306 | How to Re-Purpose Content with Brian Wright

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Creating content for your brand has become a necessary part of sharing your message and building your community. You also want to re-purpose your content into the right channels. Today’s interview is with Brian Wright is on how to repurpose content. Discover why it is important and how to make the most of it.

Target Audience: Brian serves entrepreneurs, business people, career enthusiasts and people who want to better themselves.

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Repurposing

People like to learn in different ways. Not everyone likes to read. Not everyone likes to listen. Not everyone likes to watch. Everyone takes on a combination of those things in terms of learning modalities. When Brian makes content, it’s very important that it’s created in a way that is very accessible to everyone. Brian knows not everyone is going to consume his content in the same way.

Good content is paramount. You’ve got to think about what your market wants. Business growth is a topic everyone wants to talk about – especially those who are actively doing that. So it is about scaling and  nurturing relationships.

Having great content to repurpose is certainly paramount. And ways of repurposing is a topic unto itself!

For instance, Brian has a podcast and he treats each episode as if he is getting a coaching session from the guest. He asks questions i want to know the answers to. He figures, if he has a question about something in particular, then other people must also have the same questions and so he asks on behalf of others.

 

Being the Media

There are days Brian says he receives multiple requests from people looking to be on his show. There is something to be said for being in demand. When Brian started out, he was chasing people to be on his show. Now, it’s the opposite. ⅔ of his guests have been referred to me. The lowest priority are those who cold pitch him and don’t know anything about him.

The really cool thing about having a show is that you are building your network. You get to connect with those who have been on your show and the people who tune in. Guests help you find others to be on the show too.

When it comes to repurposing, do you look at how the market wants to take in the information? Any tools that you offer?

I cast my net wide because I know my content will resonate with someone. So I just repurpose that material in all 3 forms (visual, audio and video). I put it out there and I ask people to share it.

 

 

What have you learned?

Shorter formats work best. Anything more than 5-10 minutes long – is just not realistic in terms of keeping people engaged. You’ve got to respect people’s time – plus people have a very short attention span. My goal is to say what I want to say in short period of time and make it actionable.

My radio shows are an hour long- but set that expectation from the beginning. Each segment is about 12 minutes with commercials in between.

 

Tips on how to take a longer format to boil down into the 3 to 5 min range?

I prepare 2 dozen questions for my show. I get to ask about 15 of them. If i want to repurpose something, I might focus on 1 or 2 topic related questions that I ask a guest and do a short video about that. Then I have 5-6 potential videos that I can use or create based on that hour long content.

 

How do you expand your reach?

The format always starts the same but is flexible based on how the interview is going.

 

Formatting Content

Format your content in a way that people can walk away with something. But you’ve got to make it fun and consumable. If it’s boring, people will tune out. If it’s not actionable, people don’t care. Create content regularly or people will forget about you.

 

Practical and Actionable

It’s hard to do anything in business where everyone is going to like you. If your goal is to be liked by all, it’s NOT going to happen. Brian gives us some tough love: “Get over  yourself and put what you have out there! Sometimes making something controversial can work in your favor. Chances on you may be on to something!”

 

Resources:

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

305 | The Evolution of PR with Donna Cravotta

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The Evolution of Public Relations (PR) has been needed for years now. In fact, I still get nearly 100 pitches per month from people requesting to be on my show. 99% of them are old-school approaches. It is rare that any of them actually take the time to do anything specific for me. The guest today is Donna Cravotta with Social Pivot PR. Donna shares her wisdom on the changes in the industry and what that means for you.

Target Audience: At Social Pivot PR, a combination of social media, PR and SCO with the intention of building relationships is the aim. The company helps it’s clients connect with those you really want to connect with for their business. The evolved version of PR is not using social media as a broadcast tool but a connection- relationship- building- tool and a business intelligence tool. Social Pivot PR teaches their clients to listen strategically in order to find the opportunities they’d ordinarily miss. The company PR serves small businesses, small business owners, thought leaders, and larger companies.

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Taking Ownership

Organizations need to own their own voice. There is something lost in the translation when you hand off the message to an outside consultant. According to Donna, It needs to be someone who is part of the day to day operations that understands how all the different pieces intersect.

