Speaker 1This is The Road to 1 Million. I'm Ryan Daniel Moran. Welcome to part four of this five-part series on The Road to 1 Million. Today, we're going to talk about sales. We're going to talk about how to virtually guarantee that you can come out of the gate with about 25 sales a day. The reason why 25 sales a day matters to me is because I teach people to have four products that get a consistent 25 sales a day at a $30 price point. Because if you run those numbers, that's 100 sales a day at $30, $3,000 a day, or just over a million dollar business. You can slice and dice the numbers in different ways, but the strategy to get there is still the same. And so today, we are going to talk about how to basically guarantee that you come out of the gate very quickly at 25 sales a day or more. Now, in case you somehow randomly found this show, I recently did a new free course over at Capitalism.com that is a 30-day process to help you get onto the road to 1 million. That means creating a million dollar business and also creating a million dollar net worth. And those two things go hand in hand. It's start a business and invest the profits. If you do those two things consistently for a long time, and a long time means like two years, you're on the road to 1 million. You're probably a millionaire after two, maybe three years. A lot of my students and followers and book readers do it in less time than that. They do it in about a year. But for most people, it takes about two years. And so if you'd like to go through that 30-day free course, it's at Capitalism.com slash million. And this series, this five-part series, is made to give you the highlights of this full 30-day sequence. So today, we're going to talk about getting sales. And I'm going to talk about getting sales. We've talked about the strategy for long-term wealth, which is build a business and invest the profits. We've talked about product creation being the fastest way, in my experience, to get a business up and moving and profitable. And today, we're going to talk about how to ensure that it is profitable. And it's by doing things that a lot of entrepreneurs overlook. To give you some context, let me tell you a little bit about what most entrepreneurs do. Most entrepreneurs spend three months, six months, a year perfecting their product without knowing if anybody's going to buy it. They think about making the product perfect, and they don't really know who it's for. They just know that it's a great product. And then they launch it. And launch it means they put it listed for sale somewhere, and there's crickets. There's no one there to give them feedback. There's no one there to leave a review. There's no one there to talk about it on social media. So they spend another year or two grinding their way. To the first hundred sales or so. That looks like sponsoring influencers, or it looks like creating a complicated funnel. And so they join courses, and they go to masterminds, and they buy software to meet influencers, or to learn how to build a funnel, or to learn how to run Facebook ads, or they become Amazon experts. They learn all the ins and outs about how Amazon works. And then they run pay-per-click campaigns to try and boost the attention towards their product, hoping that someone will see this. This is sound familiar to any of you. If that's you, it's because you've skipped over this part of the process. And the good news for you is that if you run the process that I will share with you today, you can catch up really quickly. My preference would be that you go through this process first, which is why when someone joins one of our mentorship programs to build a million dollar business, this is the first thing that they go through. But most people will spend a ton of money and time building their business. And they're not going to be able to do that. So they're going to spend a ton of time building their first product, then running pay-per-click ads, building funnels, software, masterminds, events, courses, and the thing just never gets off the ground. And it's not necessarily any fault of their own. It's not your fault that you didn't know how to get customers. It's not your fault that you launched without a clear plan. It just means you skipped a few steps. And if you come back and do this work, you'll get right back on track. Last week, who has a decent sized business, it's about a million dollar business, but they're not taking home the profit that they would like. And they are stacking on all types of processes and they're blaming themselves and kicking themselves saying they did it wrong. And maybe this business just isn't going to work. And the advice that I gave this person was to come back and run the process that I'm going to share with you in this class. And he didn't like this advice. He didn't like this advice at all. It sounded too basic. It sounded too simplistic. But then we planned this out. I said, okay, you've wanted to do X, Y, and Z for as long as I've known you, which is about two years. You didn't do this foundational work because you thought it was too simple two years ago. You thought that it wouldn't move the needle. You thought that it would not grow the business. Two years later, you're still begging and borrowing for sales. You're still, hoping that the next product launch or the next marketing process that you do is the one that makes you as profitable as you would like to be. But if during these last two years, you had done half of what I'm asking you to do, where would you be today? And he was like, damn it, you're