SCORE WEBINAR: Your Marketing Plan for 2023
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UPDATED January 05, 2023: https://fccdl.in/rCnZRUQ86k
UPDATED December 08, 2022: https://fccdl.in/1taBCsHZL8
UNEDITED AUTOMATIC TRANSCRIPT FOR
Your Marketing Plan for 2023
00:09
You have control. Yeah, sure. Sure I do have this place. Yeah. Oh man. ending your year strong marketing plan for 23. We received track of all sorts of myths and such that what we call the myths or things that are being snaked,
00:35
i’ll stick oil sold and we want to go through some of those things that if you’re planning for 23 year avoiding things, that’ll kill your business don’t get stuck.
00:47
Yeah, it would appear that coby is going to be with us for a little while. So we bring that to bring that as When coded struck. 2020 it made a lot of It’s been a lot of processes that were happening in the marketplace when you might have noticed a lot more people are,
01:18
are working from ho that that had dennis of you that had been a very, a very steady climb. And took a nice job so so much so that a lot of businesses are not well,
01:36
they’re having hard time getting employees want to come back and come back into the office. Well, and some employers are saying, well, why do we have all this overhead of commercial space when you know what we were wrong,
01:48
you guys are just as productive at home as you were in the office. So I do, we have obviously which doesn’t, doesn’t bode well for our friends,
01:57
that own commercial. It used to be the, the yeah, I’m gonna get some buildings and I’m gonna rent them out and be a monopoly millionaire. Yeah.
02:12
One of our, one of our, our Good friends and a mentor of mine, he’s got, he’s one of those 3 column kind of folks in Los Angeles.
02:23
This doesn’t go bode well for, for that business. What we found during cove it and this this will still apply it. Charles darr was right. You know,
02:36
he’s talking about the origin of species but it, but if you apply that to business, it comes into play. You don’t necessarily have to be the biggest because most of the original fortune $500.00 is gone.
02:47
So as a small business, you’re able to pivot faster. So actually on the back and don’t be afraid to make that jump to light speed and make those changes.
02:58
So today we can talk about creating a targeted message. Again, every one of our webinars with some version of this. Because no matter what tactics you’re using,
03:10
if you have the wrong message and you’re delivering it to the wrong people, that tactic won’t work. You could, you could let’s, let’s use direct mail as an example.
03:23
Direct mail, still a very effective way to market your business. But if you are, let’s see, I’ll use julie hopkins cuz she’s on here. If you’re a,
03:34
a family photographer and you send your direct mail piece to storage companies. Yeah. Well, that’s not really the most effective way. You said it’s business owners.
03:50
You want it so that you can avail yourself of like the best portrait photographer in Los Angeles. So you creating that message or, or picking the right audience is always the 1st step and talk about a bunch of Miss to bust.
04:07
So your plan can be more effective. We’ll give you some free stuff to you like pre stuff who just doesn’t like krista as I look off to sharon’s right and see a whole shelf of dodger.
04:19
Bob heads over there. We have now moved twice. Let’s see. There’s a, there’s a couple of them. scully’s kofax, yeah. Who doesn’t like those?
04:32
Here’s what today isn’t about you’re not going to get to the end and say, well crap that only works if I have sure doing that for me. I know that that’s not how any of our webinar is work.
04:42
Yeah, we’re small business goes is you know, we’d love to talk any of you about coaching, but he’s teaching you can you can handle audra or hearing.
04:51
Yeah. If you have questions just favor the chat is open but hold on to them. We will answer them all at the end of that the end of the show for presentation webinar and your questions don’t have to be limited to anything we talk.
05:10
You talk about any marketing sales, h R A little about us couple times a year. We do a small business breaks camp. We’ve been on over 300 different publications in podcasts where we teachers that it is a steady stream of small adjustments over a period of time.
05:32
Let’s see a large adjustment would be if you’ve never use social media, if you didn’t have a website, well, that’s a big adjustment in your business.
05:39
But learning to blog or learning to be on social media once a day. That’s a small adjustment that you can build your business. In 2017, we were voted america’s number one coaching team for small business that is competing for that title.
05:56
On the right side of the screen, i just jumped off the stage and yeah, if you saw the video of that sharon has just gasped, you know,
06:04
I was going to do that. There were 5 finalists. We went forth and I noticed the 1st 3 were, you know, were watching from the side,
06:14
were connecting as well, with the audience. So I decided use neurolinguistic programming tactic. I came off the stage and did my n O P thing we want?
06:27
We turn watch printers into profitable entrepreneurs, including a couple of them that started their business from scratch, beginning of cove it, and they’re really profitable than 7 best selling business books.
06:40
You can see those on the screen and been interviewed by a lot of really nice people away. I just had a facebook conversation with forbes. They were okay.
06:52
They live in in South florida. Their houses. Okay. They came through. All right, cool. Thanks. Yeah. impact hearing, she was on short day we’ve been in his presence a bunch of you actually get share in his cell phone if you know anybody that needs what we do to build their business,
07:12
you saw the cell phone number didn’t give it to me. Yeah. I finally gave it to you, but not me. It’s filed. So now we see like you and today our mission,
07:24
we want to talk to you to promote your business and hopefully not step in any of the landline that we’re going to show you. I want to start,
07:31
we’re going to give you some free things just cause 1st he want any of our books. If you saw that last slide, say that book looks kind of interesting.
07:41
grab our email address, It’s right there at the bottom. The screen. You’ll want that a few times, so I’d write that down. Yep. Let us know which of those books you want and we’ll send you one.
07:51
If you don’t get the titles because I just put the slide there on Amazon, look us up under you log y u L O F F and the all show up.
08:00
We do a business podcast where we interview small business owners. It’s, it’s really long. It’s 7 minutes 21 seconds because our anniversary is July 21st. Yep.
08:12
It’s all about making you successful. Are showing, showing you off. So if you want to a video created where you will look good, you can send it to your prospects and say,
08:22
hey, I was just interviewed on this podcast batch. We met somebody that we interviewed a year and a half ago. And she just sent me an email by the way,
08:30
I just sent it to somebody and said I was just interviewed. They didn’t seem to notice, so you can use that as a promotional piece for you forever.
08:40
You want the info to the cast dot com. If you want the questions that we’re going to ask you, because everyone gets asked the same questions, there’s that same email address at the bottom will send you the questions you answer them.
08:53
If it’s in that 7 minute 21 second format. In other words, don’t send us, there’s 12 questions. I’ll turn this soon as 12 pages of notes of answers that,
09:04
that doesn’t work. We created this to teach our clients how to get on podcast and now you get to benefit from it. And we’re going to do a,
09:13
a small business break to be kept in December. It’s either going to be the 3rd or the 10 to each side on either side of the 3rd. Okay,
09:20
so it will be december 3rd. So Saturday we’re gonna, we’re going to garret mostly toward clients. So we’ll go, we’re not going to do as,
09:30
as many topics in earlier, but we’re going to go deeper on a bunch of this is going to be client base. So those are that are coaching clients.
09:40
When julie isn’t areas on this call, you get to benefit from us doing a deeper dive and a whole bunch of different things that are going to make your marketing plan better for next year.
09:50
That you are l, it’s on the bottom, hasn’t been updated with that date yet because we just finished our september accounts. But you can grab a seat or reserve a seat.
10:01
Just drop your e mail and chat. I’ll do a manual. Yeah. Or send us an email or something. Right? So there’s, there’s free stuff,
10:12
you know, our game plan. Let’s go through How do you define marketing? If I want to share this with you and, and if we were doing this in person,
10:24
I would take answers from around the room. But she’s or do this way. There is a difference between sales and marketing and a lot of people do not Have that distinction.
10:36
They don’t get that marketing is getting somebody to raise their hand and say, you know, let’s see. Oh, john hearse from, from tweak an I T professionally awesome.
10:50
Hey, you know, john, can you tell me what you do and well then you, john’s, one of those people that wouldn’t go ready to a sales pitch.
10:58
He would actually tell them what he does. Yes. Haven’t worked for small business owners. And as opposed to, you know, you can get our mark our entire plan for I T for it starts at no,
11:11
she would answer that question and then allow you to ask your questions. So that difference marketing is getting people raise their hand and we want the right people to do that.
