Finding new clients can be challenging.
Finding great clients is even more challenging. When you find great clients who really appreciate what you do for them, it makes your day.
Unfortunately, we don't find great clients as often as we like.
Imagine being able to listen in on the conversation in your prospect's mind... sorta like Mel Gibson in What Women Want. You would know exactly what they want and need so you can create their perfect solution.
Dov Gordon is my guest today and he shares his process for figuring out what your prospects want so you can create offers they jump on without hesitation.
Most consultants, coaches and experts never make it to simplicity on the far side of complexity.
They get so caught up in learning more and more information, that they never distill it down to the few things that really matter.
They never successfully boil it down to a simple, repeatable process that gets you all the clients you could ever want.
But there are exceptions.
Such as those who’ve had access to Dov Gordon’s ‘underground’ manual called:
“How to Systematically and Consistently Attract First-Rate Clients.”
For five years, his customers have been buying this ‘crude’ document for $97.
His coaching clients are instructed to read it first - to get their thinking on track and ready for big breakthroughs.
And they did.
They’d print it out, pound in a staple or two from the front - and another one or two from the back and read it with a red pen in hand.
Dov’s clients refer to it as just “The Manual.”
They’ve all read it. Studied it. Mastered it.
It’s the document that helped them finally throw away all that “information” and replace it with real income.
Today - for a limited time - you can get a complimentary copy right HERE.
Here's the transcript for our interview
Ted: I'm Ted Prodromou and this is Social Selling TV and this week we have another fantastic guest. I met this person, through the Perry Marshall forum many years ago. We've kind of observed each other from afar for years and we finally made a formal connection.
Today I want to introduce Dov Gordon and he is the Alchemist Entrepreneur. I always watched you from afar for years, and you are one of those really quality people, who always gives great information. You're always giving tried and true tactics to people. You don't just put stuff out there to make money. You really help people and that's why I like connecting with you.
Dov: Thank you. Likewise. I've been watching you from a distance and I'm glad that we recently got to get to know each other better.
Ted: Isn't it funny how we kind of lurk in the background with many people and I'm pretty sure
Dov: somebody introduced us or tried to introduce us. It didn't. Didn't go anywhere for whatever reason, and I guess you're busy with your, what you're doing. I was busy with what I was doing and I'm uh, and I'm glad we somehow. I don't remember how we had a nice long conversation a few months ago.
Ted: Yeah. However, we finally came together at the right time.
Dov: absolutely everything has the right time. And, tell me who you work with and how you help them. We work with mostly consultants, coaches, experts, professional service firms, and we helped them get a consistent flow of ideal clients. You know, we're doing a lot with people who are, um, no, they're good at what they do. They're not necessarily the natural marketer and all, they're going to be a celebrity or a guru type. Um, they're generally not looking to build online, you know, like a sophisticated facebook webinar type funnel and scale to whatever they, they're generally good at what they do. They love what they do. What they really want is to work with great clients doing great work and making a great income and they want it to be consistent and they don't want to be relying on referrals that are not consistent or relationships that, you know, dry up people move on and so on, or uh, you know, the latest flashy tactic and so on. They just want to know, I wake up in the morning and I've got something that they're ready to work hard, the one another working hard on the right thing. So that's what we do. We really helped them get down to the basics, back to the basics, master the basics, and then implement a simple, repeatable plan.
Ted: Yes, we all are guilty of that bright, shiny object syndrome at times and it just looks so appealing that I can get 10 clients a day if I do this. And it's like, we know it's not true, but we still fall for it. A lot of times I fall for it. Sometimes I look around.
Dov: I'm, I'll explain what I mean. Like, you know, we, we know lots of people in the space so to speak. Right? And I see some of the big claims that some of them make and I think, hmm, how do they do that? That, I mean that, that sounds amazing. I know that if they can really do that, a little hard, kind of hard to compete with that. Uh, and then as you look closer and overtime you hear stories from people who have been in it and so on, and you find out that it is almost always too good to be true. And you know, that's a bit of, I suppose that's a bit of imposter syndrome where you know, you get to because you know, you see your flaws, your weaknesses and perfection. Um, some people are more prone to that, but it's so important for everybody to remember and to recognize that there is no magic bullet.
