August 18, 2025 • 18 mins
Are you capturing the 97 to 99% of your prospects who are on the Buyer’s Journey? Or are you frantically going after the 1 to 3% of prospects that are ready to buy now?
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The Adventures of Pipeman Podcast is also available on The Adventures of Pipeman Podcast, Pipeman Radio Podcast, Talk 4 Media, Talk 4 Podcasting, iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.
Subscribe to The Adventures of Pipeman at https://www.spreaker.com/podcast/pipeman-in-the-pit--2287932/support
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
Would you like to be a sponsor of the show?
Would you like to have your business, products, services, merch, programs, books, music or any other professional or artistic endeavors promoted on the show?
Would you like interviewed as a professional or music guest on The Adventures of Pipeman, Positively Pipeman and/or Pipeman in the Pit?
Would you like to host your own Radio Show, Streaming TV Show, or Podcast?
Contact the Pipeman:
Phone/Text Contact – 561-506-4031
Email Contact – dean@talk4media.com
Follow @pipemanradio on all socials.
Visit Pipeman Radio on the Web at www.linktr.ee/pipemanradio, www.theadventuresofpipeman.com and www.pipemanradio.com. Download The Pipeman Radio APP.
The Adventures of Pipeman is broadcast live Mondays, Tuesdays, Wednesdays at 1PM ET and Music & Positive Interviews daily at 8AM ET on W4CY Radio (www.w4cy.com) and replays on K4HD Radio – Hollywood Talk Radio part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network. The Adventures of Pipeman TV Show is viewed on Talk 4 TV (www.talk4tv.com).
The Adventures of Pipeman Podcast is also available on The Adventures of Pipeman Podcast, Pipeman Radio Podcast, Talk 4 Media, Talk 4 Podcasting, iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.
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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 censure? Wow for you.
Speaker 2 (00:12):
Your This is the pipe Man here on the Adventures
pipe Man W four c Y Radio. And again we
are back with the Positively pipe Man segment with our
weekly special expert and we're gonna also, Okay, we were
(00:35):
talking last week about a subject that's very important, and
we're gonna kind of add to that a little bit
in the beginning, and then we're going going on to
a subject called the buyer's journey, which I think is
extremely important. So with no further ado, let's welcome to
the show. Michael Barbarita. How are you?
Speaker 1 (00:53):
Thank you? Dana Tie great, how you do it?
Speaker 2 (00:56):
I'm doing phenomenal. It only took me the third week
in July to get over my jet lag and say
your name properly.
Speaker 1 (01:03):
They that progress, right, progress? So yeah, I wanted we
talked about last in the last show, we talked about
the inside reality versus the outside perception. How the inside
reality in most companies is great, but they never communicate
(01:23):
all those advantages of that inside reality to the outside world,
and therefore the outside perception is that they're like everybody else.
Were the only differentiated that the prospect has his price,
and so the other thing I talked about was that,
you know, not many business owners go and look at
their competitives websites. And when I ask my clients to
(01:47):
go and look at their competitives websites, they find that
they're very similar in many ways, and that they use
what we call I hope so marketing. And let me explain,
I hope SO marketing. So I hope SO Marketing's terms
like largest selection, lowest price, best service, high quality, most professional,
(02:09):
we're insured, we've been in business for four hundred years,
we're a family owned, we're honest and sincere. And by
the way the bust and straggle, the thought he was
honest and sincere.
Speaker 2 (02:19):
I just wanted to mention that nice. So is that
how he marketed himself? And I also I want to
say something having to do with, you know, authors, I
always say to myself, come on, and I'm an author,
(02:42):
and I never use this term that everybody uses, a
number one best seller. Come on, you can't all be
number one best sellers. That's ridiculous, and it just makes
me not believe them at that point. Now you've lost
credibility as far as I'm concerned.
Speaker 1 (02:57):
Exactly I know, and what they what I think they
do is they pick little segments like you know, sixteen
to seventeen year olds for number one or something something
to that event. But anyway, what the customer is saying
when you talk about things like being experienced and honest
and sincere and being the largest selection, best, most convenient location,
(03:20):
all that stuff, the customer is saying, I hope, So
I hope you have high quality. Why would I do
business with somebody who doesn't have high quality? I hope
you're professional? Why would I do business with someone who's
totally unprofessional? And so right, and so these are this
is the same jargon that your competition is using. If
anybody else can say it, it's worthless. And that's why
(03:44):
you have to have those differentiators, like a position of
market dominance and having that and communicating the actual inside
reality so that you can counter to that outside perception
that you like everybody else. And so I just wanted
to add that from the last second, last week.
