Winning Affiliate Marketing ft. "I SELL FOR YOU" Founder & CEO, MARCO GUARRACINO

What separates entrepreneurs who build lasting businesses from those who stay stuck?

In this episode of The LFG Show, David Stodolak sits down with Marco Guarracino, founder of I Sell For You, to discuss entrepreneurship, affiliate marketing, business growth, leadership, and the mindset required to scale in today's competitive landscape.

Marco shares lessons from building one of the most recognized brands in performance marketing, what he's learned from working with top entrepreneurs, and the principles that continue to drive growth in business and life.

Topics covered:

• Building and scaling a business from the ground up
• The realities of entrepreneurship
• Affiliate marketing and performance marketing insights
• Leadership and decision-making
• What separates winners from everyone else
• Creating opportunities instead of waiting for them
• Long-term thinking and sustainable growth

Whether you're an entrepreneur, business owner, marketer, or someone looking to level up professionally, this conversation is packed with practical insights and real-world experience.

Subscribe to The LFG Show for more conversations with entrepreneurs, industry leaders, innovators, and high performers.

🌐 Learn more: https://www.isellforyou.com/lfg

Transcript

Why Answer Rate Is A Trap

SPEAKER_02 0:00

We got again the answer raid. There is one reason why we are having a lot of success today. How it is uh done by us is just comparing what is the closed pair attempt. Okay, we don't wanna see this answer. For me, the input that is is not paying. We can dial to 100,000 people, yes, 10% is 10,000 buyers. Of course, if it was 30% it was better. But I'm not losing the time and brain of me and my team to invest in something to have a 30% answer because maybe it's impossible. People are at work, people are not interested, they have something. There is a paradox behind it because when you speak with somebody that is in sales, they're gonna say this. Oh, we have like a better answer. But that does nothing because you can speak on every 100 people with 30 people but closing just a 10, or you can speak with every 100 people with less people than that, but you convert tomorrow. And to rate, forget about it. What we have is the conversion. Internally, we have every single legend that has the close better 10 to conversion rate.

Sponsor: iSell For You Overview

SPEAKER_01 0:55

Huge LFG show love to our sponsor, iStuff for you. Listen, if you're an e-com or you know anybody running a brand, you already know the dirty little secret of this game. The money isn't lost on cold traffic, it's lost after the click. Abandoned checkouts, missed upsells. Customers who bought once ain't never speak to ever again. It's not a marketing problem, it's a fucking sales problem. And most brands don't have anyone actually selling. iSell for you is the answer. 700 agents on the phone work in your back end. They recover abandoned checkouts, they run your upsells, they run your cross sells. And the part that no one else does, they actually build a relationship with your customers. Real conversations, real humans, the kind of magic touch that turns that one-time buyer into a lifetime buyer. And here's what makes this a no-brainer. They charge a straight percentage of what they close. No retainer, no setup fees, no monthly minimums. If they don't make you money, you don't fucking pay. That's a pure performance deal. I know that's the kind of shit our LFG audience fucking appreciates. You stay focused on the brand, product, and the offer. I still for you turns the maybes into closed deals and your buyers into repeat buyers. They only win if you win. So if you're running an e-com brand and you don't have a back-end sales engine, you're leaving stupid money on the table. So go to iStuff4U.com. Tell me you heard about it on the LFG show. And let's fucking go. Make the fucking e-com money, guys. Boom.

Sponsor: Ringba Call Tracking

SPEAKER_01 2:12

Ringba is the leading inbound call tracking and analytics platform for marketers, brands, and paper call teams. It gives you real-time reporting, intelligent call routing, and fully customizable call flows backed by global telecom access in more than 60 countries. With enterprise-grade reliability, a powerful API, and no contract instead of fees, Rainbow has become a go-to platform for performance marketers worldwide. To learn more and to sign up, check out the link in the description below. Get goaded and let's fucking go.

Marco’s Proof And The Phone Game

SPEAKER_00 2:49

Hey guys, thank you so much for coming back. We are super happy to announce, to introduce the next speaker of the day, the amazing Marco Guarancino. He's the founder and CEO of the company ICL for you, and he will be speaking about Abalan Fly, everything else, and how he works to help your operation. Okay, so a round of applause to Marco Guarancino. Thank you, Marco.

SPEAKER_02 3:24

Okay, perfect, guys. When the Digistore guys told me, Marco, you should uh come in Sao Paulo, you should speak about what exactly are you doing and how you are helping people. I said, Yes, I'm gonna do it because I have one conviction, guys, that most of you here, regardless of the numbers that are you doing, are you losing a lot of money? The money that are you losing, we are here at the moment, recovering as you see in real time. Okay? This is the numbers that we did and we are doing at the moment, the last 11 months for all our clients in ICL for you. And I'm gonna share you guys what exactly it's uh um some of the lesson which I've learned and I have exactly for you, in order to make more, in order to recover more money, and uh exactly going out of here, which something will uh will definitely help to make more. So here uh I named the presentation of the phone game, and I'm gonna share with you what exactly 9 million school in the last 11 months teach to me. Okay, we got around 700 agents, we got four countries which we got uh office with. And uh, who am

