EP13 SaaS Marketing Consultant Pedro Cortés from Cortes.design

Jorge

Thanks for being here. This episode will be in English with because we have Pedro Cortez. He's a SaaS marketing consultant, so he will share a little bit about his business and his expertise, and some tips that he will share. So welcome, Pedro. How are you?

Pedro

Awesome, man. Thanks for having me. And, looking forward to try to dropping some some value based based on based on your questions. Just try to make it as, valuable for your audience as possible.

Jorge

Thank you very much. Tell us who you are and what business do you have.

Pedro

Yeah. So, basically, what I do is I'm a SaaS messaging consultant. So what I do is I help b to b SaaS companies Explain, you know, their product better. You know, because as engineers, they find it hard not to focus so much on the on the features and And forget how to really sound all on the page. And that's that's, hurting them because if people really understand What kind of results that their, product could deliver, then they would, you know, easily convert. They would easily get a free trial. They would easily jump on a demo Because they all see the kind of results that they could get, which which is a shame for most SaaS companies, but that's what I help them fix. Because once they do, they they'll increase your conversions fairly easily.

Jorge

Yeah. Like, all the developers, don't have, like, a clue in marketing. Right? They're just focused on their product.

Pedro

Yeah. And and then it's also like an ego thing. Right? So sometimes what they do is they explain what they think is good about their products, Not what other people want to hear from it. And because you work on it so for so long, then it's even if you try, it's kinda hard to to to, you know, move away from that bias.

Jorge

Yeah. I want to ask you a question. Have you consulted company that they are solving 1 product, and they have the SaaS built already and, is not a good solution or not a a problem in the market.

Pedro

Yeah. So whenever, I onboard the clients. So what what I do is, they just book a a free consultation on on my website. And what what I do in that consultation is I'll try to assess what kind of problems they're solving, why is your their product better, and so on, and if they're solving solving, like, a big problem. And one of the reason I know they're solving a big problem is if they're charging a lot of money for it because usually b to b SaaS companies are doing it. And my minimum is around $70,200 a month. Because if people are already paying that, then it means it's solving a big problem. So that's, that gets it out of the way.

The second thing is I wanna understand if this is really better than some of the solutions on the market. Because if there isn't an advantage, then there's nothing for me that I can sell on the page, as in terms of saying why is this better, because in reality, it's not better. So I can only, help companies that already built a really good product. And usually, that that does happen because, you know, engineers focus a lot on their products, And they make it so good. They focus a lot on the support, and they end up building some really good, products. But then they kinda forget about the marketing, so it's kinda Good for both of us. It's it's it's it's that's the the perfect fit that I look for.

Jorge

How much, do they charge, like, the well, not not a big your clients, like, $100 per month and up.

Pedro

Yeah. And up. Some some companies might charge, you know, 1,000, $2,000 a year. Some might charge 5 or 10. And Probably the most that I've gotten is probably around 50, without without, you know, those very long sales cycles is probably the maximum was Fifty grand. Thought it wasn't a 100% enterprise.

Jorge

Okay. Okay. So to tell the audience a little bit about you, where are you from? From what city?

Pedro

Yeah. I'm basically from Porto, Portugal.

Jorge

Okay. Great. How is portal? Does it has a beach or something?

Pedro

Yeah. It does it does have a beach. And, yeah, it's it's fairly fine, fairly quiet. And, yeah, now Portugal also has a start up scene, but But it's more on the on in Lisbon, and Porto is the 2nd biggest city. A lot of a lot of companies are coming here as well, Not because of the start up scene is like magic and the Portuguese are genius. Geniuses just because, you don't pay taxes 10 years if you're a foreigner. Wow. So that's the main reason.

So maybe you should come here and and I'll pay the taxes for you.

Jorge

Wow. That's only the

Pedro

because I pay 50% tax and other people don't have to pay for 10 years. It's not fair, but it is what

Jorge

Yeah. I have heard that Puerto Rico is, like, in the US or part of the US is 4% or something, but it's but it's very hard to well, you need the requirements, but I I never heard that out of Portugal. Interesting. So I have a question. Why did you focus it on the SaaS industry? What captured your attention? What led you to that industry?

