Dan Martell - How To Use Online Groups To Create Massive Lead Generation (& Attract In-Market Buyers)

00:00:00.080 Where in my world that I'm talking to somebody

00:00:03.040 that after I connect, I can introduce the group?

00:00:06.080 Where can I do that?

00:00:06.920 Because that group is valuable.

00:00:20.840 Hey there, I'm Dan Martel, serial entrepreneur, investor,

00:00:22.880 and creator of SaaS Academy.

00:00:23.960 In this episode, I'm gonna share with you

00:00:25.880 how to use online groups

00:00:27.940 to create massive lead generation

00:00:30.040 for your software companies.

00:00:31.200 I know it's a big promise, but stay with me.

00:00:33.600 I am absolutely gonna deliver on it

00:00:35.120 and be sure to stay at the end

00:00:35.940 where I'm gonna share with you how to get access

00:00:37.740 to my specific worksheet that I use

00:00:40.080 with all of my coaching clients to name the group,

00:00:43.060 promote the group, to design the content structure.

00:00:45.580 You won't want to miss that.

00:00:47.580 Let's get into it.

00:00:48.600 So I gotta give full credit to my buddy Taki Moore

00:00:51.500 and my friend Caitlin Batcher, both of these people.

00:00:54.740 Taki's my business coach.

00:00:56.060 Caitlin is one of my friends

00:00:57.700 and I'm actually fortunate enough today

00:00:59.160 to be her business coach,

00:01:01.000 but both of them do online groups like the best out there.

00:01:05.180 They literally have these online communities

00:01:08.280 of passionate potential buyers.

00:01:10.460 They love on them in a very light way

00:01:12.680 that doesn't take a bunch of time.

00:01:14.320 You're not going live in your Facebook group

00:01:15.880 four times a day.

00:01:17.220 And it produces opportunities, demand,

00:01:20.380 leads for their business.

00:01:22.680 And all the strategy I'm gonna teach you today,

00:01:25.000 I learned from them.

00:01:26.120 I wanna give them full credit for it

00:01:27.860 because in the past year, I decided, you know what?

00:01:30.740 I feel like we need to create a pond.

00:01:32.240 We need to create a place where people that are like us,

00:01:35.520 people that are in my community of SaaS founders,

00:01:39.120 that they can come, they can connect, they can learn from.

00:01:41.700 And I created the Scaling SaaS Founders group.

00:01:44.620 It's an exclusive group.

00:01:46.060 You can't get into it.

00:01:47.220 As an agency owner, you can't get into it.

00:01:49.080 If you're not in SaaS, you can't get into it.

00:01:50.620 It's literally this group now of,

00:01:53.280 I think almost 4,000 members

00:01:55.760 that is thriving, is incredibly valuable

00:01:59.320 and produces opportunities for me to introduce our services

00:02:03.040 and serve that audience in an even better way.

00:02:06.000 And I wanna teach you these specific tactics

00:02:08.440 and strategies that you need to make online groups.

00:02:10.780 It doesn't matter if it's Facebook group,

00:02:12.160 a LinkedIn group or another group in another area

00:02:14.620 or some other software TikTok groups eventually.

00:02:16.820 I don't know who knows what groups

00:02:18.240 are gonna be on the internet.

00:02:19.400 It doesn't matter.

00:02:20.360 If you can create a place

00:02:22.000 where your potential best fit buyers come in

00:02:24.160 and you can love on them,

00:02:25.500 you can use these strategies

00:02:27.100 to actually add incredible amount of demand

00:02:30.580 to your SaaS business.

00:02:31.860 Number one, attractive name.

00:02:33.280 Now this may sound like the most trivial step,

00:02:36.040 but trust me, if you want to attract people

00:02:39.900 to join a group, it has to be attractive.

00:02:42.880 It has to be desirable.

00:02:43.740 It has to be something that they want to be part of, okay?

00:02:47.040 As a community.

00:02:47.880 So you don't wanna call it your company name or worse.

00:02:51.000 And you can have a customer group if you want.

00:02:52.880 I'm talking about if you have a Slack group,

00:02:55.060 If you have a Facebook group or LinkedIn,

00:02:57.180 you wanna name it something that is desirable.

00:02:59.600 So there's two dimensions you wanna look at.

00:03:02.140 The association.

00:03:03.940 So is that where people that I aspire to be like

00:03:06.980 are in, Scaling SaaS Founders?

00:03:08.980 And what I love about Scaling SaaS Founders,

00:03:10.220 it also works on the second one.

00:03:11.440 Is it showing people that if there's a result

00:03:14.440 or a problem they wanna solve,

00:03:15.440 that this is where they're gonna learn

00:03:16.300 how to solve that problem and get a result, right?