From Teen Affiliate To $100M Sales

SPEAKER_02 4:36

I? I'm Marco Guadacino. Okay, I started at 12 years old this game of uh affiliate marketing and organic job, which at that time I had this uh beautiful dream. I said I have to make money instead of uh uh getting a weight on my mom's uh shoulder, and I have to make something in order to make the family a little bit less uh less heavy on the fact that I have to be there and I have to to to, as a man, potentially help. So my grandfather gave me me a laptop. I had this. After a couple of months, I had a chance to have fun with the organic Facebook page. Okay, at that time it was 2012. You can imagine the organic traffic was there. You post something, 200 people, 200,000 people look at this post. You can post something, and people eventually tell to you, hey, you have this page, I like your post, I give you $20 and you can post something for me. I said, okay, maybe we can try. I I opened PayPal under my mom, 12 years old, and I started to post uh post as uh as advertising for others at 12. Then for three to four years, uh when I reached 16, I started to run advertising on Facebook. I became super affiliate, so I moved to Bulgaria for tax reasons, and after that, we have a Bulgarian person that is uh it's it's here, is smiling, and she knows the story because uh I went there at 2016. Until then, I owned and I created my affiliate network. Okay, guys, I generated 100 million dollars of sales, and uh I'm gonna share with you some stuff which uh really gave me a lot of pain, okay? A lot of sleepless night, a lot of months which four, five, six million dollars a month. It was cool to have it on bank account or to have it, but it was not mine, okay. The profit was not there, the stock was uh stuck around the transit of goods which I was shipping to the clients, and so it was a nightmare, but I got some experience. This experience is with me now, sharing with you.

Owning The Customer After The Click

SPEAKER_02 6:40

So um you know this life. I I was uh um empatizing in a way about the sleepless night and this kind of stuff because with time, with months, with the years, meta is costing more and more and more, and we have to do one stuff. First, we have to battle against meta, okay? Two, we have to find a way to own the customers because you you spend money to acquire the customers. Okay, either you pay the affiliates, either you pay a media buyer, you got something there. $200, $300 CPA, yeah, it's a big thing, guys. Once we have a customer, we have to find a way to resell to them, okay? Because uh the ROAS is there, it started to be less than that, and I've seen multiple funnels which uh are having a leakage of money in a way that uh and I'm sure, guys, you are looking at these uh these things and you see yourself because uh I don't know how much and what exactly are you running now, but one thing I'm sure we are leaving money on the table. Okay, when I said to Digistore, hey, I'm gonna come there to speak with the guys, I said they have one stuff which I want to share with, and the guys are losing money. We have to finish the presentation with one takeaway at least, to find a way to make more money in their back end and eventually being happy and starting to run more offers with you guys. Okay, I was a vendor, just like you. Okay, then I I decided one stuff. At one point, I've seen that uh gathering and acquiring 4 to 5,000 new leads a day was cool. Was cool for the Divinity Matrix to post a screenshot on Instagram and having people around me being happy about, but I've seen that uh once you got customers in cash and delivery mostly in this very very hard business, guys, okay, 30 to 50% of people are not paying because of some logistic issue, because the client culturally changed ideas, and there is something there.

Building Trust With Nurture Calls

SPEAKER_02 8:38

So I said I was at my team in Naples, I got an office which is a call center, and I said, okay, we do this stuff, we acquire customers, we pay leads, we pay sales, we pay $30 to $40 to $50 each leads. Amazing. Okay, now we have these people, we have to do something with them. I pick up the phone, I start to say to the people, okay, let's call the customers and then let's see exactly what these customers have as a pain. We call the customers. After four to five calls, I realized one thing. If you have a customer, you have to find a way to keep a relation, to buy the relationship somehow, speaking with them. And once you buy and you get gain the relationship and the trust from these customers, eventually can buy more things from you. So we we developed a small team. Okay, it was five to ten people just for the Italian market. I wanted just one thing that every month, instead of having um thousand and thousand new customers, I wanted my little team that it was there to nurture the customers that bought from us, and every month I wanted 100 to 200 resales amount. Okay, so it started in 2023. This resales and renurturing team. Today, after uh three years to now, we got 15,000 people that buy from us every month. Guys, you can make the maths, it's not a US market, it's COD, is a European European country, Balkan countries, Italy. The A of V is $70. Make some math is around $400,000 to $500,000 of money, which we do just thanks to resale steam and call center. And we started three years ago. Okay, now I found the cheat code. Now, this cheat code for me, as you can see, guys, is uh phone first. Then the sales agent has to find a way to own the buyer. Okay, the buyer is the person that is buying product from you. Either is uh in info business space, either is in a supplements and the com space. Okay, owns the buyer buyer for me is like uh getting in touch with them, just asking uh stuff which makes you him opening with you and getting a relationship which eventually can build, can be built after a couple of calls. So you call somebody three or four times, you ask, hey, you received the product, okay, amazing. I'm here for you in any case if you need. Okay, this kind of stuff. You might not sell nothing. A call costs one minute, and I don't know how much you could pay the call center agent or sales agent, but this kind of stuff builds a trust which compounds it, and eventually, after there is a loop, and you can sell something to the people, okay? Because once you got uh, and now we go a little bit uh deeply into what are we doing, how we can do it better.

