2010 studio album by Dorrough
Katie is a leader in the Christian homeschool community outside Phoenix, Arizona . She left a thriving career in school counseling and mental health program management so she and her husband, James, could bring their two spunky kiddos home. Katie's mission is to inspire women to grow their faith, strengthen their families, and simplify their homeschool journeys. In writing and speaking, Katie draws on a wealth of knowledge and experience from over a decade of counseling, ministry, and church planting. She also has just released her new book, Dishing Up Devotions, 36 Faith building activities for Homeschooling Families. Additional Resources: Find out more about Grow Your Faith with Katie J Trent at KatieJTrent.com PREORDER TODAY: "Dishing Up Devotions: 36 Faith-Building Activities for Homeschooling Families" at DishingUpDevotions.com Download a FREE sample devotion on gratitude at KatieJTrent.com/Family-Faith-Building Access the YouVersion 7 day Bible reading plan with family activities "Dishing Up Devotions for Homeschooling Families" And connect with Katie on social media: FACEBOOK, INSTAGRAM, PINTEREST, TWITTER Finish getting ready for your school year with 20% off homeschool curriculum during the last days of AOP's Back-to-Homeschool Sale in August. Get BIG savings right now, including $80 off a yearly plan of Monarch online curriculum. Or save up to $92 on a LIFEPAC 5-Subject Set OR save up to $70 on a Horizons Complete Grade Set. Plus, get free shipping on all applicable orders. Hurry! Time's running out. Call 800-622-3070 or shop online at aop.com before August ends and your school year starts!
I recently sat down with Britt Baltazar, host of Get Big & Get Bold Podcast, to talk all about Quantum Leaping. This episode talks about the steps in the Quantum Leap strategy, moving past the Imposter Syndrome that affects so many of us and how to properly visualize your goals. Tune into today's episode!Visit Britt Baltazar's website here: https://brittbaltazar.com/Interested in my September Group Coaching program? Send me a DM: www.instagram.com/quantumleapqueenAre you ready to get started with Kajabi? Send me a private message (using the word KAJABI) here: https://www.instagram.com/quantumleapqueen/?hl=enCould us working together be a fit? Let's find out!Apply here: https://www.shanarecker.com/discoverycall
DDSA – Fancy Like / Styrofoam cooler / Taliban Knives protecting yourself / Face recipes / Dogs attacking Santa Ana RiverDogs & coyotes / Get Big.Friday 13th only one of the year trending / Census Data Out /Irvine.
Christian Finn of MuscleEvo talks about why you can't just eat more to grow muscle Episode 1446: Eat Big to Get Big - Why You Can't Eat to Grow by Christian Finn of MuscleEvo on Muscle Development Christian Finn is an exercise scientist and former "trainer to the trainers" based in the UK. He holds a masters degree in exercise science, and has been featured in or contributed to major media on two continents, including the BBC and Sunday Times in the UK and Men's Health and Men's Fitness in the US. The original post is located here: https://muscleevo.net/eat-big-to-get-big/ InsideTracker's patented algorithm analyzes your biometric data and offers you a clearer picture than you've ever had before of what's going on inside your body. For a limited time, get 25 percent OFF the entire InsideTracker store! Go to InsideTracker.com/OHD dot to get your discount code and to start using InsideTracker today. Please Rate & Review the Show! Visit Me Online at OLDPodcast.com and in The O.L.D. Facebook Group Join the Ol' Family to get your Free Gifts and join our online community: OLDPodcast.com/group Interested in advertising on the show? Visit https://www.advertisecast.com/OptimalHealthDailyDietNutritionFitness
How many articles have you read about "the restaurant of the future?" It conjures visions of robot cooks and digital menus but no one really talks about how big it is or the steps the proprietor took avoid the massive failure rate we've been saddled with in the past. I think that, more than anything, the restaurant of the future is sustainable and built to last a lifetime. Ed Szymanski and Patricia Howard of Dame believe that too and today they walk us through the bulletproof strategy they implemented to secure the future of their restaurant and their careers. That's Ed Szymanski & Patricia Howard of Dame. For more on the restaurant go to https://www.damenewyork.com ________________________________ Sign Up for Our Weekly Newsletter Book time on Josh's personal calendar We have a lot more content coming your way! Be sure to check out the FULL COMP media universe by visiting: FULL COMP The Happy Mouth Morning Show Restaurant Marketing School The Playbook
And by big, we mean a franchise record setting 18 runs. Local and national sports on Steve and Ted in the Morning, and a coincidental but fascinating statistical anomaly in the box score of the Wind Surge game. All following a check of the KSN Storm Track 3 forecast with Kansas Today Meteorologist Ronelle Williams. See omnystudio.com/listener for privacy information.
Colin Scotland is a Marketing Communications Specialist. Sounds heavy? It's not. Listen in as he shares little actions that can give you big results. Learn: -how to reach backwards so you can move forwards faster -why chasing new business can slow you down -the secret to a real connection and more business Masterclass: How To Hire The Perfect Virtual Assistant For Your Business!https://www.winthehourwintheday.com/how-to-hire-the-perfect-assistant Win The Hour, Win The Day! www.winthehourwintheday.comPodcast: Win The Hour, Win The Day PodcastFacebook: https://www.facebook.com/winthehourwintheday/LinkedIn: https://www.linkedin.com/company/win-the-hour-win-the-day-podcast You can find Colin Scotland at:Website: https://colinscotland.com/Facebook: https://www.facebook.com/colscotlandEmail: firstname.lastname@example.orgLinkedIn: linkedin.com/in/colin-scotland-386059a2Win The Hour Win The Day https://www.winthehourwintheday.com
The most talked about AFL draft prospect in the state right now, Neil Erasmus joined Ethan in the studio as Bray was away, to chat about how kicking four goals in last year's colts grand final has made him a first-round bolter, & everything that comes with being skipper at Hale from getting big quads, to getting taped to poles! We cover all this and more including the q&as and quiz segments where Neil looks to go top of the leaderboard!
England win! Gareth Southgate becomes a national treasure while Jermaine Jenas continues to infuriate the entire country. Meanwhile Keir Starmer gets a rare win, Michael Gove joins Tinder (possibly) and James gets his palm read via video. Scotty Motty, Youngy and Joe chat about this and much more!
Lucy Noonan, Head of Mergers and Acquisitions at The Lomond Group and Linley and Simpson ... Lucy chats all things about Lettings, Lettings Acquistions and all things Lettings Groovy!
Let's talk about LOVE. Marriage and Relationship Expert Gary Thomas offers moms life-changing advice. For those who are married, about to be married or searching. Get BIG tips from A Lifelong Love and Gary's other books! The Key to Making Changes That Lead to Lifelong Love 9 Essential Conversations Before You Say "I Do" Win a Book From Gary Thomas! Tune in and ENJOY your Mom Life!!! Listen to the next ChannelMom Radio Fridays @ 1PM - Saturdays @ 7AM and @ 2:30PM. And JOIN us for #mondaymomprayer on ChannelMom's Facebook page at noon MT on Mondays! Shop Amazon?? Go to Amazon Smile and choose ChannelMom Media as charity for Amazon Smile to donate to!
I caught up with Olu about how he got into chasing size and why he loves saving people's lives. He also lets a few secrets out of the bag. This is possibly one of the most fun podcasts I have done. Make sure to show the big man some love and follow him @hency_hench
John Nabors discusses how Arkansas is on it's way to being a big time program the more they can schedule marquee games. Learn more about your ad choices. Visit podcastchoices.com/adchoices
We're opening Amazon's books to look at the company's finances. On this episode, I'm joined by Edward Ongweso Jr, a staff writer at Vice News's Motherboard where he covers Silicon Valley and the gig economy, and Jathan Sadowski, the author of Too Smart, a book on the political economy of digital capitalism. Ed and Jathan host the podcast This Machine Kills, a great show about technology and political economy. You can listen to Primed via Jacobin Radio on Apple, Spotify, or anywhere else you listen to podcasts. If you want to support me, subscribe at patreon.com/primedpodcast. When you subscribe, you'll get show notes, video content, and access to the Discord. To keep up with the latest updates, follow us on Twitter @primed_podcast. Thanks for listening!
We're opening Amazon's books to look at the company's finances. On this episode, I'm joined by Edward Ongweso Jr, a staff writer at Vice News's Motherboard where he covers Silicon Valley and the gig economy, and Jathan Sadowski, the author of Too Smart, a book on the political economy of digital capitalism. Ed and Jathan host the podcast This Machine Kills, a great show about technology and political economy. You can listen to Primer via Jacobin Radio on Apple, Spotify, or anywhere else you listen to podcasts. If you want to support me, subscribe at patreon.com/primerpodcast. When you subscribe, you'll get show notes, video content, and access to the Discord. To keep up with the latest updates, follow us on Twitter @primerpod. Thanks for listening!
U.S. colleges saw a “dramatic” drop in enrollment for the fall due to the pandemic, but big donations from philanthropist Mackenzie Scott are giving three local colleges and universities a boost right when they need it. Reset talks with a reporter and a local college president about enrollment and how the donations could help increase equity, accessibility, tuition relief and more.
The Boston Celtics are looking everywhere to improve their team. John Karalis takes a close look at how Aaron Nesmith and Romeo Langford could become the two most important players on this Celtics roster because their big leaps could make life easier for Jayson Tatum and Jaylen Brown. Support Us By Supporting Our Sponsors! Built Bar Built Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKED15” and you'll get 15% off your next order. BetOnline AG There is only 1 place that has you covered and 1 place we trust. Betonline.ag! Sign up today for a free account at betonline.ag and use that promocode: LOCKEDON for your 50% welcome bonus. Rock Auto Amazing selection. Reliably low prices. All the parts your car will ever need. Visit RockAuto.com and tell them Locked On sent you. Indeed Get started RIGHT NOW with a FREE SEVENTY-FIVE DOLLAR SPONSORED JOB CREDIT to upgrade your job post at Indeed.com/locked Lucy.co Go to Lucy.co and use Promo Code LOCKEDONNBA to get 20% off all products on your first order, including gum or lozenges! StatHero StatHero, the FIRST Ever Daily Fantasy Sportsbook that gives the PLAYER the ADVANTAGE. Go to StatHero.com/LockedOn for 300% back on your first play. Learn more about your ad choices. Visit podcastchoices.com/adchoices
Whether big or small, many businesses' growth seems to plateau at some point. Try as they might, nothing seems to propel them into another level of growth. Why is that? What seemed to work in the beginning just doesn’t seem to now. If this sounds like you then maybe it’s time to adopt a new mindset. “Go big or stay home!” Remember that saying back in the ’80s? The saying has truth in the business world as well. If you really want to grow big, you need to take on that mindset. I’ve spent 25 years working in Fortune 100 companies and can say the major difference between growing to a higher level or staying a small business is mindset. We weren’t necessarily better or smarter than the small business owner. We just had higher expectations. Kinda like a so-so sports team that hires a fiery coach with high expectations and new discipline that becomes a Super Bowl winner. The same core group of players but the adoption of a winning mindset, once it becomes infectious, can make all the difference in the world. So tune in as we discuss what you can do to adopt a winning mindset and propel your business to grow. Key Takeaways: Recognize if you’re just going through the motions Taking bigger risks Big companies aren’t reckless, they’re calculating Write big goals Constantly asking the questions, “how can we?” Why not us? Excuses are for sissies Investment mentality vs expense Focused on what you are, not what you’re not Good counsel
In this episode, we discuss how skinny guys can get big.We talk about what to eat, how to train and how to get big at home.And we even get into age and the role it plays in gaining muscle.GeneticsWhat type of proteinEat!Short training & avoid cardioTake the small winsIf you want your own questions answered on our podcast, then join our private Facebook group and share your ideas, https://www.facebook.com/groups/muscletalkIf you'd like to learn more about International Protein, visit https://www.international-protein.com/------------------------------------------------------A Thinkroom production - www.thinkroom.com
Women - if we get BIG, or become overweight - could it happen because we don't do strength training? Do we get BIG from muscle or fat? Could it be possible I/ we/ specifically women are at a bigger risk of being overweight, weak, and getting sick because we do not lift heavy things/ do strength training? If YES - HOW and WHY?