right. Because the name of the game when it comes to building long-term profitable businesses is building an audience of buyers. Having a group of buyers that cares about what you do, that likes what you do, and wants more of it is the most valuable asset in the world. And companies spend billions of dollars trying to get raving fans to buy their product. But in today's world, we can go right to the fans, cultivate them over a 30-day, 60-day, 90-day process, and have them, buying from us, sharing how much they love the product, and then coming back and buying more, and buying the next product, and talking about it to other people. We can shortcut the process much faster in today's world if we are intentional with the goal of building raving fans. So the name of the game is not just ranking high for keywords on Google or Amazon. It's not just having a high converting funnel, but all those things work. The name of the game, is building raving fans, building an audience of buyers that wants to come back over and over again. A good example of this is myself. My YouTube channel, my personal brand on YouTube, does not have the biggest following. My podcast does not have the most amount of downloads. I don't even have that big of an email list. But I can tell you a lot of my customers by name. When someone comes to one of our annual events, it's often the fourth or the fifth time that I've shaken their hand. I might be able to tell you something about their business or even their family. I have a raving fan base that I know very well that I've been serving for a long time. I got an email yesterday from somebody who bought one of our programs. They had been on my email list for 11 years. 11 years they had been following my work. Never bought anything. But they did. They just decided that they were going to take the plunge and say, okay, I believe you now. I'm going to start my road to 1 million. And the way that you start the road to 1 million is by building that seed audience, that group of raving fans that wants to buy from you over and over and over again. Now, you cannot do this until you know what that raving fan base is going to be. Now, you can pick any group. You can pick any customer base. You can pick any person that you genuinely would like to serve, knowing that you're going to be serving them for many years. The ideal experience for a customer is not just to buy from you and go away. It's to buy from you, be delighted by the product, buy additional products, and be a raving fan of that company. You can't do that until and unless you know exactly who you serve and what your product does for them on their overall journey. As a person who is trying to accomplish something. I'll give you another example. I have a supplement company called Sheer Strength Labs. And if I were to be like most of my competitors, then my primary strategy would be trying to rank high for Amazon keywords, getting the most amount of traffic. And that would require me to discount my products. It would require me to run to the bottom to try to get a volume of people. And I would have to water down the quality of the products so that I could keep the costs down. I could take less profit. I could charge less money. And I could be aggressive with advertising to rank for keywords. This is how most people try to win the game on amazon.com. There's nothing wrong with that. And I absolutely want to rank high for keywords. I absolutely want my pages to convert, but I do not see that as the most effective way to have a multi-million dollar business. Instead, I would like to rank high for keywords. Instead, what I'm looking for are the target group of people that would love not only the products that I sell. but the values that I stand for as a company. So within this company, Shear Strength Labs, my target audience is fathers. Fathers who are on a fitness journey. And fathers on a fitness journey have certain values of providing for their family, of being a great dad, of leaving a legacy. They want to be in shape. They're willing to get up early to get to the gym or to go the extra mile for their kids or their spouse. These are all values that resonate with the ideal person that I want to serve because that's me. And so when I communicate to that person, I'm authentically connecting with them as somebody who wants to help other guys on that journey. You will never see me do an ad that targets women. You will never see me do an ad that targets single guys. You will never see me target an ad that talks about body positivity. These are not values that resonate with my target chosen audience. My target chosen audience is more likely to be raving fans because I'm speaking to them in a way that connects with them. So if I wanted to sell a blood flow supplement, which is one of our primary products, it's a nitric oxide supplement, there are a couple ways that I could go about that. I could go on Amazon and run aggressive pay-per-click campaigns for keywords like, nitric oxide supplement, and that would be a good strategy. I might start to show up for keywords. I would get some data. I would get some customers. That's all fine and well. But I'm also competing with everybody else who's trying to do the exact same thing. Or I could run an ad. I could run a Facebook ad where none of my other Amazon competitors are trying to advertise. And I could call out a value that they stand for. Like men were the people who built society. We're the ones who get up at 5.30 a.m. just because we want to be ahead of the day so that we're not stressed when our kids wake up. Already, I