11:26
I want you to picture alice in wonderland and she’s, she’s walking through and she needs the cheshire cat. And she asked the cat which of these 2 roads should I take?
11:37
The cat being quite wise, as most cats are, i’m asks or where she wants to go. And how is the new? Has no idea. Well,
11:47
if you don’t know where you want to go to really and any roads going to get you there. So knowing where you’re going in to build your business and,
11:55
and give your messages out is really important. And you get there by knowing the demographics, what you’re selling to in the psychographics and what’s going to their mind packaging that Imagine that these 4 women all want to buy a car.
12:11
They’re probably not looking for the same kind of car. They’re probably not looking for the same benefits or features of that car. So good car sales person is going to message each of them differently in order to attract them to their dealership.
12:26
The same thing is true for you. It is quite possible that these 4 women could all benefit from your product or service, but you’ll need to message each of them differently in order to attract them to you.
12:37
If you try to create one message that will attract all 4 of them, you’re going to Miss the Mark and none of them will feel like you’re talking to them.
12:44
So they do require 4 different messages to attract them to you. You know, we were many years sharepoint, sharon was working for somebody else. She got a bonus trip and I said,
12:58
well, I didn’t want to spend your bonus check and she was in the car. So we started looking for a car and we were in a Honda dealership on receiving boulevard.
13:09
I’ll let you figure out which dealership For those of you that are not as the guy started asking me questions. And I was very specific as a dude,
13:20
i’m a chauffeur today. It’s her car. She’s reading the check. She’s got to check with. Right there yet better be asking in with her needs are And he’s ok.
13:32
Got it. Me ask you one question and he came back to use, asking me questions and as I may refills or no clearly didn’t. Yes. So we got locked out and we went to a dealership where they understood they could ignore me completely and.
13:49
And they pretty much did, which was all right, because they’re sharon’s bonus sharing car. So the, the demographics, the inner said in this case was a woman.
13:59
You know, hot, sexy georgia really want that they were talking panda express, gathers information a different way on the back of the receipts. They offer you a free entree item.
14:13
If you go to the website and give some feedback, there’s like a dozen different slides. And at the end, they get their demographic information, they want gender and age and income.
14:25
This allows them to, to get demographic information in a few great ways. They can do it by state, they can do it by county, they can do it by company.
14:38
So that if they’re gonna, how they’re, they’re going to send out their ads, whether it be by mail or by tv, or the people that appear in their ads can mirror who’s coming into their stores.
14:50
He is clearly, they are attracting that audience. And they, you know, if some is good morris better. So they’re able to, to do that.
14:58
Big 5 before you can check out that sporting goods store, they always ask you your zip code. And no matter where I am, I was telling me 10050.
15:09
Yeah, somebody’s got to mess up their numbers and my little but I mean, I end up being a liar. So what they do is they ignore where I came from.
15:18
They find out ok, most of our business from the stores are locally. John laughed. That’s 10050. Actually, john, if you laughed at that,
15:30
I have a friend that she, you know we, we went through college together and every time a guy asked her for her phone number, she gave the same wrong phone number.
15:40
And just before she graduated, she finally called that same wrong number and they, and they should be like, oh its been you, I got a whole bunch of messages for Another one of the ways that you figure that out,
15:59
that demographically, we have a demographic chart. I started looking at the graph to some of your audiences and by audiences, i do mean plural. We have 6 different audiences that we will market to.
16:13
Each of them has a name. The very 1st one was named harriet because I needed it was a female avatar. I was named after my grandfather, whose name carrie,
16:25
but it’s finances. Her name is harriet, we generalize, we call them harriet’s We recommend that you do the same thing.
16:33
Think about who your favorite client is and when you are crafting those messages that you want more of those kinds of clients. You have their picture, you know,
16:43
either printed out or on your screen or something. So that when you’re crafting that message, you are speaking directly to them, not some more fish avatar.
16:52
Now julie who does photography again, amazing photographer in Los Angeles. She does head shots professionally and she does sittings for families. And she also, no matter when she’s talking,
17:07
she does a video products where she gets them to tell their family stories which keepsake and she’s starting to figure out. Who exactly says yes, I would like that.
17:22
And who exactly says now pass. So that as she wants to sell more of that product, when demographically, the right person is sitting in front of her age,
17:36
marital status, number of kids, grandparents still alive. Very important to me. A graphic for that particular product because she’s tends to be interviewing the grandparents as the,
17:49
as all those things start clicking. She knows, oh, I should ask them now, she could mention it to somebody that that doesn’t fit in that demo.
18:00
Or she can mention that someone who their grandparents in other words like let’s say it was shared or my of our parents, sharon could do it because her parents are alive.
18:11
I would not because my parents art less georgia, grandparent unless julie figure out a way to psychically get back in touch. Now if she partner, cool,
18:21
if she’s partner with christie. Yes. That that can be all. I’m Going to holla graphically do that. I would, I would pay that. So darn john.
18:36
So start you at the point you want to be able to reach, you know, work out who they are. John, I hope you are change.
18:45
You are taken up at one demographic or added to that demographic. We’ve been talking about before and you added to it as we were talking about. I hope you’ve started to do that.
18:55
There’s something else that goes on here. comes up by way, johns, raise your price to like you’re supposed to comes up. I think so. I think it went up a little.
19:07
Oh so yeah, I think we saw that in the Yeah. Did you or do deserves to make money? Is it he’s a nice man. So tags or something truly.
19:14
The other part of this equation is what’s going on between their ears because people buy for emotional reasons, logical, you know who amongst us hasn’t bought a car because you know,
19:29
it goes fast and we’re going to look cool driving it. Yes, you did. Yeah. Yeah. So the, the emotional part plays in and I want to give you an example on the picture.
19:43
The picture that you’re seeing is our trade show. It’s based on lucy from peanuts or psychiatric help, i’m sense. But you probably figured that out already.
19:55
If you figured that out already your universally one of our heritage before we had this felt we sent a message out to all our entire audience and said, is this,
20:07
what do you think of this? And, and the answer came back universally when I say, oh yes, cool, I get. So we didn’t know if it was just fun or it spoke to our audience because we had pulled our audience.
20:22
We found out that when we did a trade show, our harriet came up to our booths and people that asked us, so you want a nickel to answer my question.
20:36
We knew they didn’t get it. And when we asked them some questions, we figure out quickly, they’re not our areas. So we know our trade show booth works as you’re in sales lingo is a top of the funnel attraction piece.
20:53
Now, that’s at a trade show. But you might be thinking, how does that work? You know, if you don’t have your trade, so we’re glad you asked.
21:02
I’ve posted this picture on social media and said, you know, with just with a car, I can’t wait to do a trade show again. And one person typed in,
21:15
I’m in love with that, but now she was one of those facebook friends. I never met just, you know, I got a connection. I looked at.
21:23
Okay, isn’t business, you know? Sure. I’ll accept the connection. But he expressed an emotion. He loved it. So I reached out, we had a conversation,
21:34
he turned in a quiet. So a marketing tactic designed for trade show this worked on social media as well because the message that it puts out is dial in.
21:51
So that’s, that’s how the demographics of the sanker graphics. Here’s, here’s what, another way of doing this, every message that you’re creating, no matter what marketing tactic it is,
22:07
is a sidewalk sign. This is an actual sidewalk sign. We were blessed to be in London a few summers ago. We were walking from our air b and B to my sister’s home.
22:19
We saw this sidewalk time. It totally capture our attention because we are big bang theory fans. We thought age, you know the pennies pregnant? You told me last and I that’s I mean,
22:33
she’s pregnant. We’re such big fan penny. Let us know that and it was an instrument So yes,
22:45
so this I walk so I caught our attention. We thought we’d have a great time, we go in and we win some pounds and then we saw the day.
22:51
Oh, you know what? We are not the right harry, it’s not going to be here. So we kept walking but she, it’s just a sidewalk sign.
22:59
It’s not their whole menu of everything, it’s just not information to make us want to raise our hand if we are the right people. So remember, every message brief enough,
23:10
just about the information that they need. One other thing before we get into it, talking about demographics, your markets are changing. And as we move forward,
23:24
by the year actually by 2025 past the workforce are going to be millennials. Wow, 23. We’re 2 years away from that. So your market, whether you know it or not,
23:39
or, or like it or not. If you’ve been making a living on boomers and gen x in your past time to start shifting, you know, we’ve shifted our messaging just think of the recent to message a lot.
