0:15

All right , what is happening , everybody ? Today

0:18

we are going to talk about three

0:20

steps to getting leads

0:22

that convert into sales

0:25

. Now , this is definitely

0:27

one of those things that

0:29

a lot of people wonder about . They get

0:31

leads , but they get no sales . There's

0:33

a simple three step formula

0:36

that I learned several years ago that

0:38

has really proven to be very simplistic

0:41

, and it can really help

0:43

you when it comes to getting leads and

0:45

also getting sales with

0:48

those leads . It's not very hard

0:51

to generate leads . Everybody

0:53

can generate leads . There's many

0:55

different ways to go about generating

0:57

leads , and a lot of people

1:00

will ask that question how do I generate

1:02

leads ? And it's really the

1:04

wrong question . The right

1:06

question is which method

1:08

should I choose ? And so

1:10

it's not a matter of there's just a gazillion

1:13

ways to generate leads . I mean

1:15

, I could rattle off 10 right now . You

1:18

just have to choose what you want

1:20

, what you're looking for and what's going to work

1:22

for you and what

1:25

plays into your strengths . So

1:27

that is very important as well . So

1:30

I'm going to share with you this morning these

1:32

three steps , or

1:34

these three , you know , three

1:37

part framework , if you want to call it , that's fine as well , but

1:40

before we , I tell you that I want to

1:42

share with you a little bit of an example , because

1:45

I think that this can really provide

1:47

a path for you to understand

1:50

. Now , one of the things

1:52

that I have seen in literally

1:54

training thousands upon thousands

1:56

and thousands of students

1:59

over the years , and even up until

2:01

recently , that one of the things

2:03

that hurts people from actually

2:06

moving forward in their business is that

2:08

is this confusion

2:10

haze . They have this haze

2:12

where they're not real sure where to start . They've

2:14

got all kinds of information and

2:17

it's just in their head and

2:20

they're not sure where to start . So I went over

2:22

to on Sunday a friend

2:24

of ours . Their two year old boy was

2:27

having his birthday party , just turned

2:29

two , and , matter of fact , they

2:31

just moved into the house about

2:33

a month and a half before that , so about

2:35

a month and a half ago and I

2:37

get to the house and my buddy is

2:40

standing there in the garage with a couple other

2:42

people as we walk up the

2:44

driveway and I'm like , hey

2:46

, man , love , your new house Looks great . He's

2:48

. Oh man , don't look at this garage , it's crazy

2:50

. So you look in the garage and

2:53

there is there's stuff everywhere . There's

2:55

tools everywhere You've got look like

2:57

lawnmower parts . There's stuff

2:59

all over the garage and it's . You

3:01

look at it and you're like , man , this garage really

3:03

needs to be cleaned up , but

3:05

you're not really sure where to start . And

3:08

that's how many people feel when

3:10

it comes to their online business . Also

3:12

, they're thinking to themselves I've

3:15

got all these parts , I've got all

3:17

this stuff , but I don't know how to put it together

3:19

into a cohesive way to

3:21

make it work . And this is why many

3:24

people get stumped today , because

3:26

they don't have a plan of action . They

3:28

don't know how to put it all together . So

3:30

today , I'm hopeful that I can give

3:32

you a little bit of

3:35

that to help you put

3:37

some of it together , so to speak , so

3:39

that you can go out and make a difference in

3:41

your business . So one

3:43

of the things that I had learned a couple

3:45

of years ago was this very simple

3:47

three-part formula

3:50

framework process , but

3:52

it is build , engage , sell

3:55

. So build your audience

3:57

, engage your audience , sell

3:59

to your audience . All right , and

4:01

that little simple three-step

4:03

formula or three-part formula or three-step

4:05

process has helped me and

4:08

many other people really define

4:10

a very simplistic way of

4:12

looking at your business . So

4:14

what I'm going to do is we're going to go in

4:17

a little bit of depth about these

4:19

