Business Excellence - An Entrepreneur's Journey

IBGR onAir Talent James W Bryant
  • 5.0 (3)
  • Entrepreneurship
  • Weekly Series

Each episode has additional written information your might find helpful. Here is a complete listing of Show Notes. Want to continue the conversation? Add your thoughts in the comments section available at the bottom of each page of notes on the site. Simply click "read more" and let's get the conversations started! Listen to James onDemand by downloading the IBGR Business Growth Radio App for Android and iOS and gain access to even more great resources. Find the IBGR Business Growth Radio App on Google Play and in the Apple App Store.

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  1. 1. SEASON 4 OVERVIEW Building Your Community - JAMES W BRYANT

    Episode 1

    1. SEASON 4 OVERVIEW Building Your Community - JAMES W BRYANT

    Welcome to season 4 of Better You 4U An Entrepreneur’s Journey. All of the episodes this season will viewed through the lens of building your community. The objective of today’s show is to provide an overview of the conversations that we are going to have in Season 4. The context of the season’s shows is all about building your community. Your community of customers and brand ambassadors will help you expand the impact of your business and grow your profits. This show talks about my journey as an entrepreneur and the topics that we are covering in this season are topics and issues that I have recently or am currently implementing in my business. You will get a real-time view of putting these tools into practice as we take this journey together.  Key Issues - Owner Perspective: There is no question that you have to continue to pursue growing your sales, managing your expenses and increasing your profit. Building a community takes time but can be one of the most profitable ways for you to increase your customer base and your profits. 1.    Growing Your Customer Base 2.    Developing Your customer relationships 3.    Keys to successful customer engagement 4.    Your support Network  What You Need to Know - The What  1.    Season 4 Overview – Building Your Community 2.    Trust the Power of Relationships 3.    Know Your Customer 4.    Developing Your offer – What problem are you solving 5.    Designing the Customer Journey 6.    Packaging Your Promise 7.    Delivering Your Promise 8.    Experience is the best teacher 9.    The importance of your Call to Action 10. Building Your Brand is just the start – How will people find you? 11. Customer Referrals – Why You are not getting the results you want 12. My website has traffic but no sales or leads, what’s next? 13. Season 4 Wrap-up Understanding our customer, their problems and how we solve them.  What You Need to Do - The How Note the topics that you are interested in. Set your calendar, listen and apply! 1.    Build your Community 2.    JOIN the IBGR Community 3.    DOWNLOAD the IBGR Growth App 4.    Subscribe to the podcast: https://podcast.betteryou4u.com/ 5.    Interact with us! Shows Previous: 2020 in Rearview :https://podcast.betteryou4u.com/1-2020-in-rearview-james-bryant Next: Trust the Power of Relationships – Leveraging the power of you James W Bryant I am extremely motivated to make a positive impact on the world by helping people strengthen their inner hero. I believe the many people settle for mediocrity, and are unaware of the greatness that lies within. It is my honor to help you realize your potential so that you can achieve everything you desire overcoming any and every obstacle along the way.   Facebook:       https://www.facebook.com/BetterYou4U Instagram:           https://www.instagram.com/betteryou4u/ LinkedIn:           https://www.linkedin.com/in/jbryant2/ Let Your Light Shine

