章节 1：揭秘“双引擎”商业模式与被动收入的真相

📝 本节摘要：

本节中，Dan Martell 开门见山地打破了“被动收入”和“一夜暴富”的幻想，指出真正可扩展的在线收入往往源于简单甚至看似“无聊”的执行。他介绍了自己通过 Instagram 私信在两年内创造 600 万美元营收的实战经验，并引出了核心的“双引擎商业模式”（Two Engine Business Model）：即“磁铁”（Magnet，吸引完美客户）与“金钱”（Money，道德且逻辑地完成转化）。

[原文] [Dan Martell]: here's the deal Passive income is bull Getting rich quick is also BS But building scalable income online is completely real

[译文] [Dan Martell]: 听好了，被动收入就是胡扯。一夜暴富也是鬼话。但在网上建立可扩展的收入是完全真实的。

[原文] [Dan Martell]: You'd think you need a big audience or some fancy funnel to make money online but the truth is it's so simple that most people find it boring

[译文] [Dan Martell]: 你可能以为想在网上赚钱需要庞大的受众或某种花哨的漏斗，但事实是，这套逻辑简单到大多数人觉得无聊。

[原文] [Dan Martell]: I've personally sold over 6 million in the last 2 years chatting with complete strangers over Instagram

[译文] [Dan Martell]: 在过去两年里，我通过在 Instagram 上与完全陌生的人聊天，个人销售额超过了 600 万美元。

[原文] [Dan Martell]: And I do it in between meetings on the back of my boat even when I'm training at the gym

[译文] [Dan Martell]: 我是在会议间隙、在我的船后座上、甚至在健身房训练时完成这些交易的。

[原文] [Dan Martell]: It's what I call the two engine business model I've taught this boring model to thousands of my clients And even complete beginners started making 10 30 and $50,000 a month using it

[译文] [Dan Martell]: 这就是我所说的“双引擎商业模式”。我已经把这个枯燥的模型教给了我的数千名客户，甚至完全的新手也开始利用它每月赚取 1 万、3 万甚至 5 万美元。

[原文] [Dan Martell]: And I'm going to break it down step by step so you can copy exactly what I do So what is the two engine business model it comes down to this

[译文] [Dan Martell]: 我将一步步拆解它，这样你就可以完全复制我的做法。那么什么是双引擎商业模式呢？归根结底就是这个：

[原文] [Dan Martell]: Everybody wants to get rich I want that for you more than you'll ever know To do that we got to focus on two areas The magnet and the money

[译文] [Dan Martell]: 每个人都想致富。我比你想象的更希望你达成这个目标。要做到这一点，我们必须关注两个领域：“磁铁”（吸引力）和“金钱”（变现）。

[原文] [Dan Martell]: The reason this is so important to make money online is that most people don't have a way to attract their perfect buyers They don't understand what kind of content they should put out They don't know what they should say They get worried about getting in their head

[译文] [Dan Martell]: 这一点对在线赚钱如此重要的原因在于，大多数人没有办法吸引他们完美的买家。他们不懂该发布什么样的内容，不知道该说什么，总是担心这担心那，陷入内耗。

[原文] [Dan Martell]: They struggle even if they have an audience I know so many people that have 100,000 plus on Instagram that are broke

[译文] [Dan Martell]: 即使他们有受众，也依然在挣扎。我认识很多在 Instagram 上拥有超过 10 万粉丝的人，但他们却身无分文。

[原文] [Dan Martell]: They don't know how to do the money part how to create an offer how to figure out the best way to get somebody to part with their money in a way that feels ethical and logical and simple

[译文] [Dan Martell]: 他们不懂如何搞定“金钱”这一部分，不知道如何创建一个报价（Offer），不知道如何找到最好的方式让别人掏钱，并且让整个过程感觉既合乎道德、合乎逻辑又简单明了。

[原文] [Dan Martell]: Now I know what you're thinking This won't work for me I only have a little audience Well my buddy Mike Brown had 6,000 followers and generated a million dollars in his first year

[译文] [Dan Martell]: 现在我知道你在想什么：“这对我不适用，我的受众很少。”好吧，我的朋友 Mike Brown 只有 6,000 个粉丝，但在第一年就创造了 100 万美元的收入。

[原文] [Dan Martell]: So maybe he got 600 Would 100K be okay see most people make the mistake of little audiences not being big enough to make big money

[译文] [Dan Martell]: 所以也许你有 600 个粉丝？那赚个 10 万美元行不行？看吧，大多数人都犯了一个错误，认为小受众不足以赚大钱。

[原文] [Dan Martell]: I'm telling you it's all about following the two engine process that's going to get people ready to buy from you or run away scared But if you don't follow these four stages this model won't work for you

[译文] [Dan Martell]: 我告诉你，这一切都在于遵循双引擎流程，这会让人们准备好从你这里购买，或者吓得跑开。但如果你不遵循这四个阶段，这个模型对你是行不通的。

章节 2：第一阶段——锁定完美客户与痛点

📝 本节摘要：

在本节中，Dan Martell 详细阐述了在线赚钱的第一阶段：找到你的完美买家。他分享了自己早期的失败教训——试图把产品卖给所有人，结果不仅浪费时间，还面对了大量无预算或无需求的人群。他提出了一个核心哲学：如果你能比客户更清晰地描述他们的痛点，你就能赢得信任。此外，他建议创业者通过回顾自身经历（“帮助曾经的自己”）来确定目标客户，并深入挖掘客户内心那些“未表达的目标”和“彻夜难眠的恐惧”，从而精准切入客户脑海中的对话。

[原文] [Dan Martell]: But you can't sell anything until you identify who you're going to sell to Which brings us to stage one of making money online Find your perfect buyer

[译文] [Dan Martell]: 但如果你不确定要卖给谁，你就什么也卖不出去。这就把我们带到了在线赚钱的第一阶段：找到你的完美买家。

[原文] [Dan Martell]: It's kind of funny looking back but in my 20s I thought my job was to just try to find anybody to buy

