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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

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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