HOW TO TURN STRANGERS INTO CUSTOMERS SO FAST IT FEELS ILLEGAL

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Key Takeaways

1. Consumption Is Your Golden Ticket
   Modern audiences are jaded. They’ve been over-sold, over-promised, under-served. When they consume an hour or more of truly valuable, relevant content from you, they feel safe enough to say, “Yes, I want to buy.” Without that consumption, they remain cautious—sometimes downright suspicious.
2. Short Form vs. Long Form: Two Sides of the Same Coin
   Short form content (think vertical Reels, TikToks, or quick-hit text posts) knocks out immediate “buying questions” and objections in 60-90 seconds. Long form content (deep-dive videos, extended articles, hour-plus audio) fosters the sense of safety they need to pull out their wallet for a high-value purchase.
3. When People Arrive Educated, Sales Feels Effortless
   If a prospect gets the right content before the call (or before your webinar, challenge, or DM conversation), your sales process becomes a mere checkout. No more hour-long “proof” conversations. Instead, it’s “I’m ready—where do I sign?”
4. Strategic Placement of Content Multiplies Conversions
   Pre-call, post-call, mid-funnel. Drip your short and long form content at these exact intervals. The result? Strangers turn into raving, paying customers in record time.
5. Don’t Be Afraid to Invest a Little to Get Them Consuming a Lot
   Paying a few dollars to get someone to watch hours of your best insights is a steal. You can systematically warm up hundreds (or thousands) of potential buyers with minimal ad spend—and drastically increase your close rates.

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1. Introduction: Speaking From My Second Home

All right, ladies and gentlemen, welcome to this in-depth breakdown on how to convert total strangers into paying customers at lightning speed—so quickly, in fact, that it feels illegal. My name is Jeremy Haynes. In case you’re new to my world, here’s a quick orientation to who I am and why you might want to listen:

• I’ve spent the last decade helping 40+ businesses achieve million-dollar months.
• I talk frequently about advanced marketing topics and high-level ad spend strategies.
• I love speaking from different locations: my first house, my second house, sometimes random locations in the same city—just to show you that I’m living this life, not theorizing about it.

Why mention my second home here? Because if you’re listening to anyone about how to make money, you need to confirm they’re actually making money themselves. Many “gurus” talk from borrowed sets, never from their own places or assets. If they aren’t demonstrating real results in their real life, what on Earth are we doing listening to them?

So, as we gather here in my second home’s dining room, my mission is simple: I want to put you on game for how to accelerate your sales cycle by giving your audience the right content in the right sequence, so they’ll say “Yes” before your sales team ever says “Hello.”

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2. Why Jaded Buyers Need More Content

We’re in an era of hyper-sophistication. Consumers now have been blasted by thousands of ads, funnels, and webinars. They’ve purchased multiple courses and programs—and, in many cases, they’ve been burned by them. The result?

• Trust is at an all-time low among high-value or “sophisticated” segments.
• People need far more reassurance before dropping thousands (or tens of thousands) on a solution.
• Many potential buyers show up to your funnel but are still on the fence, thinking, “Ugh, is this just another empty promise?”

I’ve witnessed this time and time again across the broad swath of businesses I’ve advised. If you’re running a traditional call funnel—where an ad pushes someone to book a call—then you’ve likely seen the fallout:

1. People book the call but don’t show up (lack of perceived value or trust).
2. People show up but force your salesperson to spend the entire time educating them.
3. Your funnel’s cost per booked call seems okay on the front end, but your close rate is abysmal compared to what it could be.

When you realize your audience is not unqualified—just deeply guarded—you’ll find a critical strategy emerges: Feed them high-value content that proves you’re legit, that you can help them, and that you speak their language. This is what tears down their walls.

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3. Consumption Is Key: My Core Philosophy

Years ago, I started hearing a consistent theme from sales teams: “Jeremy, leads that watch your content are so easy to close, while cold leads who’ve only seen a single ad are borderline impossible.”

At first, I thought, “Ah, maybe these sales reps just aren’t skilled enough to handle the completely cold prospects.” But as I investigated deeper, it became clear: when someone has consumed hours of content from you, the call basically turns into a formality—a simple chat about next steps. When they haven’t consumed anything, they’re suspicious and require a barrage of “proof, proof, proof.”

So I coined the phrase: Consumption is key. It’s the notion that if you can engineer a situation where your leads naturally binge your best insights (or at least spend an hour devouring them), they will walk into your sales conversation already convinced that you’re “the one” who can solve their problems.

