How to go from 0 to $5M ARR profitably (step by step)

如何从 0 到 $5M ARR 有利可图（逐步）

Here is every growth hack we used for each of our distribution channels: 以下是我们用于每个分销渠道的所有增长技巧：

• Organic Short-form content
• Influencer Marketing
• SEO
• Paid Ads
• 有机短格式内容 - 影响者营销 - 搜索引擎优化 - 付费广告 Organic Short-form content 有机短格式内容 The most important thing to remember in this new age of social media is that follower counts don’t matter at all 在这个社交媒体的新时代，要记住的最重要的事情是，粉丝数量根本不重要 I would unironically sponsor a fresh account made this week vs a YouTuber with a million subs if they had similar views and I don’t even think it’s a controversial opinion 毫不讽刺地，我会赞助一个本周制作的新帐户与一个拥有 100 万订阅者的 YouTuber 有相似的观点，我什至不认为这是一个有争议的观点 (especially when you consider that the famous YouTuber will charge you potentially 30x more for less results, but I would maybe even choose the new account if they were the same price) （尤其是当你考虑到著名的 YouTuber 可能会以更少的结果向你收取 30 倍的费用时，但如果它们的价格相同，我甚至可能会选择新帐户） The reason being that new accounts are highly volatile and if you put out a great engaging piece of content then it could easily go viral regardless of how many followers you have 原因是新帐户非常不稳定，如果您发布一个引人入胜的精彩内容，那么无论您有多少关注者，它都很容易传播开来 But rather than finding and sponsoring these new accounts in your niche, you can just create these accounts yourself 但是，与其在您的利基市场中寻找和赞助这些新帐户，不如自己创建这些帐户 You just need to follow this basic format:

1. Find a face for your account
2. Craft a viral video ‘series’
3. Multiply your accounts 您只需要遵循以下基本格式： 1. 为您的帐户找到一张面孔 2.制作一个病毒式视频“系列” 3.增加您的账户 What would happen if BTS made a new TikTok account and started posting? 如果 BTS 创建一个新的 TikTok 帐户并开始发帖会发生什么？ All videos on the new account would immediately go viral because the algo would push the videos back to their fans 新帐户上的所有视频都会立即传播开来，因为算法会将视频推送回给他们的粉丝 Despite having zero followers, this new TikTok account will ‘behave’ as though it has hundreds of millions of followers 尽管粉丝为零，但这个新的 TikTok 帐户将“表现”得好像它拥有数亿粉丝 One great hack is to find someone who already has an audience of people that you know will convert, then ask them to create a completely new account to posts videos about your product 一个很好的技巧是找到已经拥有您知道会转化的受众的人，然后要求他们创建一个全新的帐户来发布有关您的产品的视频 This is an amazing hack because creators are usually very open to this idea because it doesn’t dilute their main page, it’ll be way cheaper to pay for 20 videos on a new account every month vs 20 sponsored posts on their main account, and it’ll get way better results 这是一个了不起的技巧，因为创作者通常对这个想法持开放态度，因为它不会稀释他们的主页，每月在新帐户上支付 20 个视频的费用比在他们的主帐户上支付 20 个赞助帖子要便宜得多，而且效果会更好 For example we found a creator named Mengmengduck whose entire account at the time was teaching students how to write to employers and we paid him $4000 for 20 videos/mo 例如，我们找到了一个名叫 Mengmengduck 的创作者，他当时的整个帐户都在教学生如何给雇主写信，我们向他支付了 4000 美元，每月 20 个视频 In our first month we got 7 million+ impressions, just as expected the videos on the brand new account were being pushed to the followers on his main account 在我们的第一个月，我们获得了 700 万+ 的展示量，正如预期的那样，全新帐户上的视频被推送给他主帐户上的关注者 When you get a new creator just follow this basic guideline:

