When you start out in business, the one goal you should have is to find out how you are going to go to market and how your unique solution is better than the competition.
What we realized is that although you may be unique in how you go to market, the back-end and the types of clients you serve are the same as others. So, if you know that, why recreate the wheel?
Stop wasting your most valuable asset, time. If you want to learn how to never sit down with an unqualified lead again, check out our three part training framework.
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Aaron [00:00:00] Hey, guys. In this episode, we're gonna be talking about how all service based businesses are the same and why that's a good thing. We're going to go down into what our company did at the very beginning, how we were yes-man, how we didn't have a proven process, and what it looks like now to have a proven process to attract qualified and convert more leads and how you as a service based business can do this as well. Inside of this training are inside of this podcast episode we're also going to give you a link to a free training to go through that where you can actually see the exact process we use with our clients.
Aaron [00:00:32] And you could implement us today so you can save time and money. Hope you enjoy the episode.
[00:00:38] This is the marketing natives providing actionable ways to grow, improve and succeed in your business.
[00:00:46] And now your host Christian and Aaron. Also, resources businesses are the same.
Christian [00:00:56] That doesn't make sense, doesn't really do the first time I read it was like. Does doesn't make sense.
Aaron [00:01:02] Well.
Aaron [00:01:04] I think it doesn't make sense, especially in the very beginning, because we're like unique and we're different. And like nothing, nobody has the same type of marketing agency as us or the same service type business. But really, I think we are the same. What have. I think one thing that's happened, though, is the more people that we've talked to, the more that their businesses are just like ours and it doesn't have to be the same. We have a client who's a financial adviser and his process is pretty much the same thing as us. He's doing a webinar training. We're doing like an online training and he gets leads that way. But his big thing has been do to do like a workshop or to have people who refer him. And he comes in and they fill out a form or they qualify. He qualifies them and then he meets with them and then he provides a service to them.
Christian [00:01:54] So we talk about the fundamental process of service based businesses getting clients. It's the same.
Aaron [00:02:03] Yes, like exactly the same. But everybody I talk to, they think that theirs is completely unique. They have to go and recreate the wheel. The purpose is to, hey, look, everybody did it this way for whatever reason. And we want to you know, and I think one of the things that's on our wall right now is challenge the box. And they were like. Let's let's go against the beaten path. Let's go this direction, which I think is good when you offer something a little bit different. But the process is the exact same. Like, the goal is to to find somebody who likes you, to make sure that it's a good fit for you and for them, and then to turn them into a customer and make them satisfied and hopefully they tell other people as well. So all businesses are all service based businesses are really the same, I guess, when it comes to attracting qualified and converting. Yes. Yeah. Yeah. So and I guess attraction can come from many ways like this. Part of it could be unique for each business. I don't. But so we do. We could do it through social media. We could do it through a podcast. But regardless of how you do it, that process needs it. Like they have to be aware of you. Nobody's going to buy a website from us. If they don't know who we are, they have to be aware of us. And then they're going to give us some information and we're going to say, okay, this is great. We're gonna do a Web site for you or they're going to give us some information. We're gonna say, hey, you're not a good fit for us, but we're going through that exact same process. And I think that something to realize for ourselves is, as we're talking about this, we've done the same thing to we you know, we tried different things where like, oh, well, this isn't what we had no real agency background experience, so we didn't know what to do and certainly. But we're like, okay, well, this is the way we should do it because this is what's worked before for us. We'd never really experienced anything differently. And I don't think our processes necessarily changed in the sense that this is the three ways to get somebody to become a client, like attracting them, qualifying, converting them. That's that's still the same. But the method has methods to do that have gotten better just because there are smarter ways to do it. Like, we don't have to rack our brains around finding new ways to attract people or out argue that the qualifying part wasn't there at the beginning. That's true. We talked to anybody.
Christian [00:04:26] We wanted every who we would say we were yes-man. We said yes to everything. Anything. Yeah. Oh, you need a. Forty page e-commerce Web site. Yes, we can do that. Yes. Oh, you need a landing page that converts at 90 percent. Yes, we can do that. How? I don't know. But we'll figure it. Figure it out. Yeah.