three things so that you can understand

4:21

them better and put them into practice in your business . All

4:24

right , so let's dig into the very

4:26

first one , which is building

4:29

your audience . This is really

4:31

step one . This is tier one . This

4:34

is the very first step

4:36

out of the gate that you need to be focused on , and

4:39

the goal here is to

4:41

produce leads . Okay

4:43

, our goal is to produce leads for our business . Now

4:47

, leads are a very important part of your business . Now

4:51

, it's pretty funny because just recently , I had somebody reach

4:53

out to me and they said I don't

4:55

want leads , I just want customers . And

4:59

I thought you don't get the process

5:01

because in order to get customers , you've got to have leads , and leads are

5:03

essentially people that raise their hand . They

5:06

are people that say , hey , I'm interested

5:08

in what you have . I'm giving you permission to give

5:11

me more information . Okay , it doesn't mean they're

5:13

ready to buy yet . It just means that they've

5:15

raised their hand and they're

5:17

ready to buy and said I'm

5:19

willing to look at more information and

5:22

see what you got . Okay , so

5:24

that's very important and a very important distinction

5:27

, because without leads , you

5:29

can't get sales . Without

5:31

leads or people to talk to , you

5:33

can't get people to purchase your

5:35

offers , your products and your services . So

5:38

leads are a crucial step in that

5:40

process . So the next

5:42

step here in building an audience

5:45

now we're talking about building the audience

5:47

right now . So , first and foremost

5:49

, if you want to build an audience

5:52

, you need to know who that audience is . So

5:55

you have to take the time to sit

5:57

down and create

5:59

your customer avatar . Who

6:01

is the perfect prospect for you

6:04

? Who do you want to work with ? What

6:06

do they look like ? Give them a name . Where

6:08

do they shop ? Where do they hang out ? Who

6:10

do they follow ? These are the questions that

6:13

you want to answer . What problem

6:15

are you solving ? If you can nail

6:17

down your customer avatar and

6:19

really get clear on who it is that you want

6:22

to serve , you can serve at

6:24

a much higher level . So take

6:26

the time to learn who your customer

6:28

avatar is . Now . I recently did

6:30

a video training all about this

6:33

. You can check it on my YouTube channels . As

6:35

a matter of fact , you can go to my blog at markharvardcom

6:37

. I did a training on how to use

6:39

chat GPT to

6:41

create your customer avatar , so you might

6:43

want to check that out , All right . So

6:46

very important to know who you're serving

6:48

, because if you don't know who you're serving

6:50

, you can't speak directly to them

6:52

. It's crucially important that

6:54

you understand who it is

6:56

you're speaking to . This is important

6:59

across any business . Doesn't matter

7:01

what niche you're in , doesn't matter

7:03

what product you're selling . You have

7:05

to know who it is that you're selling to you . Every

7:07

single corporation that

7:10

puts out a product has a demographic

7:12

in mind . When they go to sell a product , they

7:15

have a very clear avatar . They

7:18

know who it is , they know who they're speaking

7:20

to and they know who is predisposed

7:22

to purchase their product first

7:25

and foremost . All right . So once

7:27

you've created the customer avatar

7:29

, the next step is to

7:32

choose the platform that

7:34

you're going to market to them on . So we have all

7:36

of these platforms . We have

7:38

Facebook , instagram , tiktok

7:41

, twitter , which is now X , we have Pinterest . We

7:43

have all these platforms and

7:46

once you start to create content

7:48

which is a great way to build your audience you

7:51

obviously want to get your content out as

7:53

many of these platforms as possible , but

7:55

you ultimately want to hone in on just

7:57

one and really work that

8:00

one . So once you determine

8:02

the customer avatar , where are they hanging

8:04

out ? You have to determine that . You

8:06

have to find out where are the majority

8:08

of my audience hanging out , and then I

8:10

want to make sure that I go there and

