September 15, 2025 • 12 mins
This is the hidden gem of your business, communicating with former customer and prospects.
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Positively Pipeman is a Motivational, Business, Marketing, Empowerment & Inspirational segment of The Adventures of Pipeman Radio Show (#pipemanradio).
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Click Here to Subscribe to Positively Pipeman for PERKS, BONUS Content & FREE GIVEWAYS!
Positively Pipeman is a Motivational, Business, Marketing, Empowerment & Inspirational segment of The Adventures of Pipeman Radio Show (#pipemanradio).
Positively Pipeman features international authors, speakers, trainers, & coaches here to help you in business & personal life with motivation, empowerment, inspiration, self-help, relationships, goal setting, belief, mindset, marketing, sales, and a journey to success, freedom, and happiness!
Positively Pipeman Podcasts are heard on Pipeman Radio, Talk 4 Media, Talk 4 Podcasting, iHeartRadio, Pandora, Amazon Music, Audible, Spotify, Apple Podcast, and over 100 other podcast outlets where you listen to Podcasts. The following are the different podcasts to check out and subscribe to:
•The Adventures of Pipeman
•Pipeman Radio
•Pipeman in the Pit
•Positively Pipeman
Click Here to Subscribe for PERKS, BONUS Content & FREE GIVEWAYS!
Follow @pipemanradio on all socials & Pipeman Radio Requests & Info at www.linktr.ee/pipemanradio
Stream The Adventures of Pipeman daily & live Mondays, Tuesdays, Wednesdays at 1PM ET on W4CY Radio & Talk 4 TV.
Download, Rate & Review the Podcast at The Adventures of Pipeman, Pipeman Radio, Talk 4 Media, iHeartRadio, Apple Podcasts, YouTube & All Podcast Apps.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:04):
Hi, you have done to the censure wow for you your.
Speaker 2 (00:19):
This is pipe Man here on the Adventures pipe Man
W four c Y Radio with our positively pipe Man
Motivational Monday segment with our resident expert on powerful business Strategy.
So let's welcome Michael Barbarita.
Speaker 1 (00:34):
How are you fantastic? How are you doing? Oh?
Speaker 2 (00:37):
Doing amazing And I'm very excited about today. You have
some really cool information to talk about that can help
people's business.
Speaker 1 (00:47):
You know, every client that I get, every new client
I get, is not doing what we're going to talk
about today, and it it's something that it's something that
helps still get business fairly quickly to additional business. And
what it is is it what I call database reactivation campaigns.
(01:10):
And what it simply is is if you take your
former customers and your current customers and prospects. One of
the things that business owners forget to do is take
the information down and put that information of prospects as
well into this CRM because they're on the bias journey.
(01:34):
And even if you think, like I had a roofing
a roofing client recently he said to me, you know,
once I lose a prospect, that's it he said, no,
it's not, you know, he said, he said, that's it,
because you know the prospect's not going to buy a
(01:55):
roof for another thirty years. And I say, well, wait
a minute, correctly if I'm wrong, But don't you sell
gunns and don't you sell siding? And he said yes.
I said, they're on the buyers journey for those products.
So by you an by you putting together a reactivation campaign,
(02:15):
especially for those former customers of roofing that you think
are not gonna be customers again for another thirty years,
and talk to them about your other services, not to
mention your roof for pians, because roofs have to get
repaired too once in a while. Even though they have
these guarantees and all this other stuff, you're gonna pick
(02:35):
up new customers and they're gonna be or I should say,
And in some cases, a roofing customer will now become
a gutter customer will also become a siding customer. So
they're all on the buyased journey. All these prospects that
you forget to put in your CRM, all these former
customers that you think they already bought, like this is
(02:58):
the way they're gonna buy anything else, or that you
have anything else. It's a huge mistake. Huge You have
to continuously communicate. Now, Dean, I know you have a
drip campaign, and so I know I know that because
that was a prospect at one point, right, and so
(03:18):
you know, like continuously dripping, I became a customer. So
it's like, that's that's the whole point. The whole point
is that every one of your prospects, every one of
your former customers, every one of your current customers are
on the bias journey.
Speaker 2 (03:36):
And I'll add you to that. I'll add to that too,
because you're right. I do that all the time, okay,
and nurse even as an example, I have a show
that just started back on the network that hasn't had
a show on the network for like eight years, and
you know, basically, sometimes it's just the right timing, you know.
(04:00):
And even and like I don't even do it. It's
not that you should do it often and annoy people,
but you'd be amazed at how many times I send
out these campaigns to either old prospects or old clients
and they actually thank me for reaching out to them,
(04:21):
you know, where whereas a lot of people may do
it that they think the other the opposite. They thank
me even if they're not even interested. They think I've
had a couple that like, yeah, I had somebody just recently.
