1 reply and the whale started chasing ME 🐳

Jay Beckham

3d • General discussion

You asked for Part 2. Here it is.

Quick recap: I found the whale. Opened with a genuine question about HIS world. No pitch.

And instead of me chasing him... HE came back and asked ME:

>> "Are you looking for lead gen at scale? What verticals?"

Now here's the fork in the road.

Most people fist-pump and go "YES! sign me up."

And just like that, they're a customer.

A small one.

Hat in hand, one-down.

I did the opposite.

Here's my actual reply (and yeah, I waited a few days first, on purpose):

>> "Hey man, sorry for the slow reply. Was at the lake house with the fam, barely any cell service (sometimes that's a good thing lol).

>> I'd love to learn more about your program.

>> I've got biz partners in a few verticals (like solar) looking for legit lead gen for their in-house teams.

>> What verticals do you serve?"

Three quiet moves in there:

✅ I wasn't in a rush. Days later, lake house, no big deal. Abundance, not "please pick me."

✅ I didn't take the buyer seat. I mentioned my partners. Now I'm not a guy who wants to buy leads... I'm a guy who could send him clients.

✅ I handed the question back. "What verticals do you serve?" Now I'm sizing HIM up.

What came back?

He listed every vertical he serves. Solar, roofing, insurance, mortgage, the works. Then offered to send me his calendar.

He's now selling ME on his program AND booking the meeting.

The buyer became the seller. Because I never sat in the buyer's chair.

Real quick, before you run with this:

That "I've got partners in a few verticals" line? Not a flex. It was TRUE. I actually had solar partners who needed better lead gen, and I wasn't about to become a lead-gen agency myself. So I'd been out hunting for something genuinely DIFFERENT and UNIQUE, and his wasn't your average lead-gen play. It got real results. A real fit, not a line I fed him.

So purrty pls don't make stuff up.

If you tell a whale (or anyone) you've got people, HAVE people. An audience, a skill, one intro you can actually make.

Something REAL.

This only works because it's not a bluff.

And it went both ways.

I ended up sending him a few of my own partners and earned on those too.

He wins, they win, I win.

Real give-give, nobody getting played.

One more thing and then I'll zip it: you don't even NEED partners or an audience to pull this. Sometimes you just connect two sides that never would've crossed paths, and get paid for the intro alone. But that's a whole post of its own. Soon. 👀

The move, in one line:

When someone with the audience asks if you're buying, don't say yes (right away). Say "I might have people who'd be a fit."

A customer pulls out a credit card.

A peer builds a partnership.

Be the peer.

Let's go,

Jay

P.S. Next up is the part everyone really wants: the offer I made that got him to say yes without me risking a dime (and how I set up my cut). Comment 'Part 3' and I'll break it down. 🐳

16 comments

1 reply and the whale started chasing ME 🐳