Social Pivot PR teaches them how to use social media and then shows them a strategy. Social or online strategy is built around the businesses’s objective. The social/online strategy not only supports the goals of the business but will also help to achieve them.

Each Company Is Their Own Media  

With internet and social media, we all have the ability to be our own media outlets. We can create content and we listen to the people we want to connect with online who are searching for specific things. By creating structure around that, we can create content based on what our market is already asking for. This format escalates you pretty quickly on the thought leadership category.

 

 

How Does One Listen to Social Media?

Listen to the people you want to connect with. One of the ways could be this: take a speaker page from an event that you would like to speak at. Research the speakers, check out where else they are speaking, the workshops they are giving, etc. This gives you a framework of what your industry is looking for. Through that, you can start to craft content that addresses those issues

Answer the Public

Another tool called “Answer the public” pulls information from google searches. Based on how people pose questions when they do internet searches, it is placed into different buckets of categories. People that are searching for “HOW” questions are usually the DIY crowd. People that are searching for why questions are usually the decision makers. This is a free tool that you can use to come up with topics and titles. It can also help you target your ideal customers since it will reveal ways of tailoring your content in your social media posts.

Sharpening Up What We Are Going To Say

You can’t accomplish this without listening first. Otherwise – you’re just guessing! You don’t get many results from guessing. And when people create content, they are often doing it by themselves.

 

You might think it’s a great idea, but no one else does. it’s about using the right keywords. Sometimes it’s about turning a phrase which often determines being found or not being found. When you do this, everything else becomes easier.

Focusing the Goals

What do you plan to achieve in the next 3-6 months? This foundational question is what we build around. We focus on creating evergreen content that can be used over and over again. The other way we organize goals is around time: Are you speaking at an event? Are you launching a book? Do you have something specific coming out on a specific day? Are you marketing something for a specific date on the calendar?

 

The Most Critical Factor

Relationships, relationships, relationships! We don’t pitch for clients. We build in them the assets they need and we teach them to pitch so they can build their own relationships. In this way, the relationships they build are theirs!

Practical and Actionable:

Build a relationship first before you pitch. Be present in the conversation that is already going on.

Resources

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

304 | The Brand Ambassador Series: Salesforce with Ludo Ulrich

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The use of Internal Brand Ambassadors is not new and yet so few have used this strategy well. One company that has embraced their employees to be Brand Ambassadors is Salesforce. Our guest is Ludo Ulrich who is the chief in charge of developing deeper awareness in the startup community about the company, products and services offered by Salesforce. Ludo shares how he has developed this role and the importance for the organization.

Target Audience: Salesforce engages business founders developers in a way that helps them grow through effective marketing.

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Speaking at Conferences

We had a few questions for Ludo regarding conferences: Do you book yourself? Or are you invited? Ludo shared that it’s a combination of both. One thing for Ludo is for sure: as an evangelist, it’s important to go to places where people don’t really know about the products.

 

Being an evangelist is about being a storyteller – you want to surprise people. You want to deliver the message in a concise and compelling way.

 

Be the Trailblazer

Ludo shares that Salesforce hired someone like him to grow the ecosystem. Specifically, he focuses on the measurement and tracking of growth and innovation. These innovations are being presented at large conferences like Dreamforce. At these conferences highlight some case studies whom we call “Trailblazers” and we use those innovations (and the people who created them) to influence the rest of the market.

 

Measurement Tied to Your Personal goals

If what you’re seeking to cultivate is Hypergrowth, then tracking the impact and trajectory of companies is essential. One of the ways they are getting team members involved is conducting measurement that’s connected to each member’s goals. While it can be complicated to manufacture a passion, efforts are being made in this area.

Scaling and the Future

Ludo believes that developer marketing is leading the way. Microsoft and Google did a lot of Ambassador Evangelism. There is a lot of technology that is being developed that will help to scale. So, the future is very much about SCALE.  

Any Examples of Success for your brand of Being a Trailblazer?

A great example could be a person who is still in university – someone who is building the technology. He or she would start building the technology and turn that into a business opportunity – maybe even start building a team. They would then start fundraising and then be featured at a conference.

What do you Wish you Would Have Been Taught from the Beginning?