23:58
But we’re aiming towards getting millennials in as clients, and it’s interesting, we ran some google ads and we know when you run google ads, you in the statistics in the back,
24:14
it shows you the darker the box, the more people in that demographic range. We found the demographic range that’s at the bottom of the millennial that we didn’t notice before.
24:27
So we’re going to start looking at that demographic as an audience. But your, if you’re selling to different generations, it requires different masters. We mentioned doing that one.
24:41
She’s, she’s selling her product, her family, legacy video product. She’s selling it mostly to boomers in gen x or the lead engine millennials genex. But the fact is that the at the other end they’ve got to live to do so in her world 2 to 3 generations have to be participating to make that work the best or make it be easier sale for her.
25:11
So she’s looking to find out generationally, who’s rounded that family because it makes it easier sale. All right, by the way, if you, if you want more about this in to me in a week.
25:29
Yeah. Next week. In salisbury, at our, at a networking group there much that we were going to be talking about. So just putting out their kitchen once it was less.
25:41
Yeah. John johnson solsbury. If you John, you want to come to that so all right. Oh hi. Does it? Oh my God, I also more it’s time for you to stop doing laundry because hyacinth is here high.
26:02
jot she laundry for you. I think you are. I have genes that need to be wash. All right,
26:19
everybody says you gotta have it out. Oh my God, I am false. By the way, the answer to all the mr. falls. Yeah.
26:27
This, this, I thought this had died. And during the during cove it, it raised its ugly head again, all these people that have an app,
26:38
the website. Now they do this is a had on we can do an app for, you know, actually I wanna make sure most of the people spent all of their time on mobile apps.
26:51
But the thing is it 8 year app when I’m on my phone, I’m on the facebook app. Yep. I’m on instagram app. I’m on m L B dot com app.
27:04
Not on yours. Unless you have a reason for your harriet to come to your app every single day, and it’s different than your website, part of the,
27:16
the challenge of getting an app into the app store’s either google play or the Apple app store. Is it you have to show the store how it, how much of the right,
27:30
how your app is different than your website? If it’s not different, then they don’t approve it. You know, I used the little wired app sometimes though i’d rather be on the website.
27:44
See, and let’s say I have a princess cruz’s app, but I only use that warrant ship. So if I need space on my phone, I start going through my apps.
27:54
Alright. Which ones can I don’t? My phone told me that I was running spatial and most of my space was taken up with actually went through and deleted the budget that I don’t use.
28:03
Wow. Which, which I have to do. Interesting. I have many that I deleted cuz I have a lot more apps that you do. You do as the American airlines?
28:13
Yeah. Yeah. There’s a bunch i don’t really use a lot but, but to have to reinstall it every day. So if I have a choice between american airlines and 0,
28:25
one, I don’t use yours, it’s gone. So you don’t go to this expense, it’s ridiculous unless they’re using it constantly. Number 2, what you’ve been doing,
28:39
they’ll keep on work. In other words, you figure something out. I know that if I do this, I get results. Well, that’s awesome.
28:49
But that doesn’t mean you. You don’t pick something up because things change The Internet. There’s a whole lot going on of on the Internet every minute of every day.
29:01
And Internet usage has gone up. Let’s say you let people work at home, they do mark put more time on the Internet. Who could have seen that coming up?
29:13
Everybody. Yeah. And Looks like one of my favorite examples i worked for when I got out of college every for a direct mail company.
29:26
And we delivered wednesdays. If it rained on Wednesday, we knew our clients that day. That week we’re going to get miserable results because the direct mail shopper was made of horrible newsprint.
29:41
And if it got wet, people tend to just throw it out. Didn’t mean the product it worked, worked really well in a lot of demographic areas.
29:51
worked great and then eyes worked great in see that I worked great, you know, didn’t work as well in sherman oaks and in so you know, but as a rule,
30:01
we know range. So work. So you could have a tactic, it works, but sometimes it doesn’t. If you’re doing facebook abs, facebook has an outage which happens more often and then they let us know you’re either going to work that day.
30:19
So understand that things do change up there. There are 4 questions to sell. And we usually never got to the 4th question. It was that, you know,
30:31
why us, why am I here? How are you going to be using our products? You know, we’re gathering information and why wouldn’t you use a competitor reality testing?
30:43
So you know how to talk about your product. But the 4th question, if you were sitting in the room, you never asked that for quest for question that’s do we need to buy it all and co bid.
30:57
And now, looming recession has changed. Some banks, people are questioning, do they need to buy drink cove,
31:09
it dominos figured out, you know, we still got to sell peter’s. What if we promised that we won’t touch their pizza? What do we call that?
31:18
Oh, contact us and dozens of other companies, Auto builder agents, you know, companies. Okay, how did we sell during last recession? Well,
31:29
you x amount, x amount of months at 0 percent financing x to solve for x, it’s how long do you think in cove? It, it was how long do you think people are going to be locked up at home?
31:42
And most of them figured it was 6 months where they gather up. So it be 66 months, No interest or 6 months, No payments. That’s how they kept selling cars.
31:54
So this 4th question, do we need to buy at all? You’ve got to be ready to answer that, why they need to you. So your marketing message has to talk to why they need you.
32:08
What problem are you solving? People will write you the check when you solve their problem, because they’ll run away from pain faster than they run toward pleasure.
32:18
So in other words, another way of looking at that, they’d rather take aspirin than vitamins. So you’re solving that problem. The most effective ways to do online marketing,
32:32
you know, they research was done and they asked was 500 and change digital marketers and what their clients were using mostly yourself. interestingly for them not me.
32:48
I always thought this was the Thomas website. So your website has to be really solid telling, you know, giving a lot of great content that allows them to decide on you compared to somebody else.
33:02
It’s not necessarily ads, though ads are nice, but having, if your message is leaking out, if you on your website, and I think I have a couple of slides on this layer.
33:17
If your website is giving them the information to the questions they ask of Google, google will figure it out and deliver your website to them. How does that happen?
33:31
Well, great, well, answer that question later on, email marketing. It’s effective if you do it right. You know, some of you are here because we sent out an email 1st inviting you and then reminding you.
33:46
So this webinar was out there. Now we could improve that. We could improve as improve isn’t as if we send out $37.00 emails per web. But we hate that when we get so we don’t market using tactics we have.
34:04
And when we get those, you know, don’t forget, it starts starts in 2 hours. Don’t forget, it starts an hour. We’re going to start it starting out.
34:11
Now you’re adults. Our client, we see our clients, we want them to be adults. So if you really want a exam on your calendar and you will be here and I know that’s okay.
34:23
Yeah. So look at how we market ourselves in, Oh, I see there are certain types of clients we want and so we don’t, we don’t want to have to remind our clients 500 times.
34:38
It’s how you run your business. So how you run your business is how you create your marketing messages. What do you want your people to be like?
34:46
Now hyacinth is on here is is darn well has to send an email to your clients. If she is doing a pick up on Monday, she better send them an email saturday indoor sunday.
34:58
Hey, I’m coming monday. Better be there, better be ready? Don’t, don’t, don’t maybe I have a waiting time. I have a fee for waiting.
35:08
And I just in case you say they don’t check them in the email. Oh yeah, well done. You know, I, I saw this on the ball.
35:21
So in fact, if we knew she was coming to the eastern shore, she would only have to send us one email. And let us know what time that bag would be outside rate for just I’m just saying,
35:33
you know, When you find you find that person is going to come across the bridge, please. So I understand that there are lots of ways that you can,
35:48
you can market online, but combine the method and overlap it with what your clients, what you or harry s, demographically, will be looking for. And that’s how you make it work best.
36:07
It could be, you’re not using enough methods. You know, I ran, i forgot why the slide was there for a 2nd. Let me give you an example.
36:18
Let us say that your business is this roof. And it’s, it’s hanging out there in order to make that roof, make that business stand. How many miles do you need underneath it?
36:33
A one. Do you need to? Normally i’ll ask a realtor this question then. And they’re, they’re pretty good about letting me know that you need at least 4 realtors.