US Answer Rate Drop And Fast Follow-Up

SPEAKER_02 11:17

And I saw lots of people that uh that are running a US market, which is uh the amazing market. The US answer rate uh in the years have collapsed, okay. It's not something that bothers me a lot because the things that we really want are first we love the game. Okay, so regardless of whatever it can happen, can be next couple of weeks, months, or whatever, we are there, we find a way to battle this and find solution. Today the answer rate is 4 to 8%. Okay, why there is lots of stuff? There is uh the people are being called all the time long. There is AI that be is calling the customers about everything at any kind at any time. So we got something to solve this, okay. Lots of people sell the outbound as uh as a really great thing, in fact, it is, but we need to play outbound, inbound in order to generate eventually something good for you. Look, guys, we we run partials, okay? We get in touch with the customers that bought in the past from you and you want people coming back from you again. If you call the customer 0 to 4 minutes, which means he's on the website, he's gonna forget about what he was going to buy if you call after one hour or two. You keep him here, throve web book, trove this kind of stuff. You get in touch with him, you send an SMS and you say, Hey, you have any question? I see that he was on our website, he was trying to pay. If you need anything, call me. In the same time, we call him as well. If he's there, he's going to reply. 34% of conversion. He's uh is uh he's a client, imagine you, okay, that you are on the phone, you are trying to pay or to buy something which is cool to you, either a smartwatch, either a supplement, whatever it is, you receive a WhatsApp message saying, Hey, you need any help? This is a discount code for you. You do this kind of stuff, guys. I can guarantee you uh on 10 people, 3 people are gonna say yes, yes, I want it, and uh thank you for telling me. More time it passes, worse it is. In fact, here I write the mail. I I I mean I'm not against the mail itself, but you can recover 1 to 2% of conversion if you do it really, really well. I'm gonna show you how we leverage the mail in a way that is cool to receive inbound call and eventually send it to the customers. So here is somebody that worked with us. He was working with uh with a vendor, we he he was using a call center, that's a cool stuff. The thing that uh which we noticed on him that he started to make way much more from the fact and from the day which we integrated the SMS, which was sending a message immediately to the cluster when he was abandoned to checkout. And the client, when he received a message, he has one stuff. He's asking, Who is this guy? What do you want from me? In fact, we got the SMS that is going out with the name of the brand. Okay, so imagine you are running uh uh blood product, uh, blood sugar control, or whatever it is, or you are in uh info business space and you have some coaching offers. Okay, we send an SMS and we say from the name of the brand, hey, it's me name. When you are free, call me. We do this kind of stuff, and guys, this is uh some of the synergy which we do between uh human callers that call the customers and make it happen, SMS and the technology. This is an example. Somebody started, he started to have 20%, uh 21% of recovery. Okay, he paid to us invoice of three to four hundred, five hundred thousand dollars every month, and uh and this guy is happy when he's paying us. Why? Because eventually we are making him as well money. So, here what we

Routing By Buyer Type With AI Assist

SPEAKER_02 14:56

got. I got some uh some little stuff which if you decide to work with any kind of call center, you which uh you you would like to ask this kind of stuff to them, okay? Because it's all matter about uh the conversion and how you led the conversion being higher. Okay, we got these uh voice matches, okay? So every single time that there is a new buyer that is buying from you, we see the phone number, we see what he bought, we see the name and surname. Basically, all oriented on what he bought, we put somebody in the phone with them. So you bought like um something in fitness, okay. We give you a 28, 34 years old lady which eventually can support you. It's cool enough to make you explain your pain point or whatever it is, and we sell. And this stuff we do all with the eye. The eye is not calling, but the routing of this kind of stuff is being done automatically. We got 700 digits, we find somebody that is available to speak with this kind of people. Okay, female target, same stuff. The people, you know, then we have to ask the ladies here. But it's good to speak with a man if you are going to buy some some some program. Maybe yes, maybe not. You are Bulgarian, it's not uh it's not a statistic. But if a person might be there, we notice that you know, regardless of the opinion of one of the others, the conversion seems higher with a man speaking, because maybe a man is somebody that uh is not an alpha man, okay? He's a man which is uh the sound of somebody which can support you, and maybe he's acting as a consultant more than a product, then uh you know, product seller. And then maybe it's not a skincare, it's a beauty product related to some product. Of course, it's not something related to to we got something with menopause, okay? And menopause, of course, is not a man speaking, even though he might act as a consultant of a doctor, has more trust than a woman, which ideally is selling something to them and is okay. This kind of stuff, guys, I didn't invent it, okay? It's something that is being done automatically with the with the broad match, which is which kind of stuff we got internally in our back end. Now, three things this kind of stuff are cool if you decide to work with any vendor that is uh running call center and potentially font sales for you, because you can work with us, guys. You can decide to go outside of here, you go and you hire some BPO and you say, Hey, we want this, this, and that. Eventually they're gonna start for you and you start to make more money after this presentation. We avoid three three different kinds of stuff which we really don't want. You know, hey, you call somebody and you say, Hey, am I bothering you? That's a very, very bad starter to have it. Hey, 30 seconds is important. I have something which was trying to complete, and I'm here to help. We do this stuff, somehow we sell more. Then buy. Do you wanna buy more? The people don't want, don't want to like to get uh sold stuff. Why? Because they are getting sold every single day from everybody all around, especially in the US. Okay, I shall reserve your spot. These are things, guys, that you have it here. In a way, I know that lots of you are pro, and I know some personally, some of you in VSL and this kind of stuff. Of course, in VSL, this the buy it needs to remove, reserve your spot is something that is cool. Instead of having a discount, let me include your bonus. In fact, time to time we do deals with our vendors, and we say, Okay, tell us uh which kind of product you have in stock, which we want to give to the clients. Okay, they tell us I have this, this, and that. Perfect. We use this SQU that they have it. When we call the customers, we tend to cross-sell for free, okay, these products. Okay, it's more a bonus than if you buy this, I give you this. Somebody feels value in this. Of course, guys, we are not in target. Okay, we are young, we are doing business, we are different people, and so we are doing uh a different kind of stuff. Here I'm gonna share you something which is uh really, really, really cool.

