1 00:00:07,700 --> 00:00:10,400 Welcome to buying local, I'm your host, Mike Nelson. 2 00:00:10,400 --> 00:00:13,700 Here joined today, by two people from six marketing. 3 00:00:14,100 --> 00:00:18,800 We have Chris Ryan. Who is The Fearless Commander? 4 00:00:18,800 --> 00:00:21,700 What's your no Supreme Commander at six marketing? 5 00:00:22,100 --> 00:00:24,700 If I remember correctly, that your official title and then 6 00:00:24,700 --> 00:00:27,100 Leah Perillo, but Leah, I don't know what your title is. 7 00:00:27,100 --> 00:00:29,500 Do you have a a fun cool title like Chris does. 8 00:00:29,500 --> 00:00:35,200 I'm the purveyor of fun at 6:00 really AKA VP of Business 9 00:00:35,200 --> 00:00:37,200 Development and growth and growth. 10 00:00:37,400 --> 00:00:38,500 Yes. Yeah. 11 00:00:38,500 --> 00:00:42,200 Because you guys kind of a cool little twist on this. 12 00:00:42,200 --> 00:00:45,000 A Twist is probably the bad word but or not the right word but 13 00:00:45,000 --> 00:00:47,300 you kind of have a different view on marketing. 14 00:00:47,300 --> 00:00:49,400 Your you call yourselves a growth agency? 15 00:00:49,400 --> 00:00:52,300 Is that correct? That is correct and is crying? 16 00:00:52,300 --> 00:00:54,900 Can you can you guys go ahead and give me a, give me a b. 17 00:00:54,900 --> 00:00:57,800 Give us the rundown of what a growth agency is or does. 18 00:00:59,400 --> 00:01:02,100 It's not all that hard to comprehend. 19 00:01:02,100 --> 00:01:05,800 Basically, we look at a business holistically and we figure out 20 00:01:05,800 --> 00:01:09,600 the ways to help them grow. More often, than not, it's not 21 00:01:09,600 --> 00:01:12,400 always marketing, sometimes it can be sales, sometimes it can 22 00:01:12,400 --> 00:01:15,800 be operations and systems. Sometimes it can be processes 23 00:01:16,100 --> 00:01:18,000 which also falls within that bucket. 24 00:01:18,300 --> 00:01:20,700 But once we look at a business holistically and really 25 00:01:20,700 --> 00:01:24,900 understand where there might be potential pitfalls or areas that 26 00:01:24,900 --> 00:01:28,600 we can improve upon, we come back and we customize just a 27 00:01:28,800 --> 00:01:31,500 Roach to help them grow very often. 28 00:01:31,900 --> 00:01:34,900 We find that Marion Marketing sales, and Technology. 29 00:01:35,000 --> 00:01:37,700 Helps them provide the biggest amount of success when a lot of 30 00:01:37,700 --> 00:01:42,200 our competitors solely focus on just delivery marketing and hope 31 00:01:42,200 --> 00:01:44,200 it works for lack of a better from, right? 32 00:01:45,100 --> 00:01:47,900 Because hope is an amazing strategy at speaking of Hope 33 00:01:47,900 --> 00:01:50,600 being a strategy, that was something I learned about in 34 00:01:50,800 --> 00:01:53,800 Sandler training. I know you guys kind of connect 35 00:01:53,800 --> 00:01:56,500 with them a little bit here and what you do can you can you kind 36 00:01:56,500 --> 00:01:59,900 of describe that to us? As far as your relationship. 37 00:02:00,300 --> 00:02:03,000 Yeah. So in line with our our I guess 38 00:02:03,000 --> 00:02:05,800 our approach overall, this holistic approach we found out a 39 00:02:05,808 --> 00:02:07,800 long time ago. We started like a traditional 40 00:02:07,800 --> 00:02:10,400 marketing agency doing all this great marketing, making sure 41 00:02:10,400 --> 00:02:14,500 it's sexy and it's performing. And then we slowly realized like 42 00:02:14,500 --> 00:02:17,800 hey it's one thing to deliver all these leads but without 43 00:02:17,800 --> 00:02:20,900 having to sales element to help convert them, it was a huge part 44 00:02:20,900 --> 00:02:24,100 of the puzzle missing, which is why we converted the agency, how 45 00:02:24,100 --> 00:02:26,500 that power relays to Sandler is two parts. 46 00:02:27,000 --> 00:02:30,000 We developed a strategic Ownership with Sandler training 47 00:02:30,000 --> 00:02:33,200 in general mascot Kelly out of Albany great guy, we've been 48 00:02:33,200 --> 00:02:35,800 working with him for years. So he comes in and helps our 49 00:02:35,800 --> 00:02:38,800 clients when there seems to be a sales issue or helps them with 50 00:02:38,800 --> 00:02:40,800 pipeline management, customer service. 51 00:02:41,100 --> 00:02:44,100 But we also hired an internal business coach and sales trainer 52 00:02:44,100 --> 00:02:47,200 on staff, which we've been working with for eight years 53 00:02:47,200 --> 00:02:50,700 seven or eight years right now. So, we really have this debt. 54 00:02:50,700 --> 00:02:53,700 I focus on sales specifically, because that's the key. 55 00:02:53,800 --> 00:02:56,800 Every owner, every business we talk to, you know, if we're 56 00:02:56,800 --> 00:02:59,100 selling growth, we need to grow the This and we need to 57 00:02:59,100 --> 00:03:02,600 understand that sales will really kind of Drive the force 58 00:03:02,600 --> 00:03:04,800 and then we come in with marketing and customer service 59 00:03:04,800 --> 00:03:07,300 and the whole nine yards. That's, that's what we're 60 00:03:07,300 --> 00:03:09,600 shooting for. Yeah, that's something that 61 00:03:09,700 --> 00:03:14,200 Chris and I have learned through doing marketing for 20-plus 62 00:03:14,200 --> 00:03:18,200 years, which sounds terrible to say out loud each and then 63 00:03:18,200 --> 00:03:20,300 we'll, of course, our other our team as well, but we've sort of 64 00:03:20,300 --> 00:03:23,600 learned through the years that if a part of the business is 65 00:03:23,600 --> 00:03:25,400 broken, which seems very obvious right? 66 00:03:25,400 --> 00:03:28,800 Whether it's customer service, whether its sales You know 67 00:03:28,800 --> 00:03:32,600 whether there's toxicity and the internal team anything we bring 68 00:03:32,600 --> 00:03:35,000 them in marketing isn't really going to run through the 69 00:03:35,008 --> 00:03:37,700 pipeline. So you know, I think that's sort 70 00:03:37,700 --> 00:03:42,200 of changed our way of thinking. It sounds very practical and 71 00:03:42,300 --> 00:03:44,600 obvious but you know, it's something that we've kind of 72 00:03:44,600 --> 00:03:48,600 learned the hard way and really implemented that very strongly 73 00:03:48,600 --> 00:03:53,200 through our strategy. So now since you since you guys 74 00:03:53,200 --> 00:03:57,300 brought up the and I love that you separated that it's 20 years 75 00:03:57,300 --> 00:04:01,800 each If you know, because we're all more spring chickens, 76 00:04:01,800 --> 00:04:04,900 really, but Chris, why are we back up a little bit? 77 00:04:04,900 --> 00:04:08,000 And just talk about like how six marketing even came to be, 78 00:04:08,000 --> 00:04:11,200 right? So how did you know your how you 79 00:04:11,200 --> 00:04:12,300 just got started in the business? 80 00:04:12,300 --> 00:04:14,000 I think you were in marketing already. 81 00:04:14,000 --> 00:04:16,399 Give it kind of give us a quick rundown on how that all 82 00:04:16,399 --> 00:04:18,000 happened. Sure, yeah. 83 00:04:18,000 --> 00:04:21,600 So we're coming on our 12th 12th year in business. 84 00:04:21,899 --> 00:04:25,000 We started in Vermont on from Vermont start an agency there 85 00:04:25,100 --> 00:04:27,900 and then we parlayed over to Saratoga and we have a small 86 00:04:27,900 --> 00:04:31,800 office in Tennessee as well, but I owned a different company 87 00:04:31,800 --> 00:04:35,500 before for 17 years. Again, dating myself here. 88 00:04:35,800 --> 00:04:37,400 But it was a promotional company. 89 00:04:37,400 --> 00:04:40,100 So we did a ton of events a ton of marketing and idly has that 90 00:04:40,100 --> 00:04:44,000 background as well. So after that, I took a director 91 00:04:44,000 --> 00:04:46,700 of marketing position at a pharmacy chain. 92 00:04:46,700 --> 00:04:48,800 So I was working with multiple agency. 93 00:04:49,200 --> 00:04:53,100 So kind of a Grassroots you know School of Hard Knocks approach 94 00:04:53,100 --> 00:04:55,500 to marketing which is why I'm so very focused. 95 00:04:55,500 --> 00:04:57,800 We're very focused on the entrepreneur. 96 00:04:57,800 --> 00:04:59,900 The Nation like, we very much believe. 97 00:04:59,900 --> 00:05:02,100 It's a partnership because we've been on the other end of that. 98 00:05:02,300 --> 00:05:05,300 And we've worked for different companies as their marketing 99 00:05:05,300 --> 00:05:07,500 director. It's a long story short, after 100 00:05:07,500 --> 00:05:10,400 that, 10 year at a couple, you know, owning a business and 101 00:05:10,400 --> 00:05:14,100 working for a corporation. I said, hey like I have the 102 00:05:14,100 --> 00:05:15,700 skill set, I want to start something. 103 00:05:15,700 --> 00:05:18,600 I want to bring something new, and like I said, we started as a 104 00:05:18,600 --> 00:05:21,100 marketing agency and then we evolved it very quickly to a 105 00:05:21,100 --> 00:05:24,700 growth agency. It's interesting and Leah, what 106 00:05:24,700 --> 00:05:27,300 about you? How did, how did you get started 107 00:05:27,300 --> 00:05:30,000 in the marketing business? Very saranda. 108 00:05:30,000 --> 00:05:33,400 Pitously. I I'm actually a musician by 109 00:05:33,400 --> 00:05:39,400 trade and traveled and saying for a while and took a marketing 110 00:05:39,600 --> 00:05:43,400 position just as a part-time job, got into it and really felt 111 00:05:43,400 --> 00:05:45,100 like, you know something I enjoyed. 