Create More Customers

In this episode you’ll hear my thoughts on:

• Why Twitter bio disclaimers are redundant;
• How to use 2 of a 3 step sales funnel to overcome brand use …

In this episode you’ll hear my thoughts on: 

• What should be in your content; 
• Why giving away too much isn’t an issue;
• What the problem is with …

In this episode you’ll hear my thoughts on:

• What a brand is and is not;
• What an easy way to rebrand is;
• How this way creates awareness, …

In this episode you’ll hear my thoughts on:

• What happens to your product usage when the buyer and the seller are not the same person;
• What sales …

In this episode you’ll hear my thoughts on:

• How to help prospects know, like and trust you when you cold contact.

So, listen here as I discuss …

In this episode you’ll hear my thoughts on:

• What conversation rates you should be aiming for with your cold contact;

• Why being different is …

In this episode you’ll hear my thoughts on: 

• What you should be doing now when you cannot sell due to Coronavirus and having no ad budget.

So, …

In this episode you’ll hear my thoughts on: 

• What a marketing & sales communication should match with; 
• What the current targeting criteria …

In this episode you’ll hear my thoughts on:

• What most brands do with their billboards, ads and marketing and sales communication;
• Why you should …

In this episode you’ll hear my thoughts on: 

• Who the best partners are to do business development deals with; 
• Who to find these partners are to …

In this episode you’ll hear my thoughts on:

• How most brands go about cold outreach and contact;
• Why that approach rarely works;
• What to do …

In this episode you’ll hear my thoughts on: 

1. What the only factor that matters is for getting referrals;
2. How to implement that for your brand; and
…

In this episode you’ll hear my thoughts on:

• Why you shouldn’t automate any new marketing or sales activity;
• Why manual marketing or sales activity …

In this episode you’ll hear my thoughts on:

• Why salespeople have a bad reputations;
• The common reasons why prospects despise salespeople;
• How to …

In this episode you’ll hear my thoughts on:

• Why producing engaging content discredits your expertise;
• Why producing content not aligned with your …

In this episode you’ll hear my thoughts on:

• What targeting ability traditional media has;
• What types of messages capture attention;
• Why …

In this episode you’ll hear my thoughts on:

• Why pitching alone doesn’t work;

• What the most important sales skill is;

• Who the people are that …

In this episode you’ll hear my thoughts on: 

• Why you need to explain the value of your product, service or solution; 
• Why explaining the of your …

In this episode you’ll hear my thoughts on:

• Why consumers go to physical retail outlets; and
• How to overcome the chicken-before-egg retail dilemma.

In this episode you’ll hear my thoughts on:

• Which opinion is correct when everyone has one;
• When even then it is likely in correct;
• Why brands …

In this episode you’ll hear my thoughts on: 

• Why chatbots are not a new strategy;
• Why the 100+ year history of chatbots are;
• What the purpose of …

In this episode you’ll hear my thoughts on:

• Why Checkout Mazes annoy prospects;
• Why Checkout Mazes are actually good for prospects;
• Why Checkout …

In this episode you’ll hear my thoughts on: 

• How to offer and upsell well;
• Why upsells work; and
• How to make an upsell even more compelling. 

…

In this episode you’ll hear my thoughts on:

• When design matters in your marketing and when it does not;
• Why WIIFM matters; and
• What will happen if you change your marketing & sales communication to WIIFM.

So, …

In this episode you’ll hear my thoughts on: 

• How memories are created; 
• What “memory reminders” are; 
• How “memory reminders” work; 
• How to …

In this episode you’ll hear my thoughts on:

• What the different purposes of road brand road signage are;
• How to create brand road signage for each …

In this episode you’ll hear my thoughts on:

• How to use technology to solve advertising problems;
• What an example of this technology is; and
• How …

In this episode you’ll hear my thoughts on:

• Why you need to think about the future;
• What will remain relevant next year; 
• How to predict the …

In this episode you’ll hear my thoughts on: 

• Why making people problem aware is important; 
• Why ways of making people problem aware do not work; 
…

In this episode you’ll hear my thoughts on:

• How to get targeted leads;
• How to get qualified leads;
• How to create a great free offer;
• How to …

In this episode you’ll hear my thoughts on: 