36:42
They’re smart but there’s also a couple of walls on the inside that are buried last. So 5 was 6 walls. The more walls you have underneath the more stable your roof is,
36:55
just like if your business is using a whole lot of methods, you’re going to be more consistent. You’re, you learn this actually during code that as well,
37:05
right? There’s, there were multiple layers to protect you from infection. You can stay away from people, you could wear a mask, you could get back to me,
37:14
right? There are different layers, any one of them could fail, but if you layer them all, you are less likely to get infected. It’s the same sort of concept.
37:23
This is the most false statement you’re going to see if it didn’t work that one time you should. I try to radio at once, and then you say it doesn’t work well.
37:33
What didn’t work? Was it the wrong station? Maybe your harriet doesn’t listen to that station. It could have been the perfect message, but if it was delivered to the wrong audience,
37:41
it would have fallen on literally death ears if, if it was the right station, but it was the wrong message. You might have been reaching the right people,
37:49
but you weren’t speaking words that attracted your harriet. So what was the didn’t work you did. They weren’t at the wrong time. Right? Maybe they promised you that they would only run them after dinner.
38:01
And your harriet was listening on the drive home. Everything else could have been great, but you missed the timing. Now we’re testing radio right now. directly actually into a.
38:13
We’re testing radio right now. There’s a local station that demographically they, they hit one of our harry, it’s pretty solid. And they are offering a deal,
38:24
$375.00 for a month of advertising is $240.00 ads, which comes to under $2.00 per ad, which I’ve never seen before. So we are, we’re going to,
38:35
we’re testing it for 2 months. We’re doing a one ad this month and then when they go to Chris or christmas all the time, Oh, joy.
38:44
On November , 1st we have a Christmas at. It’s going to run, wanna test it. We want to see if, if radio works and we don’t know for us,
38:53
we again 26 years and business never tried radio. So we’re testing. And the secondary reason we’re using it is, is that we’re in and we’re new to an air this area.
39:07
And we’re meeting a lot of business people, and I would love if they have heard our ads before, they have met us so that when they meet us,
39:18
there’s already a 3rd party validation that we’ve created for ourself that’s been on the radio. So if you’re, if you want to be consistent, what you’re doing,
39:29
you make your plan for that tactic. You test it, overs let’s, let’s talk about, let’s use online app. Let’s use facebook apps. For example.
39:40
You have a plan. We think this is the offer is going to work. You test it, you don’t run, you know, $50.00 a day.
39:47
And as you run a few dollars a day, now you test it, evaluate how it works. And it could be that you, you’re using this facebook geographically use 2 different areas.
39:59
You know, once you’re left, once you’re right, and see which of 2 different offers post the best. And then that’s when you move forward with a new invest,
40:09
a little more cash on that. So if your marketing is always testing, you’re constantly gathering data. How did this work? We’re chamber holics, we love chambers,
40:23
building our businesses and chambers, commerce. Not all chambers are built alike. You know, they’re in that when we are in Arizona, there were 3 in our direct area,
40:37
one of which delivery business. And the other 2, we only stayed in to have a presence. You know, it was us just giving back where we we didn’t,
40:47
we didn’t invest anything more than the membership. We didn’t sponsor anything. We didn’t really attend. Yeah. We attended events occasionally, but we were really just supporting the community and we knew that that’s a bad investment.
41:00
Work there are a ton of different ways you can market your business this, this list is partial And we’ve done all sorts of different things. We just I,
41:19
we just tried when we, we knew was not going to work. We sponsored a whole at a golf tournament and we were sitting out there in the rain drain a golf for we did that mostly to let the leadership of the chamber know we were invested in using the chamber to build up its sure.
41:40
And I got spend the day together under any hurry in the greenery watching people mess up shots and scream for that or where it was. A lot of it was a minimal investment.
41:52
We do get lunch. It was a day. Yeah. It was a day. We didn’t, we but we knew it wasn’t going to really generate revenue.
42:00
So if you know what the purpose is going in, you can consider success or not. It was successful and offer us because the powers that be new,
42:10
we were there. And that’s all, that’s the only reason You don’t need are a real website.
42:18
Oh, dear god. Yesterday. Right, here’s the thing. If it’s, if it’s one of those rhymes with, if it did, rick, we did.
42:30
You know that we live in a brick house shirt rhymes with brick. If it’s a do or cell airplane, it is easy. That’s not the right thing.
42:39
Yeah. It’s got to be built,
42:44
ward press your WordPress just to be clear. WordPress is easy, but it’s not easy. To build, it’s easy for you to maintain after the fact.
42:53
thankfully, we have a few develop developers that we have tested over the years that, that make it easy for sure. When they’re looking for you, you have to either,
43:04
you know, your, your blog on your website allows you to answer all of the questions that people ask when they’re looking for somebody like you. So if you have blogs and you’re doing an A consistent basis,
43:20
it’s, you’re screaming at google and saying, hey, I have committed to use the Internet to build my business. So help me out. And it used to be the people who go into the yellow pages,
43:31
they are only, you know, mythical. Now it’s got to be more than a brochure and it’s got to be offers. Your pricing is on there.
43:40
We have a whole webinar and we’re on websites. You can do that. If it’s more than 3 years old, you should look it updating it. Ours is pushing the 3 year up.
43:53
We update our website all the time. Now. In fact, i’ll give you a tip. If you are one of the folks that watches this and you’ve been logging one of the coolest se,
44:06
oh tools that you can, things you can do. A trick is that you can go back to some of your old blogs and update them. Add a 100 words,
44:17
make sure the links are all working. And as you do that you are, you’re telling me google a new information here. Hey, I just put it up here.
44:28
Hey, you can, you can deliver your audience with confidence. Because google wants a level playing field and they want people to keep coming back to Google to get the answers.
44:39
And if they deliver their, their google ers, the right answer. If you’re the right answer and they deliver you to them, google’s happy because those people keep coming back to you.
44:50
We’re looking for an answer. So aren’t go, will usually call goulds, i can’t get. What would you call? I just never heard the term of glares glen.
45:05
Sure. I’m happy to be a Google or I don’t know. I was right or you could be right ever born. Okay, so your website’s got to be there.
45:16
Now, when it, when I said blogging, i know most you saw this, I get it. I don’t want to write a report, I get it.
45:25
Google for the longest time to sit blogs, need to be $3500.00 words. We have said for the longest time, 40600 words honestly got it really should be a 1000 word essay so that you can decide what your Google ers are typing into google to find you.
45:44
For example, the best portrait photographer in Los Angeles. And julie can write in her blogs, one of the things that made me, you know, that one of the reasons people are the best one,
45:59
the best are chris, unless your point for sags in Los Angeles is because I do this and this and this, and this new talk and she can talk about what goes in the photo and she can use that phrase all the time.
46:12
At the bottom of the every blog she can write. Julie hopkins is not as one of the best architectures in Los Angeles. You can reach out to julie at,
46:22
you know, and she has her call the actually the answer. She’s putting that phrasing that people type into the Google machine at the bottom of every blog yet that you like.
46:31
thumbs up. Ok, make sure you got those notes. Just make sure you got that. So it goes to the bottom, all your blogs, you know,
46:40
all of those keywords we’ve talked about And the more you blog on a consistent basis once a week is great. If you’re doing that, you get a gold star couple times a month,
46:52
you get a silver star up. As you’re consistently adding to your website and updating your website and keeping it relevant. Google sees you are active in the game and you get promoted more By blogging.
47:09
You get that credibility with search engines and potential clients. It builds your authority we. We were invited to post on a half in post website. You did that until they ended their guest,
47:22
their guest blogging program. We were invited, hired to be in a brian tracy video series. And I’d love to show you the video if they would ever sell,
47:33
let i step one, don’t let lawyers get involved. But they found us because of our blog. And then by used to be part of it. If you are always looking for new ideas to blog about,
47:47
it sharpens your game. It keeps your head marketing. It makes you lou, really listen to your clients. What are they asking for? What are they saying?
48:00
We just picked up a new phrase, amex, shirley, because our friends, we heard somebody say it. And I said, oh my gosh, that’s that describes most of our clients.
48:17
So we’re going to start using that in some blogs and see if it attract it’s right here. I wrote it down or where I wrote it down, we’re going to use it some blogs and see how it calls an hour.
