We Just Built a New 6-Figure Business

How We Built A New 6 Figure Business At K&J

Why & how we built a new 6-figure business at K&J Growth.

Me and Jon have spent five years building a digital marketing agency - K&J Growth, in a good economy.

We’ve helped hundreds of startups and large fortune 500 companies get more customers. Because of that, we’ve been exposed to many different business models.

These past six months or so of harsher economic conditions have been challenging. A large part of our client base is startups who’ve been struggling, which means sometimes our bills haven’t been paid.

We wanted to remove some of the risks of defaulting clients. So we decided to double down on what we do best which is get more customers, by starting a lead gen business within K&J.

With our lead gen business, we acquire leads, sell them to relevant companies, and make a margin on each lead. So we get paid almost instantly, removing the accounts receivable risk we’ve been dealing with.

Looking backwards, it’s easy to connect the dots, but starting this business wasn’t as straightforward as I’ve made it sound above - here’s how we figured out where to pivot.

1. We started by looking at what part of our service (growth marketing) made us and our clients the most money.

2. Then we created a list of other companies doing that specific thing. We found roughly 100 potential competitors.

3. Then we browsed our competitors websites and noted all the clients they talk about working with.

4. Next we created a “no-brainer” offer for the customers of our competitors.

If you don’t know how to create good offers - this free online workshop by Alex Hormozi is epic.

Here is a template example of what I’m using as an example.

“Hey (First name),

We’ve added an average of $160,000 in MRR to other (companies) in your (industry), like you, in less than 30 days. We charge per lead, and there are no upfront costs. If you want to chat and look at a demo, just reply here, and we’ll jump on the phone.

Cheers,

Kale”

5. Finally via email and LI messaging we pitched all the customers of our competitors with our no-brainer offer.

If you want to know about how we did this in more detail, reach out with your questions - I’m happy to help.

Notes: Turn part of your service into a product you can sell repeatedly. Build once, sell twice.

The Stretch Question - How I Find New Limits

How I help myself keep more commitments

Every quarter, I ask myself how I can 10x my life.

• Health

• Wealth

• Happiness

Now obviously, I can't literally 10x my strength, happiness and so on in the next three months or perhaps ever, but that's not the point.

The purpose of asking myself this question is to stretch my thinking beyond my currently perceived limits.

Specifically for wealth/business, I apply this question from many angles.

• How can I reduce my workload by 10x (yes, bad math)?

• How can I increase my output by 10x?

• How can we increase our prices by 10x?

• How can we serve 10x more customers?

Sometimes these questions produce nothing. Other times they make outcomes like these possible.

1. Pivoted business to reduce the entire team's workload by 50% while generating the same profit.

2. Started morning walks with doggo to significantly increase happiness (nature exposure), sleep (morning sun exposure) and peace of mind (no noise, no screens).

3. Key hires that have cut my workload in half and doubled sales.

4. We changed operating models so we could charge 50% more per customer - with less work required.

5. I hired an online coach for programming and accountability; that tripled the amount of effort I invested in my physical health, and now I'm free of all physical pain.

The thing with a lot of this stuff is I think the answers are already hiding somewhere in the subconscious. Asking these questions just brings them to the surface.

Notes: Thinking beyond your self-perceived limits can unlock more goods.

- Phil Knight

Pointing Everything In One Direction

Focus beats productivity games.

Want to throw a knock-out punch - hit'em flush with your index and middle finger knuckles.

The more energy you can focus on a single point of contact, the more damage you can deal.

The business game is kind of the same: more focus = more progress.

We love a productivity hack. But these hacks have limits. Eventually, even productivity Yoda's must face the law of diminishing returns.

There are only so many second screens, calendar tools and automation we can employ before every extra effort becomes virtually pointless.

After that, the only thing left to do is to do not much.

Our energy is limited, so the more things we spread it around, the less we get done and the less damage we can do to those things.

Which roughly equates to less success.

Notes: More progress needs more focus which needs less spread.