00:03:18.220 So Scaling SaaS Founders.

00:03:20.120 So for me, it's kind of like, it's a double whammy.

00:03:23.120 If you can figure that out for yourself,

00:03:24.920 by all means, but number one, you gotta name the group

00:03:28.160 that is desirable, that's attractive

00:03:30.360 to your perfect fit customer.

00:03:32.760 Number two, sell it second.

00:03:35.000 So to me, this is the question of how do I promote my group?

00:03:38.780 I've got a group, how do I use it?

00:03:40.640 Where do I put it?

00:03:41.480 Well, again, I've got a worksheet

00:03:42.740 that's gonna give you a bunch of different ideas.

00:03:44.200 There's nine different strategies that you can use.

00:03:46.160 I'm just gonna share a few that I love.

00:03:48.120 Number one, people are always like,

00:03:49.580 how do I add value on LinkedIn to reach out to people?

00:03:52.700 Use the group, use the group.

00:03:54.880 is literally one of the most valuable things you can give

00:03:57.040 that's very value added, that's not promotional.

00:03:59.480 Saying, hey, really appreciate us connecting.

00:04:02.600 There's this group I'm a member of, check it out.

00:04:04.700 It's amazing, it's full of people just like you.

00:04:06.340 I think you get a lot of value.

00:04:07.320 Boom, they join the group.

00:04:08.220 Oh, this is amazing, right?

00:04:10.000 In your email signature, put it in the group.

00:04:12.440 In any of your communications, right, with a customer.

00:04:16.280 Once they join, to me, this is my favorite.

00:04:18.080 Once they join your product,

00:04:20.200 you have three things they need to do.

00:04:21.920 Number one, join our free group.

00:04:24.180 So that way they can get support, they can get excited,

00:04:26.520 they can be motivated,

00:04:27.480 they can be around other people just like them.

00:04:29.520 The tide rises and all boats ride.

00:04:32.680 Well, guess what? Your software is the boat.

00:04:34.140 If you can help all your customers succeed and get results,

00:04:36.880 then you're gonna succeed by offering the tool

00:04:39.220 that's gonna support them all.

00:04:40.680 So you want to sell it second.

00:04:42.140 You wanna ask yourself, where in my world

00:04:44.760 that I'm talking to somebody that after I connect,

00:04:47.400 I can introduce the group?

00:04:49.340 Where can I do that?

00:04:50.180 Because that group is valuable.

00:04:51.400 You can do it on podcast interviews,

00:04:53.320 You can do it in chat.

00:04:55.200 You can do it at an event.

00:04:57.720 You might be speaking and you say,

00:04:58.960 hey, I've got this free group.

00:05:00.600 Be sure to join it if you're this kind of person.

00:05:02.640 I'll see you online, answer all your questions in the group.

00:05:04.720 Have an amazing day, peace.

00:05:05.980 Imagine you're on stage, a thousand people.

00:05:08.540 How many people are gonna think

00:05:09.380 you're gonna join the group?

00:05:10.200 You can literally say, open up your phone,

00:05:11.920 go to LinkedIn, search the name of this group,

00:05:13.960 join the group.

00:05:14.940 That's where I'm doing my Q&A.

00:05:16.300 I'll see you there.

00:05:17.140 I literally just made that up as I'm sharing with you

00:05:19.000 and I'm excited to test this.

00:05:20.620 This is gonna be amazing.

00:05:21.460 Is that?

00:05:22.300 On stage, I'm gonna share it.

00:05:24.620 You're all, I mean, this is, duh.

00:05:26.580 This is one of those duh moments.

00:05:27.720 Anyways, so sell it second is a huge opportunity

00:05:30.640 for you to promote it, to get people into it.

00:05:32.820 Number three, filter new buyers.

00:05:35.400 This is the game changer.

00:05:36.600 This is the stuff that I learned from Taki,

00:05:38.520 where it's like, I saw it and it was obvious.

00:05:40.340 When people ask to join your group,

00:05:42.360 cause you don't make it like default,

00:05:43.820 they can just get in.

00:05:44.660 Cause you gotta, you gotta like make sure

00:05:46.020 there's a hoop to jump into.

00:05:48.820 There's, you can literally ask

00:05:50.460 an intake form type of questions.

00:05:52.480 And there's three categories of questions.

00:05:54.540 Number one is a question to qualify them.

00:05:56.740 Number two is to get their email address.

00:05:58.980 And number three is to ask if they need help now,

00:06:01.660 which is essentially identify them as a buyer.

00:06:03.420 So that way just joining the group creates demand gen,

00:06:06.420 creates opportunities for your team, okay?