48:30
Here we’re going to test and I’m going to prove to you that it’s easy. You already know how to block. You’ve already been doing it since you were in elementary School.
48:45
But I love putting this is cotton. cotton was, was my 10th grade. Her English professor teacher and she taught me something because my 1st 2 reports came back Were there was more readings in blue ink.
49:07
So he get what I mean. And she said, you’ve got her, you always have to sharpen your skills and use them or they go to waste.
49:15
Now, by the end of the semester, you know, both semesters miss up and I may, but You were taught how to do this.
49:25
When you are doing a book report or a current event, they said 5 paragraphs. First paragraph interaction next 3 supporting points. Your last paragraph, you’re basically resetting your premise.
49:43
Now if you wrote like me, it was about 300 words because I wrote big, you’re like sharon, it was really small writing, 500 words on that one sheet of paper.
49:53
So we’ve been taught in the United States had a blog before there was an Internet. Now if you add a 6 paragraph there, call the action that,
50:00
that puts in those keywords. You got your block. So you’ve been doing it since you were a little. Once you have your blogs, you get to share a link to it on your social media.
50:13
You get to write a video, shoot a video that goes with it. And then that video lives on your youtube channel. And in the description of the video,
50:23
you put the blog and that works for you this way. I’m going to ask you a couple questions. Okay. What’s the number one search engine girl?
50:34
What’s the number to the search engine? youtube, who owns youtube, google, therefore by the transitive property map. If you’re using youtube to promote your business,
50:46
google’s algorithms scan youtube to look at the answers they’re going to deliver. So about 4 years ago, 5 years ago, you started seeing in search results.
50:58
So many pop up as you to videos, people are looking there. Now, you’re going to blog because it sets you apart from all your lazy competitors.
51:11
By doing this little process, by making this a, a regular function of what you do in 2023. It will set you apart from lazy competitors and if you’re willing to do what lazy competitors,
51:27
well, you’ll get money that they don’t. It’s a simple formula away. video in a thing. Yeah, it is. Now, if you were looking at the screen,
51:39
you noticed a few screens ago we were talking about web site. And after every one, it said with video. Your youtube channel is, is an important place to store videos.
51:52
Is where you store your testimony or videos, or blog videos, or how to videos. There doesn’t types of different videos. You can shoot that all live on your youtube channel,
52:05
which again, by Google it helps people find you. Most people are visual learners. They want to get their information that way through the video. Now sharon and I were in that 35 percent.
52:20
I want a textbook. I want to be able to go back a page. Look at. Okay. They were talking about this back there. Oh yeah,
52:29
I know we’re back with a video for me. I hate to go to rewind it. I see the right click it. So I’m in the 35,
52:37
but I’m not what 2 thirds of people are they want to get their information that way. And as you’re going to see the next slide, half of consumers are watching product videos to help them make an online purchase decision.
52:56
You watch a lot of videos like that. I listen to the what? I just bought me an electric toothbrush. Yeah. Did you, did you watch a video on that or do I just not I just,
53:09
I went to the right places that list their top favorite electric toothbrushes and why they liked them. And I, so I chose that when I had a plan b case that wasn’t available.
53:21
Okay, so you didn’t really watch it did not. While again, we don’t look at the videos we want to get. I don’t need a video.
53:27
So I know why you need to have an electric field. So I’m planning on breaking it in this evening. Right after I floss. Because flossing is very important,
53:43
if it, if you shoot a lot of videos, you end up getting videos like this one where I talks about her and with her and, and I was in there and because they may not be very such out of the box bringing jane geniuses,
54:11
genius, $31.00. And there were many anyway because I knew that every single line I hear them be and he’s willing to learn something new I. I can always learning what you knew as of you know,
54:34
they’re always like social media and or every day. And I love that because there is nothing to help me and I appreciate that. And you know, like if you are a millennial,
54:51
there’s a person who is struggling money right now. Your, your phone call should be hanging in there and you Are going to help you with your business.
55:08
All right, let me pull back a curtain. This is how important video is Nicki. One of our favorite clients, she is like she, we like are almost as much as we like julian hyacinth.
55:24
Almost here and get, you know, we’d like nobody as much as garrett like, scary, isn’t like this world of his and she said he can,
55:35
I you guys always want video test. She said, can I do one for sure. Thank you. Anything you want me to say, just use the word millennial somewhere.
55:47
Why go back 37 slides. We talked about karen and I marketing to millennials more So does it make sense to have video testimonials from people in your demographic area range saying nice things about you.
56:03
So when people go to your website, they see them because it makes sense. I makes a lot of sense. I’ve got over 100 video testimonials on our website.
56:11
Now. If someone from a demographic that is outside of the what those is there, I have another 100 or so I can send them now. They’re not as awesome as nikki,
56:25
they’re you know nikki doing that back. We have one from jerry, this really bitchy. I can pull out of all I can.
56:34
I can go into my youtube channel and make it prayer, make it unlisted instead of private. And I can send that link to that prospect. This is how using video becomes a vital to your business.
56:49
And If you, if you were to promise yourself, you are going to shoot, let’s say, 12 months, 25 videos In the 1st half of the year and 25 in the 2nd half.
57:09
You would see jump in your business if you did nothing else. If you use, I was right way, then you shared online, your social media,
57:14
your share, your websites, and you put them on Google and you, you tag in the right way on your Google. I mean, if you were put the effort into using video,
57:25
asking to help your business a lot For every blog. Yeah. Email and direct mail marketing is dying. false. If so not ah. I remember when I didn’t mind that I got a couple of emails a day that had nothing to do with,
57:49
you know, people I knew oh, it’s a sales video. How quaint dora now in we saw on a promotional product of a so I get roughly 40 a day from that industry of different factories and say,
58:05
hey, we have a rog and we’re taking 5 percent off of that. Thanks. I get no life at least 40 data Every now and then when I get one,
58:17
that is really cool. Oh, I will hold on to that one where I forward that to our clients or in the promo promotional industry. But there’s a lot of crap that comes out,
58:28
we all get them. So let us, let us make our sales emails work a little better. If you can make them short and straightforward. Awesome.
58:40
There is the dan kennedy school marketing that Is the 4000 word email that every 150 words. There’s a buy here link, we’ve all gotten us and they give you and just enough information.
58:58
So you think you’re not gonna have to buy the product. If you just bring the book and you never really quick quite get enough of it. That’s fine.
59:07
If your email list is over a 100000 and you don’t care that, you know a 1000 people a day unsubscribe because you’re funnels are adding a whole lot more people to your list every day.
59:18
That’s fine if you’re in those numbers. But if not, keep short straight for Help before yourself. If you’re on our email list, you will notice it is rare that you get a hit by my crap.
59:36
The only time you really get that my, my stuff, my most of my stuff is when we have a new book and then for about a week and a half,
59:43
2 weeks, everything changes and it is please buy my book, please My buck. But we still help in that if you buy the book for a book,
59:54
you’re going to get this and this and this and this, and this isn’t this. Most of our emails,
1:00:02
therefore they’re helping, hey, we have a new blogger here. We have a new webinar coming. You want to free ticket. We have a new podcast.
1:00:10
It’s come out. It’s it’s offering and helping. So if you’re helping before you sell that is going to make your emails better. People will look forward to them and reba.
1:00:25
You have to request what now piles. q one I should’ve left brought it in here. You’ve got a request referrals. If your clients don’t want to give you ever also they don’t think about it.
1:00:41
They’re, they’re focused on their own business, their own life. Just not thinking about it unless you ask, you know, why is requesting referrals in our slide talk about sales while you’re going to use it to make sales,
1:00:53
you need those, those videos refer also as whether it’s alright there. When, when a client says, oh my God, julie, this is like the best photograph ever.
1:01:04
In fact, julie, come back kita. Did you notice the yesterday? chiquita, in the meeting, gave you a wonderful testimonial. Did you thank her for that?
1:01:17
I’m you shine. I did call actually Cool. Did you happen to ask her if she knew somebody else? You could photograph in that photo. Excellent.
1:01:34
She is good at that. She’s a good refer. She’s certain. Yeah. Yeah. And I have seen that photo on, on social media a couple times highlighting how awesome you are.