[译文] [Dan Martell]: 回想起来挺好笑的，但在我 20 多岁的时候，我以为我的工作就是试图找到任何愿意购买的人。

[原文] [Dan Martell]: And I would talk to people and I would send emails and I would try to create Facebook ads and AdWords and all these things to literally blanket the market to find anybody that would buy from me

[译文] [Dan Martell]: 我会与人交谈，发送电子邮件，尝试制作 Facebook 广告和 AdWords 以及所有这些东西，简直是想覆盖整个市场，找到任何愿意从我这里购买的人。

[原文] [Dan Martell]: And then I realized I spent a lot of time trying to convince people that were never going to buy that didn't have a budget didn't matter in the first place they didn't even have the freaking problem that I was helping them with

[译文] [Dan Martell]: 然后我意识到，我花了大量时间试图说服那些永远不会购买的人，他们没有预算，或者根本就不重要，甚至他们根本就没有我能帮他们解决的那个该死的问题。

[原文] [Dan Martell]: So the first thing you have to do is get really clear on solving a specific problem for somebody who has it

[译文] [Dan Martell]: 所以你要做的第一件事就是非常清楚地为拥有特定问题的人解决这个特定问题。

[原文] [Dan Martell]: This is different than everything you've heard about an ICP and all these other things because my philosophy is very simple

[译文] [Dan Martell]: 这与你听到的关于 ICP（理想客户画像）以及所有其他事情都不同，因为我的哲学非常简单。

[原文] [Dan Martell]: If you can describe your buyer's pain better than they can explain it to you you'll win their business

[译文] [Dan Martell]: 如果你能比买家自己解释得更清楚地描述他们的痛点，你就能赢得他们的生意。

[原文] [Dan Martell]: Hit refresh Play it again Listen to what I just said

[译文] [Dan Martell]: 刷新一下，重播一遍，听听我刚才说了什么。

[原文] [Dan Martell]: If you can you define can you explain can you walk somebody through the pain they're feeling in a way that they couldn't even verbalize you become the person who gets permission to help them

[译文] [Dan Martell]: 如果你能定义、解释、引导某人了解他们正在感受的痛苦，并且以一种他们甚至无法用语言表达的方式，你就成为了那个获得许可去帮助他们的人。

[原文] [Dan Martell]: So who can you help my philosophy is you're best equipped to help somebody that you once were

[译文] [Dan Martell]: 那么你能帮助谁呢？我的哲学是，你最有能力帮助的是曾经的你自己。

[原文] [Dan Martell]: That's why I love watching fitness coaches that have transformed their life their energy their mindset because of going to the gym and eating proper nutrition

[译文] [Dan Martell]: 这就是为什么我喜欢看那些因为去健身房和合理饮食而改变了生活、精力和心态的健身教练。

[原文] [Dan Martell]: And then they have this passion to want to see other people do it themselves

[译文] [Dan Martell]: 然后他们拥有这种热情，希望看到其他人也能做到这一点。

[原文] [Dan Martell]: Those are the best people to help other people Folks that went through massive pain massive challenge major setbacks worked their way through got a result and now want to teach other people

[译文] [Dan Martell]: 这些是帮助别人的最佳人选。那些经历了巨大痛苦、巨大挑战、重大挫折，通过努力走出困境并获得结果，现在想要教导他人的人。

[原文] [Dan Martell]: So if you're asking yourself who can I help help other people like you help other people solve the problem that you face and figured out the path

[译文] [Dan Martell]: 所以如果你在问自己“我能帮谁”，去帮助像你一样的人，帮助其他人解决你曾面对并找到出路的问题。

[原文] [Dan Martell]: It doesn't matter if you create a course that they buy or you build a blueprint that you help them go through or that you do it for them or you build a tool that they buy where they can do it themselves

[译文] [Dan Martell]: 无论你是创建他们购买的课程，还是构建你帮助他们完成的蓝图，或者是你为他们做这件事，或者是你构建一个他们购买后可以自己动手的工具，这都不重要。

[原文] [Dan Martell]: At the end of the day you want to find people where you can empathize with their pain because you've been there before That's the best

[译文] [Dan Martell]: 归根结底，你要找到那些你能共情其痛苦的人，因为你曾身处其中。那是最好的。

[原文] [Dan Martell]: The truth is if you solve a big enough pain you will get paid in proportion to the problem you solve

[译文] [Dan Martell]: 事实是，如果你解决了一个足够大的痛点，你获得的报酬将与你解决的问题成正比。

[原文] [Dan Martell]: When I think about it and I go like how do I truly communicate that I understand the customer i ask myself what are their goals sometimes they're unexpressed goals

[译文] [Dan Martell]: 当我思考这个问题，想着“我该如何真正传达我理解客户”，我会问自己：他们的目标是什么？有时那是未表达出来的目标。

[原文] [Dan Martell]: What are their dreams what are the things that they think about that they haven't told other people what blocks them from taking action if I can talk about this then I become the expert

[译文] [Dan Martell]: 他们的梦想是什么？他们在想什么但没有告诉别人的事情是什么？阻碍他们采取行动的是什么？如果我能谈论这些，我就成了专家。

[原文] [Dan Martell]: What fears do they have my favorite question to ask my clients is what keeps them up at night what do they Google to solve problems those questions that they're asking chat GPT or Google is your opportunity to enter the conversation they're having in their mind

[译文] [Dan Martell]: 他们有什么恐惧？我最喜欢问客户的问题是：什么让他们彻夜难眠？他们为了解决问题会在 Google 上搜什么？他们在问 ChatGPT 或 Google 的那些问题，就是你进入他们脑海中正在进行的对话的机会。