I showed us years ago. She's retired now, and you know,
she thanked me for reaching out, and she even thanked
(04:41):
me for always like keep coming back and reaching out.
But being retired, she has no purpose to do it anymore.
But she still liked hearing from me, and she said
talked about how much she loved the time that she
was doing her show. So even with that campaign, maybe
(05:02):
the person you're sending it to is not ready, but
maybe they know somebody that is sure.
Speaker 1 (05:12):
Sure they can share it. That's the other beautiful thing
about it. It could be shared. So it's it's it's
just a great opportunity that a lot of business owners
miss out on. And you know, the way we the
way we teach our our help business owners implement DRIP
campaigns is through using the conversion formula because it compresses
(05:36):
the timeframe to which because normally it's twenty to one
hundred touch points. But that but when you use the
actual conversion formula, captivate, fascinate, educating, clothes that we've talked
about on previous shows. You now have you ignite a
quicker turnaround by the customer, and so that that there's
(05:58):
there's even greater opportunity. And by the way, a lot
of people don't realize it. See about four or five
years ago, people would say, yeah, I think I see
the value of doing a drip campaign, but who the
heck wants to put it together. Now you've got AI
and if you, if you program and if you train
(06:18):
the robot properly, you can have AI spin out custom
made drip campaigns and they'll spit out a thousand emails
if you want them to, and they all use the
conversion formula. If you if you train the robot properly
to use the conversion formula like we do. So there's
(06:39):
tremendous opportunity. It's a goal mine your former customers and
prospects and stop keeping track of your prospects if you're
not already, but your former customers, prospects and even current customers.
You know, that's another thing. You know a lot of
people because of we've said on a previous segment about upsell,
(07:02):
cross selling down cell, A lot of salespeople aren't doing
that right. As a result, the drift campaign can help
remind the customer that is selling and these other that
you have these upgrades, downgrades and other and cross promotional products.
So there's just there's just a wealth of value in
(07:24):
your list, your own list.
Speaker 2 (07:26):
Yeah, and you already have a relationship with them. There's
already a trust factor. And I've even experienced what you
just said. I've had clients of mine there on my
last emails that whether it is you know, not even
specific to them, but I forgot to take them off
the blast marketing email, which turned out to be a
great mistake because I think I sent a blast at
(07:51):
one time about doing a website for their podcast, and
it wasn't meant towards them. It was meant to anybody
that has a podcast. And so the client reached out
to me and they have a show and they're like, oh,
I didn't know you had did that too. You know
(08:11):
I need that or or any other service that you offer.
Most of your clients they don't know that you offer
all these other services. They basically know what you've informed
them or what they're actually doing business with you for, right, right, And.
Speaker 1 (08:31):
That's another big thing. Business owners take for granted what
they know, okay, but from the customers perspective, they don't
know how they don't know three quarters of it. Yeah,
you know, And we've talked about inside reality versus outside perception.
The outside perception is like that, they're like everybody else.
The inside reality is it's a great company, but they're
(08:53):
not communicating that. They're not communicating how they solve the
problems of their customers and the problems of their industries. Sure,
so it's just the the opportunity that lies within a
customer's a business's database is just phenomenal. And with the
(09:13):
ability to email them, it's a low cost way, with
the ability to produce the drift campaign with AI doing
it properly, and we can show you how to do that.
We can show you how to train the robot so
that everything is customized to your business. And uh, that
makes a huge difference because every time we train the
(09:37):
robot with a with a with a client of ours
on their business, they're amazed at the at the output.
It's just like them, right, you know. It's not all
the rouping companies mixed or all the construction companies are
all the doggy daycare companies and all the consumer electronic
companies that are Internet at large. It's about them if
(10:00):
they train the robot properly.
Speaker 2 (10:02):
Yeah, totally so.
Speaker 1 (10:05):
So we've had some great information today on the on
the podcast a day, but there's an opportunity to get
a lot more information.
Speaker 2 (10:13):
And yes, I definitely want them to reach out to
you because you can only cover a certain amount on
podcasts short amount of time. And just like we were
just talking about, they need to know what are all
the services and all the benefits and how you can
help them. And you even have some opportunities for them
(10:35):
if they come to your website. So tell them how
to reach out to you, tell them to connect with
you and how they get more information. Great.
Speaker 1 (10:43):
So you just go to NeXTSTEP CFO dot net and
you can download our book for free for openers, but
to get more information about what we do. We love
doing book interviews. It's a safe place, you know, there's
no there's no sales tactic here at all. We like
to update our book and constantly because business is always
(11:07):
changing and so we'd like to get input from different industries.
And what we do is it's sixty minutes on zoom.