1:01:45
So great job. Thank you. Yeah, she made a 200 year old woman look like she was now. Yeah. It is a lovely here would be my and I wanted to ask you to that while it seemed in my head because you got that referral yesterday or that that test my in fact I’m getting.
1:02:11
I’m going to get the video of yesterday because I want to strip out her presentation. I’ll try and strip out the video testimonial. If it works, all that out and send it to you.
1:02:25
Yeah. Be great cuz yeah, I wouldn’t I should bring them. I just don’t know why I forgot to do that. Yeah, I have an email.
1:02:38
Sorry everybody. I have an email into alex asking for the link to that. So I’ll grab that force for every action there is a follow up. Huh.
1:02:55
There are, there are emails that I get sometimes that, that frankly, if they annoy me, if I didn’t know the person, if there he did,
1:03:03
you get my email. Did that, that’s not the one time. Or if you sent an email to somebody that requested information, are you following up?
1:03:13
How many times are you following up? Once, twice, 3 times. The average sale, how many 180 percent of sales are made between the 5th and 12 contact.
1:03:25
So yeah, if you’re the 3 strikes you’re out person like I used to be and you leave money on the tape. Now gary, who’s on this call,
1:03:32
it’s like one of the nicest human beings and he doesn’t want to. He doesn’t want to make a nuisance of himself and therefore he doesn’t follow up as many times as he should.
1:03:44
We’re giving you permission, gary will give you permission or make sales that way. It is. So keep reaching out, it’s ok until they send you a restraining order,
1:03:54
or by as to unsubscribe now or, or, or improve it. And where it, it ain’t over till it’s over. You know, again, athens is Friday at it.
1:04:06
Look, here’s the thing. Share it. I don’t think dislike, I want to see if it’s in yet another site isn’t in here. There’s a slide we use all the time that talks about if your subconscious here is that you stop.
1:04:22
Right? So one of the challenges, if, if, if you, if you aren’t following up those 5 to 12 times your subconscious as well as the subconscious of your prospect is hearing that what you have is not that important because it’s really important if it was really going to change their life or their business,
1:04:41
you will keep following up. But because you stopped and life went on, you know, I guess I didn’t really need the thing anyway. It wasn’t that important and that’s not the case.
1:04:52
Show by you following up you are reminding yourself and them that what you have is really important and could change their life or their response. There are a lot of things you shouldn’t use in your mouse.
1:05:05
Here’s smallest bio. If you want this list, send me an email, I’ll send you the list so you can either email them. I hope you don’t mind.
1:05:12
Yeah, I do mind. Would you be the right person? This is just crap. Or there’s the right now there is the, the email, whereas there’s the email and on top of it in case you didn’t get my email,
1:05:25
that is, that seems to be the pervasive pain in the neck email message right now that I’m getting a lot. And after it bothers me, a few too many times i’m going to start answering them saying I didn’t get your 1st email.
1:05:42
And if I was interested, I would. So anyway, but they’re just following up they’re, they’re just doing it a weird bad way. Here’s a bonus.
1:05:50
If you want to know about the shoe in the door mailer, you have to send us an email info. If you are creative and we’ll tell you about it,
1:05:58
that’s just a little bonus trip. That wasn’t fair, wasn’t So what’s s E O? Does it have to be expensive? No, it doesn’t. Actually,
1:06:10
if you’re blogging, you’re doing your own seo. Yeah. There are a lot of ways to make your, your compute your website work better. If there’s,
1:06:21
if it’s too messy above the phone, you know, at the top, if you don’t have a site map, if you’re headlines, if you keyword stuff there,
1:06:30
there are a lot of reasons that you can make mistakes in using s. Yeah. But the thing is, if you are Trying your darndest to be a boy or girl scout about using the Internet to market your business,
1:06:46
if you’re blogging, if you’re offering, if you are serving before you sell that does a lot of the SEO, there are things that you can do,
1:06:59
for example, in the tabs above the R L. You can put your keywords up there. There are a lot of things we’d go through this quite a bit during our boot camps.
1:07:10
Just know that if somebody’s charging you a couple $1000.00 a month to do your s T O or anywhere near that, please call them charlotte units and give them my phone number and tell them i’d like to explain exactly why I think they are.
1:07:23
That’s my own box moment. 0, One other part of the video for su, nicole amended medicine in 2016 was asked if you had an idea of what facebook is going to look like in 5 years.
1:07:41
That was 2 years ago. She said was going to be mostly video, video video, and that wasn’t because based facebook want to it’s because the driving generations,
1:07:50
millennials and janet and jen, why are using video far more often? And tick tock has become more popular by the way. I’m not saying to go to your marking and tick tock.
1:08:02
That’s a whole other discussion. But if you’re crafting video and using it the right way, it’s going to help build your business. Now I have a couple of them.
1:08:11
Yeah, gonna skip right. There were, there were a couple of other video testimonials here that will just slip fast. Number 7, all you need is love.
1:08:22
I mean all you need social media. Yeah. It’s not that silver bullet. There really is no one marketing chapter that is your so we’re bullet, they do work together.
1:08:33
Yeah. So yeah, it is an online form of communication. You need to be on it. You need to be posting on it once a day because you’re communicating with clients or developing your business,
1:08:48
you want to be seen as a trust referral source. You want to share business tips. We share business chips all the time. And if you can be fun while doing it,
1:08:57
that that helps as well. Which platform to be on kind of makes a difference where your audience is sitting. Now our favorite moment is a line of all actually,
1:09:10
and he is going to be liable for a while. It does feel like that Yes, yes. A liable for those that don’t know, you may all know already met a liable looking at the audience.
1:09:22
A lot of those that are watching a lot of goal is focused on your local small business. You can actually go beyond local, but it’s really that was really their focus is local,
1:09:35
small business owners, local to you and it’s so it’s easier to be a big fish in a small pond in your local area. And the secrets also,
1:09:46
I’m a really is the groups that you know, if you need to know about that, we can connect after this, if you’re, if you’re using social media and you’re on that once a week kind of a thing that Yeah,
1:10:00
so helping you remember these, all of these platforms are selling apps. And in order for them to sell ads, there has to be a trio content.
1:10:14
Think of a newspaper. The reason you savers exist is, is to make money for the publisher. And the publisher does it by selling ads. And in order to make it worth going through and seeing the ABS,
1:10:27
they added it tauriel content. So they were giving you information. They were serving before they saw social media co same. You and I are scrolling through our facebook fears or instagram.
1:10:39
We’re getting amused. We’re getting entertained and I other, some apps the more times use reach out to those platforms and say, hey, here’s some free content for you.
1:10:53
They tend to start showing your information to others. More often, if you’re posting interesting stuff and getting interaction more likes, comment, chairs, your posts get shared more often.
1:11:08
And that’s, that’s kind of the secret on social media. Now, We don’t care about your sacks or religious beliefs.
1:11:23
Yeah. It was really on social media. avoid being negative. I cringe when I see the person post about there at the local, you know, whatever or there.
1:11:39
Yeah. below let’s say the local coffee shop. And I started thinking as, oh my gosh, their prospects are, wow. If I do a bad job for them,
1:11:50
what are they going to say about me? All right, this one is in here. This is because I think you should be reading books and The sick 1st book letters in the word authority,
1:12:05
our author. And every time we watch a So one of those late night talk shows they always have the next guest is the author of the new book.
1:12:21
People like to hire the person who wrote the book on the subject. You know, so if you want to have 3rd party validation and create it for yourself,
1:12:30
a book will do that. A lot of people will just give me that. You know that half sheet of paper that talks about what they do we,
1:12:41
we give out a book say that we’re at a chamber lunch instead of an 8 and a half by 11 sheet of paper that talked about coaching. We give out one of our books to every attendee now.
1:12:53
I don’t think that was a big investment early, a dozen or so people after lunch and half of those worked for the local city. So we get bank or a bank,
1:13:03
so we get But this is one of the best sales pieces you could ever create.
1:13:13
aren’t we created one called partners and everything? Because one of our audiences are people on a business. Yeah. So instead of just doing a brochure for those folks,
1:13:27
we did a book that helps them work together for next book. Yeah, that’s just a mockup of the cover. Not really sure what it’s gonna look like.