8:13

engage with them and we'll talk about engaging

8:15

here in just a moment . That's

8:18

very important is to choose a platform

8:20

and master it . Now , the thing

8:22

is , with choosing a platform , there's

8:25

many things within that , too . I'm a

8:27

big fan of when you're choosing

8:29

a strategy . Have a paid

8:31

strategy , have a free strategy , have

8:34

a paid and a free and ultimately

8:37

, if you can do them both on

8:39

the same platform , that's really what

8:41

you want to accomplish , because you're getting

8:43

the best of both worlds on one platform

8:46

, all right . So make sure you think

8:48

about where your audience is , where

8:50

they're hanging out , and then make that

8:52

your go-to platform in

8:54

order to build that audience

8:57

. Okay , the next part

8:59

of building the audience is content

9:02

creation . If you

9:04

want to attract an audience that

9:07

loves what you do , they love what

9:09

you share , they love the products

9:11

and services that you want to offer

9:13

, then you have to create content

9:15

and content . Number

9:18

one , the number one type of content

9:20

you need to create is video . Whether

9:23

it's live video , whether it's TikTok

9:25

videos or short form videos . Really

9:28

, you need to choose a content

9:30

. Creating content and

9:32

video is going to be the number one way

9:34

that you do that . People

9:37

do business with those they know and trust , and

9:39

video is the best way to

9:41

accomplish that in the online digital

9:43

world . So make sure that

9:45

you're creating content on a regular basis

9:47

. Now content video

9:49

content serves two purposes . It

9:53

can serve a purpose of generating

9:55

leads , and it can also serve

9:57

as a way to nurture

9:59

leads . Nurture

10:01

leads , in other words , there will be people

10:03

that are not inclined

10:06

to buy from you right now , but I know

10:08

I've literally sold millions

10:10

of dollars of products online over

10:13

the last several years and I will

10:15

tell you , I've had people on

10:17

my email list who purchased

10:19

something , that joined my email list

10:21

two years prior and

10:24

then sent me a message and said I've been following

10:26

you for two years . I've never bought

10:28

anything from you until now , and

10:31

I've literally had people tell me that . So

10:33

nurturing people and

10:36

helping them get to know who you are

10:38

is a very important thing , and

10:40

content creates that mainly

10:42

video content . So make

10:44

sure you keep that in mind and

10:47

that's very important . So how else do

10:49

you build the audience ? It's all about

10:51

engagement as well , so you need to

10:53

engage with people in

10:56

the comments of your videos . This

10:58

is another way that you build an audience

11:00

. This is another way you get an audience

11:02

to start trusting you . You

11:05

get your audience to look at you

11:07

as an authority on a subject

11:09

. Your audience starts to look

11:11

at you like , hey , this person

11:13

is not out of reach Some of

11:15

even the biggest marketers out there . One

11:17

of the people that really stand out in my mind

11:20

is Gary Vaynerchuk Gary Vee . Now

11:22

, if Gary Vee , he's actually very

11:25

responsive to his audience

11:27

and he has a massive audience

11:29

. I'm not saying you want to

11:31

expect to get a reply

11:34

back every single time , but I'll tell you

11:36

I've never seen anybody like

11:38

really connect with an audience like Gary

11:40

Vee . Now , I love Gary Vee If you

11:42

can get past all the F-bombs , which don't

11:44

bother me I was in the Navy , but the

11:47

truth is that a lot of people can't get beyond that

11:49

, but they're missing out on

11:51

so many great lessons that

11:53

he teaches when it comes to social media marketing

11:55

. But he has a very rabid

11:58

audience that love him and

12:00

follow everything that he does . So doing

12:02

that is a great way . Now , the other

12:04

way that you build an audience

12:07

is to build an email list . Now

12:09

, an email list is the number

12:11

one business asset that you need to be

12:13

building . I'm telling you , I

12:15

have watched huge influencers

