ONE Major Factor to for Better Sales & Marketing for Small Business

Published on: December 6 2022 by FeedbackWrench

ONE Major Factor to for Better Sales & Marketing for Small Business

ONE Major Factor to for Better Sales & Marketing for Small Business

ONE Major Factor to for Better Sales & Marketing for Small Business

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00:00:00	00:00:04	hey folks my name is rob satram and i
00:00:02	00:00:06	own feedback wrench we're a minneapolis
00:00:04	00:00:08	and st paul based web design and digital
00:00:06	00:00:10	marketing company i want to tok to you
00:00:08	00:00:12	about how do you actually get more
00:00:10	00:00:13	people to convert for your small
00:00:12	00:00:14	business so if you own a small business
00:00:13	00:00:16	whether you're an accountant a
00:00:14	00:00:18	construction company a remodeling
00:00:16	00:00:20	company maybe you do concrete patios i
00:00:18	00:00:21	don't care what kind of business you
00:00:20	00:00:22	have i want to tok to you a little bit
00:00:21	00:00:24	about what it is that you should be
00:00:22	00:00:26	doing on your website so that you
00:00:24	00:00:28	actually get conversions and not only
00:00:26	00:00:30	get conversions but maximize everything
00:00:28	00:00:32	that you do okay and we're gonna dive
00:00:30	00:00:33	right into it so i'm just gonna teach a
00:00:32	00:00:35	little bit here uh forgive me if you're
00:00:33	00:00:36	you're probably smarter than i am anyway
00:00:35	00:00:38	so the first thing that i want you to
00:00:36	00:00:39	realize is that
00:00:38	00:00:42	everything comes down to a healthy
00:00:39	00:00:45	pacing right just like a healthy
00:00:42	00:00:47	marriage every sale has a healthy pacing
00:00:45	00:00:48	to it and there's a natural pacing to it
00:00:47	00:00:50	so the number one thing that you should
00:00:48	00:00:52	embrace is this idea that you're gonna
00:00:50	00:00:53	have to move people through a process
00:00:52	00:00:55	and i'm gonna hit on that real quick
00:00:53	00:00:56	just like when you first meet your
00:00:55	00:00:58	spouse and i met my wife you have an
00:00:56	00:00:59	initial first meeting that initial first
00:00:58	00:01:02	meeting you're like hey you're
00:00:59	00:01:03	attractive um i like you and then
00:01:02	00:01:05	eventually you exchange digits you
00:01:03	00:01:07	exchange digits you have a first date
00:01:05	00:01:08	and a lot of other dates and then
00:01:07	00:01:10	eventually a proposal and a marriage
00:01:08	00:01:13	there's a healthy pacing if you ran
00:01:10	00:01:15	around asking people hey will you marry
00:01:13	00:01:17	me hey will you marry me hey will you
00:01:15	00:01:19	marry me it's a little awkward and yet
00:01:17	00:01:21	you do want to let your intent be known
00:01:19	00:01:23	that you're courting that you know this
00:01:21	00:01:24	isn't just some willy-nilly thing so
00:01:23	00:01:27	that's the first thing is to embrace
00:01:24	00:01:29	this this process and it's a lot like
00:01:27	00:01:30	dating i want to put that in your mind
00:01:29	00:01:31	and essentially what we're going to do
00:01:30	00:01:33	is we're going to move people through
00:01:31	00:01:33	this customer journey where you go
00:01:33	00:01:35	through
00:01:33	00:01:37	the customer is curious about how you
00:01:35	00:01:39	can solve their problem we want to peak
00:01:37	00:01:42	their curiosity about how you make the
00:01:39	00:01:42	customer's life better number two
00:01:42	00:01:45	they're going to go through an
00:01:42	00:01:47	enlightenment stage where they lean in
00:01:45	00:01:49	to try and figure out wait a minute how
00:01:47	00:01:51	do you work to actually make my life
00:01:49	00:01:52	better the way you pique my curiosity
00:01:51	00:01:54	they're going to find out are you worthy
00:01:52	00:01:56	of trust they're going to see how it is