Pedro

Yeah. I mean, I always had some sort of interest in in software just because it was that thing that is, pretty much in infinitely scalable. Right? So you're selling something, and a 100 people could use it, a 1000 people could use it, 100,000 people could use it. And you could just focus on selling that product, and I I just like the business model. Right? And then, you know, slowly, I just Look at these companies and some of the products that I was using or or maybe the products that I knew how or how they worked. I just noticed But their landing pages, I mean, don't really match what they do, or they even if they match what they do, they don't explain why they're better Then other solutions and make it a pain in the ass for for the visitors. So for example, I was actually doing a Alinity page, breakdown as a post on LinkedIn about Dropbox business and how it helps teams managers, files, and so on. And their page was so bad that I had no idea why why that was better than Google Drive.

I already paid for Google Drive, so I wouldn't use it. Imagining that I was looking for a solution, I would just use Google Drive because I don't know why Dropbox would be better than Google Drive. They don't tell me at all. They they just say this is what you need to have all of your files in 1 place. And like I already know what Dropbox is. You don't need to tell me that. I know what clouds The cloud storage is just tell me why is this better than than, than Google Drive. And they are not self aware enough to understand that Those are the questions that people have.

They didn't answer my questions, so I didn't convert. Neither did hundreds of thousands of people, probably.

Jorge

Yeah. Like, you also made a review about the Mailchimp .com landing page. Right?

Pedro

Yeah.

Jorge

That they that it it was very bad.

Pedro

Yeah. They always screw it up. I don't know what they're doing.

Jorge

Yeah. So So you dedicate your your business life or you're a consultant and landing pages and messages of landing pages. Tell us more about the importance of these elements in a SaaS business.

Pedro

Yeah. Because, Actually, whenever whenever, someone is, you know, buying a SaaS product is a bigger the decision than you might think. 1, because when it's b two b, and the product is expensive, and the pro the problem is big, it's likely that the change is also big. So for example, if you're selling a very good CRM, it's likely that people have to change their sales process. And that's more painful than the cost itself. Right? So you need to really overcome, that, resistance if you want them to become a customer. And that's something that you're doing with messaging. And the way you really need to think about messaging is a salesman on On your page, if you have someone on your demos that is really good at selling and really good at explaining, you know, how How the product is a really good solution and why that product is really good, then you'll close most of their demos.

You'll close a ton of deals. But you have, if you have someone that doesn't really understand your product, doesn't ex communicated properly, or doesn't tailor their explanation to that person on a call, Or know how to answer their objections. They're not gonna call us that many deals. But the product is the same. It just has very very different results. So that's the the the importance. And the the thing the big problem with with SaaS companies is they're fighting With 2 really, big things. So one, they're fighting with the current solution that the company is using.

So let's say for a CRM they might be using either an off the shelf generic CRM or they might be using a spreadsheet. They are used to the spreadsheets. It's comfortable. It's cheap. That's at least what they have in their mind. So they need to overcome. They they need to show that the the product is 10 x better and the results that they can get is 10 x better. But then once they realize that they need something new, There's another goal that I need to overcome.

Which is now that I know that I need something else, And let's face it. People will look, you know, throughout the Internet and try to compare, and try to compare solutions. The other poll that you need to answer is why is this the best decision for me? Why is this the best product for me? And as an example, for example, Mailchimp also didn't answer that. So Mailchimp is actually has a really good offer because they have a free plan And the product is really easy to use. So for non tech technical people, this is actually really good. They don't they don't even show the product they don't even show how good it is. They don't even show that the company is there for 10 years and they have thousands of employees. They don't mention anything about that.

So if I was looking for an email marketing tool, which I actually am, I wouldn't even use Mailchimp because I don't know why is it for me. And, and, yeah, it's still lacking a ton of stuff. So I'll probably just use ConvertKit or something, Because they're actually the ones that explain it better. Even if it's not the best thing for me, it seems like it it will be the best thing. So that's what I'll buy. And that's what everyone

Jorge

And, like, to explain the messaging between Mailchimp and ConvertKit. One is, like, for all the businesses in the world without targeting a niche, and ConvertKit is, like, for bloggers or they're targeting in that. So it's better or or it resonates better with that market. Right?