Dov: There's no silver bullet if you don't show up on a daily basis consistently contributing is something that's valuable to the people that you most want to be serving and earning from width. It's not gonna work. It's really that simple. And the desire to find that silver bullet to, uh, to, to, just, to take shortcuts, to totally automate everything. I just, uh, you know, I, there are, I'd say, you know, one in a very large number who could get to a point where they have that kind of business. I just, I, I think so. I believe it. I just don't think I know any of them. And I know a lot of people by now. Yeah. Yup. No, you play games. They do the tricks. Google catches onto what the tricks are being played and they stop it because it's not legit. A lot of times, like you said, it has been my approach to it.
Dov: You know, there are people who really are drawn to that type of thing and they want to be playing a game and always at the cutting edge and so on. That's not who I am. It's not who I'm serving, you know, I, I can't teach something that I don't know how to do and don't want to do. You know, I'm not looking for multi seven figures and scaling to spend four hours working week and the rest of the timeline on the beach, I just, this is not what I want a, I don't know how to do it, but what I do know how to do is with people who also feel like they have a lot to give and they, all they really want to do is do what they're good at for great clients, do great work for great clients and make a great income.
Dov: Usually they're aiming for a half a million a year. It's between three and $600,000 a year, um, from, from coaching consulting of some kind for themselves and maybe they have a, a team or a small firm or growing from, um, but that's really kind of what they're looking for for themselves. And to get there, you know, it, you don't need complicated. You need simple. And we're all about simple. Yeah. Simple and consistent. Consistency is the key. That's an. I tell people when I'm teaching them LinkedIn, you got to log in a couple times a week, at least not once a month.
Dov: It's like showing up to work once a month. Right, exactly. I logged in. I didn't do anything on LinkedIn, but I logged in. I read my newsfeed. Right, got distracted. Yup. So what's the eavesdrop affect the East Europe affect his, his, his, his eyes as an expert consultant, whatever it is you're really good at. The other way I think about is this. It's an analogy, so imagine you're sitting at your favorite coffee shop cafe wherever, and you've got your coffee and newspaper or a book and you're reading your book and just minding your own business took some time off from your hard work to go take a break, clear your mind, and suddenly you overhear something going on at the next table and you weren't trying to eavesdrop, but you picked up on what they were saying and now you're straining to catch everything that they say because you.
Dov: If I'm interested in what they're talking about and you're still looking at your book, but you can't see the words, you know, you, you don't know what you're looking at and that's the eavesdrop effective, and if you're interested enough, you'll get up and you go over to a table of total strangers and you'll say, excuse me, I couldn't help but overhearing and you know, have a conversation with total strangers. Excuse me. So that's the effect that we need to create. You know, we talk about that there are two paths. There's the path of the charismatic guru and the path of mastery, and there are two. These are two paths that you could succeed and do really well as a consultant, coach expert. And the problem is that so many people are stuck on the path of the charismatic guru who do not belong there. They're both legitimate path.
Dov: It's just that the overwhelming majority belong on what I call the path of mastery. And the problem is that on the path of the cosmetic group, people are, you know, people, they're saying, hey, if you look at all of the success, I have, check all that, and if you just do what I did, you can have it too. And we hear it, we see it, we want to believe it on some level like we do, we have this inner knowing that we could be very successful, much more successful than we are. So we start following and we get stuck. And that's because, you know, not everybody is meant to be that celebrity type. Not Everybody wants it. And, and you, you kind of try to try to move forward and you've got a bungee cord strapped to your back. They are incapable. They could teach you lots of things, but they cannot transfer a major asset.
Dov: And that is that strong, charismatic, Celebrity Guru type personality which you're not even interested in. Right? So that's, you know, that's right. Now when you get off that and onto the path of mastery, you start to realize, well, what's the first thing they need to accomplish? I need to get the attention and interest of my ideal client and to create that eavesdrop effect and we can talk about how you create that perfect because that's where you're trying to accomplish where people hear about what you do or they read about it. They see you somewhere. There's something in there that it gets their attention and their interest and they want to come closer to find out what you're all about. Should I, uh, should we talk about how to create that? How about we do that? Yeah. I'm thinking I see these guys on facebook now and they do the macho selfie videos and they're trying to be like an inspirational leader like Tony Robinson.