• Repost vids on all platforms (Reels, TikTok, YT Shorts)
• Post 1+ videos per day
• Initially, post vids similar to what the influencer posts on their main account, then start experimenting with videos that feature your product
• We paid $4000/mo for MMD who had 500k followers, but you can get someone cheaper for similar results! 当您获得新的创作者时，只需遵循以下基本准则： - 在所有平台（Reels、TikTok、YT Shorts）上转发视频 - 每天发布 1+ 视频 - 最初，发布类似于影响者在其主帐户上发布的视频，然后开始尝试以您的产品为特色的视频 - 我们为拥有 400k 粉丝的 MMD 支付了 500 美元/月， 但是你可以找更便宜的人来获得类似的结果！ The entire goal when working with your creator is to find a viral “series” because a video that goes viral once will go viral again 与您的创作者合作时的全部目标是找到一个病毒式的 “系列”，因为一次病毒式传播的视频会再次传播 You want a video that you can basically tweak slightly and repost multiple times a week that is still fun for the audience 你想要一个基本上可以稍微调整并每周多次转发的视频，这对观众来说仍然很有趣 Once you find a viral series, you can start creating new accounts but this time you don’t need to work with big creators, you can just find charismatic UGC creators because you’ve found content that is engaging and poised to go viral 一旦你找到了一个病毒式的系列，你就可以开始创建新帐户，但这次你不需要与大创作者合作，你可以找到有魅力的 UGC 创作者，因为你找到了引人入胜并准备传播开来的内容 Currently, we have about 5 different Jenni AI accounts all posting similar content 目前，我们大约有 5 个不同的 Jenni AI 帐户，它们都发布了类似的内容 Many of our accounts have tens or sometimes just hundreds of followers and they just repost stuff from our main account 我们的许多帐户都有数十或有时只有数百名关注者，他们只是从我们的主帐户转发内容 In some cases, the account with 48 followers gets MORE views than our main account with 55k followers…even when posting identical videos 在某些情况下，拥有 48 名关注者的帐户比我们拥有 55k 关注者的主帐户获得更多的浏览量…即使发布相同的视频 Examples of viral series:

1. A guy tries to see how many sticks of spaghetti it takes to hold his weight. Then he tries to see how many coat hangers. Then he tries to use sheets of paper. Etc etc. All the same video, minimal effort but will go viral every time. 病毒式系列的例子：1. 一个人试图看看需要多少根意大利面来保持他的体重。然后他试图看看有多少个衣架。然后他尝试使用纸张。等等等等。所有相同的视频，最小的努力，但每次都会传播开来。
2. A guy drinks a cup of milk for every 1000 followers he has. Everyday it’s the same video where he drinks milk but people continually tune in because they want to see him suffer and drink hundreds of cups of milk. Will go viral every time.
3. 一个人每 1000 个粉丝就喝一杯牛奶。每天都是同一个视频，他喝牛奶，但人们不断收看，因为他们想看到他受苦并喝数百杯牛奶。每次都会病毒式传播。
4. For us we had “POV you have an essay due” and it was just a ridiculous plot of someone realising they have an essay due while they are taking a shit or right before they sleep or w/e and it always ended with them using Jenni AI to help them write their essay faster. Same video, slightly different 10 second intro each time.
5. 对我们来说，我们有 “POV 你有一篇论文到期”，这只是一个荒谬的情节，有人在拉屎时或在睡觉前或 w/e 之前意识到他们有一篇论文到期，它总是以他们使用 Jenni AI 帮助他们更快地写论文而告终。相同的视频，每次的 10 秒介绍略有不同。 Thinking of new viral video ideas are so hard, so just try to think of tweaking your few winning videos into “series” and just think about prolonging the lifespan of your content 思考新的病毒式视频创意非常困难，所以试着考虑将你的几个获奖视频调整成 “系列”，并考虑延长你的内容的生命周期 The order of virality:
6. Have one account on each platform (TikTok, Instagram, YT shorts) and experiment with a ton of hooks and video ideas 病毒式传播的顺序：1. 在每个平台（TikTok、Instagram、YT 短片）上拥有一个帐户，并尝试大量的钩子和视频创意
7. Eventually you’ll get a video that goes viral after enough experimentation
8. 最终，你会得到一个经过足够多的实验后传播开来的视频
9. Experiment and somehow turn that video into a “series”
10. 实验并以某种方式将该视频变成一个“系列”
11. Start tweaking and posting this “series” on multiple accounts
12. 开始调整并在多个帐户上发布此“系列”
13. Translate and create the same video with creators that speak Chinese, Spanish, etc
14. 与会说中文、西班牙语等的创作者一起翻译和制作相同的视频
15. Take the really mega-viral videos and sponsor other pages to repost them
16. 拍摄真正的超级病毒视频并赞助其他页面转发它们
17. Use the mega-viral content for paid ads
18. 将大型病毒式内容用于付费广告
19. Eventually enough copycats will copy your video series and it’ll get played out and you restart at step 1
20. 最终，有足够多的模仿者会复制你的视频系列，它会被播放出来，你从第 1 步重新开始 Our video series “POV: You have an essay due” has probably generated 300 million+ views overall 我们的视频系列“POV：你有一篇论文到期”可能已经产生了 3 亿+ 的观看次数 It was essentially the same video over and over, multiple times a week, yet they consistently went viral 基本上是一遍又一遍的相同视频，每周多次，但它们始终如一地传播开来 That one video series made us over half a million dollars, and it was one of several video series’ that we were able to cook up 那个视频系列为我们赚了超过五十万美元，这是我们能够制作的几个视频系列之一 Influencer Marketing 网红营销 Find influencers 寻找影响者

