쉐도잉 연습: 200 Cold Calls, 2 Customers: That's Not Luck, That's Math - 영상으로 영어 말하기 배우기
레슨 만드는 중...
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Dacian Floria.
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All right, let's see what Dacian's up to.
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80 % margins.
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Mm.
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Wonder what this business is.
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Dacian, what is Limbs Plus?
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Well, it's an environmental testing platform for the environmental testing lab.
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- Thank you for doing this as a gift.
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- You bet, man.
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Come on.
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Okay, so 200, well thank you for donating books, which I super appreciate.
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Alright, you got five minutes, so let's rock and roll.
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So, you have a testing platform, got it.
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You're running 80 % margins, which is super, super impressive.
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What's the issue right now?
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What are you trying to get to?
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I try to make money.
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The biggest problem I have right now is that I have this software platform.
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I'm targeting B2B labs like their enterprise.
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They have like usually two to three people or maybe more that I have to talk with to get a deal done.
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Yeah, that's normal.
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The deal size starts at 50k upfront and then it can go to like 100k.
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Yeah.
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and I go into annual recurring revenue of 50k usually for clients.
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The problem I have is that I don't have anybody in the pipeline and I don't know how to get them in.
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You're like, I've got this great business, no one's buying it.
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So is it $250 ,000 a month or $250 ,000 a year right now that you're at?
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- A year.
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- A year, okay, got it.
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So you're really not getting that many clients, if that's your price point.
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Okay, understood.
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So what did you do to get these first clients?
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so first client will flock via cold call
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Then the second client was saying call call and the third one was trade show.
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- I have two customers, so I know.
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- Okay, heard, okay.
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So you've got cold call, trade show, and what was the other one?
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Cold call as well.
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Okay.
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So how many cold calls did it take to get you the one deal?
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Well, It was a while ago, probably around 100, but it was luck.
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I mean, dude, that's how it works.
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I mean, you're like, "I did 100 and then one of them bought.
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It's luck." It's like, "No, you did 100." Like if you called one and one of them bought, that would be luck.
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If you tell 101 of them, that's just a process.
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So let me ask you this way.
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So I've said this before, but it's super common for sub a million, which is that what feels like volatility is actually a symptom of insufficient volume.
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I mean you're not doing enough which is what makes it feel erratic.
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And so it's like you did 100 and you got one
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and then you did other cold calls and you got the other, right?
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Yeah.
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OK.
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So how many cold calls did it take you to get the second one?
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Probably around the same.
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Okay, so that sounds lucky though.
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The second one sounds lucky.
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The first hundred and you get one.
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You know, that is like, you know what I'm saying here?
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You made 200 calls, you got two customers.
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Mm -hmm.
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So the question then becomes, what stops us from doing 10 ,000 calls.
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Well, one would be that You need leads.
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- I'm not that good at call.
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I need leads.
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- Well, dude, you got one.
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Dude, 1 % conversion of cold calls, by the way, fine.
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Totally fine.
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on a 50K, 100K price point, Totally fine.
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Do you think about it like this?
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You're making $500 a dial.
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Yeah.
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Yeah.
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That's pretty good for a dial.
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I don't know about you, if I want to go out to dinner tonight, I'll be like, okay, I'll make one dial.
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There we go, I covered my dinner.
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Right?
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Of course you have to think about it because you've gotten your head about this.
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Every time you make 100 calls you get a deal.
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then it's like, how do I need to game this for you so that you just make 100 calls every day?
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Okay, so we have 60 seconds, so what's the thing that's holding you back from just saying, like, yes, that makes sense?
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Well, that makes sense, but I don't know how to get myself leads.
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Okay, right, then that's the leads list.
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Yeah.
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The second problem is how do I position myself of what attraction offer can I create?
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So it makes sense for these guys.
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Well, for a bigger company, for what you have, a waived fee,
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structure, which is the third fee structure that I talk about inside of the continuity section for money models.
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which is you have a big upfront nut We say, hey, it's $50 ,000 for me to do this whole integration, and then it's $5 ,000 a Month to month.
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Right?
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It's like, or, if you want to commit, I'll waive the $50 ,000, but you've got to commit to the whole year.
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Yeah, but anyway you do that because all their data is in our system.
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Right, well, the thing is, but you're just, no, no, dude, I get it. Though...
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The way that a money model works from a positioning perspective is that you don't, like, whenever you give someone a choice, it doesn't mean that you're saying you actually give them the choice.
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You give the illusion of choice that then obviously selects or waits for one of the selections.
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- Uh huh.
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- So you'll, basically, the question that you had is, how do I get more of these people to sign up?
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How do I make it more compelling for them?
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Well, if they think that they're getting something that costs $50 ,000 to set up for free, They're far more likely to do it than just saying, well, I do that anyways.
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It's like, yeah, no shit.
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But the problem is that they don't know that.
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You know what I'm saying?
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Yeah, makes sense.
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Should I put this into an ad or something?
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No, I think, I actually don't, no, this is more for the mechanics of how you actually close when you get into the thing with them.
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But let's solve the original issue really quickly.
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We are over, so I'm going to just make this as fast as I can.
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They've got to get to the next person, okay?
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So number one is, I would say, list brokers.
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You can do that.
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Number two is you can scrape using software.
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Number three is that you can go to people who own groups or communities that, and there always are some, you just look.
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There's someone at school, there's someone at LinkedIn, there's Reddit, whatever, right?
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communities for these people and then you want to pay the group owner to basically make an ad inside of the group.