Reactivating Dead Buyer Lists Via SMS

SPEAKER_02 18:59

I'm running this with every single client which we have, okay. I I know I'm gonna ask to you, okay. Here is written something 47,000 people that bought the products okay from you as a brand owner. The brand owner said, Okay, I have this list. What I need to do? Shall I I cancel it? Shall I? Because for me it's garbage. Now, how many of you and I uh how many you have more than 5,000 people that bought from you in your database here? Only you. Somebody has more than 10,000, somebody bought more than 10,000 products, you shall speak. So somebody more than 30,000, 40,000. There is somebody that uh has products and is an offer owner, and they have more than 100,000 buyers in their list, they are doing anything with that. Okay, and uh um regardless of what you can uh do at the moment, I can show you that there is so many other stuff which if we do, guys, uh everybody of us, including the Digistore team, is more happy. So we have this stuff. Imagine you have 40 to 50,000 buyers, okay, that bought uh um a dyed product from you, okay, about two, three months ago. Now you decide to run a new offer on Digistore. This offer is uh either a similar product that can be uh in sugar control or other similar things related to women that have problems. What we do for you we do all the time in order to generate inbound call. Look, they they got zombies, and all of you have this, I have a database of five to six million buyers, and I'm not doing anything with it at the moment, okay, with some of the country. Okay. But in 10 to 12 countries, I'm acting, we do SMS. We have people that reply to the SMS. Usually the SMS is something like, hey, I know that you bought this kind of stuff and you still have this kind of pain. If you have this kind of stuff, can you please uh tell me when you are available? I have something for you. They reply the SMS AI is sending another message. The goal is to get the person in a scheduled call with somebody which eventually sells something. So here we go, 2000 inbound calls. And guys, somebody you know, you see these numbers. This 2000 inbound calls is something uh crazy. Because if they want something, uh I mean, people don't call for um for uh to ask how are you and how are you doing. Okay. I mean the idea is that uh they want to get something from you, and once you have them on the phone, you can definitely sell something. Okay, maybe not at the first time, maybe after a second call, but still you got a trust from somebody which called, and here eventually we sold a lot. Because here, what we did we were selling something with uh with uh with a good AOB, as you can see, it was around $140, $145, and we did $800 the first buyers. How it was? It was uh run with 2,000 calls and 25 to 30 percent, even more here, guys, 40% of conversion. Because the inbound call itself, if you ever you find a way to generate it, is uh uh a gold mine which uh all of you guys at the moment, IOPS, but I'm sure looking at your eye that not everyone is using it. Okay. So this guy did $165,000 in uh in a couple of months. We ran more than than uh multiple campaigns, okay. And yes, here guys, when you got this uh dead list, which you don't do nothing with, is a good test and is worth a try to have it uh done by company like us, which are just performance. You have it, you start to have like 20, 30, 40, 50,000 every week more, and you don't need to realize. Then we decide together what to do with the with the with this.

Outbound Plus Inbound Phone Loop System

SPEAKER_02 22:47

Coming at here, we got uh again the answer rate uh stuff. Okay, there is one reason why we are having a lot of success today, and uh how it is uh done by us is just comparing what is the closed pair attempt. Okay, we don't want to see this answer rate for me is the input that is uh it's uh is not paying. Okay, we can dial 200,000 people, yes, 10% is 10,000 buyers. Of course, if it was 30%, it was better, but I'm not losing the time and brain, me and my team to invest in something to have a 30% answer because maybe it's impossible. People are at work, people are not interested, they have something. There is a paradox behind that because when you speak with somebody that is in sales, they're gonna say this, no, we have like a better answer rate. But that does nothing because you can speak on every 100 people with 30 people but closing just at 10, or you can speak with uh with uh um every 100 people with uh yeah, yes, less people than that, but you convert more. Okay, so answer rate, forget about it. What we have is the conversion internally. We have every single legend that uh has the closed bare attempt to conversion rate. Okay, now here the architecture, this is something which I was uh um trying to explain you before, and now it's uh we written better here. Okay, we got this stuff which without bound and inbound for me are not two separate things. Okay, they are two stuff, okay, which you can see in a different way, but once you work in synergy with both of things, you will see that there is a lot of success incoming for you. Somebody was there, was trying to pay from you. Either is a new lead, either is somebody that abandoned the card, you call after one to four minutes, you get the person. The person is not free to call with you, perfect. You the SMSI is chatting to get when the guy is free or the lady is free to speak with you. He said, Tomorrow 3 p.m. Perfect. We have this kind of stuff, this auto call backup agreed time. Somehow from our end, our back end, we are starting the call to be done with these guys and with the clients at the same time. Then what we have, if I spoke with you, okay, this is this is what we have in our backend in our platform in order to succeed for you guys, okay? Because I can imagine I'm sharing you this stuff because I want to show you exactly that the we are output-oriented, we are getting paid just if we sell to you, but you need to know exactly what we are doing in inside our backend, because this kind of stuff can blow your mind, and eventually you can give us some advice or some feedback, and we can do even more, two times more, three times more, five times more. So when we call somebody, I call you like a couple of months ago. Okay, you are there with me. If you call me back, you have the same number, okay, and uh the same person that you were speaking with months ago, and this stuff it uh it's uh allowing you to have a real better little relation, okay. In terms of you know, Marco spoke with you two weeks ago. If you call me back and I I put bars to speak with you, I mean it is not the same. You want Mark, okay? And this is the same at any level if you are buying a mass mass mass product, if you are buying business from somebody, if you are doing anything at any level. Okay, so we got this stuff. There is the live inbound catch, and then guys, here I will bet all my money to that uh if you start to do it, you you you start to receive too much more sales, which you at the moment you cannot need an imagination.