12:18

build huge email lists

12:20

and then never email their list

12:22

. I know because I've joined some of them . I

12:26

followed some of these top

12:28

influencer who have massive

12:31

social media influence , huge

12:33

amounts of followers . I've literally joined their

12:35

email list and yet I never get emails

12:37

from them , and that's a

12:39

problem . And the thing is , while these

12:41

people might be making money , they

12:43

could be making a whole lot more money

12:45

if they were creating

12:47

an email list and actually using

12:50

that email list . So very important

12:52

that when you build a list , you have to email

12:54

them . Okay , very important , all

12:57

right . So these are the things you

12:59

want to focus on building the audience , because

13:01

all of these methods , all of these ways

13:03

, the things that I've mentioned , what's going

13:05

to happen is you now have permission

13:08

to share information

13:10

with these people . This is where

13:12

it's vital to build the audience . So you do

13:14

that through what we talked about and

13:17

you do it consistently over time

13:19

. So let's move on to the second

13:21

part , which is engaging

13:23

with your audience . So

13:25

there are a myriad of ways that

13:27

you can engage with your audience . So

13:30

I'm going to give you an example of a client

13:32

of mine , somebody that I work

13:34

with , been working with for the last couple of years really

13:37

, and I absolutely love my

13:39

client , bob Clark . Some of you guys might know

13:41

Bob , but Bob , one

13:43

of the things we talked about with

13:45

him was starting to engage

13:48

the audience . So Bob started

13:50

doing a weekly training that

13:52

he does . It's a 30 minute training that

13:54

he does every single week . He

13:57

uses it to build his list , but

13:59

he also uses it to share good

14:01

quality information with his audience

14:03

and then , when he has an offer guess what

14:06

? They are more apt to want

14:08

to buy through him or via his

14:10

link or his products and services

14:13

that he offers . But that has proven

14:15

to be a really , really high

14:17

value thing . That he does each and

14:19

every week . So engaging

14:21

your audience is not difficult

14:24

. It's not hard at all

14:26

. It's just putting yourself out there and

14:28

letting your audience know hey , come check

14:31

out . I'm doing this video right

14:33

now . This is a way for me to

14:35

also engage with you . Creating

14:37

content not only generates

14:40

leads , but it also nurtures

14:42

leads as well , and I've heard people

14:44

say , oh , you don't need to nurture , you

14:46

don't need that . Okay , you

14:49

and I can agree to disagree , because

14:51

I just know what has helped me and what

14:53

has helped me to go

14:56

on and have the success I have had

14:58

in my business , and it's through constantly

15:00

building that relationship with

15:02

the people that give you the permission to

15:04

contact them . So

15:07

another great way

15:09

to engage your audience is

15:12

through , again , social media , but

15:14

commenting . So when

15:16

somebody takes the time

15:19

to comment on a post , you

15:22

want to make sure that you step in there and

15:24

comment back at the bare minimum , like

15:27

it . Okay , now I understand

15:29

, when you get to a certain point that might not

15:31

always be possible , but the

15:33

truth is that , especially

15:35

in the early part of

15:37

your career , when you're really trying to

15:39

engage people , is you

15:42

really want to make sure you're liking and

15:44

commenting back . I'm telling

15:46

you the power of a compliment

15:48

on a comment is a massive

15:50

way to engage your audience but

15:52

to also give them a warm

15:55

and fuzzy . Now I'm not suggesting that

15:57

you do it in a fake way . Like

15:59

I love to compliment people . For me it's

16:01

just natural . Like I don't do

16:04

it in a way just to get engagement

16:06

. I do it because I

16:08

genuinely see the best in

16:10

people . I've trained my mind to

16:13

look at people in a way

16:15

that God sees them Really

16:17

. That's my goal is to look at people

16:19