1:13:37
And actually it’s, it’s going to have to have another picture with randy on there as well. For sure. I’ve always wanted to read a book because I realized that the,
1:13:47
the laws of physics kind of go along with some of the laws and marketing. So this is going to be the, the cool book i’ve always underwrite.
1:13:56
And randy is to a physics part and we’re reading the marketing part of it. podcasts have excelled and exploded in numbers. Because of coven, i Don’t know about you,
1:14:14
but I get half a dozen emails a day from people that say they can get your podcast started. And they charge on crap ton of money to do it.
1:14:27
It’s not hard to do it. In fact, it’s easier if you just want to get on the radio show us all of these podcast me guests and it can be trust,
1:14:39
really shows it can be internet radio shows, podcasts, youtube, show people the guests. So if you do that, Google search for you who would be,
1:14:50
who your audience would be watching. Give you an example. Those are the podcasts you reach out to. Now how do you get on a podcast? All right,
1:15:01
well you send them a video of a podcast, you are on you send them here a whole bunch of questions you could ask me and here are the answers.
1:15:10
So you’ve now proven to them that you’re going to be a good guest and you’re not going to make your answers $5000.00 words each for each question. It’s going to be more of a conversation and they don’t necessarily want,
1:15:24
you know, their podcast to be the 1st one you bet on. But if I haven’t been on a podcast will come on ours and we’ll walk you through it and then you,
1:15:30
I guess It’s just, it truly is that easy. Along with podcasts, i want to throw service groups in here. All of the rotary isn’t now all the dead animal clubs every week.
1:15:46
They me, they new speaker bill, even by your lunch. So reaching out to those groups with a message that will be interesting to their members. So you may have to tweak what you’re doing,
1:16:02
but you can get invited to all of these and you start sharing your message. And the last myth thinking you can do it yourself. It’s hard, you know,
1:16:13
at various times we’ve had a lot of different coaches that we have use. We have an advisory panel. We sometimes will have customers on that. You can have employees on that.
1:16:24
We had a question, a business question. I reached out to a mentor. I’ve known him for 20 something years. And in real estate, he’s somebody that with no one answer,
1:16:40
It was, it was amazing how quickly he got back to me. Just as a matter of course, I, you know, I’ve respected him, appreciate his answers and I’ve been a service to his business.
1:16:54
So having your advisory panel, knowing that you have a group of people you can ask questions of is going to help you because your marketing plan used to be made up of 4 different quadrants.
1:17:07
This was simple stuff. Yeah. And then the Internet came around and it got more difficult and you know, You know, it gets difficult or it gets complicated.
1:17:21
complex. Yeah. heck, we were able to solve a challenge for one of our clients. He sent us his slides before he did a presentation and thank goodness yeah,
1:17:30
because he was going to put this exact slide up and it said a reef, anita franklin died recently. I was like, wait a minute that aretha so yeah,
1:17:41
it’s having someone you can call it’s going to be you can bounce things off. It’s important. I’m away. It’s also speak 10 minutes, but there’s 11.
1:17:51
Know. Yeah, no one likes get a bonus. Totally false. This, this isn’t to say you have to do what you, you know, do and give away it for free.
1:18:00
But if you can find a way to offer bonuses, value add. Yeah. You know, there are, there are a few things in life that are not free.
1:18:10
You know, watching the baseball game for a time, sweet. I totally recommend that if you get the chance ever at dodger stadium, i’m flying 1st class.
1:18:19
Oh dear god, it is so much better. You also get to go into the, into the lounge and your marketing budget should not be free, easy.
1:18:29
So you want to find things that you’re going to stop doing. Start not knowing your audience. Stop not developing a voice or a town, all of your writing,
1:18:41
all of your messages. Have a consistent tone, juror focus on the things that the channels you understand. If you understand social media channels. If they are ones that your audience is sitting on a go for it,
1:18:57
ignore stuff that is a waste of your time Using paid search. You know, if you, if you limit your budget ads can be very effective way to build your business and forgot to do it alone.
1:19:15
Make sure you have your advisor crew. Cuz if I asked you to answer all of these questions in 10 seconds, could any of you answer all of these mathematical questions and 12 seconds?
1:19:27
Well, what if I gave you a system? So you’re looking for those systems that are save you time and that are going to save you money. Right?
1:19:34
You just gotta 11 ways to get past the mess for sales and marketing that are making you stressful. If you had to break your landline, learned something new.
1:19:42
Congratulations. I. I know that julie was taking notes, so even one of our coaching clients learned something new well done. Julie julia is a student of building her business.
1:19:55
You’ve got to have a marketing budget. This is time and dollars. If you don’t have a lot of money for marching budget, you’re going to spend a lot of time doing.
1:20:07
blogging does not take time, you know, dollars. It takes time. So block out some time to do it. shooting the video does not take money.
1:20:17
It is going to take some time. So you block out the time, your marketing budget. From that point of view, Get really proficient at shooting videos and,
1:20:29
and asking for videos and know your sales process and learn the right way to use social media. Make sure you have a list of the marketing goals for your business,
1:20:41
where the marketing tactics you want to try. If you list them out in order are put the 3 most important ones at the top and the most important one at the top of the top.
1:20:54
There’s 12 on there so that if you pick one in the next 12 months, you pick one per month adding something to your marketing will make you jump all way far ahead of your competitors.
1:21:07
Because most of them, as I said in 37 slides, you know, most of them are lazy and they’re not marking their business, they’re not actively doing it.
1:21:16
So if you have that list, when you have a gap in your schedule, you know, client calls say, oh my God, I an emergency,
1:21:23
can we postpone the coaching? Sure. You know, pick the time the calendar will do that. Well g, I know, have 30 minutes. My calendar,
1:21:31
i look at my marketing list. There was a point in 2020 where we are 21. Where every every spare minute I had went toward creating, getting that partners and everything done.
1:21:45
Because I had set an unusual deadline or in a re unreasonable deadline of having it done by our anniversary. But having it, number one on my list reminded me all the time.
1:21:58
Now the questions, we get all the time from our clients. What do I do the 1st time I get there faster? So if any, this is Your questions of any of this,
1:22:08
get how you’ve seen this u R L all over this webinar, just go to how to get their faster dot com and you can book half hour with us.
1:22:17
It’s not a huge sales pitch. We will give you ways to make more sales work or anything. Yeah. That’s just some of the things that we’ve talked about on that call.
1:22:27
So there you go. Looking forward to having you there will invite you to our boot camp. If you are, if you come on that call again,
1:22:36
it’s going to be december 3rd. And I was talking with any questions. Does anyone have questions of anything we’ve talked about today? Julie, i’m on just a minute.
1:22:48
Ok, i have a class. When we discuss the different web, the percentage of different things, email, marketing, social media, I up hearing about one,
1:23:02
what about the end search mobile display? How to less value? So cuz it’s, it’s harder to get them to work, to dial them in, you know,
1:23:19
it takes a lot of time, effort money to get those dialed in. You know, we have, I think there’s a couple clients that we have where when the ads went out,
1:23:34
they were dialed in like really easily right away. If surprised us. Different offers will work different, you know, different offers, excuse me. I was going to say,
1:23:51
can work differently on different platforms. You know, if you’re on face, let’s say facebook and instagram. I think different offers on those platforms because their,
1:24:03
their audiences are different. Even though they’re owned by the same entity. Yeah. linkedin or a liable Online,
1:24:14
but you can spend time in the groups, you know, so and if you’re doing that the right way, where you’re serving, when somebody has a question,
1:24:25
you’re serving your answer a question. That will be faster, pay off and say run again. Sometimes I think the bigger point is not to I would never rely on online ads.
1:24:46
I would, I would use a low budget and I will test it and I would test various different offers or various different headlines or different photos or And really track how they work.
1:25:06
Because at some point you’re at some point I will click yeah, they will, you’ll notice, oh wow, that photo worked way better than this, then these other ones.
1:25:16
Why go now? Now, what, what goes on in somebody’s in, in, you know, society’s collective mind why we test it. This is why large companies and a lot of money on focus groups,
1:25:35
Which as small business owners, we can’t do that as easily. So these are the mobile means helping the mobile phone. It can be, it can be how your site looks on a mobile device.