have narrowed my market to a very, very small group of people. And that small group of people is saying, yep, that's me. You're talking to me. And then when I talk about how heart disease is the number one killer in men and is the number one reason why your kids might lose you early. Or if I say, that obesity is the number two killer. And it's the number two reason why your kids might be left without a father. We can address both of these with a few good decisions. One is exercise. Two is your diet. Three is ensuring a proper amount of nitric oxide in your body. Do you see the difference there? One is targeting the masses. I have a nitric oxide supplement. Who wants to buy it? One is targeting a very select group of people. Calling them out and highlighting my product in the context of their life. Very, very different approach. Even though the product is exactly the same. And even though some people might look at my product, go over to Amazon and buy a cheaper, lower quality alternative, I'm still calling out my most raving fans and getting them into my ecosystem. If this sounds hard or confusing, here's the good news. You only need a few, a hundred people to really care about what you do in order to have a successful launch of a product that gets to about 25 sales a day. So as I prepared this class for you today, I was mapping out a marketing sequence for one of our products at Shear Strength. And I took note of the fact that if I had a thousand people on an email list that were ready to buy that product as soon as it was ready for launch, I would probably convert 20, 30% of them in the short run to become customers of that product. It's a $30 or $40 product. It's not a huge ask. We're going to put it on Amazon. And now we're sending external traffic from an email list over to Amazon. And they're all raving fans. They're all people who are buying more on values than they are on product. Here's the other piece of good news. Everyone who buys that first product is more likely to buy this product because they bought on values rather than just shopping for something on Amazon and buying it. Whereas my competitors have to work extremely hard to try and take someone who bought from them on a platform like Amazon, convert them into a raving fan, and then get them to buy something else. That is hard. Whereas if I get them up front, even if it's via an email address or subscribing to a newsletter or you know, getting them to follow me on Instagram, now I can hit that group on more values and more products that match those values and they're more likely to make a second purchase. So I'm not just getting a $40 buyer. I'm getting a lifelong customer in a lot of cases. There is a way, there is a strategic way we put our newest members through a process that we call the traffic triangle. The traffic triangle, I have done a lot of content on YouTube about, you can search traffic triangle, it'll probably pop up or you can go through one of our mentorships that will walk you through this process. But the traffic triangle is a way to build and attract an ideal list of your best buyers and get them in a system so that they are regularly following you, consuming your values, responding to you and buying your products over and over again. The traffic triangle is a little bit of psychology because it's a little bit of psychology because if we can get someone to see us in three places, there is more trust that is established. This is brain psychology as if there's another form of psychology. Is there a hand psychology? I don't know. But this is brain psychology. Brain psychology says that if you see someone in three different contexts, you tend to trust them more. You see them more as a friend. So if we can get our customers to see us in three different places, they will start to trust us more. Now, of course, this is assuming that you are worthy of trust. You are intent on matching their values and providing products that are good for them. The traffic triangle says we need one place to get exposure. We need one place to engage with the people who follow us and we need a place to convert them. And I'm going to walk you through a very simplistic, easy way to do this that if you did for about 90 days would build a launch list of followers where you could sell them anything you want. Digital products, physical products, consulting, software as a service does not matter. If you followed this process, you would have an audience after about 90 days and those people would want to buy from you. And if you do this over the long term, you'll have a big audience of people or at least a profitable enough audience for you to have a full-time business. And the traffic triangle in a very simplest way could be a very simple way to be applied in this way. You run an ad to an email opt-in and the email opt-in is a manifesto or a waiting list or a coupon code to get them into your ecosystem. And on the thank you page of that opt-in, you invite them into a Facebook group where you are going to be more communicative with your audience. They're going to be put into a group of people that shares their values and is on the same journey and mission as them. What this does is it gives you exposure. That's the traffic part of this. It puts them into a place where you can engage with them. We call this the hopper. That would be the Facebook group. And it puts them on an email list. That is about the simplest way that you could build the traffic triangle and have a list of engaged people who are ready to buy from you. Let's run some numbers on this. Let's