The Entrepreneur Forum | Startups | Entrepreneurship | Starting a Business | Motivation | Success

NOTABLE! (Radio interview) How to quickly get started in business

Remove ads while supporting the Unscripted philosophy...become an INSIDER.

  • Thread starter
  • Moderator
  • #61
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
Fantastic interview, Andy!

I have a lot of takeaways but a few really standout to me. A lot of time I look at skills I have and think of how to sell them, instead of how to use the skills I have to help someone, or solve someone's problem. Another thing that definitely hit me, is that instead of trying to pre-plan and develop some certain set of skills for what I think are problems, or looking for problems my current skill set can solve. I can listen to people and build the skills needed to solve their problem.

I don't need to anticipate a problem someone will have and build the skill to solve it before it happens, because problems that need solving are all around and just need someone willing to do the work required to solve them. Instead of building an offering to hopefully solve a problem, find a problem and build the solution.

Also as an IT guy in my current career, I definitely know what you mean when people see you as a cost and not an investment. One of many reasons I want to focus on adding value in my fastlane, I don't want to hear someone say "yeah it costs XYZ," I want them to say, "It made us XYZ!"

As always, thanks for everything Andy, I will be listening to the second part soon!
Oops. Only just spotted your post. Thanks for listening and the feedback.

How’re you getting on moving from being seen as a cost to adding value?
 

Don't like ads? Remove them while supporting the forum. Subscribe.

Dovahjiim

Contributor
I've Read UNSCRIPTED
Jun 24, 2018
13
27
22
UK
So, I was on PM with Andy and he suggested that I listen to this interview.

He asked me about my plans to drop the 9-5 and I replied with a load of waffle about what I am doing.
I think now, having listened to this, that I was over thinking everything, trying to plan to do too much or indeed, doing nothing useful.

It's obvious to me now that someone trying to start a business needs to reach out to people first and stop thinking about and worrying about what they may or may not need. You need to stop, listen and learn first and only then should you apply yourself to the solution.

Further, contacts that you make today, people that you help, can become valuable in helping you reach more and more people in the future.

I'll openly admit that I'm a little introverted and the idea of striking up these conversations with people makes me nervous. However, as an introvert that also means that I should be a good listener. I need to learn to tune that ability and use that to my advantage. I just need to get over that initial nervousness.
 
Last edited:

Late Bloomer

Gold Contributor
Read Millionaire Fastlane
Speedway Pass
Apr 17, 2018
950
1,330
362
I'll openly admit that I'm a little introverted and the idea of striking up these conversations with people makes me nervous. However, as an introvert that also means that I should be a good listener. I need to learn to tune that ability and use that to my advantage. I just need to get other that initial nervousness.
It's not about trying to convince people that it will be fascinating to talk with you. It's about letting them know that you sincerely care what they have to say. That you want to learn more about their experiences and how they think and feel. This takes the pressure off of you to come up with something great to say. Ask questions to make sure you understand. Ask more questions to learn more. Ask if something that came to mind for you, is a useful way to think about what they are talking about. This makes for an interesting conversation!
 
  • Thread starter
  • Moderator
  • #64
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
I'll openly admit that I'm a little introverted and the idea of striking up these conversations with people makes me nervous. However, as an introvert that also means that I should be a good listener. I need to learn to tune that ability and use that to my advantage. I just need to get other that initial nervousness.
As @Late Bloomer just replied... don't make it bigger than it is.

I go in with genuine curiosity, and a genuine desire to help.


Here's a recorded chat with a fellow forum member that someone said was a good example of just chatting with them ... (see post 7 in the replies):


And someone said this call was a good example of "conversational selling", a new phrase on me at the time ... (see post 17 in the replies):
 

Dovahjiim

Contributor
I've Read UNSCRIPTED
Jun 24, 2018
13
27
22
UK
It's not about trying to convince people that it will be fascinating to talk with you. It's about letting them know that you sincerely care what they have to say. That you want to learn more about their experiences and how they think and feel. This takes the pressure off of you to come up with something great to say. Ask questions to make sure you understand. Ask more questions to learn more. Ask if something that came to mind for you, is a useful way to think about what they are talking about. This makes for an interesting conversation!
This is really helpful. Thank you.

