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This transcript was auto-generated. Please excuse any typos or grammatical errors.
In this episode, I’m going to share with you how we almost doubled complete game consulting in 2022 hours without making one single phone call.
Now, before we dive into how we do it, I know exactly what you might be thinking right now, Andy. All you talk about is why cold calling doesn’t work anymore. Now, I’m not saying cold calling doesn’t work. What I am saying is it doesn’t work as well as it used to. Think about this for a second. When you pick up the phone today to call a prospect and you’re calling their office, there’s a good chance that you’re calling an office nobody’s reporting to.
Better yet, you might have their cell phone. The problem is, when you call their cell phone, what are they doing? Yeah, they’re letting your call go to voicemail because they want to determine if they want to return that call. Worse, your number might appear as spam. So cold calling isn’t as effective as it used to be. So how did we, at Complete Game Consulting, almost double our business in 2022 without a single cold call. Simple content? Yes, creating content. This is why I preach it so loud on social media. Why you have to get more consistent in creating content. In this episode, I’m going to talk to you about the two types of content that took our business to the next level.
The first thing I want to do, though, however, is convince you that you need to start creating more content. Listen, there’s over 850 million members on LinkedIn today. Let me repeat that. 850 million members on LinkedIn. Now, here is what is crazy. Less than 10% of those members actually create content. They come to the platform to digest, to read, to watch.
That gives you a huge opportunity if you want to become a content creator. Now, the key to creating content is consistency. You have to show up every single week to create content. You can’t show up for a month and then stop. You have to be consistent. So when we put our content strategy together, we focus on two types of content.
Number one, I’m going to create content that lets you get to know me. You see, the way we build relationships today has changed. Back in the day, you built a relationship with a prospect by taking them to a ballgame, taking them out to lunch or dinner, maybe a round of golf. But it’s not as easy as anymore. Since the pandemic saw.
The way you build a relationship is change. But here’s what’s beautiful. You can build a relationship today with a prospect before they ever meet you without spending a penny. How? With your content. So the first type of content we focus heavily on is we want to let you get to know us. I want you to get to know me.
I want you to get to know my team. Because the more you get to know me, the more you feel like you know me. So when we actually engage in a conversation, you already feel like we should be working together. The second type of content is education. We lean heavily on educating you, our prospect. Now, here’s something I learned from a mentor of mine, Rory Vaden.
When you’re creating educational content, you have to save the best for first. Yeah. You have got to share a lot of good stuff. Don’t believe you’re going to hold your best stuff for the prospect to hire you. No, no, no, no. They expect value before they’re ever going to hire you, so that educational content you’re going to create for them.
It better be good. You better be sharing a lot. You better be sharing often what kind of educational content should you be creating? Simple. What are your prospects looking for? What questions do they have? What hesitations? What objections do they give you? When you have conversation with them, that’s the type of content you should be creating, not the content you think they want to be creating, the content they’re actually looking for.
If one of your prospects were to go to Google and type in a question today, what question are they going to ask? That’s the content you need to create. You see, our formula isn’t magical. It isn’t any kind of silver bullet. Quite frankly. It’s pretty simple, but it’s built upon one superpower consistency. If we create content every single week that lets you get to know us and that educates you at the same time, over time, you’re going to get to know me and you’re going to find what we’re sharing with you very valuable.
So when it comes time to make a buying decision around something we can help you with, we’re going to be the first one you think of. That is the whole mission and it can work for anyone, including you. Now, let me finish by saying why this is so important. If you can create consistent content, it will become gold for your business development efforts.
When you meet a prospect and their mindset is right here, but you need it over here, you need to shift them for them to hire you. If they’re still sitting way over on the other side of the spectrum when you first meet them, that’s going to equate into a very long sales cycle. It is going to take time to shift their mindset.
However, if your content can shift their mindset over time, when they’re ready to meet you, by the time they say yes to an appointment with you, their mindsets already shifted. You just significantly shorten the sales cycle. This is why content is king. So my advice to you, you want to almost double your business, double your business in 2023 like we did in 2020 to create content.
It is the most effective way to get your prospects, to know you, to get your prospects, to hire you, and to give your prospects the trust to do business with you.