Ludo says, “Make sure when you put your passion at the service of an employer, be sure the company is ready to absorb that passion. It’s a way of making sure the whole journey is under control.”

Practical and Actionable:

What skills do Brand Ambassadors need to make themselves great?

  1. Make sure you are not just a talker- but a really effective storyteller.
  2. Make sure you’ve got a Call to Action that is meant to inspire and make sure they have somewhere to go to be helped and to grow. Be reliable when people reach out to you.
  3. Choose an audience that is brand new to your product.

Resources

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

303 | The Brand Ambassador Series: CEO of Impact, Bob Ruffolo

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Fast growth companies understand the value of core values, purpose and people that allow for the culture to support the growth.  Hiring right and developing leaders from within becomes critically important. My guest today is Bob Ruffalo, CEO of Impact Branding and Design. Bob shares how his use of Internal Brand Ambassadors impacts more than growth, but the growth of the people too.

Target Audience: Impact Branding and Design is helping to change the landscape to help businesses understand marketing better. Bob works with people who are wanting to have success and they focus on marketing to get there.

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What Impact Branding and Design Provides

Educational content, online and offline community and events. Workshops offer strategies.

The challenge people are having is building an audience in a very saturated market. Bob says, you must know your audience and they pains they have and create helpful content. This allows your business to stand out in away that brings your audience together as a community.

 

A Supportive Team

Bob says his team makes him look a lot better than he is. But it wasn’t always this way. He made his fair share of mistakes over the last 2 years but finally figured out the right structure and found the right people to be on his team. Bob knows that businesses are people and when the people are placed in the wrong roles, the business is faulty. Once you get people in the right seats, magic happens

Defining the Businesses’ Purpose and Values

During this time, there were many internal issues. This caused him to start reading a lot of books. He learned and adopted a process in discovering core values. This allowed him to identify the business’s purpose. From there, he started building a leadership team. “That was the start of figuring out who we were, “ Bob says. It was also when they first broke through that ceiling of creating 1 million in annual revenue.   

 

Building the Team

Bob chose to hire people who fit the company’s core values and culture. Roles and individuals were carefully matched. Consequently, these people evolve as the bring in increasing revenue.

 

When to Define Values of Your Business

Defining your purpose comes first. You need to have that before even starting the business. Values define themselves once you build the leadership team.

 

What Did You Have to Let Go of to Be the Leader You are Today?

Bob admits he had to let go of that fact that he had to make all the decisions, be in control and in charge. He realized he was working for everyone and that was backwards. He realized he had to take more of a leadership position.

Don’t Be the Smartest Guy in the Room

No one is good at everything. In business, there are lot of different skills in many different areas. You want to have specific people who are naturally good at running their departments. You want people to take ownership so that they feel empowered because they are relied upon. People want to feel like they contributing and fulfilling their purpose in life. Get out of their way and they will feel fulfilled.

Once you find the good people for your team- that’s when the magic happens. It makes so many other things possible like being available for this podcast interview, for example.

 

Radical Transparency – A Key Factor to Hypergrowth

Learning from mentors, books and other companies, Bob knows transparency is an important element in running a businesses. It is a process and takes patience. Bob’s employees see and know everything that goes on in the business (with the exception of salaries). They are part of the process of changes and transitions. This also puts the trust into the employees.

 

Brand Ambassadors

Bob believes in letting others take the reign in the speaking realm. Bob and his team created a 3 year vision plan back in 2015. At that time, Bob was the only one speaking on stage. Employees voiced their desire to also speak. Everyone in the company now contributes to the blogs, speaking and being on podcasts. It’s good for the business. And it’s also good for each employee because it increases their value. Everyone wins.

 

Practical and Actionable

Document a vision. Refer to it regularly. Make things happen. Employees must be aware of the vision and be actively working on it.

 

Resources

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

302 | The Brand Ambassador Series: CMO of Sage

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Ron McMurtrie, CMO of Sage talks to us about the Evolution of Marketing. Where being ahead of the game means staying relevant with their customers. In today’s world of marketing, it is not about mapping out their customer journey. It is about allowing the customer to map out their own journey. By managing a team where each person serves based on their speciality, Ron and his team at Sage can meet their clients where they currently are. This is what gives Sage their competitive advantage!