the way God sees them , and

16:22

for me that has worked incredibly

16:24

well , because I don't

16:26

want to see people's flaws . So when

16:28

I'm giving , believe me

16:30

, we all got them . But the truth is

16:32

like , when you really start to focus on

16:34

those , that's all you're going to see . So

16:37

when I make a comment , it's genuine

16:39

hey , man , I believe in you . Hey

16:41

, you're awesome . Oh , I love that

16:44

you have a beautiful family . Those types of comments

16:46

. That is such an incredible

16:49

way to connect with people genuinely

16:51

, because if you can make

16:53

people feel an emotion , guess

16:56

what happens . They

16:58

will remember you . They

17:00

almost will never remember what you

17:03

say , but they'll remember how

17:05

you made them feel . Have you ever noticed

17:07

, like , when you feel an

17:09

emotion , what happens

17:11

? Is it kind of sears onto your brain

17:13

? The emotion is so

17:16

there's so much intensity around an emotion

17:18

and an emotion is a

17:20

way to stamp on somebody's brain

17:22

. And when you engage people

17:24

in that way with genuine , real

17:26

comments , you create that emotional

17:29

connection between you and

17:31

your prospects . That's an incredible way

17:33

to really engage and connect

17:35

with more and more people . So when you want

17:38

to engage your audience , that is a great way to

17:40

do it Now . There are a myriad

17:42

of ways you can do this as well , doing

17:44

lives like this . There's

17:46

so many ways that you can connect

17:49

through Zooms , where you

17:51

do a group Zoom , maybe you do a group

17:53

coaching session or something like that . There's

17:56

other ways to do it Messaging back and

17:58

forth in Messenger , text messaging

18:00

connection . When you really

18:03

start to grow and your audience gets bigger and bigger

18:05

, you start to rely more on technology

18:08

, like doing a Zoom or a

18:10

Facebook live or a challenge

18:12

of some sort . This gives you a way

18:14

to engage with the audience . See

18:16

, you can't just build an audience and

18:19

then do nothing with it . You can't

18:21

just build an audience and then , oh , I got

18:23

something to promote . Now I'm going to promote

18:25

it . Why am I not getting any sales ? You

18:27

left out the one part about engaging

18:29

your audience consistently , because that's

18:32

really what it comes down to . A lot

18:34

of people wonder why do top earners online

18:36

? Why do they seem to get all these sales

18:39

when promoting something ? Man

18:41

, they just seem to get so many sales all the time

18:44

, and here I am over in my corner and I

18:46

can't get any . It's because they've

18:48

invested the time in

18:50

the people that have given them the permission

18:52

to contact them

18:54

. They've put in the time

18:56

to engage the audience and

18:59

that is where the sales come . So

19:02

you can't leave out this

19:04

part . It's crucially important

19:06

. So many people wanna go from

19:08

the build stage build the audience

19:11

straight to the sale Doesn't work , not

19:13

today . At least you might've been able to do

19:15

that 15 years ago , where you could just

19:18

build and sell , not anymore . It's

19:20

now build , engage and then sell

19:22

. So that is the three step

19:24

process that we're talking about , the three

19:26

steps that you wanna take . So let's

19:29

move into number three , which

19:31

is selling . So , selling to

19:33

your audience . We have build your audience

19:35

. We have engage your audience . Now

19:38

we're going to sell to our audience

19:40

. So selling is really

19:42

an art . It's an art form

19:44

, and it is an art form

19:47

that has really morphed over the years

19:49

. Okay , one of the things that I

19:51

know about selling is that people

19:53

don't like to be sold , but

19:55

people do love to buy , and

19:58

one of the things that I have adopted

20:00

as a philosophy in my business

20:02

is that when I do any type

20:04

of training that eventually

20:06

leads to an offer or a special offer

20:09

that I'm doing , I always

20:11

want people to come to that training and

20:14

I want them to get so much value from

20:16