Dov: They look, don't look authentic at all is, that's kind of the person you're talking about there. Well, I'm even talking about there are, there are those who it is, who they are, is who they are. They're being who they are. Um, we, we, I think we both know Scott Oldford, who's, he's blown up through the, a group that I lead and so on that was, you know, he credits me with being worth more than a million dollars from going back a couple of years, but he's gone on no credit to me. I'm just, he's just being himself completely being himself. He's being raw, he's gone through growth over the last few years and it's all been pretty public. My wife, I wouldn't do that to my family. You know, he's, he just got married a few months ago, you know, that's who he is and I think that it's, it's a great, it's great for him and what he wants to achieve where he's aiming for $100,000,000 business and then a billion dollar company.
Dov: I'm not, it's totally legitimate for those, for whom it's right, but it's, it's those who are faking that who are trying to do that, who are coming across as fake, you know, not authentic and authentic. Those are the ones who you pick up on it. I pick up on it and the people that try to get as clients pick up on it, I think like, I don't know why, but you just don't. This doesn't seem like you. Those are the people who bill, I'm talking about who probably belonged on on the path of mastery. They need to learn how to be themselves and do really well as themselves and for many people it takes. If it's a growth, it's an evolution. You get to grow into learning how to be yourself and that's how you do best. Yeah, so I'm going to hire a financial advisor.
Dov: I want someone that's really good and they've mastered how to manage money as opposed to being very charismatic. Exactly. Yeah. Now again, I want to be careful because there are people like you know who you could be really good at what you do as an end. Does the celebrity type and that's totally fine. I'm just. I just noticed it wasn't the right path for me and I got stuck there on the way for a long time, so I think they're both legitimate as long as they're both acting ethically and they're both doing good service, but everyone needs to recognize what's the right option for me, so that's cool. That's great. Okay. So what are some of the biggest mistakes you see
Ted: people making? I guess you just talked about one being taken the wrong path that isn't right for them.
Dov: Well, yeah, absolutely. And then so on the path for the carers, the path of mastery, you need to approach things from a point of understanding how they work. Okay. You can just, you don't have, you can't just rely on, on, on, on the, you know, the charisma and celebrity. So I'm just going to fill in one more, one more gap and then then I'll, I'll answer that once. Once you talked about that you got to get the attention and interest of your ideal client. We need to ask, well, how do you do that? How do you get attention and interest? And the answer is that it sounds like a big ask, but they're really only two things that anybody's interested in. If you want to get my attention, my interest, you need to talk about either a problem that I have and don't want and slash or talk about a result that I want and don't have to talk about anything else.
Dov: You're not going to get my attention and interest. And what's the difference between attention and interest? A lot of things will get attention to loud noise, you know, if I send you a funny joke or a funny youtube video, you might take a few minutes to look at it and you go back to what you were doing to get you interested. That's the eavesdrop of it. For that to get you change your plans. Like let's say if we're at a conference and there the exhibitor, the sponsor booths and we're walking through them and you know, it's kind of noticing will get certain things will get our attention, but that's not going to get them business. I need to get our interest in that we're heading this way. And then we say, hey, hey, hey todd, let's go over there. Right? So let's go look and see what that is.
Dov: It gets attention and interest. You change plans, change your plans, that's the east drop effect. And you do that by talking about one or two things they probably haven't done want and, or result they want don't have. Now the biggest mistake that see people make are a very big mistake is that they, they, um, they're trying to be too much, too many things to too many people. And, and this is something that anybody's been in business for while studying marketing for a while. We'll hear you to focus on a niche. You've got to narrow your focus. You will know that to some degree, but it's still a struggle for many people. Do you see that?
Ted: Oh Gosh, people ask me all the time, I have three businesses, how do I put it into my linkedin profile? So I create three separate profile. Now you got to pick one and focus on that. You've got to be the expert.
Dov: Yeah, exactly. So, so the thing is this, focus on a problem they have. They want results, they want to have. I'll give it a couple of of examples and that will really drive the point home, so one of the first things that we help our clients do is sit down and and rick and make a list of what are the problems that you can help solve, what are the results that you can enable, and that's everything is built on that. That's what we would call the marketing helium because if you fill your marketing tactics with a deep insight into the problems that your ideal client has and don't want the results they want and don't have. If you infuse that into marketing, into your marketing tactics, they will soar. They'll fly, they'll go really far. But if you don't have that, then essentially whatever you're doing is you're just blowing hot air.