• What makes meaningful branded communication;
• How to build trust through it;
• What the two factors …

In this episode you’ll hear my thoughts on:

• What the 2 ways to sell are, so you know what is harder and what is easier which means you can save …

In this episode you’ll hear my thoughts on: 

• Why technical products are hard to sell, so you become aware of the problem you actually have, which …

In this episode you’ll hear my thoughts on:

• Why most pitches do not work;
• Why other pitches do work;
• Why having one type of ad is a bad idea;
• …

In this episode you’ll hear my thoughts on:

• What self-promotion is;
• Why people self-promote;
• How you get the same outcome via content;
• Why …

In this episode you’ll hear my thoughts on: 

• What happens when the lists are confused; and
• How to solve this problem. 

So, listen here as I …

In this episode you’ll hear my thoughts on:

• What the three skillsets related to teaching are;
• Why only one of them really matters; and
• How to …

In this episode you’ll hear my thoughts on:

• What the two elements all testimonials need are;
• Why those elements are needed; and
• What results are …

In this episode you’ll hear my thoughts on:

• What confusing messaging looks like;
• Why messaging can be confusing;
• How to fix confusing messaging;
…

In this episode you’ll hear my thoughts on:

• What examples exist of vendors selling the same thing;
• What their respective positioning on those …

In this episode you’ll hear my thoughts on:

• Why founders are bad at pitching their customer acquisition strategy so you understand the dilemma they …

In this episode you’ll hear my thoughts on:

• Why customers buy but don’t use a product so you can understand customer motivation which means you can …

In this episode you’ll hear my thoughts on:

• What the psychology behind non-use is so you can understand customer motivation which means you can …

In this episode you’ll hear my thoughts on:

• Where prospect attention is so you know where to focus which means your targeting can be precise;
• How …

In this episode you’ll hear my thoughts on:

• What elements make up a marketing & sales campaign; and
• What factors you should look at to …

In this episode you’ll hear my thoughts on:

• What elements make up marketing; and
• What factors you should look at to troubleshoot.

So, listen here …

In this episode you’ll hear my thoughts on:

• How to take your product and create a new marketing angle;
• How to use that angle for a complimentary …

In this episode you’ll hear my thoughts on:

• What the two easy ways to measure physical ad ROI are; and
• How to calculate them.

So, listen here as …

In this episode you’ll hear my thoughts on:

• What most suggest you should do with your sales;
• Why that is not good; and
• What to do instead.

So, …

In this episode you’ll hear my thoughts on:

• What most suggest you should do with your marketing;
• Why that is not good; and
• What to do instead.

…

In this episode you’ll hear my thoughts on:

• An example of a great way to create value;
• Why it needs a certain price point; and
• What industries it …

In this episode you’ll hear my thoughts on:

• The reason why you can’t close 100% of prospects; and
• Why not all prospect created equal.

So, listen …

In this episode you’ll hear my thoughts on:

• An example of content that addresses buying concerns; and
• Examples of buying concerns.

So, listen …

In this episode you’ll hear my thoughts on:

• Why there are prospects everywhere; and
• How to leverage that.

So, listen here as I discuss these!

If …

In this episode you’ll hear my thoughts on:

• How you can view your competitors advertising targeting criteria;
• Why this helps you target prospects; …

In this episode you’ll hear my thoughts on:

• What most businesses do when a recession hits; and
• What you should be doing instead.

So, listen here …

In this episode you’ll hear my thoughts on:

• Why congruence matters;
• Why congruence affects believability; and
• Why believability matters.

So, …

In this episode you’ll hear my thoughts on:

• Why perceived value matters;
• What the consequences are when you get it wrong; and
• How to get …

In this episode you’ll hear my thoughts on:

• What the easiest way to create a great offer is;
• What the other two steps needed are;
• Why these are …

In this episode you’ll hear my thoughts on:

• How this vendor won my business; and
• Why this vendor won my business.

So, listen here as I discuss …

In this episode you’ll hear my thoughts on:

• What the factors you should be considering are; and
• What a websites purpose is.

So, listen here as I …

In this episode you’ll hear my thoughts on:

• Examples of great uses of exhibition stalls; and
• What the two things exhibition stalls could do better …

In this episode you’ll hear my thoughts on:

• What the two main reasons are;
• Examples of each; and
• What to do instead.