it , whether they decide to buy

20:19

or not . My goal is that they

20:21

leave that training or

20:23

selling a webinar

20:25

or whatever it may be . I

20:28

want them to leave feeling good , because

20:30

when they leave feeling good like holy cow

20:33

, that was crazy good value . Even

20:35

though I'm not gonna purchase what he had

20:37

, I got value out of it . Now some

20:39

people like that . They say

20:41

, don't do that . I don't

20:43

listen to that because that's not

20:45

the way I'm built . The way I'm

20:47

built is I am going to make sure

20:50

that you get value . You know why

20:52

? Because you may know somebody

20:54

that does need something deeper , like

20:56

you may know somebody that , hey , they

20:58

really want to dive deeper and they're willing to purchase

21:00

a program . And you're gonna say , hey , you know

21:03

what you want to learn about video , go

21:05

see Mark Harvard . Like he's the guy . That's

21:07

the way I think , because one person

21:10

talks to one , that person talks

21:12

to two , and so on . So for

21:14

me , it's about making sure that you

21:16

get value , regardless of whether

21:18

you take action and buy or not . All

21:21

right . So that is a huge

21:23

part of selling today . Some people

21:25

go straight for the hard sale and

21:28

they twist arms and they do all kinds of

21:30

things , which is exactly why they create

21:32

a whole bunch of enemies , which is exactly

21:35

why there are companies in the

21:37

past that have been shut down because

21:39

of that . Strong arming sales

21:41

, twisting people's arm . Yeah

21:43

, they made a whole bunch of money , but they also

21:45

pissed off a lot of people in the process

21:48

. So don't be one of those people . Overwhelm

21:51

people with value , but also learn

21:53

to sell in the process . I

21:55

will always credit my good

21:57

friend , ray Higdon , because I

22:00

learned how to sell with value

22:02

from Ray . Ray is a great

22:04

teacher on that , and that's one of the

22:06

skills that he taught me was

22:08

how to sell , how to present

22:10

in a way that gives

22:13

people a lot of value , how

22:15

to put a strong offer together

22:17

and how to present it . That

22:19

is one skill that if you can

22:21

develop , especially today , when

22:24

you do it the way I'm talking to you , when

22:26

you build the audience , engage the audience and sell

22:28

to the audience , by the time they get to

22:30

a point where they're gonna purchase something

22:32

, they feel like they've gotten

22:34

so much value from you that

22:36

they're just ready to purchase . It's

22:38

like the law of reciprocity

22:41

. Now , some people will poo

22:43

that you know and that's cool . You

22:45

do it . You do it your way , I'll do it mine and I'll

22:47

continue to make sales . Okay

22:49

, because I'm gonna do it in a way

22:52

that holds me at myself to the

22:54

highest level of integrity , and I'm

22:56

gonna hold myself to that because I wanna

22:58

make sure that people get value when

23:00

they pull out their wallet . Now I'm gonna

23:02

share with you right here , right now

23:05

, one of the absolute

23:07

worst examples

23:09

of bad advice . The

23:12

worst advice you could follow when it

23:14

comes to online making

23:16

money online is you've probably heard

23:18

this before and it's people that

23:20

say charge what you're worth

23:22

. I think that is the absolute

23:25

worst philosophy in the world Charge

23:28

what you're worth . If I charged

23:30

you what I'm worth , you couldn't

23:32

afford me . See , that is

23:34

the way I think , because I know

23:36

that what I have and what I've learned and

23:39

the skills that I've learned are way

23:41

more valuable than probably you

23:43

could afford . So here's what

23:45

I do . My goal

23:47

is to overwhelm people with

23:49

value , like , even when they spend $500

23:52

, $1,000 from me , I

23:55

want them to go holy cow , I just

23:57

got $20 , $25,000

23:59

worth of value . The whole goal

24:01

is creating not just satisfied

24:04

customers , but creating

24:06

raving fans . There

24:08

is a book called Raving Fans

24:10

Very simple book , very easy

24:13

to read . I highly suggest you go

24:15