As @Late Bloomer just replied... don't make it bigger than it is.

I go in with genuine curiosity, and a genuine desire to help.


Here's a recorded chat with a fellow forum member that someone said was a good example of just chatting with them ... (see post 7 in the replies):


And someone said this call was a good example of "conversational selling", a new phrase on me at the time ... (see post 17 in the replies):
Thanks, Andy. That helps reinforce the point.

There's some good observations in those two posts you've mentioned.
I'll have to have a listen to your chat with SinisterLex as well.
 

Iggy Irianto

New Contributor
Read Millionaire Fastlane
I've Read UNSCRIPTED
Nov 6, 2018
8
17
18
Great interview, just finished the Soundcloud one about Adwords.
I am looking into it now. I also found other results for "keyword planner", like SEMrush and KeywordTool. Gonna look into each of them and how they stack up against Google's.

Really thankful to have discovered this. Thank you very much Andy!
 

MHP368

Machine Learning Behavioral Driven Lead Gen
Read Millionaire Fastlane
I've Read UNSCRIPTED
Speedway Pass
Aug 17, 2016
684
1,067
376
33
Sahuarita AZ
The biggest reason websites suck (aka How to get started in business quickly)

I did a radio interview this morning. It goes out somewhere in Dublin on Friday 03-Jun-2016.

I'll also be able to create some bullet point teasers to sell you, dear reader, on doing yourself a favour and listening to the damn thing.

Interested in your takeaways...





What were your takeaways?

What will you do differently going forward?

.
.
.

Here's the second interview with Mary:
Freedom, Motivation, and Grow What You Know


(For other recordings click HERE.)

I thought that storytelling as a teaching method was fascinating , made me think of this article :

How Inuit Parents Teach Kids To Control Their Anger

Inuits dont yell at their kids to discipline. They tell stories. So adult inuits end up never having anger outbursts like a westerner might.

Which also sort of pinged back to a brand as as story or sort of bridging to shared feeling with the customer , so the sale becomes em0tionally driven.
 

rosepxj

New Contributor
Apr 22, 2019
4
7
14
Romania
Thank you for sharing your view. I really agree with the idea that you should start helping people next to you.

My husband and I have a new photography business. He's the photographer. We've build our website and done SEO and Adwords. What frustrates me is that on one hand, we don't get as many customers as we like, and my husband tries to work more on the SEO. On the other hand, our neighbour has asked my husband several times to do a family photo session, and he never found time for them.

I assume there are two reasons for this. One is that he didn't want to charge his normal price for a photo shoot because they are neighbours. The other reason is that spending time on his website is probably a higher priority than spending time on something not so rewarding.

I really want to persuade him into reaching out more and doing what he is good at, which is taking pictures and creating nice memories for people. How can I get this mindset to him to make him think that it's also good for our business?
 
  • Thread starter
  • Moderator
  • #69
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
Thank you for sharing your view. I really agree with the idea that you should start helping people next to you.

My husband and I have a new photography business. He's the photographer. We've build our website and done SEO and Adwords. What frustrates me is that on one hand, we don't get as many customers as we like, and my husband tries to work more on the SEO. On the other hand, our neighbour has asked my husband several times to do a family photo session, and he never found time for them.

I assume there are two reasons for this. One is that he didn't want to charge his normal price for a photo shoot because they are neighbours. The other reason is that spending time on his website is probably a higher priority than spending time on something not so rewarding.

I really want to persuade him into reaching out more and doing what he is good at, which is taking pictures and creating nice memories for people. How can I get this mindset to him to make him think that it's also good for our business?
"Never found time" is a polite way of saying "I did something else instead".

Why is he tinkering with SEO? To get more clients? If someone asks for a photo-session then why is he tinkering with SEO instead of closing that sale, doing the work, and getting referrals and repeat-business?

