Answering Your Small Biz Marketing Questions LIVE

[00:00:02]Live on the High Response Marketing YouTube channel.

[00:00:06]This is Jake Lorraine. I just random live. I didn't even send this out to my list. So, we'll see if YouTube's been so bad to me lately. It's been terri- YouTube has been punishing me like crazy. Not sending my videos to anyone.

[00:00:20]So, I don't even know who will see this, but ask your marketing questions. We just finished wrapping up a 9 by 12 postcard design video. Everyone's been asking me to show 9 by 12 ad design. So, I made a really nice one where I overhaul a guy's What was it? A bathroom bathroom contractor ad into 9 by 12 size. So, I'm really excited for that. Emily's back there editing it right now.

[00:00:47]I'll probably have it up over the weekend.

[00:00:51]But, I just thought I'd go live. I don't even know if I can won't even know if my sound's going through. I think it's going through.

[00:00:58]YouTube has been a bastard.

[00:01:00]I'll probably get in trouble for saying that. They've been really bad. Like, they're sending my videos like 10 people see it, 20 people see it. So bad.

[00:01:10]You have to play the game. It wants you to play the game, which is so annoying.

[00:01:16]You literally have I was going to vent on YouTube.

[00:01:19]It's very clear what it is. Is that YouTube does not want you to make content that people don't want. And I guess that makes sense, but here it's it's hard to express that. You can't make content that you think is helpful.

[00:01:36]You have to make content on YouTube that people want. And when you make content that people want, that they'll watch, you have to make more of that particular content. You can't switch to another topic.

[00:01:52]I understand that, but it's really frustrating for me. I I want to make 100 videos in a row of 9 by 12 stuff. I I don't want to make 100 videos in a row of remodeling design overhauls. I don't want to make 100 videos in a row of how to sell business owners because my audience is full of business owners who could care less about side hustle stuff and want to learn how to get the highest ROI from their postcards.

[00:02:19]And then it's also an audience of side hustle people looking to just make money and they could care less about anything business and then there's people who are running like 9 by 12 system and there's these three or four distinct audiences that have a lot of crossover but you have to make a million videos on in a row of one specific topic which is annoying is really annoying.

[00:02:43]So YouTube just crushes your your reach.

[00:02:45]It's just like crushes it lately if you don't make the same stuff over and over this to the same audience.

[00:02:53]It's It's extremely annoying.

[00:02:56]Jean Benniman, thank you. Oh, Ben Kaiser. Oh, nice nice man. Nice to see you.

[00:03:02]Striker, I've been designing the I've been seeing the EDM design but instead of a postcard it's a magnet on people's fridge. Yeah, totally.

[00:03:11]Magnets on fridges, yeah, completely and are you seeing that mailed? From time to time people will do mailers of magnets.

[00:03:18]You can do it. You just The problem is you got to do them really big. They got to be 6 and 1/4 by 9 which is a big magnet. It's really expensive.

[00:03:26]Super expensive to to print that.

[00:03:30]I don't even know offhand.

[00:03:32]We've done a few of them this year for people.

[00:03:35]I mean you're looking at probably close to a dollar each, something like that for a 6 and 1/4 by 9 magnet. They just got to be so big.

[00:03:45]Ranting on YouTube.

[00:03:47]So annoying.

[00:03:49]>> [laughter] >> It's so annoying. I'm really happy to make the design tutorials though. Those seem to go over pretty well and people have been really asking for 9 by 12 postcard design stuff.

[00:04:01]I'll show you the design in a little bit that we're overhauling. Striker says, "I'm an electrician. I've been seeing them in customers' homes." It Magnets are great because they're very sticky. You see them, meaning they get seen a lot over and over and over. Realtors, insurance agencies, chiropractors, lawyers, they're typically using these.

[00:04:23]Furniture supply, car dealers, where they'll give them to customers. Usually it'll be sent out to customers or like an electrician or HVAC. When they're in the customer's house, they'll give them a magnet that has their branding and maybe another local business. That could be smart to have some other local businesses like a pizzeria or something on there. It's useful or useful calendar days, sports schedule, things that people would say, "Oh, this is really good to have up on my fridge."

[00:04:51]And then they have that brand, that business on them all the time. I wouldn't mail those.

[00:04:57]I don't think it you're going to see enough ROI to cover the cost. You're not You're going to have a hard time getting advertiser for something like that cuz of the cost.

[00:05:06]But for yourself, for your own business, get another business on there to help pay for it. And then just give them to customers when you go service their whatever you're doing with the electricals.

[00:05:17]I just had a The heck did I just have to have done my pool bonded. New pool had to be bonded.

[00:05:24]Never even heard of that before. Our Our old pool was not bounded bonded.

[00:05:29]Could have been electrocuted to death.

[00:05:31]River Valley exclusive, Brian Strohschein, finally with the stickers on the way.

[00:05:36]Well, that was a disaster. Just trying to It's for some reason this font was giving us a really hard time and I think what the problem was was when they're small 2-in stickers, they're uh I think the art that you originally gave us was not a vector art.

[00:05:53]And when they're really small, sometimes vector not having them vector art can just be a little bit blurry and it looks bad on a small sticker, but we got that sorted out. It's all good now.

[00:06:04]Darcy, how do we target only businesses for postcards? In my 9 by 12, I often get requests to do solo mailers for B2B.

[00:06:12]Wow, I'm surprised you're getting requests to do solo mailers for B2B.

[00:06:17]They don't run into B2B businesses a whole lot. I have a whole course on this. It's called sticky sellers. So, what a sticky seller is Well, let's talk about solo solo mailers. How do How do you target only businesses?

[00:06:30]leadsplease.com is a great fast way to look up business counts. I wouldn't suggest buying from leadsplease.com cuz they're a little expensive. I buy all our data from usadata.com, but leadsplease.com has free lookups that are really easy to do. You can just go on there and look it up.

[00:06:49]So, you go on leadsplease and search business database instead of consumer database. And just pull up the types of businesses locally, whether it's by area code, zip code, radius, polygon map, you can draw a polygon map, whatever area they want to target and you can pull you can filter by all the different types of businesses, types of industries, or suppress certain types of industries, filter it by employee size, maybe one to five employees, one to 10 employees, 10 to 20, 50 to 100, or take out businesses that uh take out chains, take out or add businesses that make over X amount. It's similar to a consumer targeted list, you're kind of doing the same thing for business. There's also like proprietary things like business credit scores and stuff.

[00:07:43]You just figure out the the businesses that they want to reach, the industries, the size of businesses, the locations.

[00:07:50]Then you can buy that list and mail to it. Targeted mailings you're looking at around like 70, 80 cents a piece, something around that range all in.

[00:08:00]That's printing, postage, prepping, all the sorting and stuff.

[00:08:04]There's a lot that goes into targeted mailers, but you can have me or any mail house do those. We do them all the time.

[00:08:09]And you just mail to that to that list.

[00:08:11]It's It's really simple. It's actually way simpler than EDDM. There is There are some compliance things like the postcard has to have a specific amount of white space. I don't know if I have one here.

[00:08:24]On EDDM and stuff, it's just these small areas that you need, but on a targeted mailer, you have to have a big space. It has a really big space. This is a This is a tiny 4x6.

[00:08:35]They're so small, but this is an example of the amount of white space you need.

[00:08:38]You need a whole bunch of white space here and here.

[00:08:42]There's a barcode that we have to put on there. That's all stuff that you just have the mail house do.

[00:08:47]Solo mailers are great. They're my bread and butter. They really are.

[00:08:51]Nick Panda, I'm doing my first community card 6x12. You should do 6 and 1/2 by 12, but 6 by 12 is fine. I have everyone locked in except for two spots. Oh, which I want to give away for free to restaurants if they put a good deal, but they seem hesitant for some reason.

[00:09:07]If you're just giving them away, it is crazy that you will run into this, but you will. You will absolutely run into businesses that say, "I don't trust this." or "I'm hesitant about this."

[00:09:16]Yeah. It's just a red flag. Who comes up to someone and says, "I'm going to I would like to advertise your business totally free." Like it's a red flag.

[00:09:25]It's like, "What is in it for them?"

[00:09:27]So, you have to approach that is just a It's probably in your approach. Some businesses may just be too hesitant, too. They don't want to be obligated.