章节 3：第二阶段——利用 PSL 框架打造病毒式内容

📝 本节摘要：

本节中，Dan Martell 指出虽然“内容为王”，但如今的算法已从“社交图谱”转向“兴趣图谱”，这意味着零粉丝的新手凭借优质内容也能获得病毒式传播。他揭示了核心创作公式 PSL（观点-故事-教训）：通过捕捉客户痛点（Point），讲述相关故事（Story），并提供可执行的教训（Lesson）。此外，他展示了如何利用 ChatGPT 生成经过市场验证的内容创意，并向读者发起“100天视频挑战”，要求每天发布一条 PSL 视频以积累流量。

[原文] [Dan Martell]: Now let's get you some eyeballs Which brings us to stage two of making money online Create viral content

[译文] [Dan Martell]: 现在让我们为你吸引一些眼球，这就带我们进入在线赚钱的第二阶段：创作病毒式内容。

[原文] [Dan Martell]: Everybody and their dog will promise you they have a process a step a checklist a blueprint for creating viral content

[译文] [Dan Martell]: 每个人甚至他们养的狗都会向你保证，他们有一套流程、步骤、清单或蓝图来创作病毒式内容。

[原文] [Dan Martell]: Every month every 28 days I get 120 million on average views on my content I know what it takes to go viral

[译文] [Dan Martell]: 每个月，也就是每 28 天，我的内容平均获得 1.2 亿次观看。我知道如何实现病毒式传播。

[原文] [Dan Martell]: I will walk you through exactly how we do it so that you can replicate it for yourself and it doesn't take a ton of time and it doesn't require a big team and every person should be doing this

[译文] [Dan Martell]: 我将带你了解我们要怎么做，以便你可以为自己复制它，这不需要花费大量时间，也不需要庞大的团队，而且每个人都应该这样做。

[原文] [Dan Martell]: They just never been taught to do this So I'm going to give you exactly how we do it ourselves

[译文] [Dan Martell]: 他们只是从未被教过该怎么做。所以我将把我自己的做法确切地教给你。

[原文] [Dan Martell]: The first thing is most people think you need a lot of followers to go viral The truth is is today the whole algorithm has changed

[译文] [Dan Martell]: 首先，大多数人认为你需要很多粉丝才能走红。事实是，如今整个算法已经变了。

[原文] [Dan Martell]: About 2 and 1/2 years ago two major things changed First off the same format for media is the same across all platforms That didn't happen before

[译文] [Dan Martell]: 大约两分半年前，发生了两件大事。首先，所有媒体平台的格式变得统一了。这在以前是没有的。

[原文] [Dan Martell]: Before you had to create content for Facebook and YouTube and Twitter Now short form content short form videos reals or shorts as they're called on different platforms

[译文] [Dan Martell]: 以前你必须分别为 Facebook、YouTube 和 Twitter 创作内容。现在是短内容、短视频，在不同平台上被称为 Reels 或 Shorts。

[原文] [Dan Martell]: You can literally edit them and post them on the different ones and they will work That's massive

[译文] [Dan Martell]: 你真的可以剪辑好它们，然后发布在不同的平台上，它们都会起作用。这是巨大的变化。

[原文] [Dan Martell]: The second part is that it used to be a social graph It used to depend on the amount of followers you had how many people saw it to give it some momentum

[译文] [Dan Martell]: 第二部分是，过去是“社交图谱”。过去内容的势能取决于你拥有的粉丝数量以及有多少人看到它。

[原文] [Dan Martell]: Today the algorithm said "We don't really care We care more about how good is the content how many people we show it to that they engage into it what's called the interest graph

[译文] [Dan Martell]: 如今算法说：“我们不太在乎这个。我们更在乎内容有多好，我们展示给多少人看，他们参与度如何”，这被称为“兴趣图谱”。

[原文] [Dan Martell]: And based on that small test and a bigger test and a bigger test based on the performance we will show it to more and more and more people

[译文] [Dan Martell]: 基于小范围测试，然后是大一点的测试，再大一点的测试，根据表现，我们会把它展示给越来越多的人。

[原文] [Dan Martell]: That's how you create viral content And that's what's completely different

[译文] [Dan Martell]: 这就是你创作病毒式内容的方式。这也是完全不同的地方。

[原文] [Dan Martell]: So you could have zero followers today and have the same chance as I do with 5 million followers across all my social platforms to go viral because you created a better piece of content

[译文] [Dan Martell]: 所以你今天可能零粉丝，但你拥有和我这个在全网有 500 万粉丝的人一样的机会去走红，只要你创作出了一条更好的内容。

[原文] [Dan Martell]: Right off the bat everybody's freaking out because they're like "What kind of content do I shoot?" I'm gonna break it down into threeletter acronym It's called PSL

[译文] [Dan Martell]: 马上大家就会抓狂，因为他们会想：“我该拍什么样的内容？”我会把它拆解为一个三个字母的缩写，叫作 PSL。

[原文] [Dan Martell]: And no it doesn't stand for pumpkin spice latte It stands for pointtory lesson

[译文] [Dan Martell]: 不，它不代表南瓜香料拿铁（Pumpkin Spice Latte）。它代表观点（Point）、故事（Story）、教训（Lesson）。

[原文] [Dan Martell]: See you've got this magical device in your pocket that you can use to record and create content that has the possibility of going viral

[译文] [Dan Martell]: 看，你口袋里有个神奇的设备，你可以用它来录制和创作有可能走红的内容。

[原文] [Dan Martell]: In a second I'll tell you exactly how to decide what you shoot But first I need you to get comfortable shooting content

[译文] [Dan Martell]: 稍后我会确切地告诉你如何决定拍什么。但首先我需要你习惯拍摄内容。

[原文] [Dan Martell]: So here's how I do it I literally think to myself what's the point I want to make the point is the problem that your perfect buyer is struggling with around the problem you solve for them

[译文] [Dan Martell]: 所以我是这么做的：我真的会想，我想表达的“观点”是什么？这个观点就是你的完美买家在你解决的问题上所面临的挣扎。

[原文] [Dan Martell]: So for example one of the points that's going to come up is like how do I teach my team to adopt AI so then I say are you a health practitioner struggling with get your team to adopt AI