Speaker 2 (04:02):
The most convenient location, Like that's a little subjective, right,
you know, like what's convenient for me, they may not
be convenient for you.
Speaker 1 (04:13):
It's just jock, and it's and it goes right over
the head of the prospect. They don't care, they don't
they're gonna. It's gonna because the next person is saying
the same thing. They say, Oh we get well, you know,
why should I do business? Well, we have the highest
quality that you can find.
Speaker 2 (04:33):
Well, you know what's interesting about that is, as you know,
I was in the investment business and as a financial planner.
You know, there's a lot of regulations. But there's one
thing that always blew my mind that was okay to do,
and that is they call it puffery, which means you're
allowed to exaggerate and you're allowed you know, you're not
(04:56):
allowed to give not factual information, but you're allowed to exaggerate, right, so,
and they call that puffery, and like, you know, you
could say things like I am somebody that, in my opinion,
is the best broker you could ever work with. There's
you didn't say anything illegal or against regulations. But is
(05:18):
that true? Yeah, probably not, you know, you know, and
in my opinion, well, yeah, the best for me to
me because I'm talking about me, you know. But people
think about that too. When you say stuff like that,
they're like, you know, all you really and it makes
(05:38):
them question you I think.
Speaker 1 (05:41):
Right, or just saying I hope so, I hope you could. Yeah,
I mean, I help you the best. Why would I
do business with the worst?
Speaker 2 (05:48):
Right exactly?
Speaker 1 (05:50):
So that anyway, that's something I wanted to add. I
hope so marketing because the customers saying, I hope, so,
I hope you have I hope you the most professional,
I hope you're honest, and it's.
Speaker 2 (06:02):
It and you would hope so for sure, right right,
that's a great concept. I love it.
Speaker 1 (06:10):
So today's segment is about the biased journey. Now, what's
what's interesting about the buyer's journey is that our research
shows that only one to three percent of any market
at any time, in any industry, at any moment, is
ready to buy now. Yeah, The ninety seven to ninety
(06:33):
nine percent of prospects are on the buyer's journey. And
what we find is that the business owner does not
bother nurturing that ninety seven to ninety nine percent. They
they basically ignore it. And the biased journey can be
(06:56):
anywhere from fifteen minutes, take anywhere from you know, one
minute to fifteen or twenty or twenty five years or more. So,
patience is a part of the process here.
Speaker 2 (07:08):
I've experienced that recently. We have a new show coming
on the network that I talked to several several several
years ago and just contacted me out of blue, you know,
and not out of blue meaning like he didn't have
any prompting. He means, I sent an email campaign he's
(07:32):
on and then he contacted me and goes, you know,
that was perfect timing. I got that email because now
I'm ready to start, and I'm like, I was blown
away because it's not like it was a month ago.
It was several several several several years ago.
Speaker 1 (07:49):
Is on the bidas journey, Yeah, but it took you know,
it was a long journey. But that's where ninety seven
and ninety ninety percent of your prospects sit. That's where
they are. And you know, the biased journey is actually
approximately a four step process that the buyer goes through
(08:11):
that can take anywhere from a minute to many many years,
like in your case, and and and it starts with
a mild interest. They find out that something is out there,
and then they kind of analyze what the benefits are.
Now this might be oh, this is over time, this
isn't you know, this is it that it could be
in a short window, but for the most part, it's
(08:32):
over time. And so uh and then they you know,
they as they go through the benefits, as they continue
down that journey, they're now asking themselves what are the objections?
And uh, you know, why shouldn't I buy this thing?