This concept holds especially true if:

1. You sell into a competitive market where prospects have heard it all before.
2. You’re offering a higher-ticket product or service.
3. You have past or current clients who have truly benefited from your expertise, but new prospects have no clue about it yet.

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4. Short Form Magic: Rapid Answers & Objection Handling

Short form videos—30 to 90 seconds in length—are insanely potent for hooking people in and helping them realize, “Okay, this isn’t some run-of-the-mill hype. This is high-level insight that’s relevant to me.”

Why short form works so well:

• Immediate Answers: If someone has an obvious question, like “Will your XYZ program handle my problem A?” you can clarify that in a short clip.
• Repeat Branding: Short form is easy to flood across multiple platforms—Facebook Reels, Instagram Reels, TikTok, YouTube Shorts, etc. Buyers see your face, your brand name, your ideas repeatedly.
• Build Curiosity Fast: They see a quick tip, try it, get a small result, and think, “Maybe this person’s got more.”

I developed something called the “Hammer Them” strategy precisely because short form is perfect for repeated touches. Picture a massive wave of 30, 40, or 50 short clips in front of your ideal prospect for days or weeks on end. You answer question after question, quell objection after objection. By the time they think, “I wonder if this is real,” you’ve already hammered them with direct social proof or advanced-level instructions—in under a minute each time.

But short form alone isn’t enough to overcome truly deep-rooted skepticism. Yes, it can warm them, can get them excited, can prove you exist. Yet real trust that commands thousands of dollars in spend often requires more in-depth content.

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5. Long Form Power: Creating Safety in Decision-Making

Where short form meets immediate curiosity, long form provides that comfortable, “I’m in the right place” vibe. Long form can be an hour-long video, a 2-hour in-depth podcast, a thorough article with case studies, or even a 3-hour “challenge funnel” session. It’s essentially content that demands a serious time investment on the consumer’s part.

Here’s why long form matters so much:

1. It’s Difficult to Fake Depth: When you speak for 60+ minutes (and keep it valuable), people recognize you know your stuff. It’s not just a snippet; it’s thoroughness.
2. Safety & Confidence: Jaded buyers have a sense that “everyone has a slick funnel or a decent ad.” But not everyone provides rich content that solves real problems upfront. Once they realize your hour-long discussion or article tackled their biggest pain points and gave actionable solutions, they can’t help but feel safe trusting you with more.
3. Becoming “Their Person”: Think about how we discover new TV shows. You watch a pilot episode (short content), you love it, then you end up binging the entire season (long form). By the end, you feel a deep connection. This is precisely how your audience feels when they binge your best material.

I did a live test at one of my masterminds: I asked everyone who initially found me through YouTube, “How many of my videos did you watch before deciding, ‘Jeremy’s my guy, I’m buying something from him’?” The pattern was crystal clear: it took about six videos on average for them to trust me enough to open up their wallets. Not six short clips—six long form videos. Some were 5-10 minutes, others were 20-30 minutes, and some soared beyond that. That repetition of deeper content sealed the deal.

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6. Hammer Them: The Dual-Content Strategy

Originally, the Hammer Them strategy meant pounding your audience with short form content—a wave of 30, 40, or 50 quick-hit vertical videos retargeted to them as soon as they’d shown interest in your call funnel, lead form, or whatever. It worked wonders: sales teams came back praising the “new, better leads” who showed up to calls basically stating, “I’ve seen so many of your short clips, I already know you can solve my problem.”

But as markets evolved and as we targeted more sophisticated or high-end buyers, we found that some of them still needed more in-depth “show me” content. So we layered in a new dimension:

1. Short Form Hammer Them: Keep hitting them with 30- to 90-second videos that address typical buyer concerns, highlight quick wins, and reaffirm your presence.
2. Long Form Hammer Them: Offer them your 10-, 15-, 30-, or even 60-minute deep dives and actively retarget them to watch. The moment they show serious interest (like booking a call or registering for a webinar), they start seeing your longer videos or resources.

This multi-layer approach solves two problems:

• Immediate Skepticism: “Is this a scam or is this real?” quickly handled by short form.
• Deeper Fear or Distrust: “But will it really work for me?” softened and alleviated by thorough content that demonstrates your entire process and genuine expertise.