Aaron [00:04:46] Yes. And I think it ended up at. Giving us bad like him. I guess it could help.
Aaron [00:04:55] If you did really well with them, but if you do so many things in different ways and you don't become like an expert, you'll feel good about it. Then you get into that. Like, I never really had that. But I know that. Right. Like, we couldn't have it. But like this self impostor impostor syndrome. And I feel like a lot of business owners, a lot of people are doing things. They get imposter syndrome because they're like, well, I'm not really good at this thing. But it's like, wait, you're comparing yourself to building like a 40 page e-commerce site. And then you're building a Laini page. Like, those are completely different, converting on a landing page in an e-commerce site. They're similar, but they're not the same. So now you're gauging yourself based off of, like, two things that weren't successful. So just assumed that they weren't successful. So now you're saying to yourself, OK, great. Now I'm not a good designer or I'm not a good conversion, you know, creator or something like that when really probably. Are you just not playing in the right game or you're not doing the same thing over and over again. And I think that's what's not the sexy thing to do. Like, why would you do the same thing over and over again? Because it's more fun to, like, play outside of the box and write.
Christian [00:06:01] Or why would you do what Jimmy Joe is doing down the street? And I think what we're saying is that the that those core principles are the same from company to company, from a service based company. That's the company. You know, these things carry over whether we're a marketing agency or whether we're electrical company or plumber or an accountant. Right. These sort of pillars. Right. Follow through. And like you're saying, what you can be unique on is your delivery. Some of the you put here like principles versus tactics. And it's I think those tactics, as you know, some of the things that you can tweak to your advantage and make that unique. But these principles are the same and they vary over every single business.
Aaron [00:06:54] Yeah.
Aaron [00:06:54] And it also makes it look like, for example, like we just started adding, like, our onboarding process, like we're still going to attract qualifying, convert people. Great. But after that, the unique thing that makes us better could be like our onboarding or again, like the like you said, the end product. So everybody goes through the same process, which is which is nice, I guess, and encouraging, too, because you can relate to people and you can say, hey, look, I know what you're going through when you make two hundred fifty thousand dollars a year. These are the problems you're going to run into. And if you're making five hundred thousand dollars a year, here's the other things that are coming around the corner. And that's why people hire business coaches. So like, well, you don't really specialize in my area. And so, like, it doesn't really matter. Here's the here's the things that are going to come up in your business when they get to this position, because the is, like you said, are all the same. So it's like it doesn't matter about the product. It doesn't matter about this. The service is what we're talking about. It's literally like, you know, the price point or the quality of the customer and your process that you go through. So I don't know. I think it's been more Eye-Opening for us to realize that our business is so much like every other business. And that's a good thing because we can learn from all the people who have been doing it for longer than us and who are ahead of us. And we can not make the same mistakes.
Christian [00:08:14] I think we were so focused on. Yeah. Trying to figure out that marketing or agency model.
Christian [00:08:23] To a T..
Christian [00:08:26] Versus what you're saying, which is, yeah, just learning from every single business owner out there.
Aaron [00:08:31] Right.