112 00:05:45,100 --> 00:05:49,200 I'm on the creative side of it. I do like the data geeky side as 113 00:05:49,200 --> 00:05:52,500 well, which is again, something attracting and grow metrics in 114 00:05:52,500 --> 00:05:53,000 it. Damn it. 115 00:05:53,100 --> 00:05:56,300 It. Yeah, so and then I worked at a 116 00:05:56,308 --> 00:05:59,400 software companies, marketing director, and then worked at 117 00:05:59,400 --> 00:06:02,500 some other agencies, when my kids were little, I did a lot of 118 00:06:02,500 --> 00:06:07,600 freelance marketing and then did some client services. 119 00:06:07,600 --> 00:06:10,100 So I was like, VP of client services at an agency for a 120 00:06:10,100 --> 00:06:14,200 while and sort of delve more into business development with 121 00:06:14,200 --> 00:06:16,300 six. And it's been such an excellent 122 00:06:16,300 --> 00:06:19,300 experience. And something that I really 123 00:06:19,500 --> 00:06:21,500 believe in. I believe in our team. 124 00:06:22,100 --> 00:06:25,100 This is a really Big plug here but yeah, I know, right? 125 00:06:25,100 --> 00:06:27,200 Yeah. But I do I, you know, I think 126 00:06:27,200 --> 00:06:31,400 that, you know, we're best of and, you know, we really have 127 00:06:31,400 --> 00:06:35,400 grown a lot over the past few years so that sauce is great to 128 00:06:35,400 --> 00:06:37,700 be on it. Now, I know we want to talk a 129 00:06:37,700 --> 00:06:40,100 little bit about kind of what's going on in the marketing 130 00:06:40,200 --> 00:06:43,000 marketing industry, right now, and Trends, and all that fun 131 00:06:43,000 --> 00:06:45,900 stuff and talk about how much we all love social media. 132 00:06:45,900 --> 00:06:50,200 But Before we do that Chris tell us a little bit about your model 133 00:06:50,200 --> 00:06:53,100 because again, I know outside of just being a growth agency just 134 00:06:53,100 --> 00:06:56,600 kind of how you work with your clients and kind of how you 135 00:06:56,600 --> 00:06:59,900 bring the services to the Forefront of what's going to 136 00:06:59,900 --> 00:07:01,700 best fit their needs. Like, you guys kind of a 137 00:07:01,707 --> 00:07:03,600 different approach than most marketing companies that I've 138 00:07:03,600 --> 00:07:05,100 seen. So you want to talk a little bit 139 00:07:05,100 --> 00:07:07,300 about that? Yeah, absolutely. 140 00:07:07,400 --> 00:07:08,700 I think we have a different approach. 141 00:07:08,800 --> 00:07:11,300 I mean, we certainly don't necessarily consider ourselves a 142 00:07:11,308 --> 00:07:15,100 marketing agency where consultancy that operates and 143 00:07:15,100 --> 00:07:16,700 delivers the services that we can. 144 00:07:16,700 --> 00:07:19,100 Salt on. So, you know, I hate to say, 145 00:07:19,100 --> 00:07:21,600 like, uber, but we're trying to define a new market and 146 00:07:21,600 --> 00:07:24,300 honestly, what's the best way to help a business grow? 147 00:07:24,700 --> 00:07:28,900 So, the way we approach that our methodology is to literally it's 148 00:07:28,900 --> 00:07:32,700 pretty simple 101 meet with clients, listen to what they're 149 00:07:32,700 --> 00:07:36,300 saying and customize the plan we don't sell packages. 150 00:07:36,600 --> 00:07:40,100 There's no one-size-fits-all in every single client even within 151 00:07:40,100 --> 00:07:42,900 the same industry is completely different. 152 00:07:42,900 --> 00:07:46,200 So we kind of know where most of our clients want to go and where 153 00:07:46,200 --> 00:07:48,500 they're going to go. Go and how to get there, but the 154 00:07:48,500 --> 00:07:50,800 order in which we put this in place isn't based on their 155 00:07:50,800 --> 00:07:53,100 priorities. What's the immediate need? 156 00:07:53,300 --> 00:07:56,200 And, as long as we have those long-term goals in place then we 157 00:07:56,200 --> 00:07:58,500 help them get there. Most of our clients have been 158 00:07:58,500 --> 00:08:01,100 with us for years. Some over a decade. 159 00:08:01,100 --> 00:08:03,300 We still have our very first client which we're super proud 160 00:08:03,300 --> 00:08:06,200 of. So yeah, I think that's overall 161 00:08:06,200 --> 00:08:09,600 just our Focus really? We just want to help them grow 162 00:08:09,600 --> 00:08:15,600 in any which way we can. Nice, the end the end. 163 00:08:17,900 --> 00:08:21,000 So let's let's talk about, you know what? 164 00:08:21,000 --> 00:08:22,200 The listeners want to hear, right? 165 00:08:22,200 --> 00:08:27,200 And not just us sitting around telling jokes but Current 166 00:08:27,200 --> 00:08:30,600 trends, marketing agencies, growing your business in 167 00:08:30,600 --> 00:08:32,900 general, right because you guys are a growth agency. 168 00:08:32,900 --> 00:08:36,000 So I mean what's what's going on in the growth market? 169 00:08:36,000 --> 00:08:38,200 Like what do businesses especially now, right? 170 00:08:38,200 --> 00:08:41,799 Where I don't know if we're heading towards a recession, 171 00:08:41,799 --> 00:08:43,900 we're in a recession, there seems to be a difference of 172 00:08:43,900 --> 00:08:47,200 opinion there, but all we all everyone knows that like things 173 00:08:47,200 --> 00:08:49,300 are getting worse, not getting better. 174 00:08:49,300 --> 00:08:52,100 So, you know, from a grow house, someone grow their company or 175 00:08:52,100 --> 00:08:54,900 grow their business and the environment that we're stepping 176 00:08:54,900 --> 00:08:57,700 into, so I'm good. Good question. 177 00:08:57,700 --> 00:09:00,300 I mean, it's really different with every single business and 178 00:09:00,300 --> 00:09:03,400 some businesses are thriving in this economy and some businesses 179 00:09:03,400 --> 00:09:05,300 are thriving in covid. And the others. 180 00:09:05,300 --> 00:09:06,900 Unfortunately, it's the exact opposite. 181 00:09:07,300 --> 00:09:10,700 You know, I'm excited to talk about Trends and how to grow 182 00:09:10,700 --> 00:09:13,000 businesses, because I think that's probably which Woods 183 00:09:13,000 --> 00:09:17,600 everyone is likely listening. For again, we're starting to see 184 00:09:17,608 --> 00:09:20,900 more of a marketing connected to sales. 185 00:09:20,900 --> 00:09:23,200 More people are starting to think like us even though that, 186 00:09:23,200 --> 00:09:26,500 you know, I think we were one of the original companies to come 187 00:09:26,500 --> 00:09:30,600 up with Idea years ago, but more people are understanding that 188 00:09:30,600 --> 00:09:33,400 marketing can't be a standalone and sales can't be Standalone 189 00:09:33,400 --> 00:09:35,500 Apartments. They really have to be Kumbaya 190 00:09:36,000 --> 00:09:38,500 and work with one another. So that's one of the trends that 191 00:09:38,500 --> 00:09:41,100 you're seeing on a lot of the blog's lately, you're seeing 192 00:09:41,900 --> 00:09:45,400 certain companies like HubSpot were up spot partner, they're 193 00:09:45,400 --> 00:09:47,900 big into these types of Trends Sandler's. 194 00:09:47,900 --> 00:09:50,900 Doing the same thing, you're seeing sales sales trainers, 195 00:09:50,900 --> 00:09:53,400 Sandler's partnered with hops boss, you're starting to see a 196 00:09:53,400 --> 00:09:57,200 lot of alignment between sales technology and Cooking, which is 197 00:09:57,200 --> 00:09:59,000 really good for us, positioning wise. 198 00:09:59,000 --> 00:10:02,600 But, you know, from a takeaway for your listeners, you know, 199 00:10:02,600 --> 00:10:04,700 our do your sales to Barbara to talk to your marketing 200 00:10:04,700 --> 00:10:06,400 department. Are you guys working together? 201 00:10:06,900 --> 00:10:10,300 Things of that nature, you know, that's one, I think major Trend 202 00:10:10,300 --> 00:10:12,100 and that's the, the age-old argument, right? 203 00:10:12,100 --> 00:10:14,800 Where marketing is blaming sales for not converting. 204 00:10:14,800 --> 00:10:17,300 The leads that bring in and sales is blaming marketing 205 00:10:17,300 --> 00:10:19,000 saying there's not enough leads coming in. 206 00:10:19,000 --> 00:10:22,500 And so what you're saying is you know one of the big trends is 207 00:10:22,500 --> 00:10:25,600 really connecting those two so it's no longer sales and 208 00:10:25,600 --> 00:10:28,500 marketing but more of One continuous process where they're 209 00:10:28,500 --> 00:10:33,100 both working in we say Kumbaya working in harmony. 