John Jantsch

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.

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?

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.

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.

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.

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.

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.

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

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.

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.