Episode Transcript
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Speaker 1 (00:04):
Hi, you have done to the censure. Wow, cra you your.
Speaker 2 (00:19):
This is the pipe Main here on the Adventures Pipe
Man W four c Y Radio, and again we are
doing the Positively Pipeman segment. That's one of my favorite
parts of my show because it's everything about motivation, POWERMN
business and it's it's kind of the real side of
me instead of the radio personality side of me. And
(00:42):
as always, I have a very special guest that comes
on every week with us because just a wealth of
information and a great help to many businesses out there.
So I would like to welcome to the show, my
Michael Barbarita. Even that now it's Tim I messed up, Michael,
I don't know how that's all right?
Speaker 1 (01:04):
Well, you've gone the complete cycle now, so you know,
I know right.
Speaker 2 (01:08):
You know, it's that say it right, Say it right.
Speaker 1 (01:14):
You know.
Speaker 2 (01:14):
It's funny when I interview like bands, a lot of
times I'll have them say their band name so I
don't screw it up, you know, because some of them
are really hard to pronounce, like you, I'll let there's
some of them when they're really hard, I'll do some
research and hear how they say it, you know. But
even then sometimes you know, some things are tongue twisters,
(01:34):
but Michael should not be one of them.
Speaker 1 (01:37):
Probably probably not.
Speaker 2 (01:39):
But see that there it is. There's my inside reality
compared to the outside perception. There you go, So let's
talk about that.
Speaker 1 (01:50):
We're gonna talk now, Well that's exactly what we're gonna
discuss today. So once again, visits owners ask me, you know,
how do I go about differentiating? You know, in previous shows,
in a previous show, we talked about the position of
market dominance is being one and in a future show
we're going to talk about and I hope so marketing
(02:12):
as being another. I want to talk about inside perception.
I'm sorry, inside reality versus the outside perception. You know,
many businesses, I so many businesses do so many unique
things and great things, but they do not communicate that
(02:37):
to a prospect in any way, shape or form. And
this is what I mean by the inside reality is
that inside the company is really awesome.
Speaker 2 (02:49):
You know.
Speaker 1 (02:50):
They they do every they have everything systematized, they do
everything right. They're always on time for a customer or
they're always delivered the goods that they say, they you know,
not meet on customer expectations. They beat them. But the
outside perception is they're like everybody else because they don't
(03:13):
identify the problems that the customer has that they don't want,
and with the solution they want, they can't find even
though the solution is sitting right in their company. And
one of the best examples I can give of this,
and I think I've given it on a previous show,
but I want to give it again is if you
(03:34):
go to a food show, you would see these mom
and pop companies that don't get exposure because the Bisco
is so you know, Pillsbury is so big and so
great that they have all this money that they give
their their customers, you know, so that they buy from them.
(03:54):
The food is like unbelievable. It's like high end restaurant
restaurant and world quality food from these mom and pops.
And the inside reality is that food is unbelievable. The
outside perception is is they're just a small little guy
that just really doesn't have much mm hmm. And it's it's,
(04:14):
it's it's it's a great example of inside reality versus
outside perception, because the outside perception of most companies is
they're like everyone else, and that once again leads to
one differentiator, one criteria, and that's price. And so that
inside reality needs to be communicated. And you really and
(04:35):
and some business owners, because they're in it all the time,
they've got to kind of analyze what the inside reality
really is.
Speaker 2 (04:42):
Yeah.
Speaker 1 (04:44):
And and some of it it's stuff that customers actually
compliment them on and they just say ho hum. But
something that's really important and it's a and and can
be a differentiator. Maybe it's not, but sometimes it is.
Speaker 2 (04:59):
And it is about communicating. It's not about ego like
some people may thinking that, you know, No, it's about communicating.
And you know, you're talking about the restaurant idea onea.
You know, I'm originally from New Jersey and one of
the best Italian restaurants in all of New Jersey is
this place that's at the basement of somebody's house, and
(05:20):
it's the Italian grandmother cooking the food. You know, an
outside perception, without communicating that with somebody would probably drive
up to it and just keep driving because like, oh,
well that's another restaurant. Yeah, and it's not even something
that I even think I should be going to because
(05:41):
you're seeing this house or whatever, and you know, I
see it, Okay, perfect example in the Strip center where
our studio is here in West Palm Beach. So there's
this one restaurant that's there now that's an Italian restaurant,
but there were three Italian restaurants in there, and the
whole time I've been there, there were four restaurants in
(06:02):
that same location, all the Italian restaurants, and three of
them failed. You see this in the North all the time,
like you always see these pizza places taking over another
pizza place, but they're doing things exactly the same, so
they closed down just like the previous one does. But
this place that's there now has been there for many
(06:22):
many years when everybody else failed, and they've expanded to
open other locations. Even within the same town. There's a
second location. And that is how they create and communicate
the outside perception, because I don't know that the inside
reality is any different than those other UH ones that
(06:44):
failed before them.
Speaker 1 (06:46):
Yeah, And one of the amazing things is when I
ask clients to look at their competitives websites, which by
the way, they very rarely do, which is really strange
because I when I says I owned in the untentful business,
I own. I ignored by competition's websites, but in the
successful businesses I own, I was paying very close attention.
(07:08):
Although I'm so old that there were no websites. I
used to make phone calls as a customer to my
competitors just to see if they did certain things or
they didn't do.
Speaker 2 (07:19):
Certain That's that's funny you should say that because when
I was, you know, young, and much much younger, even
like before college and going into college, I worked at
a major retail establishment for pools and spas, paleo furniture,
and then Christmas during the winter, because you know how
(07:41):
that is up North, usually the pool stores turned to
Christmas stores and we were required as part of our job,
we were required to go shop every one of the
competition and they would group us up with like like
the guy salespeople had to go with like maybe one
(08:01):
of the female cashiers and act like you're kind of
a couple and go shop these places, and it like
there was no Yeah, I don't feel comfortable with that.