210 00:10:33,800 --> 00:10:36,000 Yeah, 100%. Because if you think about it, 211 00:10:36,000 --> 00:10:38,100 right? It's Marketing sales working 212 00:10:38,100 --> 00:10:40,700 together, making sure the operations and processes are in 213 00:10:40,700 --> 00:10:43,900 place finances, doing their thing, but there's an element of 214 00:10:43,908 --> 00:10:47,700 customer service to. So, you know, 101, once again, 215 00:10:47,800 --> 00:10:51,200 marketing brings in the leads sales, converts, the leads were 216 00:10:51,200 --> 00:10:53,900 marketing, will help them out. And then customer service comes 217 00:10:53,900 --> 00:10:56,600 into play, and then everybody is working customer service to win. 218 00:10:56,700 --> 00:11:00,300 Ensure things like Word of Mouth, start happening referrals 219 00:11:00,300 --> 00:11:02,600 because that's you know the number one way, most businesses 220 00:11:02,600 --> 00:11:06,900 grow. Oftentimes Trends can get us in 221 00:11:06,900 --> 00:11:10,900 trouble because people will come in and say, well we see that so 222 00:11:10,900 --> 00:11:13,400 and so is doing influencer marketing and we want to do 223 00:11:13,408 --> 00:11:15,600 influencer marketing, well, why do you want to do influencer 224 00:11:15,600 --> 00:11:17,600 marketing? Like you know, and then we kind 225 00:11:17,600 --> 00:11:21,600 of ask the questions and go through a very arduous process 226 00:11:21,600 --> 00:11:24,400 to get to the point where we say, you know what the problem 227 00:11:24,400 --> 00:11:26,600 isn't so much that you need to do influencer. 228 00:11:26,700 --> 00:11:29,400 Marketing problem is that, you know, you need to build a 229 00:11:29,400 --> 00:11:32,200 foundation first, you know, we need to kind of go through and 230 00:11:32,200 --> 00:11:34,700 figure out what's going on in your organization, which we keep 231 00:11:34,700 --> 00:11:38,700 talking about and you know, where can we build it from the 232 00:11:38,700 --> 00:11:40,300 ground up. So, we actually have a machine 233 00:11:40,300 --> 00:11:43,800 built that is producing leads, that is, you know, producing 234 00:11:43,800 --> 00:11:46,900 outcomes, not just the shiny thing that's happening right 235 00:11:46,900 --> 00:11:49,100 now. That's, you know, in blogs, and 236 00:11:49,108 --> 00:11:50,900 in Social and all those other things. 237 00:11:50,908 --> 00:11:56,000 So I think, you know, that's something that we hate to say, 238 00:11:56,000 --> 00:11:57,900 pride ourselves. Moves on, but I think, you know, 239 00:11:58,500 --> 00:12:01,700 oftentimes like we recently talked to someone who wanted a 240 00:12:01,700 --> 00:12:04,000 new website. Well, you know what's really 241 00:12:04,000 --> 00:12:07,300 going on, you know, are you getting leads, are they going to 242 00:12:07,300 --> 00:12:09,600 your website? You know, and so then we decided 243 00:12:09,600 --> 00:12:12,300 you know, what we need to do a project instead and we need to 244 00:12:12,300 --> 00:12:15,300 do some research before we you know, go ahead and put the shiny 245 00:12:15,300 --> 00:12:16,400 thing together. Sure. 246 00:12:17,000 --> 00:12:21,000 So it's very interesting where our conversations go when people 247 00:12:21,000 --> 00:12:23,900 come in and on you know talking about Trends and things like 248 00:12:23,900 --> 00:12:26,600 that. What are your thoughts on? 249 00:12:26,700 --> 00:12:29,800 On the influence or Market because I feel like that's 250 00:12:29,800 --> 00:12:32,700 something that everybody sees, right? 251 00:12:32,700 --> 00:12:34,900 Like everybody that's on social media, they jump on there. 252 00:12:34,900 --> 00:12:38,400 They see, oh so-and-so's got 25 thousand followers on Instagram 253 00:12:38,400 --> 00:12:41,700 or, you know, they're getting millions of views on Tick-Tock 254 00:12:41,700 --> 00:12:45,300 and, you know, is there a value locally? 255 00:12:45,900 --> 00:12:48,300 And I know you guys work both locally and across the country. 256 00:12:48,300 --> 00:12:51,800 So I don't know, it's kind of a Barb's question. 257 00:12:51,800 --> 00:12:54,400 But you know from a local standpoint you know is their 258 00:12:54,400 --> 00:12:56,900 value and influencer marketing. Like is that something that 259 00:12:56,900 --> 00:13:00,200 people should even be looking at a hundred percent, but it 260 00:13:00,200 --> 00:13:04,200 matters what type of business you're in and it matters where 261 00:13:04,200 --> 00:13:05,500 you are. So if you don't have the 262 00:13:05,500 --> 00:13:08,200 foundation set you know if you don't have the sales and 263 00:13:08,200 --> 00:13:12,100 marketing and operations and customer service in place just 264 00:13:12,100 --> 00:13:13,900 doing the fancy. New thing doesn't make sense, 265 00:13:13,900 --> 00:13:17,400 influencer marketing is one of the top, if not the top trend of 266 00:13:17,408 --> 00:13:21,600 2023, but same thing with social media, I never knew social media 267 00:13:21,600 --> 00:13:24,200 comes out companies, think that they need to be on every single. 268 00:13:24,300 --> 00:13:26,500 Like, does it make sense for your business? 269 00:13:26,600 --> 00:13:30,700 Yeah, the thing to ask it certainly has huge upsides for 270 00:13:30,700 --> 00:13:34,700 certain businesses, you know micro influencers. 271 00:13:34,800 --> 00:13:35,800 You know. So you don't have to go out and 272 00:13:35,800 --> 00:13:38,500 pay the Kardashians millions of dollars in post. 273 00:13:38,600 --> 00:13:42,200 There's micro influencers locally that we've worked with 274 00:13:42,200 --> 00:13:44,300 that are have a big following, you know. 275 00:13:44,300 --> 00:13:46,700 So you can align with people that help you promote your 276 00:13:46,700 --> 00:13:49,700 product because there for lack of a better word popular, you 277 00:13:49,700 --> 00:13:53,300 know, they built a Around that. So again, I hate to say, it 278 00:13:53,300 --> 00:13:55,700 depends. But what's going on with your 279 00:13:55,700 --> 00:13:57,700 business? Sure, it definitely makes sense, 280 00:13:57,700 --> 00:14:00,800 probably for most businesses at some level, but we need to 281 00:14:00,800 --> 00:14:02,800 understand where they're at before we save. 282 00:14:02,800 --> 00:14:06,200 Sure, you know, and if I heard you correctly, what I heard you 283 00:14:06,200 --> 00:14:10,000 say in there was before you start going into an influencer 284 00:14:10,000 --> 00:14:12,400 marketing campaign. There's other things you want to 285 00:14:12,408 --> 00:14:16,000 make sure you have going on or have together first, right? 286 00:14:16,000 --> 00:14:19,100 Is that that fair? I would say yeah, I mean if 287 00:14:19,100 --> 00:14:21,600 we're looking at specific, Tactics right? 288 00:14:21,600 --> 00:14:25,800 We all know that that meta Facebook Instagram ads are key 289 00:14:25,800 --> 00:14:28,700 component of a lot of people's marketing plans. 290 00:14:28,700 --> 00:14:31,800 We know that Google ads are always the age-old, go to for 291 00:14:31,800 --> 00:14:33,700 direct response. We know that having a good 292 00:14:33,700 --> 00:14:36,700 website, but yeah, you need to make sure that you have the 293 00:14:36,700 --> 00:14:39,900 right thing, short up. So from a tactical perspective, 294 00:14:39,900 --> 00:14:43,700 one thing that companies come to us, is what tactics are we 295 00:14:43,700 --> 00:14:46,500 using? Should we be investing in these? 296 00:14:46,500 --> 00:14:51,000 Are they giving us a good Roi? It's really hard and you know In 297 00:14:51,200 --> 00:14:53,500 business owner myself, you know, we're subject to this 298 00:14:53,500 --> 00:14:55,900 20-something news out, should we try it? 299 00:14:56,300 --> 00:15:00,300 But really just understanding where it goes in the entire 300 00:15:00,300 --> 00:15:02,700 landscape of your marketing. Plan is key. 301 00:15:02,800 --> 00:15:05,600 Otherwise, if you're working with a smaller budget, you 302 00:15:05,600 --> 00:15:08,300 really could sabotage yourself. You know, and really hurt your 303 00:15:08,300 --> 00:15:10,800 efforts, I'm skipping some of the other stuff and going right 304 00:15:10,800 --> 00:15:13,700 to an influencer Kevin. Yeah, it's all about 305 00:15:13,700 --> 00:15:15,600 prioritizing like what's the best? 306 00:15:15,600 --> 00:15:18,900 You know, if you're firing on all cylinders and you have a 307 00:15:18,900 --> 00:15:22,300 brand awareness and you want to build A good following sure, you 308 00:15:22,300 --> 00:15:25,000 know, jump right on that. But, you know, make sure the 309 00:15:25,000 --> 00:15:26,500 order is in place. And that's what we help people 310 00:15:26,500 --> 00:15:28,900 because most people don't know marketing and there's you know 311 00:15:28,900 --> 00:15:32,300 how it is like something changes every single day and we need to 312 00:15:32,300 --> 00:15:35,100 be ahead of that to be able to understand, okay? 313 00:15:35,200 --> 00:15:36,700 It's make sense, it doesn't make sense. 314 00:15:36,700 --> 00:15:40,500 Maybe let's test it and see what happens and we say the orders in 315 00:15:40,500 --> 00:15:41,900 place. I mean what do you think the 316 00:15:41,900 --> 00:15:43,200 order is that people? You know? 317 00:15:43,200 --> 00:15:45,700 So people are listening to this and they're like, hey like this 318 00:15:45,700 --> 00:15:48,300 is where I'm at with my marketing up I'm, you know, I 319 00:15:48,300 --> 00:15:52,100 send out an email and I've got the social I'm on the Google and 320 00:15:52,100 --> 00:15:53,800 all that stuff. I mean, what, what are the, 321 00:15:53,900 --> 00:15:56,300 what's the order of how people should be looking at their 322 00:15:56,300 --> 00:16:00,400 marketing operations? We have a very cystic cystic 323 00:16:00,400 --> 00:16:02,300 process. So we need to understand the 324 00:16:02,300 --> 00:16:04,100 market, we need to understand their competitors. 