Early childhood teachers should get pay rises of thousands of dollars thanks to extra funding. The government is spending $170 million over four years to give teachers in their first six years of work parity with those in schools and kindergartens. Early childhood centres are expected to pass all the money they recieve in the new funding on to their teachers. Early Childhood Council executive member David Gibson spoke to Corin Dann.
No matter how well your small business grows, it will stop. Not permanently, but definitely. You could be growing steadily for years before it happens, but it will happen. It’s happened to us. It happens to everyone! For whatever reason, the needles just stop moving, and nothing you try seems to work. But there’s always […] The post MBA1782 How To Change Direction & Get Big Results + Free Ride Friday appeared first on The $100 MBA.
Wes Goldberg of the Mercury News breaks down the Golden State Warriors' win over the New Orleans Pelicans that puts them in position to climb the Western Conference standings, gives an updated look at the playoff picture then discusses what the NBA and ESPN got wrong with Marvel Night. Support Us By Supporting Our Sponsors! Built Bar Built Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKED15” and you’ll get 15% off your next order. BetOnline AG There is only 1 place that has you covered and 1 place we trust. Betonline.ag! Sign up today for a free account at betonline.ag and use that promocode: LOCKEDON for your 50% welcome bonus. Rock Auto Amazing selection. Reliably low prices. All the parts your car will ever need. Visit RockAuto.com and tell them Locked On sent you. Indeed Get started RIGHT NOW with a FREE SEVENTY-FIVE DOLLAR SPONSORED JOB CREDIT to upgrade your job post at Indeed.com/locked Headspace You deserve to feel happier, and Headspace is meditation made simple. Go to headspace.com/lockedonnba for a FREE ONE-MONTH TRIAL with access to Headspace’s full library of meditations for every situation. Learn more about your ad choices. Visit podcastchoices.com/adchoices
Today on The Growth Expert’s Podcast, we are joined by the CEO of ZTPR, Zach Teperman. Zach began his career as a radio DJ working in regions like Miami, Canada, to Europe. During his time there, Zach interviewed celebrities and, while working for the Toronto International Film Festival, was scouted by a pr agency and invited to work in Hollywood. Four years later, Zach branched out to launch ZTPR and is now a staple in the public relations realm. In this episode, Zach expounds upon strategies you can use to gain media exposure with little to no money. Whether you cater to a specific niche or offer a diversified service, Zach helps you navigate the intricacies of generating exposure, to pitching, to getting awareness, all from the ground up! During this interview, we discuss: [02:21] – Backstory on Zach Teperman [03:41] – Zach’s specialization (or not) in pr [05:05] – Clients [05:48] – How Zach generated exposure and create awareness [08:28] – Getting big media exposure with little to no money [12:28] – Discover what your story is [15:07] – Planning for the interview [17:41] – Build credibility and maintain realistic expectations [20:51] – New media [23:02] – Advice for small businesses starting off [24:18] – Think outside the box [25:43] – Favored growth tool [26:07] – Book recommendations [26:42] – Connect with Zach FIND ZACH: Website – ZTPR.NET Instagram Twitter BUY ZACH’S BOOK: Cut the Bullshit ———————- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect with Dennis Brown AskDennisBrown.com LinkedIn Twitter Instagram [Free Giveaways]
Laura Journey, owner of Baker's Outpost, guides us on getting big name support in town, why you need to act with almost a sense of desperation for your business, how to ask for help in the right places, a great place to get quality, immediate feedback on your products and services...and what happens when your first hire is your #1 fan?
In this episode, Larry speaks with Bill & Judy Edwards, creators of the viral sensation The Squatty Potty about how they got past the producer who wouldn’t let them on Shark Tank. Also, learn the most important thing they got from the show, and it wasn’t the deal. •How health bloggers got the word out about The Squatty Potty. •What they learned from Lori Greiner. •How they figured out mass production. TIME-STAMPED SHOW NOTES: [1:40] Getting on Shark Tank. [7:10] Publicity Boost From Shark Tank. [11:06] Manufacturing.
Richard Deitsch from The Athletic joined the show to discuss the new TV deal between Turner Sports and the NHL, Darren and Chase react to the Preds getting a big win over the Florida Panthers and much more during the first hour of Tuesday's show!
Governor Gavin Newsom recently signed an executive order to end the sale of new gas-burning cars by 2035. That is a big deal because California’s impact on climate matters set the standard for 14 others states that follow their lead and automakers who will adapt to the market established by America’s country within a country, … Continue reading EP 440 Electric Cars Get Big Boost From California
Ohio State men's basketball reporter Adam Jardy discusses the recent decisions of Kyle Young to return to the Buckeyes and Joey Brunk to transfer in. He talks about how they might fit into Ohio State's dynamics and influence next season. See omnystudio.com/listener for privacy information.
Illini Inquirer's Jeremy Werner and Derek Piper discuss Illinois basketball adding to guards to its 2021-22 roster: Utah transfer Alfonso Plummer and super senior Trent Frazier. The guys discuss what the two smaller scoring guards bring to the Illini and how they will mix with Andre Curbelo on both ends of the court. Then the guys discuss what's next for Illini, including potential remaining positions of need and the latest on Adam Miller, Da'Monte Williams and Kofi Cockburn. Jeremy then chats with UteZone's Steve Bartle, who breaks down Plummer's game. Learn more about your ad choices. Visit megaphone.fm/adchoices
This week: Apple preps “Find My” to locate ALL your gadgets; a big update to Apple Arcade may finally make it worth the price; Will.i.am is back a ridiculous new tech product you might actually want; and we try to figure out Falcon and Winter Soldier is actually good in an all-new Under Review! Get 3 episodes of CultCast Off Topic each and every week for just $6! Off Topic is a new weekly variety show hosted by Erfon Elijah and friends, decidated to tech, gaming, culture, and more. Join Cult Support, good friend! This episode supported by Easily create a beautiful website all by yourself, at Squarespace.com/cultcast. Use offer code CultCast at checkout to get 10% off your first purchase of a website or domain. Cult of Mac's watch store is full of beautiful straps that cost way less than Apple's. See the full curated collection at Store.Cultofmac.com CultCloth will keep your iPhone 12, Apple Watch, iPad, glasses and lenses sparkling clean, and for a limited time use code CULTCAST at checkout to score a free CarryCloth with any order at CultCloth.co. Join us in the CultClub! discord.gg/BrKdnSK On the show this week @erfon / @lkahney / @lewiswallace Apple opens Find My network to third-party gadgets The Find My application built into iOS and macOS finally opened up to device trackers made by other companies, not just Apple. Wednesday’s move allows iPhones, Macs and iPads to locate lost items produced by third-party accessory makers without needing to install additional software. New Star Trek and NBA games lead major Apple Arcade expansion Apple made a huge push for its gaming service on Friday, launching 11 original games. These cover a range of genres, from NBA 2K21 Arcade Edition to Star Trek: Legends. And Fantasian from the creator of the Final Fantasy series also launched in Apple Arcade. Plus many, many more. Fantasian from the creator of Final Fantasy launches on Apple Arcade Apple Arcade subscribers are in for a treat. Hironobu Sakaguchi, who also made the classic Final Fantasy series, also created Fantasian for Apple’s gaming service. It mixes computer-generated characters with handmade sets for a truly unique look. Will.i.am's i is a $299 HEPA face mask with ANC earphones built in With face coverings becoming a necessity during the pandemic, we've seen countless variations on masks from the worlds of fashion, merchandise and tech. Enter Willi.i.am, a pop star who has tried with varying levels of success to straddle all of those industries. The Black Eyed Peas frontman has teamed up with Honeywell on a $299 tech-imbued face mask that wouldn't look out of place in a cyberpunk movie or game.
Dr. Tiffany Eurich loves storytelling and the way a well-told narrative can change the trajectory of a business, so she's passionate about making communication strategy accessible to businesses of every size. An author, former TV personality, and university professor, Tiffany helps entrepreneurs develop simple, streamlined public relations and digital marketing strategies (and rack up “as seen on” features for their brand). Working with everything from solo endeavors to international luxury brands, Tiffany has seen how effective PR can turn a best-kept-secret into a household name. Her expertise has been featured in places like Forbes, PR Couture, and Homesteady, and she lives on a vineyard (which she affectionately calls “farming with a better publicist”) and has a killer shoe collection. Links Mentioned: Get The Free Press-Kit-In-A-Day Checklist!: tiffanyeurich.com/takingaction Instagram: @drtiffanyeurich
Sterling Shrout: How to Vision out your Life to Get Big Deals Amidst Your Past Life Experiences Meet Sterling Shrout, a previous drug dealer and an ex convict who turned his life into something bigger. He is now a small business owner, and real estate investor specializing in fix and hold multi-family in Southwest Ohio. He received training in facilitating group treatment from the Salvation Army for addiction recovery and is involved in his local anti-heroin coalition. In this episode of Construct Your Life with Austin Linney, Sterling shares his journey on how he overcame his worst experiences in life and turned it into something positive and greater. He provided helpful and inspirational tips and ideas on how to focus and deal with yourself and things in real estate. Listen in to learn how to get big deals in real estate and be inspired to change your life as it is not the end of everything. It is only the start of something bigger to happen. “I didn't ever think that I would have a life for, I was just working for nothing... like working to survive..."- Sterling “If you can educate yourself on how money works...on what you can do with other people’s money or go with real-estate and find a deal"- Sterling What You Will Discover: [10:25] The repercussions of having more options in this world and how to wisely choose one [13:28] The importance of education in life and educate yourself how money works most especially in real-estate [14:10] Finding a deal in real-estate which is the real game changer [18:45] How equity helps him pay his bills and other expenses [24:44] Disassociating the worst part of your life and dealing with the new version of yourself [30:16] The significance of relationships and portfolio in real estate. Relevant Links: Instagram: https://www.instagram.com/sterlingshrout/ Email: Sterling@SterlingShrout.com LinkedIn: https://www.linkedin.com/in/sterling-shrout/ Website: www.sterlingshrout.com #podcast
This week we're joined by former Secretary of Labor and UC Berkeley Professor Robert Reich who teaches us why the middle class is disappearing, why we need to get big corporations out of politics and what tulips have to do with the rise in GameStop stock! See omnystudio.com/listener for privacy information.
