Why It's Better To Go From Hunter To Hunted

In almost every situation being the HUNTER is better than being the HUNTED. 

That statement isn't shocking. It's better to be the King of the Jungle than to be the one being eaten by the King of the Jungle. 

Yet, there is one situation where it's much better to be the hunted instead of the hunter. 

And it will revolutionize the way you understand marketing. 

No More Loom Videos

A friend of mine started a digital marketing agency. He was excited about the possibilities, but things were going slow.

"How are you finding your clients?"  I asked him.

He went on to tell me about the hundreds of loom videos he shared with people in the niche he was trying to land. He would get on someone's website or Facebook page, shoot a 2-3 minute loom video, then send it to them via Messenger. 

"How many have you made?" 

"Hundreds" he said.  "I'm motivated to land my first client and I'll do whatever it takes."

You see he fell victim to one of the biggest lies in small business marketing. He believed in order to be successful you have to spend countless hours hunting down your right audience. 

Hundreds of loom videos.  Hundreds of hours spent looking for potential clients and yelling in to the wind, hoping someone would watch his loom video and respond. 

I knew he was willing to do whatever it took to land his first client and grow his business. 

"Are you willing to stop making Looms?"  I asked. 

He looked at me with a puzzled look. 

"I'm willing to do whatever it takes." 

I already knew that was true about him. Now it was time to change his thinking. To change the way you acquired clients. To move him from being the hunter to the hunted. 

It meant no more Loom Videos. 

What's The Difference? 

When you're tracking down your next kill it's not very fun. Most predators hunt because they HAVE to. They hunt because if they don't they won't survive. 

There's no joy in that. There's a sense of accomplishment when you get a big kill. But when you have to kill in order to survive, you are constantly sitting in a state of anxiety, wondering where you next meal will come from. 

FAMINE is just as possible as FEAST.

Which would you rather have?  A phone with a thousand outgoing calls?  Or dozens of inbound calls? 

One brings joy. The other... anxiety. 

That's a pretty big difference. 

Change Your Mindset

If you've heard me say it once you've heard me say it a thousand times.

"People don't care about you and what you have to offer. They care about them." 

So start acting like it. 

What if you could communicate so clearly how what you have to offer is a clear answer to what your clients need?  And what if you could communicate it in just a sentence or two? 

Recently, I went to a business networking group. When it was time to share what I do they started the timer. I had 60 seconds. 

I said, "My name's Mike. I own Treasure Valley Ads. We do dedicated lead generation for small businesses and we only get paid when you get paid." 

My entire pitch was less than 15 seconds. People commented.  They smiled.  It was clear. 

And it started conversation. 

Does my company offer other things?  Sure. We do websites. We do custom ad campaigns. We do graphic design. 

But there's only one thing that room cared about. "How can I get more business? How do I find more clients?" 

The Power Of "Yes"

The difference between being the hunter and the hunted is the power of "yes." 

When I can say what I do in 1 sentence and people shake their head yes, you can literally see people selling themselves on what you do. 

Don't ruin that. That's gold.

Don't overexplain. 

Don't oversell. 

Just let them keep selling themselves. 

Know Your "Sells" 

Once someone says "yes" don't create roadblocks. Let the person speaking to you sell themselves.

Your job is to just be prepared with your upsell, downfall, and side sell. 

I can't tell you how many conversations have started with companies because they wanted more leads. They didn't even know we made websites. But as they continued to say "yes" and saw the value of what we have to offer, they kept on saying yes until they got a website from us. 

When you learn the art of the sale people seek you out. And you get them to keep saying "yes". 

Now you have the full arsenal of what you have to sell. And you clients are happy because they sold themselves on what you have to offer. 

No matter what you do in business the formula concept is the same:

1) Make what you have to offer clear and concise. 

2) Get people to say yes. 

3) Get them to keep saying yes. 

4) And don't create roadblocks. 

5) Be prepared with the full arsenal of what you have to offer (Upsell, downsell, sidesell)

Mike Maglish owns Treasure Valley Ads. If you're looking for to position your business as the clear choice in your industry feel free to reach out.