What what you know? Why should I hold off? Or
why shouldn't I buy? And then finally they make a
(08:54):
vendor selection. And in your example, which is a great example,
a drip campaign is a very effective methodology to communicate
with customers while they're on the buyer's journey. And so
what you did was perfect because you know he was
(09:15):
on the journey. Who knows he went through you know,
he went through an awareness. You might have presented that
awaritness you might not have. A competitor might have presented
that awareness. And then they started to thinking about, oh,
this sounds good. Here, here's here's a benefit. There's a benefit, okay,
And they're discovering this over time as you're dripping them. Yeah,
(09:35):
and then you're saying, why shouldn't I buy? You know,
let me wait a few let me let me wait
because I'm really not ready yet. And then finally they
make a vendor selection, boom, and once again you had
a consistent drip.
Speaker 2 (09:52):
Exactly because otherwise we'll forget about you, you know, and
that will be the next person comes along, because timing
is everything. A lot of time things happen in life,
and people don't necessarily tell you what's happening in their
life that makes them not make the decision right then
and there. But you know, what I explained to you
has happened to me so many times in this industry
(10:13):
over the years, where even with past clients, you know,
I'll still market to them over the years, you know,
because maybe something happened or what have you had somebody
else recently that they had a show on our station
many many years ago. But that business is far the
(10:34):
funked at this point. It's not And now they see
an email and it's like, oh, you know what, I
want to come back and do business with you again,
but it's not going to be the same thing. Now.
I have a different business, a different concept, and that's
what I want to do, you know. So there's many things.
I think it's so important for people to know that
(10:55):
there's many things that could change in that buyer's journey.
That could make them the perfect prospect now when they
weren't the perfect prospect before.
Speaker 1 (11:06):
Amazing. And what we found our research game was that
when you use the conversion formula while they're on the
bias journey. Now, just to review, we've talked about the
conversion formula past, captivate the problem, fascinate solution, Educate a
little bit more information on why your solution is superior
to the competition, and offer that's compelling. We found that
(11:31):
instead of the normal twenty to one hundred touch points
that are necessary while a prospect is on the bias journey,
that using the conversion formula, we have found in our
research that we compress the time of the touch points
before they buy between five and twelve points of contact.
(11:52):
So yeah, so if you if you follow the customer
while they're on the body's journey, using let's say a
drift campaign and using the conversion formula in that dript campaign,
you will uh compress the timeframe to help them make
a decision faster. So it's yeah, and so so what
(12:16):
your example is perfect, It's happened to me too. I've
had a clients that, uh, you know, first talked to
me fifteen years ago, uh, and just weren't ready. And
then as time went on, you know, you keep dripping on.
And by the way, here's another thing that the TIC
on a client that I'm thinking of. He called you know,
(12:39):
I first contacted him in the fifteenth year, and then
I kept dripping on him. He called me like five
years ago and still wasn't ready. But just call me
to touch base, you know that. Yeah, yeah, And then
in the fourth you know, four years ago, you know,
it just touched base again, you know, because something in
the drift campaign got his attention. And then uh, you
(13:01):
know two years ago, and then finally he jumped in
the boat. So it's it's uh, it's really fascinating. But
that's where most prospects lie. Everybody is going after the
one to three percent and then banging their heads against
the walk because they're all going after the ones to
three percent who are ready to buy. Now where you
need to You don't need to stop going out to
(13:24):
the one of three percent, but you have to stop
nurturing the ninety seven to ninety nine percent that are
on the journey.
Speaker 2 (13:30):
They'll be the longer lasting clients anyway, because those people
that take that long usually are the longest lasting clients, right, you.
Speaker 1 (13:38):
Know, the most educated in terms of knowing what you
do and how you do it.
Speaker 2 (13:42):
Yeah, exactly. So what else do we want people to
know about the buyer's journey?
Speaker 1 (13:49):
Well, I think I think that there's there's several strategies
for addressing it. What's interesting too, is that I can't
tell you how many clients because we're so we business
owners are so immersed in our business. We think that
one time that if a prospect has one point of
(14:10):
contact with us, or even experience us as a customer,
you know, you know, being a client or customer if yours,
we think they'll never forget it, never forget it, and
so we never tell them about anything else. For example,
I have a client who is uh is a roofer
and he sells gutters and signing as well. So he's
(14:37):
he's he's he's selling. You know, he's had one interaction
with a customer on roofing. Oh that's it. You know, Well,
they can call us back to signing a guts. They
have no idea you do signing a gun's unless you
did a drip campaign to that to rejuvenate those former customers.