Want to get better results from your webinar? Elias Zepeda has developed a webinar funnel that generates big ROI for his small business clients. This week on The Inbound Success Podcast, Need Clients Now founder Elias Zepeda breaks down the webinar marketing strategy he has used time and time again to generate new leads and revenue for his clients. What makes Elias's webinar strategy so successful is his omnichannel approach that incorporates more than just email and pay per click marketing. Check out the full episode, or read the transcript below, to get all the details on the strategy and learn how you, too, can get better results from webinars. Resources from this episode: Visit the Need Clients Now website Email Elias at email@example.com Transcript Kathleen (00:00): Welcome back to the Inbound Success Podcast. I'm your host Kathleen Booth. And this week, my guest is Elias Zepeda from Need Clients Now. Welcome to the podcast Elias. Elias (00:22): Thank you so much. So happy to be here, looking forward to it. Kathleen (00:25): Yeah, this should be fun. I'm excited to chat with you about some of the different ways you help your clients get better inbound marketing results. But before we get into that, tell my audience a little bit about you and your story and how you wound up doing what you're doing today and what Need Clients Now does. Elias (00:45): Awesome. Happy to do so. I started my agency at a very young age. I was 20, 21 years old. And I I happened to just get into it by luck. I was initially first working as a manager for a marketing company and we were doing a marketing for a large newspaper newspaper conglomerate and the West coast. And and I was worked as a manager for nine months at a very young age. And by luck the contractor, our client offered me my own contract to become a contractor. And so what that entailed, I had to hire, train and develop a marketing slash sales team to sell newspaper subscriptions. And this is quite some time ago, of course, but that was my first entry into, into the marketing world. And I, and I did that for four years. Elias (01:42): I had that contract for about three years and I learned so much because what we did is we set up booths and we had a sales team that was giving away offers and incentives in exchange for getting people to, to subscribe to the newspaper. So we had a lot of promotions, giveaways, incentives, and, and that type of stuff. And so that was kind of my first entry into, into the marketing world and through that contract, because we had our activations at football games, basketball games all different types of expos. So we were essentially representing, you know, the newspapers. So we had the ability to do a lot of media trades. We would we would give out, you know, 10, 20, 30, $50,000 worth of ads and exchange of having a booth depending how long of, you know, of an event it was, if it was a fair, if it was a multi-day expo, if it was a season for the football or basketball game and so forth. Elias (02:41): And so that was my first client many, many moons ago, and through networking and through being at so many events, that's how I, I spiraled into my second client and third client and fourth client just by actively networking because I was out and about at all times, managing the teams. And so we initially started as an experiential event marketing company and, and then we transitioned into digital marketing. So when I would tell you know, business owners, friends, colleagues, clients, that we were a marketing company you know, this is around the time that newspapers started losing its popularity and digital marketing, social media started being introduced into the world. And so they would ask you know, do you do any Google ads or, you know, how can you do leads or, you know what else can you offer? And so I essentially immersed myself into, into the world of digital marketing, into the world of inbound marketing. Elias (03:39): And, and that's essentially when we started pivoting from an experiential agency into, into a, an inbound agency. And that's kind of how, how it all started. And so today you know, need clients. Now, what we do is we build sales funnels for, for small and medium-sized businesses, and that's what we do. And so what that entails is a fully done for you service, where we're generating the lead we're advertising on social media, and we are essentially building the whole a done for you aspect of the customer journey. And that's really what we're doing. And I'm extremely passionate about it, especially now that we're working with smaller businesses because it truly makes a difference when you produce the right customer journey, the right strategy. It makes a really big difference in the lives of the business and the business owner. And so that's kind of where we're at today. Kathleen (04:29): Yeah, for sure. This is a tough time for a lot of small business owners. And I know you work with some businesses and some industries that are, have been hit particularly hard by the things that have been going on in the last year. And you know, that's one of the reasons I was excited to talk to you because it's easy to host a podcast like this and talk to a lot of marketers, have really big budgets and are from big companies that are venture capital backed. It's entirely another thing to be a marketer at, or for a company that has a smaller budget. That's really struggling, you know, and for whom these kinds of increases in sales really are meaningful on a personal level. And I was a small business owner, and so I have a soft spot in my heart for anybody who has the guts and the work ethic to start and run a business of their own. Kathleen (05:27): So very, it's an issue very close to my heart. And I think with COVID, it's really just underscored how important it is for us to all support small businesses. So that was one of the reasons I wanted to talk to you because you ha you do just that you help smaller businesses fill their sales pipelines and you do it in a way that doesn't require a tremendous budget. You know, or lots of fancy tools. I think from what I've heard, it's very accessible. It's very doable and it's very repeatable for anybody out there who's listening. And so I'm going to think of this episode as my gift to small business owners out there who are looking for a way to try some new tactics in order to bring business in the door. Now with that as the kind of table setting for our conversation, I should say one of the strategies that you've used successfully to do just that is webinars. Kathleen (06:21): And I feel like people hear the word webinar these days and they roll their eyes because they're like, Oh, webinars. We're also tired of them. We spend all of our life on zoom. Nobody wants to go to another webinar. Webinars are so like 1990s, you know there's a lot of poo-pooing around webinars, but the reality is they can still work if done well, and they are working for you. And you have a webinar funnel that you've used with a number of clients successfully. So I would love it if you could just maybe start by explaining the types of clients you work with and where webinars fit in their overall strategy. Elias (07:07): Absolutely. Right now we work with a handful of, of industries and niches. And one of those industries is beauty academies. You know, which is quite interesting because that's not absolutely these are academies. These are institutions and organizations that train others. It's, you know, it's a business and they train others on learning the craft so that they can essentially start their own business. So when it comes to the beauty industry, you have your service providers, these, your lash artists, you're microblading artists, you're microneedling, and many, many dozens of beauty procedures that are out there in today's you know, marketplace. And then you have the academies, those that teach the individuals so that they start their own business. And that's one of the industries that we specialize in is working with these beauty academies and, you know, back to the whole COVID thing. Elias (07:57): You know, most of the academies, we have a lot of clients on the West coast. And you know, COVID, you know, hit that area specifically in Southern California very hard. And so our clients at that time, they were, they were quite scared because they weren't able to hold classes. They weren't able to, to fulfill the service and, and this specific funnel that we're going to dive right into, it made a huge impact because they were still able to, to generate revenue when collect deposits for future dates. And so it's something I'm very proud, proud of because our clients were scared. You know, these are these, these are small local businesses and they didn't know what was going to happen. And they didn't know how long of a pause they needed to take and how they were going to continue paying their employees. Elias (08:44): It was a scary time for them. And so I'm very proud that we were able to successfully execute this webinar campaign for them. And, and you're right, you know, we have done webinars, we've attended webinars and we see it all out there, but you'd be surprised. There are so many industries where to them, they have never attended a webinar. They have never produced a webinar. And so for them, it's a whole different ball game of like, understanding how was this delivered? How can I generate revenue and so forth? And so I'm sure many of the listeners here are familiar with a webinar, but for maybe a small percentage that are not really familiar, it's an incredible opportunity for you to really deliver your message. And so for those complex industries where you can't really just get the message across and just, you know, a minute or five minutes, you really need a longer time to really get out the benefits and explain how it works and present your offer. Elias (09:45): That's when the webinar works extremely, extremely well for, you know, and so the biz-op industry career ops and, and the beauty industry is it's a perfect campaign because the people that are getting into the industry, they have lots of questions. And on the webinar, you have the opportunity specifically live webinars. We prefer live webinars over prerecorded. But you have the ability to really present your personality. You have the ability to, to answer questions and then take the attendees through, you know, through a journey that explains the benefit of what you're doing and, and essentially indoctrinates them. And towards the end of the webinar, those that are really interested are able to take action and they're able to, to, you know, to take the next step. And so for, for these academies, it's, it's something that works extremely extremely well. And I'm happy to share some numbers. Kathleen (10:36): Yeah. And you have a, like a true Omni channel approach to webinar marketing. I think a lot of the companies and marketers I talk to often rely heavily on a combination of like email and maybe pay-per-click advertising or organic social to draw in their webinar attendees, but I think you've taken it, you know, a step or two further. So I'm excited to, to hear more about that. Elias (11:00): Absolutely. Some of these clients have a very small list, less than 20,000, less than 10,000. And so what we do for top of funnel is we're advertising. And so for that particular industry, Instagram and Facebook work extremely well for top of funnel. So that's, that's the top of funnel is we are putting out an ad that says register now to learn XYZ, right? So that's an example of one of our creatives with a nice image and so forth. So that's top of funnel, people are browsing. Our target audience that we're targeting is, is spending time on social media, many hours a day that we've seen, Kathleen (11:37): And this is really a B2C webinar, right? Like you're going after sort of the individual person who would, might sign up and come, which is interesting because that's the other thing that's different is that I think every other time we've talked about webinars on this podcast, it's been B2B. Elias (11:51): Yeah, absolutely. These are, these are consumers. These are nurses, you know these are, these are you know, professionals. These are primarily women that get into this, into this specific industry. But these are consumers that see an ad on Instagram and and they're registering for, for, you know, for the webinar to learn a little more of, of, of the industry and, and, and just learning a little more about it. So that's the top of funnel. And so our first kind of KPI is seeing how many, you know, registrations were able to get. And so for some of these local academies, and we do work with academies as well, they have multi locations and different cities across the country, but let's use a local Academy as an example. We're able to get hundreds of registrations through Facebook or Instagram ads. And that works extremely well. On average, our cost per registration is between four and $6. And so we're able to get you know, hundreds, depending on the client's budget, you know, but we're able to get people to register for the webinar. So that's our first KPIs. Kathleen (12:57): And how are you, how are you targeting those ads? Because like, I imagine you could theoretically go out to a very broad audience. Elias (13:05): Absolutely. So we target based off of all the parameters that Facebook and Instagram allow. So pages you know, pages that they follow those that are interested in beauty, interested in the specific procedure. So so our media buying team essentially goes from either general or, or, or really segmented a bunch. It depends on the city. So some, a city like Los Angeles, Orange County