Dov: So you know, tactics are like different colored balloons. A blue balloon could fly in, a red balloon can fly. If I, if I hold a blue balloon and it falls and then a red balloon and it flies. You don't say blue balloons fall and red balloons flying. Say Linkedin, you know works. It doesn't work and facebook works, it doesn't work, or webinars and these are all tactics. They all could work in the AL could fail when they work. It's because you fill them with this deep insight, the marketing helion into what is the problem they have in the one result they want don't have and then it doesn't work if you fill it with hot air, which is anything else. Anything else that you think anyone cares about because you're wrong. So I'll give you a couple of examples of, you know, some messages that we've come up with for clients because it really helps drive it at home because a lot of people think that yeah, I understand the problem resolved.
Dov: I got that. And so on. No problem. I think. But it's really, it's not that simple. So for example, you can have two management consultants are right. So I had a client, she had been the head of marketing for a billion dollar construction firm in the states and she know she left, she wanted to, she had a department of 50 people and she left tired of the corporate politics. We actually, many of the people that we work with our corporate refugees or want to be corporate refugees, they, they figure, hey, I did really well in the corporate world. I'm going to go and do my own thing, only to discover, you know, months or years later after they've failed to replace the previous corporate salary. It's really sad that there's a different set of skills that you need to consistently market and promote your own expertise outside of the corporate world.
Dov: So anyone listening that's you, you need help with that. Reach out to us to realize that is a, you know, if it's not the kind of, if you're not falling into it naturally and, and hitting the ground running, you don't wait a year to three years until you've earned through your savings, uh, to get some real help. Uh, there's a different skillset. You agree? We've seen that too. Took me a long time to learn that myself. That's how I got into marketing. I then went from the tech world. I became a certified coach. I think, okay, I'm going to be a certified coach. Now. I couldn't get clients because I didn't know how to market and sell. Absolutely. So. So again, so let me just, like we talked about how the first job that we need to do in marketing is get the attention and interest of your ideal client.
Dov: And um, so this, let's see what she wants to be a leadership consultant. Right? And we say that in order to get the attention and interest of your other client, you've got to talk about a problem they have or don't want and are a result they want, don't have. So the first thing that we need to do is to say, well, I'm, I, I told her make a list of the problems you help solve was also enable. And I looked at her list and that's it. You can build a business on that. And what she had written was, well, I'll help companies solve the problems they have with that employee who's too valuable to fire. So what's the problem that you help solve? Well, she, she written some version that we polished it up to what I'm telling you now, you know, I help compass.
Dov: So you asked her, what do you, what do you do? I help companies solve the problems they have from that employee who's too valuable to fire. Now imagine my client, we'll call her Jane and, and, uh, another leadership consultant, Mary at some event, and then there's a ceo of a $500, million dollar a year business. They definitely need some leadership consulting somewhere there. I mean, absolutely right. You're talking to the CEO and the CEO was introduced to them and now stuck talking to these, uh, these new people. Yeah. Yeah. What, um, so what do you do in the first, uh, the other one says leadership consultant, a management consultant, and the CEO thing. Ca. Yeah. We've, we've burned through churn through a bunch of. You burned through a bunch of you, uh, you know, somewhere. Okay. Some were not. It turns to my client and asked them what do you do?
Dov: And she says, well, uh, you know, I, I, I help companies solve problems they have from that employee who is too valuable to fire. And suddenly, you know, you want snow. Say that again. You know, I mean, you could feel the difference, right? I mean, you could feel the difference is it's a visceral difference. That's what I mean by talking about a problem they have and don't want a result they want. Don't have. I've got a number of other examples that we can go through. Um, let's see. I have a client or had a client, his name is Tom [inaudible] in the, in the DC area and he, you know, he does, um, he does a real estate. He teaches people to be real estate investors now. It's very slimy industry, but he's not slimy at all and we're working through, you know, he at the time he is a, he runs a real estate investors association or I forgot what they're called already.