[00:09:36]They don't want to They're they're they're just not totally trusting you.

[00:09:39]It sounds sketchy. So, it's in how you approach it. And you can say, "I'm putting this together. I have two spots left. I would love to just put you on there.

[00:09:47]If if it works out well, maybe you'll advertise again. Maybe you'll advertise on it. It's only $300 or something. But I'd love to just have you on there as long as you put a good deal on there. I just I think it would heighten the value of the card." That's how I pitch it.

[00:10:01]It's just how you present it. And there are plenty of restaurants and cafes and bakeries that would love to have a good deal on there. So, if someone's giving you trouble, just on to the next.

[00:10:14]When I sold home improvements, right? I sold windows and siding and stuff. And the whole generate lead generation model was that they gave away a house full of windows, okay? Every year, they do ones every month in some areas where they gave away three windows, and that's what they used to generate leads, which is a great lead generator. And then at the end of the year, they picked one house to win 20-something windows, right?

[00:10:39]20-something windows and a door. You win an entire house completely free of new windows.

[00:10:46]That's how almost all of the leads were generated.

[00:10:50]Every year, I would be down there while they picked the winner, right? These were mostly people that called either called in from TV or online or sent mailers back with entries. And they pick one, and almost every single time, they'd call that person and the they'd say it would be like, "You win you know, you win. You entered this contest, you won."

[00:11:12]And they'd hang up. You'd have to go through like three, four, five people.

[00:11:16]Some people wouldn't answer the phone.

[00:11:18]And then the people would answer and they're like, "Yeah, whatever. F you.

[00:11:21]Screw you." Then hangs up the thing.

[00:11:22]Like, you entered this thing. You literally just almost won a house full of windows, no obligation, and you didn't believe it. You And you literally entered for it. So, that goes to show you that people will just red flag. It just causes red flags.

[00:11:39]Uh Brian, no problem. Don't worry about it.

[00:11:42]That was very frustrating on our end, too. Just trying to troubleshoot that, but it's I'm glad that that's all good now. Sabrina, nice to see you. I saw you commenting on my video the other day.

[00:11:52]Appreciate it. No problem, Darshi. Lucy, how do you honestly find businesses? Or look luck, sorry. Thought it said Lucy luck luck then.

[00:12:03]How do you honestly find businesses? In person is so hard to find the owner.

[00:12:07]That's the the biggest hurdle is is talking to the owners, actually reaching the owner. It's not pitching the thing.

[00:12:13]It's talking to the owner of a business.

[00:12:16]Or even the business itself for certain business. Do you send cold emails? Not so easy to reach out to potential customers.

[00:12:25]Uh if you've taken my 9 by 12 mastery course, I have two whole video. The first two are really on the preparation.

[00:12:31]Like it's all on the the initial part of it before you even start talking to businesses. So, you can cut your time dramatically down when you prepare more easily who you're going to have on the card. So, always we're talking about 9 by 12 cards if you're watching this.

[00:12:48]This is a 9 by 12. Mentioning a 9 by 12 card and getting a bunch of or or a community card where you get a bunch of businesses together on a card.

[00:12:59]And then they they all share the cost and then you make a profit doing that.

[00:13:03]But, how do you get advertisers on there?

[00:13:06]You pre pre-plan your card.

[00:13:12]So, you have 16 spaces more or less and you can break these up into separate two spaces or or do these little column column column ads.

[00:13:20]You can put a lot of spaces on here, double spaces. You think about who you want on here before you ever go talking to people. If you go out talking to people, you'll you'll take forever. That's when you see people take a month, 2 months to fill a card. They didn't have a plan in place.

[00:13:34]They just went out and did it, which is great.

[00:13:37]But it's not the most efficient. You will drive all over town. You'll be sending bunch of random emails. You'll get spammed, put in the spam folders.

[00:13:47]You'll get frustrated. Well, just brute forcing it is not so great of an idea.

[00:13:51]You want to pre-plan who you want on the card. Write down to the business.

[00:13:55]So, think I want Think of the time of year when this card's going to go out. Let's say it's a month from now or 6 weeks.

[00:14:02]You think of what's going on in that six six week ahead time period. All right, what holidays, what time of year, seasonal changes.

[00:14:09]What's going on? What businesses will want to advertise in August or in September or in when it whatever time period it is 6 weeks from now.

[00:14:20]And you think about those businesses that are going to really want to be on that card. That helps that helps cut down the interested people. So, maybe HVAC because it's a seasonal change. I mean, it's pool companies for openings or closing or maintenance, pest control, driveway sealing. You think of all the businesses that you want uh the industries that you want on the card.

[00:14:42]Then you go and find the ones that are spending money. So, you just Google it.

[00:14:46]Just Google those fence company, HVAC, and look who's up there paying for ads.

[00:14:52]Who's showing up who's paying for ads.

[00:14:55]You can also check Facebook and see who's posting a lot.

[00:14:59]I find is the easiest to find are the people that aren't the like top top top competitor, but the people that are like a step or two below them.

[00:15:08]Those are the ones that are going to be You can usually tell by their social media posts.

[00:15:13]They're the businesses that are not the top competitor, but the ones that are trying to be the top competitor.

[00:15:18]Usually, you can think about an industry and and name a couple different businesses. And usually it's that one that's not the one that first comes to mind but it's the one that like oh yeah there's that other one.

[00:15:28]Like there might be like like I'm thinking of a liquor store, right?

[00:15:32]There's a big liquor store in town but there's also like another one you know of that's in like a little harder of a place to reach. It's not like the one on the main avenue or something. Those are the ones that you want to go to because those are the ones that are really hungry to advertise. They're trying to take that top spot.

[00:15:48]Those are the ones you want to reach out to. Often you can reach the owners directly whether it's through messenger.

[00:15:53]Don't uh don't ignore Instagram messenger too. A lot of people have been reporting success with Instagram messenger.

[00:16:00]Instagram, Facebook messenger, talking to them in person. You can usually get a hold of those those owners much easier.

[00:16:08]When you're talking to like lower level ones, this they can be hard to reach cuz they're like busy doing their job and stuff rather than working on the business so they're harder to reach and they're not as they're just not as accessible. And then at that very top, they're really hard to reach cuz they aren't truly not accessible. Like you're going to talk to an off a general manager, an office manager and they may not be really interested in something that's going to cost $200. They're spending tens of thousands of dollars a month. Your $200 ad isn't something that's really needs to be on their radar. So you got to go a couple steps down. So you do you find out all the industries that you want on there and then find those like underdogs.

[00:16:47]Those are the ones that are going to make your life a lot easy pitching and reaching.

[00:16:52]Rather than just going to random places.

[00:16:56]New businesses. And then if you're going to go out and and actually cold call businesses, think about where you're going to go and say I'm going to hit up this strip, this strip, this and go to every business on there. Don't just haphazardly walk all over. You got to make a plan. Saves you so much time.

[00:17:12]All you need to talk to is five business owners a day. That's it. And then two weeks you'll have this card filled.

[00:17:16]Money master, do you think different types of restaurants would be okay as Yes, totally. Japanese and a barn grill, yes. Yep. P- uh pizzeria, pizzeria can kind of even go with like an Italian food place if it's if it's totally separated. Mexican, burger joint, Japanese, fusion, Asian, bakeries, all that stuff.

[00:17:38]They they don't compete. Steakhouse, yeah, you don't want to give one restaurant a totally exclusive space.

[00:17:47]Jam Joseph, thoughts on the strategy of reaching out to businesses in the town when you'll send the mailer.

[00:17:58]Out to businesses in the town, you you'd you do want to talk to the businesses in the town where you're sending it.

[00:18:05]Totally.

[00:18:07]I'm not sure if maybe I'm not catching that right, but you definitely I might need more context from you on that one. Kristen, thank you for the message, too. You got a little solo mailer going on there. It amazes me how many people have a social media presence and say message us. They never read their messages. It's terrible.

[00:18:24]>> [laughter] >> Yes. Customer service is so bad in business today. It's what I think will really separate good businesses from bad, especially in the near future because of AI and businesses that are trying to be smart. You have businesses that have no customer service. Most home service businesses don't. So, if you're reaching out to home services, you've probably found that they don't answer the phone. They don't get back to you.