Ask him if he wants to tinker with SEO and not get paid for it, or do photo sessions and get paid.

It sounds a bit like he doesn't want to be a photographer, is worried about pricing and delivering when paid, or is worried he won't do a good job (or all of the above).

What does he want?
 

rosepxj

New Contributor
Apr 22, 2019
4
7
14
Romania
"Never found time" is a polite way of saying "I did something else instead".

Why is he tinkering with SEO? To get more clients? If someone asks for a photo-session then why is he tinkering with SEO instead of closing that sale, doing the work, and getting referrals and repeat-business?

Ask him if he wants to tinker with SEO and not get paid for it, or do photo sessions and get paid.

It sounds a bit like he doesn't want to be a photographer, is worried about pricing and delivering when paid, or is worried he won't do a good job (or all of the above).

What does he want?
With SEO, he tries to get more clients who look for wedding photography service, because the price is much bigger than a photo session. When he looks at our progress, he would normally just think about how many weddings we've got. Currently, the earnings from weddings account for 70% to 80% of the total amount.

I actually think the photography services apart from weddings have more potential, because they require less working time. So the value is actually bigger.

He is indeed concerned with the pricing for photo sessions, especially charging people he knows, such as friends, neighbours, friends of friends. We are living in a small community. The business here depends quite a lot on word of mouth. There are quite a few competitors who charge penny for their services, as low as 35 euro for a shooting. So my husband is always battling with the pricing. If he charges the amount that he believes that reflects his value, most people would be totally overwhelmed and walk away. If he charges less and gets the work, people will relate him with this particular price, and he will then find difficult to raise price in the future.

It's kind of difficult to get people appreciate the service we are providing. Very often, people here perceive a photographer as a guy with a camera. All he needs to do is clicking some buttons. In the meantime, they have a lot of expectations, especially they think if you edit images in photoshop, there is nothing you can't solve. And they are not willing to pay that much, because they think the product they get is just a couple of photos, without considering the whole range of work that is put into it.
 
  • Thread starter
  • Moderator
  • #71
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
With SEO, he tries to get more clients who look for wedding photography service, because the price is much bigger than a photo session. When he looks at our progress, he would normally just think about how many weddings we've got. Currently, the earnings from weddings account for 70% to 80% of the total amount.

I actually think the photography services apart from weddings have more potential, because they require less working time. So the value is actually bigger.

He is indeed concerned with the pricing for photo sessions, especially charging people he knows, such as friends, neighbours, friends of friends. We are living in a small community. The business here depends quite a lot on word of mouth. There are quite a few competitors who charge penny for their services, as low as 35 euro for a shooting. So my husband is always battling with the pricing. If he charges the amount that he believes that reflects his value, most people would be totally overwhelmed and walk away. If he charges less and gets the work, people will relate him with this particular price, and he will then find difficult to raise price in the future.

It's kind of difficult to get people appreciate the service we are providing. Very often, people here perceive a photographer as a guy with a camera. All he needs to do is clicking some buttons. In the meantime, they have a lot of expectations, especially they think if you edit images in photoshop, there is nothing you can't solve. And they are not willing to pay that much, because they think the product they get is just a couple of photos, without considering the whole range of work that is put into it.
If he doesn't want to do non-weddings (like the family photo shoot next door), then maybe he can tell them he only does weddings? That way he's at least positioning himself as a wedding photographer.

Sounds like he's attracting the wrong prospects? "Sales is a screening process." (Blaise Brosnan) Where do his ideal clients hang out?
 

Don't like ads? Remove them while supporting the forum. Subscribe.

  • Like
Reactions: Roz

rosepxj

New Contributor
Apr 22, 2019
4
7
14
Romania
If he doesn't want to do non-weddings (like the family photo shoot next door), then maybe he can tell them he only does weddings? That way he's at least positioning himself as a wedding photographer.