Dov: It's a group. People come together and they pay membership and so on and he runs bootcamps and so on and you know, workshops. And we really got deep to understand what it does is ideal client want, what is it that they want. And he just emailed me like a month ago also, like he's still, you know, we change the name of his business from like the Washington area or something or other to traction real estate and attraction real estate mentors because we found out that the problem, his ideal client hadn't, didn't one I talked to four of his ideal clients and the problem they hadn't, didn't want the result they want them to have was that they had all the information and they get, they were struggling to make it work. Right. We came up with a message that I think he still uses. Like he still let me see, check out his website here, traction.
Dov: Um, because I just popped into my head. It's been awhile. Um, yeah. So we talk about what do you do? I help real estate investors go from spinning your wheels to profitable deals. It sounds cute, but it captures that and he keeps saying he still has people coming in talking about how the name traction, how it really to them. Um, let's see here. He's got a stock spinning your wheels. Yeah. We developed a number of years ago. He's, he's, uh, updated some things here, I haven't checked in awhile, but that's the kind of thing like when you're, when you have a deep understanding of the problem, they haven't, don't want results they want and don't have, then it just a lot easier for you to, um, to uh, get the eavesdrop effect that said, nun. That's the marketing. Helium, I'll give one more example. A had an are plenty of clients, hundred day sprint.
Dov: We had a, a woman who wants to be a life coach and she's a very smart, capable life coach. But the problem is that nobody wants to, nobody wants a life coach, you know, uh, nobody buys life coaching. Even life coaches don't buy life coaching, right? So we sat down and made a little list. What are the problems you have, the results you enable that your family member violent. Sorry. It's all right. So, um, and, and let me see. So I don't remember exactly how she worded it, but I looked at it and I said, that's, you can build a business on that. And what we came up with together was that. So now if you ask her what does she do, I help women who wake up in the morning and they're thinking, or I help women to wake up each morning wondering if I am so successful.
Dov: Why am I so unhappy? Now? Think about that. You capture in there the ideal client, the problem you've meet, you're meeting them where they are. You know, we've, we've all heard in direct marketing the famous saying that, you know, good advertisement, uh, it, it, it enters the conversation going on in the mind of your ideal client. And that is, that's exactly what's happening. The conversation that we're all thinking about is what the problem that we have no one and slash or a result that we want to announce. So I'd say that that is a very common mistake, is never identifying a clear specific problem that you can help solve, a result that you can enable and never identifying that and then building your marketing on top of that. And instead we want to do be everything to everybody. Exactly. This is perfect. This is exactly what I teach my clients when they're doing their linkedin professional headline, which is right into the name.
Dov: Most people have their job title, but when you put statements out there like that grabs people's attention, they click on your profile, they learn more about you. Set up a call with them. Right? Absolutely. Perfect. This has been great. So you talk about there's only three questions really need to get your client to say yes to. Yeah, absolutely. So there's, um, there's a, if you want to create a flow, a consistent flow of clients. So you need a process right to you teach a specific process that using linkedin. Right? And I'm sure what I'm about to say applies to what you're doing. I don't know if you've thought about it in this way, but you show me point out to me please how, how it applies and everybody can kind of who's familiar with your work will really get it.
Dov: You know, there's everyone talks about marketing funnels and, and you know, whatever sales funnels and so on and, and you ask them, okay, what's the system? Right? So what's the purpose of your system? The purpose of the funnel, and you get answers like, well, the purpose is to fill your pipe black. The purpose is to close deals, to get leads and all of those are true, but none of them helped you know what to do next. Right? And that's the thing. What's the proof will. Okay, good. Yeah. Yeah, we has. Yeah, that's true. You know, it's like the catchphrase, we were kind of drawn to catch me. Yeah. I want to fill my pipeline and get leads and so on. Okay, okay. What do we do next? This, that, that, that, that, that were all over the place are overwhelmed with all the different things that everybody says we need to do it.
Dov: And that's a big problem, especially for small businesses. One person, two person, small teams or even larger companies. There's never enough people to do everything really well and we don't need to. We don't need to. So, so what happens is that you have to realize that we don't even understand what we're trying to accomplish. And I, I've reflected on this years ago and well, what are we trying to accomplish? If we're building a marketing funnel, what is the real goal? And I realized that that the idea is the way most people think about it, just oversimplify it. In a Oliver Wendell Holmes Jr said years ago, he said that I wouldn't give a fig for simplicity on this side of complexity, but I'd give my right hand for simplicity on the far side of complexity. Now, thinking about that, the way I imagine that is that there's, there's a simplicity is complexity, and then there's simplicity on the far side of complexity.