[00:18:50]If you've ever had an estimate to get an estimate something, you know, you have to call 10 roofers and two of them will show up. You know, four of them you'll get a hold of and two of them will actually show up. You might be lucky if you get one out of 10. Especially during a busy season, they're they're out You're you're not going to get a hold of them.

[00:19:08]They have terrible customer service.

[00:19:10]There's times where you'll have contractors, home services come out, give you an measure everything up and never give you an estimate.

[00:19:16]Cuz they're not good business people.

[00:19:18]They're probably good at what they do, but they're not good business people.

[00:19:21]They live and die by what their checkbook says at that moment and how many invoices they have to collect on and jobs they have to get done. They can be super busy and completely booked out one day and then the next be scraggling for work.

[00:19:34]Won't answer their phone, will answer their phone. It's bad. So, if you want to succeed in home services, like half of the battle is just is over when you just answer the phone.

[00:19:44]Like just be able to answer the phone.

[00:19:46]You will have tons of business just answering the phone. It's that bad. With AI, these businesses want to add answering services and automated calls and stuff and it's even worse. No one wants to have to deal with that. No one wants to talk to an AI person. So, customer service is really hard to find these days. It's really bad.

[00:20:06]JM Joseph says, "Yes, or they answer the phone so unprofessionally." Like how is this business? Yeah.

[00:20:13]Yeah, customer service and all that stuff is rare rare to find.

[00:20:19]Chris and says, "So right on the services." Yeah, they just don't answer.

[00:20:23]It's so bad too with work with help.

[00:20:26]It's really hard to find good help.

[00:20:28]So, many of them are just they have no stat the staff sucks.

[00:20:35]And they can't even handle more business. That's something you have to learn as a marketer. A lot of businesses today can't can't even handle businesses. I think I was talking on my last live that my neighbor, they run a Texas Roadhouse. They're like the general managers of a Texas Roadhouse.

[00:20:50]And he's like, "Jake, I wish I could."

[00:20:51]They get paid based on he gets paid like a like a franchise owner kind of. He gets a percentage of the profits.

[00:20:58]And he's like, "Jake, I can't Yeah, I wish I could just step on the gas." They have to cut off orders. They have to stop curbside orders and stuff. They don't have enough staff to literally cook the food.

[00:21:11]130 employees or something and it's just a constant turnover.

[00:21:16]Uh constant. Just can't even can't even take more. Many home service businesses are like this now.

[00:21:22]Can't take on more work. Doesn't matter.

[00:21:24]They can't take on more.

[00:21:26]Mark P says hello to the High Response Marketing team.

[00:21:31]Well, you'll be saying hi to me.

[00:21:34]I don't think anyone else is watching. I didn't even tell my staff I was going live.

[00:21:39]If I had one wish, it would be that my staff would watch my videos. They don't watch.

[00:21:44]They don't watch them.

[00:21:46]Isn't that crazy? They don't I think I think my staff in all honesty, I'm pretty sure they they think like what I like YouTube and all this stuff is just something I do stupid on the side. Like it's They don't even They don't even think it's like a real business. They think I just do this on the side. I think they get mad because I'm not like dealing with the printing or on the emails and stuff. I'm just always shooting another one of his stupid videos or something. Like they don't even They don't I don't know. They don't watch them. They don't They don't think about them.

[00:22:21]What did Oh, uh Rosie Rose says, "In your video about giving away business cards to get new customers, how do you decide to whom to give the business card away? What do I say so I don't lose money saying something wrong?"

[00:22:38]That's a great question and I really love that video. If you haven't watched that video, you should you should. I I talk about making video business cards and I make this card as an example.

[00:22:49]The business card the strategy is to give away business cards. Business cards are one of the easiest things to give away. They're really, really cheap.

[00:23:00]I'll print 50 of these for $5 and you can do as many versions as you want. So, I view it as a marketing investment.

[00:23:07]$25, $35, that's five sets of 50 business cards and $10 shipping. You do them all at once, you got five different versions.

[00:23:16]And you strategically pick businesses that you think would be good candidates. That might be good businesses to name drop, to just have get inside with. This is a great way to talk to an owner with very little friction. Or businesses that you just think that will be ordering a lot of business cards. So, that could be like an insurance agency or car dealership or somewhere that has a lot of reps or people that would would need business cards. You have to think about those type of businesses.

[00:23:43]In the very beginning, you may just want to say, "Okay, I'm okay spending $30 or whatever." And I'll go to every little little shop. So, you could go to just small boutiques and cafes and stuff and just talk to the owner and say, "I The pitch is really just that you are starting a side business." You got to be totally honest, totally up front and honest, and say, "I've started a a little small side business. I'm doing bus- making business cards. If it'd be okay with you, I'd love to print 50 of them. It's no charge. And if you like them, maybe when you go to print them later, you'll buy them from me."

[00:24:16]Something along that line. Does that make sense? You're giving them a reason why. You're starting a little side business. I wouldn't say side hustle. I would say side business or a part-time business, something. Side business is pretty good.

[00:24:29]Designing business cards, I'd love to print 50 of them free for you. And if you like them, when you're ready to order more down the road, maybe you'll buy them from me. That's the pitch.

[00:24:41]Super casual, super super easy.

[00:24:45]So, lose money, you shouldn't be losing any money.

[00:24:50]You think of it as marketing. You set aside X amount of money, $35, and you say, "I'll give away five." What's going to happen is a bunch of them are going to say, "I'll buy them."

[00:24:59]Actually, I need 500. I need 1,000.

[00:25:01]You'll end up actually making money.

[00:25:03]But, you have to be okay with losing $35. It's just a marketing expense. It's just And all of a sudden, you have five clients that you can name-drop, that you can put in your portfolio, that you can sell other services to for $35. It's like nothing. So, you will you potentially could lose $35, but that's it.

[00:25:20]I hope that makes sense.

[00:25:23]You go out and you're going to and do that. You're going to sell a lot. You're like you're going to get a lot of people that want things. They're going to want stickers and banners and yard signs, more business cards, flyers.

[00:25:34]JM Joseph says, "What advice can you give to someone who doesn't have the luxury of driving out to these businesses?"

[00:25:42]You should go through my I know some of them are old, but my my podcast is really good. Like go on Spotify, High Response Marketing podcast. You can go way back.

[00:25:51]There's a lot of people that should be in the titles where they they had to walk, drive a car.

[00:25:57]And this is the same. It doesn't matter if someone's doing this 10 years ago or today. This process is all the same. It has not changed one bit. The method of prospecting has not changed.

[00:26:07]You Let me read the rest of your thing.

[00:26:10]Who doesn't have the luxury of driving out to these businesses? I'm doing a lot of cold calling and cold emailing, and I'm not having much luck on Facebook or but my eyes feel like they're going to fall off staring at a screen googling businesses all day. Not to mention, I have a family to take care of. I would switch to community cards. I don't know if you're doing community cards or 9 by 12. But, just because you have a high-stress thing going on and you have a situation where you don't have a car, community cards would probably be best.

[00:26:35]I would listen to Monica's podcast. I've got two or three of them, and she's done this from her bed three times being bedridden, two times being bed completely bedridden. Um and I have a an interview coming up that's really good with a girl who has She's a quadriplegic. So, she's been doing that that you will really love that one. So, she can't even get her you know driving she can't even walk there. She's got to do it all from home over messenger. She can't even use the hands. She's to use her I I don't know how she how she thinks I'll find out.

[00:27:09]Be really really selective of who you talk to. Make every single message personalized. So, don't send the same exact spam message to 100 people you could be landing in everyone's spam folders at this point.

[00:27:21]Messages could start to be really spammy. Switch to community card. Very short quick introductions and say I'm sending out a postcard to 2500 people.

[00:27:30]No, you don't even say that. You say I'm sending out a postcard to a promoting local businesses. Is this something you might want to be on? That all it's got to be is that little short thing and tailor it to them. So, it's a different message every single time. Else you'll go to spam and make them ask for more information. That's really the key to it. It's just being more specific in who you're messaging. So, you're not messaging like 100 million people.