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7. When & Where to Inject the Content

Now, let’s talk positioning—where and when you drop these content bombs so that your leads have no choice but to get more comfortable with you:

1. Immediately After They Opt In or Book a Call:
   • Once they fill in a form or schedule a call, they land on a thank-you page. You might say, “While you wait for your call, watch these two videos,” or “Check out this exclusive training.”
   • On the ad side, you retarget that “booked call” audience with short + long form content for the next few days. They see more and more of your brand and approach.
2. Between the First & Second Call:
   • If they don’t close in one shot, you assume they need more time, more answers, or more trust. This is when you hammer them again with an intense combination of short form (objection-busting, clarifying content) and long form (deep, “I’m your safe place” content).
   • The next time they hop on a call, it’s not an educational session; it’s an “I’m ready, let’s talk details” scenario.
3. Pre-Webinar & Post-Webinar:
   • If you’re a webinar person, you can warm them in advance using short form ads that tease “mini insights” and direct them to watch bigger content pieces, so by the time they hit your webinar, they’re already leaning in with an open mind. After the webinar, they might still have questions, so funnel them into your longer materials again.

Remember: jaded buyers need multiple angles of trust-building. Hitting them with that hammered approach at just the right intervals meets them where they are.

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8. “Venus Fly Trap 2.0”: Sequencing Ads for Maximum Buy-In

Let me lift the curtain on a behind-the-scenes strategy I’ve rolled out inside my Inner Circle called the Venus Fly Trap 2.0. This system uses a multi-step content distribution approach to ensure your perfect buyer is mesmerized, educated, and ready by the time they see your direct offer.

Here’s a high-level (but still valuable) breakdown:

1. Step One – Content-Heavy Intro
   • You run ads that show your top 3–5 pieces of short OR medium-length content. These might be 5- to 10-minute pieces that offer immediate insights. The viewer can pick whichever resonates, or the platform’s algorithm does the matching.
2. Step Two – Sequential Deeper Content
   • If someone watches, say, 50% or 75% of that first piece, they get “unlocked” for a second batch of videos. Now they’re seeing more advanced or complementary topics you cover.
   • By the time they’ve gone through two sequences, they’ve already invested quite a bit of attention, which drastically boosts their trust.
3. Step Three – Offer Placement
   • Now that they’re comfortable and understand your value, they see your direct response ad or your pitch to schedule a call or claim a spot in your program. Because you’ve thoroughly primed them, they become far easier to convert.

Why “Venus Fly Trap”? Because prospects happily wander through the sequence of valuable content, feeling served and educated. And only once they’re comfortable does the direct offer appear—at which point they can’t resist taking the next step.

I emphasize that the 2.0 version is more robust than my original “content ad strategy” because it layers in brand-new ways to measure consumption time, plus an optional wave of short form. It’s still early in the mass rollout, but initial testing shows incredible potential. We’re seeing a higher watch time, a higher “this is my guy/gal” factor, and better call show-up rates.

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9. From Education Call to Easy Close: Transforming Your Team

A buddy of mine who runs a large sales organization said it best:

“What kills the sale is them coming to the call for education.”

If they haven’t been exposed to your deeper material yet, they’ll ask your salesperson a million questions just to feel safe. Your rep essentially becomes a teacher for half an hour, or 45 minutes, or even an hour, before they can actually get to “the close.” This is exhausting, time-consuming, and risky, because if the rep can’t deliver the perfect mix of teaching, empathy, and persuasion, that sale is gone.

But if your lead has already consumed 45+ minutes of you dropping knowledge bombs—whether it’s a thorough “how to run a multi-platform ad campaign” breakdown, a detailed tutorial on your system, or a behind-the-scenes look at your client success blueprint—then by the time they reach your rep, they’re not there for education. They’re there for a final handshake.

This is the ultimate power move—turning your closers into cashiers. Instead of them having to fight the uphill battle, they simply confirm, finalize details, and guide the buyer across the finish line. It might sound too good to be true, but believe me, with consistent, high-quality content consumption leading up to the call, you’ll see the shift.

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10. That $1.70 Example: Unbelievable ROI on Trust-Building

Let’s hit you with a crazy number. I once tested a nearly 2-hour piece of content (yep, 1 hour and 55 minutes) to see how cheaply I could get someone to watch 95% of it. The cost turned out to be about $1.70 per near-complete view.

Think about that: less than two bucks to have a prospect watch almost two full hours of your best knowledge, your proven frameworks, your testimonials, your face, your voice, your story. Talk about forging trust at scale.