Dov: Right? And that's how most of us, it's a trip that we'd have to go through a kind of a journey and we have to pass through to get from beginner stage at anything to mastery of anything right now we talked about the path of mastery. So you start a business yet and you like you talked to. I want them to be a coach. Okay. Can it be that hard? I'm good. I care. And so on. I'm going to get clients. Sure. I quit my job and so on. We imagine that it's going to be easier than it is. It'll be simpler than it is, and that's where we start. We start with simplicity or are really over simplicity, right? We over simplify what's involved. It doesn't take very long to realize that this is going to be more complicated. This is a lot more detailed than I thought, and then we quickly find ourselves in complexity, lost in complexity, and most people can stay lost the complexity for years, for decades running around in the weeds.
Dov: Never quite fine either way out, never stepping back ever being able to see the big picture, okay, but those who persist and almost always those who get help get guidance from someone who's already mastered with it. What you're trying to master, you pushed through. Eventually you get to simplicity on the far side of complexity. That's where you learned to see patterns. That's where you learn to see, you know that that's the difference between the master, the pianist or the surgeon who's been doing surgery for many years, right? It's not, you know, marketing is psychology and it's discipline and it's, it's growing. Improving yourself to run a business, you've got to improve yourself. You've got to, it's not just knowing what to say and what to do and all, um, we can go off on a big tangent on that and try to stay focused. So my answer, my answer is that the purpose I'm going to give you the simplicity on the far side of complexity to understand what's the purpose of your marketing funnel.
Dov: Um, and you know, and, and, and let's, let's see where that takes us. So it's really simple, but it needs an explanation. And that is this, the purpose of your marketing and selling funnel or system is to answer, to lead your ideal client. To answer yes to the number one question on their mind at just the right time. I'll say it again and I'll explain it because if it was just a catchphrase, we all nod our heads without understanding, right? But I want to make sure we know that our heads with full understanding. So the purpose of your marketing and selling system is to lead your ideal client to answer yes to the number one question on their mind at just the right time, and there are only three questions that they will ask to go from total stranger, never having heard of you too.
Dov: Happy to pay you very well for your service. And the three questions are this question number one, should I pay attention? Is it interesting when you and I are walking through the conference and we're walking past the exhibitors sponsor booths and we're looking at my brain is constantly asked, should I pay attention is an interesting. Remember we talked about the difference between attention and interest of the things that got our attention, but we keep moving. The few things get our interest. First question, should I pay attention? It's interesting, if your marketing system is rooted on a problem that they haven't done one result they want and don't have. If everything, if you've got that market of helium in place, then your ideal client answers yes to that first question and instantly they have a second question. The second question is, okay, you go, I'm interested, but can I trust you?
Dov: Who are you? Do you know your stuff and you actually care? So it's second question is, can I trust you? Are you for real? And you know in certain sub questions under that, the second job with your marketing and selling system, it's a lead your ideal client to conclude, yes, I can trust you, and then as soon as they come to conclude, yes, I can trust you instantly they have a third question which is, okay, you got me interested. I see I can trust. The last question is what you recommend, right for me is what you recommend, right for me, and that's usually a sales conversation. If you saw a or a sales letter or a sales webinar and then you're leading them to conclude a yes, what you recommend is right for me and therefore a the congratulations. You have a new client, so the purpose of your marketing and selling systems to lead them to answer yes, that is interesting.
Dov: Yes, I can trust you. Yes, what you recommend is right for me. If you're not leading them in that order, you lose them. Right. Okay. Because a lot of people make the mistake of trying to convince to the, hey, this is right for you before they feel that you're interested or that they can trust you, that you're not interested in the advice or recommendations from someone who doesn't. If you don't feel, understands you or feel like you don't even know anything about me, why? How could he do to make a recommendation? We all know what that feels like. So those are, those are the three questions. And then when you ask yourself, okay, so that's the purpose of my marketing funnel, Huh? Okay, I get it now. So what do I need to do? Well, first thing I need to do is I need A.