325 00:16:04,100 --> 00:16:07,900 So, there's a lot of marketing strategy, and a lot of companies 326 00:16:07,900 --> 00:16:09,300 we work with just go to market, it. 327 00:16:09,300 --> 00:16:12,100 Sure, let's try a bunch of stuff, so, if the marketing 328 00:16:12,100 --> 00:16:15,200 strategies in place, you know, your ideal customer or ideal, 329 00:16:15,200 --> 00:16:18,100 Persona depends on B2B versus b2c. 330 00:16:18,400 --> 00:16:22,400 If you have the plan in place, Then you can start executing and 331 00:16:22,400 --> 00:16:25,400 making tactical risks and like tactical. 332 00:16:25,400 --> 00:16:27,400 Just let's try Tick-Tock and see what happens. 333 00:16:27,500 --> 00:16:30,400 Let's try Microsoft ads. Is that even an option? 334 00:16:30,400 --> 00:16:33,500 Let's try programmatic, but without the plan and for in 335 00:16:33,500 --> 00:16:36,800 place what happens more often than not, as you come in and 336 00:16:36,800 --> 00:16:39,600 you're learning on the fly. So what's the downside of that 337 00:16:39,608 --> 00:16:43,500 you waste a lot of money, right? Maybe you strike gold, you know, 338 00:16:43,500 --> 00:16:46,600 that certainly it's a roulette game at some point there but you 339 00:16:46,600 --> 00:16:49,700 just don't have the dedicated plan in place and it doesn't 340 00:16:49,700 --> 00:16:53,300 mean you have to go out and Run a five-year strategic plan, 341 00:16:53,300 --> 00:16:54,900 right? It's just knowing your audience, 342 00:16:54,900 --> 00:16:57,500 knowing where they are understanding the trends and 343 00:16:57,500 --> 00:17:02,700 being able to adapt along with them being agile and and being 344 00:17:02,700 --> 00:17:05,800 able to change. As you go is highly highly 345 00:17:05,800 --> 00:17:09,000 important and crucial when you're developing these sounds 346 00:17:09,000 --> 00:17:11,500 that make sense but really it's strategy first. 347 00:17:11,599 --> 00:17:13,900 Yeah. And then tactical tactics that 348 00:17:13,900 --> 00:17:16,300 align with the different, the different strategies you come up 349 00:17:16,300 --> 00:17:16,900 with. Yeah. 350 00:17:16,900 --> 00:17:19,700 And we make sure to that, we have ways to measure those 351 00:17:19,700 --> 00:17:23,099 things like Very carefully and we pivot pretty quickly if we 352 00:17:23,099 --> 00:17:24,400 find that something's not working. 353 00:17:24,700 --> 00:17:29,800 But to Chris's point, when we put a plan in place first it 354 00:17:29,900 --> 00:17:34,800 there's more of a there's more probability for Success, right? 355 00:17:34,800 --> 00:17:37,900 Such as you know we do work with certain clients depending on 356 00:17:37,900 --> 00:17:40,000 budget that will take more of a crawl. 357 00:17:40,000 --> 00:17:43,700 Walk run approach where we try you know certain channels and we 358 00:17:43,700 --> 00:17:46,600 try certain things first and then if we find that those are 359 00:17:46,600 --> 00:17:49,300 working than we a those up and we put more budget into those 360 00:17:49,300 --> 00:17:51,900 until we can get to sort of the At run Pace. 361 00:17:51,900 --> 00:17:54,400 Yeah. So there are two different 362 00:17:54,400 --> 00:17:58,400 approaches but we always say. It's best to look at the data 363 00:17:58,400 --> 00:18:01,800 first. Look at the market decisions 364 00:18:01,800 --> 00:18:03,900 from there. Yeah I'm sure ICP know your 365 00:18:03,900 --> 00:18:06,000 personas. Yeah and go from there. 366 00:18:06,800 --> 00:18:09,800 What? You mentioned Tick-Tock so I 367 00:18:09,808 --> 00:18:16,700 just got to ask of, you know what I, you know, is Tick-Tock 368 00:18:16,700 --> 00:18:18,500 with all that it's hyped up to be these days. 369 00:18:18,500 --> 00:18:21,800 I mean what how do you how do you see Tick-Tock interacting 370 00:18:21,800 --> 00:18:24,600 with Brands right now or the importance of it? 371 00:18:24,600 --> 00:18:28,500 I mean you know the relevancy of a B2B client do they need to be 372 00:18:28,500 --> 00:18:29,800 on Tick? Tock to the need to be doing 373 00:18:29,800 --> 00:18:32,200 that stuff. Depends on the size. 374 00:18:32,200 --> 00:18:36,500 B2B, probably not for B2B. Realistically Tick-Tock is just 375 00:18:36,500 --> 00:18:39,800 a platform short video is highly impactful though, right? 376 00:18:39,800 --> 00:18:43,100 We live in a world where all used in custom to a world that 377 00:18:43,100 --> 00:18:46,000 where you get immediate immediate results, share videos 378 00:18:46,000 --> 00:18:47,800 starting to go that way and you're a videographer. 379 00:18:47,800 --> 00:18:49,200 So you know more about this than we do. 380 00:18:49,200 --> 00:18:53,100 I'm not a good one though. Current you're a great one, but 381 00:18:53,100 --> 00:18:57,300 from the marketing perspective, we see short videos, reels, 382 00:18:57,300 --> 00:19:00,400 whatever you want to call them tick, tocks working very, very 383 00:19:00,400 --> 00:19:01,700 well. So, if you Can get your point 384 00:19:01,700 --> 00:19:04,800 across and a handful of seconds and it's cool and it works and 385 00:19:04,800 --> 00:19:07,200 it's engaging, go ahead. Yeah, it's there. 386 00:19:07,200 --> 00:19:11,500 But ask yourself, do you have the resources to come up with a 387 00:19:11,700 --> 00:19:14,500 dedicated content plan to really be that creative? 388 00:19:14,500 --> 00:19:18,000 When it comes to assets, every single person that calls us 389 00:19:18,000 --> 00:19:21,200 every company, pretty much ass about Tick-Tock, what should we 390 00:19:21,200 --> 00:19:23,200 do? You know, it's the new carrot. 391 00:19:23,200 --> 00:19:25,800 Yeah, short video is certainly a big component, whether you put 392 00:19:25,800 --> 00:19:27,800 it on Tick Tock or not is a different because a whole nother 393 00:19:27,800 --> 00:19:28,600 story. Yeah. 394 00:19:28,600 --> 00:19:31,900 And that's and, and, you know, week, We're talking about this 395 00:19:31,900 --> 00:19:35,000 offline before too and I just, you know, the place of social 396 00:19:35,000 --> 00:19:37,800 media right now in general, right? 397 00:19:37,800 --> 00:19:41,900 And when it takes, you know, to engage a company to create 398 00:19:41,900 --> 00:19:45,200 content to go on social media, it's not inexpensive and it 399 00:19:45,208 --> 00:19:48,200 doesn't matter who you go with and what level of the market 400 00:19:48,200 --> 00:19:51,300 there in it. There's no cheap option, right? 401 00:19:51,300 --> 00:19:53,600 Everybody's got that. It's like a Yeti. 402 00:19:53,700 --> 00:19:57,200 You know, about the the I've heard that this exists but I've 403 00:19:57,200 --> 00:20:00,300 never seen it and it's the, the cheap and turn right. 404 00:20:00,300 --> 00:20:02,400 Like I know. So and so it's kind of cheap in 405 00:20:02,400 --> 00:20:03,700 turn. Does her social media and it's 406 00:20:03,700 --> 00:20:05,600 amazing. It's like, yeah, it's kind of 407 00:20:05,600 --> 00:20:07,800 like the Sasquatch man like I, you know, I've heard that that 408 00:20:07,800 --> 00:20:10,300 exists but I don't have an average actually ever seen it 409 00:20:10,300 --> 00:20:12,400 myself. I'm just wondering what, you 410 00:20:12,408 --> 00:20:14,700 know what your thoughts are in General on social media. 411 00:20:14,700 --> 00:20:17,300 Is there an upside? Is it worth it for companies to 412 00:20:17,400 --> 00:20:20,800 pay people to do it for them? Or you know, what are your 413 00:20:20,800 --> 00:20:22,800 thoughts? Guys on social media right now? 414 00:20:23,600 --> 00:20:25,900 So realistically social media has changed, right? 415 00:20:25,900 --> 00:20:28,000 Came out and people were like we don't need to be on social 416 00:20:28,000 --> 00:20:30,300 media. Every business you talk to 10 417 00:20:30,300 --> 00:20:34,500 years ago Very, very wary about being on social media. 418 00:20:34,500 --> 00:20:36,900 Now, it's a constant. Now, it's as, as important as 419 00:20:36,900 --> 00:20:40,100 your website solely for just having position out in the 420 00:20:40,100 --> 00:20:42,100 public. Now, what's happened with social 421 00:20:42,100 --> 00:20:45,400 media is organic, social media used to be huge, right? 422 00:20:45,400 --> 00:20:48,100 You post something, everybody sees it and explain explain 423 00:20:48,100 --> 00:20:51,100 everyone to organic means for. We know that means. 424 00:20:51,100 --> 00:20:56,000 Yeah, that's just you posting on your page or, or your profile 425 00:20:56,000 --> 00:20:59,000 for whatever reason. So, if you post content 426 00:20:59,000 --> 00:21:01,600 traditionally, six, seven, eight years, Ago. 427 00:21:02,200 --> 00:21:04,900 It was highly valuable. A lot of people saw. 428 00:21:05,000 --> 00:21:08,500 So what did Facebook Instagram? Everyone do is they started 429 00:21:08,500 --> 00:21:10,800 putting algorithms in place to have fewer people. 430 00:21:10,800 --> 00:21:15,100 See your posts and this is why we marketers always argue about 431 00:21:15,200 --> 00:21:17,700 about the impact of organic social media. 432 00:21:17,700 --> 00:21:20,600 You feel like you need to do it, you had success. 433 00:21:20,600 --> 00:21:23,000 If you've been running this for years and now all the sudden, 434 00:21:23,000 --> 00:21:24,700 the algorithms are working against you. 435 00:21:24,700 --> 00:21:27,000 Why do they do that? Because they want you to pay to 436 00:21:27,000 --> 00:21:28,600 play. Yeah, same thing with Google. 