They have no idea and so. But because we as
(14:58):
business owners are so immersed in what we do, we
think that and only that somebody just needs one touch point,
whether it's a and certainly a customer has experienced us
and loved us, they'll never forget us.
Speaker 2 (15:14):
The fact is they do forget exactly.
Speaker 1 (15:17):
And the only way you can you get to stay
in contact. You have a thirty four percent chance of
selling to an existing customer versus a thirty percent higher
chance of selling to an existing customer versus uh, you
know a cold customer, someone who has experienced you yet.
Oh yeah, So reactivating former customers is another dript campaign
(15:40):
and another because.
Speaker 2 (15:42):
Number one, I do it all the time.
Speaker 1 (15:45):
Yeah, you come up with new stuff, but you have
new products that you're presenting. You're adding more value to
an existing product that they didn't know about. All that stuff.
Speaker 2 (15:55):
Yeah, it's amazing.
Speaker 1 (15:56):
It's amazing how business owners overlook things that are right
in their domain, right in their grasp, right in their wheelhouse.
Speaker 2 (16:06):
Well, and sometimes those new features and services that you
add are what have would have made them make the
decision before, right, But you didn't have it right.
Speaker 1 (16:17):
That's right, that's right. I mean you're always innovating at
some level, coming up with new ideas. But what happens
is is business owners go after the one to three
percent with those ideas, and they don't tell the ninety
seven to ninety nine percent, especially they're former customers, not
to mention other customers that are on the journey.
Speaker 2 (16:37):
Yeah, and approved the point when I do mass email
campaigns and I have oh I just got back from
this and we have all these new innovative things we
didn't have before, that's when I get the most responses
to email campaigns, and it's usually previous people and they're like, oh, well,
what's going on now?
Speaker 1 (16:57):
Amazing?
Speaker 2 (16:59):
Give everybody out your contact info and even additional info
you want to give them at this point, love to
you know.
Speaker 1 (17:06):
Every every week I offer three lucky listeners an opportunity
where I guarantee I will show you how to increase
your revenue a minimum of one hundred thousand dollars without
spending an additional dollar on marketing or advertising. And to
do this you just and I can only handle three
a week. So go to NeXTSTEP CFO dot net forward
(17:31):
slash contact, fill out the contact form and in the
message section put one hundred k and I will send
you an invite a calendar link for you to schedule
the appointment and if it's ninety minutes, but I promise
you you'll you'll you'll see how you can generate more
than one hundred thousand dollars of incremental revenue without spending
(17:53):
any additional money on marketing your ats. Most incremental revenue
falls to the bottom Lin.
Speaker 2 (18:02):
That's true. Well, again, you were a wealth of information
and we look forward to hearing from you more because
I have you because you're such an expert on my
show every week. And so thanks for everything you gave
us this week, and we'll see you next week. And
thanks for being on the Adventures of play Man.
Speaker 1 (18:21):
Thanks for having me tea. Thank you for listening to
the Adventures of plate Man. I'm w for CUI Radio.
Hi, you have done to censure? Wow for you.
Speaker 2 (00:12):
Your This is the pipe Man here on the Adventures
pipe Man W four c Y Radio. And again we
are back with the Positively pipe Man segment with our
weekly special expert and we're gonna also, Okay, we were
(00:35):
talking last week about a subject that's very important, and
we're gonna kind of add to that a little bit
in the beginning, and then we're going going on to
a subject called the buyer's journey, which I think is
extremely important. So with no further ado, let's welcome to
the show. Michael Barbarita. How are you?
Speaker 1 (00:53):
Thank you? Dana Tie great, how you do it?
Speaker 2 (00:56):
I'm doing phenomenal. It only took me the third week
in July to get over my jet lag and say
your name properly.
Speaker 1 (01:03):
They that progress, right, progress? So yeah, I wanted we
talked about last in the last show, we talked about
the inside reality versus the outside perception. How the inside
reality in most companies is great, but they never communicate
(01:23):
all those advantages of that inside reality to the outside world,
and therefore the outside perception is that they're like everybody else.
