Many businesses work hard to acquire one client at a time. What if you could reach more clients, faster, and generate more client referrals? In this content-rich presentation, Stephanie Chandler shares proven strategies that you can put to work right away to begin cultivating an engaged customer base. <\/p>\n","protected":false},"featured_media":0,"parent":0,"template":"","conference-day":[24],"conference-year":[20],"meta_box":{"1-2_sentence_description":"Reach more clients faster with proven strategies to begin cultivating an engaged customer base.","date_of_session":"Thursday, May 18, 2023","start_time":"11:00","end_time":"11:50 AM","vimeo_recording":"https:\/\/vimeo.com\/828454573","transcript":"
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It to make an introduction for you, asking them to interview.<\/p>\n
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You on their podcast asking them to bring you in to do a lunch and learn speaking engagement or speak at their live event or co-host, a webinar, together.<\/p>\n
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So what is your ask from the people that you know so I, former Silicon Valley.<\/p>\n
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At, you know, 20 years ago I left my soul-sucking Silicon Valley career.<\/p>\n
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But guess what? I still have a ton of friends in that world right?<\/p>\n
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Who went on to work at Google and Yahoo and Salesforce and Oracle.<\/p>\n
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All these companies. So if I had services that I could sell to those companies, you can bet I would be refining out to my old Silicon Valley friends for connections.<\/p>\n
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You can bet I would be reaching out to my old Silicon Valley friends for connections and introductions.<\/p>\n
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Now one other question for you. Who talks to your clients before you do, and I just kind of spit balling some ideas here.<\/p>\n
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But you know, is it accountants that would recommend you? Do you service?<\/p>\n
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A medical offices. Do medical device, salespeople have the contacts that you need to be interested or introduced to.<\/p>\n
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Do you help older people, you know, retired people with their computer issues maybe it's retirement community.<\/p>\n
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Maybe it's general, it services, and you should be involved in A, B.<\/p>\n
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N, I or a typical, whatever it is, think about who talks to your clients before you.<\/p>\n
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And I'm gonna give you a really fun example. So here, locally, we have a family law attorney.<\/p>\n
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She helps people go through their divorces. She reached out and created a book that she sent out to all the local therapists in the Sacramento area.<\/p>\n
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Guess, who sees, who divorce people who are divorcing C before they called the divorce lawyer.<\/p>\n
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They're usually in therapy. So those therapists ends up.<\/p>\n
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Referring her, their clients when they decide to go through divorce.<\/p>\n
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She has the biggest thriving law practice in the area because of that.<\/p>\n
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So the question is, who talks to your clients before you?<\/p>\n
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So would love to challenge you, to create an action plan, create a spreadsheet, figure out who you know and what you can ask them to do is that even if it's just as simple as that yelp review, or it's interviewing you for, their podcast or contributing to their blog whatever it<\/p>\n
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is, make a list and then start taking away that. And we just want content marketing is all about sorting the audience, figuring out what works and then doing more of what works, because marketing is testing right it's kind of seeing what sticks and then doing more of what sticks, and then saying engage with your<\/p>\n
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community so, and understand their challenges. That's one of my biggest recommendations.<\/p>\n
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Listen to your audience. What questions did they ask you the questions to answer over and over again?<\/p>\n
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That is what you should be turning into content. Answer those questions in the content that you create and stay connected with your community by serving them.<\/p>\n
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And keep it going. Share your foundational content. Leverage these tactics and you will grow a thriving business.<\/p>\n
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Who? Okay, I would love to take some questions. I hope that wasn't too fast, for y'all, I'm going to stop my share.<\/p>\n
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And Hi, Carl.<\/p>\n
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That was amazing. Thank you so much. And you know I'm glad you mentioned the previous.<\/p>\n
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I guess existence in Silicon Valley. You're a great example of somebody who fits into one of the themes.<\/p>\n
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I always have, which is completely redoing your life with intention, and you know Stephanie started out working for company.<\/p>\n
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Everybody on this call would recognize doing sales, and, as she puts it, drinking Malox out of her purse right?<\/p>\n
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Who started?<\/p>\n
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And she leaves like. No, this I can't do this anymore.<\/p>\n
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And you know. So she didn't start out. You know, her career having a bookstore in Sacramento, she started out.<\/p>\n
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Her career doing something very, very different, and then just decided, this is not the how I'm going to be able to spend my life like, even if you, even if you were still alive after that job, you know, and it's been a couple of decades right?<\/p>\n
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It's yeah, 20 years this year. Yeah.<\/p>\n
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That's amazing. So a couple of questions. So the first one I'm not sure you can answer.<\/p>\n
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But Amy asks, What do I, firm? Do it? Firms need to do to make it easier for you to determine which firm is competent and which might not be.<\/p>\n
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Following on your story.<\/p>\n
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Oh, that's an interesting yeah, that's an interesting question.<\/p>\n