    41 min
  2. 2. TRUST THE POWER OF RELATIONSHIPS - JAMES W BRYANT

    Episode 2

    2. TRUST THE POWER OF RELATIONSHIPS - JAMES W BRYANT

    Show Objectives - The Why The context of the season’s shows is all about building your community. Your community of customers and brand ambassadors will help you expand the impact of your business and grow your profits. The objective today’s show is to discuss trust and its role in building the relationships that you need in order to create the community that will power your business to the next level of growth. At the end of our time together today you will have an understanding of the essential elements for building and leveraging trust to build community capitol. Key Issues - Owner Perspective: If you are in the process of building or attracting your community, know that success does not happen overnight. Building anything takes time and you want to make sure that you have a solid foundation before you start. If you have an existing community then you will understand all the more how to leverage the trust that you have built to continue to expand your community and to covert community members into raving fans of your products and services. Relationships are built on TrustTrust is built on reliability and consistencyTrust is built over time but can be lost in instantWhat happens after the sale it almost as important as what lead to the sale.   What You Need to Know - The What One of the key goals in building a community is to increase your ability to help your customers. Did you know that for the average business there is a 5 to 20% conversion rate that cold prospects will become paying customer? The conversion rate on selling that same product or service to existing customers is 60-70%! It is easier to sell to your existing customers then it is to acquire new customers. This is what you want to build a community around your company, products or brand!  The building blocks of trustYou attract who you are, not just who you projectEvery interaction trains your customers in what to expectCommunication is about more than words or intent – What is the response  What You Need to Do - The How Understand the difference between customer service and customer experienceConsider the customer experience and design every interaction with that experience in mind.Develop avenues of entry to introduce your potential customers to your companyBuild your audience by continuously providing valueBuild a Trustworthy brand Note the topics that you are interested in. Set your calendar, listen and apply! Use this link to get the show notes directly to your inbox: https://link.betteryou4u.com/shownotesJOIN the IBGR Community DOWNLOAD the IBGR Growth AppSubscribe to the podcast: https://podcast.betteryou4u.com/Interact with us! Shows Previous: Season 4 Overview – Building Community Next: Know Your Customer  Facebook:      https://www.facebook.com/BetterYou4U Instagram:           https://www.instagram.com/betteryou4u/ LinkedIn:           https://www.linkedin.com/in/jbryant2/

    43 min
  3. 3. KNOW YOUR CUSTOMER - JAMES W. BRYANT

    Episode 3

    3. KNOW YOUR CUSTOMER - JAMES W. BRYANT

    INTRODUCTION Welcome to week three of our journey into building a community! The context of this seasons episodes is building the community that you need to grow your business. Companies and brands speak to your potential customers everyday and you have to find a way to cut through the noise so that your company’s message can be heard. You have to learn to speak the language of your customer and to package your information in a way that they will find appealing. Developing the right message is more than a marketing strategy.  Episode Objectives - The Why Understanding your customer’s needs plays an important role in keeping your company and your products relevant in your market. This is true for both your current customer base and your potential customers. Your company, product or service must be positioned to meet the needs of your target customer. If you do not know who you target customer is, then how do you know what products to offer. The objective this episode is to provide you with tools and resources needed to help you better define and understand your target customer.   Key Issues - Owner Perspective: Who is your customer? This is one of the essential questions that you have to answer as a business owner. This helps you better target your products. Knowing Your Target Customer impacts everything that you do. You cannot serve everyoneYou don’t sell products or services, you solve problems.See your product through the eyes of the customer What You Need to Know - The What Your Costumer is not the same as your audienceWhat is an ideal customer avatar?Tools that you can use to help you identify their needs.Maslow’s hierarchy of needsThe Elements of Value https://media.bain.com/elements-of-value/ https://hbr.org/2016/09/the-elements-of-value What You Need to Do - The How Create or Update your Ideal Customer Avatar Structured Active Listening with Current Customer base or sessions with customers who fit your ideal avatar profile. Innovation Session with you team – Harness the power of collective wisdom. Work with your team members and have session where you can gather your ideas on the problems that you are solving for your customers Test your assumptions Use this link to get the show notes directly to your inbox: https://link.betteryou4u.com/shownotesJOIN the IBGR Community DOWNLOAD the IBGR Growth AppSubscribe to the podcast: https://podcast.betteryou4u.com/

