November 24, 2025 • 9 mins
Still the most effective tool to use while prospects are on the buyer’s journey.
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Click Here to Subscribe to The Adventures of Pipeman for PERKS, BONUS Content & FREE GIVEWAYS!
Take some zany and serious journeys with The Pipeman aka Dean K. Piper, CST on The Adventures of Pipeman also known as Pipeman Radio syndicated globally “Where Who Knows And Anything Goes.”
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? PipemanRadio Podcasts are heard on Pipeman Radio, Talk 4 Media, iHeartRadio, Pandora, Amazon Music, Audible, Spotify, Apple Podcasts, and over 100 other podcast outlets where you listen to Podcasts.
The following are the different podcasts to Follow, Listen, Download, Subscribe:
•The Adventures of Pipeman
•Pipeman Radio
•Pipeman in the Pit – Music Interviews & Festivals
•Positively Pipeman – Empowerment, Inspiration, Motivation, Self-Help, Business, Spiritual & Health & Wellness
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.
Speaker 2 (00:10):
Wow for you your.
Speaker 3 (00:19):
This is the pipe Man here on the Adventure is
pipe Man W four c Y Radio and we have
another great positively pipe main segment with some powerful business
strategies from resident expert Michael Barberita from Next Step CFO.
Speaker 2 (00:35):
How are you to have Michael, fantastic. Thank you again
for having me, Tane. It's a pleasure to be here.
Speaker 1 (00:40):
So one of the things that happened just this week,
three of my clients got a customer because of their
drift campaign and I guess what, so did I because
of my drift campaign. So what people don't understand. It's
(01:01):
amazing the goal mine that is in your existing customer database.
Uh this this could be former customers and in the
case of the three clients that and me. Uh in
that case they were former clients, but they could also
be currect customers as well as prospects. One particular client
(01:22):
is in the roofing business. But in the roof you know,
the name of his company has the word roofing in it,
and but what he also sold was, in addition to roofs,
he sold gutters and sighting.
Speaker 2 (01:38):
And so we.
Speaker 1 (01:39):
Started to do a drip campaign to keep customers aware
that the roofing company that he has roofing in the
name also does gutters and siding. So he got a
call for some gutters this week from the drip campaign
because the customers didn't know he did gutters or other
customers that didn't know they did citing.
Speaker 2 (01:59):
So it's credible.
Speaker 1 (02:01):
How just communicating to your former customers. Uh, and and
the and the resistance business owners have for doing that.
And one of the reasons why they don't do it
is in the old days and I'm talking about just
take two years ago as being the old days, they
had to do the drip campaign manually. Now you have
(02:22):
AI that can help you with it, and it makes
it so much easier. We show our clients how to
do that. We have the right prompts to give AI.
In our case, we use Claude and they they they
they type out the whole campaign and all we do
is give it to the marketing person to put it
in the drip. So uh, it's it's a heck of
(02:47):
a lot easier. And what everybody's going to understand is
that only one to three percent of customers in your industry,
I don't care what industry, Okay, what time a day
it is, it doesn't matter. Only one to three percent
are ready to buy now. The other ninety seven to
(03:07):
ninety nine percent are on the buyer's journey and the
best way to capture them while they're on the buyer's
journey is through the drift campaign. My client in the
roofing business would have never gotten that client in a
million years to buy gutters from them if it wasn't
for the drift campaign, and if the people people are
not using it the way it should be used. You
(03:32):
put your former customers, you put your current customers, and
you put prospects in it, because the prospects are on
the buyer's journey for sure, and even your customers could
be on the buyer's journey for services and products that
they don't even know you sell. And so it's an
incredible effect effective strategy, and a lot of marketing agencies
(03:55):
they don't want to they don't want to do it anymore.
They think it's kind of past a or it's in
true so uh to the customer. Certainly, if you email
them ten times a day, I could see how it
could be intrusive. But for the most part uh, and
we may and we monitor and the marketing agency will
also monitor all the metrics, meaning what's the open rate,
(04:16):
what's the unsubscribed rate, what's the click through rate if
you have an opportunity for them to click in you
in that in that particular email.
Speaker 2 (04:27):
So all the metrics are followed.
Speaker 1 (04:31):
And the fact if they are unsubscribing, it means they
never would have been customers anyway, So I would I
wouldn't even worry about that.