buy that book . It was one of the best

24:17

books I ever read . As a matter of fact

24:19

, I got that book when I was

24:21

still working in air conditioning

24:24

in the early 2000s

24:26

, so probably around 2004,

24:29

. I got this book from my

24:31

boss because he had given

24:33

it to the entire fleet of techs

24:35

and he wanted us to read this book . And

24:37

I read that book and , man

24:40

, it just changed my whole mentality

24:42

about how I present

24:45

and how I work with people . I

24:47

don't want satisfied customers , I

24:49

want raving fans . I want people

24:51

to leave feeling like they ripped me off

24:53

. That's really how I want

24:55

it . That is how you create

24:58

a raving fan base that loves

25:00

you , that feels like they get more

25:02

than they pay for . If you are not

25:04

doing that , if you're just getting people

25:06

feeling like , oh , I paid this much but

25:09

I didn't quite get that value , or

25:11

I got just about that value

25:13

, then you know what that's

25:15

not really a raving fan . So

25:17

when you're selling , you want to make sure you have

25:19

that Now . It's very important that you

25:21

understand this goes back to the build stage

25:24

. Okay , we're in the selling phase

25:26

now , but you got to go back to the build

25:28

stage and you got to make sure that

25:30

who is your audience and

25:32

what are you speaking to them . So

25:35

here's what happens . All right

25:37

, you want to make sure that any

25:39

offer you present to that audience

25:42

is in line with

25:44

the reason that they're following

25:47

you in the first place . So if I

25:49

built an audience , all about

25:51

this is why I think traditional

25:53

advertising doesn't work very well

25:55

. Okay , like radio ads , you might

25:58

get some sales . I'm not saying it doesn't work , I'm

26:00

just saying I think radio , tv

26:03

, things like that , they don't get

26:05

as big a response on advertising

26:07

as I think they could . Because

26:10

here's the thing . Let me give you an example . If

26:12

I create an audience all

26:14

about dogs , dog

26:17

training I'm all about training dogs

26:20

and I'm a pet owner , I love

26:22

pets . I'm all about helping

26:24

you raise a happy and healthy dog

26:26

, and then you have an offer that's

26:28

all about cats . Guess

26:30

what happens ? That's out of alignment . It's

26:33

out of alignment . That's not the reason they're following

26:35

you . They're a dog lover , they want to

26:37

know about dogs , and now you're talking about cats

26:39

. You might get a few people that

26:42

have cats , that love what you're talking about

26:44

, but the problem is you're not going

26:46

to get the kind of response that

26:48

you would want . I have people

26:50

hit me up all the time because

26:52

they know I've got an engaged audience and

26:54

they're like , hey , I'd love it if you maybe

26:57

consider promoting our product . And

26:59

I'm like , what's your product ? And then they tell

27:01

me I'm like that has nothing to do with my audience

27:03

, has nothing to do with it . Why

27:06

would I promote that ? Like my audience would never

27:08

buy what you have because it

27:10

has nothing to do with the reason that they follow

27:13

me . So you have to

27:15

be that in tune with your audience to

27:17

really understand it . Now , the longer

27:19

you serve that audience , the more honed in

27:21

you'll get . So don't feel like you gotta

27:24

have it all figured out right at the beginning . But

27:26

that is what also helps

27:28

you to convert leads into

27:31

sales . Being in

27:33

alignment with why they're following

27:35

you in the first place , all right

27:37

. And you have to have the right

27:39

offer at the right time

27:41

. Now , not everybody's gonna buy every

27:43

time , but I'll tell you again , there

27:45

are people that will buy when the time

27:47

is right and when you make that offer to them

27:49

. If it's the right time and

27:52

it fits a need that they have , they will

27:54

buy it from you . All right , so

27:56

I hope you got value from this . I

27:59

hope that this helps you and

28:01

I hope it gives you a little bit of a framework

28:04

to function with it .