Were the only differentiated that the prospect has his price,
and so the other thing I talked about was that,
you know, not many business owners go and look at
their competitives websites. And when I ask my clients to
(01:47):
go and look at their competitives websites, they find that
they're very similar in many ways, and that they use
what we call I hope so marketing. And let me explain,
I hope SO marketing. So I hope SO Marketing's terms
like largest selection, lowest price, best service, high quality, most professional,
(02:09):
we're insured, we've been in business for four hundred years,
we're a family owned, we're honest and sincere. And by
the way the bust and straggle, the thought he was
honest and sincere.
Speaker 2 (02:19):
I just wanted to mention that nice. So is that
how he marketed himself? And I also I want to
say something having to do with, you know, authors, I
always say to myself, come on, and I'm an author,
(02:42):
and I never use this term that everybody uses, a
number one best seller. Come on, you can't all be
number one best sellers. That's ridiculous, and it just makes
me not believe them at that point. Now you've lost
credibility as far as I'm concerned.
Speaker 1 (02:57):
Exactly I know, and what they what I think they
do is they pick little segments like you know, sixteen
to seventeen year olds for number one or something something
to that event. But anyway, what the customer is saying
when you talk about things like being experienced and honest
and sincere and being the largest selection, best, most convenient location,
(03:20):
all that stuff, the customer is saying, I hope, So
I hope you have high quality. Why would I do
business with somebody who doesn't have high quality? I hope
you're professional? Why would I do business with someone who's
totally unprofessional? And so right, and so these are this
is the same jargon that your competition is using. If
anybody else can say it, it's worthless. And that's why
(03:44):
you have to have those differentiators, like a position of
market dominance and having that and communicating the actual inside
reality so that you can counter to that outside perception
that you like everybody else. And so I just wanted
to add that from the last second, last week.
Speaker 2 (04:02):
The most convenient location, Like that's a little subjective, right,
you know, like what's convenient for me, they may not
be convenient for you.
Speaker 1 (04:13):
It's just jock, and it's and it goes right over
the head of the prospect. They don't care, they don't
they're gonna. It's gonna because the next person is saying
the same thing. They say, Oh we get well, you know,
why should I do business? Well, we have the highest
quality that you can find.
Speaker 2 (04:33):
Well, you know what's interesting about that is, as you know,
I was in the investment business and as a financial planner.
You know, there's a lot of regulations. But there's one
thing that always blew my mind that was okay to do,
and that is they call it puffery, which means you're
allowed to exaggerate and you're allowed you know, you're not
(04:56):
allowed to give not factual information, but you're allowed to exaggerate, right, so,
and they call that puffery, and like, you know, you
could say things like I am somebody that, in my opinion,
is the best broker you could ever work with. There's
you didn't say anything illegal or against regulations. But is
(05:18):
that true? Yeah, probably not, you know, you know, and
in my opinion, well, yeah, the best for me to
me because I'm talking about me, you know. But people
think about that too. When you say stuff like that,
they're like, you know, all you really and it makes
(05:38):
them question you I think.
Speaker 1 (05:41):
Right, or just saying I hope so, I hope you could. Yeah,
I mean, I help you the best. Why would I
do business with the worst?
Speaker 2 (05:48):
Right exactly?
Speaker 1 (05:50):
So that anyway, that's something I wanted to add. I
hope so marketing because the customers saying, I hope, so,
I hope you have I hope you the most professional,
I hope you're honest, and it's.
Speaker 2 (06:02):
It and you would hope so for sure, right right,
that's a great concept. I love it.
Speaker 1 (06:10):
So today's segment is about the biased journey. Now, what's
what's interesting about the buyer's journey is that our research
shows that only one to three percent of any market
at any time, in any industry, at any moment, is
ready to buy now. Yeah, The ninety seven to ninety
(06:33):
nine percent of prospects are on the buyer's journey. And
what we find is that the business owner does not
bother nurturing that ninety seven to ninety nine percent. They
they basically ignore it. And the biased journey can be
(06:56):
anywhere from fifteen minutes, take anywhere from you know, one
minute to fifteen or twenty or twenty five years or more. So,
patience is a part of the process here.
Speaker 2 (07:08):
I've experienced that recently. We have a new show coming
on the network that I talked to several several several
years ago and just contacted me out of blue, you know,
and not out of blue meaning like he didn't have
any prompting. He means, I sent an email campaign he's
(07:32):
on and then he contacted me and goes, you know,
that was perfect timing. I got that email because now
I'm ready to start, and I'm like, I was blown
away because it's not like it was a month ago.