It was something you had to do. But because of
doing that, you're just so informed of how to communicate
your product compared to theirs and create and you get
(08:25):
to see the perception from the other side because you're
the customer, so you're experiencing it firsthand what their customers
are experiencing.
Speaker 1 (08:34):
And you feel the atmosphere. Yeah, sometimes the atmosphere is
different in a competitis location than yours.
Speaker 2 (08:41):
Totally.
Speaker 1 (08:42):
Yeah. And so I mean if you go to your
when I ask business owners to actually go to the
competitives websites and they go to them, they say they
say in the same things I'm saying and that, and
there you have it. Everybody's So the outside perception is
(09:02):
no ware close to the inside reality of any of
these businesses. And the one who can make the outside perception,
who can communicate the inside reality and make the outside
perception the inside reality, they're the winners. They're the winners.
And so this is something that we always talk about
(09:24):
with our clients. Have another area of differentiation when they
analyze their inside reality and they realize how good it
really is and some areas that no one else is
talking about that they can stop communicating. That's where they
once again find they find that differentiation. And you know
(09:47):
what's amazing. You know, I just helped the franchise the
other day of businesses franchise, and I said, your customers
know that you're franchise. No, we keep we keep that,
we keep that quiet. But to me, to me, it
(10:07):
can be an advantage if you if you communicate and
use it properly. For example, you know, the reason why
our clients love us is we're a part of a
huge franchise and we not only have expert practitioners or
whatever the business is, but we can have access to
a network a network of experts, so we can't solve
(10:28):
any kind of problem or any kind of issue that
might come up.
Speaker 2 (10:33):
And I also find in that situation is like, okay,
so you take the McDonald's format. There's not any McDonald's
in the United States for the most part that you
can't walk into and get the exact same experience, the
exact same food, you know, And so that's where it's
a positive because you have the dependability of having the
(10:55):
same experience if it's the experience that you like. You know,
post are things where it could be great in Florida
and terrible in Boston or or what have you.
Speaker 1 (11:07):
Absolutely, and so you know, it's it's it's little things
like that where people are keeping it. Business owners are
keeping certain things a secret that could be an absolute
competitive advantage. And so that that's why when we are
with with with clients, uh, we dig deep into the
(11:28):
inside reality because that's where the gold is. Uh to
communicate Uh and and and differentiate yourself on something other
than price.
Speaker 2 (11:40):
Yeah, and that that's a beautiful thing because you know,
in sales, I always train people people don't buy price,
they buy the story behind the price. So if you're
not creating a story, people have no other option but
to pick price right, And that's it.
Speaker 1 (12:01):
And that's when I hear all these business owners complain,
Like first time I met this networking bro I went
from business owner to business owner to business owner, and
everyone was complaining about how they have to lower their
prices in order to get the business. And it's gonna
kill them. It's gonna kill them.
Speaker 2 (12:21):
I'll tell you what too, If you communicate the outside
perception properly, you're actually better off raising prices and lowering
prices because people perceive value. That's just why you know
you have some things are free, and I've always taught
that people perceive free as no value. So you think
(12:45):
you're doing the right things sometimes, but sometimes it can
work against you because people would rather pay more to
get more value.
Speaker 1 (12:56):
Agreed, Absolutely, And that's you know, that's so it's so
incredible about some of the things that some of the
outcomes that we end up having because they're actually increasing prices,
not decreasing them. And it's because of the value they're
delivering just those little problems that they solve. They're able
(13:18):
to increase the prices because the value goes up, the
perception of value goes up, and the differentiation is there
because the inside reality is being communicated to the outside.
Speaker 2 (13:30):
There you go.
Speaker 1 (13:31):
I love it.
Speaker 2 (13:32):
Any other words you want to talk about on this
subject and also tell people how they can reach out
to you and get more information and consult with you
on how they could benefit their business.
Speaker 1 (13:45):
Well, I'd love to give As I mentioned before, I'd
love to give three more lucky listeners, and I only
a bandwidth for three more, but three more lucky listeners
to schedule and assessment with me, and I guarantee them
that I will find them a minimum of one hundred
thousand dollars of additional revenue without spending any additional money
(14:08):
on marketing or advertising. And it based upon a lot
of the concepts that we've been talking about on the show,
but I can show you directly and that true. It'll be.
It'll show you a true return on investment. And by
the way, there's no obligation to work with us, but
I will show you that one hundred thousand dollars in
(14:31):
additional additional revenue without spending any additional money in marketing
or ads. And to do it, you go to NEXTSTEPCFO
dot net forward slash contact, fill out the contact form
and in the message section right one hundred K and
I'll be in contact with you, will schedule a ninety
minute assessment, and I'll show you an increase of one
(14:53):
hundred thousand dollars of additional revenue without spending a dollar
more in marketing r ABS.
Speaker 2 (15:00):
That's beautiful. I love it, and I always love the
information you give our listeners because you are definitely the
chief genius. We'll call you the CGO, the chief Genius Officer.
You know that can help people and benefit Then during
times like this where I think it's most important to
(15:21):
have somebody like you on the team because there's so
much competition that you really need to know how to
change that outside perception to make you appear to be
the only choice.
Speaker 1 (15:36):
You go absolutely.
Speaker 2 (15:38):
Thank you Gee, thanks once again for being on the
Adventures of pipe Man and you are positively Pipemin.
Speaker 1 (15:47):
Thank you for listening to the Adventures of Pipemin. I'm
w for CUI Radio.