437 00:21:28,600 --> 00:21:30,900 If you want to Prime space, you got to run. 438 00:21:31,100 --> 00:21:33,700 We'll add and make sure that your top, otherwise, you're 439 00:21:33,700 --> 00:21:37,300 going to come up on page 10, 12, 13, unless you're investing in 440 00:21:37,300 --> 00:21:40,700 SEO, which you should do too. But realistically, social media 441 00:21:40,700 --> 00:21:44,800 has an impact, you should do some level of of organic. 442 00:21:44,900 --> 00:21:47,900 Yeah, it's just decreased from where it was before, you know, 443 00:21:47,900 --> 00:21:50,800 linkedin's best practices, Pope is post four times a day. 444 00:21:50,900 --> 00:21:54,500 Like come on, that's how realistic even for for you know, 445 00:21:54,500 --> 00:21:56,900 Enterprise level sales people and things of that nature. 446 00:21:57,300 --> 00:22:00,200 But if you combine times a day or more times a day, I couldn't 447 00:22:00,200 --> 00:22:02,400 imagine. Paying a company to do social 448 00:22:02,400 --> 00:22:04,500 media accounts, not like for that amount of. 449 00:22:04,500 --> 00:22:07,000 Yes, I'd have read any real effect. 450 00:22:07,000 --> 00:22:09,700 That's I mean, that's the question that, you know, I have 451 00:22:09,700 --> 00:22:12,300 the people are asking all the time is, you know, does it 452 00:22:12,300 --> 00:22:16,200 matter at this point? If I follow best practice, if 453 00:22:16,200 --> 00:22:19,100 I'm posting twice a week or twice a day, does it matter 454 00:22:19,400 --> 00:22:22,200 again? It depends on the industry, some 455 00:22:22,200 --> 00:22:26,500 certainly, but but realistically regular posting will call it a k 456 00:22:26,500 --> 00:22:31,000 organic just isn't as strong, however, does it solve some of 457 00:22:31,000 --> 00:22:32,800 Problems. Does it solve customer service 458 00:22:32,800 --> 00:22:34,800 problems? There's a big Trend where people 459 00:22:34,800 --> 00:22:37,800 are using social media just to talk with a company chair. 460 00:22:38,100 --> 00:22:42,300 You know, it also solves problems where if I'm looking up 461 00:22:42,300 --> 00:22:44,700 your company, not only going to look at your website and your 462 00:22:44,700 --> 00:22:47,600 reviews which are huge. I'm going to look at your social 463 00:22:47,600 --> 00:22:49,100 media page. Are you posting? 464 00:22:49,100 --> 00:22:52,600 What is your culture look like? So again you may not see direct 465 00:22:52,600 --> 00:22:57,300 Roi so it has a position but it's certainly organic social 466 00:22:57,300 --> 00:23:01,400 certainly has fallen to the bottom of let's say A a lead 467 00:23:01,400 --> 00:23:04,500 generation tactics. Yeah, it's more of a window into 468 00:23:04,600 --> 00:23:07,400 who your business is and what you do, every single one of our 469 00:23:07,400 --> 00:23:09,800 posts. We do all sorts of posts on our 470 00:23:09,800 --> 00:23:11,000 Pages. The ones that have the most 471 00:23:11,000 --> 00:23:14,000 amount of a judgment and it's when people see our people. 472 00:23:14,000 --> 00:23:14,700 Yeah. What do we do on? 473 00:23:14,700 --> 00:23:17,300 What's going on? What dog is in the office today? 474 00:23:17,500 --> 00:23:20,800 These are, these are usually engaging posts half the time. 475 00:23:20,800 --> 00:23:24,100 It's our parents and mothers and things like that, but but that's 476 00:23:24,100 --> 00:23:25,700 the point. People want to see what's going 477 00:23:25,700 --> 00:23:26,700 on. They want to see what's behind 478 00:23:26,700 --> 00:23:29,100 the curtain other than they see your website. 479 00:23:29,100 --> 00:23:32,900 And they see where Doing ABC, right? 480 00:23:32,900 --> 00:23:35,600 We can help you with XYZ social medium. 481 00:23:35,600 --> 00:23:38,300 Gives it more of a real feel. Yeah, if you want, if you're 482 00:23:38,300 --> 00:23:41,100 interested in lead generation and you're interested in B2B 483 00:23:41,500 --> 00:23:45,500 LinkedIn, you know, met up at some level programmatic, these 484 00:23:45,500 --> 00:23:47,400 are just all fancy tactical words. 485 00:23:47,400 --> 00:23:50,800 Yeah, but their powerhouses, when you pay to play and when 486 00:23:50,800 --> 00:23:52,900 you, I was saying, when you say LinkedIn, you're really talking 487 00:23:52,900 --> 00:23:57,000 about the ad side of LinkedIn, the lead generation, the paid 488 00:23:57,000 --> 00:24:00,200 side of LinkedIn or not, the not the organic sign. 489 00:24:00,200 --> 00:24:03,700 We do have a A LinkedIn outreach program that we've done for B2B 490 00:24:04,000 --> 00:24:08,200 businesses and often times they will connect and they may not 491 00:24:08,200 --> 00:24:11,000 respond. So that is a good opportunity to 492 00:24:11,000 --> 00:24:14,900 use that organic strategy on your personal page to get in 493 00:24:14,900 --> 00:24:16,700 front of them. So that there is some brand 494 00:24:16,700 --> 00:24:19,800 awareness and eventually when the need arises, they think of 495 00:24:19,800 --> 00:24:23,900 your company and you know, two things that you guys are both 496 00:24:23,900 --> 00:24:26,800 saying often is brand awareness and lead generation right in the 497 00:24:26,800 --> 00:24:28,900 distinction. Between the two of those is 498 00:24:28,900 --> 00:24:31,900 pretty clear, I think. When you're in the business. 499 00:24:31,900 --> 00:24:35,100 But when you're not in the business you know it can be a 500 00:24:35,100 --> 00:24:38,600 little foggy for people. I mean, you know what are your 501 00:24:38,600 --> 00:24:41,300 thoughts on the differences between lead generation and 502 00:24:41,300 --> 00:24:46,600 brand awareness and does one come before the other Same. 503 00:24:46,600 --> 00:24:51,900 Same answer depends on if your goal is to grow followers and 504 00:24:51,900 --> 00:24:55,400 build a brand and you have buku sales team, crushing it with 505 00:24:55,400 --> 00:24:58,300 qualified leads, don't run, lead generation or run it a small 506 00:24:58,300 --> 00:25:00,900 version. The exact opposite if you have a 507 00:25:00,900 --> 00:25:04,900 brand that is very dominant and you own the market, you need to 508 00:25:04,900 --> 00:25:07,800 invest Less on things like brand awareness. 509 00:25:07,800 --> 00:25:10,000 But to answer your question, brand awareness is pretty 510 00:25:10,000 --> 00:25:12,100 simple. I have a product or service. 511 00:25:12,200 --> 00:25:15,200 And how many times do we hear Leah that I have the best 512 00:25:15,200 --> 00:25:18,200 product or Yes, and my customers don't know about me or people 513 00:25:18,200 --> 00:25:21,100 have never heard of me. Like that's super frustrating. 514 00:25:21,100 --> 00:25:24,800 When you are a company that you're working Blood, Sweat and 515 00:25:24,800 --> 00:25:27,600 Tears, not sleeping at night and you know, you're better than 516 00:25:27,600 --> 00:25:30,300 everybody else in the March air and people just don't know about 517 00:25:30,300 --> 00:25:31,400 you. And that's brand awareness, 518 00:25:31,400 --> 00:25:34,000 that's brand awareness. You know, constant being in 519 00:25:34,000 --> 00:25:36,900 front of people that leadership leadership. 520 00:25:37,300 --> 00:25:40,200 You know, things of that nature lead generation is we need to 521 00:25:40,200 --> 00:25:43,800 grow Revenue sharing. We need qualified leads coming 522 00:25:43,800 --> 00:25:47,800 in, and we need our sales team. Develop enough prospects to have 523 00:25:47,800 --> 00:25:49,700 enough opportunities, to grow the business. 524 00:25:50,000 --> 00:25:53,900 So again be to be a little more when you run an e-commerce, its 525 00:25:53,900 --> 00:25:56,200 direct sales, right? It's a little bit different but 526 00:25:56,900 --> 00:25:58,900 and you're looking at very different strategies for each 527 00:25:58,900 --> 00:26:00,700 one of those, right? Like you're not doing the same 528 00:26:00,700 --> 00:26:02,900 things for brand awareness that you're doing for lead 529 00:26:02,900 --> 00:26:05,300 generation. No tactically. 530 00:26:05,300 --> 00:26:07,400 They're they're completely different, but they do work 531 00:26:07,400 --> 00:26:08,200 together. Sure. 532 00:26:08,200 --> 00:26:10,300 I don't like we talked about sales and marketing working 533 00:26:10,300 --> 00:26:12,600 together. When Leah says, you run a lead 534 00:26:12,600 --> 00:26:16,700 generation strategy and then and then organic So posting helps 535 00:26:16,700 --> 00:26:19,100 out, she's right, like, you're getting them in the door, 536 00:26:19,100 --> 00:26:21,400 they're researching you. Now they're going to learn more 537 00:26:21,400 --> 00:26:25,000 about you and then vice versa, if you create a name in the 538 00:26:25,000 --> 00:26:28,300 market and people are coming to you, you know, that's going to 539 00:26:28,300 --> 00:26:30,800 help and that's going to help your lead generation efforts. 