 

Target Audience: Ron is the CMO for Sage Group, a company focused on providing accounting payroll, HCM and payment solutions. Their sweet spot is focusing on small businesses and startups.

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The Evolution of Marketing

Sage Group focuses on serving their customers’ needs. They look at the struggles their customers face on their journey and offer them solutions. Sage Group takes more of a holistic approach. By exploring solutions, they conclude the application to a customer’s business.

 

Being Ahead of the Game

Sage Group stays ahead by staying relevant with their customers. It is about understanding their needs by bringing in new approaches. Ron says, if you get the customer’s needs right, you usually get the formula correct.

The Team at Sage

Currently, there are about 800 people at Sage, and about 13,000 colleagues worldwide spread across 23 countries. It began regionally and stretched out globally. And most certainly, this is a huge team to manage!

 

How do you Manage Such a Huge Team?

Trials are conducted to determine each individual’s specialty. Then, being aware of who the specialists are, determines the different roles. This then helps to manage specific parts of the process.

 

The Evangelist (the Brand Ambassador) then goes out into the market and tells the story. It’s one of the ways concepts are driven at Sage.

 

At Sage, Ron believes in bringing in specialization to the central teams. This brings great domain expertise. It allows them to scale quickly and also have a level of expertise both on the ground and centrally in terms of how resources are used and applied. This is an effective way of keeping content relevant.  

 

What Allows you to Maintain your Competitive Advantage?

Ron says, you’ve always got to be willing to continue to reinvent the platforms that you’re running right now. Sage is moving towards an account based approach. It is based on the customer’s choice which allows them to create their own customer journey. Obviously, this is more effective than Ron and his team mapping it out. The bottom line will always be that  customers want solutions tailored to their specific needs.

 

Practical and Actionable

How do you make smart decisions for rapid innovations in marketing? Ron says, “I put myself in the seat of the customer every day. Every decision i make is based on the response I hope to get from a customer and how I hope to be treated myself. It’s always about the customer obsession. This is the guiding principle we use at sage for all the marketing we do.”

 

 

In this episode we’ll cover:

  • What’s happening in the Evolution of Marketing
  • How to stay ahead of the game
  • Being relevant with your customers
  • Letting the customer map out their own journey
  • Managing a team where each person serves based on their speciality

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

301 | The Brand Ambassador Series: VP of The One Thing

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Discover how empire builders are letting others build an empire for themselves. Keller Williams Realty has embarrassed the idea of “Internal Brand Ambassadors.” The interview today is with Geoff Woods who shares how he has stepped in as VP of The One Thing. He is a perfect example of Brand Ambassadors sharing the message and taking ownership for growth.

Jay Papasan and Gary Keller are the authors of the best selling book: The One Thing. This book shows people how to get clarity on how they want to invest their time. Many of us have a tendency to want to do everything. Tune in to learn how to pick that ONE THING. Geoff says once you pick that one thing, everything else becomes easier. And here’s a question to ponder: How many rabbits can you chase? The answer? Only one. It’s all about the One Thing!

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Geoff shares how his partner had the vision of being #1. Fast forward to today and Geoff and his partner know all too well that the only way to create an empire is to understand that no one succeeds alone. His partner knew that he would stifle the growth of the company if he made it about him.

So, he developed the habit of recruiting amazing talent into his world and coaching them to their possibilities. He has a question he asks himself regularly:

“How do I give myself permission to make myself so big, that any talented individual can step inside my world, have everything they could possibly ever want and never need to leave?”

This is profound because anyone who has ever left a position, left because they knew they couldn’t have everything they ever wanted in that position.  

There is a movement happening around how people can hone their most valuable resource: their TIME!

 

The Value of Brand Ambassadors

This whole aspect of Brand Ambassador is not new: We asked Geoff if he sees the value of others carrying the message and not just the founders? Geoff believes that yes- you’re not a business owner until you can step away from your business and your net worth goes up. Can you go on vacation with no cell phone or any other form of connection to the world? will your net worth do better in your absence? Most people haven’t thought in this way. They have – instead – built a business to rely on them – to depend on them. What they are really doing is shackling themselves to a job.