[00:27:55]Kristen Maces makes them miss out on more opportunities for our business. I got 11 spots to fill and it's driving me crazy. Got to go for those underdogs.

[00:28:04]The people that are not the top competitor but the ones right below it.

[00:28:07]Those are the best. They'll answer the phone. You'll talk to the owner. They want every business they can all the business they can. They love spending money.

[00:28:15]They want any advantage they can. Those are the ones to go for. Ooh, Hungry House Cafe is up in a plane somewhere.

[00:28:21]30,000 ft high flying in California watching Jake. Not in flight movies the best at. That means so much.

[00:28:28]>> [snorts] >> That means so much to me. I'm up in the air right now.

[00:28:32]We have a tornado watch but right now.

[00:28:35]But it it was it sounded horrible but now it sounds okay I think outside.

[00:28:40]Makes I'm fridges Mark P is talking about.

[00:28:48]Pool screen craft while you were saying no one wants to talk to AI, I was getting my first call to my AI employee.

[00:28:53]Literally can't [laughter] make that up.

[00:28:57]AI, I use Quora and I'm trying their features out. Yeah, I mean, try it, you know, try it. It's getting good. It's just that customer, I feel customers, no one wants to talk to AI. Let's let's be very clear about that. No one wants to talk to AI. No one wants to call and talk to an AI person. No one wants to go online and talk to an AI assistant.

[00:29:23]You as the business owner, of course, want to save the and have 24/7 care and just put a thing up and have and not have to pay an employee. Totally get it. I'm a business owner, I completely get that.

[00:29:34]Completely.

[00:29:36]But no one wants to talk to that. There is a clear difference between someone and talking to a real-life person and talking to an AI. There's a very different experience there. I'm not saying that you shouldn't do it, because maybe it's worth it. If you're getting business for it and you don't think you're losing business from that, the minor aggravation of people talking to an AI person maybe is worth it. You have to figure that out yourself.

[00:30:00]You doing okay there, Emily?

[00:30:02]Are you on screencast yet?

[00:30:08]Rosie says, I thought you were going to the business with the business card ready. Oh, no. I'm sorry. No, I'm sorry if I didn't make that clear, uh Rosie.

[00:30:14]Yeah, you would definitely Oh my god, that would that would That's kind of a cool idea.

[00:30:19]Someone just did that, too. Someone's like, I I made all the and I'm like, "Wow, great job." And they're like, "Yeah, I hope they buy them." And I'm like, "Oh, you just made all these? You just made all" Actually, someone did a 9 by 12 card like that recently, too, where they made an entire 9 by 12 card with all the businesses that they want on and made their ads.

[00:30:35]Uh I don't know how that turned out, but no, you don't make No, sorry if that wasn't clear. No, you just talk to them about making. So, what happens is after you get five people, that's enough to have a little portfolio. Now, you have extra cards. Did you print them? I'll send you more than 50. So, you have extras. And then, you can keep those extras and you can show them to people.

[00:30:55]Hey, I made this one. I made this one. I made this one, for example. So, now you have people to name-drop and things to show. Those are after they've already paid. Very sorry about uh the miscommunication there on that. Don't go making cards before you sell them.

[00:31:11]Is Steve right? We're live. Yeah. Just me crabbing about YouTube. I can't do wheel spins cuz I don't have it set up.

[00:31:16]I wasn't even going to go live. I just shot a video on a 9x12 redesign.

[00:31:21]We're redesigning this card. I'll show you the card.

[00:31:24]Redesigning this one. He said roast it, too. So, he don't care.

[00:31:28]Let me throw it on there. That's the ad that it's it's from a while ago. I'm kind of backed up on these, but the guy said roast it. This is my 9x12 ad. He said So, I'm I redesigned it into a uh this size thing. I made two different ads of it, actually. Redesigned it the whole way through, showing you how I think about it, how I put it together, and just creating two different ads out of this. If you got If you guys want to roast this one, be nice. Be nice.

[00:31:57]He said it's fine.

[00:32:01]This is not my ad. This is what he submitted. This is the what what his name is Dan submitted.

[00:32:07]Danny Higgins says for door-to-door 9x12, any advice on leaving flyers versus demo cards? You can, but really you don't want to get in the habit of that.

[00:32:15]Only to an interested owner, but you don't want to be giving this stuff away to everyone. You don't want to be doing that. It'll be You want to talk to owners and sell them on the spot.

[00:32:24]Sabrina from her bed. Yeah. From her bed. It's really great. You got to listen to her, Monica. Just search my podcast for Monica.

[00:32:31]Incredible. She's cuz she had a miscarriage. I think she had a miscarriage and then got pregnant again and the doctor said you are at such a high risk, you need to be on bed rest. Literally bed rest. Like only got up to go to the bathroom and go to the doctor's office.

[00:32:47]That's it. So she's and she was a business owner.

[00:32:50]Uh they her and her husband entrepreneurs and for her to be in bed, literally laying in bed, she couldn't even sit up for all day was killing her and she's like, "I have to do something productive." And she was able to sell out cards twice.

[00:33:03]Then had it happen again. I pregnant again and had to go on bed rest. I think even longer that time.

[00:33:09]And did it again.

[00:33:11]Then started doing them to other cities.

[00:33:12]And then started teaching other people how to do it. It's really amazing.

[00:33:16]Emailing is just one of the ways. It's just one. They're messaging, emailing. I got this up here if you guys want to say, "What's wrong with this ad? What could be better?"

[00:33:26]Bailey says, "Matt, your Indiana interview is my postcard Oh, yeah, Matt.

[00:33:30]He just did a He just did another one, too, didn't he? I think he just did another 9 by 12 the other day.

[00:33:36]Is my postcard buddy now. Says to use their names when reaching out to them if you can find their names." Yeah, that little bit of extra stuff Ask for Steve.

[00:33:44]Hey, is Rich there? Where's Rich?

[00:33:46]You look up their names. Look up what they look like so you can spot them.

[00:33:51]So when you go there and they say, "Oh, uh Rich isn't there." And he's like, "You I know that's that's you right there. I looked you up."

[00:34:01]Rosie says, "Someone in your podcast was giving away something to get a new customer. But what you tell them to get them involved once you get them the stand?" Oh, you're talking about You got to hear it from him. You're talking about Kevin Dyke. He's got a great uh great video with him interview. Kevin.

[00:34:17]He He really took the QR code, leave us a Google review, or visit our Facebook page. I think it's a Google review little stands to the max. Does so much business with those. Watch his interviews. It's really good.

[00:34:32]Kevin Sing I would say single dad.

[00:34:35]Stay-at-home dad. He's definitely not single. Stay-at-home dad, Kevin.

[00:34:40]Bailey I was I'll go back to Dan Pros thing in a second. Bailey says I was cuz I'm catching up on comments. Ironically I was prospecting in my town to do a postcard.

[00:34:52]And they kept saying we already do this.

[00:34:55]Which was embarrassing, but come to find out it was Matt doing the local buzz. I reached out to him directly and now he's helping me directly. Oh, nice. So the advice on launching my own. Oh, that's amazing.

[00:35:05]It's always nice when a a 9 by 12er is there to help. 9 by 12ers are getting tougher and tougher to fill, Brian says. Do you think a change to community cards will be a good move?

[00:35:17]What's a good way to pitch this change to businesses I've already had contact with?

[00:35:22]I would be upfront and say to the businesses, I'm considering doing smaller cards where they're going to 2,500 pieces at a time.

[00:35:33]I would talk to them. Just talk to them and say I want to ask you if you want to uh go on maybe all four, or do you want to do you want to do your own solo mailer? What works for you? But I would do multiple community cards. Before you ditch a 9 by 12 altogether, I would just do multiple community cards. Do three or four of those. That way you can keep all your advertisers that still want spaces on all four zones and still have something that's available to people at small at lower price points. If that's your issue is that you're getting newer people saying no. But there might be you might Are you not getting people re-upping? Is there something that you can work on there?

[00:36:11]But definitely go switch to community cards and see how it goes. For Rachel and Dalton, that was their big big move.

[00:36:17]That some areas it's just community cards can really blow up compared to 9 by 12s. It's all geographic dependent.