is going to have more interest than, than a smaller city. And, you know, toll says that example. So, so yeah, we're targeting off of pages they follow and just general interests based off of the, the procedure that we're presenting. So that's top of funnel. And then our second KPI, once we get those registrations is the objective is to get as many people to attend, right? So we want a lot of people to listen to the message, because we know that those that listened to the message, a percentage of them are going to be interested in converting. Kathleen (14:11): That's a good point because that is, that does tend to be the real problem with webinars is lots of people register, but that doesn't necessarily mean they're going to show up. And so how you get them to actually show up is where the magic happens. I think Elias (14:26): Absolutely. It's, it's very important. You'd be surprised, lots of marketers. They strictly just rely on email, but as we know, email on a good day, depending on your industry is going to generate maybe 20, 30% on a good day open rate. Right. but so what we do is in terms of the omni-channel approach is we want to not only send an email reminder of course, but we also want to send a text message reminder, of course, these are opting in, of course, and then we also want to send a ringless voicemail. So having those three different, different touch points of sending them reminders of when the webinar is, is really important, we take it a step further too. So not only are we sending reminders immediately once they register, they get a message and then a day before, and then the morning of, and then a message 10 minutes before the webinars. Elias (15:18): So we have found that that's the sweet spot. It doesn't really annoy people because they really want to attend. They're registering for it voluntarily, and they want to show up. And so these reminders are incredibly helpful and having the text message and having the ringless voicemail, it's so important because, you know, you can't just rely on email. You need to have those multiple touch points and the different platforms to, to remind the audience. And so that's, that's our second KPI is what percentage are going to be attending. And right now we're seeing between 30 and 40% you know, attendance from cold traffic, which, which is good. Kathleen (15:56): Yeah. Now what platform do you use for texting and ringless voicemail? Elias (16:04): We use Twilio. So it integrates with a lot of the CRMs that our clients are using. So the, for, for these local businesses, the CRM that we're implementing is called go high level. And it's, it's really has been increasing in popularity over the past couple of years and the industry that, that we're in. And we like it because it has the ability to control all of the messaging within the CRM. We're able to listen to the call recordings, we're able to see the Facebook messages and the emails and everything is just bundled in, in that platform. So we use Twilio to connect it and then for ringless voicemails I will have to get back to you. Kathleen (16:46): Oh, that's okay. I'm always just curious about these things. Elias (16:50): It's very inexpensive. And that's a great part. So on a, on a local campaign you know, I mentioned the, the webinar registration you know, four to six dollars, but the, when it comes to the ringless voicemails, it's so inexpensive a client will spend less than like $30. It's like 0.0, zero, zero 6 cents. And so it's, it's very minimal cost for you to have the opportunity for someone to get a voicemail that says, Hey, you know, just a reminder, we have this webinar today that you registered for. I'm really excited to have you there. Right? So it's also about the messaging as well, has to be really positive. And you have to show that excitement through, through the email, through the text message or through the voicemail. And that's the, that's the difference on the voicemail. You're actually hearing their voice. So you can, you can really implement that tonality and little things like that. They really make a difference. Kathleen (17:37): And so a couple of questions on that. Do you have your clients record the voicemail? So that it's the same person they're going to be hearing from on the webinar? Basically Elias (17:45): Very important. Absolutely. Absolutely. We help them out. We write a script or we'll write an outline you know, and these, these voicemails, they're, you know, they're 45 seconds or a minute max, right? People don't want to listen to a long voicemail, especially if it's sent directly to their phone, that's what a ringless voicemail is. It's, you don't get a call or just send directly to your voicemail. So these messages are recorded by the person presenting, and that's very important cause that's that's typically most of the time, the people that are in them that they're buying from. So, and then that the same person that they're seeing deliver the presentation. So it's more you know, more of the face touch points that, that the, that the prospect is able to see, but the client is delivering the voicemail of course Kathleen (18:32): Way. And this might be a dumb question. But is there any way to get any analytics back on ringless voicemail? Like, well, you know, if somebody listened to it? Elias (18:43): Yeah, and most of these platforms they provide they provide analytics. So they'll show the delivery rate, right? Sometimes as we all know, with, when it comes to advertising on social media people, there's a percentage of people that are giving, you know, fake numbers and so forth. And so there are analytics that show you know, the delivery rate. And then also sometimes you're able to also assess if that person ends up calling back that number. And so what happens if they call back? Well, it depends on the platform that you're using, but it can connect directly to a call that you afforded. So so it depends on the platform. Kathleen (19:23): Oh, that's smart. So you send out all these reminders you have about between 30 and 40% of people who show up and then talk to me about what the actual webinar itself is like, because this is the other area where I feel like there's, it's like ripe for screwing up. If you're, if you're too salesy, it can be a huge turnoff. But you obviously, especially in the case of, you're talking about you, you want to have some kind of a pitch because you're trying to turn this into business. So how do you coach your clients and work with them on structuring the webinars so that it, it gets the results you're looking for, but also delivers value to the attendee? Elias (20:03): Absolutely. So it's, there's a formula, you know, you're, you have to deliver value on these webinars. No one wants to attend a webinar where it's entirely just a pitch, a pitch. That's not fun for people, right? And so obviously there has to be some congruency between what the ad is saying, what they're registering for and so forth. But the formula that we adapt really encompasses providing as much value as possible. And that formula includes edifying the, the speaker, you know, so, so there's a couple slides that, that, that give background on the speaker, her training, his, or her training and you know, results that they've generated. So there's a whole formula to it. It really is 90 value. And then I mentioned that these are live webinars, so there's questions, there's engagement, and that's what makes the webinars fun because they're live. Elias (20:56): So you can ask questions like, Hey, where are you? You know, where are, you know, coming in from, or press one. Like, those are the best webinars when you're really engaging with the audience. And that's why live webinars convert more than prerecorded ones, but, you know, the formula entails edifying, the speaker providing value, and that value is so helpful because it also demonstrate your demonstrates your knowledge of the, of the industry and also demonstrates your expertise, right? And so a lot of value that we're presenting and teaching something, right. Teaching the benefits of the industry we're going to sprinkle in testimonials. That's obviously very important to show you know, to, to show social proof. And then so I'd say 90% value driven and information driven. And then towards the end of the webinar, there's going to be an irresistible offer, right? Elias (21:46): And so that's how it works. There has to be a true irresistible offer that is only offered to the people that are, that are really making the time investment to join on the webinars. So there's a special discount. There are bonuses offered, but that's how we're able to get people to convert is by taking them through that journey. And this journey is about an hour long. And sometimes depending on how many questions the audience has, it can be an hour 20, an hour, 30 minutes long, but we've found that an hour is kind of the sweet spot for this particular industry. But that's typically the framework of how the webinar works. You have to provide as much value, edify the speaker, sprinkle in testimonials, teach and demonstrate your expertise and your authority, and then present you know, the irresistible offer and have people take action. Elias (22:32): And that's, and that's how these clients are able to generate revenue. So let's look at the numbers on a high level. If we are getting, let's say a hundred you know, attendees you know, Oh, a hundred attendees, and let's say we have 40 40% show up rate. So that's 40 people that are showing up. We typically see a 10% conversion. And these offers from these clients we're working with are three, four, $5,000 for three, four or five day events. So it's very lucrative for these small businesses. And so if we're doing the math okay directly, we have, you know, 40, 40 people that are attending and, you know, 10% of that, that's, you know, that's for, you know, conversions you know, initially from the webinar and if it's you know four or $5,000 a course, right, we're talking about 20, $20,000. And so that may not seem like a lot for, for, for large, large budget, but for these small businesses based off of their, their student acquisition costs and based off of their numbers and their marketing budgets, it's a game changer. And what we do is we repeat the process. We can do two live webinars per month, three live webinars. And so that type of revenue that you're bringing in it makes a huge impact. Kathleen (23:53): So let's talk about a couple of the nitty gritty details on the webinars. Do you have your clients use slides? Is it just a person talking? What does that look like? What is that experience like? Elias (24:06): We are designing the slides for them. And so we have found that, that, especially in this industry, it's a very aesthetic based industry. You know, having high quality design makes a big impact, and it's a lot of work. It's labor intensiveness where my design team, because some of these presentations can be 80, 90 pages. And so we're designing each page, we're customizing each page and then we're also helping them out with the script. And so it's a, it's a PDF or a PowerPoint that they're presenting and they're going page by page by page. And then in certain areas within the webinar, they're answering questions and engaging and so forth, but that's typically how it works. It's a, it's a nicely designed professionally designed presentation. And how long did the webinars last about an hour? We've seen the sweet spot be an hour and that can, you know, that's give or take some of them depending on the number of questions. If you have a larger audience, we have done webinars. We've had hundreds, you know, and over a thousand people attend the webinars. And so depending on the number of questions that you're allocating you know, the webinars can be much longer than that. It can be an hour and a half. It can be an hour 40 minutes an hour, 20 minutes, but we, we, we found that an hour is kind of the sweet spot for, for really getting the message across and, and really presenting the offer strategically and carefully. Kathleen (25:27): And what platform webinar platform are you using with them? Elias (25:32): The one, the webinar platform of choice for using is Click Meeting. And there's so many, you know, we're, we're vendor agnostic. So the reason we like this one it's, it's it's low price. And also what's most important in what we're doing is being able to obviously have analytics, but also we have the ability to drop the link. That's how we're getting people to actually click during the last 10% of the webinar. When, when they're presenting an offer, we're dropping a link, right, where we're showing it, and they're, the prospects are clicking that link to the sales page that has, you know, the countdown, it has the headline, the call to action, and it essentially illustrates all that they're getting with that irresistible offer that we talked about. And so that's just the platform that we're using, but there are so many that, that, that have similar features. Kathleen (26:21): Yeah. There definitely are a lot now you're working with these clients, I'm assuming in many cases, you know, these are businesses that up until recently probably did everything in person, you know, or, or, you know, they sent mail or they used the phone, but they're not, these are not businesses that typically do webinars. So for many of these people, it's going to be their first time running one. How do you coach them on, you know, what it means to be a good webinar host? Like I assume that many of them are nervous, right? Elias (26:54): Absolutely. Some of them, some of them are very nervous and we do rehearsals. We have them send you know, after the coaching, we