Cultivating Habits

People decide their habits and their habits decide their future. What will your habit be? Can you give yourself permission to narrow your focus to do the one thing you can do – such that by doing it makes everything easier?

The beauty of the book The One Thing is that it is already laid out. It is a model for how to live a life.  It shows you how to choose the habit to form first. Geoff adds that when you look at a certain habit you think you do not have time to do – stop looking at it that way. what are the habits you MUST do that make everything else easier? You step into a new paradigm of living when you perceive things through this lens.

Ponder this: If doing the most important thing actually is the most important thing, why would you do anything else?

 

What Makes a Great Ambassador?

A great ambassador is someone who can can clearly communicate where the company is going so that others are ACTIVATED and want to be part of it. So, as leaders, deepen that message inside of them! We make it a part of their life so that they’re living the message.

 

Creating Content

Geoff’s chosen platform is podcasting and he uses it to communicate his message for the growth of his business. He shares that had been living the book for a year before the podcast was launched.

How does Geoff keep his podcast going? Geoff has a calendar of episodes. He has 8 eight episodes completed (a month out). He focuses on being in touch with what people are struggling with so that content is relevant at any given time. It’s also about figuring out how to serve people at a higher level constantly.

 

Know Your Audience

Geoff says, “anything that has ever started, began with talking to my ideal customer and figuring out what their pain was.” He then brainstormed the solution with them and when it came to something they’d actually have to pay money for and customized it to their needs.

 

Practical and Actionable

1) Live the brand every single day. How can you expect anyone else to do it if you do not?

2) Look at all the things you could do? then: what’s the one thing I can do? such that by doing it- everything else would be easy or unnecessary? START there!

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

300 | The Brand Ambassador Series: Microsoft

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Christi Olsen is a leader for digital marketing teams. On this episode, she talks about her passion for empowering these teams to speak on stage effectively to convey their true marketing message. Christi is an expert on how to put the customer first. We talk about why this is the foundation for any business and how you can adopt and integrate this lens too.

Target Audience: Christi speaks at conferences and events regarding marketing, artificial intelligence, digital marketing. She focuses on the topic: “high-level-how-should-you-be-thinking-about-this?” She also addresses trends and changes happening within the marketing industry.

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Christi’s Focus

Christi works with her internal leadership team regarding how to think about Tech topics like artificial intelligence. She focuses on the narrative they tell when they are in their ambassador role. This allows them to be powerful and effective speakers.

You can find Christi’s published articles on Entrepreneur Magazine, Huffington post and others. Her mission as she shares it, is to empowers and train people to speak on stage. She trains them to bear the torch and be brand ambassadors.

 

How Christi Sees her Goals:

Christi looks at her goals on a quarterly basis. She asks herself: 1) Have I gotten out the type of message I want out into the market? 2) Are people responding to the message? 3) Is it working?

How She Became An Evangelist

Christi was able to step into this brand ambassador evangelism role because of some predecessors before her who were consistently going out and talking about what they were passionate about.

 

What is Part of your Work and Why?

Here are the questions Christi checks in with herself (and her team) regularly:

  • What are the challenges facing the business?
  • What is keeping the leader up at night?
  • Do we have something that can alleviate them so they can feel more confident?

But the focus is always on: How do you put the customer first? and making sure the purpose is to always tie it back to the customer

 

How to Put the Customer First

The only way to make a product better is to talk to people, get feedback and integrate that into the product.

Track who you reach. What are people asking about?

 

What are the intangibles to being a brand ambassador?

In other words, what are those things that cannot be measured? Christi says it’s about awareness and being on people’s minds. You make connections that might work out later. It tends to grow from there. This growth can be huge.

 

Tips on Speaking

Research the event before you pitch! What are the types of topics they’ve had in the past? Craft the pitch: what is it that I want to say- that when the speaker selector is looking at it, they know that I know what I am talking about and that I am going to offer something very tangible to the audience. Don’t expect or assume people will get the value of the message- you must make it apparent!

Remember, being a brand ambassador is not about you. it is about you representing that company.

 

What’s the Long Term Vision for Artificial Intelligence?