VSL Phone Numbers And Reorder Engine

SPEAKER_02 26:17

Okay, you run advertising instead of running just with affiliates, which is a really great stuff in this core, you start to run as well some stuff with a phone number there in the landing page. People call at us, the the phone number is tracked with ring about or some some company like this. You see where we are receiving calls and you see how many conversions we do. We do. Imagine you have something, okay? Somebody saw a VSL for 30-40 minutes, okay. They are the VSL person. They are there, they saw it the whole time. They saw the process, they saw the question, they they are getting convinced, okay? They are there and for some reason they want to leave the page. If there appears a phone number, hey, you need any kind of help, people call at us, we will sell immediately. Whatever it is, uh, and maybe on 10 we close five. Better than nothing. Okay, so and then after all, we got this reorder. Guys, the reorder for me is something which I bet really a lot, regardless of which kind of product you are selling, because people buy emotion, people buy in order to solve their problem, and we can sell even other problems if we treat well the people. And people is not um strictly connected to the quality of the product. Okay, I I can guarantee you I've seen some stuff, okay, where people was buying product for the prostate, then they start to buy totally different stuff from you guys, and this is done just thanks to the human checking. Every seven days, hey, you bought a product from us. How are you doing? 40 seconds of call, is still me. Boom, close, ciao. We do this stuff, then we call after two weeks. Hey, are you using the product? Is still me? You are using yes or not? Okay, let me know which kind of question you you you want in order to be solved. Hey, I don't know how to use it and how it's connected to me and my gym and my life, and I don't find time. Perfect. There is auto script on our call center side, on the back end side. We say something as advice. We close the call, we don't sell, but we got uh a relation. After 30 days or 40 days, if they are using the product, eventually they're gonna buy again. You have another product, new product coming. You sell supplements, at one point you start to sell peptide, perfect. People are happy to buy peptide because peptide works. Then this is exactly what we do internally, which you have to see in order to get uh the best out of it.

AI Coaching For Agents Without AI Calls

SPEAKER_02 28:38

Okay. We don't have the best call center salespeople in the world, okay? We are just partnering in co-pilot with somebody that is 100 times more smarter than us, and is the eye. Okay, so we got this stuff that once you speak with somebody, okay, and uh this somebody is uh is a person either like me emotionally want to speak with somebody else that uh gives the right words at the right time, we got the eye that is suggesting real time what to say to the customers. Okay, so if you got a person that is analytical, instead of having the sales agent guessing what to say, we got the approach being recommended by the AI and we say the right word at the right time. Okay, and this kind of stuff, guys, it's done real time with the 700 people working on it, and it's something which uh eventually I'm uh I was thinking this this is something should I share it or not? Then I said eventually I share if it's something can do that can do better for all of you guys. I'm very, very happy. This is what we do in our backend. If somebody is curious, same stuff, if he's hostile or whatever it is, we got the state classification real time. So you speak with somebody, he's there, you know which kind of person it is, you save it as a number, as an information. When you call it back, you know who is this person. Then we got the voice mismatch, the stuff of before. When you do these kind of things, I can guarantee you that uh I mean, this is something which I developed for myself. So I have it, it's running on autopilot, the eye is suggesting what to say, and uh it's even uh more of a secret source which we have. Okay, if uh you run this kind of stuff, regardless if you have people from Philippine or from Colombia or from India or whatever it is, I can guarantee you you start to sell. Why? Because if I'm me and you, and we are in a pitch of business and we have something to say, okay. If I had somebody suggesting me what to say to you in order to make you catch my my my attention or my sales pitch. Give you the need by by Marco AI Marco Marco because he's not a new man, but if uh the eye suggesting me my brain, what to say to you in real time, will you be converted by me? You know, maybe yes. Okay, amazing. So we have this kind of stuff uh all the day long with people that are uh being uh being uh coached as well, as you can see here. Okay, we got the eye that is not making a single call, guys. Okay, I'm not a fan of it. I think that AI calling is uh is a garbage for now, maybe six months uh uh from now it's it's a different stuff. I don't know. Eventually I go with 2000 employees working in my company, we're running sales for you, and that's okay. We find some solution after. Okay, so what we have here, the AI at the moment is coaching every single sales agent every single day. Okay, here we started with uh the end of week report, then we should talk about why we cannot do as well the end of the report. So, same stuff. The transcription is there, the the things that are being said on the call are there instead of having the sales manager saying something to them, the agents inside the platform is receiving the the wall report on what exactly needs to say on next time, which was the error which he did, and which are exactly the the the error that he did again in order to not do it again, okay? Because you have to imagine everybody that is working in my company they got something, they got the bonus if they sell, okay. If they keep dialing and they are eight hours, and by the way, these people are really great, okay. Somebody that is on the phone eight to nine hours a day for me deserves the maximum respect of the world. So, whatever I can do in order to make their life better and eventually making selling more for them and for you, I do. So we have this stuff, as you can see, there is uh the the personal coaching plan which they've got, okay. They were it was one time a week, then we moved one time per one time per day, then now we are trying one time per hour. Why? Because they have a chance to improve very, very fast. And guys, I'm gonna tell you this kind of stuff because uh, if you see here missed opportunities, it's something really cool. But I want to highlight not this, the the learning growth that before maybe you hire somebody, you need something around two to three weeks to get him on ship, okay? To get him knowing what exactly are you doing. But if you start with AI coach that is there and is giving you suggestion every time, you can imagine three days, five days, he knows what to do. If he's good, eventually we'll find out. If he's not good, I mean I cannot say he's out, but the growth curve is way, way better. You know, before you might need two months to train somebody, now you need a week. And that's really, really helpful.