00:01:54	00:01:58	that you work and there what we want to
00:01:56	00:02:01	do is position you as a guide that helps
00:01:58	00:02:03	people go from here to there where
00:02:01	00:02:04	they're stuck they're not thriving
00:02:03	00:02:05	they're languishing or their problems
00:02:04	00:02:08	aren't solved they're not getting
00:02:05	00:02:10	customers whatever that is to this
00:02:08	00:02:11	better there it's kind of a vision
00:02:10	00:02:13	casting and positioning but they're
00:02:11	00:02:14	going to lean in so first you pick their
00:02:13	00:02:15	curiosity then they go into this
00:02:14	00:02:17	enlightenment mode where we want to
00:02:15	00:02:19	position you as a guide and eventually
00:02:17	00:02:21	you have different levels of commitment
00:02:19	00:02:22	right and what you're essentially doing
00:02:21	00:02:24	here is you're taking people who are
00:02:22	00:02:26	strangers trying to make them visitors
00:02:24	00:02:28	so they get to know you get to trust you
00:02:26	00:02:29	find out that you've solved this problem
00:02:28	00:02:31	and you make their life better and
00:02:29	00:02:34	eventually they become a lead and
00:02:31	00:02:36	eventually a customer and last it's a
00:02:34	00:02:38	usually what we're doing here is you're
00:02:36	00:02:39	going to have an advertising and content
00:02:38	00:02:41	that they're going to intersect with
00:02:39	00:02:43	right there's going to be something that
00:02:41	00:02:44	they see that piques their curiosity
00:02:43	00:02:46	it's almost like a postcard or a piece
00:02:44	00:02:48	of mail but it's digitally right or
00:02:46	00:02:50	maybe they google and they're looking
00:02:48	00:02:52	for an answer what's the tax difference
00:02:50	00:02:54	between an llc and an s-corp then they
00:02:52	00:02:56	find your content or your ad
00:02:54	00:02:57	that allows them to enter your marketing
00:02:56	00:02:59	funnel which is going to be the main
00:02:57	00:03:00	thing i tok about here eventually your
00:02:59	00:03:02	sales funnel once you get their
00:03:00	00:03:04	information then become a customer right
00:03:02	00:03:06	so the number one thing i want you to
00:03:04	00:03:09	think about is that you're going to have
00:03:06	00:03:10	a healthy pacing and that means we need
00:03:09	00:03:13	to think about how do we move people
00:03:10	00:03:15	through and there are two things that we
00:03:13	00:03:17	end up doing number one we need to build
00:03:15	00:03:19	a high converting website and footprint
00:03:17	00:03:22	i almost don't like to say just website
00:03:19	00:03:23	it's really all about the full footprint
00:03:22	00:03:24	and that's a lot like building a better
00:03:23	00:03:27	mousetrap and number two we're going to
00:03:24	00:03:28	generate traffic and market share we're
00:03:27	00:03:31	going to set up advertising which is a
00:03:28	00:03:33	lot like buying seed and taking market
00:03:31	00:03:35	share right we can go out and get a
00:03:33	00:03:37	percentage of the keywords when people
00:03:35	00:03:39	search for
00:03:37	00:03:41	you know um digital marketer near me web
00:03:39	00:03:44	designer near me or in your case it
00:03:41	00:03:45	might be concrete patio companies near
00:03:44	00:03:47	me concrete companies remodeling
00:03:45	00:03:49	companies remodelers renovation
00:03:47	00:03:52	companies general contractors home
00:03:49	00:03:53	builders right electricians near me
00:03:52	00:03:54	plumbers near me whatever that is
00:03:53	00:03:56	there's a series of things that we can
00:03:54	00:03:58	do to command
00:03:56	00:04:00	market share so build a high converting
00:03:58	00:04:02	foot footprint really not just a website
00:04:00	00:04:04	but a footprint and number two generate
00:04:02	00:04:06	market share and that's all like buying
00:04:04	00:04:08	seed for your farm once you have all