540 00:26:31,300 --> 00:26:34,600 So yeah, I mean is there's lots of areas but those are probably 541 00:26:34,600 --> 00:26:36,800 the two biggest areas that people come to us. 542 00:26:37,800 --> 00:26:40,800 I have a business that nobody's heard of or I don't have enough 543 00:26:40,800 --> 00:26:42,600 leads. Yeah we hear that probably every 544 00:26:42,600 --> 00:26:45,600 agency here is that you know I think one of the things I've 545 00:26:45,600 --> 00:26:48,500 heard the most over the years, no matter what I've been doing, 546 00:26:48,700 --> 00:26:54,000 has been Once I get in front of people, I have no problem 547 00:26:54,300 --> 00:26:57,300 closing them but I just can't seem to get in front of enough 548 00:26:57,300 --> 00:26:58,900 people. Like I think I've heard that it 549 00:26:58,900 --> 00:27:02,300 didn't matter if it was when I was at Sandler or previous to 550 00:27:02,300 --> 00:27:04,300 that when I was doing commercial snow removal. 551 00:27:04,300 --> 00:27:10,800 You know, like anytime I talk to anyone that's always the problem 552 00:27:10,800 --> 00:27:13,200 that they have they just they can't get in front of enough 553 00:27:13,200 --> 00:27:17,000 people, but they sell everybody that they confront us. 554 00:27:18,100 --> 00:27:19,700 Sounds like a pretty good statistic to me. 555 00:27:19,700 --> 00:27:23,100 I was like, wow, everybody, that's it's pretty good. 556 00:27:23,100 --> 00:27:26,100 Well, if you have a high close rate and you don't have enough 557 00:27:26,100 --> 00:27:28,800 leads and yeah, it's a marketing problem. 558 00:27:28,900 --> 00:27:30,300 Yeah. You know, and vice versa you 559 00:27:30,600 --> 00:27:32,900 more often than not, if you're working for an agency, it's not 560 00:27:32,900 --> 00:27:35,100 necessarily lead problem. It would be more of a sales 561 00:27:35,100 --> 00:27:38,900 problem is what we found. But, yeah, I mean that's, you 562 00:27:38,900 --> 00:27:41,400 know, it's not this again, I keep saying it's not rocket 563 00:27:41,400 --> 00:27:43,300 science, but if you have qualified leads and you have a 564 00:27:43,300 --> 00:27:45,900 good sales team and you have good processes to place, your 565 00:27:45,900 --> 00:27:48,900 business is going to grow it. Not that easy, right? 566 00:27:48,900 --> 00:27:52,100 You have to take a hard look at every single aspect of your 567 00:27:52,100 --> 00:27:54,700 business and we do this for ourselves, we hire Consultants 568 00:27:54,700 --> 00:27:57,300 all the time. We're part of EOS, you know, we 569 00:27:57,300 --> 00:28:01,000 run, we are customers of saying there were in that program, is 570 00:28:01,000 --> 00:28:03,600 Vos the entrepreneurial operating system. 571 00:28:03,700 --> 00:28:06,400 I love that Gina Wickman. Right? 572 00:28:06,600 --> 00:28:09,200 You know, a contraction what a great book. 573 00:28:09,200 --> 00:28:12,400 I think I read that like 80 times over the years, who are 574 00:28:12,408 --> 00:28:15,200 you working with a u.s. we work with Dave Borland. 575 00:28:15,500 --> 00:28:18,400 Okay, that's yeah, well, he's Marketing. 576 00:28:18,400 --> 00:28:19,900 Right back in the day. I'm gonna day. 577 00:28:19,900 --> 00:28:21,700 Yeah, yeah. He's a pretty good guy to work 578 00:28:21,700 --> 00:28:24,100 with from an EOS standpoint. He knows a couple things about 579 00:28:24,100 --> 00:28:25,800 marketing agencies and you were right. 580 00:28:26,100 --> 00:28:28,600 Yeah, it was a perfect higher because he owned a marketing 581 00:28:28,600 --> 00:28:30,100 agency. I was like, all right, you know, 582 00:28:30,100 --> 00:28:32,900 the mistakes that either you've made or were making and help us 583 00:28:32,900 --> 00:28:34,400 grow. But no, it's been, it's been 584 00:28:34,400 --> 00:28:36,000 life-changing. Like we've been very good on 585 00:28:36,000 --> 00:28:37,700 marketing, we had very good on sales. 586 00:28:37,900 --> 00:28:40,000 You know, we, you know, full disclosure where, you know, we 587 00:28:40,000 --> 00:28:42,600 try to work a processes, so we can be more efficient for our 588 00:28:42,600 --> 00:28:46,300 clients for ourselves, you know, so we can sleep at night, but 589 00:28:46,300 --> 00:28:48,400 EOS is helped out. So you get this sleep at night 590 00:28:48,400 --> 00:28:54,800 sometimes bullshit. I know Chris is like, what, what 591 00:28:54,800 --> 00:28:56,600 other kind of Trends are you seeing for 2023? 592 00:28:56,600 --> 00:28:58,900 I mean, what's you know, if someone's listening to this, 593 00:28:59,400 --> 00:29:01,600 what's the big things they should be thinking about for 594 00:29:01,600 --> 00:29:05,700 2023 or watching out for you? Want to scare tactic one? 595 00:29:05,700 --> 00:29:08,900 Yeah, well, yeah, Lil Duval's do the do the Kumbaya one and the 596 00:29:08,900 --> 00:29:10,200 scare tactic one. Alright. 597 00:29:10,200 --> 00:29:12,100 Let's, let's start with the bad before the good. 598 00:29:12,100 --> 00:29:14,500 Okay, so everybody here is data privacy. 599 00:29:14,600 --> 00:29:17,800 So data has completely changed and you're going to hear this. 600 00:29:17,900 --> 00:29:22,500 More and more frequently from marketers is that without full 601 00:29:22,500 --> 00:29:24,400 disclosure of. I know everything about you 602 00:29:24,400 --> 00:29:25,800 Mike. You know, your kids where they 603 00:29:25,800 --> 00:29:29,600 go to school, every single, the more data privacy comes up the 604 00:29:29,600 --> 00:29:32,700 worst, digital marketing works. It's still the best out there. 605 00:29:32,700 --> 00:29:35,300 It still has a, has a very large, part of your budget 606 00:29:35,300 --> 00:29:37,900 compared to traditional and everything else. 607 00:29:38,300 --> 00:29:42,800 But just having a lack of targeting capabilities. 608 00:29:42,800 --> 00:29:45,300 That before you could reach, hey, I want to reach this SEO 609 00:29:45,300 --> 00:29:47,700 for this reason and get right on the phone with them with it. 610 00:29:47,800 --> 00:29:50,400 With a targeting tactic, you can't do that anymore. 611 00:29:50,400 --> 00:29:53,200 So Google Apple, they're all fighting right now when it comes 612 00:29:53,200 --> 00:29:55,700 to data. So if you take anything away 613 00:29:55,700 --> 00:29:59,700 from this, this podcast first-party data is your best 614 00:29:59,700 --> 00:30:00,700 friend. What does that mean? 615 00:30:00,700 --> 00:30:04,300 That means put a lot of efforts and to building relationships 616 00:30:04,300 --> 00:30:06,200 with people and getting their information. 617 00:30:06,200 --> 00:30:09,600 If you have their birthday, if you have their email, you have 618 00:30:09,600 --> 00:30:12,900 their phone number. That is highly valuable data as 619 00:30:12,900 --> 00:30:17,100 opposed if we have to Target, 25 to 54 year-old a male's that 620 00:30:17,100 --> 00:30:19,800 live in this area, Or emails or what have you? 621 00:30:19,800 --> 00:30:22,200 It's just completely changed last year. 622 00:30:22,500 --> 00:30:27,500 This was a big change, its cost of acquisition, ten times what 623 00:30:27,500 --> 00:30:30,400 it was five years ago, Sharon. So it's just, it's, I mean, 624 00:30:30,400 --> 00:30:33,500 again, it's much cheaper than a lot of the other, a lot of the 625 00:30:33,500 --> 00:30:37,700 other marketing methods, but data is going to be key in the 626 00:30:37,700 --> 00:30:40,600 more data that you own the better marketing, you're gonna 627 00:30:40,600 --> 00:30:44,200 be able to do so run those newsletters, get people to 628 00:30:44,200 --> 00:30:47,700 engage, get them to message you get their phone numbers, you 629 00:30:47,800 --> 00:30:50,500 Text them if you're in that type of business later, but the more 630 00:30:50,500 --> 00:30:52,700 data you have the better your marketing will be. 631 00:30:52,800 --> 00:30:57,000 So it's a super scary area. But so that's the, that's the 632 00:30:57,008 --> 00:30:59,900 Doom and Gloom the Doom and Gloom, but the Golden Age of 633 00:30:59,900 --> 00:31:03,300 marketing, we hate to say has said, kind of sunset or on its 634 00:31:03,300 --> 00:31:05,700 way out. But Leo, what's the, what's a 635 00:31:05,700 --> 00:31:08,200 good one. Wait, what's a good way? 636 00:31:08,200 --> 00:31:10,300 I did the Doom and Gloom. So Chris is good. 637 00:31:10,300 --> 00:31:14,300 Cop bad cop here Lee. He did the what to be afraid of 638 00:31:14,300 --> 00:31:17,500 and 2023. We want to know what is the 639 00:31:18,400 --> 00:31:21,100 Shiny. Happy positive thing to look out 640 00:31:21,100 --> 00:31:23,800 for the trend for 2023 and marketing. 641 00:31:23,900 --> 00:31:26,700 Sure. So my background is B2B 642 00:31:26,700 --> 00:31:29,700 marketing, although we do do some b2c as well. 643 00:31:29,700 --> 00:31:35,500 And six from a B2B perspective, I would say utilizing. 644 00:31:35,500 --> 00:31:39,100 Like I talked about earlier LinkedIn for outreach seems to 645 00:31:39,100 --> 00:31:43,800 be a really, really good area right now, that could eventually 646 00:31:44,500 --> 00:31:45,700 kind of like what Chris is saying. 647 00:31:45,700 --> 00:31:48,100 And now I'm doing Doom and Gloom, you know, could Could 648 00:31:48,100 --> 00:31:52,600 eventually out kind of, you know disappear. 649 00:31:53,000 --> 00:31:55,500 But for now it's a really great way to get in front of your 650 00:31:55,500 --> 00:31:57,600 prospects and a very personalized way. 651 00:31:58,000 --> 00:32:02,500 Account-based marketing is still alive and well, account-based 652 00:32:02,500 --> 00:32:05,800 marketing is really just getting in front of those people that 653 00:32:05,800 --> 00:32:08,100 you want to get in front of and choosing your Wales. 