The 21-Minute Warm Call Rule

SPEAKER_02 33:34

Now, we don't sell, we warm. This is something which we have it uh internally, it's something which I developed uh three years ago for my cash and delivery company. And I said, if I do this stuff, we will we we're gonna win, okay? And we we we start to win. Then we apply the same things for US and we are doing even better and better and more. Eventually, is how I started this company. Somebody came at me, a dear friend of mine, we're playing tennis, and he said, Look, you do this kind of nurturing, this kind of stuff for uh for the Colombia, for Bulgaria, for Italy, for Spain, for this kind of country. Okay, where people are paying, but it's not the same business and country as a US. If you one day decide to start this business for US, boom, I become your client. You you eventually start to make a lot of money for you and for other people. I did, I follow this guy, thanks God, and then here we are. So, here what we have we got this stuff where it's really really cool. I'm gonna tell you how it's done and what we do. Okay, 21 minutes of uh minimum warm lead call. What does it mean? We obligate in order to resell to some customers which bought from you in the past to call three to five times, whatever it is, maybe three minutes each, four minutes each, one minute each, 20 minutes one time, one minute the second time before any kind of pitch. So it means like you you ship a product, digital or not digital. Our guys, in order to reorders and to sell again to the same person, they have this this this is not neither a goal, it's a is a rule, this stuff. We must pitch 21 minutes with somebody before either to pitch. Okay. So as you can see, when we do this kind of stuff, guys, we don't uh um the goal is not to sell. The goal here is to do warm check-in, is to see if the people are using the product, is to see if the people received the product. Because this kind of stuff, when you nurture the customers or any kind of list, it prevents you a lot of chargeback, dispute, or refound because we are there, we are on point, and we do it for free. The goal for me is you being successful, so you eventually have money to pay my invoice to go ahead and to create even more offers. Okay, so this stuff we run like this. We first warm everything, then we say to them, okay, perfect, we got uh something for you after trickall free. Trickall free means uh again, I call you, I get in touch, I build a trust, I call again after 10 days, I call you, you get my words, is the same person as before. And then after I say, hey, I have something for you after the 21 minutes, schedule a call with somebody that's gonna help you. Either is a consultant, either is somebody that is uh it's uh helpful for them. It depends what are we selling. Okay, we schedule a call one to one, we sell something for two to three to five hundred dollars for for you guys. Okay. Now we got uh we got this. This is something which I really love and I really want you to apply if you can at any level. And this is something that you guys, which you can make a picture. Tomorrow you go outside of here, you find a call center, you say, I want this stuff that you do for me. And if they do this stuff, you will see that the the entire ratio behind the chargeback, refound, or whatever it is, it drops a lot.

Shipping Verification To Cut Chargebacks

SPEAKER_02 37:00

Okay, what we do? When somebody is buying from you, we immediately after 24 to 48 hours, we don't call to sell. We call just to say, hey, it's me here. I'm just confirming you that the tracking URL is here and I'm being shipping, shipping the product for you. You need anything on my hand, I'm gonna send you an TXT, uh an SMS message in any case. I send this, okay? So the buyer remorse itself of the customers, it dropped down a lot. And you guys, if you had 10% of chargeback or a found or whatever it is, it starts to be very, very, very, very lower than before. And it's one stuff that is sure. Why? Because you are there. The the people didn't feel that uh they bought from uh from a sales page or from somebody which uh created some sort of uh you know um uh trick or mental trick in their brain. Okay, they feel like they bought from somebody which have uh uh a team on their behalf to speak with, and this kind of stuff, guys, helps your business a lot. Okay. Then they found the request. We got uh so I I call it the shipping verification call. It's something that costs zero, guys, for you if you decide to do it with the human calling. Okay, I do it for free for everybody because when you start to work with me, I really care about you. You're charged because otherwise you don't pay me, and whatever it is related to you, because we want not a lot of refund requests. Okay, then this kind of stuff. If you have a chance, guys do a picture is something cool. Um when we work uh with uh vendors, it works um very well, okay. We say to them, okay, guys, when the buyers is going to buy from you, okay. But first, when you ship the products, put a flyer or an A4 page inside the box which you write your phone number inside. If they want to buy, they call you back, and you can add even your uh your website with a discount code. Okay. Eventually, people are calling because they don't like the product. I'm there. Instead of saying, hey, okay, you bought for $300, take $300, we say to our client, tell me which kind of product you have in stock. We go on a gift, another product to the customer. Okay. So assume that uh somebody wants to want a refund for $300, $400, we are there and we do we do propose an exchange or a gift. $300 versus $20 of cost of goods. There is a little difference. So we have this payment stuff. Here is something which I mentioned before. Uh BSL recall, but there is something which is really cool. The failed payment catch when somebody is trying to pay. I know the Digistore guys are perfect in this uh stuff because of the what they are doing on their end, but sometimes the people put just the wrong uh wrong date, you know. They are trying to pay, they pay, oh boom, an error. I do it myself when I go wrong. I have uh multiple cards of uh different countries all around. So when uh maybe somebody put a different uh month, expire date is wrong, the payment doesn't go by. But if we get this stuff, we catch these people, we call it immediately, and we say, hey, you were trying to pay. Do you need any help? If we are there, eventually you solve you take a lot of money back in your pocket. If you're not there, you don't take nothing. When we do this kind of stuff, guys, the mail is cool. If you do it, do it now. The mail to send to every failed payment, but the phone call there in order to solve the issue is a killer. It's a killer. Why? Because you got the customers there. Most of the time is a stupid issue, but sometimes uh the bank wants to know information about this. So we do a three-way call with the bank, we solve the problem, and then you got again the the money back. The money that is not back, you you you get the money. Okay, then we got buyer remorse, I said before. Then we got a bunch of stuff here. VSL recall, somebody's here VSL, but they didn't buy it. Check out what you can do. You can go to find them at their home and to bring to you. No, there is a phone number there, maybe little, maybe, maybe in a place where you can retarget these people that saw the VSL full. Put a phone number bigger like this, they will call, you will sell. It's better if you do it in the same time, no retargeting, no kind of stuff. Then I I have something here. Chiara wrote about the credit exchange. This is something which is uh is a is a killer, we charge zero for this because we do it uh in the in the in the full cycle of working with you. Okay, so we we want you to make more again, money again. So you make more, you say you create more offers, we are there, eventually we grow with you, even because it's really a nice business. So we have this kind of stuff, high value cart. I i'm sure that today, guys, we got people that bought from you in the past, they spend maybe 200, 500, 1000, you do nothing with them. You don't call them, you don't say happy bird, you don't say hey, I'm here for you, I I create a new product, you don't do nothing. Okay, we are there for you in order to make something for these high value people. And again, this stuff, guys. If you can do mail, do mail. If you wanna hire somebody to do it, call personally. But when you need some money, this is really cool stuff. Somebody spent from you a thousand dollars, deserves a little bit of attention. They go there, you sell something else, it's extra money for you. They are top buyers, okay. Then we have like uh this I said before, how is going? This is something which I have. Then we got a bunch of stuff, okay. We warm up uh people from the past, uh, then we have like people that uh yeah, we got these kind of things which we see if the customers is happy with us when we speak on the phone, yes or not. But here, when we got this phone objection, if you start to work with us, you will see in our platform. Hey, we give to you the summary. This is the objection of the client. You have it, you can change a copy, you can do whatever you feel that is good for you, and for your business is your business. But we are there with you. So now we got a couple of stuff, guys. This is something which we run, it's working very well. Somebody say no, we are there. We say okay. We pause a little. Okay, then we say, Okay, totally fair. I agree with you. Can you please tell uh to me next time what I should I do for you in order to make you happy? They say the the things, we flip the question, what should I say that would have made it worth it for you? You say this kind of stuff, I can guarantee you guys another stuff. Ten people say no, one to two people come back. Why? Because maybe it's a money product, money, money problem. Maybe it's uh they don't want only this product, they want something else. From one pattern, one question, one thing, you can start to do a lot of money more. Then we got uh this uh really amazing stuff you can see. With absurd things, okay.