[译文] [Dan Martell]: 举个例子，可能会出现的一个观点是“我如何教我的团队采用 AI？”所以我说：“你是一名正在为让团队采用 AI 而苦恼的健康从业者吗？”

[原文] [Dan Martell]: the other day I was talking to a client and this is what was plaguing them because they were like I use it every day but I've got 12 other people on my team and I can't seem to figure out how to get them to do it

[译文] [Dan Martell]: 前几天我和一位客户交谈，这一直困扰着他们，因为他们说：“我每天都用它，但我团队里还有 12 个人，我似乎不知道怎么让他们也用起来。”

[原文] [Dan Martell]: For the next 30 days everybody's going to be encouraged to use Chad GPT And at the end of those 30 days you're going to sit down and you're going to look at all their prompt history

[译文] [Dan Martell]: “在接下来的 30 天里，我们要鼓励大家使用 ChatGPT。在这 30 天结束时，你要坐下来查看他们所有的提示词记录。”

[原文] [Dan Martell]: And the person that you feels use it the most is going to get a $500 gift certificate to a restaurant of their choice

[译文] [Dan Martell]: “你觉得使用频率最高的那个人，将获得一张价值 500 美元的自选餐厅礼品券。”

[原文] [Dan Martell]: I know it sounds like a lot of money but that will get everybody on board to want to win it and you'll get a whole team that just magically gets upgraded

[译文] [Dan Martell]: “我知道这听起来是很多钱，但这会让每个人都为了赢而参与进来，你会得到一个神奇地完成了升级的整个团队。”

[原文] [Dan Martell]: So the lesson is if you want to get people adopt AI you have to motivate encourage and reward them for doing the right behaviors

[译文] [Dan Martell]: 所以“教训”是：如果你想让人们采用 AI，你必须激励、鼓励并奖励他们做出正确的行为。

[原文] [Dan Martell]: So here's why it works First off stories are the glue for remembering anything Another format is analogies

[译文] [Dan Martell]: 这就是它奏效的原因。首先，故事是记忆任何事物的粘合剂。另一种形式是类比。

[原文] [Dan Martell]: So the story format can be anything Something that happened to you something that you read about that somebody else did could be a client story could be anything

[译文] [Dan Martell]: 所以故事形式可以是任何东西。发生在你身上的事，你读到的别人做的事，可以是客户的故事，任何都可以。

[原文] [Dan Martell]: If you don't have that use a metaphor Metaphors are incredible

[译文] [Dan Martell]: 如果你没有故事，就用隐喻。隐喻棒极了。

[原文] [Dan Martell]: And the lesson for me is all about being practical frameworks It's actionable

[译文] [Dan Martell]: 对我来说，“教训”的关键在于实用的框架。它是可执行的。

[原文] [Dan Martell]: When we get somebody a result then we start to build trust If they can get a ton of results in their life before they've ever given you a dollar you become their trusted adviser

[译文] [Dan Martell]: 当我们让某人获得结果时，我们就开始建立信任。如果他们在给你一分钱之前就能在生活中获得大量结果，你就成了他们值得信赖的顾问。

[原文] [Dan Martell]: You become the person that can direct them in their life and they will give you their attention

[译文] [Dan Martell]: 你就成了那个可以指引他们生活方向的人，他们就会关注你。

[原文] [Dan Martell]: But I know what you're thinking What do I make this content about that's why you got to go to chat GPT

[译文] [Dan Martell]: 但我知道你在想什么：“我该做什么内容呢？”这就是为什么你要去问 ChatGPT。

[原文] [Dan Martell]: So here's the prompt Act as a world-class marketer I want to create content for health practitioners That's my niche Around their challenges adopting AI That's what I solve for them create a list of 25 ideas for content I could create using the format point story lesson

[译文] [Dan Martell]: 提示词是这样的：“扮演一位世界级的营销人员。我想为健康从业者（这是我的利基市场）创作内容，围绕他们采用 AI 的挑战（这是我为他们解决的问题），创建一个包含 25 个内容创意的列表，使用‘观点-故事-教训’的格式。”

[原文] [Dan Martell]: Then I want you to go on social media and I want you to find people that have massive audiences that are creating content with these points these concepts and watch their ideas It's called prevalidated concepts

[译文] [Dan Martell]: 然后我要你去社交媒体上，找到那些拥有大量受众并且正在围绕这些观点和概念创作内容的人，看看他们的点子。这叫作“预先验证的概念”。

[原文] [Dan Martell]: So if I see somebody that has an outlier on their video and they're talking about food prep or they're talking about AI adoption or there's something about the video that's unique I can interpret that Don't copy Use that as inspiration and then create your version of it that you create your story your lesson but it's their point

[译文] [Dan Martell]: 所以如果我看到某人的视频数据异常得好（爆款），他们在谈论备餐或 AI 采用，或者视频里有什么独特之处，我可以解读它。不要抄袭。用它作为灵感，然后创作你自己的版本，用你的故事、你的教训，但沿用那个已被验证的观点。

[原文] [Dan Martell]: See that way it's your perspective And if everybody just shared their unique stories their points of view then everybody would be attracting their perfect buyers

[译文] [Dan Martell]: 瞧，那样就成了你的视角。如果每个人都只分享他们独特的故事和观点，那么每个人都能吸引到他们完美的买家。

[原文] [Dan Martell]: Now I want to challenge you This is what you got to do So make a commitment to me right now for the next 100 days I need you to shoot one video using the PSL framework every day and post them on reals shorts and Tik Tok

[译文] [Dan Martell]: 现在我想挑战你。这是你必须做的。现在就向我承诺：在接下来的 100 天里，我需要你每天使用 PSL 框架拍摄一个视频，并发布在 Reels、Shorts 和 TikTok 上。