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I'll tell you so from that experience I had, and I did a walk-in.<\/p>\n
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So this was a place that had a storefront that I drove by all the time, and I did a walk-in and ask questions before I brought my actual tower.<\/p>\n
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There, and I loved how confident they were! There was all kinds of warrants stuff on the walls about, warranty, their work and their 24 7 support, if any, for 30 days after you know all those things.<\/p>\n
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So I really instilled confidence in me, and especially because I had just had all this data corrupted and all this crazy stuff.<\/p>\n
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And the I talked to 2 tech guys, and they were like, Oh, you know this, we can fix this, not a problem.<\/p>\n
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We'll have it done in 24\u00a0h, and I was like, Are you kidding me?<\/p>\n
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This guy took 5 days. So I think it's a laying some of those fears that people have right.<\/p>\n
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So I'm in business. I couldn't be without my computer.<\/p>\n
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And yes, I still work off a tower, but I couldn't be without it.<\/p>\n
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So the fact that they could fix it in 24\u00a0h. There was support.<\/p>\n
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There was a warranty. They made me feel so confident.<\/p>\n
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Those things all were really helpful.<\/p>\n
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Yeah, that's a great lesson. I also wanna point out that I think a lot of people look at your slide deck and are completely overwhelmed, like there's a million things to do like you've given me a checklist with a million items on it.<\/p>\n
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Right? Where do I start, or how do I get started? Because, you know, you have to do something?<\/p>\n
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And so many people get overwhelmed, and then they do nothing, and then they're like once again, people are not calling me and asking me to by be hired right.<\/p>\n
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So you got to start somewhere.<\/p>\n
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Yeah. And I would say, one piece of foundational content and an email list would be my top 2, hey, Roddy?<\/p>\n
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Well, and your Twitter example is just. Crystal clear, because, you know, I'm always telling people do not build your house on rented property.<\/p>\n
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You know. It's like Twitter is such a perfect example of that, because 70,000 contexts disappeared like that, and no one can do that to your mailing list.<\/p>\n
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And if your mailing list has 8 people on it, that's fine.<\/p>\n
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Start today. There's no bigger advice I ever give anybody about anything.<\/p>\n
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Then you you, you work your mailing list.<\/p>\n
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Definitely.<\/p>\n
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So, Norbert says. Do you consider plumbing? So you gave the examples of like the water heater and the garage door, and sort of do you consider a heating car mechanic, etc.?<\/p>\n
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Commodity, services.<\/p>\n
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I don't know if I would categorize it that way.<\/p>\n
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They were just kind of top of the head. Examples of service providers right?<\/p>\n
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So we're all service providers I'm a service provider as well.<\/p>\n
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So I don't know that I would use the word commodity.<\/p>\n
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I do have to say everybody here can take a lesson from the ads that you are hearing right now today for air conditioning, because what they say is, Hey, have us out.<\/p>\n
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Get us $89, we'll tune it up.<\/p>\n
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We'll put our sticker all over the place, and you will know who to call, and then we'll give you some guarantee we'll give you your $89 back.<\/p>\n
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If anything breaks that's what you can do with it.<\/p>\n
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Services.<\/p>\n
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I love that you said that, Carl, and that's the kind of a point I wanted to make in my presentation.<\/p>\n
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I may not be an it business, but I'm in business, and I always look outside of my industry.<\/p>\n
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For ideas and inspiration, and I always look outside of my industry for ideas and inspiration on how to grow, because I think most people stay right in their little corner.<\/p>\n
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But you're absolutely right. That air conditioner people are doing great marketing right.<\/p>\n
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And so, what are other industries? You can emulate and model.<\/p>\n
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Right. So so number, it says, basically that he's thinking about if you choose on price, then it's a commodity.<\/p>\n
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But.<\/p>\n
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Yeah. And I'm not someone who goes for the lowest price.<\/p>\n
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I'm almost turned off by the lowest price.<\/p>\n
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To be honest with you, and I think there's a lot of studies out there around, you know, psychologically, we usually land in the middle.<\/p>\n
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But so I don't know. I wouldn't consider those services based on. I don't go for the cheapest plumber, the cheapest A\/C.<\/p>\n
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Well, I never buy the cheapest, but I do encourage people to be above the middle.<\/p>\n
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Sure. Sorry.<\/p>\n
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So so and your great line, by the way, is you said, and this is like now, now you're the third person in the competition for the best line of the day when we're desperate, we'll pay more money right everybody has a budget for backup the day after there's<\/p>\n
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a crash. Right? That's just the way that works.<\/p>\n
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Yup!<\/p>\n
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So<\/p>\n
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