Phone Placement That Lifts Revenue Fast

SPEAKER_02 44:00

There is somebody starting to do 200-250,000 more amount. Why? Because we added our phone number everywhere. Phone over the mil. So but six times bigger, as I wrote it here. Means like before it was in the footer. Now we add it in order to people to buy again. So you have maybe a list of 100, 200,000 people. At the moment, I don't know what you do, guys. You maybe do cross-sell with other affiliate top. I don't know. But if you start to run broadcast mail, phone number there, something free for you. Call me, they call, we sell for you, and then that's why the company I sell for you. We started to do ads with inbound numbers embedded. So it means like these guys had no affiliates. They were running offers, okay? And I said, okay, let's let's make a test with this kind of phone number somewhere there. Instead of saying pay, they say call me to buy. People start to call, we start to sell. We have really amazing numbers which I'm gonna show you very, very soon. Then the lead cost, as you can imagine, dropped for multiple reasons because uh a phone call comparing to somebody that has put this card and paid the money, it costs less. Then the reorder rate uh is changed. Now, this is something very very cool. It's a friend of him. This is uh something which is uh really really really interesting. This guy, we we're gonna start uh this month to do 2 million half a month, not anymore 1.3 million because we found another cheat code. This is a company which is selling peptides. Okay, something very very cool. Again, like I said before, this guy is running multiple VSL, multiple offers, multiple stuff. At one point, we said put this phone number in your sales page, call us, call us to see if you can never discount. People call to me, call to us, our sales agents there, we sell, and everybody is happy. This company is

Peptides Case Study And Big Revenue Share

SPEAKER_02 45:52

doing at the moment 2.6 million dollars a month. We did for them 1.2 million. It's 40 to 50 percent. The numbers are as are crazy. Okay, this is because uh the world things which I told you until now human check-in, inbound number, thank you page with an inbound number so somebody can call. There is uh this stuff where the abandoned checkout is called with the AI that suggests you what to say to the customer. So, this kind of stuff I don't have genius or Jordan Bell 14 phone to sell to the people that buy supplements. Okay, but I can say to you with AI today, guys, you can do a lot of stuff. You just need people that are a little bit uh inside your culture, they are there, you solve problem for them. We love peptide, we love we love people that is doing neutral. Then guys, this kind of stuff, as you see, if you start to do it, some of the stuff you can do on your own, okay? Some of the stuff you can apply to work with us, we work together, we do something. Okay, the number, a phone number is to be on home page, on the VSL immediately after or before, whatever you want. Then on checkout, on thank you page, on the footer, this kind of stuff is level one to start to make more money from tomorrow. Okay, then we got like the inbound answer. At the moment, on our end, we have this stuff that we answer in three rings. Okay, if somebody's busy, somebody else will receive the call. We reply, we go. Then we got uh tons of stuff, guys. We uh number three. If you start to yeah, you you can do the outbound recovery on your end, okay. Then there is uh the phone in mails, which for me means like you start to send mail instead of saying just uh, you know, you bought the product, you put a phone number here, then when is Memorial Day, 4th of July, whatever it is? Same stuff, phone number, you do it, you will be more happy. Then the four, then uh we have this kind of stuff just to build trust. You can do it on your own as well. Call just to confirm delivery, build trust. You do these things again. Maybe you don't sell with this stuff, but you save some refound. You save somebody that changed the idea, or maybe you saved somebody which wanted to buy a different product, not this, a different SQ. You have it, you are happy, is happy as well. Then if you wanna have a really change, okay. We got all this kind of stuff, which seems now harder. We run for 100 clients, we do it very well. It's a full full phone loop plus AI plus 21 minutes rule, the things which I told you before. You do it, everybody will uh I come back, they are super uh they will start to celebrate for this kind of stuff one year from now. Because we're gonna come back here in Sabao, right? Okay, perfect. The phone leverage is here. What we got? This is something very cool. At the moment, uh, once we speak with somebody which is on the phone with us, we have the transcription of the call, we got the eye that is summarizing what to say and immediately send an email to the customers. When we do this kind of stuff again, guys, what do you think people will be enthusiast about or not? I mean, when you start to to call somebody, maybe you don't sell nothing, but you say we spoke about this, this, this, and that. Here is my number for the next time. Thank you so much. Bye. You you you say it in phone, an email is going immediately. Somebody wanna buy after one week because they appreciate your trust, your honesty, or whatever it is, they call me back, I sell for you. Then we have this kind of stuff, which uh this is the level one, very, very cool. We do it uh again automatically after the phone call. This can apply we paid agents on the clothes for the recovery, but we value the relationship built. Okay. If you have the relationship built with somebody, it's uh it's a totally different game. Okay, totally different game. I you you you can see, you can see the client of before uh one to three million dollars, but there is multiple offers, 200,000 extra, 300,000 extra, 500,000 X, just thanks to the fact that somebody spoke with them, got a relation. Boom. Then we have the DIP buyers. When somebody spends five, six hundred dollars, then if it's a supplement in info business space, we got somebody else. Okay, same things. The sales agent as a company WhatsApp, somebody receives a company WhatsApp, so they wanna buy it again, or some kind of sort of stuff. We send a message, hey, vocal memo. We do just for the top buyers, okay? When we have the top people that spend a lot of money with us. Then we got sales agents that call the top 10 customers per week. And again, like um guys, this kind of stuff we do, we do for you. The one goal is always there. We want to have a relationship with the people, then eventually at one point we will sell to them. Okay. So, what you should do at the moment, this kind of stuff is uh really, really, really cool as an execution.