We present strategies from the book. We ask you if
the strategy was implemented in your industry, what you think
the impact would be. And then we've documented for the
book and that's it. And the thing I love about
(11:29):
it is and I can promise the interviewee that they'll
learn business and financial strategies through these interviews that their
competition isn't doing and it provides tremendous value. So that's
next Step CFO dot net forward slash contact, fill out
the contact form, putting the message center book interview or
(11:51):
if you just want to talk about our services, just
say just want to talk about our service, about your services,
and that'll be fine too.
Speaker 2 (12:00):
Well. Again, a wealth of information that you've provided, everybody
needs to reach out to you to find out how
you could really help their business. And so thanks for
being on the Adventures of Pipemin the Positively Pipeman segment,
and thank you for being Michael Barbarita from next Step CFO,
hope
Speaker 1 (12:18):
You thanks for having me to thank you for listening
to the Adventures of Pipemin on w for CUI Radio.
Hi, you have done to the censure wow for you your.
Speaker 2 (00:19):
This is pipe Man here on the Adventures pipe Man
W four c Y Radio with our positively pipe Man
Motivational Monday segment with our resident expert on powerful business Strategy.
So let's welcome Michael Barbarita.
Speaker 1 (00:34):
How are you fantastic? How are you doing? Oh?
Speaker 2 (00:37):
Doing amazing And I'm very excited about today. You have
some really cool information to talk about that can help
people's business.
Speaker 1 (00:47):
You know, every client that I get, every new client
I get, is not doing what we're going to talk
about today, and it it's something that it's something that
helps still get business fairly quickly to additional business. And
what it is is it what I call database reactivation campaigns.
(01:10):
And what it simply is is if you take your
former customers and your current customers and prospects. One of
the things that business owners forget to do is take
the information down and put that information of prospects as
well into this CRM because they're on the bias journey.
(01:34):
And even if you think, like I had a roofing
a roofing client recently he said to me, you know,
once I lose a prospect, that's it he said, no,
it's not, you know, he said, he said, that's it,
because you know the prospect's not going to buy a
(01:55):
roof for another thirty years. And I say, well, wait
a minute, correctly if I'm wrong, But don't you sell
gunns and don't you sell siding? And he said yes.
I said, they're on the buyers journey for those products.
So by you an by you putting together a reactivation campaign,
(02:15):
especially for those former customers of roofing that you think
are not gonna be customers again for another thirty years,
and talk to them about your other services, not to
mention your roof for pians, because roofs have to get
repaired too once in a while. Even though they have
these guarantees and all this other stuff, you're gonna pick
(02:35):
up new customers and they're gonna be or I should say,
And in some cases, a roofing customer will now become
a gutter customer will also become a siding customer. So
they're all on the buyased journey. All these prospects that
you forget to put in your CRM, all these former
customers that you think they already bought, like this is
(02:58):
the way they're gonna buy anything else, or that you
have anything else. It's a huge mistake. Huge You have
to continuously communicate. Now, Dean, I know you have a
drip campaign, and so I know I know that because
that was a prospect at one point, right, and so
(03:18):
you know, like continuously dripping, I became a customer. So
it's like, that's that's the whole point. The whole point
is that every one of your prospects, every one of
your former customers, every one of your current customers are
on the bias journey.
Speaker 2 (03:36):
And I'll add you to that. I'll add to that too,
because you're right. I do that all the time, okay,
and nurse even as an example, I have a show
that just started back on the network that hasn't had
a show on the network for like eight years, and
you know, basically, sometimes it's just the right timing, you know.
(04:00):
And even and like I don't even do it. It's
not that you should do it often and annoy people,
but you'd be amazed at how many times I send
out these campaigns to either old prospects or old clients
and they actually thank me for reaching out to them,
(04:21):
you know, where whereas a lot of people may do
it that they think the other the opposite. They thank
me even if they're not even interested. They think I've
had a couple that like, yeah, I had somebody just recently.
I showed us years ago. She's retired now, and you know,
she thanked me for reaching out, and she even thanked
(04:41):
me for always like keep coming back and reaching out.
But being retired, she has no purpose to do it anymore.
But she still liked hearing from me, and she said
talked about how much she loved the time that she
was doing her show. So even with that campaign, maybe
(05:02):
the person you're sending it to is not ready, but
maybe they know somebody that is sure.