章节 4：第三阶段——社交即变现：如何通过私信转化

📝 本节摘要：

在本节中，Dan Martell 揭示了许多拥有大量粉丝却无法变现的根本原因：缺乏互动。他强调“社交媒体的关键在于社交”，并打破了“没人会在聊天中购买高价产品”的迷思（他见证过高达 50 万美元的交易在私信中达成）。为了解决“不知道说什么”的难题，他提供了一套简单的三步流程：1. 开启对话（利用“二选一”问题）；2. 发布“举手”诱饵（让潜在客户主动联系）；3. 提出资格筛选问题（快速过滤掉非目标客户，将时间留给真正需要帮助的人）。

[原文] [Dan Martell]: But now that you've created that media to turn it into a magnet how do you turn that attention into money which brings us to stage three of making money online Be social

[译文] [Dan Martell]: 但既然你已经创作了媒体内容并将其变成了磁铁，你该如何将这种注意力转化为金钱呢？这就带我们进入在线赚钱的第三阶段：变得社交化（Be Social）。

[原文] [Dan Martell]: All right this thing blows my freaking mind I have clients that have thousands tens of thousands hundreds of thousands of followers on Instagram and have never considered messaging them

[译文] [Dan Martell]: 好吧，这件事真的让我大吃一惊。我有许多客户在 Instagram 上拥有数千、数万甚至数十万的粉丝，却从未考虑过给他们发私信。

[原文] [Dan Martell]: I know you're like "What how would they have all these people following leads opportunities conversations to potentially serve somebody and you're telling me they never message them?" Nope They make up reasons

[译文] [Dan Martell]: 我知道你会想：“什么？他们有这么多人关注，这么多线索、机会和潜在的服务对话，你却告诉我他们从不给这些人发信息？”是的。他们编造了各种理由。

[原文] [Dan Martell]: Well why would I message them they follow me for this but I want to sell that and blah blah blah What's funny is most business owners when you ask them "Why aren't you growing?" They'll say "Well I don't have enough leads."

[译文] [Dan Martell]: “好吧，我为什么要给他们发信息？他们关注我是为了这个，但我想卖的是那个，巴拉巴拉……”有趣的是，当你问大多数企业主“为什么你们没有增长？”时，他们会说：“嗯，我没有足够的潜在客户。”

[原文] [Dan Martell]: And what's crazy is there's no lack of people that you can sell to It's just you don't know what to say to them to get them to want to buy

[译文] [Dan Martell]: 疯狂的是，根本不缺你可以推销的人。只是你不知道该对他们说什么才能让他们想买。

[原文] [Dan Martell]: Can we all agree that social media is about being social can we all agree that if you have an opportunity to talk to somebody that you might be able to help that's probably a good idea

[译文] [Dan Martell]: 我们能不能达成共识，社交媒体的关键在于“社交”？我们能不能达成共识，如果你有机会与某个你可能帮得上忙的人交谈，这大概是个好主意？

[原文] [Dan Martell]: But Dan I don't have the time to chat with everybody How am I supposed to do it i got to run my business

[译文] [Dan Martell]: “但是 Dan，我没有时间跟每个人聊天。我该怎么做？我还得经营我的生意。”

[原文] [Dan Martell]: Are we okay can we just take a second to pause you're telling me you don't have enough leads yet you have people that have indicated interest by following you and I would consider that an opt-in and you don't think it makes sense to message them to say hello to say "Are you here for help how can I be of service?" It is wild

[译文] [Dan Martell]: 我们可以暂停一下吗？你告诉我你没有足够的潜在客户，然而你有一群通过关注你来表达兴趣的人——我会把这视为一种许可（Opt-in）——而你却觉得发信息跟他们打个招呼，说句“你是来寻求帮助的吗？我能为你做点什么吗？”是没有意义的？这太荒谬了。

[原文] [Dan Martell]: And this one's my favorite People go "That's cool." But there's no way somebody's spending a,000 3,000 5,000 10,000 buying from somebody over chat I mean not in this world of freaking scam and fraud

[译文] [Dan Martell]: 下面这个是我最喜欢的。人们会说：“这很酷。但绝对没人会在聊天中花 1,000、3,000、5,000、10,000 美元买东西。我的意思是，在这个充满诈骗和欺诈的世界里是不可能的。”

[原文] [Dan Martell]: Let me tell you over chat I've seen clients sell 10,000 15,000 25,000 50,000 $250,000 $500,000 things

[译文] [Dan Martell]: 让我告诉你，在聊天中，我见过客户卖出 1 万、1.5 万、2.5 万、5 万、25 万甚至 50 万美元的东西。

[原文] [Dan Martell]: Now did they put $3,000 on a credit card as a deposit to then set up the wire transfer yep But did they get somebody comfortable enough to engage to have the chat to answer their questions for them to feel comfortable enough to make a commitment you better believe it So don't sleep on this

[译文] [Dan Martell]: 他们是不是先用信用卡付了 3,000 美元定金，然后安排电汇？是的。但他们是否让对方感到足够舒适去参与、去聊天、去回答问题，从而让他们放心地做出承诺？你最好相信是这样的。所以别忽视这一点。

[原文] [Dan Martell]: So here's exactly how I use Instagram and other platforms and chat with people to make millions of dollars every year and how you can do it very easily

[译文] [Dan Martell]: 所以，这正是我如何利用 Instagram 和其他平台与人聊天，每年赚取数百万美元的方法，你也可以非常轻松地做到。

[原文] [Dan Martell]: Number one open the conversation When somebody follows you and I'm talking every follower I want you to ask them this simple question It's the this or that question

[译文] [Dan Martell]: 第一，开启对话。当有人关注你时——我指的是每一个关注者——我要你问他们这个简单的问题。这就是“二选一”问题。

[原文] [Dan Martell]: And the that is always the thing you can help them with Are you here for the content or are you looking for help growing your business are you here for this are you looking for that are you here for the videos or looking for recipes on how to be healthier are you here for the content are you looking for help with your taxes whatever you do is the that