• Go to your users’ Instagram and see which influencers they are following. This should be easy if you’ve done user interviews correctly, if you have no social media handles of your users you should actually befriend your users and get to know them on a deeper level or you’re not going to make it
• 转到用户的 Instagram 并查看他们关注了哪些影响者。如果你正确地完成了用户访谈，这应该很容易，如果你没有用户的社交媒体账号，你实际上应该与你的用户交朋友，并在更深的层次上了解他们，否则你不会成功
• Do this for several users and eventually you will find some influencers that are ‘popular’ among your target user demographic. Find these influencers and follow them all, it’s okay you only need 1-3
• 为多个用户执行此操作，最终您会发现一些在目标用户群体中“受欢迎”的影响者。找到这些影响者并关注他们，没关系，你只需要 1-3 个
• Go to these influencer’s profile and click “suggested similar accounts” and you’ll get an easy list of hot leads that you can sponsor (you can continue to do this recursively for each new influencer that you find)
• 转到这些影响者的个人资料，然后单击“建议的类似帐户”，您将获得可以赞助的热门潜在客户的简单列表（您可以继续为您找到的每个新影响者递归执行此操作）
• Also, be sure to see what hashtags these influencers are using when they post and then follow those hashtags as well
• 此外，请务必查看这些影响者在发帖时使用的主题标签，然后也关注这些主题标签
• Once you have a list of influencers, create a new Instagram/TikTok account and manually follow & watch their videos all the way through and the algorithm will start automatically showing relevant influencers to you that you can then reach out to (this is a great way to lower the risk of getting scammed because the videos that show up organically on your FYP are less likely to be accounts that have bought followers/views)
• 一旦你有了影响者的列表，创建一个新的Instagram/TikTok账户并手动关注并全程观看他们的视频，算法将开始自动向你展示相关的影响者，然后你可以联系他们（这是降低被骗风险的好方法，因为在你的FYP上自然出现的视频不太可能是购买了关注者/浏览量的账户）
• On your new account, you want to be on the hunt for smaller influencers, if a new-ish account has multiple videos with 100k+ views, it’s absolute GOLD
• 在您的新帐户上，您想寻找较小的影响者，如果一个新帐户有多个视频，观看次数为 100k+，那绝对是黄金
• Once you have a list of influencers who you are ready to partner up with, you can begin reaching out to them
• 一旦您有了一份准备与之合作的影响者名单，您就可以开始联系他们 Reach out to influencers 联系影响者
• DMs > emails = higher response rate (at least for us)
• DM > 电子邮件 = 更高的回复率（至少对我们来说）
• All messages need to be as detailed and tailored as possible, but most importantly as CONCISE as possible. This balance is hard but you’ll get a better feel for this as you notice what gets ignored and what doesn’t
• 所有消息都需要尽可能详细和量身定制，但最重要的是尽可能简洁。这种平衡很难，但您会注意到哪些被忽略，哪些没有被忽略，您会对此有更好的感觉
• Demonstrate that you’re genuinely a fan of their content and that you’re excited to partner up. This is such a low bar but few founders actually put in the effort.
• 证明您是他们内容的真正粉丝，并且您很高兴能合作。这是一个如此低的门槛，但很少有创始人真正付出努力。
• Why should they partner with you? Why will their audience love your product? Don’t talk about dumb shit like how many employees your company has or what round of fundraising you’re at (I suggest not talking about those vanity metrics in any situation, but I digress)
• 他们为什么要与您合作？为什么他们的受众会喜欢您的产品？不要谈论像你的公司有多少员工或你正在进行哪一轮筹款之类的愚蠢事情（我建议在任何情况下都不要谈论那些虚荣指标，但我跑题了）
• Make sure to indicate somewhere in the message that this is obviously a PAID promotion, influencers are constantly inundated by people who are begging them for free shoutouts or weird affiliate partnerships
• 确保在消息中的某处表明这显然是付费促销活动，有影响力的人经常被乞求他们免费喊叫或奇怪的联盟合作伙伴关系的人淹没
• Expect more than 50% of influencers to not respond, but this % is very volatile depending on what industry you’re in, and how cool/well-known your product is
• 预计超过 50% 的网红不会回应，但这个百分比非常不稳定，具体取决于你所在的行业，以及你的产品的酷炫程度/知名度
• The good news is, as more influencers talk about your product it gets easier and easier to convince them to promote your product because they have heard of it before (unknown products could be risky or straight-up scams)
• 好消息是，随着越来越多的影响者谈论您的产品，说服他们推广您的产品变得越来越容易，因为他们以前听说过它（未知产品可能是有风险的或直接的骗局） Negotiate 谈判
• The highest priority is to align the incentives between you and the influencer. You should both want a banger video that converts
• 最优先的事项是协调您和圈内达人之间的激励措施。你们都应该想要一个可以转换的 banger 视频
• Never pay upfront for videos (pay half upfront at most). Most influencers are fantastic people but some influencers will just try and drop a half-ass video once they get their check
• 切勿为视频预先付费（最多预付一半）。大多数有影响力的人都是很棒的人，但有些有影响力的人一旦收到支票，就会尝试放弃一个半屁股的视频
• Try to split the payment so that some % comes from the number of conversions that they bring (you can track this via coupon code or UTM link). If they don’t want to do that, try to at least have some affiliate bonus
• 尝试拆分付款，以便一些 % 来自他们带来的转化次数（您可以通过优惠券代码或 UTM 链接进行跟踪）。如果他们不想这样做，请尝试至少获得一些会员奖金
• Ask for their viewer demographics see which countries are viewing their content and compare that with the conversion rates of those countries for your product
• 询问他们的观众人口统计数据，看看哪些国家/地区正在查看他们的内容，并将其与这些国家/地区对您产品的转化率进行比较