Speaker 1 (05:12):
Sure they can share it. That's the other beautiful thing
about it. It could be shared. So it's it's it's
just a great opportunity that a lot of business owners
miss out on. And you know, the way we the
way we teach our our help business owners implement DRIP
campaigns is through using the conversion formula because it compresses
(05:36):
the timeframe to which because normally it's twenty to one
hundred touch points. But that but when you use the
actual conversion formula, captivate, fascinate, educating, clothes that we've talked
about on previous shows. You now have you ignite a
quicker turnaround by the customer, and so that that there's
(05:58):
there's even greater opportunity. And by the way, a lot
of people don't realize it. See about four or five
years ago, people would say, yeah, I think I see
the value of doing a drip campaign, but who the
heck wants to put it together. Now you've got AI
and if you, if you program and if you train
(06:18):
the robot properly, you can have AI spin out custom
made drip campaigns and they'll spit out a thousand emails
if you want them to, and they all use the
conversion formula. If you if you train the robot properly
to use the conversion formula like we do. So there's
(06:39):
tremendous opportunity. It's a goal mine your former customers and
prospects and stop keeping track of your prospects if you're
not already, but your former customers, prospects and even current customers.
You know, that's another thing. You know a lot of
people because of we've said on a previous segment about upsell,
(07:02):
cross selling down cell, A lot of salespeople aren't doing
that right. As a result, the drift campaign can help
remind the customer that is selling and these other that
you have these upgrades, downgrades and other and cross promotional products.
So there's just there's just a wealth of value in
(07:24):
your list, your own list.
Speaker 2 (07:26):
Yeah, and you already have a relationship with them. There's
already a trust factor. And I've even experienced what you
just said. I've had clients of mine there on my
last emails that whether it is you know, not even
specific to them, but I forgot to take them off
the blast marketing email, which turned out to be a
great mistake because I think I sent a blast at
(07:51):
one time about doing a website for their podcast, and
it wasn't meant towards them. It was meant to anybody
that has a podcast. And so the client reached out
to me and they have a show and they're like, oh,
I didn't know you had did that too. You know
(08:11):
I need that or or any other service that you offer.
Most of your clients they don't know that you offer
all these other services. They basically know what you've informed
them or what they're actually doing business with you for, right, right, And.
Speaker 1 (08:31):
That's another big thing. Business owners take for granted what
they know, okay, but from the customers perspective, they don't
know how they don't know three quarters of it. Yeah,
you know, And we've talked about inside reality versus outside perception.
The outside perception is like that, they're like everybody else.
The inside reality is it's a great company, but they're
(08:53):
not communicating that. They're not communicating how they solve the
problems of their customers and the problems of their industries. Sure,
so it's just the the opportunity that lies within a
customer's a business's database is just phenomenal. And with the
(09:13):
ability to email them, it's a low cost way, with
the ability to produce the drift campaign with AI doing
it properly, and we can show you how to do that.
We can show you how to train the robot so
that everything is customized to your business. And uh, that
makes a huge difference because every time we train the
(09:37):
robot with a with a with a client of ours
on their business, they're amazed at the at the output.
It's just like them, right, you know. It's not all
the rouping companies mixed or all the construction companies are
all the doggy daycare companies and all the consumer electronic
companies that are Internet at large. It's about them if
(10:00):
they train the robot properly.
Speaker 2 (10:02):
Yeah, totally so.
Speaker 1 (10:05):
So we've had some great information today on the on
the podcast a day, but there's an opportunity to get
a lot more information.
Speaker 2 (10:13):
And yes, I definitely want them to reach out to
you because you can only cover a certain amount on
podcasts short amount of time. And just like we were
just talking about, they need to know what are all
the services and all the benefits and how you can
help them. And you even have some opportunities for them
(10:35):
if they come to your website. So tell them how
to reach out to you, tell them to connect with
you and how they get more information. Great.
Speaker 1 (10:43):
So you just go to NeXTSTEP CFO dot net and
you can download our book for free for openers, but
to get more information about what we do. We love
doing book interviews. It's a safe place, you know, there's
no there's no sales tactic here at all. We like
to update our book and constantly because business is always
(11:07):
changing and so we'd like to get input from different industries.
And what we do is it's sixty minutes on zoom.
We present strategies from the book. We ask you if
the strategy was implemented in your industry, what you think
the impact would be. And then we've documented for the
book and that's it. And the thing I love about
(11:29):
it is and I can promise the interviewee that they'll
learn business and financial strategies through these interviews that their
competition isn't doing and it provides tremendous value. So that's
next Step CFO dot net forward slash contact, fill out
the contact form, putting the message center book interview or
(11:51):
if you just want to talk about our services, just
say just want to talk about our service, about your services,
and that'll be fine too.
Speaker 2 (12:00):
Well. Again, a wealth of information that you've provided, everybody
needs to reach out to you to find out how
you could really help their business. And so thanks for
being on the Adventures of Pipemin the Positively Pipeman segment,
and thank you for being Michael Barbarita from next Step CFO,
hope
Speaker 1 (12:18):
You thanks for having me to thank you for listening
to the Adventures of Pipemin on w for CUI Radio.
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