[译文] [Dan Martell]: 而“那个”（后者）永远是你能够帮助他们解决的事情。“你是为了内容而来，还是在寻求业务增长的帮助？”“你是为了这个，还是在找那个？”“你是为了看视频，还是在找如何更健康的食谱？”“你是为了内容而来，还是在找税务方面的帮助？”不管你做什么，这就是那个“那”。

[原文] [Dan Martell]: most people will say "Well I'm here for both." And some people will skip right to the end and go "I need help with my business or I need help with my finances or I need help with whatever." That is the power of opening the conversation with a this or that question

[译文] [Dan Martell]: 大多数人会说：“嗯，我两样都需要。”而有些人会直接跳到最后说：“我需要生意上的帮助，或者我需要财务上的帮助，或者无论什么帮助。”这就是用“二选一”问题开启对话的力量。

[原文] [Dan Martell]: Number two post hand raisers Essentially what you want to do is you just want to post a story on your Instagram or as a real and just say "If you are this and looking for that then let me know by sending me this message."

[译文] [Dan Martell]: 第二，发布“举手”诱饵（Hand Raisers）。本质上你要做的就是，在你的 Instagram Story 或 Reels 上发布一条内容，说：“如果你是[这类人]并且正在寻找[那个结果]，请发[这条信息]告诉我。”

[原文] [Dan Martell]: Like you can go on my Instagram right now and test it out If you send me the word coach we're going to start a conversation about how I might be able to help you I would encourage you to make a post that allows people to raise their hand and say "I could use your help." But they need to know what you do first

[译文] [Dan Martell]: 比如你现在就可以去我的 Instagram 测试一下。如果你给我发送单词“Coach”，我们将开始一段对话，探讨我可能如何帮助你。我鼓励你发一个帖子，允许人们举手说：“我需要你的帮助。”但他们得先知道你是做什么的。

[原文] [Dan Martell]: Number three and this is for getting rid of the tire kickers is ask a qualifying question

[译文] [Dan Martell]: 第三，这是为了摆脱那些“只看不买的人”（Tire Kickers），就是提出一个资格筛选问题。

[原文] [Dan Martell]: Ask a simple question How long you've been looking to solve this problem have you put a budget aside to solve this problem like ask something that qualifies them so that you can immediately go "Oh appreciate you being here but unfortunately I won't be able to help."

[译文] [Dan Martell]: 问一个简单的问题：“你想解决这个问题多久了？”“你有为此预留预算吗？”问一些能筛选他们资格的问题，这样你就可以立即说：“噢，感谢你的关注，但不幸的是我可能帮不上忙。”

[原文] [Dan Martell]: And that's fine You're allowed to say "I don't think I can help." And move on to the next person that raised their hand and said "I'd like to chat with you."

[译文] [Dan Martell]: 这没关系。你完全可以说“我觉得我帮不上忙”，然后继续与下一个举手说“我想和你聊聊”的人交流。

[原文] [Dan Martell]: Most people are so scared to offend people and they feel like they have to talk to people and answer every question It's going to keep you bogged down and not have the time to talk to the real people that want your help

[译文] [Dan Martell]: 大多数人都太害怕得罪人，觉得必须跟每个人说话，回答每个问题。这会让你深陷泥潭，没有时间去跟真正需要你帮助的人交谈。

[原文] [Dan Martell]: Here's why I love to enroll people into my world And that's what I call selling Because I know I can't change their world if they're not in my world

[译文] [Dan Martell]: 这就是为什么我喜欢把人招募（Enroll）进我的世界——这也是我所谓的“销售”。因为我知道，如果他们不在我的世界里，我就无法改变他们的世界。

[原文] [Dan Martell]: You can't help somebody if they're not inside your business So do everything you can when you're reaching out to communicate how you can add value to be trustworthy to show examples of customers crushing with you so you can get people comfortable exchanging money to solve a problem

[译文] [Dan Martell]: 如果他们不在你的业务范围内，你就帮不了他们。所以在接触时，你要尽一切努力去沟通你能如何增加价值，展现值得信赖的一面，展示客户跟你合作后大获成功的例子，这样你才能让人们放心地通过金钱交换来解决问题。

[原文] [Dan Martell]: But you can't just message people and expect them to buy anything

[译文] [Dan Martell]: 但你不能只是给人们发信息，就指望他们会买东西。

章节 5：第四阶段——像医生一样诊断并拿下订单

📝 本节摘要：

本节中，Dan Martell 讲解了在线赚钱的最后一步：拿下订单（Get the Order）。他批评了许多人在销售对话中常犯的错误——过早“释放压力阀”，即在客户表达痛苦时急于安慰对方，而非像医生一样进行诊断以建立权威。他提出了“购买区”（Buy Zone）的概念，教导如何通过提问来调整客户的心态：给予缺乏自信者信心，打击盲目自信者的傲气，使其回归到痛点与需求平衡的中间地带。最后，他分享了极简的成交技巧：用手机备忘录里预存的简洁文案报价，并随时准备好 Stripe 支付链接，绝不让支付环节变得复杂。

[原文] [Dan Martell]: But you can't just message people and expect them to buy anything Which brings us to stage four of making money online Get the order

[译文] [Dan Martell]: 但你不能只是给人们发信息，就指望他们会买东西。这就带我们进入在线赚钱的第四阶段：拿下订单。

[原文] [Dan Martell]: A few months ago I had a friend of mine reach out and he could not figure out for the life of him why nobody was buying from him

[译文] [Dan Martell]: 几个月前，我有个朋友联系我，他怎么也想不通为什么没人买他的东西。

[原文] [Dan Martell]: And I was like "Well show me your chats Show me the conversations." And I'm sitting there and I'm scrolling and I was just watching chat over chat of a person

[译文] [Dan Martell]: 我说：“好吧，给我看看你的聊天记录，给我看看对话。”我坐在那儿滑动屏幕，看着一个又一个的聊天记录。

[原文] [Dan Martell]: When the person talked about their problem his response was "It's all good you're amazing I'm paraphrasing but essentially that's what it sounded like It's like don't worry you're great

