this, sir, this is what we’re doing.’ So, we ourselves are also doing a lot of testing right now.

[01:40:34-01:40:44] But the baseline rules for that are that there should be a lot of variations. You have to keep the variations in a grid, you don’t have to do random variations. It won’t be that you change a little bit of something in the variation, in the variation.

[01:40:44-01:41:02] You have to see that your ICP itself doesn’t change. In variation, you have to change its messaging, change the communication. You have to change its visuals a little bit, keeping the same ICP. Then map it with offers. So, by doing this, when you do that. Very long discussion, so you have talked so much about this small thing, but that’s a long discussion, so.

[01:41:02-01:41:17] Funnel. So, you define a funnel as, when somebody clicks on your ad, how do you convert them from there? Or in any sales channel, how does it come from there? Mainly from ads. So now, what happens in ads is that the math in your ads is very important.

[01:41:17-01:41:36] You’ve created your visuals, set up the ad, and your landing page is ready. The call to action on the landing page is mostly booking or form fill. And the AI call or that should come to them automatically on an immediate basis if you are into B2B. It has a very heavy impact. It’s a law firm, you’re selling them those bots and that AI calling solution and automation.

[01:41:36-01:41:48] If someone fills out the form, they should immediately receive a call from your AI agent within a few seconds. This will create an impression and set your credibility. On top of that, the qualification criteria will also be met.

[01:41:48-01:41:58] The math of ads is a very important step, I’ll explain it in just one line. That if you are spending, let’s say, $5000 on ads,

[01:41:58-01:42:17] So, after the first two months, your average should be that you should get a revenue of ₹5000 back. And after that, slowly, it should be a 1% ROS. It should be a 1% ROS, if you take 1% ROS from 0.75 within the third month, then you are good. You are doing good. If it doesn’t come in the first month, then don’t scream.

[01:42:17-01:42:28] In the second month, you, but keep doing optimization and this along with it. In the second or third month, when it starts to come, after that you will see yourself that it starts to decline at cost and your ROAS starts to go up.

[01:42:28-01:42:40] Again, it won’t go too high up. It happens a bit differently within the service industry. Go High Level is the best tool to use with, okay? In that, you can also map offline convergence, because of which your dashboard can run very well.

[01:42:40-01:42:56] Besides this, there are many other strategies that I think we should keep for another day, but if if you start making money from email and social DMs and content. We haven’t pitched so much on content, but if you start doing it and your calls start getting booked.

[01:42:56-01:43:13] And you start making money, so immediately you have to switch. You have to put ads on Funnels so that you can control it. When you start getting revenue from there, then you have to keep a team that will run your LinkedIn, run Facebook, and do the founder’s marketing, long posts will be put up, and from there you.

[01:43:13-01:43:25] They will be connecting with people, hey, you know, if you like this DM this and I will send you that. That will work a lot. And eventually outbound will be the last of your step. The sales team you have to keep at the beginning, you have to keep only closers.

[01:43:25-01:43:45] Later on, what you will keep for outbound will be the one in which you will bombard SDRs with calls, the leads that we talked about in the beginning will work. So this is the thing about fitting the ocean in a bowl, okay. And after a lot of beating and wasting that money, we also learned the same thing. It’s all comes down to how good as a founder you are.

[01:43:45-01:44:00] To learn these things, implement these things with your team, invest on the systems, invest on the KPIs. It’s not KPIs, you know, the matter is finished. The matter is finished. You can’t go by feelings. Don’t go by feelings, don’t go after the truck’s light at all. So yeah.

[01:44:00-01:44:15] Thank you, Saad bhai. It was great having you here. I think we’ll probably have another session. We will definitely do it in that. That’s a good call. And if you are still watching, if you have any specific areas in which you have any questions.

[01:44:15-01:44:32] So post those below and we’ll probably make those like part of your next session. And with that, do you have any closing thoughts? I only have one thing to say, that look, all of you founders, even the freelancers who are starting out, I also tell them that you are solo pros, don’t act like a freelancer.

[01:44:32-01:44:43] Act like a solopreneur, you are a founder, you are building something. You all need sales. If you have sales in your life, in your business life, everything will be fixed up and do not get worried about this FOMO.

[01:44:43-01:44:59] And AI avalanche is coming. You all have to have the ability to adapt. If you do this, your life is in peace. Be patient and thankful to Allah. Keep listening, keep watching our conversations like this. Remember us in your prayers. And with that, thank you so much for watching this episode and I’ll see you in the next one.