It was several several several several years ago.
Speaker 1 (07:49):
Is on the bidas journey, Yeah, but it took you know,
it was a long journey. But that's where ninety seven
and ninety ninety percent of your prospects sit. That's where
they are. And you know, the biased journey is actually
approximately a four step process that the buyer goes through
(08:11):
that can take anywhere from a minute to many many years,
like in your case, and and and it starts with
a mild interest. They find out that something is out there,
and then they kind of analyze what the benefits are.
Now this might be oh, this is over time, this
isn't you know, this is it that it could be
in a short window, but for the most part, it's
(08:32):
over time. And so uh and then they you know,
they as they go through the benefits, as they continue
down that journey, they're now asking themselves what are the objections?
And uh, you know, why shouldn't I buy this thing?
What what you know? Why should I hold off? Or
why shouldn't I buy? And then finally they make a
(08:54):
vendor selection. And in your example, which is a great example,
a drip campaign is a very effective methodology to communicate
with customers while they're on the buyer's journey. And so
what you did was perfect because you know he was
(09:15):
on the journey. Who knows he went through you know,
he went through an awareness. You might have presented that
awaritness you might not have. A competitor might have presented
that awareness. And then they started to thinking about, oh,
this sounds good. Here, here's here's a benefit. There's a benefit, okay,
And they're discovering this over time as you're dripping them. Yeah,
(09:35):
and then you're saying, why shouldn't I buy? You know,
let me wait a few let me let me wait
because I'm really not ready yet. And then finally they
make a vendor selection, boom, and once again you had
a consistent drip.
Speaker 2 (09:52):
Exactly because otherwise we'll forget about you, you know, and
that will be the next person comes along, because timing
is everything. A lot of time things happen in life,
and people don't necessarily tell you what's happening in their
life that makes them not make the decision right then
and there. But you know, what I explained to you
has happened to me so many times in this industry
(10:13):
over the years, where even with past clients, you know,
I'll still market to them over the years, you know,
because maybe something happened or what have you had somebody
else recently that they had a show on our station
many many years ago. But that business is far the
(10:34):
funked at this point. It's not And now they see
an email and it's like, oh, you know what, I
want to come back and do business with you again,
but it's not going to be the same thing. Now.
I have a different business, a different concept, and that's
what I want to do, you know. So there's many things.
I think it's so important for people to know that
(10:55):
there's many things that could change in that buyer's journey.
That could make them the perfect prospect now when they
weren't the perfect prospect before.
Speaker 1 (11:06):
Amazing. And what we found our research game was that
when you use the conversion formula while they're on the
bias journey. Now, just to review, we've talked about the
conversion formula past, captivate the problem, fascinate solution, Educate a
little bit more information on why your solution is superior
to the competition, and offer that's compelling. We found that
(11:31):
instead of the normal twenty to one hundred touch points
that are necessary while a prospect is on the bias journey,
that using the conversion formula, we have found in our
research that we compress the time of the touch points
before they buy between five and twelve points of contact.
(11:52):
So yeah, so if you if you follow the customer
while they're on the body's journey, using let's say a
drift campaign and using the conversion formula in that dript campaign,
you will uh compress the timeframe to help them make
a decision faster. So it's yeah, and so so what
(12:16):
your example is perfect, It's happened to me too. I've
had a clients that, uh, you know, first talked to
me fifteen years ago, uh, and just weren't ready. And
then as time went on, you know, you keep dripping on.
And by the way, here's another thing that the TIC
on a client that I'm thinking of. He called you know,
(12:39):
I first contacted him in the fifteenth year, and then
I kept dripping on him. He called me like five
years ago and still wasn't ready. But just call me
to touch base, you know that. Yeah, yeah, And then
in the fourth you know, four years ago, you know,
it just touched base again, you know, because something in
the drift campaign got his attention. And then uh, you
(13:01):
know two years ago, and then finally he jumped in
the boat. So it's it's uh, it's really fascinating. But
that's where most prospects lie. Everybody is going after the
one to three percent and then banging their heads against
the walk because they're all going after the ones to
three percent who are ready to buy. Now where you
need to You don't need to stop going out to
(13:24):
the one of three percent, but you have to stop
nurturing the ninety seven to ninety nine percent that are
on the journey.
