Transcript
WEBVTT
1
00:00:06.040 --> 00:00:09.669
Hello and welcome. My name is
Kelsey, course, and I'm on the
2
00:00:09.750 --> 00:00:13.949
production team with sweet fish media.
Today I'm super excited to introduce to you
3
00:00:14.029 --> 00:00:19.989
an anniversary episode for be Tob Revenue
Acceleration. It's their second anniversary of their
4
00:00:20.070 --> 00:00:25.420
be tob revenue acceleration podcast. This
episode is dedicated to you, clients,
5
00:00:25.539 --> 00:00:28.899
partners and friends, who brings so
much value to the work that they do.
6
00:00:29.660 --> 00:00:33.979
On this episode you will hear from
five outstanding guests about their best strategies
7
00:00:34.060 --> 00:00:38.289
for be tob revenue acceleration. If
you think you'll find the show valuable after
8
00:00:38.289 --> 00:00:42.810
you check out this quick tippit,
just search be tob revenue acceleration and apple
9
00:00:42.890 --> 00:00:47.649
podcast or your favorite podcast player.
Makes you subscribe and if you really like
10
00:00:47.850 --> 00:00:52.079
it, don't forget to leave a
review. Enjoy the SNIPPET. So,
11
00:00:52.200 --> 00:00:56.320
if you think of like the typical
be to be lead to sale process,
12
00:00:56.880 --> 00:00:59.399
you've got someone that shows up at
your site and they see you a big
13
00:00:59.520 --> 00:01:00.560
like get a demo button. Now
what does that mean to them? It
14
00:01:00.679 --> 00:01:04.230
means I click, that sales person's
going to hound me, I'm going to
15
00:01:04.269 --> 00:01:07.030
get on a sixty minute call and
they're going to push a product on my
16
00:01:07.109 --> 00:01:11.069
throat. So it's a pretty high
bar to click that button. And so
17
00:01:11.430 --> 00:01:15.790
what is their actual motivation? The
motivation is they've got a problem. They
18
00:01:15.829 --> 00:01:19.140
want to figure out if you're thing
solves that problem. And so most companies,
19
00:01:19.180 --> 00:01:23.700
I don't know if it's many,
but most companies, they'll do everything
20
00:01:23.739 --> 00:01:26.900
they can to get somebody to click
that button and talk to a salesperson because
21
00:01:26.900 --> 00:01:30.379
they want to sell them something,
anything, right. So it means they're
22
00:01:30.379 --> 00:01:33.730
not providing answers up front and they're
hiding everything behind the form. They don't
23
00:01:33.730 --> 00:01:37.290
show the product. And so,
knowing that like the behavior, that the
24
00:01:37.370 --> 00:01:41.209
prospect becomes, you know they're probably
not going to do that until it's the
25
00:01:41.489 --> 00:01:45.370
the last possible resort and they're going
to actually bail and go back to search
26
00:01:45.409 --> 00:01:48.319
and see if somebody else answers that
forum. And so what can we do
27
00:01:48.359 --> 00:01:49.560
about that? Right, so what
are the tactics that you can use to
28
00:01:49.959 --> 00:01:55.680
counter that mismatch behind the motivation behavior? So the first thing is we can
29
00:01:55.719 --> 00:02:00.599
show the product, right, so
videos and dupt documentation, all of those
30
00:02:00.640 --> 00:02:04.709
things. We can let them try
the product, which is blasphemy and cybersecurity.
31
00:02:04.750 --> 00:02:07.269
Right, nobody lets you try the
thing in cyber security. But we
32
00:02:07.310 --> 00:02:08.949
could do that and then we could
do things that are really creative and I
33
00:02:08.949 --> 00:02:13.990
like the DD said earlier. So
we just tried something that we called the
34
00:02:14.110 --> 00:02:16.860
invisible webinar and the idea was,
or invisible demo, whatever you want to
35
00:02:16.900 --> 00:02:20.740
call it. The idea was the
bar is high to get on that sales
36
00:02:20.780 --> 00:02:23.740
call, right, so what if
we did something where we showed exactly what
37
00:02:23.939 --> 00:02:25.740
you would see on a sales demo, but you have to sign up for
38
00:02:25.780 --> 00:02:29.979
anything. You can be totally anonymous, you can ask questions through chat,
39
00:02:30.610 --> 00:02:34.050
right. So the people that aren't
quite ready then aren't ready to I'm going
40
00:02:34.090 --> 00:02:36.689
to give you sixty minutes to sell
me something. They can see what they
41
00:02:36.729 --> 00:02:39.129
would see on a real demo.
So the goal is, if we show
42
00:02:39.169 --> 00:02:42.810
enough value, then you're going to
sign up and talk to US salesperson.
43
00:02:42.889 --> 00:02:46.479
So to me the idea is,
like always are toward removing friction, giving
44
00:02:46.560 --> 00:02:50.319
that prospect exactly what they need to
make a decision. To me, a
45
00:02:50.520 --> 00:02:54.080
know is better than just a bunch
of dusty names at a database. What
46
00:02:54.280 --> 00:02:59.629
an inspiring episode. Again to hear
the rest of this interview and many more
47
00:02:59.750 --> 00:03:05.469
like it. Subscribe to the BETB
Revenue Acceleration podcast in Apple, spotify or
48
00:03:05.590 --> 00:03:07.990
even on their website. Thank you
so much for tuning in, and happy
49
00:03:07.990 --> 00:03:16.060
second anniversary to the BB Revenue Acceleration
podcast. One of the things we've learned
50
00:03:16.099 --> 00:03:21.740
about podcast audience growth is that word
of mouth works. It works really,
51
00:03:21.780 --> 00:03:24.020
really well actually. So if you
love this show, it would be awesome
52
00:03:24.020 --> 00:03:28.530
if you texted a friend to tell
them about it, and if you send
53
00:03:28.569 --> 00:03:30.530
me a text with a screenshot of
the text you sent to your friend,
54
00:03:31.009 --> 00:03:35.650
Metta, I know I'll send you
a copy of my book content based networking,
55
00:03:35.849 --> 00:03:38.210
how to instantly connect with anyone.
You want to know my cell phone
56
00:03:38.210 --> 00:03:43.360
numbers. Four hundred seven, four
nine, hundred three and three, two
57
00:03:43.439 --> 00:03:44.719
eight. Happy texting.