Speaker 2 (04:37):
I've I've had.
Speaker 1 (04:39):
Situations where one of you know, some of my clients
would say, I can't do the drip campaign.
Speaker 2 (04:45):
It's too intrusive, but uh, you.
Speaker 1 (04:48):
Know, and and so they just don't bother doing it
because they're afraid that people are gonna unsubscribe. Well, what
good is it if you don't use your your uh
the address anyway, you know, the list anyway?
Speaker 2 (05:00):
Right?
Speaker 3 (05:02):
Totally.
Speaker 2 (05:02):
I mean it's awful.
Speaker 3 (05:04):
I mean, I'm a big believer in drip campaigns because
you just never know what people are looking for that
they don't realize you have, that's right, and.
Speaker 1 (05:13):
They could be on the biased journey for the primary
product that you do have, right, you know, which you.
Speaker 2 (05:18):
Know, sometimes a Buia's journey.
Speaker 1 (05:20):
You know, I had I had a client recently come
on board that I made my first contact with fifteen
years ago in a coke call uh and he came
on board fifteen years.
Speaker 3 (05:33):
Later and had that happened too.
Speaker 1 (05:36):
I love it right, It's just it's like and if
I didn't do the drip campaign, he would have forgot
about me, or another competitor would have, you know, taken over.
That's the other interesting thing about a drip campaign. The
other interesting thing about a drip campaign is that when
people are on the buyer's journey, they want information, and
(05:56):
it's good to have a drip campaign that provides information
and then another one that provides an.
Speaker 2 (06:02):
Offer relative to that information. Yeah.
Speaker 1 (06:05):
So you know, you do one, you do the informational
uh piece the first week, and then the next week
you sent out an offer relative to that information that
you gave the previous week. But people always that's the
biased journey. They're getting information, and if you're the one
that's front and center with the information, guess who they're
gonna Guess who they're gonna contact, It's gonna be you.
Speaker 3 (06:25):
People hold back from doing it because they think they're
gonna offend somebody or I can't tell you how many
times in my campaigns that prospects were like, actually, first
of all, they were really impressed, and I remembered who
they were, Number one, number two. I can't tell you
(06:46):
how many times they've said, oh my god, you're telling
me what's perfect. You know, I wasn't ready before and
now I am. And I was just thinking about reaching
out to you.
Speaker 1 (06:58):
So believable, and you know, one of the things, so Dean,
and I said it earlier, I'll say it again. Business
owners thought that they had to prepare the dript campaign themselves,
which by the way, took a long time.
Speaker 2 (07:12):
But now you don't have to do that. With the
proper prompts. In a tool like.
Speaker 1 (07:18):
Claude utilizing project Knowledge, which is a tool in cloud,
you can have customized emails just for you, just just
for your business, and you can and by the way,
Claude doesn't have to go to the bathroom or anything
like that. It just drills it out, and after he
drills out twenty you can ask him to do twenty
(07:38):
more and it just keeps on going.
Speaker 3 (07:43):
I have a feeling at some point in the future
that'll be the sci fi that that then the AI
is going to need to go to the bathroom and
take sick days.
Speaker 2 (07:53):
And well, that might be an excuse they come up with,
but I'm not sure it's going to work right.
Speaker 3 (08:03):
So how do people reach out to you to get
more information and help with drip campaigns.
Speaker 1 (08:11):
Well, it's one of the it's one of the strategies
that we talk about in our book interviews. And we
love doing book interviews because what we do is where
because business is always changing, we're able to update our book.
So the way and and by the way, you'll learn
business strategies that your competition isn't doing. That's the beautiful
thing about the book interview. But it's very simple. It's
(08:31):
it's sixty minutes on zoom. I present strategies from my
book and then I ask the business owner if someone
were to implement that strategy in their industry, what impact
would it have? And then I documented for the book
and that's it. And and the beautiful thing about it,
as I said, is the business owner learns strategies that
competition isn't doing. And it's a great way to learn
(08:54):
to learn and understand these strategies, uh and.
Speaker 2 (08:58):
And implement them.
Speaker 1 (08:59):
In your big So you go to NEXTSTEPCFO dot net
forward slash contact, fill out the contact form and in
the message section type the words book interview. I'll get
a calendar link over to here so that you can
schedule it, and we're on our way.