• See previous sponsored content that they’ve posted and see how those videos performed vs their usual content
• 查看他们之前发布的赞助内容，并查看这些视频与通常内容相比的表现如何
• Negotiate the deal so that either they only receive some/all of the payment if it reaches a certain # of views (or a certain # of coupon code redemptions)
• 协商交易，以便他们仅在达到一定 # 次观看（或达到一定 # 次优惠券代码兑换）时收到部分/全部付款
• Don’t listen to these absolute garbage articles that tell you to pay based on the number of subscribers/followers that they have. The sole question you should be asking is, will they convert or will they not (at least in the early stage of your startup).
• 不要听这些绝对垃圾的文章，这些文章告诉您根据他们拥有的订阅者/关注者数量付费。您应该问的唯一问题是，他们会转换还是不会转换（至少在初创公司的早期阶段）。 Post content 发布内容
• You can’t use a general content strategy for all of your influencer partnerships because each influencer has a certain type of content that their audience likes. Your content can’t deviate too far from it or else it will have terrible watch times and you’re basically paying for a dud
• 您不能对所有影响者合作伙伴关系使用通用内容策略，因为每个影响者都有其受众喜欢的某种类型的内容。您的内容不能偏离它太远，否则它的观看时间会很糟糕，您基本上是在为无用的东西付费
• If you don’t have experience with social media or making engaging content, just let the influencer make the video and then you approve it (after aligning your incentives, as we discussed in the last step)
• 如果您没有社交媒体或制作引人入胜的内容的经验，只需让影响者制作视频，然后您批准它（在调整您的激励措施后，正如我们在上一步中讨论的那样）
• One important note is that views are irrelevant, we’ve had videos that got 30 MILLION views and gave us barely any conversions, whereas a video with 50k views converted like hotcakes. The video should make the viewers excited about what you’ve built not just have them hear what you made and then forget about it the second they scroll to the next video on their For You Page
• 一个重要的注意事项是观看次数无关紧要，我们的视频获得了 3000 万次观看，几乎没有给我们带来任何转化，而具有 50k 观看次数的视频则像热蛋糕一样转化。该视频应该让观众对您构建的内容感到兴奋，而不仅仅是让他们听到您制作的内容，然后在他们滚动到 For You 页面上的下一个视频的那一刻就忘记了它 -When in doubt, don’t be afraid of your video looking like a straight-up ad, even if it gets less views it will convert better than an influencer casually talking about your product for 15 seconds in a random “Day in the life” vlog
• 如有疑问，请不要害怕您的视频看起来像一个直截了当的广告，即使它的观看次数较少，它也会比影响者在随机的“生活中的一天”视频博客中随意谈论您的产品 15 秒的转化率更高 Final tips 最后提示
• The biggest risk with influencer marketing is sponsoring a dead video or a video that gets a few hundred views or a few thousand views in low-converting countries. For that reason, make a portfolio of bets instead of hunting for the perfect deal. Do not allocate all of your marketing budget to a few large influencers
• 影响者营销的最大风险是赞助一个死视频或在低转化率国家获得几百次观看或几千次观看的视频。出于这个原因，进行投注组合，而不是寻找完美的交易。不要将所有营销预算分配给少数大型影响者
• If the account has high conversion potential, but the first video flops, don’t be afraid to run it back again (often times you can get a better rate on the second video if the first video does poorly)
• 如果该帐户具有很高的转化潜力，但第一个视频失败了，请不要害怕再次运行它（通常，如果第一个视频表现不佳，您可以在第二个视频上获得更好的比率）
• You should be casting a large net and then doubling down on the winners and gathering data to get better at predicting which influencer would be great to sponsor
• 您应该撒下一张大网，然后在获胜者身上加倍投入并收集数据，以更好地预测哪个影响者最适合赞助
• One good influencer partnership can make up for several influencer partnerships with negative ROI
• 一个良好的网红合作伙伴关系可以弥补几个投资回报率为负的网红合作伙伴关系
• The ultimate goal is to build out your influencer marketing arm and then bring on somebody to help run it so you can focus on other aspects of growth.
• 最终目标是建立您的影响者营销部门，然后聘请某人来帮助运营它，以便您可以专注于增长的其他方面。
• You need to have all of your insights and data figured out so that when you bring somebody on, they can take your insights and devote all of their time to become even better than you are at influencer marketing.
• 您需要弄清楚所有的见解和数据，以便当您带人加入时，他们可以接受您的见解并投入所有时间，变得比您在影响者营销方面更好。 SEO 这 SEO is a tricky one because it can take so long to see results SEO 是一个棘手的问题，因为可能需要很长时间才能看到结果 That’s why I would never start with SEO because in the early-stages you want fast feedback cycles and SEO is the furthest from it 这就是为什么我永远不会从 SEO 开始，因为在早期阶段，你想要快速的反馈周期，而 SEO 离它最远 But the flip side is, when you really need SEO, you probably should’ve started on it 6 months prior to that point 但另一方面，当你真的需要 SEO 时，你可能应该在那之前 6 个月开始 For that reason my ideal order of what growth channels I would focus on is: Organic Short-form -> Influencer Marketing -> Paid Ads 出于这个原因，我关注的增长渠道的理想顺序是： 有机短篇 -> 影响者营销 -> 付费广告 And at any point when I felt like I had a deep understanding of who my powers users were I would start work on SEO and do it concurrently with whatever growth channel I was working on at that point in time 在任何时候，当我觉得我对我的强大用户是谁有深入的了解时，我就会开始从事 SEO 工作，并与我当时正在从事的任何增长渠道同时进行 Here are some growth hacks for when you do start SEO work: 以下是您开始 SEO 工作时的一些增长技巧：