[00:36:26]Sykses Sykses If you had to get to $30,000 a month ASAP, are you talking $30,000 profit or $30,000 revenue? A huge difference. You talking about $30,000 revenue in business, like in sales, or $30,000 net profit? Like what do you mean by 30,000 a month ASAP using 9 by 12 cards etc. And you couldn't go door-to-door and lived outside the USA.

[00:36:52]If I didn't I I don't know if you're saying $30,000 a month profit or $30,000 revenue. So, answer that and I'll I'll I'll get back to that.

[00:37:05]AI is not prepared, but it seems they are willing to over voicemail. Yeah, try it. I mean, look, AI is taking those kind of jobs away by storm. I think there's a huge advantage of still having good customer service. My whole business is based around customer service. Our printing business you always talk to a human. You talk to me. You talk to any of our staff. You text us. It's me answering. You email us. It's one of five or six of us. We're humans. We take every single order except ones that are placed on our website by manual. You know, we'll send a manual link. We look it over. We look for typos. We talk to you. Like that goes a long way in business today.

[00:37:46]And I could very easily fire half the staff and replace it with AI. I don't think it would save it would save me some money, but it would create a lot of headaches and I would just be now another faceless. People go for me.

[00:37:59]They do business with us because they have trouble sometimes going on competitors' sites where everything is they don't know the difference between 100 lb cover and and 100 lb silk and 100 lb text and 100 lb book.

[00:38:11]There's 18,000 paper stocks and 6,000 coatings and names and bleed and all that stuff they don't understand. So, to talk to an actual human who simplifies things is the competitive edge that that that we have.

[00:38:26]I don't like to give that up. Seven Brew Coffee near me is a good example, too.

[00:38:30]Seven Brew has has managed to be a thorn in the side of Dunkin' Donuts and Starbucks.

[00:38:37]They've done explosive growth because they have real people and not apps. They They're like, "No, we're not going to have an app where you go on the app to to get your coffee. Going to have a real person come up and they know your past your past orders and they talk to you."

[00:38:55]But, I totally get saving my Like, I completely get it. Try it and see what happens.

[00:39:05]Oh, we're getting on to the Dan Pro.

[00:39:10]Black outline instead of blue around the letters. Yeah, I'll agree with you there. Let me put throw that up here. I got to catch up on these com- comments.

[00:39:17]Yeah, I don't like that, either. I don't like that blue. You got blue, green, weird font choice, outline. Like, there's no reason for that outline.

[00:39:28]Luck Van says, "I don't understand. So, we show the business five to 10 cards that we make with you and ask them if they want" You should watch my video.

[00:39:35]I'm assuming you didn't probably watch my business card video.

[00:39:40]You would go to >> [sighs] >> Try to make it easy to understand.

[00:39:45]If you want to get clients really fast, this is really good way to get business business owners fast. Sorry, I'm hopping around all over here.

[00:39:54]You can give away business cards. It's only $5. $5 and you can you're able to give away 50 business cards. Like, you can give I will print 50 business cards.

[00:40:02]High quality, 16-point card stock, UV gloss or matte, $5.

[00:40:08]So, if you're willing to give up $5 to potentially get a client that could be sending you all sorts of business that you can use in your portfolio, you can name drop, and now you have a a client, like high potential for them ordering more stuff.

[00:40:22]$5 cost like is nothing. Like a $5 cost to acquire a customer is is peanuts. So, business cards are something that almost every local business uses, right? It's It's not like giving away a website, right?

[00:40:35]Which sounds great in theory, but that's a lot to ask. You're now asking to make a website for someone, and people already have websites, and they already trust their website. Like, business cards are something that they don't care who they get them from. They probably buy them from Vistaprint or some online source that they're probably not happy with and don't even know who they got them from. The office manager orders them. Yeah.

[00:40:56]So, there's no loyalty. They could care less who they get them from.

[00:41:00]Yet, it's a commodity. Every single local business owner uses them. I mean, like 90-something percent are going to use business cards. Some of them rip through them like crazy. Think of a doctor's office. They use them for hair stylist. They use them for to show your appointment cards, your next appointment. And they These things fly through like water. Car salesman. There might be 30 reps, an office manager, and stuff. They're giving away cards all day.

[00:41:22]So, businesses are using business cards all time. So, it's a thing that's really easy to give away. You being a local person and saying, "Hey, I'm I've got a side business. I create business cards.

[00:41:33]I would love to make business cards for you. No charge. If you like them, maybe when you buy your next order, you'll think of me."

[00:41:42]That is like the best pitch. It's like, "Okay, yeah, cool. 50 50, I'm all right.

[00:41:46]Just started in business. I'd love to print 50 of these. No charge."

[00:41:51]You will get customers out the wazoo.

[00:41:53]You will get so many customers. I hope that makes sense. Tell me if it doesn't.

[00:42:01]30 sexy says 30k a month income. Okay, to make $30,000 profit, like in your pocket, you will have to make I mean, five times that. You have to make 150, someone asked this similar question last time.

[00:42:18]150,000, 360,90, 120,000, something like that, between 120 to 150,000 dollars revenue.

[00:42:26]120 to 150,000 dollars revenue in order to make 30,000 dollars income.

[00:42:34]You may say, "Oh, what why is that revenue so high or whatever?" Because as you get to that kind of revenue, you will have way more overhead and employees and systems and processes and expenses to get there. So, it's not going to be like, "Oh, I can just charge double and make 50% profit." That works only up to a point that you yourself can run the business, but with minimal overhead. But once you start adding overhead and all this stuff, your net profit is only going to be in this about 20% range.

[00:43:03]You're going to have to pay, whether it's VAs or staff and expensive subscriptions and all sorts of overhead that just could find the just a CPA. At that level, you're going to need a CPA.

[00:43:14]You're going to need legal, insurances, all this stuff that's going to creep into there bloating, there's not really bloating, but just to increasing the expenses to where your profits are now maybe in this maybe in the 20% range. That's a very extremely good net profit. It wouldn't be surprising to be 15 or 10% net profit. So, to to do over 100,000 dollars a month in revenue, you're talking a one and a half million dollar business. You are not going to create, I'm not going to create a one and a half million dollar business from absolute scratch in in one year, you know, ASAP.

[00:43:53]You're saying ASAP.

[00:43:55]It's not going to happen.

[00:43:57]Despite maybe hearing like AI and it's easy and you can just create AI agents and now have a million dollar business, building a one plus million dollar business from scratch within months is not is it's just not. It's a it's a rare rare rare extreme rare occurrence that you you couldn't do. You just couldn't do. No, if anyone tells you you can, they're they're just blowing smoke at you. Can't do it.

[00:44:27]There's no business you can do. It's a gamble. You'd have to gamble yourself and get lucky.

[00:44:32]You'd have way better better luck trading options or something or crypto [laughter] or something and your your chances of success would be slim. So, that I don't want to see you doing anything like that.

[00:44:46]And and let alone at 9 by 12 postcards.

[00:44:47]You know how many to sell 1 and 1/2 million dollars just using 9 by 12 postcards within ASAP within months.

[00:44:53]It's not going to do it.

[00:44:56]So, I don't want to tell you something you can't do.

[00:44:59]1 and 1/2 million dollar million dollar businesses take time.

[00:45:03]Kristen says I received a postcard by a realtor by first class mail. Her head was cut off. Postage was on her name.

[00:45:10]It was a vertical Oh, it was a vertical.

[00:45:13]You can't send vertical first class mail. It will get I mean, if you put a stamp on it, they'll I have one the vein You guys didn't see my vein po- uh redesign? It's really good.

[00:45:28]It has to go this way. If if you send something that's say at the white They can't You can't do it. You can't by USPS regulations, you can't send it like this.

[00:45:38]With a stamp, God knows what they'll do.

[00:45:40]They'll put it this way or something.

[00:45:41]I'm not sure, but you couldn't send a standard class or first class targeted like bulk mailing with vertically. I The post office needs it the other way. You can do it with EDDM, but you can't do it with vertically. I don't know what they'll do. They'll they'll stick barcodes in all sorts of weird places to to to make it go through. I'm not really sure. Don't do that.

[00:46:07]6 to 8 months to a year, a million dollar a million dollar business in a year is I I I don't want to discourage you. It's just uh like very very few people build a million dollar business in 1 year. It's extremely hard to do that.