have them send us videos. So they're rehearsing to me and my team, and they're sending us prerecorded videos. We have them practice with their friends and family before the live webinar. So it depends some of these clients, because they're in a, in the industry in the beauty industry, they're very comfortable being on camera and they've, some of them have had many speaking engagements. So it depends, some clients are more nervous than others, but we're going to help coach them. And then really the presentation is really helping them as much as possible. They're really talking about themselves, they're sharing their story, they're sharing about something that, that they have lots of experience with. So that part's easy. You know, the hard part for some of these clients is really the pitch going into how do you, how do you get people to actually sign up and how do you, you know, Kathleen (27:50): Yeah. What makes for an irresistible offer because you used that term a few times. So I'd love to hear kind of in your mind, what's the formula for that? Elias (27:59): Well, people love discounts, right? So that, that, that's, that's, you know, topic number one. So if, if this course is, let's say, you know, $5,000 and they're able to get it for 45 or 4,300 of they're able to save 500, 700 or even a thousand dollars, that's, that's, that's a huge part of the irresistible offer. So a price discount, that's really going to motivate people to take action now. And then scarcity too, this is only limited for the first 15 people that take action. So scarcity, and then the bonuses that, that makes a huge difference as well. So some of these bonuses can be, you're going to get a one-on-one with me, or you're going to get this, this, this course, you know, so we work directly with the client to, to really understand what is this target audience want? How can we make it an irresistible offer and what can we add to sweeten the deal? And that's how you're able to take people and to get people to convert the discount, the scarcity, the the whole webinar format, and then the, the bonuses. That's really what makes people you know, triggers or impulse. Kathleen (29:05): Yeah. Yeah. Well, I love that. So, so talk me through, if I'm listening to this and I'm a small business and I'm thinking, gosh, I don't know if I could do this. Like, it sounds expensive. Well, talk me through, like, what kind of a budget do I need to have to do something like this? Cause you've mentioned a few tools and then the fact that there are low cost, but like, what does it really take to pull this off? Elias (29:27): Yeah. Well, first of all you need to assess is, is a webinar, really the right type of strategy for my business, right? So if you're selling, let's say, t-shirts, it's not going to work. What are you going to talk about for an hour show a t-shirt right. Get people to purchase. And it's, so it has to be you know, the right, the right type of client, it has to, it has to be a product or a service. That's thousands of dollars. If it's less than a thousand dollars, it's not going to be worth your time, putting all the effort and, you know, presenting that offer to too many people. And, and that's kind of the game changer with these clients is like previously, before they start working with us, they're, they're, they're pitching one to one, like you said, you know, they're working with referrals, they may have done some ads before. Elias (30:10): Right. But they're still having to them or their team. They're having to contact these individuals on a one-to-one basis. And the webinar, the reason it's so amazing. And we love it is because you're, you're, you're presenting one too many. And so that's a big game changer. So those that are considering doing a webinar, they have to have the right price point. So the sweet spot that we've found is, you know, two to $5,000, anything higher than that is going to be a longer sales cycle and anything lower than that just doesn't make fiscal sense. Right. and then and then in terms of dialing in your numbers, when you're running ads for that industry, like I said, we see four to six you know, our, our, our cost per registration, but in a different industry, it may be a lot higher than that, depending on the competitiveness to it. So you need to first first gauge you know, the level of interest from, from that audience and then the topic. And there are so many factors that go into it, but you know, these, these clients that the ROI that they're generating is pretty significant they're spending you know, they're spending less than $2,500 in ad costs and then softwares and tools. And many of them are making you know, 20, 30, 30, $5,000 per webinars. So it's a, it's a huge ROI. Kathleen (31:24): Great. And are the tools that you're using. I mean, some people who listened to this might be like, I want to hire Elias and his firm to do this for me. And others might be like, I want to do this for myself. So the tools that you use are they easy enough for anyone to, to use, to program, to set up or do you really need specialized expertise? Elias (31:45): Most of these tools are very, they're very user-friendly. I think it's, it's, it's, it's certainly very possible for you to go out and try your first webinar. One of my recommendations would be you don't need to have a platform. You can test out a webinar. Why don't you test it out on a Facebook live or Instagram live, that's a mini webinar. Right. And right now people are talking about what's that app, that clubhouse that's right. That's right. Everybody's addicted to it. Right. House. And, and they're saying like, some of these people are really leveraging clubhouse because it's kind of like an audio webinar. And so I know some of these people that are on it that are getting lots of coaching and consulting clients by delivering value and that's, you know, similar to webinars. So you don't need to have those tools specifically just to get started. And I think that'd be a great practice for you to go on to Facebook, live Instagram live, and and then present, you know, present your offer, present your story. And that's kinda what it, what it's all about. Kathleen (32:46): Yeah. That's great. I mean, you're right. There are so many platforms where you can test these things and like at no cost and clubhouse certainly is the wild West right now. So a worth a shot if you have an invite and if you have an iPhone, because it does not currently work on Android, although they're working on that, I hear Elias (33:01): I was on an earlier vanilla ice was on yesterday, like Tiffany you know, hot dish and, and like, you have all these it is like the wild wild West, but right now is a really interesting time because you know, it hasn't been like broken in yet right now. It's still very new and it's really interesting. And if you joined the right room, you can get a lot of Valley from men. So it's really interesting. Kathleen (33:26): That's great. Well let's shift gears for a minute and there's two questions. I always ask all of my guests. And I'm curious to hear what you have to say. The first is, of course, we talk all about inbound marketing on this podcast, and I'm curious if there's a particular company or individual that you think is really knocking it out of the park when it comes to inbound. Elias (33:46): I think HubSpot does a phenomenal job. And you know, I, I, when I get their emails, they're always interesting to me as a marketer because I'm their target audience, you know, they, they but I think in my opinion, they're kind of, you know, the Kings of inbound specifically their content the way that they frame their content just makes me specifically want to download. And even though I'm already on their lists, you know, it really makes me want to want to consume the content. So I think whoever's responsible for their content or the team has been doing a great job at really understanding their target audience. But Kathleen (34:24): Yeah, they, they undoubtedly set a very high bar. Second question is, you know, the pain point I hear from a lot of marketers is that digital marketing changes so quickly. And it's really tough to keep up with all of it. So how do you personally keep up to date? Elias (34:45): I'm always learning, I'm always learning. So in, in the beginning of my career, I was, I was, I immersed myself and, and joining webinars and forums at the time and so forth. And that really hasn't stopped. You know, I'm a lapsed subscriber to digitalmarketer.com. I'm a big fan of, of the movement that they have in the community that they've built. But, you know, it can be from subscriptions and courses that I purchased or it can be something like clubhouse that we were just talking about. Right. You can get some value from it, depending on the room and the topic and so forth. And so I think it's very important to, to, to really, you know, stay on trend and to always be a student, essentially. Kathleen (35:27): Yeah, absolutely. Any particular places other than digital marketer that you like to get your information Elias (35:34): Well, HubSpot you know, HubSpot again, Digital Marketer you know, one of, one of my favorite, you know, marketers is the founder of Click Funnels and he has a great community in Facebook groups is, is amazing another amazing research and social platform. So I, I think it's undervalued as far as, you know, Facebook groups are concerned, but you can join a group that's specific to sales, marketing inbound, right? And so if the group is being curated and managed correctly, you can get a lot of value from it. So so really I get my info from various different platforms in different organizations. Kathleen (36:13): That's great. Well, I totally agree about groups. Both Facebook and Slack groups, I get a tremendous amount of value out of all right. Well, that brings us to the end of our time. And so before we wrap up, if somebody wants to learn more about Need Clients Now, or wants to connect with you, or has a question about what you talked about today, what is the best way for them to do that? Elias (36:33): You can visit our website, it's www.needclientsnow.com. You can also email me. It's Elias, firstname.lastname@example.org or you can message them on Instagram. I love talking to fellow marketers and I love answering questions. And if you want to join one of our webinars for one of our clients, I'm happy to invite you to that as well. Kathleen (36:54): Oh, I love that. That's a great offer. Well, you know, I just want to say before we finish that, I appreciate the work you're doing, because like we said, in the very beginning, it's so important right now for us to support small businesses and to do whatever we can do, whether that's as marketers or as, you know, consumers who go out and shop and use our shop and spend our dollars, you know, with, with local businesses, et cetera. It's so, so important so that when we hopefully come out of this pandemic, that has felt like it has lasted forever. All of those businesses that we love will still be there. And so thank you for, for doing what you do. Elias (37:29): Oh, you're welcome. This has been a pleasure. Thanks for the opportunity. Kathleen (37:33): And if you're listening and you enjoyed this episode, or you learned something new, I would love it if you would head to Apple podcasts or the platform of your choice and leave the podcast a review. That's how we get found by more listeners. And of course, if you know someone else who's doing amazing inbound marketing work, tweet me at @workmommywork because I would love to make them my next guest. Thank you so much, Elias. This was great. Elias (37:58): Thank you.
Most of you who listen to this podcast workout to look good and feel good. You want to get in great shape, and make the most out of your time in the gym, and this podcast will help you do just that! 1:15 Gaining muscle instead of fat and how much muscle you can realistically build. 5:36 The best ways to progressively overload (double progression and dynamic double progression). 13:43 How to think about rep ranges. Why I powerlift to improve my bodybuilding. 19:26 Antagonist supersets to save time in the gym. 22:05 Make the most out of your time in the gym by using enough intensity. Email me or DM me on Instagram! Make sure you're signed up for my newsletter and go here if you're interested in working with me as a coach.
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In this episode, we break down a wild week of College Basketball which saw unranked losses, headlined by Villanova and Houston. Plus we talk about big road wins by Baylor and Ohio State.
Kevin Na gets 5th PGA TOUR win (1:00 - 12:30). Tough to win on the PGA TOUR? (12:40 - 23:01) Favorite story from the weekend (23:10 - 30:15). Follow Hank on Twitter @HankHaney, Minnesota Tim @TimParochka and Steve Johnson @GreatPredictor1. Check out HaneyUniversity.com for free daily golf tips and voodoopainrelief.com for a free two week supply of VooDoo Pain Relief Cream. Learn more about your ad-choices at https://www.iheartpodcastnetwork.com
On this episode of the Bench Bros Sports Podcast, Anthony, Brandon, and Wes discuss their impressions of SUPER Wild Card Weekend including the Bills and Browns getting their first postseason victories in over 25 years, the Ravens getting revenge on the Titans, and the Rams shocking the Seahawks. Also, they give their thoughts on the developing story of Deshaun Watson's frustrations towards the Houston Texans franchise and what is his future entering the offseason. Plus, DeVonta Smith wins the Heisman Trophy, the NHL season is days away, the latest news around the NBA, and more! Available on Apple Podcasts, Spotify, and media services alike.