[译文] [Dan Martell]: 当对方谈到他们的问题时，他的回复是：“一切都很好，你很棒。”我在意译，但本质上听起来就是这样。就像是说：“别担心，你很棒。”

[原文] [Dan Martell]: And I was just like bro essentially they're saying they have a problem and you're saying you don't have a problem They're saying that they have a challenge and you're saying no you don't You're amazing

[译文] [Dan Martell]: 我当时就说：“兄弟，本质上他们在说他们有问题，而你在说你没问题。他们在说他们遇到了挑战，而你在说‘不，你没有，你很棒’。”

[原文] [Dan Martell]: When you sell you have to create a framework of getting somebody into the right emotion of getting ready to buy No feeling of the pain no decision to solve the problem

[译文] [Dan Martell]: 当你销售时，你必须建立一个框架，让某人进入准备购买的正确情绪中。没有对痛苦的感知，就没有解决问题的决心。

[原文] [Dan Martell]: If you're chatting a few rules you have to stick to Number one is don't release the pressure valve That's what he was doing

[译文] [Dan Martell]: 如果你在聊天，有几条规则你必须遵守。第一条是不要释放“压力阀”。这正是他当时在做的。

[原文] [Dan Martell]: The person would come in and say you know I've sold this much money online They'd be like you're amazing That's so great Why you're there to diagnose You're like a doctor

[译文] [Dan Martell]: 对方进来会说：“你知道，我在网上卖了这么多钱。”然后他就回：“你真棒，太好了。”为什么要这样？你是去诊断的。你就像个医生。

[原文] [Dan Martell]: The person came in They said I have a pain in my knee And you go interesting Tell me about the situation

[译文] [Dan Martell]: 病人进来了，说：“我膝盖疼。”然后你说：“有意思，跟我说说具体情况。”

[原文] [Dan Martell]: And then you touch them here and you push there and all of a sudden you get to tell them well the pain in your knee is caused because your hips are too tight and you have this muscle called the soaz

[译文] [Dan Martell]: 然后你按按这儿，推推那儿，突然间你可以告诉他们：“嗯，你膝盖疼是因为你的髋部太紧了，你有一块叫腰大肌（Psoas）的肌肉……”

[原文] [Dan Martell]: And if you press on the soaz and you loosen that up the pain in your knee will go away That's what my doctor said to me a while ago And that will build a ton of authority for you to be in a position for them to buy

[译文] [Dan Martell]: “如果你按压腰大肌并放松它，膝盖的疼痛就会消失。”这是我不久前医生对我说的。这将为你建立巨大的权威，让你处于让他们购买的位置。

[原文] [Dan Martell]: Number two is you got to get them in the buy zone If you think about it some people come into your chat and they have no confidence in their ability to solve this problem

[译文] [Dan Martell]: 第二条是你必须让他们进入“购买区”。你想想看，有些人进入你的聊天时，对自己解决这个问题的能力毫无信心。

[原文] [Dan Martell]: Okay these are people that are scared yet again I'm not going to solve this and I'm really concerned And it's not even that they don't trust you They don't trust themselves

[译文] [Dan Martell]: 好的，这些人很害怕：“我又解决不了这个了，我真的很担心。”甚至不是他们不信任你，而是他们不信任自己。

[原文] [Dan Martell]: Then you have people on the other side of the buying zone which is all about having too much confidence They come in and they're like "Yo I know what you do but I don't think I need you cuz I think I'm pretty cool."

[译文] [Dan Martell]: 然后在“购买区”的另一端，有些人过度自信。他们进来说：“哟，我知道你是做什么的，但我觉得我不需要你，因为我觉得我自己挺牛的。”

[原文] [Dan Martell]: And those people you need to bring back into the center So the way we do that is we ask them questions to reframe

[译文] [Dan Martell]: 对于这些人，你需要把他们拉回到中间。我们要做的就是通过提问来重构（Reframe）他们的认知。

[原文] [Dan Martell]: So the person that comes in and they're like "Yeah I made 10 million last year." Your question to them is "Did you make any profit did you raise any money from investors how much did you pay out in affiliates?"

[译文] [Dan Martell]: 所以如果有个人进来说：“是啊，我去年赚了 1000 万。”你问他们的问题应该是：“你盈利了吗？你从投资者那里融资了吗？你支付了多少佣金给联盟伙伴？”

[原文] [Dan Martell]: Like you have to know what the questions are to get the person back to being connected to the pain That is the buying zone

[译文] [Dan Martell]: 你必须知道该问什么问题，让这个人重新连接到痛点上。这就是“购买区”。

[原文] [Dan Martell]: Somebody that has no confidence you have to let them know I love that you're concerned People just like you are the ones that do the best in the program because when they show up they're willing to do the work

[译文] [Dan Martell]: 对于那些没有信心的人，你必须让他们知道：“我很高兴你有这种顾虑。像你这样的人在这个项目中往往表现最好，因为当他们出现时，他们愿意付出努力。”

[原文] [Dan Martell]: I have a hard time if somebody is making a lot of money coming in trying to solve a problem because I can't get their time and attention You are perfectly situated to be the best person to work with me

[译文] [Dan Martell]: “如果有赚了很多钱的人进来试图解决问题，我会很难办，因为我无法获得他们的时间和注意力。而你的处境完美，是最适合跟我合作的人。”

[原文] [Dan Martell]: That's what we do to reframe people that don't have confidence or have too much to get them into the center of the buying zone

[译文] [Dan Martell]: 这就是我们如何重构那些没信心或信心过剩的人，把他们带入“购买区”的中心。

[原文] [Dan Martell]: Number three is you got to present the offer And the offer has to be designed to alleviate all their objections

[译文] [Dan Martell]: 第三条是你必须提出报价（Offer）。这个报价的设计必须能消除他们所有的异议。

[原文] [Dan Martell]: I literally keep it so simple when I show you and tell you how I do it you're going to be like impossible $6 million myself sold with my fingers chatting with strangers on Instagram

