S2.E15: Model Behavior

In this episode, Tom and Curtis explore key foundational concepts of marketing and demonstrate how they use various models — one traditional, one transformational, and one original — to construct campaigns, measure success, and message effectively. They begin with the traditional sales funnel (AIDA) and the importance of understanding the customer journey. They then discuss the RACE framework and the importance of aligning metrics to specific moments and legs of the customer journey. Finally, they illustrate Tom’s “WHY-HOW-WHAT” methodology for content creation and messaging (borrowed heavily from Simon Sinek’s Golden Circle TED Talk). 

The conversation emphasizes the significance of awareness, engagement, and the need to nurture potential customers through the funnel to achieve successful conversions. In this conversation, Curtis Hays and Tom Nixon delve into the intricacies of content marketing and the sales funnel, emphasizing the importance of building trust with potential customers through educational content. They discuss the need for relentless content creation to engage learners and nurture their interest, ultimately guiding them through the sales funnel towards conversion. 

N.B.: Here is a link to the visuals Tom and Curtis shared during the episode.

Takeaways:

• The duo highlights the pitfalls of skipping essential steps in the funnel, the significance of understanding customer purpose, and the necessity of aligning marketing strategies to maximize customer lifetime value. 

• They also explore the power of 'why' in marketing, advocating for a customer-centric approach that resonates with potential buyers.

• Sales funnels are linear (because they describe an evolution of thought process, regardless of timeline); though customer journeys can be varied and difficult to predict or map in a straight line.

• Awareness is the first step in the sales funnel.

• Engagement is crucial for moving customers through the funnel.

• The RACE framework helps structure marketing efforts—especially metrics.

• Metrics should align with each stage of the funnel.

• Skipping the funnel is a selfish and short-sighted folly that can lead to missed opportunities.

• Understanding your audience is essential for effective marketing.

• Conversion requires nurturing and proper timing. Content marketing is crucial for building trust.

• Educational content helps engage potential customers.

• Relentless content creation is necessary for nurturing interest.

• Effective marketing requires patience and time.

• Customer engagement should focus on the customers’ needs, not just the product’s features.

• Marketing should be viewed as an investment, not an expense.