Pedro

Yeah. Mailchimp is for small Non technical businesses, but they don't communicate that. So they do it have positioning, but because they don't explain it better, it's kinda useless their position. But Converkys really has their stuff together. They they know how to do it. They could improve a few things, but they are doing it well. And one thing that they're they're offering is the they're helping with the setup. So that pain of using their current tool.

So let's say they're using Mailchimp. That pain of moving from 1 tool to another, they understand that that's a there's a ton of resistance there. So they created some, done for you setups where you just hire their team. They'll do it for you. And you'll get the paint that paint art. So they understand that. They they know what they're doing.

Jorge

Yeah. They they they they stole the the the hosting plan migration. Right? Like, with a hosting company, if you switch or whatever, HostMonster or whatever, and you switched to them. They pass all the files to to a new server.

Pedro

Yeah. Maybe they got versions. Yeah.

Jorge

Yeah. It's easier from an email marketing. It's just a spreadsheet with the emails, but they do it. It's a big help. Did you advise SaaS companies to do that also as as a consultant? Like, to do down for you services?

Pedro

Not not really. What what I do advise is you wanna you wanna think about What are what are the steps for your customers? This is what you put at the end of the page when you wanna make the call to action really clear. And on what the steps are and why there isn't That much risk or there isn't any risk. We want to remind them of that. And what you wanna do is you wanna that's what I have in my process Is we wanna make a list of the steps that they need to take to become a customer and to get the result that they want. So for example, they might need to sign up. They might need to learn about that tool. They might need to import their data.

And they might need to teach their team how to do it. Right? Then you create another list based on the other the first list and say, how am I how am I making this really easy? So for example, when you sign up for the tool, it's easy because there is a free trial. When you try to learn about the tool, it's easy because we have tons of of, tutorials, for example. We might have, might have like a webinar every week on how to do x x thing and And for example, when whenever you teach, whenever you're trying to teach your team how to use it, maybe they have Maybe they offer training. Maybe they offer 3 hours of training for their team. That's also common for the bigger, you know, bigger plans Or companies that charge more money. And, yeah, just how are you making it easier? For example, the support could be another way on how you're making it easier. And you just communicate that.

Because most of the time they are already doing it, but not communicating it at all.

Jorge

Okay. I understand. Yes. Well, I will ask you that question later. So what SaaS do you use in your business every day, like, for your operation, for your like, Do you use WordPress for your site or whatever things do you use?

Pedro

Yeah. What I use every day is I use Calendly everyday. I use Zoom everyday. I use, Notion everyday, and I also use, Webflow from our website every day.

Jorge

What was that? The last 1?

Pedro

I I use Webflow from our website.

Jorge

Oh, Webflow.

Pedro

Yeah. They're they're, like, way better. They also know really really know what they're doing. The messaging could be better, but, their marketing online is so good in terms of the tutorials And in terms of the influencer marketing that they do, that, the traffic that they get already kinda knows what it does. So it kinda compensates for the better work that they're doing. And the no code movements that it's been going on. Because designers are promoting this like crazy. Because they wanna be independent.

So the designers are promoting this more, to their teams?

Jorge

Yes. Did you design it your website? With

Pedro

Yeah. I designed everything. Okay. Yeah. Because I also used to be a designer, so it's fairly easy.

Jorge

Oh, okay. Yes. I I have seen that you use design tools

Pedro

Yeah.

Jorge

In your website. What is your website?

Pedro

It's www.cortez.design.

Jorge

Okay. Yeah. Let's talk about that and no code movement. There are various like Webflow, Bubble, and parabola and other tools. What what do you think about that SaaS industry that is interesting for us, not not non coders, for example.

Pedro

Yeah. I think that's really good. In terms of marketing is really good as well, Because it kinda ride the wave. You know, whenever people whenever that movement becomes more popular. And the reason why it's becoming more popular Because designers wanna become more independent, it's better for startups because they can hire a designer and now that designer Becomes the front end developer if they know how to use Webflow, you know, at least for the website. And, yeah, like, Basically people it's easy for people to promote it internally because, there are already communities around it and they just Right away. Another example could be the productivity apps. If you really think about it, there are millions of productivity apps, but there's Only a few of them that actually have they are actually very successful.