[译文] [Dan Martell]: 我真的把它弄得非常简单，当我展示并告诉你我是怎么做的时候，你会觉得难以置信——我自己用手指在 Instagram 上跟陌生人聊天就卖出了 600 万美元。

[原文] [Dan Martell]: I literally have a notes file on my phone where I copy and paste the offer in chat It fits exactly whatever character amount that is One chat here's the offer It's clear It's concise It doesn't confuse them

[译文] [Dan Martell]: 我手机的备忘录里真的有一个文件，我直接复制粘贴报价到聊天中。它刚好符合字符数限制。一次聊天，这就是报价。清晰、简洁，不会让他们困惑。

[原文] [Dan Martell]: I see people over and over again here's exactly how we do it And it's just this long winded complicated thing Confused buyers don't buy If you try to overwhelm them with bells and whistles and features they just won't buy

[译文] [Dan Martell]: 我看了一遍又一遍别人是怎么做的，往往是那种长篇大论、复杂的东西。困惑的买家是不会买单的。如果你试图用各种花哨的东西和功能去轰炸他们，他们根本不会买。

[原文] [Dan Martell]: They just want to trust that you can address exactly what you said to them were the challenges based on your background experience and other clients you've worked with

[译文] [Dan Martell]: 他们只想确信，基于你的背景、经验和你合作过的其他客户，你能确切地解决你刚才指出的那些挑战。

[原文] [Dan Martell]: Now that's what I do If you want something that all my clients use to make millions go find me on Instagram Dan Martell to Martell Follow me and message me the word YouTube offer and I will send you a direct link to my Google doc that all my clients are using to make millions of dollars online

[译文] [Dan Martell]: 这就是我做的。如果你想要我所有客户用来赚取数百万美元的东西，去 Instagram 上找我，Dan Martell（两个 l），关注我并给我发“YouTube offer”这几个字，我会直接给你发送一个 Google 文档的链接，那是我所有客户用来在网上赚取数百万美元的秘籍。

[原文] [Dan Martell]: Number four get the credit card I can't tell you how often people complicated getting the money If they say "I'm in." Say "Cool Do you want me to grab the link?"

[译文] [Dan Martell]: 第四条，拿下信用卡。我都数不清有多少次人们把收钱这步搞得太复杂。如果他们说：“我加入。”你就说：“酷，要我把链接发给你吗？”

[原文] [Dan Martell]: Then they go "Oh no Let me talk to my partner." Now you have a real objection Be ready to take the credit card

[译文] [Dan Martell]: 然后他们可能会说：“噢不，让我跟我合伙人商量一下。”现在你遇到了真正的异议。要准备好接受信用卡。

[原文] [Dan Martell]: When they say "Yeah sounds like a plan Perfect What card do you want to put that on what way do you want to make payment ask for the order Have a Stripe link ready to go that you can send over chat

[译文] [Dan Martell]: 当他们说：“好的，听起来不错。”“完美，你想用哪张卡支付？你想用什么方式付款？”请求订单。准备好一个可以直接在聊天中发送的 Stripe 链接。

[原文] [Dan Martell]: I've sat on the back of my wakeboat surfing chatting and then sending links And while I'm out there surfing getting payments for people that want my help It can be that simple

[译文] [Dan Martell]: 我曾坐在我的尾波船后面，冲浪，聊天，然后发送链接。当我在外面冲浪时，收到了那些想要我帮助的人的付款。它可以就这么简单。

[原文] [Dan Martell]: It's just the truth is people want to over complicate it Have a Stripe link ready to go to accept payments so that when they're ready to buy you don't make it hard on them

[译文] [Dan Martell]: 事实就是人们总想把它搞复杂。准备好一个 Stripe 链接来接收付款，这样当他们准备购买时，你不会给他们制造困难。

章节 6：结语——大道至简，立即行动

📝 本节摘要：

在最后的总结中，Dan Martell 回归本质，强调在线获胜的秘诀其实非常简单：创造有价值的内容并真诚地与人互动。他指出，成为客户“值得信赖的顾问”（Trusted Adviser）是商业的最高境界。这不仅能带来金钱，更能带来梦寐以求的自由与生活体验。但这需要你放下恐惧，在接下来的 30 天里全力以赴（All-in）。最后，他留下了关于“建立自我运转业务”的悬念，引导观众进行下一步探索。

[原文] [Dan Martell]: The way we win online is very simple Create content that is valuable that is useful that educates that inspires and helps people solve problems

[译文] [Dan Martell]: 我们在网上获胜的方式非常简单：创造有价值的、有用的、能教育人、能激励人并帮助人们解决问题的内容。

[原文] [Dan Martell]: And then while you're doing that engage with them talk to them see if there's ways that you can help further Even if you can't recommend somebody who can

[译文] [Dan Martell]: 然后在你做这些的同时，与他们互动，跟他们交谈，看看是否有办法提供进一步的帮助。即使你帮不上忙，也可以推荐能帮忙的人。

[原文] [Dan Martell]: If you become the person that is their trusted adviser then you will have the opportunity to serve them

[译文] [Dan Martell]: 如果你成为了他们值得信赖的顾问，那你就有机会为他们服务。

[原文] [Dan Martell]: I think that is the highest form of building an online business that makes you money that allows you to live that lifestyle that you've been after of freedom and travel and experiences but it requires you to put your fears aside and go allin for 30 days posting videos and talking to people

[译文] [Dan Martell]: 我认为这是建立在线业务的最高形式，它能让你赚钱，让你过上你一直追求的那种充满自由、旅行和体验的生活方式，但这需要你把恐惧抛在一边，在接下来的 30 天里全力以赴，发布视频并与人交谈。

[原文] [Dan Martell]: But if you want to learn how to build a business that runs itself click here and I'll see you on the other

[译文] [Dan Martell]: 但如果你想学习如何建立一个能自我运转的业务，点击这里，我们在另一边见。