Sounds like he's attracting the wrong prospects? "Sales is a screening process." (Blaise Brosnan) Where do his ideal clients hang out?
That's why he doesn't really like to do photo shoots for neighbours or friends of friends. He either is willing to do free shoots for his close friends, or he charges his price to customers. He probably wouldn't say no to requests for non-wedding events if the time and pay are okay, but he promotes himself more in the wedding photographer direction.

Our ideal clients are people who actually use Google to search for photographers in areas that we cover. It's a special phenomenon in our country that a large population of young workforce live and work abroad in UK, Germany, and other European countries. They come back to hold their weddings because their families are here. So these people search on Google and will find us on the first page. Our main competitors do not manage their websites, because they are long established locally, and they are normally the first choice for local residents. So, locals do not search on google, they know which photographers to go to directly.
 

sonny_1080

Bronze Contributor
FASTLANE INSIDER
Read Millionaire Fastlane
I've Read UNSCRIPTED
Speedway Pass
Oct 30, 2019
159
238
153
Learn best by doing. You want to learn to do something… find someone you can ask “hey can I try to do this for you?” Find something you can help someone with, right now. Andy found what people are searching for and then built a website around the already existing need.

"Small business that sells blue widgets… reach out to and say hey, 'I’ve done research and more people are looking for red widgets, can I run a digital marketing campaign to help you sell more red widgets?'" - @Andy Black

This whole idea of a stay-at home economy got me thinking... the home-services business will probably do well. I can google search what people are searching for most in the home-services business and reach out to companies in that space. While I finish this Udemy digital marketing course I can see if I can try to increase their online presence? One of my Dad's friends owns a plumbing company... he might be open to it.

Google GAME:
The best visitors to a website are those that are looking to buy right now. Those are the people that search -> best plumbers northridge -> takeaway: add a location to a service for most qualified prospects in your ad

Google keyword planner -> create ad in google adwords, put in credit card info, immediately delete ad so they aren’t charging you anything, access googles keyword planner
  • see related searches, target just "northridge". how many people in northridge are typing in 'x' searching for this -> the results = your ideal visitor
  • get that data and type it into google yourself
  • 4x more people will type in "electrician northridge" rather than “northridge electrician”
  • look at ads -> more local = more better -> opportunity to create an ad people will click on because the competition is narrowed down to just "northridge"
  • more specific ad = better -> FOLLOWED by specifically correlated landing page
    • Example: ad = “tax attorney northridge” -> landing page = “Are you looking for a tax attorney in northridge?”
Put yourself in the shoes of the person who is searching for you.
Give them what they are looking for.
Stop talking about yourself, help them find what they are looking for, and give it to them.

Repeat business + referrals = profit (MJ translation -> productocracy)

Politeness. Mind your manners.
I’m already assuming you can get the job done. I’m satisfied if you showed up on time, got the job done, had basic manners, and maybe added a little extra.
Its not even a matter of price.

All about putting yourself in other people’s shoes and helping them get what they want for themselves.

(Paraphrased): Never worry about numbers. Help people. Start with the person nearest you.

Just help people without expecting anything in return. If you start getting referred, then you got a business. No business card, no business name, no business logo or design.

Business is all about creating relationships with people. 60% of business (I came up with that number) is showing up on time and just getting the job done.

You’ve experienced problems and frustrations -> if you’ve gotten through them -> you can help others through it. @Andy Black says help people for free expecting nothing in return, it will create an imbalance somewhere in the universe and you’ll get it back later.

GIVE THANKS.

You're not a salesperson, you just help people.

SEE people as people.

The trick is to get started and keep going. Don’t go blank.

You've collected stories and experience -> use it to help people, share the story -> repeat

You have enough ideas. Pick top 3.

Its not about you or you’re product… its not even about what people need… Its about what people WANT.

Stop trying to generate demand -> FULFILL existing demand instead -> Put your basket under the tree and let apples fall into it -> Google AdWords

If you CANNOT get a customer you DON'T have a business. You have a HOBBY.

It’s not about you.

Thank you again @Andy Black
 
  • Thread starter
  • Moderator
  • #74
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
I like the title you got for it on soundcloud.