And if you notice is They secretly followed a a movement as well. So if you look at the doist, They follow the DTD method. So if you want the get getting things done method, which is a a best selling book That has millions of books. The only tool that you can use is Todoist, and they know that. So they design based on getting things done. If you wanna use Getting Things Done framework, use Todoist. If you wanna use that, Japanese thing, about the tasks, use Trello.

Jorge

And Huntsman. Right?

Pedro

Yeah. Yeah. Exactly. Use Trello. And that's why Trello is so successful because the movement was already successful And they built a tool to make it easier. While other productivity tools make made up their own process and people had to follow their their their process instead of what they wanted to use or what they read about and already think it's good.

Jorge

Yes. There's, like, in that example, there's a book called profit first. I don't know if you have heard it, but it basically says, like, you have a main account, and then you disburse a percentage to profit, the profit first, then to taxes and to

Pedro

That's a book. So so maybe it's

Jorge

it's related. So, yeah, but it advised you to open various bank accounts and stuff that is very painful. Maybe a bank or a new bank do does that very easily and automatically and and can work like you're saying. Right?

Pedro

Yeah.

Jorge

Have you, have clients for for landing page and messaging that are built with no code tools.

Pedro

Yeah. I did. You know, some clients use, like, inbounds for, PPC landing pages. Some clients use Webflow. I just usually just recommend Webflow because, I guess it's just easier, and it's also prescalable. It's really fast. For us, I think it's a pay. Yes.

Jorge

Yeah. I I personally haven't used Webflow, but because I was using Elementor in WordPress, but I am I am going to check out Webflow because a lot of designers are like, I create my design in Photoshop, and I put it in Webflow, and it's, like, exactly the same. And I can charge if they do that service, they can charge much more because what translates the design very easily. Right?

Pedro

Yeah. And that's another thing that they did with their marketing is they help people sell those packages. And they hired a few, influencers to say how you can, sell more expensive services By developing the website as well. And then the solution was Webflow. Right? So so everyone went. And that's part of their marketing as well because they know what they're doing. They know who who uses their stuff. They know who refers all this all their products.

Jorge

That's interesting. Maybe I got that from them, that idea. Or

Pedro

Yeah. Probably.

Jorge

And where do you learned and who are your mentors in Internet marketing?

Pedro

Yeah. So when I started to become interested in seeing how I can help companies, you know, increase their conversions And expand their product better and see how I can help them. I browsed around and start Reading articles out there and so on. And, I mean, because I I really like psychology and I like to study psychology on the side, Just because it just one, it makes you aware of, you know, your own biases, makes you more aware of the relationships that you're having. I think it it's it's essential to to study that stuff. And it also makes you better at sales and and and copywriting and so on. So whenever I was looking at that based on what I already learned in psychology just as a Navi, I was looking at their best practices, And they were just complete bullshit because they would defy every single psychology rule that there was out there. Right? And then I would say there must be a better way.

There must be people that really know their stuff and they make it work, every time. And after, like, a few months of research, I realized that the smartest guys were the direct response copywriters from the seventies and the eighties. Because when you're doing direct response, you are sending, letters, in the mail With advertising. And you're you're sending thousands and thousands of letter, letters. And that could cost I don't know. That could cost a $100. An upfront cost. Like, there is no way to get around that upfront cost.

If you don't make that campaign successful, you go out of business. So that's why they had to get really good at making it work every single time. Because If they failed, they would go out of business. So they would have all of these formulas. They would know how to sell every single time between all of these different niches. And because they know how to do it, I had to figure out how they were doing it. I spent, like, a few years studying them, reading all the books from Dan Kennedy, you know, Gary Alberts, David Olgaevi. David Olgaevi, I I it's not the one that I like the most.

I like everything from Dan Kennedy. He's amazing. I think that he's the one that, you know, is responsible for all the Internet marketing stuff even though he's all older. And I ignored everything else. Then I just created my formulas for SaaS. Apply all of the stuff that they mentioned. Created my own thing for SaaS. And when Inside it.

It went from having good results to having amazing results super consistently. And doing it in way less time.

Jorge

Yeah. Then can then Kennedy is the master. I follow with Frank Kern, but Frank Kern, Pierre Lozano.