[00:46:29]Businesses reach a million dollars, but not many businesses hit a million dollars. Like it's it takes a long time.

[00:46:37]It takes a long It's It takes a long time to get there, and then it take doesn't take very long to double it and triple it.

[00:46:43]But it takes a long time to get there.

[00:46:45]You just There's so much to that. You have to have so many systems and processes, and I have a good I have a really good video. I have a really good video called It's in my videos, and it's called if you're not making a million dollars a year do this. I think that's what it's called. If your business is less than a million dollars a year, do this. Go through that video. That's actually a would be a great video for you to watch.

[00:47:09]>> [snorts] >> Uh I think in a service business, you probably could You could do a million dollars in a year.

[00:47:16]For sure, service business. In marketing, a little tough.

[00:47:23]Hard to find businesses even on Facebook. You need reviews and credibility. I tried, but do not get anyone to agree. I don't know which is your problem. buying too.

[00:47:31]As Lil Sky, can I place an order for business cards? Absolutely. Got five or six of us on it any given moment. So, just email. We'll We'll do that. No problem. We could print them today.

[00:47:43]Today's kind of late.

[00:47:45]Tomorrow.

[00:47:46]Thank you. I need cards, so coming to them making it convenient. Yes, send email. [email protected] with the four. printingforsupercheap.com Search scripture drink coffee. If you were starting today and offering both a business card service and community cards, would you keep them under the same brand? Yeah, I would same brand.

[00:48:04]Same brand.

[00:48:08]Don't try to make two different brands.

[00:48:10]It gets too too complicated.

[00:48:13]Six businesses that Oh, Elias says six businesses that wanted some. You did six six cards.

[00:48:22]Business cards.

[00:48:23]Rosie says you walk in a business and ask for the owner to give them business cards, which would you target? Whoever you think just just start out I mean it just depends on your budget. If you've got 50 bucks to blow and say I don't mind spending $50.

[00:48:38]I might lose it all. But I'm probably going to have that worst case I'm going to have how many is that? Uh five, six, seven seven paying clients. I'm going to have seven clients and most likely some of them I can't guarantee you but I can almost guarantee you will buy buy business cards from you. They'll want a thousand, they'll want 2500, they'll want other stuff. You will actually make an ROI on it.

[00:49:02]I mean if you don't you just go anywhere. Just literally just introduce yourself. Talk to the owner. Say I'm I've just started a side business designing business cards. I'd love to make a new business to card design for you. I'll print 50 of them, no charge.

[00:49:17]It's zero charge. I just want to get my name out there. Say things like that.

[00:49:21]It'd be very upfront, honest about it.

[00:49:26]Because maybe you'll like them and down the road when you order when you order your next batch of business cards, maybe you'll get them through me.

[00:49:36]These are things they buy anyways. They literally buy them anyways. It's not like you're asking them to buy something they've never bought before. They get them anyways. They don't care who they get them from. They will once they get them from you.

[00:49:47]How much do you Sabrina says, how much do you profit from business cards? They had a 20 Whatever you want. Whatever It's your business. Whatever you want.

[00:49:56]50% is good. 30% is And don't do margin, do markup. Don't do markup, do margin.

[00:50:01]Don't add 20% or add 30% or add 50% cuz then you're not actually making that much. You have to do margin where you divide. So, let's say something costs you $20. Say something costs you $50.

[00:50:14]You divide it by.5 and you get $100, right?

[00:50:19]Cuz then you make $50 profit. You make 50% profit. But if you added $50 to 50 for If you added 50% to 50, you'd only have $75. I hope that makes sense.

[00:50:34]If People make this mistake all the time. It's margin versus markup. If you want to make 50% profit, you might think I just add 50%. So, something costs you $50 and you add 50% to that. That's $25 added on. It's $75.

[00:50:51]The problem is when you charge 75, you you didn't make 50%. You only made $25. You made half of that. By doing margin, by dividing by.5, you charge 100 and then you make 50. Does that make sense? Use margin. 30 to 50% margin is good.

[00:51:13]Elias says 30% margin on business cards.

[00:51:18]Krista Oh, yeah, I want to see that, Krista. And I do want to see that card.

[00:51:21]I bet.

[00:51:23]I bet the barcodes are all over the And they're And they're usually crooked and stuff. They don't care where they put them. Plus, it's on it's It's not The barcodes like those uh are are haphazardly put on things. It's called non-machine processable Syxy says uh I got it. I got another one. How do I transition this from a side hustle to a proper business?

[00:51:46]Building out systems, upselling. Here's Here's my best advice for transitioning a 9 by 12 or anything from a side business into a real business.

[00:51:57]Your side business, you're usually taking the profits you make and you're doing something with them, like paying bills. It's like extra money. Going on vacation. You can pay your light bill. You can do something with it. It's a side hustle that generates extra cash, right?

[00:52:13]You doing okay back there, Emily?

[00:52:15]Your on-screen recordings? And it's going okay?

[00:52:19]Nice. It's the first time Emily's done screen recordings on an on an edit editing on an edit. So, we'll see how it goes.

[00:52:26]I thought she was going to get hung up on it, but she's not complaining.

[00:52:30]So, your side hustle is usually extra money, right?

[00:52:35]To make it a proper business, this is the big change that you have to do. You now have to make your job, the thing you were doing the main thing, into the side hustle.

[00:52:47]The side hustle has to take all your attention now. All your attention from when you wake up, every breathing moment has to be focused on this thing, because now your business, this is the main priority. You're You need a job to pay the bills. You cannot take money from that side hustle. That is the number one thing to do transitioning to a full-time thing. That side hustle, you cannot take a dime of that money and pay a bill, go on vacation, make your car payment.

[00:53:16]Every single drop of revenue, every profit, goes back into the business.

[00:53:22]By having a job, even if it's a sh- crappy one, almost said the bad word, you're able to use that job to pay the bills. See, because I don't care what if it's Ubering or something, use that job to pay the bills. You don't want the stress and the anxiety of running a business and having to also pay your bills from it. Your it's you're cutting your own business's throat. You're choking the life out of your own business. Can't build a business. It can't grow. It can't scale when you're using the profits. You're taking those valuable profits away. You You have to build a business that you can eventually take profits out of. It's going to take you a bit to get there.

[00:54:00]Cuz you'll need to get things done faster. You need to hire people. You better equipment, better software subscriptions. Better Maybe you'll need a physical location. It all depends what you're doing. Insurances, all that stuff. You need the money to make things run smoother and faster.

[00:54:15]It's like a lawn. Think you're mowing lawns.

[00:54:18]If you take You're mowing lawns and you're making some extra money and it's paying, you know, this is great. I got an extra 1,500 a month or something. But then you realize, "Oh, I I'm not able to buy a new mower. You're like, but I could cut the lawns twice as fast or I could hire someone and they could use I could have an extra zero turn. I could buy a zero turn and not a push mower. I could buy a better string trimmer." This all this better equipment will make you more efficient. It will grow the income. All that stuff. But you you can't take money from your business when it could go back into the business.

[00:54:51]So, your main job has to be now the side hustle and that pays the bills. You don't have the stress and anxiety and you're not taking money out of your business. Your business takes up all your time and focus.

[00:55:02]And you reinvest the profits right back into it. For a 9 by 12 or something like that, it's you usually going uh first into VAs. Someone that can handle organizing and maybe lead generation and just getting collecting payments. All the stuff that you shouldn't be doing.

[00:55:22]Johnny Vincent is here. Nice to see you.

[00:55:25]Elias said he just made a Facebook group post to sell his business cards. Bailey says, "Did I not Did no one even care about the redesign card? No one wanted to critique that guy's card, okay, whatever.

[00:55:38]I'll prepare myself for another video where I get two views on it when I release that one.

[00:55:46]Bailey says, I sent an email to your team with a question.

[00:55:51]Who do I got to harass at my team here about the amount of postcards to mail? Oh, you know why? And I think I did see that.

[00:55:57]They flag it as Jake questions. I hate seeing that.

[00:56:01]I mean, I understand it. There's a green flag in emails that only can go to me.