Speaker 3 (09:15):
Nice. Well, once again, you've been in great help to
our listeners and people worldwide with your powerful business strategies,
so thank you for being here, and everybody make sure
to tune in next week for more powerful business strategies
on the Positively Pipeline segment of the Adventures of Pipeline.
(09:35):
Thank you, Michael, thank you for having me tea.
Speaker 2 (09:40):
Thank you for listening to the Adventures of Pipemin. I'm
w for CUI Radio.
Hi, you have done to the censure.
Speaker 2 (00:10):
Wow for you your.
Speaker 3 (00:19):
This is the pipe Man here on the Adventure is
pipe Man W four c Y Radio and we have
another great positively pipe main segment with some powerful business
strategies from resident expert Michael Barberita from Next Step CFO.
Speaker 2 (00:35):
How are you to have Michael, fantastic. Thank you again
for having me, Tane. It's a pleasure to be here.
Speaker 1 (00:40):
So one of the things that happened just this week,
three of my clients got a customer because of their
drift campaign and I guess what, so did I because
of my drift campaign. So what people don't understand. It's
(01:01):
amazing the goal mine that is in your existing customer database.
Uh this this could be former customers and in the
case of the three clients that and me. Uh in
that case they were former clients, but they could also
be currect customers as well as prospects. One particular client
(01:22):
is in the roofing business. But in the roof you know,
the name of his company has the word roofing in it,
and but what he also sold was, in addition to roofs,
he sold gutters and sighting.
Speaker 2 (01:38):
And so we.
Speaker 1 (01:39):
Started to do a drip campaign to keep customers aware
that the roofing company that he has roofing in the
name also does gutters and siding. So he got a
call for some gutters this week from the drip campaign
because the customers didn't know he did gutters or other
customers that didn't know they did citing.
Speaker 2 (01:59):
So it's credible.
Speaker 1 (02:01):
How just communicating to your former customers. Uh, and and
the and the resistance business owners have for doing that.
And one of the reasons why they don't do it
is in the old days and I'm talking about just
take two years ago as being the old days, they
had to do the drip campaign manually. Now you have
(02:22):
AI that can help you with it, and it makes
it so much easier. We show our clients how to
do that. We have the right prompts to give AI.
In our case, we use Claude and they they they
they type out the whole campaign and all we do
is give it to the marketing person to put it
in the drip. So uh, it's it's a heck of
(02:47):
a lot easier. And what everybody's going to understand is
that only one to three percent of customers in your industry,
I don't care what industry, Okay, what time a day
it is, it doesn't matter. Only one to three percent
are ready to buy now. The other ninety seven to
(03:07):
ninety nine percent are on the buyer's journey and the
best way to capture them while they're on the buyer's
journey is through the drift campaign. My client in the
roofing business would have never gotten that client in a
million years to buy gutters from them if it wasn't
for the drift campaign, and if the people people are
not using it the way it should be used. You
(03:32):
put your former customers, you put your current customers, and
you put prospects in it, because the prospects are on
the buyer's journey for sure, and even your customers could
be on the buyer's journey for services and products that
they don't even know you sell. And so it's an
incredible effect effective strategy, and a lot of marketing agencies
(03:55):
they don't want to they don't want to do it anymore.
They think it's kind of past a or it's in
true so uh to the customer. Certainly, if you email
them ten times a day, I could see how it
could be intrusive. But for the most part uh, and
we may and we monitor and the marketing agency will
also monitor all the metrics, meaning what's the open rate,
(04:16):
what's the unsubscribed rate, what's the click through rate if
you have an opportunity for them to click in you
in that in that particular email.
Speaker 2 (04:27):
So all the metrics are followed.
Speaker 1 (04:31):
And the fact if they are unsubscribing, it means they
never would have been customers anyway, So I would I
wouldn't even worry about that.
Speaker 2 (04:37):
I've I've had.
Speaker 1 (04:39):
Situations where one of you know, some of my clients
would say, I can't do the drip campaign.
Speaker 2 (04:45):
It's too intrusive, but uh, you.
Speaker 1 (04:48):
Know, and and so they just don't bother doing it
because they're afraid that people are gonna unsubscribe. Well, what
good is it if you don't use your your uh
the address anyway, you know, the list anyway?