Pedro

He's a mentee. It's no. It's, Ben Ben Kennedy is his mentor since he was, Like, 25 or something. I researched that.

Jorge

Yes. That's very interesting. And what got caught your attention about Internet marketing? Do do you felt it was, like, scammy, some some coaches, or or you focus on their direct response guys, maybe?

Pedro

In terms of learning this? Yeah. Yeah. Like I said, I I focused on the direct response guys because They're the guys, you know, really making it work, and they were, like, they had, like, proven proven track record and so on. Yeah. I just ignore everything else. Because if someone was saying something that is similar, like what they are teaching are timeless principles. So it doesn't matter if it is pre Internet or post Internet or in 2020 or in 2010, doesn't matter? Because that's There's a principle on how you can say sell people. The medium might change.

So they might they might use to do, ads in in in, in letters. And now they do ads in in Facebook. Doesn't matter. The principles are are is the same are the same but the medium changed. So it's it's irrelevant. So I just compare if the new coaches talk about the old principles And adapted to the new medium.

Jorge

So do you consider your yourself a copywriter?

Pedro

Yeah. I am a copywriter. I just don't say, I'm a copywriter because one principle of copywriting is you, explain your stuff in the language of your own customers. And for some reason, I don't really care why. But for some reason, SaaS founders Think that a copywriter writes articles. And instead of be trying to be all smart and say that I'm a copywriter and that I I show them my process and so on. I just come up with my own positioning and just don't talk about it And and deliver the result, and it doesn't matter what I am. It just I give you the result.

It doesn't matter. And I don't write articles, Just to be clear.

Jorge

Yeah. Because to explain the audience, like, in the sales letters, like, in the beginning, what well, when I was starting in Internet marketing and online businesses. There were huge websites that needed to be scrolling. Like, the scroll button was, like, very little because of the length of the of the page, and it's explained it like all the benefits in text. Now it it evolved into video. All that text into a presentation, like, 30 minutes, 20 minutes. And now we need to maybe you do this, like, short landing pages, but with a lot of design and that concisely. Do you do very big sale letters or no?

Pedro

Yeah. I don't really focus on the length. I just focus on, Yeah. I basically just follow the you know, my my own formula. Because I know if I hit on every single section and I can't really skip through any of them, That I'll I'll help the visitor go through the process of understanding the the info that they need in order to make a decision at the end. Am I going to convert or not? Or is this the right time or not? And, what those sections consist of is, 1, is the intro where we show them how they can get the results without the usual problem that they have. So for example, here's how you can get a really good CRM without having to change your sales process. Here's how you can get better conversions without Having another analytics tool, whatever it is, we we're going to to mention that to create curiosity.

And then we're gonna talk about the problems with their current solution. So they are reminded of how painful it is to use. So they think, okay, I really need to change this. Right? And then we're going to mention the problems With other solutions on the market. Because when you mentioned the problems with the other solutions, you're automatically showing them your unique selling points. And you're already saying that, okay, you have this problem. And if you try to fix this problem with other, solutions that weren't designed for that problem, Then it's not gonna work. And then the solution parts is the inverted part of the problem.

And you can, this will make more sense if you go to cortez.design/g t and you actually look at it. But when you Go to the solution. You show how you can fix all those problems in 3 to 5 steps so they can get the result that they want. And once once they see that they can use your product to get the result that they want, you know, on a high level preview, They'll trust that you'll they'll trust that they can actually get it and that your product is the vehicle to get them to results, The result that they want, then they'll be way more likely to convert. Then just show them some social proof saying, okay. Other people like you already got this result. And then you show them that call to action saying, that there's no risk and try to minimize the commitments and and tell them what the next step is.

Jorge

Yes. The call to action is just, like, go here and do this. And Yeah. Click the bottom there. And they are, like, in sales letters. They were steps like what you are outline outlining in the in the when those dates does this started the direct response, 70 or sixties? Something later.

Pedro

It's it's hard to say because it's something that, you know, people would do in the 1900 just with With, Yeah.

Jorge

I remember.

Pedro

With posters and and stuff like that. So it's very hard to say. I wouldn't really care. It's like the When was the car invented? Some people would say that that, you know, Carl Benz invented the car. So other people would say that the electric car came first. Like, I don't really care. It's a doesn't matter too much. It matters that we now have Cors, and for some reason, they still pollute the our environments.