"How to Quickly Get Started in Business"
Ha. I forgot that my mod privileges mean I can go back and change titles of old threads.

Title changed, because someone bumped it and I had no idea what the thread was about.
 

Leecha14

New Contributor
FASTLANE INSIDER
Read Millionaire Fastlane
Jul 29, 2019
10
10
20
I did a radio interview this morning. It goes out somewhere in Dublin on Friday 03-Jun-2016.

Interested in your takeaways...



> Click here to access the recording <


What were your takeaways?

What will you do differently going forward?

.
.
.


Here's the second interview with Mary:
Freedom, Motivation, and Grow What You Know


(For other recordings click HERE.)
Andy that was a great interview and I thought your tips and advice was bang on. Once my product is live I will be definitely investing in ad words and it's true, many people don't research enough to know if a product solves a problem to the masses, they just think it's a great idea but as you said, if you don't have a customer you have a hobby. I think it's always wise to focus on solutions not numbers, if you are just driven by money then you're way off and in trouble. It was a good listen, thanks.
 
  • Thread starter
  • Moderator
  • #76
OP
OP
Andy Black

Andy Black

Figuring it out as I go along!
Staff member
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
Speedway Pass
May 20, 2014
10,179
42,107
4,306
Ireland
Learn best by doing. You want to learn to do something… find someone you can ask “hey can I try to do this for you?” Find something you can help someone with, right now. Andy found what people are searching for and then built a website around the already existing need.

"Small business that sells blue widgets… reach out to and say hey, 'I’ve done research and more people are looking for red widgets, can I run a digital marketing campaign to help you sell more red widgets?'" - @Andy Black

This whole idea of a stay-at home economy got me thinking... the home-services business will probably do well. I can google search what people are searching for most in the home-services business and reach out to companies in that space. While I finish this Udemy digital marketing course I can see if I can try to increase their online presence? One of my Dad's friends owns a plumbing company... he might be open to it.

Google GAME:
The best visitors to a website are those that are looking to buy right now. Those are the people that search -> best plumbers northridge -> takeaway: add a location to a service for most qualified prospects in your ad

Google keyword planner -> create ad in google adwords, put in credit card info, immediately delete ad so they aren’t charging you anything, access googles keyword planner
  • see related searches, target just "northridge". how many people in northridge are typing in 'x' searching for this -> the results = your ideal visitor
  • get that data and type it into google yourself
  • 4x more people will type in "electrician northridge" rather than “northridge electrician”
  • look at ads -> more local = more better -> opportunity to create an ad people will click on because the competition is narrowed down to just "northridge"
  • more specific ad = better -> FOLLOWED by specifically correlated landing page
    • Example: ad = “tax attorney northridge” -> landing page = “Are you looking for a tax attorney in northridge?”
Put yourself in the shoes of the person who is searching for you.
Give them what they are looking for.
Stop talking about yourself, help them find what they are looking for, and give it to them.

Repeat business + referrals = profit (MJ translation -> productocracy)

Politeness. Mind your manners.
I’m already assuming you can get the job done. I’m satisfied if you showed up on time, got the job done, had basic manners, and maybe added a little extra.
Its not even a matter of price.

All about putting yourself in other people’s shoes and helping them get what they want for themselves.

(Paraphrased): Never worry about numbers. Help people. Start with the person nearest you.

Just help people without expecting anything in return. If you start getting referred, then you got a business. No business card, no business name, no business logo or design.

Business is all about creating relationships with people. 60% of business (I came up with that number) is showing up on time and just getting the job done.

You’ve experienced problems and frustrations -> if you’ve gotten through them -> you can help others through it. @Andy Black says help people for free expecting nothing in return, it will create an imbalance somewhere in the universe and you’ll get it back later.

GIVE THANKS.

You're not a salesperson, you just help people.

SEE people as people.

The trick is to get started and keep going. Don’t go blank.

You've collected stories and experience -> use it to help people, share the story -> repeat

You have enough ideas. Pick top 3.