[00:56:06]It's called Jake questions. The problem is that there's there's like hundreds of them in there and it's like how I could spend weeks just answering those. I'd never get anything done. So, they they can't answer that question. So, it gets flagged for me. So, I'm I'm glad I'm going live here and you can answer it here. I sent an email to your team. You know what I also do is I also plan to make a lot of shorts answering these questions.

[00:56:30]Cuz if what What is the point of me sitting and taking 7 8 hours a day answering all these personal questions and then I can't do other things. I can't help anyone else. I'm helping one person, right? But, it's much more valuable when someone asks this on a live and many people get the answer.

[00:56:49]It's one to many instead of one to one.

[00:56:51]Or if I make YouTube's or TikToks shorts and stuff just answering these questions, that's what I need to do where I'm helping many people. Then I'm like, yes, I will go through this all day cuz I will get much more value out of answering these to many people. Bailey says, I sent an email to your team with a question about the amount of postcards. Most common is five or 10.

[00:57:10]What about seven? 7,000. Could you mail out a middle range? Does that make sense? Still $500 price point per ad. It does not make sense.

[00:57:19]The reason why is print quantity efficiencies. You really don't want to do 7,500. I The only thing I would say maybe that would make sense is if you're doing multiple zones where you're doing like 20 like a community card I was talking about Brian with earlier.

[00:57:39]Doing four community cards or even four 9 by 12s, you're doing 2,500 2,500 2,500 2,500. The problem is that the cost per piece is much higher on a 7,500 than a 5,000 or 10,000. The per piece cost.

[00:57:55]That's because they're not efficient print runs. There's long explanation to that. If it interests you, I can explain it. But it's basically you're going to be paying too much for 7,500.

[00:58:04]It won't make sense. It would only It would make sense to just go to 10,000.

[00:58:08]The cost of going to 10,000 wouldn't really be that much more because you're paying you're spending so much higher for the 7,000 than you would for 5,000 or 10,000 per piece. I hope that makes sense. It's due to print quantities. And no one's going to care if you're mailing 7,500 or 5,000 or 10,000. 5 and 10 are a big enough difference to make a matter in people's minds. I think what you're saying is keeping it at $500 and doing less than 10,000, which will give you more profit. I think that's what you're saying.

[00:58:38]If you were going to do that, you'd still print 10,000 and probably get your routes down closer to like 8,000 or something and you'd make a little more profit at the expense of not mailing 2,000 pieces.

[00:58:51]I just don't 7,000 just isn't a efficient quantity to use.

[00:58:57]Another question. How do I transition this? Wait, I did.

[00:59:02]I did answer that.

[00:59:04]I think.

[00:59:05]Luck van says, "So we order six to 10 businesses cards from you." Oh my god, no. Man, I can't I'm Obviously, I'm not getting this point across. I'm sorry.

[00:59:15]Luck van says, "So we order six to 10 business cards from you with random fake businesses." No. No.

[00:59:24]>> [sighs] >> You don't make fake businesses. You don't do any work at all on the business cards. That is a way overkill, not needed, not necessary, too much work.

[00:59:37]No. You're just going to talk to business owners and ask them to if it's okay you'd print 550 of them for free. You have you have started a side business designing business cards and you'd love to just print. That's it.

[00:59:52]You haven't made anything yet. You're just talking to them, introducing yourself, telling them what you're doing, and maybe they'll like it and buy some from you. And they're like, "Sure." Then you ask them what they want on it. Do you want to make it the same way? I'll make it the same thing? Or do you want me to overhaul it?"

[01:00:07]That's when you do the work. And you go on Canva and it's really easy or you can use AI and you make them a business card or reproduce the one that they have and you just print you're just printing 50 of them for free. They're buying these things anyways. They're literally just finding a supplier. They're going to Staples. They're going They could care less where they're getting them. They're buying them. You're coming in here as a local person that's cool to talk to and you've got a little side hustle going on and you want to print 50 of them and see see if they like it. They'll order the next Maybe the next time they order they'll get them through you.

[01:00:39]Then when you're done and you've done these five or six or how many you've done, you now have physical ones to show people. You have them in your portfolio.

[01:00:47]You already did them. You can show people if you want. I made this one and this one for this business. I made this one.

[01:00:53]It's just gives you a little more credibility or a way to name drop people. Put it on your website. Put it on your socials.

[01:01:00]You put them on your socials. "I have this just made this business card for whatever Luck of the Irish Novelties." And you show that and you shout the business out and the business goes, "We love them.

[01:01:10]These are amazing. Oh my god." And now you have social posts of the things you made and people are sharing it. "I want some. How do I get some? Oh my god. I got to order I ordered mine through Vistaprint and I hate them. What are your prices like?

[01:01:24]Hopefully that makes sense. Oh, Sarah's here. It's nice to see you, Sarah. She didn't know I was going live. No one knew I was going live.

[01:01:33]Don't give them a flyer with prices.

[01:01:35]You're overcomplicating this, Sabrina.

[01:01:37]You're overcomplicating. You just talk to a business say, "I've started a side business designing business cards. I'd love to print 50 of them for you for free. Maybe when you get them when you order them next, you'll think of me."

[01:01:50]Something like that. That's it. No fancy fly Don't do any of that.

[01:02:00]Sabrina saw my daughter on a video. Oh my god, I remember that. She went That was Sarah had something Everyone was gone at the house. So, I had to like I and I had to like shoot this video. It was an interview. So, I had to pack up the baby and go do the interview. She's older now, yeah.

[01:02:18]I remember that. Oh my god, I got to watch that again. She was just sitting there the whole time. I think she was getting yogurt all over me. I looked over and my whole shirt was all yogurt.

[01:02:27]>> [snorts] >> That's Ivy. That's little Ivy.

[01:02:31]Jeff Tompkins, make sure you have a considerable fund put aside to take the pressure off of having money. I Yeah, I Yes.

[01:02:38]Yes, that's smart to do. We don't always have money. You know, I think the best businesses are often born with having no money and having to figure out a way to do this with no money. It's kind of how It's how I started. Even though I did have some money, like I was always able to bring in I was a salesperson. But then I started having kids and I wasn't really I wasn't I couldn't use that money for the business. I couldn't That wasn't even in my mindset to like use and I don't think I could explain that to Sarah at the time that I would use like the money that we had on a business. She's always been supportive. I think a supportive spouse is really helpful of whatever I was doing and these ideas that she probably didn't think would work. She's always been so supportive, like insanely supportive, but I wasn't at the time it wasn't like where it would be okay to take money that we had and put it in the business. So, I had to figure out to do all this stuff with without spending any money.

[01:03:33]So, I really like 9 by 12 system. It doesn't require it doesn't require a sum of money. Most people when they start businesses, you need 50 plus thousand dollars, at least a hundred thousand dollars to start a business. You know, a brick-and-mortar, you got to have enough to you're signing a five-year lease. You've got a maybe a five, ten thousand dollar a month more lease payment. You have equipment and employees that you have to start off with right away and you blow through that money. I don't think it's always super smart, but sometimes the best businesses start with with no money.

[01:04:04]Even though you should.

[01:04:06]Oh, Bailey said someone just answered.

[01:04:10]I wonder who did.

[01:04:12]Probably Zoey. She's usually pretty good about answering those.

[01:04:18]Search scripture. Maybe I'll put that in the description and you'll answer questions on YouTube. That would be great. What I've got to do is just start shooting all these shorts where I just answer questions. Just just here's a 30-second answer to this question, this question, this question and it should grow itself to where people ask those ask more questions and I just answer them on YouTube.

[01:04:39]Vistaprint prices are they have a unique selling they're they're very big. Vistaprint is very big and they have a a very good selling funnel. They'll I mean, they also track people's visits.

[01:04:51]So, like if you visit them and never bought anything, they'll throw a low price offer to you because they know that you've looked, but you didn't buy.

[01:04:58]They do stuff like that.

[01:05:01]They use a funnel, like a lot of online printing things where they'll have one low price and you go in there and you then it's a little more as you go double-sided. It's a little more if you need gloss. It's a little more if you need a thicker paper. It's a little more if you need it faster. It's a little more if you need it shipped faster. You have the turnaround and the shipping. So, by the end of the time you're actually ordering, it's significantly more.

[01:05:27]Staples does the same thing. Most online print stores do that. Draws you in by a $20 for 50 business cards price or something, but then it's like $90 and you're buying 500 at the end for 150. And you Often people go online and they need them now.