Jorge

Yeah. Exactly. So what was the the most proud client success story you can share with us. Like, the.

Pedro

Yeah. That's that's a good question. I I mean, whenever the client gets, you know, just follows just follows, you know, just follows the process and implements some stuff exactly how we We worked on and so on. They just they get really good results and I'm always happy to see what what happens. Sometimes I I get even surprised About how good the the results are. So for example, 1 client was spending, like, Had like an ad budget for Facebook ads, and that's all the traffic that they had because it was a a recent company. Because previously they were just selling with the referrals, So they didn't need a a website and they were still doing good money out of it. So they were just wasting money on ads like crazy.

Right? And once they sold the results instead of selling the medium, they started getting way better results because people see they would say Use text messages to recover more cards. So so you can basically recover more revenue when someone, goes to your, checkout process and doesn't finish it. So they were saying use text messages. And people look at that and say, already used email And it's automated, so I don't need it. So no one would convert. And what I did is I showed them the results. Is instead of converting 7%, they would convert 20. Because they were getting 20% conversion rates on recovered cards Super consistently.

I showed them how that was possible, answered their objections. And they went from basically no demos to 5 demos a day and they couldn't get any more, more demos. Also was super proud of Vermetrics recover because we actually did, like, a challenge where we would rewrite like, We'll figure out the problems for the audience. We'll figure out the objections for the audience. Something that I don't do in such a small In such a short period of time just because I wanna, I wanna take my time and do it better with my clients. But we did it as a challenge and do it in, like, 90 minutes on a webinar. And we did and it's like, it's it's doing way better because now it's an irresistible offer. Instead of saying you're gonna use these emails to recover the revenue from failed payments.

Now it says you're losing 9% of Of your MRR due to failed payments. Here's how this add on on your Verimetrics accounts will, fix all of this in, Like 1 hour. You'll probably pay $200 a month for it. But it doesn't matter because if you get a negative ROI, you'll get a month free. And the average ROI that people get on their fee on their plan is 38 times The the what they pay for. And we show results for that. And then you'll see I'll make an extra $5 a month. Will take me 10 minutes, so I don't need to read anything else.

So that made a huge difference as well.

Jorge

Can you explain to the Spanish speaking market. What is Vermetrics Recover is, like, automated, like, if the credit card expires or something. Yeah. They get an automation.

Pedro

Yeah. So so basically, a good part of of churn is whenever the credit card expires or they have insufficient funds or Some miscellaneous bugs that happen in the payments. And it's kinda hard. It's it's It's not exactly hard, but it's a little bit of a pain in the ass to create a paywall. So whenever that they stop paying, they'll stop getting access to the products. Because sometimes they don't build the products around that, and it's more complicated to fix that code. And with parametrics, Recover is like one line of code and you can read it easily right away. There's no way to remind your customers that Like, your credit card will expire in 10 days.

And there's also no other way of, creating a page where you can renew your credit card details. And you can also have it as a white label. So it would show your logo and so on. But you would used Verimetrics backend. And because of that, they'll they will get they'll recover the 9% of revenue that we're losing. So if you're making a 100 k a month, you're probably losing 10 k, due to failed payments.

Jorge

Yeah. That's huge.

Pedro

Yeah. And it's easy to fix. Takes you one line of code and, 10 minutes.

Jorge

Very, very cool. So switch Tyson. Yeah. Exactly. So to switch up years of the interview, and last questions is, other than helping SaaS companies, what is your other questions in in life? Your hobbies?

Pedro

Yeah. I mean, I I just I just like, Yeah. I really like the marketing and the psychology side. So business is obviously a a big part of life. And I really enjoy, you know, helping people, you know, achieving their success. And on the side, I just, ride my lawn work and my skateboard around. And I just like cars a lot, and that's about it. I'm a a simple guy.

Jorge

Very

Pedro

Unfortunately, the cars are very expensive or the ones that I like are not sold here.

Jorge

So Yeah. At Tesla or something like that. Right?