    41 min
  4. 4. DEVELOPING YOUR OFFER - JAMES W BRYANT

    Episode 4

    4. DEVELOPING YOUR OFFER - JAMES W BRYANT

    INTRODUCTION For there to be a solution there first must be a problem. Many businesses fail to clearly define the problem that they are solving for their customers. Businesses are great at talking about the technical capabilities of their products and services, but people do not buy technical capabilities. People buy solutions to their real or perceived problems. When developing a product or thinking through how you want to market or launch your product, answering this one question from the perspective of your customer is critical: “What problem does this product of service solve?”. Episode Objectives - The Why Over the past 3 weeks we have talked about the importance of building a community around your company, brand, or your unique ideas.  A community is important because it allows you to engage with your potential customers, testing products and concepts, to build trust, and to add value. Last week we spent time talking about getting to know you customer. This week takes an more in depth look at positioning your product as the solution to your customer’s problem. You thought you just sold products and services but in reality, you sell solutions! At the end of the time together today you will have a framework to develop and position your offer as the solution to your customer’s problem.  Key Issues - Owner Perspective: You are in the business of selling solutions. Your revenue growth is directly tied to your ability to meet your target customer’s needs. The way your product is positioned can change its perceived value. What You Need to Know - The What Know Your Customer https://podcast.betteryou4u.com/1-know-your-customer-james-bryant The Elements of Value (Discussed in Episode 3) https://media.bain.com/elements-of-value/ https://hbr.org/2016/09/the-elements-of-value Have a clear understanding on what your customer’s needs are. Understand what your customer values. Position your offer as the solution to their problem. What You Need to Do - The How Formula for developing a compelling offer: Compelling Offer = The right audience + The Right solution + The right time + The right price 1.    You need to sell what people what to buy. 2.    Market it to the right people at the right time 3.    Make you offer compelling.  Speak the language on your intended customer – Cut right through the noise.   Learn to hear the wants behind the words. – Action Speaks louder than words    Invite your customers into a story. Or Invite your customers on a journey. People buy products that solve their problems, from people that the know, like and trust. The relationship that you build along the way is an important factor in this journey. Do not simply sell our knowledge was the solution invite the customers on a journey to the solution. Key Questions to Consider When Designing Your offer What are you selling? Not what is the product but what solution are you selling? Who is your ideal customer for this product? What will cause this customer to take immediate action on this offer? At what price point?  Focus on Solutions! What problem does this product solve for your customer? What life transformation will this solution bring?  Removing Obstacles What obstacles are getting in the way of your customer purchasing the offer? What are the objections? How can you use these objections to talk about the benefits of your product? Creating Urgency Why should this customer buy this product now, today? What value can you add to make this offer more compelling and time sensitive? 1.    Use this link to get the show notes directly to your inbox: https://link.betteryou4u.com/shownotes 2.    JOIN My Mentoring Group in the  IBGR Community 3.    DOWNLOAD the IBGR Growth App 4.    Subscribe to the podcast: https://podcast.betteryou4u.com/

    33 min
  5. 5. DESIGNING YOUR CUSTOMER JOURNEY - JAMES W BRYANT

    Episode 5

    5. DESIGNING YOUR CUSTOMER JOURNEY - JAMES W BRYANT

    Episode Objectives - The Why The focus of this season has been on building a community. At this point we have discussed identifying your customer, their pain points and how your product provides a solution to their specific problem. You have done the hard work of designing your offer and now it is time to take your customers on a journey from awareness to action. The objective of this week is to provide the key elements and the steps needed to design your customer’s journey. Key Issues - Owner Perspective: A great offer is not enough you have to take your customer on a journeyYour customer journey creates a pipeline of qualified leadsQualified leads streamlines your sales process What You Need to Know - The What Sales Funnels: A sales funnel is a step-by-step process that allows you to bring your potential customer from awareness to buying your product. It is a fundamental way for any business to model their marketing and sales systems to work together to first connect with a lead and then convert that prospect into a customer. There are several elements to a well-defined funnel but at a minimum they have to include: Top of funnel: Lead generation phase. Increase brand awareness and attract potential customers. Awareness & Problem Recognition Interest & Information Search Middle of Funnel: Information Phase where you are providing more information to help the customer make their decision. Consideration & Evaluation Intent & Commitment Bottom of the Funnel: Emphasis is on a great customer experience (not just customer service). You are not just converting a qualified lead into a customer. You are converting a paying customer into a raving fan. Conversion & Purchase Loyalty & Advocacy Previous Podcast Episodes that may be useful Know Your Customer https://podcast.betteryou4u.com/1-know-your-customer-james-bryant Developing Your Offer: What Problem Are You solving https://podcast.betteryou4u.com/1-developing-your-offer-james-bryant What You Need to Do - The How Design a container for your customerConcisely define your customer journeyInvite your customer on the journeyEthically lead your customer along the journeyShow your customer the promise of your product Links and Resources  1.    Use this link to get the show notes directly to your inbox: https://link.betteryou4u.com/shownotes 2.    JOIN My Mentoring Group in the IBGR Community 3.    DOWNLOAD the IBGR Growth App 4.    Subscribe to the podcast: https://podcast.betteryou4u.com/