Speaker 2 (05:00):
Right?
Speaker 3 (05:02):
Totally.
Speaker 2 (05:02):
I mean it's awful.
Speaker 3 (05:04):
I mean, I'm a big believer in drip campaigns because
you just never know what people are looking for that
they don't realize you have, that's right, and.
Speaker 1 (05:13):
They could be on the biased journey for the primary
product that you do have, right, you know, which you.
Speaker 2 (05:18):
Know, sometimes a Buia's journey.
Speaker 1 (05:20):
You know, I had I had a client recently come
on board that I made my first contact with fifteen
years ago in a coke call uh and he came
on board fifteen years.
Speaker 3 (05:33):
Later and had that happened too.
Speaker 1 (05:36):
I love it right, It's just it's like and if
I didn't do the drip campaign, he would have forgot
about me, or another competitor would have, you know, taken over.
That's the other interesting thing about a drip campaign. The
other interesting thing about a drip campaign is that when
people are on the buyer's journey, they want information, and
(05:56):
it's good to have a drip campaign that provides information
and then another one that provides an.
Speaker 2 (06:02):
Offer relative to that information. Yeah.
Speaker 1 (06:05):
So you know, you do one, you do the informational
uh piece the first week, and then the next week
you sent out an offer relative to that information that
you gave the previous week. But people always that's the
biased journey. They're getting information, and if you're the one
that's front and center with the information, guess who they're
gonna Guess who they're gonna contact, It's gonna be you.
Speaker 3 (06:25):
People hold back from doing it because they think they're
gonna offend somebody or I can't tell you how many
times in my campaigns that prospects were like, actually, first
of all, they were really impressed, and I remembered who
they were, Number one, number two. I can't tell you
(06:46):
how many times they've said, oh my god, you're telling
me what's perfect. You know, I wasn't ready before and
now I am. And I was just thinking about reaching
out to you.
Speaker 1 (06:58):
So believable, and you know, one of the things, so Dean,
and I said it earlier, I'll say it again. Business
owners thought that they had to prepare the dript campaign themselves,
which by the way, took a long time.
Speaker 2 (07:12):
But now you don't have to do that. With the
proper prompts. In a tool like.
Speaker 1 (07:18):
Claude utilizing project Knowledge, which is a tool in cloud,
you can have customized emails just for you, just just
for your business, and you can and by the way,
Claude doesn't have to go to the bathroom or anything
like that. It just drills it out, and after he
drills out twenty you can ask him to do twenty
(07:38):
more and it just keeps on going.
Speaker 3 (07:43):
I have a feeling at some point in the future
that'll be the sci fi that that then the AI
is going to need to go to the bathroom and
take sick days.
Speaker 2 (07:53):
And well, that might be an excuse they come up with,
but I'm not sure it's going to work right.
Speaker 3 (08:03):
So how do people reach out to you to get
more information and help with drip campaigns.
Speaker 1 (08:11):
Well, it's one of the it's one of the strategies
that we talk about in our book interviews. And we
love doing book interviews because what we do is where
because business is always changing, we're able to update our book.
So the way and and by the way, you'll learn
business strategies that your competition isn't doing. That's the beautiful
thing about the book interview. But it's very simple. It's
(08:31):
it's sixty minutes on zoom. I present strategies from my
book and then I ask the business owner if someone
were to implement that strategy in their industry, what impact
would it have? And then I documented for the book
and that's it. And and the beautiful thing about it,
as I said, is the business owner learns strategies that
competition isn't doing. And it's a great way to learn
(08:54):
to learn and understand these strategies, uh and.
Speaker 2 (08:58):
And implement them.
Speaker 1 (08:59):
In your big So you go to NEXTSTEPCFO dot net
forward slash contact, fill out the contact form and in
the message section type the words book interview. I'll get
a calendar link over to here so that you can
schedule it, and we're on our way.
Speaker 3 (09:15):
Nice. Well, once again, you've been in great help to
our listeners and people worldwide with your powerful business strategies,
so thank you for being here, and everybody make sure
to tune in next week for more powerful business strategies
on the Positively Pipeline segment of the Adventures of Pipeline.
(09:35):
Thank you, Michael, thank you for having me tea.
Speaker 2 (09:40):
Thank you for listening to the Adventures of Pipemin. I'm
w for CUI Radio.
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