Pedro

Yeah. For some reason, Tesla's weren't sold officially Up until a couple of years ago, they were sold next to electric bikes on some random stores throughout the country. And you have, like, Thousands of them. I don't know how they sell so many. But on the other hand, if I wanna buy a 370 z, which is, No. Simple sports car. They don't sell them here. Like, the fuck? And the and when they do, it costs twice as much.

Instead of costing $30, it costs $70. I I don't get it.

Jorge

Yeah. It's yeah. Also here in Mexico, it's like like, 2, 3 years ago, Tesla started to to get sold, but there are not a lot, but slowly.

Pedro

Oh, here, there are, like, 1,000. And they're and they they cost a shit ton of money. So the model 3 costs 30, begins at 30 k, $30,000

Jorge

Yes.

Pedro

In the US? Right here it begins at 68, €67,000, Which is $75,000. And they are you see them everywhere. Like, everywhere.

Jorge

Well, maybe they are foreign people that don't that don't pay taxes.

Pedro

Probably.

Jorge

Where where can we find you to to see your articles, your videos? Yeah.

Pedro

You can social media. You you can search for my name on LinkedIn, and I'll I'll I'll post there, like, Around 4 times a week. Tons of valuable videos there. You can also find me at www.cortez.design. I have a bunch of articles there. I have, like, a few here as well. And the main people the main thing that people, like about my stuff is the LendingPoint cheat sheet Because I actually have the formula that I use with all my clients, you know, available for free. And the reason why I do it is, one, to show that it's a very Clear process.

And because it's not about the formula and what what the sections are is how well you identify the objections And the results and the programs that people care about. And then you put them on a page. So it's 90 for 93% identifying them And 10% putting them down on a page. So you can put them on the page. You can put the wrong things on a page. And you can use my formula. But, The the real thing is identifying them properly. So that's why Okay.

And people got really good results from doing it themselves. Like, I had a a couple of people got really getting really good results, so it's still surprising. But, yeah, that's the 2 pillars. Explaining it's really well on a page, But first identifying, you know, the things people already actually care about. And I have a bunch of info about that as well.

Jorge

I am I am curious. All these, like, content creation you do in your page and in in LinkedIn make creates, like, traffic to your site to get you demos and strategy sessions.

Pedro

Yes. They are designed for that. Even the post, they are also Follow exactly the same formula. And the secret is I always talk about the programs. Because when I talk about programs, I attract people that have those pro those programs. And because I explained the problems better than they can explain it themselves, They believe that I have the solution. Then I tell them how to fix it during the video. And then I give them the next step, Which is book a call with me.

And if you see, it's the same thing of a as as my landing page formula because the principle is always the same. And it works really well. Like, I post 4 videos a week, and I get 20 to 25 calls a month, for people that wanna become clients. And I'll see I'll assess which ones are a good fit and which ones are not. Probably 80% are a good fit. And then from The ones that are a good fit. I work with due to my trans capacity, I work with about 4.

Jorge

Okay. That's

Pedro

because I only work with the customers.

Jorge

Yeah. And you charge, like, what your your retainer, like, you don't maybe some clients don't have that amount, and they they don't qualify and stuff like that.

Pedro

Yeah. It depends. It also it also is related to that question of, do you really have a product that is better than than others? Because if you don't have that advantage, then there's nothing for me to to help you sell on the page because you're not actually better.

Jorge

And it's an easier job for you to work with the best. Right?

Pedro

Yeah. Because then it just makes everything easier. It makes easier for for me to give them the results. It makes it easier for them because they get the result really fast. Doesn't take any that much work at all. And it's Very rewarding for them because they focus so much time creating this product and people don't understand it. And it's very frustrating When, you know, they feel that.

Jorge

Okay. Pedro, thanks a lot for this interview. I will let you know when it's ready and for you to to review it, to see it, to share it, or whatever. Thanks a lot, and nice to meet you. And, do you want to say something to the Latin American market to the Latin American SaaS market?

Pedro

Yeah. I mean, thanks a lot for for having me. And, I mean, one really good way to to get startups, to to Latin America is if you make your country not pay taxes for the foreigners. So that works.

Jorge

That's a good tip. Thanks a lot Pedro, and see you in in LinkedIn and and messages.

Pedro

Awesome, man. You know, best of luck with the with the podcast. See you then.

Jorge

Thank you. Bye.

Pedro

Cheers. Bye bye.