Dov: I need to get into the mind and heart in my ideal client. So I come to understand what you know, what, what are the problems they have and they want results they want to have and pick one or two that I can build a business on that really makes sense. And then I need to, you know, to craft that into a simple, compelling message like the examples that I gave you, and then I need to now the that that will get their attention and interest. Then what I need to do is leading to answer yes to the second question, trust, that's giving them a taste of some kind. Then getting that into some kind of hand raising free offer. We call it lead magnet, whatever it might be, and then it's tactically. Finally, the fourth step is tact. I kind of rushing through this, I know we're kind of over time or over time, so that's the fourth piece that we call it the get noticed sequence.
Dov: And then that leads them to say some of them that want to talk to you. Elegant sales conversation and a easy offer anyway. Basically we have the three core questions and two pieces to lead them to answer. You get speech and when you build that and then work it on a day to day, consistent basis, you start having people coming through your marketing funnel and reaching out, wanting to talk to you to find out how you can help them. That clear for me, it really clarifies it because you get stuck on those buzzwords, marketing funnel. Then it overwhelms people know, put them into your autoresponder and you got to do this and that, and it's like people to get overwhelmed like you're walking by your booth at a show and it gets your attention. That's the first step. Same thing with your linkedin profile or your website or facebook ads, whatever, however you're trying to get people's attention, right?
Dov: They're just different colored balloons. Those are tactics they all need to to be utilized as a tool for the tool of what they are to serve. These three questions to lead your ideal client to answer yes, yes, yes. And as everything else is just a bunch of tools. Yeah. You don't need the fancy technology to focus on those core principles, so use the technology as the tool for what it is not as an end. Right. And that's where I think a lot of people make the mistakes. They spent a fortune on all these tools and courses, but they're not answering those three questions. If you miss the basics, nothing else is going to work. Yeah. Cause I have testimonials from two clients and I think it was a third. They both said, I say that I spent over like about $100,000 with Dan Kennedy and Frank Kern and they named names and it wasn't till I started working with dove that I finally understood how to actually take all that information and turn it into a simple flow of clients.
Dov: So I cherish those. I have nothing against Dan Kennedy and Frank Kern. They're wonderful and I just happened to really like those testimonials. I mean, you know, because because we really help. It's not about information again, I, you said 20 minutes overtime, so no hurry. Okay. Great stuff. You decide if you want to wrap it up or not, but the people, what happens is this, is that they say, look, Hey, I need to get clients, what do I need to do? And they go out and they take a Webinar or a course or so on and they start doing something implement to make some progress than they hit a wall. Yeah. And as soon as you hit the wall, what happens is you start to think to yourself, oh, well, I'll say it like this. You get kind of into the clutches. You get caught in the clutches of the three dots.
Dov: So what are the three dots? The first doubt is, um, I'm, I must not know enough, right? Like, am I doing the right thing? Right? Why am I doing the right thing? And the second is, am I doing it right? And last one is, um, is a willis ever worked for me? Why isn't working for me? And then when you fall into the clutches of the three dots, that's when you start to think, I must not know enough. Well, I don't know if I'm doing the right thing often doing right. I don't know why it's not working for me. Will it ever work for me? I must not know enough. And then like the Roomba vacuum cleaner, you hit the wall, bounce off and go off in another direction. You get another book, another course of the Webinar, another whatever, another program and the cycle repeats.
Dov: You hit the chair leg, the bookcase desk, so on, and you're going all around the room. What you need is to recognize that what you're missing is not more information. What you're missing is a deeper understanding of information you probably already have. You know, we always need to fill in something, but you get that deeper information by when you hit the wall, you're not. You have to have a mentor or coach you could turn to and, and say and say that, um, you know, am I doing the right thing? And they look at what you're doing and they say, this, this part you're doing right. That part fixed this, make that change. Good. Now do it. Keep doing. Hit the wall ticket, chip out of it, hit the wall, take a chip out of it, and then you keep hitting the wall ticket, chip out of it, and then you start to wonder, am I doing it right?