1. Taking featured snippets
2. 获取精选摘要 Sometimes you’ll be ranking low on the first page, not getting much traffic. Pushing yourself to the top of the page can take a lot of effort and investment, but there’s a way to get there almost immediately. If the search term you’re looking to rank for has a featured snippet, you can often easily take over the first spot by just tweaking your content to answer the query more precisely. 有时你会在第一页上排名较低，没有获得太多流量。将自己推到页面顶部可能需要大量的努力和投资，但有一种方法可以几乎立即到达那里。如果你想要排名的搜索词有精选摘要，你通常可以通过调整你的内容来更准确地回答问题，从而轻松占据第一名。 The chances are your content already answers the question well enough, but it’s just not written in a way that Google realizes it. Use definitive phrases like “The answer is Yes, you can do X”. Use bulleted or ordered lists to make the answer concise and clear. 你的内容很可能已经很好地回答了这个问题，但它的编写方式没有让 Google 意识到。使用确定的短语，例如“答案是肯定的，您可以做 X”。使用项目符号列表或有序列表使答案简洁明了。 To find these opportunities, you can plug your domain into a tool like Ahrefs, Semrush or Search Atlas and filter the keywords you are ranking for by the SERP containing a featured snippet. 要找到这些机会，你可以将你的域名插入 Ahrefs、Semrush 或 Search Atlas 等工具中，并通过包含精选摘要的 SERP 过滤你正在排名的关键词。 To keep it simple:

• Plug your domain into SEO tool (ahrefs, semrush, searchatlas)
• Look at keywords you’re ranking for already
• Filter results by the criteria of containing a featured snippet in the results
• Tweak your content to answer the query in the best way possible
• Jump from position 3-10 to 1 简单来说： * 将你的域名插入 SEO 工具（ahrefs、semrush、searchatlas） * 查看你已经排名的关键词 * 根据结果中包含精选摘要的标准过滤结果 * 调整你的内容以尽可能最好的方式回答查询 * 从第 3-10 位跳到第 1 位

2. Increasing brand name searches Brand searches helps legitimize your startup in Google’s eyes and will help your content be seen as “trustworthy”.
3. 增加品牌搜索 品牌搜索有助于在 Google 眼中使您的初创公司合法化，并有助于您的内容被视为“值得信赖”。 With this in mind, for your SEO you should be engaging in other marketing activities that necessitate brand searches. 考虑到这一点，对于您的 SEO，您应该参与其他需要品牌搜索的营销活动。 To keep it simple:

• When doing organic social media marketing, encourage users to search out for your brand name instead of directly typing in the URL
• When doing paid social marketing, utilizing view-through or engaged-view conversions to still track conversions made via Google searches so you can still optimize the social campaigns while reaping the SEO benefit. 简单来说： * 在进行有机社交媒体营销时，鼓励用户搜索您的品牌名称，而不是直接输入 URL * 在进行付费社交营销时，利用浏览或参与式转化来跟踪通过 Google 搜索进行的转化，这样您仍然可以优化社交活动，同时获得 SEO 好处。

3. Make it easy for search engines to understand your website Search engines have gotten a lot better at understanding messy websites, but that doesn’t mean you shouldn’t make it as easy as possible for them.
4. 让搜索引擎更容易理解你的网站 搜索引擎在理解凌乱的网站方面已经有了更好的帮助，但这并不意味着你不应该让它们尽可能容易。 Adding schema to your pages and giving clear cut definitions to your content can make it incredibly clear to any bots crawling your site what your site is about and what it is doing. 向页面添加架构并为您的内容提供明确的定义可以让任何爬取您网站的机器人都非常清楚您的网站是关于什么的以及它在做什么。 The more the better, we’ve had a lot of limitations with this as we’re using Framer and we’ve found some types of schema quite hard to implement. However, we’ve done what we can and any type of schema is better than nothing (as long as it’s accurate) 越多越好，我们在使用 Framer 时遇到了很多限制，我们发现某些类型的模式很难实现。但是，我们已经做了我们能做的事，任何类型的 schema 都比没有好（只要它是准确的） To keep it simple:

• Add relevant schema to any page that is suitable
• Mark up your landing pages with FAQ data, mark up your blog posts with article data. 简单来说： * 将相关架构添加到任何合适的页面 * 用常见问题解答数据标记你的着陆页，用文章数据标记你的博客文章。

4. Accurately estimate your ROI from search engines It’s been a long time since Google allowed us to see which keywords led to conversions in Google Analytics, however it’s super important to get as accurate of a picture as possible.
5. 准确估计你从搜索引擎获得的投资回报率 谷歌已经很久没有允许我们在 Google Analytics 中看到哪些关键词导致了转化，但是尽可能准确地获得图片非常重要。 Many people will simply look at reports and anything under the “organic” or “search engines” column, they’ll count as an SEO conversion. But that’s simply not true, and it severely misinforms you. By the nature of the tracking, it’s impossible to differentiate between branded conversions and non branded conversions with SEO. 许多人只会查看报告以及 “自然 ”或 “搜索引擎 ”列下的任何内容，它们都会被计为 SEO 转化。但事实并非如此，它严重误导了您。根据跟踪的性质，无法通过 SEO 区分品牌转化和非品牌转化。 The closest we’ve been able to get to do this is with a custom tool, but you can replicate it manually as well