1:25:52
It can be that you are and we would not recommend this for you, but there are some retail locations that use. I’m blanking out on the terms,
1:26:05
but anyway, it pains your cell phone when you’re nearby. So for example, a dry cleaner or a restaurant, right? They may use that location finding tool,
1:26:18
that pings folks to drive past and offer Based on location. And so it goes to their cell phone, it’s just like the tom cruise movie, minority report,
1:26:34
about an hour and the Movie want to walk you through and, and all of us and all the Windows start talking to him. We bought stock in a particular glass company because they’re working on that.
1:26:48
You could also use the mobile device for text messaging. So there are text message campaigns you could do that are on a go to someone’s mobile device. So there are quite a few ways to use marketing and advertising using a mobile device.
1:27:05
I have to be on a list of, of some company that wants to do cheap logos. And I’m getting a text every freaking day from this company.
1:27:15
I’m thinking of answering yes one of these days so I can start right start and it’ll, it hasn’t worked. It hasn’t worked. When i’ve done it is I’m at a point where,
1:27:30
you know? Yeah, that’s The so, but I can’t I just get it.
1:27:40
Yeah. And I can’t slam the phone down to that only breaks it. Don’t do that. Gary, i see that you and you did. Did you have a question?
1:27:49
Yes, I do. I can hear, you know, we’ll say, well, this number, right? We’re talking about go back. I was kind of coughing,
1:28:04
screenshot, and I, well, you’re, you’re a client, we allow you to do that. All right? First, right? Ah, but you’re a client,
1:28:14
so sure I allow your clients to get everything. What was, what was meant to do that was like an hour and 20 minutes ago. We’d have to go back every time I ask the question for you.
1:28:29
Oh, you know what, jerry? You will get the replay and you can go back and see what the so you, what sharon sharon can you,
1:28:38
you want to check is can you take us out of present mode without, without yeah, I can’t take out a present. Let’s just go backwards. All right,
1:28:46
I what I’m well, you asked yeah. Now you asked, well, this is Miss assuming what you’ve been doing is going to keep on working.
1:29:02
Ok. Well I was, that was a 5 minute section. All right, Let me just, I’m going to ask the question You know, I know several of your webinars over a period of time and they’re all great.
1:29:23
There are a lot of changes. This one, the probably the best you know, I mean you Great stuff, get me wrong, but this is probably I mean,
1:29:36
so who knows if you guys, gary your, your sweetheart for mentioning thank you know, the other thing is I can ask for, you can ask another question,
1:29:47
I just want to guess the other thing that’s Going for it gives me you have you have the link for it.
1:30:01
Right? Yeah, yeah. I can choose put again the chat now here. Okay. Thank you. Yeah. Yeah. You can get it in anytime or Oh there it is.
1:30:16
Think you can click on it, pick a time if. If you can’t find a time that works for you, then just send me an email or a text and we’ll figure it out.
1:30:28
Gary, would you make sure or I’ll tell you and Sure. Would you make sure that we do that on a zoom? Yes you are. Yeah,
1:30:37
I would like your call so we can record it easy, easily. Other questions?
1:30:50
Yes. You know, you have a question from John. Gary, was that the only question you had? Yes ma’am. That’s ok. John, did you want to on mute or do you want me to read your question?
1:31:00
To hang on There is a reactive business where the product or service isn’t always needed.
1:31:11
Other specific strategies that work for that type of business in contrast to say, retail or something else. Or, you know, it’s not something that you could take a job or need all the time or anytime yes.
1:31:30
Next question please. You know, many of your customers they need you sooner than they reach out true. They’re having a challenge. You know, I can live with it,
1:31:47
or maybe I can figure it out myself or let me do some research hers. And it takes them a really long time before they go. Oh, I should just call john and,
1:31:58
and the messaging that up. I’ll give you an example, right? I just upgraded, you know, I just upgraded crowdrise. Right? Yeah. There is a function that is not working.
1:32:15
One, it, you know, when I, if I move something off the work board and I go to another page, it should show up, but it isn’t.
1:32:27
So I have to figure out where the button is. And I thought I knew knew the program well enough. It is now at a point where I have to call customer service,
1:32:38
you know, and it’s just, and the weird thing is, I’m not even sure how to ask the question because I know it has something I know there’s a technical term for it.
1:32:48
So I need it, but I’ve been living with it. They say, yeah, it’s if corral were to reach out to me and say, hey,
1:32:57
you know what? You have the program for 10 bucks will answer whatever questions you got. It was great. I would have taken it, you know,
1:33:08
hey, why not? So the, what is the thing that your product, your customers need and I would, I would separate that out. There’s your customers and there’s your prospects.
1:33:21
Yeah, follow up is super important by extension. Yeah. You, you talked to them differently to with, with the customers because you are such a nice human being and are so good at what you do.
1:33:35
I’m certain you build their report fast. I want to think about. So how you talk to your customers can be a little different. You can assume a if a questions on the screen right now that,
1:33:51
that do we need to buy it all? You can assume you’ve already answered that and for your plus your customers. The answer is, well, yeah.
1:33:58
So now you just have to answer, have your prospects answer it. So you message them a little differently, but they still all have to be reached out.
1:34:07
I think one thing that I keep in mind generally that took me awhile to get used to, but especially for this type of business. But really for any business,
1:34:18
if somebody is coming through the door, you don’t have to sit there and think about, are they going to buy? Are they not going to buy?
1:34:25
If they’re in the door the, they’re because they have a reason to be there and just approach the, the situation as if, you know, you don’t have to be selling.
1:34:35
Just give them what they’re asking for by way of listening to what they need. You know what, let’s do we test something. Ok. I would like you to send an email out to your,
1:34:49
to your current customers. And pick a day, you know, this Saturday is asked john question day. Cool. Here’s you know, call anytime between here and here.
1:35:04
Whatever question free answers here’s what’s going to happen is my, is my test. I am going to to, Yes, this is my business. That a lot of those people had asked that question to get that free answer for you are going to hire you to come out and do a check Ok.
1:35:32
Now it could be, I’m wrong and you get no questions that I, you know, it could be the wrong day or it could be a that day,
1:35:42
you know, if you schedule 2 weeks out and you send 6789, you know how many messages it’s free ask a question, day john’s, john’s going to be on ask whatever questions about your computer about anything,
1:35:54
you know, we’ll walk you through it totally free, you know, 15 minute kind of thing. And I will see how that how that generates revenue from,
1:36:05
from current clients, i think on Google and then post that to the facebook page. See I would, you could, you could, I would do it mostly.
1:36:17
Well here 2 different tests. One for current client people have already hired yet. Yeah. Hey, you probably we, we’ve been there. You probably have questions.
1:36:30
I bet there’s a question, some nagging question about something on your computer. You want to call me you 15 minutes for free on this day. You get my voicemail or someone else or leave me a message.
1:36:42
I’ll call you right back. Yeah. Yeah. Somebody else? Yeah. So I think that, that, I think that could generate revenue from people that have already used you,
1:36:54
that forget they need to call you and you could do a different day for people that are prospects that and, and that you would, you know, you don’t have their e mail address a lot of posting it.
1:37:06
Yeah. And I would, I would do, I would do a schedule and you know, have, have the pick up on the hour and a half hour and then you call them I’m pretty sure I have talent,
1:37:22
we account. So I can use that for appointment. Yeah. To do that, you get 15 minutes for free. Whatever question, you know, whatever program let us get.
1:37:32
If we don’t know the answer, we’ll get it for you. Awesome. And look, I would love you to test that I would, but I want to see how that works.
1:37:40
I, where I’m And the next question,
1:37:45
did you want to change that shambria? salisbury, what I have not yet. Okay. And you can’t walk into that every one of the meetings that is going on right down the hall from the chamber.
1:37:58
One on one stuff. I definitely good perspective members there. Yeah, yeah. I’m just bringing it up since we chatted about before I actually awesome. Cool.
1:38:13
Any other since I said, do you have any questions? Well, I’m good, thank you. You are so welcome, coolness. All right, glad to have you all on.
1:38:29
Now we’ve take, we’ve gone out of present mode. We’ll just remind you of our slogan. If everything happens for a reason either reason things happen, we will see you next time everybody go do your marketing and get it done.