Aaron [00:08:32] And I whenever we would like doing our training, so there's like to figure out your exact custom avatar so that you can go through this process. And what are the bigger thing? Big things like your struggling avatar or like your customer has this problem, your unique solution. The way that you do things, that's what makes you different. The process is still the same. But like the unique thing that makes you different. That's what helps you bring your customer to the other side. And I think that's what we finally have figured out, is that, like, our process internally is like a leader. Our process is called the lead accelerator. So we have like three steps and we've documented it. And it's not that other people don't do something similar. Maybe it is. We have different nuances, but it's like a written down, standardized way to get people to the same result. So every time you put in a, you know, a dollar, you're gonna get two dollars instead of trying to say, well, what if we put in a dollar twenty five a little bit later? Or what if we put in 50 cents now and 50 cents later? Well, we still get the same results. Like, No. Like let's just do the same thing over and over and over again, which is that unsexy work or the, you know, the boring part of business, but boring. What I'm realizing anyway, is that boring is what grows businesses. It's those little. My new shit things. The the nuances are the the same thing over and over again that's really like working that that muscle to make it successful. All right. So anyway, like, I want to walk through our leads accelerator process and explain and maybe you'll help somebody else out as well, which is the first step that we have is figuring out exactly who your customer is. And we created a sound that we call the Content Messaging Foundation. It's like just questions spoot very, very specific questions to find out who our customer is, not only their demographics, but psychographics and really detail and dove into like, what are the customers caring about? Because we don't we can't run ads to people we don't know who are running ads to. And I think that we've been a victim of that before or we've made ourselves victims of that is where we just ran an ad like it's going to this group of people, but it's not really speaking to them directly and it doesn't speak to them. And that's what's great about social media, at least specifically for what we do using like Facebook, Instagram, YouTube, is that you can get so targeted on who you're going to. So that's the first thing we figure out, the avatar, their customers and we figure out their numbers, what are their goals, what's going to happen if we hit these goals? What happens if we don't? How we're gonna do that? And then that second step is more, I guess, the fun part of things. And this is where everybody should set up something like this, which is, okay, let's create the content. That's good. But you have to have really good content that speaks to your audience, which is part of that first step. But then the second part is to automate this. So how can you run an ad that continuously runs to the right people all the time? And then how do you get them to take the next step to where they apply, which we now have a really nice way to have people apply for our lead accelerator program. It's like, let's qualify these people. And as they're taking the quiz or the form, I guess that they're filling out, they qualified themselves anyway. They're like, oh, this is it for me. I found out this isn't what's going on. And then we also get the information now and we don't sit down with everybody. We start doing like what you said, the yes man mentality. And then lastly, the tracking results, which we are getting better at. I think we have our own KPI in the company now, which you were four years old, almost five years old, and we had. I won't say we didn't check every number. We I mean, we tracked financial numbers, but we didn't track the other things like followers on social. Like Instagram followers, YouTube subscribers, email list, website traffic. Like we I think we had a general idea, but we didn't really have, like, track. It is tediously as we should have. But that's that third pillar is do to track results, to make decisions that you can't and company. So that's the process that we created. And like I say to somebody else, probably has something similar. It's unique to us and what we offer. But those principles are the same. Probably do. Those principles are probably the same. Yeah. They just may do it, like for a different order or. I don't know. Yeah, exactly. So it's like that's why it's so I guess we're in a unique position to help other service based businesses because we've done it and now we've helped other clients. It's like it's the same thing. So now we you can adapt these steps for yourself, which is really good. And I'm looking at I said it now. It's like it's been four years. So I guess the consequences of of not implementing this now will trial and error.
Christian [00:13:27] I mean, we did an episode on failure. So, yes. When was that like last year.
Aaron [00:13:33] But the feeling now. Like a month ago.
Aaron [00:13:37] Really? Yeah. Didn't work. Well, I was in love. I think so. OK. Those.
Aaron [00:13:43] I didn't think last year I was thinking like a couple months ago, but we're in the midst of Carone right now. So my timeline is it's we're in June of 20/20 recording this. But, you know, last week to me was March. So it's time is flying ridiculously fast. Mm hmm. But, yeah, that's a good that's definitely a good podcast. Go look at, I guess, and talk about. I was thinking more selves like I guess I was thinking about the recap of the end of the year for last year and we talked about successes and failures there. So I thought you were mentioning that. But I do remember that podcast, but I still thought that was like a month or two ago.
Christian [00:14:19] Yeah, yeah.
Aaron [00:14:21] Okay. Well, either way, yes. But so I think that I mean. And that's good. That's a good podcast, too, just because you learn a lot more from the failures. I think that's the premise of what we talking about is like failing more. Makes you more successful than to success does. So you should definitely go check out that episode. If you're wondering, like, hey, I keep failing. Things. Why is this actually a good thing? It's probably a good lesson for you. But Marzo, I think that if you continue to fall into the trap that you're like a unique business and that you have to carve your own path and you keep going upstream or you keep trying to go down a direction that somebody else has not gone, then it's going to be harder for you, but more so it could potentially hurt your business if it's slowed down the growth. It could limit you on the amount of time that you have and resources, because if you're spinning your wheels like what we did in the very beginning, I mean, we were working. I don't even know how many hour days, really, because, like, your brain doesn't really turn off to the business. So 14, 15 hour days. And you can't sustain that for forever. And so eventually you either you quit or you find a solution. So it's like, why waste valuable time in years doing that when you know that there's a solution right in front of you? So I think it's maybe it's a pride issue or a pride thing. I don't know if it was a pride thing for us or not.