• Log into search console
• Select your time period
• Export your clicks for each query
• Remove all branded queries
• Go to your paid ads (preferably Google ads) platform and note down your conversion data.
• Slightly lower the conversion percentage (because paid typically converts better than organic, as you’re bidding based on a lot of other targeting metrics too)
• Tally up all the clicks from search console
• Use the conversion percentage from paid ads (slightly lowered)
• Calculate the amount of conversions you have received from SEO (excluding brand)
• Times this by the average LTV of your customer 我们最接近的方法是使用自定义工具，但您也可以手动复制它 * 登录搜索控制台 * 选择您的时间段 * 导出每个查询的点击次数 * 删除所有品牌查询 * 转到您的付费广告（最好是 Google Ads）平台并记下您的转化数据。* 略微降低转化率（因为付费转化率通常比自然转化率更高，因为您也根据许多其他定位指标进行出价） * 统计来自搜索平台的所有点击次数 * 使用付费广告的转化率（略微降低） * 计算您从 SEO（不包括品牌）获得的转化率 * 乘以客户的平均 LTV This is a much closer metric to reality than anything reported by any reporting software, especially if you have a lot of branded searches like us 这比任何报告软件报告的任何内容都更接近现实，特别是如果您像我们一样有很多品牌搜索 Paid Ads 付费广告 Founders will tell me their marketing strategy and marketing spend and sometimes I’ll be shocked 创始人会告诉我他们的营销策略和营销支出，有时我会感到震惊 Many are going to end up spend a sizable portion of their entire investment on google/meta ads, and the worst part is they aren’t even acquiring users at a profit, which genuinely makes me nauseous 许多人最终会将他们全部投资的很大一部分花在 google/meta 广告上，最糟糕的是他们甚至没有获得用户并获利，这真的让我感到恶心 Especially in the early-stages, I honestly wouldn’t be burn ANY money on paid ads and only spend after some social media marketing first 尤其是在早期阶段，老实说，我不会在付费广告上浪费任何钱，只会先在一些社交媒体营销后花钱 This is because data is key when it comes to paid ads and you want as much accurate data as possible to feed into the ad platforms 这是因为数据是付费广告的关键，您希望将尽可能多的准确数据输入广告平台 The algorithms work very well, but they need data to make the right decisions, and you can get this data from other growth channels before starting paid ads 这些算法运行良好，但它们需要数据来做出正确的决策，您可以在开始付费广告之前从其他增长渠道获取这些数据 Why paid ads after influencer marketing and organic content: 为什么付费广告在影响者营销和有机内容之后：

1. From influencer partnerships and organic short-form you will have a bunch of creatives that you can work/experiment/rework for paid ads
2. 从影响者合作伙伴关系和有机短表单中，您将拥有一堆创意，您可以为付费广告工作/实验/返工
3. You get valuable customer feedback in the comments of your posts (how do target users describe your product, what they compare it to, what they like/don’t like about your product) which can be leveraged for ad copy and positioning
4. 您可以在帖子的评论中获得有价值的客户反馈（目标用户如何描述您的产品、他们将其与什么进行比较、他们喜欢/不喜欢您的产品的哪些方面），这些反馈可用于广告文案和定位
5. You can use the data from your social media partnerships to have better targeting for your ads on day 1 (what countries convert better, what’s the LTV of each country, what types of users are ideal to market to, etc)
6. 您可以使用社交媒体合作伙伴关系的数据在第 1 天更好地定位您的广告（哪些国家的转化率更高，每个国家的 LTV 是多少，最适合营销的用户类型等）
7. In early-stages your budget won’t be big enough and you won’t be able to spend enough on Meta to get enough data for targeting based on purchase conversions
8. 在早期阶段，您的预算不够大，您将无法在 Meta 上花费足够的资金来获得足够的数据，以便根据购买转化率进行定位 We only scaled paid ads after:

• PMF (Product Market Fit)
• 3x LTV to CAC (we pay less than $1 for every $3 you make from ads)
• Short payback period (we make back our money in less than 3 months) 我们只在以下情况下扩展付费广告： * PMF（产品市场契合度） * 3x LTV 到 CAC（您从广告中每赚 3 美元，我们支付的费用不到 1 美元） * 投资回收期短（我们在不到 3 个月的时间内收回了我们的钱） Lastly, take special considerations of both the entire user journey and the landing page before you crank up adspend 最后，在增加广告支出之前，请特别考虑整个用户旅程和落地页 If your landing page isn’t persuasive + effective it’ll not only get less conversions you will also pay more for each click. In Google it improves the relevancy score and in Meta it improves the quality ranking. An easy win is also just to speed up the loading time of your page, this can directly effect the quality score of your ads and will also lower spend per click 如果你的着陆页没有说服力 + 有效，它不仅会获得更少的转化，你还会为每次点击支付更多的费用。在 Google 中，它提高了相关性分数，在 Meta 中，它提高了质量排名。轻松获胜也只是为了加快页面的加载时间，这可以直接影响广告的质量得分，还可以降低每次点击的支出 Again, do not do paid ads until later in your startup’s lifecycle 同样，在初创公司生命周期的后期之前不要做付费广告 It requires a larger budget, more data, and typically has higher cost per acquisition than other channels that you can start with 它需要更大的预算、更多的数据，并且通常比您可以开始使用的其他渠道具有更高的每次获取成本 I personally also think it’s just the most boring growth channel so don’t deprive yourself of the joy of figuring out the other fun ones first haha 我个人也认为这是最无聊的成长通道，所以不要剥夺自己先弄清楚其他有趣通道的乐趣哈哈 Conclusion + Final Tip: 结论 + 最后提示： For every level there is a new devil 每个级别都有一个新的恶魔 As you scale up your paid ads, your cost per acquisition will continue to creep upwards 随着您扩大付费广告的规模，您的每次获取成本将继续攀升 As you scale your influencer marketing you may actually run out of influencers to sponsor for your target user demographic 随着您扩大影响者营销的规模，您实际上可能会用完影响者来赞助您的目标用户群体 There’s always some content strategy that stops working on your social media accounts, or a random Google update that threatens to fuck your rankings 总有一些内容策略在你的社交媒体账户上停止工作，或者随机的 Google 更新可能会破坏你的排名 At each stage of scaling you’ll come across a myriad of issues that can only be solved by specialized knowledge and intense focus 在扩展的每个阶段，您都会遇到无数问题，这些问题只能通过专业知识和高度专注来解决 Scaling to $5M ARR is too difficult for one man to do (unless you’re the Lisan Al Gaib of startups) 扩展到 $5M ARR 对一个人来说太难了（除非你是初创公司的 Lisan Al Gaib） Now that you’ve read this entire guide you can just choose which growth channel to start with and throw your whole weight into it until you solve it and you can move to the next one 既然您已经阅读了整个指南，您就可以选择从哪个增长渠道开始，然后将全部精力投入其中，直到您解决了它，然后您可以进入下一个 Once you start acquiring users profitably with that first growth channel, find someone who either has the skillset to take over or someone who you can train to take over 一旦您开始通过第一个增长渠道以有利可图的方式获取用户，请找到具有接管技能的人或您可以培训接管的人 This is a critical step 这是关键的一步 To get to $5M ARR you need to know how to find, hire, and retain amazing talent 要达到 $5M ARR，您需要知道如何寻找、雇用和留住出色的人才 This could be an entire post on it’s own because hiring is so tricky, but I will say that I highly highly bias towards resiliency + speed over experience 这可能是一篇完整的文章，因为招聘非常棘手，但我要说的是，我非常偏爱弹性 + 速度而不是经验 Why do I care if a candidate has 15 years of digital marketing experience? 为什么我关心候选人是否拥有 15 年的数字营销经验？ Half of our marketing work has to do with short-form content and you could’ve only become an expert in short-form (TikTok, Reels, YT Shorts) in the last 3 years anyways 我们一半的营销工作与短篇内容有关，无论如何，您都只能在过去 3 年中成为短篇内容（TikTok、Reels、YT Shorts）的专家 A young marketer with TikTok brain rot who has a great work ethic will often times outperform the “established” digital marketing agency with a ton of fake google reviews 一个有 TikTok 脑腐病但具有良好职业道德的年轻营销人员通常会胜过拥有大量虚假谷歌评论的“成熟”数字营销机构 Today, our entire marketing team is just 3 people (me included), and I couldn’t have gotten anywhere close to $5M ARR without them 今天，我们整个营销团队只有 3 个人（包括我），没有他们，我不可能接近 $5M 的 ARR Thanks to my growth team composed of Justin and Luke who are rockstars at what they do and helped flesh out a lot of the strategies on this post 感谢由 Justin 和 Luke 组成的成长团队，他们是他们所做的事情的摇滚明星，并帮助充实了这篇文章中的许多策略 Since you’ve made it all the way to the bottom I’ll tell you one final secret 既然你已经一路走到了谷底，我就告诉你最后一个秘密 Look at the bottom right of this tweet and count the bookmarks 查看此推文的右下角并数数书签 How many of those people will actually read this whole thing? 10%? 这些人中有多少人会真正阅读整篇文章？10%? How many of them will then actually try to implement some of the strategies I wrote about here? 10% of the 10%? 然后，他们中有多少人会真正尝试实施我在这里写的一些策略？10% 中的 10%？ How many of them will continue to try 1 year from now when these marketing tactics help them uncover deep flaws in their product? 1% of that? 当这些营销策略帮助他们发现产品中的深层缺陷时，他们中有多少人会在 1 年后继续尝试？那 1% 呢？ This post will be read by hundreds of thousands of people but ultimately it will only be properly utilized by literally one or two of you 这篇文章将被数十万人阅读，但最终只有一两个人会正确使用它 I hope you are that one person that I wrote this for and I hope you can go on a similar fantastical journey that I got to experience 我希望你是我为之写这篇文章的那个人，我希望你能踏上我所经历的类似的奇幻旅程 Good luck! 祝你好运！

内容来自以下链接地址： [原文]（https://x.com/Davidjpark96/status/1789773192435060737）