Even if they watch only half that piece, that’s still ~60 minutes of in-depth, high-level content they’ve consumed. How much more qualified do you think they’ll be than someone who only saw a single 30-second ad? The difference is like night and day.

Let’s say you want them to consume at least 6 solid pieces—maybe you have them watch 4 shorter ones and 2 meaty ones. Your total ad cost might come out to, say, $10 or $15 in remarketing. But if you’re selling a $5,000 or $10,000 program, that’s a tiny investment for the level of trust you build. And that’s the reason we keep hammering on “consumption is key.”

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11. Key Implementation Tips: Avoiding Pitfalls & Burnout

1. Don’t Overcomplicate Your Content Creation
   You don’t have to film a brand-new hour of content every day. You can repurpose content you’ve already made—break down your existing podcasts, repackage your past webinar trainings, or condense old Zoom calls where you delivered gold for a client. Turn them into a curated “library.”
2. Keep Your Team in the Loop
   Ensure your salespeople know about the content you’re pushing. If the lead references a certain video, your salesperson should be able to say, “Yes, that was from our [ABC training]. Which part stood out for you?” This alignment makes you look polished.
3. Use Separate Campaigns for Short & Long Form Retargeting
   In my approach, short form and long form each get their own campaigns. That’s so we can track results, control budgets, and refine which topics create the biggest impact. If you lump everything into one place, you lose data clarity.
4. Adjust Time Windows Wisely
   If you’re not yet at a massive scale, you might not have 100 call bookings a day to retarget. So broaden your audience window—maybe everyone who booked a call in the last 30 days. If they haven’t purchased yet, they’re fair game for hammering.
5. Be Realistic about Live Events
   Challenges or webinars can absolutely work wonders, but they demand energy and time. If you have the stamina and the desire, go for it. But if you’d rather not rely on multiple live sessions a week, double down on your “evergreen library” of short form and long form content, and push it with retargeting.
6. Don’t Expect 100% Perfection
   Some prospects still want your sales reps to rehash things they could have learned in your content. That’s human nature. The key is to reduce this group to as small a minority as possible. If 70% or 80% of your calls become near-instant closes, you’re winning in a big way.

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12. Closing Thoughts: Turn Strangers into Customers, Fast

Sophisticated audiences won’t be swayed by hype alone. They’ve heard all the promises and, quite frankly, they’ve been burned. They show up with an invisible scoreboard in their head: “Who can I trust? Who’s actually showing me enough value before I open my wallet again?”

Your job is to remedy that. Content is the currency of trust. And if you distribute that content at the right times (immediately after they book a call, right before the call, post-call if they didn’t close, or in a structured ad sequence), you’ll find your close rates skyrocketing.

Putting It All into Practice

• Create or gather about a handful of short form videos. These should be super punchy and address the top five to ten objections or questions your leads tend to have.
• Identify two to three long form pieces (15 minutes, 30 minutes, or an hour—or more) that absolutely crush the biggest doubts and show your unique angle, personality, and solutions.
• Retarget leads who have taken specific steps—like scheduling a call or watching the first video—to systematically drip more valuable content on them.
• Watch your no-shows shrink. Watch your “I’m just here to learn…” calls morph into “I’ve seen enough, I’m ready to buy.”

Once your funnel systematically educates and warms people, your closers can relax. Your marketing spend goes further. Your business starts scaling to those fabled million-dollar months if you sustain your ad budget and refine your approach. It feels illegal how fast a complete stranger can become a paying customer when you dial in this consumption strategy. But it isn’t. It’s just smart marketing.

So, take my experience—both from hitting million-dollar months myself and helping 40+ clients do the same—and implement what I’ve outlined. Hammer your leads with the right short form content for quick wins, back it up with long form content to instill deep trust, and let your sales calls turn from nerve-wracking marathons into easy confirmations. Your prospective buyer’s trust meter will shoot from zero to a hundred, and that’s how you’ll convert total strangers into loyal customers with lightning speed.

Go out there, get richer, and remember: “Consumption is key.” If you execute on that single principle—infusing your funnel, your ads, your retargeting with robust, helpful, value-packed content—everything changes. Leads become believers. Believers become buyers. And once that momentum catches, you’ll have an engine that scales so effectively, you’ll wonder why you didn’t do this sooner.

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Now it’s your turn.
Implement these concepts. Get those leads consuming. Reap the rewards of near-instant conversions. Your future million-dollar months are waiting on the other side of strategically deployed short and long form content. Let’s make it happen.