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Those are three different places that you can look like right now to go get leads.
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Okay.
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Cool.
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Also, highly recommend flying out there.
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And saying, "Hey, it's," you know, you find out that they're in California, you know, like in Los Angeles.
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You say, "Hey, it's so crazy.
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I'm actually in LA this week.
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I figured I'm happy to swing by while I'm in town." And if they say yes, then you just fly there. that.
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Okay?
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That's how that works.
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Yeah.
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Rock and roll, man.
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Appreciate you.
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Thank you for donating book station.
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Thank you.
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I appreciate it.
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All right.
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Bye.
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If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift.
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So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had
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and what we've had stages of growth they went through, and more importantly, where they got stuck and how they got past it.
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And so we broke into these 10 stages
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and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of the functions of the business across product,
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marketing, sales, customer success, recruiting, IT, human resources, and finance.
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And so no matter what you're struggling with, someone else has already struggled with it and solved it.
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And so I'd like to give you this thing absolutely free.
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You can go to acquisition .com forward slash roadmap, plug in your business information.
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want us to actually help you decontrain the business and you're trying to scale, we'd love to help you out.
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On the Thank You Bay Juniors book a call with my team and we will Look at the business.
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See if we can help.
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And if we can, we'll invite you out to Vegas and we'll do this in person, live.
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맥락 및 배경
이번 영상에서 다치안 플로리아는 환경 테스트 플랫폼인 Limbs Plus의 창립자로서, 비즈니스의 성공을 위해 관리해야 할 여러 요소를 설명하고 있습니다. 그는 현재 두 명의 고객을 보유하고 있으며, 소프트웨어 플랫폼을 통한 B2B 거래를 목표로 하고 있습니다. 다치안은 200회의 콜드 콜을 통해 두 명의 고객을 유치한 경험을 공유하며, 성공에 따른 수치는 결코 운이 아닌 철저한 수치적 분석의 결과라고 강조합니다. 이러한 이야기들은 영어 학습자가 실제 비즈니스 환경에서 사용할 수 있는 표현을 배우는 데 매우 유용합니다.
일상적인 의사소통을 위한 최고의 5가지 표현
- What’s the issue right now? - 지금 당면한 문제는 무엇인가요?
- I try to make money. - 돈을 벌려고 합니다.
- I have this great business, no one's buying it. - 훌륭한 사업이 있는데 아무도 사지 않아요.
- I did 100 and then one of them bought. - 100번 했고 그 중 하나가 샀어요.
- It feels erratic. - 변동성이 느껴져요.
단계별 셰도우잉 가이드
이 영상의 내용을 효과적으로 배우고 싶다면 다음 단계를 따라 해보세요:
- 영상 시청: 처음에 영상을 한 번 전체적으로 시청하여 맥락을 이해합니다. 이 때 유튜브 영어 공부의 목적을 염두에 두고 시청하세요.
- 발음 맞추기: 두 번째 시청 시, 다치안의 대사를 따라 하며 발음을 연습합니다. 중요한 표현들을 반복해서 말해 보세요.
- 쉐도우 스피치 연습: 영상을 shadow speech 방식으로 연습합니다. 대화의 억양과 리듬에 맞춰 따라 해보세요.
- 문맥 이해하기: 표현의 의미와 사용되는 상황을 이해하고, 자신만의 예문을 만들어 보세요. 예를 들어, "지금 당면한 문제는 무엇인가요?"를 활용하여 친구와의 대화에 적용해 보세요.
- 반복 학습: 반복적으로 영상을 시청하고 연습하면서 shadowing site에서 더 많은 자료를 활용해 피해 학습하세요. 다양한 상황에서 유사한 표현을 사용할 수 있게 됩니다.
이 과정을 통해 영어 회화 능력을 향상시키고, 실제 비즈니스 환경에서 필요한 대화 능력을 기를 수 있습니다. Shadowspeaks를 통해 지속적으로 연습하세요!
이 영상의 문법
화자가 가장 많이 쓰는 문형을 영상 속 실제 표현과 함께 정리했습니다.
| 문형 | 영상 속 표현 |
|---|---|
| 조건문 if + 절, will/would + 동사 — 조건과 그 결과 | if you want to commit, I'll waive · if we can, we'll invite |
| 관계절 who / which + 절 — 사람이나 사물에 대한 추가 정보 | margins, which is · million, which is · enough which is |
| 현재완료 have/has + 과거분사 — 과거의 일이 지금도 관련이 있을 때 | I've said · you've gotten · has already struggled |
쉐도잉이란? 영어 실력을 빠르게 키우는 과학적 방법
쉐도잉(Shadowing)은 원래 전문 통역사 훈련을 위해 개발된 언어 학습 기법으로, 다언어 학자인 Dr. Alexander Arguelles에 의해 대중화된 방법입니다. 핵심 원리는 간단하지만 매우 강력합니다: 원어민의 영어를 들으면서 1~2초의 짧은 지연으로 즉시 소리 내어 따라 말하는 것——마치 '그림자(shadow)'처럼 화자를 따라가는 것입니다. 문법 공부나 수동적인 청취와 달리, 쉐도잉은 뇌와 입 근육이 동시에 실시간으로 영어를 처리하고 재현하도록 훈련합니다. 연구에 따르면 이 방법은 발음 정확도, 억양, 리듬, 연음, 청취력, 말하기 유창성을 크게 향상시킵니다. IELTS 스피킹 준비와 자연스러운 영어 소통을 원하는 분들에게 특히 효과적입니다.