Speaker 2 (13:30):
They'll be the longer lasting clients anyway, because those people
that take that long usually are the longest lasting clients, right, you.
Speaker 1 (13:38):
Know, the most educated in terms of knowing what you
do and how you do it.
Speaker 2 (13:42):
Yeah, exactly. So what else do we want people to
know about the buyer's journey?
Speaker 1 (13:49):
Well, I think I think that there's there's several strategies
for addressing it. What's interesting too, is that I can't
tell you how many clients because we're so we business
owners are so immersed in our business. We think that
one time that if a prospect has one point of
(14:10):
contact with us, or even experience us as a customer,
you know, you know, being a client or customer if yours,
we think they'll never forget it, never forget it, and
so we never tell them about anything else. For example,
I have a client who is uh is a roofer
and he sells gutters and signing as well. So he's
(14:37):
he's he's he's selling. You know, he's had one interaction
with a customer on roofing. Oh that's it. You know, Well,
they can call us back to signing a guts. They
have no idea you do signing a gun's unless you
did a drip campaign to that to rejuvenate those former customers.
They have no idea and so. But because we as
(14:58):
business owners are so immersed in what we do, we
think that and only that somebody just needs one touch point,
whether it's a and certainly a customer has experienced us
and loved us, they'll never forget us.
Speaker 2 (15:14):
The fact is they do forget exactly.
Speaker 1 (15:17):
And the only way you can you get to stay
in contact. You have a thirty four percent chance of
selling to an existing customer versus a thirty percent higher
chance of selling to an existing customer versus uh, you
know a cold customer, someone who has experienced you yet.
Oh yeah, So reactivating former customers is another dript campaign
(15:40):
and another because.
Speaker 2 (15:42):
Number one, I do it all the time.
Speaker 1 (15:45):
Yeah, you come up with new stuff, but you have
new products that you're presenting. You're adding more value to
an existing product that they didn't know about. All that stuff.
Speaker 2 (15:55):
Yeah, it's amazing.
Speaker 1 (15:56):
It's amazing how business owners overlook things that are right
in their domain, right in their grasp, right in their wheelhouse.
Speaker 2 (16:06):
Well, and sometimes those new features and services that you
add are what have would have made them make the
decision before, right, But you didn't have it right.
Speaker 1 (16:17):
That's right, that's right. I mean you're always innovating at
some level, coming up with new ideas. But what happens
is is business owners go after the one to three
percent with those ideas, and they don't tell the ninety
seven to ninety nine percent, especially they're former customers, not
to mention other customers that are on the journey.
Speaker 2 (16:37):
Yeah, and approved the point when I do mass email
campaigns and I have oh I just got back from
this and we have all these new innovative things we
didn't have before, that's when I get the most responses
to email campaigns, and it's usually previous people and they're like, oh, well,
what's going on now?
Speaker 1 (16:57):
Amazing?
Speaker 2 (16:59):
Give everybody out your contact info and even additional info
you want to give them at this point, love to
you know.
Speaker 1 (17:06):
Every every week I offer three lucky listeners an opportunity
where I guarantee I will show you how to increase
your revenue a minimum of one hundred thousand dollars without
spending an additional dollar on marketing or advertising. And to
do this you just and I can only handle three
a week. So go to NeXTSTEP CFO dot net forward
(17:31):
slash contact, fill out the contact form and in the
message section put one hundred k and I will send
you an invite a calendar link for you to schedule
the appointment and if it's ninety minutes, but I promise
you you'll you'll you'll see how you can generate more
than one hundred thousand dollars of incremental revenue without spending
(17:53):
any additional money on marketing your ats. Most incremental revenue
falls to the bottom Lin.
Speaker 2 (18:02):
That's true. Well, again, you were a wealth of information
and we look forward to hearing from you more because
I have you because you're such an expert on my
show every week. And so thanks for everything you gave
us this week, and we'll see you next week. And
thanks for being on the Adventures of play Man.
Speaker 1 (18:21):
Thanks for having me tea. Thank you for listening to
the Adventures of plate Man. I'm w for CUI Radio.
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