Christi says, AI cannot create anything brand new. We still need that creative role component. So for the next 10 years, that human component will still be there. We still need that creative side for the human connection.

 

In this episode we’ll cover:

  • How to empower your ambassadors
  • How AI helps us
  • Where AI falls short
  • The importance of harnessing our creativity
  • How to put the customer first

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

294 | The Visibility Coach Shares Uniqueness with David Avrin

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In today’s crowded marketplace, you have to have a unique aspect to your business to capture attention and close sales. We love to share the unique and we are emotionally engaged with a new approach to solving a known problem. Join me today in my chat with David Arvin who is an author and speaker about what it takes to win in today’s marketplace.

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Target Audience: David speaks and consults for a living. He targets entrepreneurs and sales professionals. He focuses on marketing and branding and how to stand out as the better choice in a competitive market place.

The Shift in Marketing

What is your competitive advantage? According to David, it is all about your brand visibility. While marketing has always been around, the shift that’s occurred is in response to the internet.

There are so many choices out there, that the focus on marketing today is about showing how you are the better choice.

It’s more about competitive advantage and less about qualifications. David shares that it’s a fascinating time to teach marketing because there are many new tactics out there now- like social media. But the core of it is still helping people understand who you are and what you do so they know you are the right choice.

Educating People On What You Do Is An Art

You must spend time educating your prospective customers on who you are, what you do and why you are great. Why are you better than the other choices? Spend just as much time explaining what you do as you do doing what you do. We must do this in a persuasive and articulate way.

Guidelines to Competitive Advantage

Become aware of where other people in the marketplace are doing well. Create your marketing around your competitors. This gives you a baseline. It also gives you a knowing about what makes you better compared to the other choices (your competitors).

Of course, being better is subjective.  But you can cultivate something unique when you know what is happening around you.

 

Identify a core audience and position yourself as an expert for them.

Visibility wins. If they don’t know who you are, then they cant buy what you are selling. Today, that means being visible where your customers are – wherever that may be: on the internet or elsewhere.

 

Social Media

Be consistent and humane with your social media posts. David finds that posts about his life get bigger reactions most times compared to posts about business. Posting about yourself is what makes you approachable. His social media aims to allow people to see who he is. Transparency is key.

Practical and Actionable:

Play buzzword Bingo! Look for the gaps in your competitors. That will help to determine what makes you unique.

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

292 | Lead Generation in A New Frontier with Billy Gene Shaw

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Billy Gene teaches marketers how to use social media to get ROI for local businesses. Find out why your branding and credibility don’t mean as much as your following. Learn how you can get the ball rolling on your following using Youtube. Billy says Social Media is IT when it comes to HYPER GROWTH. Discover all the ways you can accelerate your business’ growth using social media.

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Target Audience: Billy specializes in social media paid advertising to find customers for local businesses.

Billy, How Did You Get So Darn Confident?

If you listen to the way Billy speaks on this podcast, you cannot deny his high sense of confidence. Billy admits that he gained his high level of confidence from winning AND losing. He consciously put himself through the experience of experimenting with Facebook advertising – and even losing a ton of money.

BUT – he got better at it. He started working with one franchise that rapidly expanded. His experience granted him a knowing that he could get results.

 

Billy’s Thoughts On Branding

For Billy, Branding could be meaningless. What truly holds meaning is you either make money or lose money. It’s quite black and white. Billy chooses to put his focus on creating value for your audience. The brand means nothing in light of what you are giving.

Creating Video For The Pre-Roll Ads on Youtube

Billy is BIG on Youtube advertising. Here are his tips for creating ads:

Tip 1: Identify a prop. Something you can hold that will gain the attention of your audience.

Tip 2: Choose your environment wisely. Choose something out of the ordinary. Maybe beach or something in nature. Basically, get out there and avoid mundane settings like an office.

Tip 3: Choose MUSIC. Music dictates the emotion of your ad. Go to audiojungle.com or artlist.com. These sites allow you to search music by emotion.

These tips are about making it exciting and entertaining. You have to entertain before you educate. Once you educate, then you can execute.

 

What do You Need For Hypergrowth?

About 5 years ago, Billy was living at his mom’s trying to figure out the whole entrepreneurial thing. Billy is not someone who comes from money, but he decided to get really really great at something. He has a skillet that he owns.