Christian [00:15:45] Now, I feel like we had this mentality of carving our own path and doing things.
Christian [00:15:51] You know, this unique way in life. You know, the fact that we didn't have background of real marketing agency or anything like that and we had this. Yeah, this just vision of we do things differently. Right. We're brand new and we're not like the other guys. Right. We practice what we preach. And like I mean, some of those things. Yeah, they're they're true and I think has helped us into what we are today. But I think, like you're saying, it's like what we've realized is that. Every business is going to be the same. Right. These things have to happen from. From business to business. And I think I mean, I think I can go back to that failure. So because. We are in this point today because of those failures. Right. And having that mentality of like, yes, like we're special and we do things differently and all this stuff when a reality like we just needed to get organized and when we got organized and who figured out, like, well, we have these three steps and then we look around, it's like, oh, wait. Everyone's doing all these three steps, right. Yeah. They might have like a three point A or maybe four steps or whatever. But there's four, three fundamental things. Every business has to do.
Aaron [00:17:09] Right. It's that it's that focused mentality, too. I think we were scattered for a while. And I think we're still figuring that out. I'm not saying that like you're right and we're wrong or we're wrong and you're right kind of thing or anything like that. I'm not saying that it's more of a it's a learning process to realize that we should just be focusing, which is kind of ironic because we're talking about it now, which is figuring out the profitability for services. So, like, should we only offer website design and social media marketing or should we only offer, like, this many websites per year? Should we only take on this many clients? We only take on this type of Web site or this type of client? Like we don't know that. So I think that's like the next step. Like, once you get organized, then that next step is allowing you to take different, you know. This is something we couldn't have talked about eight months ago. We couldn't have talked about the profitability because we wouldn't have been organized enough to say, OK, well, this is the types of services, the only services we offer. So I think the biggest thing is that it's just going to cost you a bunch of time and money and resources and just frustration if you just don't create this process and realize that you can still be unique. But don't get away from the principles in your business for that.
Christian [00:18:22] Yeah.
Christian [00:18:24] So let's say there's a business the wants to learn more about this process. This is core fundamental principles.
Aaron [00:18:31] So the best thing that you can do is, well, when you actually recently finished it was a like a 40 minute training. It's actually thirty eight. We recorded two minutes faster and more efficient, better sound and video, but it's a 40 minute training on how to attract, qualify and convert leads. And it actually has everything that we do with our clients. So it has our lead accelerator process in there. It also has the fastest way to grow to six figures and beyond. And it also has. How to find your exact customer avatar, which is really, really, really good information. That's the best feedback that we've gotten. People were like, oh, I can finally figure out who my at my actual customer is because most people are like they just don't have a clue. So I would say grab the free training. It's going to be in the show notes. It's also gonna be in description of YouTube videos or Facebook or wherever this is at. There's gonna be a link in there. I'd check it out. It's going to be really, really important. And just give us some good feedback on the on the video. Like I said, it's 38 minutes. It goes through the exact process that you can set up in your business. I hope it's 38 minutes of well, use time. That way, you don't have to spend years trying to figure this out and wasting time and money and resources. So that's probably the best thing to do is to go get the training that way.
Aaron [00:19:47] So I to. Awesome.
Aaron [00:19:49] All right. Thank you guys so much for watching if you're on YouTube. Make sure you hit that subscribe button and check out the latest videos. If you are on our podcast, make sure that you also go over to subscribe. And if you've been listening to us for a while, please make sure to leave us an honest brading and review. This helps us grow on the platform and reach more people. If you want to connect with us more personally, we're on Instagram and Facebook. That's probably the best places to connect with us, to chat one on one and to just talk about the business. But like I said, we'll have the link for the lead accelerator training in the show notes as well or in the description.
[00:20:28] Thanks, guys. The marketing native's podcast is a production of Bitbranding.