So, listen here as I …

In this episode you’ll hear my thoughts on:

• How brands get this wrong;
• How much you should be spending per day; and
• What the other focuses should …

In this episode you’ll hear my thoughts on:

• What this vendor did to create a compelling ad; and
• Why it was so effective.

So, listen here as I …

In this episode you’ll hear my thoughts on:

• Why what you seek it in front of you, for free; and
• How you can take this and get what you want.

So, …

In this episode you’ll hear my thoughts on:

• What buying intent is;
• How search selling works; and
• How to replicate that with interruption selling.

In this episode you’ll hear my thoughts on:

• What people care about;
• Why constant and consistent advertising works; and
• How to target people.

So, …

In this episode you’ll hear my thoughts on:

• What the four steps to generating leads are; and
• What the different process is between paid and earned …

In this episode you’ll hear my thoughts on:

• What the two main communication types you should have are; and
• Why you shouldn’t mix them up.

So, …

In this episode you’ll hear my thoughts on:

• Why showing customers appreciation is important; and
• What one of the easiest ways to show appreciation …

In this episode you’ll hear my thoughts on:

• Why people ignore you;
• What you can do to solve this; and
• Why the solution is an advantage for …

In this episode you’ll hear my thoughts on:

• Why Instagram has banned post likes;
• What this means for your brand; and
• How you should react to it.

In this episode you’ll hear my thoughts on:

• What the essence of cold contact really is; and
• How you should approach cold contact.

So, listen here …

In this episode you’ll hear my thoughts on:

• The two ways to approach networking;
• Why one is better than the other; and
• How to approach both ways …

In this episode you’ll hear my thoughts on:

• What JP Morgan meant when he said this; and
• Why you should be using this in your marketing and sales.

In this episode you’ll hear my thoughts on:

• Why 99% of businesses are in the commodity market;
• The three ways to decommodity your business; and
• …

In this episode you’ll hear my thoughts on:

• Who has the most risk in a transaction;
• Why the initial transaction matter so much; and
• How to …

In this episode you’ll hear my thoughts on:

• What one major factor is losing customers is; and
• What a (real) extreme example of it is.

So, listen …

In this episode you’ll hear my thoughts on:

• How to use the same things rescue vessels do so you don’t beg for a sale; and
• What your obligation is …

In this episode you’ll hear my thoughts on:

• The 2 frameworks I use to create sales scripts;
• How each framework fits together; and
• What to put …

In this episode you’ll hear my thoughts on:

• Why reputation matters more than money;
• Why risk is always bigger for one party than the other; and
• …

• In this episode you’ll hear my thoughts on:
• What AIDA is and why it matters; and
• How two similar ads can be so different in their effectiveness.

In this episode you’ll hear my thoughts on:

How I learnt to overcome rejection and negotiate; and

Why you should start as a consumer not a vendor.

…

In this episode you’ll hear my thoughts on:

• How all humans acquire knowledge; and
• How you can use this to sell.

So, listen here as I discuss …

In this episode you’ll hear my thoughts on:

• Why choice is a bad idea; and
• What to do instead.

So, listen here as I discuss these!

If you like …

In this episode you’ll hear my thoughts on:

• What a pattern interrupt is;
• Why it is important;
• How to use this to get interaction;
• Why polarity …

In this episode you’ll hear my thoughts on:

• One way to lock your customers into your business;
• What you can get away with when you do this; and
• …

In this episode you’ll hear my thoughts on:

• Why people buy;
• What he 4 ways to validate any product, service or solution are;
• What the best option …

In this episode you’ll hear my thoughts on:

• What this tool is;
• When to use this tool; and
• How to use it.

So, listen here as I discuss these!