When COVID-19 hit, PFL was forced to shift its approach to marketing. Here's how the changes they made were a big marketing win. This week on The Inbound Success Podcast, PFL Chief Evangelist Marne Reed explains how the company shifted its approach to marketing in response to the COVId-19 pandemic and why the changes they made have fueled impressive growth during this challenging time. PFL has productized its solution for programmatic direct mail and now any company can use its software to integrate direct and dimensional mail into its overall marketing strategy. In this episode, Marne talks about many of the use cases for programmatic direct mail, from account-based marketing to event promotions. Check out the full episode, or read the transcript below, for details. Resources from this episode: Visit the PFL website Follow Marne on LinkedIn Contact Marne by email at email@example.com Transcript Kathleen (00:01): Welcome back to the inbound success podcast. I'm your host, Kathleen Booth. And this week, my guest is Marne Reed, who is the chief evangelist at PFL welcome to the podcast Marne. Marne (00:27): Thank you, Kathleen. I'm excited to be here today. Kathleen (00:30): Yeah, I have to confess. I'm so interested in interviewing you because you have one of the most interesting career paths of anybody I've ever spoken to. You're a currently chief evangelist at PFL, but in your 18 year history with the company, which also we are going to talk about. Cause that's amazing. You have held leadership roles in HR, accounting software slash product. I mean you name it, you've done it. I think it's just so interesting. I don't think I've ever met anybody. Who's done software and accounting and HR before, but you're my hero. I think. So maybe start out by having you talk a little bit about your background and who you are and how you came to be doing what you are today, as well as what PFL does. Marne (01:20): Yeah, absolutely. There's times that I feel a little insecure about my background. When you look at my resume, I think could Lord, if I ever needed to find another job, what in the world would I actually apply for? Because it has been all over the place. I actually started my career in human resources. And so starting off as a recruiter for a couple of different companies and then moved over here to PFL. I love working with people. I think if they ended the day, it's kind of what drives me. It's what motivates me is, is trying to understand people and their stories and what makes them successful. My other thing that I absolutely am driven by is just helping my employees be successful in their roles. And so that's kind of where it's driven me into all of these different departments that I've run and I love building machines. Marne (02:09): And so, you know, when I started off in human resources, it's like, I'm a very competitive person. So I love making something that's going to be sustainable and that will grow. And at the end of the day, I also need stimulation. And so oftentimes I would go into my CEO and say, okay, you know, I've got this department humming, I need a new challenge. And I can remember the day that I walked into his office and I said, I'm looking for a new challenge. And I was thinking maybe like adding training and development potentially to my resume. And he said, how about you go run the software development team Kathleen (02:44): Because that's a natural, right? No, I don't think so. Marne (02:49): Oh no, no, that's not good. I don't know anything about it. He goes, no, you're going to go run the software developers. And it was a four year stint that I wouldn't at all, but it also helps me open my eyes to the level of technical detail that is required to run developers. And there were so many times where they'd say, Hey, Marne, you know, Hey, look at this code. You know, I want you to take a look at the software architecture of this code. And I thought, Oh Lord, this is not good. And love the people I loved helping them grow in their careers, but it was definitely, it stretched, stretched me to the point where I said, this is not the, the direction I want to take my, my career. And at that point, Andrew just said, we'll find your replacement. Marne (03:35): And so I hired very gratefully my CTO now Casey Bartz who actually came over from Oracle is now running our software developer team. And I'm just, I like every day I just check in with him. How do you feel about your job? Is there anything I can do to help you remove your barriers? Because if he left, I would be crying crying many times, but after, you know, it was kind of a leap of faith for me because I thought, well, what am I going to do if I do hire my replacement? And Andrew just said, we'll figure something out. And at that time is when we actually started creating our new category, which is called tactile marketing automation. Historically all of our software development had been very internally focused to help with efficiencies and scale. We had come across this opportunity in our own marketing, where we were really struggling with getting our marketing dollars to be effective. Marne (04:27): And we were trying to figure out how do we leverage all of our marketing channels using, you know, all of the data that we have acquired. And we have collected and have it be kind of a seamless flow. And so that's where we came up with this category of tactile marketing, where it was making sure that both your digital marketing channels and your offline channels, like your direct mail are actually working in harmony with each other. And that's the birth of that category that we created. And so at that point, Andrew said, well, we need someone to really help evangelize this because it's so different. It's not something that is out there currently. And that's where the chief evangelist role came in. And then there was other departments that kind of fell underneath me across different points of time. Marne (05:16): And it was just something that I love leading teams. And, and so, you know, as an opportunity would present itself, Andrew would just kind of drop that department in underneath me. And I think the beauty of it is it has opened my eyes to so many different facets of the business, you know? So when I'm having conversations with our customers or our partners out there, I'm able to speak to so many different views of what's going on in someone's business. And it's been like a crash course of just learning every component of a business. So it's been fun. Kathleen (05:52): I was just going to say, I, it listening to you talk about it. It really does make clear why having somebody who's had their hand in so many different facets of the business is perfect for a role like the one you're in now, because you really can kind of cover it from every angle. The other thing that resonated with me is it sounds like Andrew is just a great CEO to work for. Marne (06:13): The challenges you, I tell you that he's, he's been I've learned more at my time at PFL than any college or any other role that I've ever been in, just because it's he definitely, he pushes you. He pushes you to learn and, and really be excellent in everything that you do. So it's sometimes exhausting, Kathleen (06:35): But it must be good because you've been there for 18 years and it's so rare these days to find somebody who stays in one company for that long. And so I think it really speaks to the place that that has been built up there Marne (06:48): It is. It's I absolutely believe in what we're doing. And I think, you know, what keeps all of our employees just, you know, moving forward is just watching what our customers are doing, watching what our partners are doing, seeing the success that we're helping them generate is a huge motivator for us. I think that makes, you know, any long days or obstacles that you come across in your role worth it is when you see customers that are just knocking it out of the ballpark. So it's, it's pretty motivating. Kathleen (07:17): That's awesome. Well, one of the reasons I was really looking forward to speaking with you is that, and, and we didn't talk about this when we first spoke, but I owned an agency for 11 years. I sold it in 2017 and part of that business we had, we were digital agency, but we also sold promotional products. And, and we did some what we called at the time dimensional mailing and it was very manual, you know, we would, if we needed it. And it was the thing that kind of bridged the gap between the two sides of our business. So if we had a digital campaign on the one hand and we wanted to engage some of the leads that a client had gotten, we would put together really great custom boxes with promotional products, with messaging that tied in with the product and, you know, create a box with a custom wrap on it and send it out with a die cut, kind of foam insert for things to sit in. Kathleen (08:09): And it was really cool and, and they always got amazing results. And in fact, some some of our best case studies came out of doing that because the response rates were so high to people receiving like packages in the mail as opposed to flat mail. And for that reason, I I'm so intrigued by the way, it's evolved since I got out of the game. And, and I love hearing you talk about tactile marketing automation and that now it has become this more automated process. So let's just start by having you explain what tactile marketing automation is. Marne (08:42): Absolutely. And you described it really well which is, it's just the ability to have direct mail, be a channel, just like all of your other digital channels within your marketing campaigns. I remember when we first started this category, I would walk into, you know, one of our partners is Marqueto now owned by Adobe. And they, I walked into their marketing department and what I saw was just, it, it just made you want to cry a little bit, because what you saw was these brilliant marketers opening up a closet, pulling out swag, and then actually doing all of the packaging and the shipping of those items versus what they should be doing, which is marketing. And so the ability to have a direct mail piece just as an action step within your campaign makes all of that go away so that marketers can focus on being marketers. Marne (09:35): And so very simply it's apps that we have created in many of them, different marketing automation platforms, where as you're building out your campaign flow, you can drag and drop an action to send a direct mail piece. And it makes the communication just seamless out to your prospects because you're sending an email you're sending in any kind of digital outreach. And if they're not engaging, maybe that's the time to send them a direct mail piece and it's all automated, and it's all leveraging the beautiful data that you're collecting within your marketing automation platform to influence what the messaging is, the personalization of that. And then even down to the imagery that you're having, so that you're really connecting with that end prospect with that physical piece, because you're right, it's, it's something that creates a lot of engagement, but it's also going to be the most expensive piece of your marketing campaign. So you want to make sure that it's going to knock it out of the ballpark and actually get the response rates that you're looking for. Kathleen (10:28): I just, I have to laugh when I hear you talk about marketers packing things up, because true, true story, true story around the holidays, we did a lot of holiday gifting for our clients, and this was my, this is when my company was pretty small. And just about every Christmas, there would be at least one, if not, you know, four or five nights leading up to Christmas where we would have boxes piled to the ceiling in our house and our dining room table covered in cardboard, where we would turn it into essentially a fulfillment center. And, you know, we would have like boxes of crinkle and, and, you know, packing tape and all of it, like, and that's what we did because we were a small business and it had to get done and we would stand around and my husband and I would be cursing at each other over a bottle of wine. Like, why do we do this every year? Marne (11:21): Yeah. So now, I mean, the, the, the application that we've built, it's very simple, you know, you're just creating a audience list within your marketing automation platform. So these are all your top tier accounts that you want to send out your holiday gifts to, and then you just trigger this end. All of those orders come into our fulfillment center. So we are the ones that are doing the work. Marne (11:45): There's glitter everywhere. And like you said, crinkle, but yeah, so we're taking that burden off of marketers laps in order to automate that and really make it, you know, make it seamless and make it flow. And then the, I think the other cool part about it is it really gives you some great metrics and analytics on what's performing, and what's not performing in the past. If you did a direct mail campaign, like a batch and blast, you really don't know if it's successful or not, because it's really hard to track it. Where if you actually have it integrated into your marketing automation campaigns, then you have the ability to actually see what's creating a lift and what's not creating a lift. Kathleen (12:19): Yeah. Now the key word, I think in what you've been talking about is automation and the ability to just like drag it into your workflows and hit, you know, hit a button and off it goes. So you mentioned that you have a partnership with Marqueto. Are there any other marketing automation platforms that you integrate with? Marne (12:36): Yes. so right now we are partnered up with Salesforce CRM Salesforce marketing cloud and then Marqueto, and then Oracle Eloqua or the marketing automation platforms that we are integrated with. Kathleen (12:50): That's great. And so if somebody is not using one of those platforms, can they still like take advantage of this as a standalone product? Does it have its own interface or app? Marne (13:02): We do. So there's a couple of different ways that we're helping serve our customers. You know, I would say the vast majority of our customers at least have Salesforce CRM and say, you can trigger campaigns within the Salesforce CRM, but you also have the sales enablement component where you can enable your Salesforce to actually easily trigger this end of a one-off package. But we have many customers who are not using our technology and they're just using us as the print and fulfillment center. And so we certainly have many customers like LinkedIn and Oracle who are not leveraging the technology, but we're still being able to, you know, able to do those campaigns for them. I would say we also have some standalone solutions that people can use. You know, I always encourage people to use all of the data that they currently have. And so if you're using a standalone, you're not really leveraging all of the really great data that you're collecting. Kathleen (13:49): Yeah, absolutely. Now what, talk me through just a few of the use cases for this. So how do you see marketers or sales teams using this kind of triggered automation of direct mail? Marne (14:03): Well, right now it's super critical. I, I don't know if last time we talked, if I had mentioned that I had read a recent report and actually they just published a new one where the numbers are even worse. So HubSpot pushed out a report recently that said since the pandemic has hit the sales and marketing emails have actually increased the original report, which was back in June by 67% off of the baseline, which the baseline, you know, it was already horrific. And I think it jumped up to like 123% was their most recent one. And so what marketers are doing right now is they're just activating more email campaigns, just like, man, I'm not getting the numbers I want. So I'm just going to keep pushing this activation button. And I'm just going to hit Kathleen up with more emails to see if I might be able to get her attention. Marne (14:47): And so, you know, I think marketers need to put, pause on what they're doing and really look at what's going to drive the engagement that they're looking for for their prospects. And so all of our customers are looking at it from every stage of the funnel and saying, okay, where