VIP Buyers Voicemail Birthdays And Fit

SPEAKER_02 51:10

If you put it together, fine phone visible everywhere. Then human answers every inbound call, no AI. Outbound call that goes on autopilot. Okay, I mean the the abandoned checkout is there, you call the person immediately after 30 seconds. You will solve a lot of your actual problem. Then you got the shipping plus chargeback that saves a lot of calls. The reorder loop. Somebody bought from you for some reason, they will buy again for some other reason, and you don't know if you don't call and you do a human check-in. Okay, then guys, we got this stuff. You have uh these things, which you can uh, you know, a year from now, sub all again. We might be all together here. We have this stuff. You're gonna continue on what you are doing. You have the the meta CPM that is more crazy and more crazy than how it is uh uh now, which is harder than worse than how it is now, but still it is what it is. Then there is uh the fact that you are not having enough margin, or there is this. We work together, we take uh we take a piece of the cake from you, we do stuff, we have we have the phone loop, the LTV will start to become higher, and most importantly, chargebacks will go down and a different stuff than before, you own the customers. The customers is with you, you got uh you know who is buying from you, you got a platform from us, you see the top buyers, the worst buyer, and you have everything. Okay, this is on you. For me, this kind of stuff is something which you need to do, especially the birthday gift. You start to connect. We do this kind of stuff. I told to Mila as well when I was speaking at AW Budapest uh last year, and it was cool. We do it for multiple reasons. We do for business partners, but we do as well for agents massively, okay? Not only agents, as well for the people that buy products from us. We know when their birthday it is, because we ask over the phone. When is the time? One week before, hey, happy birthday I'm going to ship you something. The products, how much it costs to you? $30, $3, $5, perfect. It's a good gift. Eventually it can come back. Okay. Then we have this stuff, which if you do is really cool. The auto voice mail, you call somebody, you decide to hire a call center. This call center works well or not, I don't know. We must add the auto-voicemail personal personalized. You have the people, you call somebody, the call is crazy, but in the US, people really listen to the voicemail. Okay. So you add the personalized voice recording on the voicemail. Again, guys, you are not in target. You are you're smarter people, you're doing big things, you are different than that. But a 70 years old, spend even three minutes to find a way, how to figure out how to open the voicemail. Okay. Open the voicemail. Hey Julie, it's me, Marco. I'm calling you related to your supplements. Okay. When you have time, please call me back. They call me back, I'm there, and I solve a problem for you. Then you can do even on your own. And if you do it together, it's really great stuff. Please start to capture every bird by mail. Somebody buy an email later. When is your board? I want to give you something. People start to send when they are bird, when they are bored. I know there is a topic, is a topic which not everybody is happy to share, but if you ask the age to a lady, if you don't ask the age, it's okay. If you ask uh when is your day, when is your month? It's okay. Okay. Perfect. Then we got this kind of stuff. Guys, I was like very, very, very open to share lots of stuff. What's not what's these people uh what what I have to share with you is something which I really want to do with every single people, okay? But we cannot do if you are doing less than $50,000 a month for multiple reasons. We don't charge setup fee, we don't do it, and uh we don't do it because if you have a IOV under $50 and we are we charge 30 to 40, 50 percent, it's very hard to keep going. Okay, then if you cannot decide in 14 days, seven days, forget about it, then we have things somebody that thinks that phone is old school. Continue to think like this. If you are somebody that uh wants to make it uh way better, I'm here, I'll be tomorrow there as well. We are uh in partnership with them. We are very happy about this kind of stuff which we did right now for the next year. So you can ask to the guys what we can do is that we check your funnel, we check every single stuff that you got, we start to give for free whatever we think is good to do with us, okay? Then the world setup of this kind of stuff in the team is free. I never charge it, I will not charge, but it's a lot of value. So we want people that uh uh understand the value, do it with mind, with intention, even because we are getting paid later. You first sell, we sell for you, and then you pay us. So we want to be understand who we work with, and then you got this kind of stuff that you have zero risk, of course, because you don't pay nothing, and then yes, here is all guys.

How To Work Together And Next Steps

SPEAKER_02 56:06

It is amazing if somebody of you has a question of any kind, I am uh here so much Marco presentation how can I say thank you so much in Italian?

SPEAKER_00 56:31

Ah gracias, gracias Milia Emilia to Marco after this amazing presentation for free. Even in Portuguese, I can translate English. Guys, round off applause to

Closing Thanks And Sponsor Reads

SPEAKER_00 56:52

Michael and China.

SPEAKER_01 56:58

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