John Jantsch
speaker
116 appearances
1 recordings
1 series
first heard Mar 2025
last heard Mar 2025
John Jantsch’s voice in public audio — every appearance, attributed to the second.
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Appearances
Well, I think ultimately it is, but you can't do everything right away as much as you'd like to. So ultimately you want to build momentum by adding this one and then this one. I tell you what I've done with a lot of businesses getting started is you go out there and find a couple of players that are serving your same market. So for instance, I had a painting contractor.
The guy had been around for a long time, but he started his own practice or his own business. And so I had a couple other clients, electrical contractor and an HVAC contractor. And so I went to them and said, look, these guys do great work. Why don't you guys co-market together?
So what we did is we came up with a flyer, for lack of a better term, that every technician, when they went into a house, would actually pass out this flyer. And it had all three of the company's info on it and a coupon. you know, for giving them a call.
And so what happened was, you know, this painting contractor went out and really hustled and got that flyer into a lot of places and started making not only his own phone ring, but the other guy's phones ring. And consequently, you know, he was getting calls now because the HVAC contractor had like six guys going in 10 houses every day. And so, you know, all of a sudden it's like,
You know, I trust my HVAC contractor. If he says this painter's fine, I'm going to call him. So doing that kind of stuff doesn't really cost much. You know, it takes some relationship building, but that could be a great way for you to really, you know, kind of hit the ground running.
Sure.
Well, I've done this more than once and we finally started incentivizing them. So the coupon would have codes on them and it'd say, what was the code on your coupon? And it was like, oh, that's Bill's code. And so all of a sudden he got 50 bucks. So now he's like, I'm going to pass these out.
Yeah, yeah.
No question. No question. Yeah.
Yeah, so the idea is that people go when they're getting ready to buy, they typically go on a bit of a journey, especially even now. I mean, that trend of kind of the buyer doing a bunch of research on the front end because they can, you know, the technology has made it easier for them to get info.
Um, is that, you know, we want to guide, uh, that person, um, you know, because you've probably done this before. The more somebody trusts you, the more willing, the more willing they are to pay a premium. Right. I mean, if you trust, like, I know everybody trusts these guys, everybody uses them. I'm going to pay more, but I know it's worth it. Right.
I mean, we've all kind of done that or, or we know it's going to be a better experience. So the idea is instead of just running ads, we've got to link all three of these things together. Let's say you run an ad. First thing somebody is probably going to do is go to your website. What do they see when they get there? Is there a message to solve their problem?
Are there trust markers like banners and testimonials and reviews? So you got to realize that people are doing their own research. And the more we can do to intentionally guide that and build the trust, having case studies, having portfolios, those kinds of things have to be a part of the journey. A lot of people stop at, oh, we just need to run an ad.
You run an ad and you're probably going to attract that person that says, I'm looking for the cheapest deal out there. But you run an ad and you send some of your website, you have lots of reason, lots of resources there to build trust. Then all of a sudden, they're going to be less price sensitive.
Yeah.
Yeah.
Well, and I know you teach this as well, but certainly the folks in your industry that you serve, I mean, the ones that are really excelling, that are really profitable, they spend as much time teaching their techs and their sales folks how to upsell in the sales environment than they do on their marketing.
Because quite frankly, there's a whole lot more profit in that upsell quite often than there is in the come out and fix my leaky faucet.
Well, it's a big part of it because, again, the customer journey doesn't just end when somebody says, I want to buy. The profitability in an organization is, in some cases, you might lose money. I know some companies are getting better at it. You might lose money on that first call, but you spend all that money to get in the home, and now it's
And you don't do anything to make sure that you're going to come back next year or next week or next month. You don't make it really easy for them to refer you and incentivize them to tell their friends, neighbors and colleagues about you. That's part of the whole journey. So many people think marketing stops when you get the sale. To me, the real opportunity is after you get the sale.
Showing 41–60 of 116 · page 3 of 6
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