do I need people to engage? And how do I get that engagement with them? I would say one of the use cases that really resonates with a lot of marketers is like an ABM strategy. And I know you recently interviewed Peter from Demandbase. Demandbase is one of our awesome customers and partners and they just, they've got it down. They are so good at understanding how do they engage with their audience in a way that is really going to help them drive their success metrics. And so taking a look at an APM approach, understanding who is your target accounts that you're going after, what are their personas within those target accounts? Marne (15:37): And then making sure that you're sending a relevant message to those personas. And so if I'm talking to make maybe a marketing ops person, I might be focusing a little bit more on how do we help make their job easier. Versus if I'm talking at the C level, I might be speaking a little bit more to, how do I actually help you hit your revenue targets? And so being able to really understand who it is that you're marketing to, and then sending a piece to them that is going to resonate with them. And, you know, we always talk about, it's not about the church and the box. Everyone loves to get something that's branded. I get it. I think it's great too. You need to make sure that all of the messaging that you're putting within that package is actually helping provide some type of value to the individual that you're marketing to because you know, our customers are not going to get bribed into spending $60,000 on a software just because you said yes, exactly. In fact, I had a situation happen before, you know, when we were actually in the office where someone sent me this awesome Yeti mug absolutely loved it. It was not branded, there was no messaging around it. And it was just a wasted, it was a wasted expense on that person's part because they didn't hit, they didn't hit me up with any problem that I might be currently experiencing in order for me to want to have a conversation with them. So I think that messaging is super critical to really get that nailed down. Kathleen (17:00): Yeah. And I love what you said earlier about needing to build off of data. Because when I think about this approach, it's, it's different than direct flat mail for a variety of reasons. One of which is that it is more expensive, right? If to me, if you're going to take this approach, you should invest in like really quality stuff to put in the box, like the cha-cha and the box, as you said you know, not just that the box itself, like there's, it's an investment that you're making. And the, the, there is somewhat of a correlation between putting, putting in a good amount of spend and getting a nice result. And, and so to me, like, there's that aspect of, of being picky and choosy about who you're going to send this to, because you know that this is your opportunity to the scales. Kathleen (17:50): And because you're sending it to fewer people, you can invest more and really like knock their socks off with what you send, not just as you say, because you're sending a really cool product, but I've always found like the most effective campaigns to be the ones where there's a really strong tie in between the messaging and the actual items. So I'll share a cute story about one that did really well for us. My, and my husband, who at the time was my business partner, was the person who did all the creative behind the, so I give him full credit. And we were, we were working with one of the largest valet parking companies in the country, and they were trying to get meetings with the the, I guess it would be like the general managers of top, top hotels, like the four seasons, think of it, very hard person to get in front of. Kathleen (18:39): And so we did a, it was like a four-part mailing to the, the small list of people. And one of them was where it was the kind of step in the campaign where we were sharing a social proof. And the thing that we sent was a, it was a plastic pitcher, like a drink, a drink where pitcher with the client's logo on it, or the, yeah, the client's logo and packets of Kool-Aid mix, which seems really cheap. But the messaging was, you know, here are all of our other clients that are already drinking the Kool-Aid for this company. And then it listed like all their success stories and the testimonials and this and that. And it was just clever. And we got such a great response to it, you know? And there were three other steps in the campaign, but I guess that's just an example of what I mean by like, it's, it's quality products, it's tying the messaging in, as you say, it's adding value and having something there to say, that's going to convince people. And to me, that all comes back to, like you said, that, that point of the data and knowing your audience really well and getting the right thing to the right person, which I guess is marketing one Oh one, but it's amazing how often people don't do it. Marne (19:47): It is. It's true. I think people get really caught up in the, you know, I've got a task list that I need to check off, and sometimes you forget to actually look at it from the perspective of, is this actually going to drive the results that I'm looking at? And you know, most recently we did a, we partnered with demand gen report. They had their B2B SMX event recently, and we had such a blast partnering with them because one of the challenges that I think a lot of people are facing right now is because everything has gone virtual, we're all competing for that same slot, you know, that our webinar or that, that virtual event now. And so how do we actually engage with the people who have registered, but they're, you know, frankly, a lot of our customers, and we've even seen it a little bit ourselves where, you know, you have a lot of registrants, actually a higher number of registered, but you have a lower number of attendees because people will register for more things, but they find they get distracted in their day. Marne (20:41): They're getting overwhelmed with their emails. And so, or they might think, well, I'll just catch the on-demand version. And so one of the things that we did with demand gen report is we actually created a kit to send out prior to the event. And it was really about, it was kind of like a booth in the box or event in the box. And it helped create that engagement of having people actually attend the event. Because one of the things that we did is we put in there and, and like you said, sometimes it can be a little cheesy, but it's fun. So it was a it was a coloring book. They actually had the agenda on there, but it also had notes section. So if you're a doodler, you know, you can be attending these sessions and doodle and then take a couple of notes on there. But in addition to that, we actually had almost like a treasure hunt form for them where they could attend these different sessions, find out what the key word is. And if they collected enough of these key words in the different sessions and attending some of the sponsors virtual booths they got nominated into win prizes. And so again, just kind of thinking of ways of how do you keep these, everybody who's virtual now, how do you keep them engaged during the event itself? Kathleen (21:51): Well, fun fact, I got one of those. Did you need? Yeah, I got one of those boxes and it was great. And I remember because I have been in the business, I was opening it in my kitchen and my husband was there and I was like, I need to take a picture of this before we take it apart. Cause I love saving examples of really great mailings like that. And I did, I think it was really nice. You guys did a great job on Marne (22:11): That. Thank you. It was fun. It was great. Kathleen (22:13): So when you, I mean, you've obviously as a company, you drink your own champagne, you know, you do that sort of mailing all the time, but when you and I were talking, I thought it was interesting to hear how you needed to really pivot a little bit when COVID hit. Can you talk about that? Marne (22:31): Absolutely. Yeah. We and I, I haven't talked to a single marketer that didn't have the same, like, Oh my gosh, everything just fell apart. Everything that I had planned this year is gone. You know, even our marketing team, we, we made t-shirts for our team members that had the list of all of the different in-person events that we were going to sponsor that year and, you know, March hit. And it was like, Holy crap. Now what? And even for us, it's like, you know, I think it was middle of March, everybody just scattered from the office and took their computers and went home. And the shock for us is if you think about it, where do I send a direct mail piece to at this point in time, I used to know that you were in your office, but now I don't know where you are. Marne (23:18): And so we had about a two week period where it was just stop all of our direct mail campaigns. You know, we took out that step within our campaigns and we just froze basically. And one of the things that we found is, is, you know, our, all of our numbers just like went right in the toilet. Our email response rate dropped to a 9.7%. Our meeting booked rate went to a 0.9%. I mean, that's not sustainable for any business. And after a few weeks it was like, you know, we have to take a leap of faith and just, and just assume that we can make this work. And so one of the things that we did and eventually we productize this for our customers is we would actually put in our BDR outbound sequences, Hey, you know, this is what's going on. Marne (24:07): And I know early on everybody mentioned the pandemic in coven. We kind of stripped that out because I think people were getting fatigued of hearing that. But we said, Hey, Kathleen, we'd love to still engage with you. It looks like you've been checking out some of these pieces of content. We'd love to send some more information to you. Is this your preferred mailing address? And so we would actually, I mean, to be able to get people's residential addresses, it's actually very easy. And so we would proactively say, is this a, is this an acceptable address for us to send you some information? After we did that, our email response rates actually jumped up to, it was a 21% reply rate on our emails. And then we had a over 10% meeting book tray. So, I mean, that's a pretty big leap up and for the people that actually confirmed their addresses, it jumped to a 22% meeting book trade. Marne (24:57): And so it just showed that in the early phases, I think people were a little like uncertain. Do I really want to mix my personal life and my business life at this point in time though, Kathleen people like this is this personal life is your business is, you know, my, I have a desk in my bedroom. And so it's one of those things that at a certain point in my day, it's like, okay, this is office Marni and I was not bedroom Marne. And so you just keep going with it. And so it's something that we have actually launched a new product called preferred address capture, where we can help our customers actually collect those addresses. And I think, you know, you're, you're smart about the language that you use on the landing page that you're collecting the address, which is what is your preferred address versus what's your home address? Marne (25:43): I think makes people feel comfortable. And then the other thing that we have coached our customers too, is, you know, once you've used that address, you can say, we'll only use this once and then we won't store it. And so we actually run scripts in our own CRM system that we'll delete that address out once we have collected it and used it that one time. So this is kind of business as usual at this point in time, you know, our customers are seeing great response rates with it. They can continue to engage and, and really like I said, hit those metrics that they're, they need to hit because our goals haven't changed. You know, everything else has changed in the world, but we still have our business goals that we have to hit. Kathleen (26:20): So you're you say you have a product to help companies capture these addresses? What exactly does it do? Marne (26:25): It's? so there's a couple ways that we coach our customers to do this one is they can create a simple web form within their campaign that will actually collect that address. And the other way is as if our customers do not feel comfortable actually collecting that address, then we actually are the one who are hosting the web forms so that they can still put it into their campaign or their outbound sequences. We collect the address, it comes into PFL secure database, and we are the ones who are actually running a script to delete that once we have done the mailing. Kathleen (26:55): Got it. Okay. So, so you made the shift and it really had some great results for you. How do you see your clients taking a new approach in response to COVID? Has it, is it just about asking for addresses in a different way or the types of use cases evolving as well? Marne (27:17): I think I don't know that the use cases are evolving too much other than the fact of, like I said, you're no longer doing in-person events and say you don't have a booth with a bunch of chops sitting there. A lot of our customers have repurposed what they were going to be using at their in-person events to actually package those up and put those out in their sequences. I think the booth in the box that I had mentioned earlier is a key component for people. You have to figure out how to keep your audience engaged in your virtual events. Demandbase, I know, like I said, you interviewed them earlier, they're just, they've done this virtual wine tasting that we are actually the ones who are fulfilling all of those bottles of wine and the branded glasses and stuff. Marne (27:59): You know, I think it gives people an opportunity to just be a little bit more empathetic in your marketing and realize that people are tired, you know, and how do you still have the engagement that you're looking for, but also have that empathetic approach where it's like, let's just take a breather and have a glass of wine together. Some of the things that we're seeing our customers do is they're, they're segmenting their office audience a little bit to be smaller and more hyper-targeted and a little bit more of a VIP experience versus I'm going to reach out to 3000 people in this campaign and see if I can engage with them. So even at PFL, we're doing the same thing. We've been hosting a CMO book club where it's, let's learn from each other. So a little bit more round table sessions, VIP experiences. I think we'll see a shift to customers. And PFL in addition to that, doing more workshops where it's, hands-on smaller audiences again. But it's not just listening to, you know, listening to a webinar. I think that's people are getting a little worn out from that. Kathleen (29:00): So if somebody came to you and said that they were interested in doing something like this, whether it's a booth in a box or, you know, a targeted mailer to a segment of their database talk me through how you all kind of guide and advise your customers on putting together a phenomenal experience in a box, because that's really what it is. It's not just, we're sticking a mug in a box and shipping it off. It's truly like a, a curated experience. So how do you approach that? Marne (29:34): I think the first step that we take with our customers is just understanding what are the metrics that they're trying to shift, because that can really influence even the piece that you're sending. So if you're sitting at the top of the funnel, you're not going to be sending the 60 to $80 package to an individual, but you can still send really engaging, like you said, flat mailers, but they still, we do these things called infinity folds or even a reveal where it's still something that someone would engage with, but it's got a really nice amount of real estate on there to be able to put information that your prospect can read. But again, first step for us is to just understanding what are your KPIs and then how do we actually create something that's going to give you the return on the investment of the spend. And so at that point, once we have identified where in the funnel are you trying to influence what is a good ROI look like for