Get obsessed with paid ads. Get obsessed with the simple principle of spending. Advertise. Make more than you spend.

Marketing is all about gaining distribution and having a direct way to ask people to buy something at any time. Whoever has the distribution wins.

Video

It’s not so much about “credibility” as it is about the following. Now, if you’ve got both, then you’re a rockstar. But what people are not creating right now are different type of assets like videos.

Those who think they are solopreneurs – are mistaken. When it comes to Hypergrowth, no one stands alone. There is no such thing as a solopreneur! It is all about the team.

The Culture At Billy Gene is Marketing

In order to take it to the next level and make more money, you’ve got to acquire more skills. As long as you continue to add value, you can continue to get paid.

At Billy Gene is Marketing, staff staying late is normal because that’s what it took to get the job done that day. It’s important to Billy to hire someone who he trusts and even more importantly, someone will get along with everyone who is already working there. Trust and compatibility trump skillset.

Billy calls people out often AND in front of everyone. Why? Because he wants people to be OK with messing up. Sh*t happens. And when it does, you can get over it. Own it, in the moment in front of everyone. Keep it real with each other and avoid building up resentment.

In this episode we’ll cover:

  • How Billy got so confident
  • Why Branding is not as important as you think
  • What you’ve got to be doing on Youtube
  • Why a BIG following means more than credibility in 2017
  • How Billy keeps it real with his staff

Practical and Actionable:

Generate leads: take your cellphone and use as your camera. Take a selfie video. Solve a problem for your ideal customer. If they want more help with it, schedule their first appointment for free. You can do this no matter what industry you are in. ADVERTISE. CAPTURE. SELL. That is always the process.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

 

290 | Using Friction to Improve Your Marketing with Linda Popky

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Linda Popky asks, are you afraid of friction and failure in your business? Tune in as we talk about the significance of FRICTION in your business. Avoiding the trap of success is all about the willingness to make mistakes so that growth happens continuously. Linda also shares why hiring people smarter than you brings a new lens to your business. It pays to get uncomfortable when what you’re after is growth and better marketing.  

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Target Audience: Linda serves small businesses and even Fortune 400 companies. Her mission is about helping them understand their branding, value proposition, and how they build out channels. Additionally, she helps them to focus on what markets they should go into (the strategic end of marketing).

The Power of Friction

There’s a natural friction that can exist between groups in an organization. The desire is to smooth this over. But really, some discomfort is necessary for productive growth, according to Linda.  

If you want to be heard above the noise, you have to do things differently. You need creative friction because that is where innovation comes from.

 

Let’s take the Taxi service industry as an example. It was the same for about 100 years and people were not happy. Along came Uber and threw some friction into it. In the beginning, people were not sure about it but innovation was born.

Who We Hire is Important

When we hire people, it is important that we are not the smartest people in the room- that they are bringing in new perspectives. Then, new ways of doing things are born.

Find the friction point and nurture it. Create a culture where failure is supported and opportunities where people can learn from it.

New Ways of Doing Things

Don’t get trapped in your success. Often times, we want to keep on doing things the way we’ve been doing them because we assume that what has worked before will continue working in the future. But this is not always the case.

Take the example of Amazon: they changed with the purchasing of whole foods. They are rocking the boat for many other food companies.

What friction will you bring into your own business? How do you raise the creativity factor? Figure out what your assets are and move quickly!

Good Marketing Is Not Enough If…

You don’t have a good product OR SERVICE. In the early days of marketing there were markets where trading took place. You had to have quality products and the right pricing. Things had to be packaged properly and you had to be at the right place at the right time. Those basics are still true today.

In this episode we’ll cover:

  • Having a team who are FANS of your mission
  • Why to hire people smarter than you
  • Why Friction is necessary in any business
  • Celebrating failure in a productive way
  • Avoiding the TRAP of success by doing things in new ways

Practical and Actionable:

Keep this in mind: Employees can either make you or break you. They must understand what you stand for on a deep level. If they don’t, the attitude that comes through is that they don’t passionately care about the customer and the company’s mission. Always remember, your team is an extension of your business.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!