654 00:32:08,500 --> 00:32:10,300 There's different types of account based marketing. 655 00:32:10,300 --> 00:32:12,800 There's one to one strategy where you're reaching out kind 656 00:32:12,800 --> 00:32:15,700 of individually to those people that you really want to get in 657 00:32:15,700 --> 00:32:17,700 front of. And then there are sort of like 658 00:32:17,900 --> 00:32:20,700 And too many, right? Sure you're doing sort of a more 659 00:32:20,700 --> 00:32:23,100 of a net approach so there's the hook approach where you're 660 00:32:23,200 --> 00:32:27,200 looking for that particular fish, using a very specific bait 661 00:32:27,400 --> 00:32:29,700 and you're getting in front of those people that you want to 662 00:32:29,700 --> 00:32:32,800 get in front of. We put together playbooks often 663 00:32:32,800 --> 00:32:36,200 for our customers, where we would take kind of an 664 00:32:36,200 --> 00:32:39,000 omni-channel approach and we take them through the pipeline. 665 00:32:39,000 --> 00:32:43,500 So, we do very top of funnel content, mid funnel and bottom 666 00:32:43,500 --> 00:32:47,100 of funnel content and kind of take them through that process 667 00:32:47,400 --> 00:32:50,500 to At them to either talk to a sales rep, whatever that call to 668 00:32:50,500 --> 00:32:51,600 action is. Yeah. 669 00:32:51,900 --> 00:32:55,400 That's still very alive and well and it's something that we use 670 00:32:55,400 --> 00:32:59,400 very often. With our B2B clients for Shiny 671 00:32:59,400 --> 00:33:01,000 Happy stuff, I don't know what else. 672 00:33:01,600 --> 00:33:05,000 Again kind of augmenting that lead generation strategy using 673 00:33:05,000 --> 00:33:09,700 organic using those other tools. I think is really important and 674 00:33:09,700 --> 00:33:12,800 and you know valuable content is still super important. 675 00:33:12,800 --> 00:33:14,800 Yeah no. It's just getting the right type 676 00:33:14,800 --> 00:33:19,200 of content in front of people that Hers that, you know, maybe 677 00:33:19,200 --> 00:33:23,000 you can gate and put a form in front of it and collect a email, 678 00:33:23,000 --> 00:33:25,500 so that we don't have to rely on iOS data. 679 00:33:26,300 --> 00:33:28,600 So, you know there's different Scrappy ways that we can get in 680 00:33:28,600 --> 00:33:30,400 front of people. Still Scrappy. 681 00:33:30,500 --> 00:33:34,500 Scrappy that's my favorite. I named a dog. 682 00:33:34,500 --> 00:33:35,600 That one city. Yes. 683 00:33:35,600 --> 00:33:38,500 Yeah. Now I'm scrolling. 684 00:33:38,500 --> 00:33:40,500 No, no, no. Chris is going to charge me a 685 00:33:40,500 --> 00:33:43,700 dollar because I just scrolled. But, you know, that's, that's 686 00:33:43,700 --> 00:33:47,900 really the the gist of it and, you know, being creative and And 687 00:33:47,900 --> 00:33:52,800 really knowing your personas and your ideal customer profile is 688 00:33:52,800 --> 00:33:54,800 super important and that's usually where we start with 689 00:33:54,800 --> 00:33:59,100 people is really understanding what makes them tick even down 690 00:33:59,100 --> 00:34:01,300 to like you know, where are they on the disc profile? 691 00:34:01,600 --> 00:34:05,700 And they you know what if there are they D and ins or see? 692 00:34:06,000 --> 00:34:08,199 You know, what's important? What resonates with them? 693 00:34:08,800 --> 00:34:10,199 Those are all really important things. 694 00:34:10,199 --> 00:34:13,100 Yeah, you know, I think it's important to remember that. 695 00:34:13,199 --> 00:34:15,300 We are marketing to human beings. 696 00:34:15,699 --> 00:34:18,900 We are human beings and to really Stand, like, what is 697 00:34:18,900 --> 00:34:21,500 their pain and how can we address that pain and help them 698 00:34:21,500 --> 00:34:26,199 to reach their goals? I think real real testimonial to 699 00:34:26,199 --> 00:34:28,600 Matt over at Sandler's. I'm listening to Lea talking, 700 00:34:28,600 --> 00:34:32,400 she's talking about pain and discus assessments and if you're 701 00:34:32,400 --> 00:34:34,400 not familiar with disc, you should definitely check that out 702 00:34:34,400 --> 00:34:39,400 to D is see assessments personality assessments but huge 703 00:34:39,400 --> 00:34:41,400 tool though. Building buyer profiles and 704 00:34:41,400 --> 00:34:45,400 buyer personas right as far as discos because everybody likes 705 00:34:45,400 --> 00:34:48,000 to be sold to a certain way or likes to be marketed to a 706 00:34:48,007 --> 00:34:53,600 certain way and I know I'm kind of higher on the D scale and So 707 00:34:53,600 --> 00:34:56,199 when people start giving me too much detailed stuff, I start to 708 00:34:56,199 --> 00:34:59,100 get irritated and I'm like, listen that, you know, I don't 709 00:34:59,100 --> 00:35:01,500 want to talk to you anymore. Can you, can we not have this 710 00:35:01,500 --> 00:35:03,200 conversation? You know, like I just and it's 711 00:35:03,200 --> 00:35:06,700 just my personality or like if I'm talking to someone who's a c 712 00:35:06,900 --> 00:35:09,000 and I'm getting frustrated because they want all this 713 00:35:09,000 --> 00:35:12,500 detail and I'm like really necessary, but for them it is 714 00:35:12,500 --> 00:35:14,000 right. So I gotta I gotta learn. 715 00:35:14,100 --> 00:35:17,000 Learn to change my Approach But Rising lie. 716 00:35:17,000 --> 00:35:19,500 I'm a heii. So I'm like, I'm like the golden 717 00:35:19,500 --> 00:35:21,300 retriever of personalities. Yeah. 718 00:35:23,200 --> 00:35:24,900 Just like me. Yeah. 719 00:35:25,000 --> 00:35:27,300 Well if it makes you feel any better, I'm like a hi-dee-hi. 720 00:35:27,300 --> 00:35:30,700 I okay. So, like and I am just a little 721 00:35:30,700 --> 00:35:33,700 bit more D than I and I have absolutely no. 722 00:35:33,700 --> 00:35:36,700 See whatsoever zero. Yeah. 723 00:35:36,700 --> 00:35:38,200 None. I'm part C. 724 00:35:38,200 --> 00:35:39,200 Believe it. How are you man? 725 00:35:39,200 --> 00:35:42,900 Yeah, it's weird. Chris, I'm Addie, and, and I 726 00:35:42,900 --> 00:35:45,700 surprised. Yeah, I think the takeaway here 727 00:35:45,700 --> 00:35:47,500 is just knowing how to communicate. 728 00:35:47,500 --> 00:35:50,500 So whether you're creating advertising or whether you're 729 00:35:50,500 --> 00:35:53,400 writing a proposal, if you have somebody that does Don't want a 730 00:35:53,408 --> 00:35:57,000 lot of details, don't get in their way of buying read, like, 731 00:35:57,000 --> 00:35:58,800 like to me. If you give me a bullet points, 732 00:35:59,300 --> 00:36:02,400 great sounds great, buy it, if it make mistake, I'm okay with 733 00:36:02,400 --> 00:36:03,900 that. There's different personality 734 00:36:03,900 --> 00:36:05,100 types that don't think like that. 735 00:36:05,100 --> 00:36:08,700 They want to make sure that are, although you know, the engineer 736 00:36:08,700 --> 00:36:11,700 mindset, like all the theories there and all the logic is 737 00:36:11,700 --> 00:36:13,900 there. You know where I'm ok, just 738 00:36:13,900 --> 00:36:15,300 making mistakes, things of that nature. 739 00:36:15,300 --> 00:36:19,000 But these are big type of strategic things that we look 740 00:36:19,000 --> 00:36:22,600 into when we're creating ads or when we're developing profiles, 741 00:36:22,600 --> 00:36:24,100 but it can. This is a game changer. 742 00:36:24,100 --> 00:36:27,200 If you think about it, we know, Mike and I are D's, we know 743 00:36:27,200 --> 00:36:31,200 Lea's and I, you know, going in or creating advertising for Leah 744 00:36:31,200 --> 00:36:34,700 specifically, the don't want to call you a call the retriever, 745 00:36:34,700 --> 00:36:37,600 but that's hilarious that attracts the golden retriever, 746 00:36:38,400 --> 00:36:41,100 you know, and just get you to participate is really just the 747 00:36:41,100 --> 00:36:44,100 first part of that quote unquote funnel. 748 00:36:44,400 --> 00:36:47,500 We want to create awareness and make sure that you get the right 749 00:36:47,500 --> 00:36:50,000 message to the right person at the right time. 750 00:36:50,100 --> 00:36:52,600 That is the key when it comes to marketing, specifically in the 751 00:36:52,600 --> 00:36:53,600 right place. A stew. 752 00:36:53,600 --> 00:36:56,300 Yeah, exactly. You know, it's like most, like, 753 00:36:56,300 --> 00:36:59,200 for example, in this is generalizing but like, an IT 754 00:36:59,600 --> 00:37:00,500 person. Yeah. 755 00:37:00,600 --> 00:37:02,800 Don't necessarily want to be reached out to on LinkedIn 756 00:37:02,800 --> 00:37:05,100 sometimes, right? Not always, but sometimes that's 757 00:37:05,100 --> 00:37:07,200 the case. So, we had to be really creative 758 00:37:07,200 --> 00:37:09,700 and where we reach them. Hey, so, that's sort of what we 759 00:37:09,700 --> 00:37:12,900 take into place when Chris and I keep talking about putting 760 00:37:12,900 --> 00:37:15,400 together research and a plan, which sounds horrible when 761 00:37:15,400 --> 00:37:17,700 you're saying research and plan and Audits and all these things. 762 00:37:17,900 --> 00:37:19,700 But that's the reason why we, so, very exciting. 