[01:05:44]So, they pay through the nose when they need them really fast. So, that's something they really take advantage of, too.

[01:05:51]Oh, Brian likes the stickers. Okay, yeah.

[01:05:53]>> [laughter] >> Sorry about that. Brian had a sticker had 5,000 stickers we did and the art was just we it looked fine, but it was it wasn't vector, so they came out kind of kind of bad. Then we were trying to figure out if it was our print head problem.

[01:06:11]It was all sorts of troubleshooting.

[01:06:12]Eventually, we just did vector art on it. We just We had to reproduce it in vector. We had to basically just redraw it in Illustrator.

[01:06:21]It was Zoe Bailey said it was Zoe.

[01:06:23]I don't think Zoe knows I'm live, either.

[01:06:28]Why is it so hard to compete with It's not hard to compete with Vista at all.

[01:06:32]It's not at all hard to compete with Vista. Not Not Not one bit. Vistaprint has a bad reputation kind of for the most part.

[01:06:41]For local businesses, it's kind of just like the option you hear of, but they would much rather deal with someone local. Much rather. Vistaprint is a faceless huge corporation that small business owners typically don't want to use over a local person. So, for one, even if you're more expensive, it's not going to be an issue.

[01:07:00]But, Vistaprint uh they I almost said the R A P They They uh They strain I don't know the word to The only thing I can think of is a bad word.

[01:07:11]The They can't think of a better word. They They like uh They work you through a funnel. They get you in and then they add add-on add-on add-on add-on add-on and then it gets pretty expensive by the time you're actually cashing out.

[01:07:29]If that makes sense.

[01:07:32]Man, no one cared about the redesign.

[01:07:34]Holy crap. Now I'm scared about the putting this video out. Everyone keeps asking about my 99 redesign, but then I throw it up on here and no one even wants to don't even cares.

[01:07:43]I've been putting out videos and no one's watching, so it's fresh It's really frustrating.

[01:07:48]Gouge gouge gouge. Yes, that's the Dan is right. Dan from Oklahoma is right.

[01:07:53]Gouging. They gouge you.

[01:07:56]It's very smart on their end. It's super smart. The You could do the same. You can very well do the same and say it's X amount of price for this, whatever you're selling, whatever print product you're selling, and then oh, you want gloss?

[01:08:12]Sure, gloss is only this much more.

[01:08:15]Uh double-sided is only this much more.

[01:08:18]So, maybe you have a business card and it's two Give you example. Two uh 100 business cards is $25 $20. 100 business cards for $20.

[01:08:32]And then if you want double-sided, it's $5 more.

[01:08:35]And if you want gloss added, it's $5 more. If you want it thicker paper stock, it's $5 more. If you want it done in 3 days instead of 7 days, it's $10 more. If you want it in 2 days, you get it done in 2 days, it's $50 more or something. You can add all these things based on how nice of a thing. It's like Apple does this. Apple is like a master at that with storage and and RAM and stuff.

[01:09:08]Uh screen improvement. It's a little bit of the things that you you pay along the way that add up and add up and add up. Then you can go to volume. You can say, "Okay, if you want to get instead of a 100, you can go to 500 for only $10 more. You can go to 1,000 for only $20 more." And then all of a sudden you're spending $200 on 1,000 cards and he's bought all the bells and whistles.

[01:09:33]And you could use it as a closing tool, too. You can if someone's like on the edge, you could say, "You know what? If you want to do these and you want to get them now, I'll I'll throw the gloss in free. I'll do them glossy. I don't care.

[01:09:44]I want your business. I'll do the glossy." That's a closing tool.

[01:09:52]Elias says, "They'd rather just text someone locally." This is such a good point.

[01:09:58]The customer service dealing with websites for printing is such a huge pain.

[01:10:05]Business owners do not want to sit there all day.

[01:10:08]Hard day at work and they want they have to go online now and they're already they're out of business cards and they have to go online and try to find their old design. Where was this made and how do I make something that looks like the one I had? I got it from somewhere else.

[01:10:20]I don't know how to make this one look the same.

[01:10:25]They can sit there for hours. I don't know what 14-point stock is. I don't know what gloss is. I don't know what they get frustrated when they could just talk to someone local. They could text you, email you, call you and say, "I need 1,000 more of these.

[01:10:37]I'm running low on business cards. Can we get these?" So you don't have to worry about their office manager trying to do it. It is a blessing to a business owner to be able to talk to someone local and just get it done. Business owners deal with vendors all the time and customer service is everything when it comes to vendors. There's always somewhere cheaper to get something. Bus- business owners of any size, like a sizeable business, gets stuff from suppliers, from different vendors that are selling them all sorts of different things from their phone system to little parts and pieces and delivery things, vendors.

[01:11:15]Products.

[01:11:16]It's that customer service. They develop a relationship with the person. They won't leave for another supplier because they it's a bond. [snorts] It's a mutual relationship. Even when you can get some stuff cheaper, they'll stick with one supplier. And it's common with supplier, just another vendor, another vendor, another supplier. You develop years-long relationships. These relationships mean a lot.

[01:11:39]It's common as a vendor, which you would be, to maybe price something, look at your competitors and say, "Okay, I can be more competitive with this thing. I can be cheaper than them at this." But then your other stuff, you can raise to full value and your your clients, the business owners, won't mind spending that with you because you've now have the relationship. You'll find that across most vendors. Some things will be cheaper and some things will be more expensive. It'll be cheaper at one place, more expensive at another, but the customer service evens it out, wins the business.

[01:12:14]They upsell you through the nose. Vista does, for sure.

[01:12:18]Ed Junior is on here. Says, "Sorry, I'm late.

[01:12:21]Hope everyone is doing great."

[01:12:24]I don't even care how long this is.

[01:12:27]They're dropping like flies. You guys are freaking jerks, man.

[01:12:31]Dropping.

[01:12:32]I don't care.

[01:12:35]I've got to beat you to by volume.

[01:12:38]I've just got to keep putting out more volume. Is that it? Any more questions?

[01:12:42]Or am I getting out of here?

[01:12:44]I'm looking through here.

[01:12:46]Yeah, that's it.

[01:12:48]Sabrina says, "Hang on. You bring the 50 free business cards in person.

[01:12:54]No. Oh, yeah. Yeah, no, no, you're saying after you make them. Go in person. Go in person.

[01:12:59]So, I will print 50 of them for $5 and I'll group ship them for 10. So, I don't care how many you bring you 50 versions, I'll still do them for $10 shipping.

[01:13:10]So, get them all grouped together.

[01:13:12]Print them.

[01:13:13]Most of the time I'll send you them in individual boxes, too. So, you can actually give the boxes, too. I lose money on it, but you can give the boxes you give them in a box to the clients.

[01:13:22]You just go visit them. You want to be there when they see them and they're happy and they love it. And at that point you can ask them, too, do you mind if I tag you in Facebook or on your socials? Do you Is that okay? And they'll be over the moon. You can ask them for a Google review. Hey, would you any chance would you leave me a review?

[01:13:39]Here's my Google page. Here's my link.

[01:13:42]Right when they're hot. Right when they're so happy.

[01:13:45]Less says, "I just got here. It's almost Yeah, I don't know. People dropping."

[01:13:52]Mr. Earbuds says, "I'm late again. Do you still send out emails?" I was going to, but I just wanted Sometimes I just got to be like I'm going live. I just didn't have the time to send it out. By the time I wrote the email, I'd get trapped up into something else.

[01:14:05]I just I just hit the live button. I just finished shooting a video, so I would had everything set up.

[01:14:11]Just keep swimming, Jake.

[01:14:14]Oh, no problem, Sabrina.

[01:14:16]No problem. Thank you, Elias. Appreciate you.

[01:14:21]Okay, no more questions. We done?

[01:14:25]Save my voice. I've been talking for now probably 3 hours straight since my video in here.

[01:14:30]That's it. Okay, have a good week. I'll I'll try to go live again next week. But, I have this redesign video for 9 by 12 postcard redesign. I hope you'll watch. It should be up I hopefully tomorrow. We'll see. Tom Tom Frey, good to see you. That's it. Bye.