say that you were able to get email addresses for $5 a piece, which is not amazing, but it's fine. That means that you, you would spend $5,000 building a list of 1,000 people that were targeted for your product, your brand, or your launch. And some of those people, let's say it's 50%, would join a Facebook group where you are now engaging with them. We now have 1,000 people on an email list and we have 500 people in a Facebook group who are ready and waiting to buy whatever it is that you launch to them. This is really good news. If we launch a $30 product, the first thing we're going to do is we're going to give it to this group of 1,000 people first and we have a 20% conversion rate from those email addresses, which is not out of the realm of possibility. We've done $6,000 in sales on our first product. Now, when we factor in costs of goods and whatnot, you probably wouldn't be at break-even just yet. But those 200 customers become reviews. They become testimonials. They start referring other people. And now we're starting to build the engine a little bit. If you continue to run ads to that group and to that email opt-in, you'll continue to build that audience of raving fans. The Facebook group will start to build all on its own because people will start to invite each other into the group. And you'll start to have an audience of people that is a group of raving fans. Those are people who will not only buy the first product again, but they'll also be able to buy They'll buy the second product the minute it launches. They'll also be more likely to leave reviews, buy at higher price points, and tell other people about the experience that they had with your company. This is all really good stuff. Now, at the beginning, when you first start doing this, it feels insignificant because you're putting 100 people on an email list or 100 people into a Facebook group. That feels insignificant. But remember, if you're willing to do the things that seem boring in the short term but compound over time, you pass everybody else who is doing the short-term wins, you pass them after about a year to 18 months. And that is absolutely true when it comes to building an audience. That is absolutely true when it comes to cultivating a group of raving fans. After about 12 months, you have thousands of people. And you don't need that many, but you probably will have an email list of thousands of people and a Facebook group that loves what you do, that you've been building relationships with and nurturing over the course of a year. Those people get ready to buy the next product launch. And guess what? If your product sucks, they'll tell you. And you'll find out very quickly so you can iterate and make changes to the product. This is the fast way to getting to a consistent 25 sales a day. And if you do this for 90 days or six months, as soon as it's time to launch product number two, you'll have that group of people that you've been building relationships with. You'll have that group of raving fans ready to buy from you pretty much immediately. And you can stick it on the map. Almost no one does this. Almost no one in business cultivates an active group of fans because they're so focused on the short-term sales that they don't build long-term relationships. But I will tell you, good relationships and a good reputation are the best tools in the world for creating high conversion rates. It's better than great sales copy. It's better than influencer endorsements. It's better than any marketing strategy that you could come up with. If you have the trust of a group of people and you go to do a launch, you will out-convert everybody else who goes out there without you. And again, it may seem insignificant at the beginning, but after about six months, there will be momentum. I mentioned the easiest way to run the traffic triangle, add to email. Add us to Facebook group. But there's other ways that we could dice this up as well. For example, with Capitalism.com, my traffic triangle looks like the following. I have a book funnel that gets me exposure. I wrote a book called 12 Months to 1 Million. It sold hundreds of thousands of copies, did really well. And that is how a lot of people first discover me. That's our traffic. We advertise the book. The book does really well on Amazon. There's an audio book. People discover me and the work at Capitalism.com often through this book. Then, as a result of them buying it, we put them into a follow-up sequence. That's the email list where I am regularly doing offers and follow-up emails. And I will invite everybody who bought my book to follow me on YouTube or my podcast. That's my hopper. That's where I'm engaging with people and I'm doing more long-form content where I'm sharing more of what I know and inviting people that inspire me or that need help on their road to 1 million. That's my traffic triangle. The book is the exposure. The podcast and YouTube is how I am engaging with my followers. And then I have the email list where I make offers and send follow-up messages. That is enough for me to have a multi-seven-figure business even though my audience is not the biggest in the world. I don't have the biggest follower count. I don't have the biggest email address. I don't get the most views on YouTube. I don't get the most downloads on the podcast. But it's enough to have a multi-seven-figure business. It's enough for people to fly all over the world to come to my podcast. It's enough to come to our events and our workshops. This is equally true when it comes to physical products. If you're