00:06:09.140 So the first question is asking yourself,

00:06:11.160 what's the funnel filter? 0.89

00:06:12.400 What are the filter questions?

00:06:13.740 If you, you know, probably role, like what's your role?

00:06:17.260 How many, what's your team size?

00:06:19.040 Do you have a, in my world,

00:06:20.940 are you the founder of SaaS product?

00:06:22.480 If you're not, and you're just SaaS curious, great.

00:06:25.300 There's a bunch of great groups for that.

00:06:26.680 Not my group, you need a SaaS product,

00:06:28.600 what's the link to the product?

00:06:29.480 So we ask these questions.

00:06:30.900 The other one would be, get their email.

00:06:33.580 So what I do is I have this really valuable training

00:06:36.500 that you can get,

00:06:37.360 just tell me what email you want me to send it to you.

00:06:39.040 And by doing that, you're agreeing to join my newsletter.

00:06:41.020 So now I'm building my email list.

00:06:42.780 And then the third is, are you looking for help with X?

00:06:46.420 Do you wanna schedule a growth session

00:06:48.280 with one of my scale specialists?

00:06:49.820 Yes, boom, I got your email,

00:06:51.800 you're qualified and you're building demand.

00:06:54.260 This opportunity is available to everybody.

00:06:58.000 You don't need permission to do this,

00:06:59.360 you just need the right strategy.

00:07:00.600 So make sure that you filter new buyers.

00:07:02.360 When they come in, ask those questions,

00:07:04.420 qualify them, get their email,

00:07:06.200 see if they have a need you can support them on

00:07:07.860 and then help escalate them onto a call

00:07:10.120 with one of your product specialists

00:07:12.600 to just add pipeline to your sales process.

00:07:15.720 Number four, pre-pack your content.

00:07:18.060 So my rule for everything is I don't wanna spend

00:07:21.580 my days going live, doing all this stuff, staying busy.

00:07:25.060 Like I have companies to run, okay?

00:07:27.660 And if you're a busy CEO, you need to batch,

00:07:30.340 you need to structure.

00:07:31.440 So I'm gonna talk to you about like,

00:07:33.600 the idea is in your group,

00:07:35.600 you're not there to teach the how.

00:07:37.960 You're not there actually to solve their problems.

00:07:39.840 You're there to create the community.

00:07:42.340 You're there to have them help each other.

00:07:45.220 You're there to share resources that you like,

00:07:48.160 that you might've created, that you found,

00:07:49.940 that you think can support them.

00:07:51.100 You're there to prompt questions to create engagement, okay?

00:07:55.260 So you might ask, in my community,

00:07:57.380 this gets asked all the time,

00:07:58.220 so sometimes I'll just initiate the prompt,

00:08:00.000 is what's the best email automation software?

00:08:02.460 Holy moly, you wanna talk about a debate.

00:08:05.080 Ask that question, what's the best CRM software?

00:08:07.380 What's the best payment gateway software?

00:08:09.540 I mean, there's all these like very normal,

00:08:12.580 you know, who's the best investor in software?

00:08:14.840 Like there's all these questions you could ask, why?

00:08:17.080 Because it creates engagement.

00:08:18.380 Your job in a group is to facilitate

00:08:21.060 and curate and cultivate.

00:08:23.280 It's not to answer questions.

00:08:26.120 You wanna bring other members in the community

00:08:28.040 to help each other.

00:08:28.880 That's how you create community.

00:08:29.720 That's how you create brand.

00:08:30.780 And that is how you pre-pack your content

00:08:33.400 by sitting down and saying, okay,

00:08:34.840 over the next two weeks,

00:08:35.680 Monday, Tuesday, Wednesday, Thursday, Friday,

00:08:37.540 you can go twice a day.

00:08:38.780 What am I gonna teach?

00:08:40.240 What am I gonna prompt?

00:08:41.960 Am I gonna ask a question?

00:08:43.240 Am I gonna give something away?

00:08:44.640 Am I gonna say, hey, let's all connect on Instagram.

00:08:47.700 What's your Instagram link?

00:08:48.700 Post it below.

00:08:50.260 If you're a SaaS founder,

00:08:51.260 join my scaling SaaS founders group.

00:08:53.640 And I'm not saying this is content.

00:08:54.960 I'm saying literally, I'm gonna link it below.

00:08:57.260 Join the group so that you can see what I do

00:09:00.100 and feel free to R and D it, rob and duplicate.

00:09:02.480 I don't care.

00:09:03.320 Create your group and you could probably

00:09:05.000 just tweak my questions, tweak my content,

00:09:07.020 tweak my stuff and use it for your group.