If …

In this episode you’ll hear my thoughts on:

• What the only two things you need to save time, money and effort are; and
• How you apply them to your …

In this episode you’ll hear my thoughts on:

• What the two different tool you can use are;
• What the difference is between them; and
• When and where …

In this episode you’ll hear my thoughts on:

• Why asking for a sale is difficult;
• How to go about asking for a sale;
• What is needed to successfully …

In this episode you’ll hear my thoughts on:

• What the connection between education and marketing & sales is;
• Why this is an opportunity not a …

In this episode you’ll hear my thoughts on:

• Why these 4 factors matter when finding the right person;
• What some specific examples of getting past …

In this episode you’ll hear my thoughts on:

• What the best way to educate an unaware prospect is;
• What order to educate an unaware prospect in …

In this episode you’ll hear my thoughts on:

• What the hierarchy of channels is are;
• What the related platforms are;
• What content you should …

In this episode you’ll hear my thoughts on:

• How software is eating the world;
• What that looks like for marketing & sales content;
• What that …

In this episode you’ll hear my thoughts on:

• The two common ways to show product or service benefits; and
• How you can experience which way is more …

In this episode you’ll hear my thoughts on:

• What a pattern interrupt is;
• Why it is important; and
• How to use this to get interaction.

So, listen …

In this episode you’ll hear my thoughts on:

• What an impulse purchase is;
• Why they are good for your business;
• Why they are good for your …

In this episode you’ll hear my thoughts on:

• Why emotion is not the sole reason people buy;
• Why you need appeal to self-interest; and
• Examples of …

In this episode you’ll hear my thoughts on:

• Why your first guess is usually adequate;
• Why it is also likely wrong; and
• What to do to solve this.

In this episode you’ll hear my thoughts on:

• Why one is better than the other; and
• What happens when you don’t do the important one.

So, listen …

In this episode you’ll hear my thoughts on:

• How LinkedIn feed has evolved;
• How people use the LinkedIn feed;
• Why people follow you on LinkedIn; …

In this episode you’ll hear my thoughts on:

• Why first impressions matter; and
• Why setting expectations can win over customers.

So, listen here as …

In this episode you’ll hear my thoughts on:

• What different questions prospects have;
• Why certain content needs to align with each of these …

In this episode you’ll hear my thoughts on:

• Where to find prospects;
• Why market research is important; and
• How to get prospects attention.

So, …

In this episode you’ll hear my thoughts on:

• Why context matters when communicating; and
• Why you need to have multiple marketing messages.

So, …

In this episode you’ll hear my thoughts on:

• When to deliver a message;
• What the two main types of messages are;
• How long each message should be;

In this episode you’ll hear my thoughts on:

• How to get past gatekeepers successfully;
• How to get referrals to the right person;
• How to make sure …

In this episode you’ll hear my thoughts on:

• How most brands get follow-up wrong;
• How to leverage what works with publicity and product launches;
• …

In this episode you’ll hear my thoughts on:

• Why people don’t buy from you;
• What the most common busying concerns are; and
• How to address one of …

In this episode you’ll hear my thoughts on:

• Why looking at what you buy is a good idea
• What to pay attention to in your current purchases

So, …

In this episode you’ll hear my thoughts on:

• Why snail mail works;
• What purposes snail mail should be used for; and
• How to improve snail mail …

In this episode you’ll hear my thoughts on:

• Why “free” is important;
• How “free” helps build likeability and trust; and
• Why “free” needs to be …

In this episode you’ll hear my thoughts on:

• Why ads should not look like ads;
• What the original click bait is;
• What all marketing & sales …

In this episode you’ll hear my thoughts on:

• Why you should follow-up with prospects; and
• Why prospects that have the budget, authority, need and …

In this episode you’ll hear my thoughts on:

• Why your marketing message needs to be clear & simple.

So, listen here to hear as I discuss this!

…

In this episode you’ll hear my thoughts on:

• What Instagram’s new checkout is;
• Why Instagram’s checkout matters for both Instagram and brands; and

In this episode you’ll hear my thoughts on:

• What not to do with a marketing message; and
• Why your marketing communication should be in the …

In this episode you’ll hear my thoughts on:

• Why giving information is useful in creating epiphanies for customers;
• Why epiphanies for customers …

In this episode you’ll hear my thoughts on:

• Why Mother Teresa was selfish and that is okay; and
• Why you should focus on what value your product …

In this episode you’ll hear my thoughts on:

• Why once-off sales make marketing difficult;
• Why competing on price is bad for your brand; and
• How to …

In this episode you’ll hear my thoughts on:

• How to make sales easy for you. How to overcome sales objections; and How to make it easy for customer …

In this episode you’ll hear my thoughts on:

• What Ads Library is;
• Why it is important; and
• How you can use it for your brand.

So, listen here as …