Its not about you or you’re product… its not even about what people need… Its about what people WANT.

Stop trying to generate demand -> FULFILL existing demand instead -> Put your basket under the tree and let apples fall into it -> Google AdWords

If you CANNOT get a customer you DON'T have a business. You have a HOBBY.

It’s not about you.

Thank you again @Andy Black
Andy that was a great interview and I thought your tips and advice was bang on. Once my product is live I will be definitely investing in ad words and it's true, many people don't research enough to know if a product solves a problem to the masses, they just think it's a great idea but as you said, if you don't have a customer you have a hobby. I think it's always wise to focus on solutions not numbers, if you are just driven by money then you're way off and in trouble. It was a good listen, thanks.
Wow. Amazing writeups / summaries @sonny_1080 and @Leecha14. Thank you for listening and for your notes.
 

Menery

Contributor
FASTLANE INSIDER
Read Millionaire Fastlane
I've Read UNSCRIPTED
Sep 22, 2019
85
51
56
That's why he doesn't really like to do photo shoots for neighbours or friends of friends. He either is willing to do free shoots for his close friends, or he charges his price to customers. He probably wouldn't say no to requests for non-wedding events if the time and pay are okay, but he promotes himself more in the wedding photographer direction.

Our ideal clients are people who actually use Google to search for photographers in areas that we cover. It's a special phenomenon in our country that a large population of young workforce live and work abroad in UK, Germany, and other European countries. They come back to hold their weddings because their families are here. So these people search on Google and will find us on the first page. Our main competitors do not manage their websites, because they are long established locally, and they are normally the first choice for local residents. So, locals do not search on google, they know which photographers to go to directly.
I do SEO for local businesses and happen to have a cousin who used to make bank as a wedding photographer ( Now transitioned to more to big corporate clients) and let me tell you one thing. Wedding photography is a business that's 90% based on referrals like other people pointed out already. Its not an urgent service that people need ASAP like a locksmith where they just call #1 on Google.
 

Create an account or login to comment

You must be a member in order to leave a comment

Create account

Create an account on our community. It's easy!

Log in

Already have an account? Log in here.

Sponsored Offers

  • Sticky
MARKETPLACE How To Create A 100K-1M+ Sales Funnel
I think it's like a landing page, anyway it looks good, I've bookmarked it for future reference...
  • Sticky
MARKETPLACE Fox's Web Design Guide: Earn $100K this year (Yes, 2020!) and Go Fastlane
Just had a personal highlight of the program so far - @GuitarManDan gave a one hour Zoom talk on...
  • Sticky
MARKETPLACE KAK’s “Kill Bigger” Incubation Program- With DAILY personal attention.
I joined @Kak's business incubator in the first week of May. During our daily chats we uncovered...
  • Sticky
MARKETPLACE Lex DeVille's - Advanced Freelance Udemy Courses!
This is your May reminder that you can do this. I'll keep it short. These are the May promos...
  • Sticky
MARKETPLACE Grow Your Business With a Book (An Unorthodox Marketing Strategy That Built One of the Largest...
Thanks! This is a cool idea, actually. I would like to use your experience as I heard that these...
  • Sticky
FEATURED! Introducing... WEALTH EXPO$ED, A Short Story By MJ DeMarco
would this be available in paper version? I know it's short, but most of my family is...
  • Sticky
MARKETPLACE You Are One Call Away From Living Your Dream Life - LightHouse’s Accountability Program ⚡
Here is where you eliminate uncertainty from the future! I wanted to post this image as I...


Visit A Forum Sponsor
sponsor

New Topics

Fastlane Insiders

View the forum AD FREE.
Private, unindexed content
Detailed process/execution threads
Monthly conference calls with doers
Ideas needing execution, more!

Join Fastlane Insiders.

Top Bottom
AdBlock Detected - Please Disable

Yes, ads can be annoying. But please...

...to support the Unscripted/Fastlane mission (and to respect the immense amount of time needed to manage this forum) please DISABLE your ad-block. Thank you.

I've Disabled AdBlock