00:04:06	00:04:10	your capacity there you have your field
00:04:08	00:04:12	you have your tractor you have your farm
00:04:10	00:04:15	you have your staff we need to
00:04:12	00:04:16	fill up your capacity and paid ads are
00:04:15	00:04:18	the number one
00:04:16	00:04:20	way to do that and it's worth toking
00:04:18	00:04:22	about just you know paid ads are the
00:04:20	00:04:24	predictable thing that fills your sales
00:04:22	00:04:26	funnel now but there's a long cold war
00:04:24	00:04:28	that you need to win you need to win
00:04:26	00:04:30	against the commies and essentially what
00:04:28	00:04:31	you're going to do is it's search engine
00:04:30	00:04:33	optimization i'll just give this away
00:04:31	00:04:36	for free
00:04:33	00:04:38	primarily most local businesses 80 of
00:04:36	00:04:39	your seo is going to be in a sound setup
00:04:38	00:04:42	making sure you just do the best
00:04:39	00:04:43	practikes and getting more google
00:04:42	00:04:45	reviews
00:04:43	00:04:47	get more google reviews than your
00:04:45	00:04:49	competitors become the 10-ton gorilla
00:04:47	00:04:51	when it comes to google reviews shoot
00:04:49	00:04:53	for 80 percent of your clients having
00:04:51	00:04:55	given you a review build up that trust
00:04:53	00:04:57	ask for the review follow up with it and
00:04:55	00:04:59	just gently get it so that's just a free
00:04:57	00:05:01	quickie so number two we do that now
00:04:59	00:05:03	what i want to do is i want to jump down
00:05:01	00:05:05	and i want to tok about what causes
00:05:03	00:05:07	people to actually convert on your
00:05:05	00:05:09	website right how do you build a website
00:05:07	00:05:11	that converts number one we have how it
00:05:09	00:05:13	looks number two we have what it says
00:05:11	00:05:15	number three we build credibility number
00:05:13	00:05:17	four we build authority okay on the
00:05:15	00:05:19	bottom here
00:05:17	00:05:21	how it looks should be clean and
00:05:19	00:05:23	responsive design it should look right
00:05:21	00:05:25	on every type of design phone ipad
00:05:23	00:05:27	sideways phone and desktop number two
00:05:25	00:05:29	there should be an authentik look and
00:05:27	00:05:31	feel to your website
00:05:29	00:05:33	do not allow your website to look like
00:05:31	00:05:35	it it's just stok
00:05:33	00:05:37	photography when i go to a website and
00:05:35	00:05:39	there's no authentik photography no
00:05:37	00:05:41	authentik look it doesn't look like the
00:05:39	00:05:44	person and their organization or the
00:05:41	00:05:46	regionality or for the customer and it's
00:05:44	00:05:48	just stok i'm like is this real or is
00:05:46	00:05:50	this just like some farm out in
00:05:48	00:05:52	southeast asia made this website or
00:05:50	00:05:53	maybe eastern europe just put this
00:05:52	00:05:54	website together
00:05:53	00:05:56	i can't really tell who it is you need
00:05:54	00:05:58	authentikity to it that's usually
00:05:56	00:06:00	imagery branding photography then you
00:05:58	00:06:02	want good branding good branding is all
00:06:00	00:06:04	about there should be a look and feel to
00:06:02	00:06:06	things people should be able to identify
00:06:04	00:06:08	that yes this is you
00:06:06	00:06:10	and then last an excellent user face
00:06:08	00:06:12	put things in the right place then you
00:06:10	00:06:14	have what it says this is incredibly
00:06:12	00:06:16	important we want clear and concise
00:06:14	00:06:19	messaging we want customer focused
00:06:16	00:06:21	messaging people do not read paragraphs
00:06:19	00:06:22	they skim them and then it needs to tok
00:06:21	00:06:25	about them
00:06:22	00:06:27	they're the hero in the story not you
00:06:25	00:06:28	you want to make them the hero and as
00:06:27	00:06:30	you make them the hero you're going to
00:06:28	00:06:32	have a lot of good luck
00:06:30	00:06:32	um