Dov: And the same thing like you get the feedback from someone who's mastered what you're trying to master that path and mastery. There's no other way to do this right? And then hit the wall tickets. You better take a chip out of it. Am I doing it right? Right? Well ever worked for me. You're doing the right thing and doing it right. Keep hit that wall ticket, chip out of it and and, and you're not bouncing off anymore. And because you've got that guidance, it gives you the confidence to persist and then you hit the wall and one day the wall crumbles and then you walk through the hole in the wall and suddenly all the advice, all the information, all the things that you've learned over the years. Suddenly it makes sense. You suddenly understand it with a depth that you, that's mastery with the depth that you, nobody could give to you.
Dov: We could lead you to it, we cannot articulate it in any way because you have to experience it. So that's what I say. It's not more information than most people are lacking. What most people are lacking is a deeper understanding of things they already know. You've got to get there and then once you standing outside, you're, you're on the other side of the wall. You've got like, wow, now I get it and I did a good job. No good for me. I know Phil, you feel proud, you deserve it, and then you're kind of looking around and you look up and you see a shoot.
Dov: You know they see right another wall and it's tolerable and it's thicker and that's what life is all about. Life is, is not. It's not sticky. It staying in the same room, bouncing off because you're afraid or because it's on. It's realizing I'm identifying a challenge, making sure you know what you need to know, but don't. Don't keep looking for more information. Get go out there, use what you know and get Matt. You know you've got to have somebody to look over what you're doing. Some coach or mentor, whatever it is, massive what you do, get their guidance and feedback. Don't try to figure it out yourself because that is literally will take you 10, 20, 30 years longer and millions of dollars.
Dov: That has been great. Thank you very much. Thanks for having me. How can people learn more about what you do? Um, actually let me, hold on a second. I have something for you. Awesome. Because I just want to, I want to, we put up a page that I'm Miriam, put it up. I want to make sure I get the link. Um, yeah. Okay. So for five years I have what I call my manual. We sold it for $97 and I'd like to give it away for free to Ted People. Right. Awesome. It, this my first Ted talk, Ted Talk. Okay. I wish I had a registered that domain name.
Dov: So at Dove Gordon Dot net forward slash Ted, two P to EDP. It's Dov g or dealer in.net/Ted p. So you can see that we have this for five years and sold it for $97. It's called how to systematically and consistently attract great clients. It's about 90 pages. There's zero fluff, there is no fluff here. It was so it was written to sell and we just call it the manual, how to systematically and consistently attract clients as the title. But it's, it's a, it is. Um, it's really good. The reason that we give it away, it was because, uh, you know, over after about five years I came to realize that there are a lot of people who go through and reach out to me and say, Hey, could you help me implement this? And that's really what we do. We're not big into information products and so on.
Dov: We have a little bit. But the main thing that we do is really work with a small group of people at a time in our clinic clients hundred day sprint, help them build out what we've been talking about. And then there are thousands or tens of thousands, tens of thousands of people who have a. I just know if, how many have read it right? But many have gotten it and I get messages from time to time. Hey, that was really great. They never spent a dime with me. I wish they had, but they don't. And they go on and I know that it just, it puts out good. It really helps lots of people and therefore we're quite happy to start showing that freely so you can get it. Dove Gordon Dot net slash Ted, two p to edp and um, that's a great way to get more from you. If you like this, I'll put that in the show notes too. But yeah, your manual is fantastic. I went, Oh, you've read it. So you're one of those who read it.
Ted: Yep. Okay, great. I love reading that stuff. I'm a nerd. What can I say? My wife thinks I'm crazy. I read this kind of stuff on vacation. Oh, okay. No, I totally understand. Well, thanks for having me. This has been really great. Thanks for me having you. Thanks for my first Ted Talk. Okay. Yeah, I appreciate that. Thanks. Thank you. Bye. Bye.
Would you like me to help you? I'm the #1 best-selling author of Ultimate Guide to LinkedIn for Business and Ultimate Guide to Twitter for Business. People call me America's Leading LinkedIn Coach. I'm the founder of Search Marketing Simplified, LLC, a full service online marketing agency. The SMS team designs and implements advanced LinkedIn and social media lead-generation strategies for small to medium-sized businesses. SMS will set up and manage your marketing funnels using organic, social and paid traffic. Did you know I've been working with the internet since 1991, long before Al Gore invented it?