00:09:09.460 I literally want you to win at this strategy

00:09:11.620 more than anything, but you wanna pre-pack it

00:09:14.120 So it's ready to go and pre-packing it for me

00:09:16.020 is like, you know, pre-making my meals, right?

00:09:18.100 If they're already pre-made,

00:09:18.980 if you take Sunday to pre-make your meals

00:09:20.900 and you kind of put it in their little things,

00:09:22.240 you just gotta microwave it or heat it up.

00:09:24.160 It just takes less of the guesswork.

00:09:25.700 It doesn't feel effortful.

00:09:27.200 Like sometimes things just feel really hard

00:09:29.400 and you stop doing it.

00:09:30.520 I don't want you to stop doing it.

00:09:31.580 I want you to love on your customers,

00:09:32.700 love on community, and this is how you do it.

00:09:35.020 Number five, drop the hooks. 1.00

00:09:37.500 So now that you have an audience, you have a community,

00:09:40.740 you have a ton of members, thousands of members,

00:09:43.520 How do you actually get them once they're in?

00:09:45.280 Maybe they didn't, when you brought them in,

00:09:47.000 you didn't, they weren't ready to get on a call,

00:09:48.920 but they're there now.

00:09:50.480 How do you drop hooks?

00:09:51.420 How do you go fishing?

00:09:52.580 You've created this pond of customers.

00:09:54.400 How do you go fishing in your pond?

00:09:56.820 So the way I do it is I'll either do an ask

00:10:00.220 and leave a comment or do a give and leave a comment.

00:10:03.260 But either way, what I'm trying to do is start chats.

00:10:06.760 I'm trying to start conversations with people

00:10:10.080 and through those chats, okay,

00:10:12.520 that's where you're gonna find opportunity.

00:10:14.960 So you might say, hey, I've got this thing that I created.

00:10:18.380 Do you want a copy of it?

00:10:19.380 Maybe it's a resource, a template, a blueprint, a script.

00:10:22.440 If you want it, type this word below in the chat

00:10:25.280 and I'll send it over to via private message.

00:10:27.940 They do that, boom, you send it over

00:10:29.860 and then you ask a question, you follow up.

00:10:31.660 Okay, this is sell by chat.

00:10:33.060 It's a whole nother strategy that I've taught

00:10:35.360 on my YouTube channel, so you can search that online.

00:10:37.760 But sell by chat to me is just a great opportunity

00:10:40.640 to engage, to qualify,

00:10:44.060 and then get them on a call

00:10:45.700 with one of your product specialists,

00:10:46.620 or if you have a trial process, get them into a trial.

00:10:49.120 But it always comes from a place of service first,

00:10:52.280 but that's how we drop hooks.

00:10:53.580 That's how we go fishing in the pond that we've created

00:10:56.020 to generate demand,

00:10:57.500 to create opportunities to build pipeline.

00:10:59.920 So five strategies to build a profitable online group

00:11:03.840 that generates massive demand and opportunities

00:11:06.580 for your SaaS business.

00:11:07.420 Number one, start with an attractive name.

00:11:09.780 Number two, sell it second,

00:11:11.560 put it everywhere in your funnels.

00:11:13.100 Number three, filter new buyers.

00:11:15.160 Number four, pre-pack your content.

00:11:17.060 And number five, drop hooks. 0.85

00:11:20.120 So as I mentioned at the beginning of this episode,

00:11:22.060 I wanna share with you my online group builder worksheet.

00:11:25.880 In it, I show you how to name

00:11:28.420 and create that attractive name.

00:11:29.780 I show you where to sell it second, the nine box model.

00:11:32.780 You can click the link below to grab your copy.

00:11:34.540 I even give you the outline of the content calendar

00:11:37.920 so you can pick from different types of content

00:11:40.100 and drag it over and figure out what's the cadence,

00:11:42.480 the Monday, Tuesday, Wednesday,

00:11:43.720 whatever your schedule will be.

00:11:45.140 That way you can have it done.

00:11:46.460 You can hand it to somebody on your team

00:11:47.640 and they can execute it and click the link

00:11:49.640 to download your copy and make this a reality.

00:11:53.840 If you like this episode, be sure to like the video,

00:11:57.160 hit the subscribe button,

00:11:58.460 smash that subscribe button actually,

00:12:00.400 and share it to somebody that you care about,

00:12:02.000 you think that it could serve.

00:12:03.440 As per usual, I wanna challenge you to live a bigger life

00:12:05.960 and a bigger business, and I'll see you next Monday.

00:12:07.920 Thank you.

Dan Martell - April 05, 2021

How To Use Online Groups To Create Massive Lead Generation (& Attract In-Market Buyers)

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