building a million-dollar business that you want to sell, it's much easier to do that if you've got a small or a large group of raving fans. My classic example of this is Jeremy's Razors. Now, we're going to put political opinions aside for the moment, but Jeremy's Razors is a razor company that targets conservatives. That's it. That's their person. And so their advertisements, their emails, their retargeting ads are all matching the values of conservatives. Now, they had a media empire behind them that they built by talking to the values of the person they wanted to serve. But when they went to market, they didn't even have their product ready yet. And they pre-sold, pre-sold, without even having product, over $10 million worth of subscriptions. People who were willing to put their money and their credit card on file and have it dinged regularly to get Razors shipped to them in the mail. They've done subsequent launches as well that were almost as successful. But they built an eight-figure business with an audience that wasn't looking to buy Razors from them. But when they launched it, they spoke to the values of their follower and they had an eight-figure launch despite not even having product ready yet. Values and trust are the best conversion point of anything that you will ever buy. And that's what you will ever do in business. So when you advertise, advertise to the values of the ideal person that you want to speak to. And when you build an audience, you are building long-term trust that may not materialize to the outside world after 90 days, but after 12 months or 18 months, you will have an audience of people that friggin' loves you. And they'll be ready to buy from you when you have products two, three, and four. That gives you the groundwork to have a million dollars in about 12 months. But if you skip this step and you don't build an audience, you don't sell products to a specific person, then you will be running around competing with everybody else who is lowering their price, trying to sell to the masses, and just trying to get any buyers that they can. You're trying to sell to anybody with money. But the real money is made when you target a specific person, serve them for a long time, and you give them the opportunity to sell to anybody with money. You don't have to fall in love with your brand. And you do that by advocating for the same values that your person stands for. We do this through the Traffic Triangle. And the Traffic Triangle is our process for walking people through, setting up the foundation of an audience that buys from you. Anyone can set it up. Anybody can grease the wheels to that group of raving fans. And over about 90 days, you have a group of people that wants to buy from you. That is how we ensure that pretty much anything that we sell has a group of people ready to buy from you. And if you do this, you'll skip the two years of poking around, kidding around, trying to make sales. And instead, you'll go right for the gusto. And you'll have sales the minute that you launch. Even if your product is not ready yet. We walk people through this process and help them get it set up inside one of our mentorship programs, which is called The Grind. And The Grind is that first 90 days of your business. Where your goal is to get a sale. And we help them build the traffic triangle so that when they launch, they're in a position to not just take a sale. Our goal for them is to take 100 sales. And that's enough to have buyers that are leaving reviews, giving you feedback, allowing you to run ads, and building the foundation of that million-dollar business. Because if you don't do that foundational work, then you're just throwing dark to the dark board. Hoping that you're going to get a sale. Hoping that something sticks. And two years go by, four years go by, five years go by, and you wonder why there hasn't been any progress in that thing that you so badly want to get off the ground. So this is what we do to grease the wheels for the million-dollar business. And if you do it, it'll probably work. In the final episode of this series, we'll be talking about the exit. We'll be talking about what it looks like to build a business that you can sell. We'll talk about why people fail. And we'll talk about what you should do instead to ensure that you're not that you stay on the road to one million. I'm Ryan Daniel Moran with Capitalism.com. Thanks so much for watching. And I will talk to you on the next episode. If you've read my book, listened to the podcast, or watch any of my YouTube videos, and you're asking yourself, where the heck do I start? Where do I begin my journey to my million-dollar business? We got you today. My team and I just completed a new kickstart class called Five Days, Seven Figures. This is the best on-ramp class for any of you who are ready to begin your seven-figure journey. In this five-day class, you're going to choose your ideal market, what products to launch, come up with a plan to get each one of them to 25 sales a day, and you'll know at the end of the class exactly what your business is going to be, how you're going to get it to a million, and exactly what your next steps are to get it off the ground. It's a five-day class. It costs 100 bucks. And when you're done, a member of my team will get on the phone with you and review your homework directly with you. When you're ready to start, go take the challenge at capitalism.com slash five. That's the number five. Five days, seven figures. Capitalism.com slash five.
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