763 00:37:19,700 --> 00:37:22,600 No, it's not very exciting, but when it comes down to your 764 00:37:22,600 --> 00:37:26,100 budget, And your dollars and you know, wasting those are actually 765 00:37:26,100 --> 00:37:29,800 getting some real return on investment than those things are 766 00:37:29,808 --> 00:37:31,100 very important. Yeah. 767 00:37:31,700 --> 00:37:35,300 You know, it's funny I used to be such a geek for the disk 768 00:37:35,300 --> 00:37:38,400 stuff and all I keep thinking of you said that about the golden 769 00:37:38,400 --> 00:37:42,800 retriever is I used to have this one thing I would do with High 770 00:37:42,800 --> 00:37:45,100 personalities and it was, I would tell them, I would like 771 00:37:45,100 --> 00:37:47,800 them, no matter what so, because, you know, a high either 772 00:37:47,800 --> 00:37:49,700 biggest fears that they won't be liked by the /. 773 00:37:49,700 --> 00:37:51,600 That's why they have buyer's remorse so much because they 774 00:37:51,600 --> 00:37:54,100 like, say, yes, because they want them to To be like to know. 775 00:37:54,100 --> 00:37:57,200 And so, every time I was with a high, I and I was talking to my 776 00:37:57,200 --> 00:38:00,000 be like, Hey, listen, even if you say no, I'm going to like 777 00:38:00,000 --> 00:38:02,300 you, no matter what you said that before, the that you would 778 00:38:02,300 --> 00:38:04,900 like me, even if I bomb the podcast, I appreciate that. 779 00:38:04,900 --> 00:38:07,800 Well, you know, I must have sensed that your II personality 780 00:38:08,800 --> 00:38:12,800 when you've been bamboozled, even Bamboozled. 781 00:38:14,000 --> 00:38:18,200 So I know we're wrapping up here again, turn time, but any other 782 00:38:18,200 --> 00:38:21,600 things to watch out for 2023. What if someone is going to 783 00:38:22,100 --> 00:38:24,400 smartly And their marketing dollars. 784 00:38:24,400 --> 00:38:27,200 Obviously, other than hiring you, what should they be looking 785 00:38:27,200 --> 00:38:28,600 at, or what should they be doing? 786 00:38:31,000 --> 00:38:33,100 Certainly just take a hard look internally. 787 00:38:33,100 --> 00:38:36,500 I think probably one of the big changes is because we're coming 788 00:38:36,500 --> 00:38:40,200 out of quote-unquote covid. Things are starting to level out 789 00:38:40,200 --> 00:38:43,400 from From perspective. So covid, forced us to be 790 00:38:43,400 --> 00:38:46,600 reactionary, right? All of our marketing plans, all 791 00:38:46,600 --> 00:38:48,600 these massive, you know, hundreds of thousands of dollars 792 00:38:48,600 --> 00:38:52,200 in trade shows, went out the window that's coming back. 793 00:38:52,500 --> 00:38:55,700 People want to see other people, they want to be in person, you 794 00:38:55,700 --> 00:38:57,700 know I think this is the first year that my conference schedule 795 00:38:57,700 --> 00:39:00,600 is is starting to fill up in the last three years. 796 00:39:00,900 --> 00:39:04,800 So but it's a little ball so you can start to plan a little bit 797 00:39:04,800 --> 00:39:07,100 longer. So instead of being reactive for 798 00:39:07,100 --> 00:39:10,700 a quarter or a month you know maybe it's a half a year but be 799 00:39:10,700 --> 00:39:13,000 aware that people want to see people. 800 00:39:13,000 --> 00:39:16,300 So sales, a lot of people have been forced to be on Zoom calls 801 00:39:16,800 --> 00:39:18,800 you know instead that works great for some people and then 802 00:39:18,800 --> 00:39:21,300 other people they want to do the lunch and learns and being 803 00:39:21,300 --> 00:39:22,800 person and things of that nature. 804 00:39:23,000 --> 00:39:26,400 So you're starting to see things start to Trend back towards 805 00:39:26,400 --> 00:39:29,400 personal connection. I think is Only one of the 806 00:39:29,400 --> 00:39:32,200 things I would say, the anything. 807 00:39:33,200 --> 00:39:36,700 Hmm, come up for my end. I mean, I agree with Chris. 808 00:39:36,700 --> 00:39:39,600 I think people are definitely wanting to connect with other 809 00:39:39,600 --> 00:39:42,800 people. I also think people are engaging 810 00:39:42,800 --> 00:39:45,900 more like I just said earlier, you know, with content and 811 00:39:45,900 --> 00:39:50,300 learning and growing and not stagnating, you know? 812 00:39:50,300 --> 00:39:54,100 So during covid, I think that, you know, obviously was horrible 813 00:39:54,100 --> 00:39:57,100 and very depressing, but I think now people are engaged. 814 00:39:57,107 --> 00:40:01,400 Again, they want to grow Row. They want to grow as people and 815 00:40:01,400 --> 00:40:03,100 they want to grow their businesses as well. 816 00:40:03,100 --> 00:40:06,700 So you know, that's something I'm seeing I'm I'm on calls 817 00:40:06,700 --> 00:40:07,900 pretty much all day. Yeah. 818 00:40:07,900 --> 00:40:10,100 You know with with prospects and that's really the trend that I 819 00:40:10,107 --> 00:40:14,900 see, okay. And if people want to talk to 820 00:40:14,900 --> 00:40:16,900 you learn more about how you can help them. 821 00:40:16,900 --> 00:40:20,800 Where do they find you on Tick? Tock unticked out? 822 00:40:20,800 --> 00:40:24,200 Yes, you can. I mean, here's the plug, but you 823 00:40:24,200 --> 00:40:28,600 can find us at six top marketing SI x dot marketing for there's 824 00:40:28,600 --> 00:40:30,900 no Dot-com just going to sit 6. Marketing. 825 00:40:30,900 --> 00:40:32,700 You can book a meeting with Leo right away. 826 00:40:32,700 --> 00:40:35,400 You can see our content, but we're happy to answer any 827 00:40:35,400 --> 00:40:38,100 questions where big part of this community and we're very much 828 00:40:38,100 --> 00:40:39,300 want to give back to the community. 829 00:40:39,300 --> 00:40:41,700 So if anybody even has a question you're like, hey I have 830 00:40:41,700 --> 00:40:44,300 no budget, I don't know what to do, give us a call, we'll help 831 00:40:44,300 --> 00:40:47,100 you put you in the right direction, but we're totally 832 00:40:47,100 --> 00:40:49,200 happy to to answer any questions. 833 00:40:49,200 --> 00:40:52,100 But you can notice on chat, you can have some social or just go 834 00:40:52,100 --> 00:40:53,800 to our website. That might be the easiest 835 00:40:54,800 --> 00:40:58,000 Website. And social media or on all the 836 00:40:58,000 --> 00:41:01,500 channels, we're on all the channels except except except 837 00:41:01,500 --> 00:41:04,700 ekta, are you on the Twitter? We are on the Twitter and he 838 00:41:04,700 --> 00:41:06,700 tweet tweet. Tweet occasionally. 839 00:41:06,700 --> 00:41:10,300 We tweet honestly largely when we're at shows, but Twitter is 840 00:41:10,300 --> 00:41:12,100 an interesting area. Want to talk about Trends. 841 00:41:12,100 --> 00:41:13,800 Yea, what Zeal on buying? Twitter? 842 00:41:13,800 --> 00:41:15,600 That's it. That's an interesting space to 843 00:41:15,600 --> 00:41:17,800 see what happens. I'm not pro. 844 00:41:17,800 --> 00:41:21,500 I'm not, I'm not con, but it's an area to pay attention to for 845 00:41:21,500 --> 00:41:25,500 2023 because there could be a fair amount of opportunity 846 00:41:25,500 --> 00:41:28,000 there. Again, I guess if microblogging 847 00:41:28,000 --> 00:41:31,400 is something that's a strategy for your company and your brand, 848 00:41:31,500 --> 00:41:32,900 but again, I guess that would be one of those. 849 00:41:32,900 --> 00:41:38,000 It depends identifiers, but those types of tactics you just 850 00:41:38,000 --> 00:41:39,000 you test, right? Okay. 851 00:41:39,000 --> 00:41:40,700 All right. Let's just, let's start running 852 00:41:40,700 --> 00:41:43,400 some some tweets. It's a terrible way to put that. 853 00:41:43,400 --> 00:41:45,000 Right. Start tweeting inside putting 854 00:41:45,000 --> 00:41:47,000 some, you know, maybe you're capturing a space. 855 00:41:47,000 --> 00:41:49,900 That's, you know, there's a whole demographic during a 856 00:41:49,900 --> 00:41:52,200 graphic of people that came back to Twitter because of Elon, 857 00:41:52,200 --> 00:41:54,000 there's a whole demographic that left. 858 00:41:54,000 --> 00:41:56,900 So if that happens to fit your target, Summer. 859 00:41:57,200 --> 00:41:59,800 Hey, it might make sense but again, just test it. 860 00:41:59,800 --> 00:42:02,400 If you don't know what to do with any marketing tactic test, 861 00:42:02,400 --> 00:42:04,900 it minimally, don't go all in and spend tens of thousands of 862 00:42:04,900 --> 00:42:09,400 dollars on tactic tested. If it works do more of Moria 863 00:42:09,400 --> 00:42:13,100 Hank, small Miss small right. Well, guys, thank you so much 864 00:42:13,100 --> 00:42:15,000 for coming in, really appreciate it. 865 00:42:15,200 --> 00:42:19,700 Coming in to talk to us about growth agencies, marketing, and 866 00:42:19,700 --> 00:42:21,400 all the stuff that helps people grow their business. 867 00:42:21,400 --> 00:42:23,800 So, and if you're listening, check us out. 868 00:42:23,800 --> 00:42:26,100 You can find us, Saratoga business report.com. 869 00:42:26,300 --> 00:42:30,300 Mom, Saratoga Today newspaper.com and everywhere 870 00:42:30,300 --> 00:42:32,800 that you get podcasts. We are buying local. 871 00:42:32,800 --> 00:42:34,400 Saratoga. Thanks for listening.