you? And then at that point we engage, we have a, an entire consulting team that works with our customers to understand what are the different physical pieces that we can actually create for you. That's going to be on brand on message. And cost-effective, and get the return that you're looking for. Kathleen (30:42): And does your team also work with clients on, on designing, like wraps for boxes and, and 'cause the thing that I always find sort of challenging is, you know, I can pick out great products. I can even create messaging that ties in with that product, but it's the whole, like putting it together. And how does it fit within the box in a way that looks really great. And how do you incorporate flat pieces within the box and the packing materials and the wrap and like just that whole branded coming together, I think is the tricky part where I, I would think that a team like yours that has done it a lot, it would be super helpful. Marne (31:20): Absolutely. And so we have an entire product team. That's exactly what they do. We have both software products, but we also have, you know, the physical products that we need to look at for our customers. And so, you know, you had mentioned earlier the die cut foam insert that has the tray where, you know, you have the mug sitting in there and it's not going to move around. You know, we, we have done some of the most interesting R and D with just on her own where we wanted to figure out are these things gonna ship in a way that they're not going to get banged up? You know? So if you're spending a lot of money on a Yeti mug, you don't want it to get scuffed because it's not really from in the package. And so we have, in my opinion, some of the most brilliant people on our team that they're just, they're kind of like print geeks and print and packaging geeks, where they will actually sit there and do we'll ship packages to our other team members, just to see what it looks like on the other end. So we have fun with that. That's something that we have a great deal of experience with. So yes, we do a lot of consulting on that one. Kathleen (32:19): I'm just picturing in my head, like you guys have a team of people in some room somewhere where they're packing things up in boxes and then throwing the box at the wall or dropping it off of the way for like, you know, when you had to do the, keep your egg alive in school, that is sort of what I'm imagining. Marne (32:35): It's. I would say it's pretty darn close if, and you know, we're human, we've our own failures one year. This is, this was when we first started. So keep that in mind, we've gotten better, but we decided to send a holiday package to our customers and partners, and it was Montana honey with a little honey jar and, you know, it had messaging around it. And there was a couple instances where unfortunately, the honey did not make it intact. And so you would end up with a package that was stuck to someone's desk because, Oh, no Kathleen (33:07): Tarred and feathered or something, Marne (33:09): The point where we're like, okay, we need to really get good at this because we can't have our customers go through the same thing that we just went through where it's like, kind of embarrassed. Where are you going to go? Kathleen (33:19): Yeah. Now, I don't know if you can share this, but are there any particular examples of things that you've seen that either PFL has sent out or that some of your customers have sent out that you thought are really cool and then have gotten a great response? Marne (33:34): Oh, wow. There is so many Kathleen (33:37): Other than the honey, of course the honey, Marne (33:40): It was a fail on our part, but we learned from it. Salesforce does a really great job. They're a customer of ours and actually there's so many, I can't even, I don't even know if I could pick one out. One of the things I love about what Salesforce is doing is they're really into educating their customers and their prospects. And so, you know, it's educating, but it's also like they create evangelists out of their own ecosystem, you know? So they have a thing called trailblazers where they're really encouraging their audience to engage with their learning center, where they can take and get badges and certificates, but then they also send them, you know, like the Salesforce branded hoodie, but then they also send like badges of things that they like, the sort of certifications in the badges that they have gotten. And it's like, people just are a walking advertisement for them. But then their industry, like industry specific newspapers or not newspapers, but industry specific catalogs that they have are really great because it really resonates again with their audience. So Demandbase always does such a great job. Kathleen (34:51): Do you all, now, you said you work with Salesforce, do you know offhand? They have a book. And, and a few years ago we got a mailing with their book and it had a belly band around it and had a bookmark in it was that you guys that did that, I'm pretty sure that was us. Yeah, it was so good. I took pictures of that too. Marne (35:10): And it's simple, you know, it's, it's simple stuff like the belly band that you've talked about. That's just such a great way to make someone feel special because you're having to slide it off. Like again, that engagement factory unwrapping a present. It is, it is. Yeah. And one loves opening packages. I mean, I buy stuff from Amazon all the time and I know I've bought it and then it shows Kathleen (35:31): You're like myself. Marne (35:33): I know. So it just, I think it goes just to show that really, you know, it does make you feel special to open something and if something's even in an envelope but I've gotten mail to my house, I still open it and look at it and it really creates kind of a, a good brand experience. Kathleen (35:50): Yeah, that's so true. So last question, and then we'll shift gears for a minute which is really, if somebody is listening and they're like, this sounds great. I want to incorporate this into my marketing. Are there volumes below? Which it doesn't make sense? Like if somebody, if someone's going to come to you and say, I want to work with PFL, what's the minimum quantity of things that they would be sending out. Marne (36:14): Yeah. I, and I do think there's a minimum. I don't really have a specific number in mind, but if someone says, I want to enable my sales team and we're probably going to send, you know, five to 10 pieces a month, I would say it doesn't make sense to, to purchase a software at that point. You know, you want it to be something that's really going to be ingrained both in your marketing and your sales culture where you will be sending out, you know, at least, you know, maybe a couple of hundred pieces a month. It would be some of the threshold I'd look at, but again, like Salesforce sent out, they sent out four packages and these packages were $800 packages to these very strategic C-level people in one organization in order to get a really big like brand boom. But in that case, that was just kind of like a one off scent that they did versus something that's really systematic within their marketing campaigns. And so that would be a couple of things that we had talked to our customers about is again, what's how do we develop that ROI? And if we can develop the ROI by doing, you know, 20 cents a month, that's great. But more than likely, you're probably looking, we have customers they're sending like hundreds and thousands of pieces a year. Oh yeah. Kathleen (37:28): That's so fascinating. I mean, I think it would be just so much fun to be a fly on the wall in your production room, just watching all this stuff get put together. But that's the nerd in me from my former fulfillment days. Marne (37:39): It's good. Well, and we even have, so one of our, our companies that we're working with is a very large medical supply organization. And we do all of their supply, their medical supply fulfillment. And so a great example, and this is the first division that we worked with. And so here's one that we'll kind of make your eyes pop a little bit. So they have a very large incontinence program. And so, you know, their objective for a medical supply company is it's, whoever gets a sample out to an individual or to a medical facility first they've done studies that have shown that they're going to be the one that the, the company selects. And so with their incontinence program, we have roughly about 7,000 square feet of adult diapers in our facility that we have shrink, wrapped into a two pack with a little note card that says, you know, dear Marne, this is the you've gone and selected the, you know, the size and the here's the PR you know, the, the perks of the product and stuff like that. So, I mean, just the, the use cases as you had mentioned were they're all over the place. It's really interesting. Kathleen (38:45): That's so fascinating. Well, I would love to dig into that more because I'm sure there's literally thousands of those great stories sitting in your facility somewhere. But we're going to run out of time. So I want to change over and ask you the two questions. I always ask all my guests. The first one is we always talk a lot about inbound marketing on this podcast because it's the inbound success podcast. So is there a particular company or individual that you think is really nailing it when it comes to inbound marketing these days? Marne (39:16): I'll mention, I'll mention one person that has just actually, there's two people that I'll mentioned, and these are two young ladies that I'm so proud of in their marketing, you know, they're up and comers. I, they have no ceiling ahead of them, which is very exciting. Delaney Coatesville from Demandbase she's phenomenal. She is someone that I absolutely love getting on the phone with and listening to the marketing strategy, the execution that she does, she's just she's. She is like on fire. The other person I would mentioned is Katie Kelly. She actually was formerly with blinking where she was formerly with she's with you, to me right now, and dynamic signals who she was West. She's another one that I just I'm so impressed by these young ladies who just, you never see a boundary, you never see an obstacle. They just, they, they own it. They're super talented. And then I love watching my partners. I mean, Marquetto Oracle, I mean, Oracle had kind of I didn't see them do a huge marketing push, but it seems like, like just in the last year, they've really been more focused on their marketing and their messaging and being more personable. And then Salesforce just always blows it out of the park. Kathleen (40:37): I love that. A couple of examples that everybody's heard of, and a couple of examples that probably a lot of people haven't, so something new to check out there. The second question is digital marketing is always changing so quickly. This year is the greatest example of, you know, just how lightening fast the change can be. How do you personally educate yourself and stay up to date on that whole landscape? Marne (41:00): I think the best way to stay up to bait up-to-date is just listening to our customers. We have, our customers are all marketers. And so, you know, to have all of these at our fingertips to listen what their challenges are and what they're doing to solve those challenges. To me, that's, that's more than reading you know, a website out there that's educating, it's listening to the people who are like feet on the street, the people who are actually to their elbows in it and had hearing what's going on in their world. So we have such amazing customers that are willing to share all of that information with us and share what's working and what's not working. And then we are able to then take that information and educate our other customers and educate ourselves on that. Kathleen (41:51): Great. All right. Well, if somebody is listening and wants some more information about what you've talked about, or they have a question and want to connect with you, what's the best way for them to do that? Marne (42:03): Oh, I would love for them just to reach out on email and just have a conversation. You know, I love to hear where people stuck points are and see if PFL could potentially help unstick those stuck points. You know, it's we can learn so much from each other and I love things I love when we have the opportunity just to be an open book and share information with each other. So certainly happily I'll share my email address and just reach out and have a conversation. Kathleen (42:30): Awesome. All right. What's the email, I'll put it in the show notes. Marne (42:33): Awesome. It's Marne, M a R N firstname.lastname@example.org. Kathleen (42:38): I love it. And of course had to pfl.com. You can learn more about the company and the software, and I'm sure see some examples of things. Cause you guys have so many cool ones. And if you're listening and you enjoyed this episode or you learn something new, I would love it. If you would head to Apple podcasts and leave the podcast a review, that's how other people discover us. And of course, if you know somebody else who's doing amazing inbound marketing work, tweet me at @workmommywork because I would love to make them my next guest. That's it for this week. Thank you so much, Marne. This was a lot of fun. Marne (43:12): Thanks, Kathleen. I definitely enjoyed it today.
In this episode of Quah (Q & A), Sal, Adam & Justin answer Pump Head questions about the effectiveness of powerbuilding, the value a Zercher squat provides that a front squat doesn't, the best program for someone who wants to maximize benefits while losing weight, and when it is advisable to go “off script” for the sake of fun when following a workout program. A wonderful practice of accepting the way things are. (5:12) Why black markets exist in the first place, the COVID impact & MORE! (6:55) Everyone is jumping on the Parler train. (19:57) New segment alert! The 3rd Rail with Sal Di Stefano. (23:04) Adam, the butt of the joke. (24:09) Banana pumpkin protein muffins by Organifi. (29:35) Studies with Sal. (32:34) How Public Goods is crushing amid the pandemic. (38:43) Recycling is NOT what it used to be. (41:02) Mind Pump Recommends, Wayne on Prime Video. (42:57) Soaking in the moments with your kids. (45:03) #Quah question #1 - How effective is power building? (49:24) #Quah question #2 – What value does a Zercher squat provide that a front squat doesn't? I find the pain of the bar, in the crook of my arms for Zercher squat, limits the weight I can lift way before my muscle strength does. So, I wonder if I should front squat instead? (55:49) #Quah question #3 – What program would you recommend for someone who wants to maximize benefits while losing weight? I don't want to lift just to maintain muscle. I want to improve other things at the same time. I'd imagine something like MAPS Performance would be good because it would help maintain muscle while also improving other athletic factors that won't be minimized during weight loss. (1:00:23) #Quah question #4 - When following a program, when it is advisable to go “off script” for the sake of fun? (1:04:23) Related Links/Products Mentioned November Promotion: MAPS Ultimate At-Home Workout Bundle for Only $99.99 Conservatives flock to social network Parler amid misinformation crackdown Bret Weinstein and The Woke Movement – The 3rd Rail with Sal Di Stefano Joe Rogan Experience #1564 - Adam Alter Irresistible: The Rise of Addictive Technology and the Business of Keeping Us Hooked Visit Organifi for the exclusive offer for Mind Pump listeners! **Code “mindpump” at checkout** Having just ONE egg a day increases diabetes risk by 60%, study warns Visit Public Goods for an exclusive offer for Mind Pump listeners! **Receive $15 off your first Public Goods order with NO MINIMUM purchase** Is This the End of Recycling? Watch Wayne | Prime Video Powerbuilding: 4 Ways to Get Big and Strong | T Nation Build Your Legs with the Zercher Squat – Mind Pump TV MAPS Fitness Performance - Mind Pump Media MAPS Strong | MAPS Fitness Products - Mind Pump Media Mind Pump Podcast – YouTube Mind Pump Free Resources People Mentioned Robb Wolf (@robbwolf) Twitter Bret Weinstein (@BretweInstein) Twitter Adam Alter Branch Warren (@thebranchwarren) Instagram Mike O'Hearn the TITAN (@mikeohearn) Instagram