    33 min
  6. 6. PACKAGING YOUR PROMISE - JAMES W BRYANT

    Episode 6

    6. PACKAGING YOUR PROMISE - JAMES W BRYANT

    Show Notes - Better You 4U An Entrepreneur's Journey Episode 6 - Packaging Your Promise INTRODUCTION How much stock do you put into appearances? We have all had situations where we were turned off by how something is put together or how something looks. There have been times when we were proven wrong and the “hole in the wall” restaurant had the best food that we have ever tasted. In those instances where we overcame our initial objection there is usually something that is compelling us to push past the initial reaction to the appearance. Your customers have their preferences in colors, shapes, and the types of photographs that they respond positively to. Do you really want to make your customers push past an additional set of negative objections to find out that your product is the solution that they need?  Episode Objectives - The Why There is a lot of noise in the marketplace and your offer must be packaged in a way to be heard above the noise. You have the right product, you have the customer journey mapped out, now you must package it. You are in the business of solving problems. The objective of this episode is to provide you with the framework that you need to package your products and services to increase the number of clients that you serve, not just the number of customers that purchase your products.  Key Issues - Owner Perspective: A great product means nothing if it is not packaged right.Your Packaging is part of how you communicate to your customers. What You Need to Know - The What 1. Customers vs clients 2. The definition of Packaging - What are you talking about? Physical ProductsDigital ProductsServices 3. Packaging is not just Physical.   The Psychology in packaging designThe role that packaging plays in the customer experience. 4. Packaging the promise of your brand/product extends past the initial sale. What You Need to Do - The How 1. Review your product and how the solution is framed through the eyes of the target customer. 2. Consider the design elements of every step of your customer journey. Do your customers respond better to simple text emails?What types of pictures does your idea customer respond best to?What type of social media posts resonate most with your idea customer? 3. Connect your how your product is packaged with the emotional response that you want from your idea customer. Physical Products – The look, feel, texture, color, the internal packaging, the functionality all make a connection on the emotional level with your customer. Understand that connection and keep your brand top of mind to create repeat customers. Digital Products and Services – The look, the feel, the color, the font, the ease of access, ease of use and how you follow-up all play a role in creating a dynamic and well received customer experience. The customer’s experience is glue that makes your product, your brand sticky to that customer and will keep you top of mind. All these elements are designed to make a deeper emotional connection with your customers. 4. The Journey is set. The product of promise of your product is packaged. Now you must deliver on your promise (tune it next week for more)   Links and Resources LinkedIn:        https://www.linkedin.com/in/jbryant2/ Business Made Simple:  https://www.hireacoach.com/James-Bryant https://www.businessmadesimple.com

    38 min
  7. 7. DELIVERING YOUR PROMISE - JAMES W BRYANT

    Episode 7

    7. DELIVERING YOUR PROMISE - JAMES W BRYANT

    Episode Objectives - The Why You teach your customers what to expect by your interaction with them throughout the entire customer journey. Satisfied customers are more likely to be repeat customers and will often help to promote your brand. We have stated several times in the past few weeks that you are not just in the business of selling products. You are in the business of solving solutions to your customer’s problems. Does your product and your brand deliver on its’ promises? The objective of this episode is to reinforce why delivering on your promise is so important and to provide a framework for you to identify, monitor, exceed and adjust your promises.  Key Issues - Owner Perspective: The promises you make create your customers’ expectations.The promise of your brand must be part of your entire organization. One of the most important components of delivering on your Promise happens after the product is sold. What You Need to Know - The What 1. Making a Promise a. Stated Promises.b. Unstated Promises 2. Keeping Promises a. Internalb. External 3. Actions Speak louder than words. 4. Applying Continuous Improvement Processes What You Need to Do - The How 1. Time for a Promise Review (Internal) What is our overall brand promise? How is it affected by the promises we make every day?What promises are we making to our Employees/vendors/contractors?How are we tracking these promises?How do we know which ones we have fulfilled and which ones we have fallen short on?What do we do we realize that we have fallen short of making a promise?Are we living up to the promise of our brand throughout the product lifecycle? 2. Time for a Promise Review (External Customers) What is our overall brand promise? How is it affected by the promises we make every day?What promises are we making to our Customers?How are we tracking these promises?How do we know which ones we have fulfilled and which ones we have fallen short on?What do we do we realize that we have fallen short of making a promise? 3. Incorporate customer feedback and integrate changes into your processes. Be agile in your approach to evolve as needed. 4. Make changes in the products, the marketing materials to reflect any updates on products, services and promises. 5. Let the customers tell the story of their transformation.  Links and Resources 1. More information on Business Made Simple https://www.hireacoach.com/James-Bryant https://www.businessmadesimple.com 2. Subscribe to the podcast:  https://podcast.betteryou4u.com Upcoming Events https://link.betteryou4u.com/Webinars LinkedIn:            https://www.linkedin.com/in/jbryant2/

    40 min
  8. 8. EXPERIENCE IS THE BEST TEACHER - JAMES BRYANT

    Episode 8

    8. EXPERIENCE IS THE BEST TEACHER - JAMES BRYANT

    INTRODUCTION Who is in the best position to talk about your product, your promise, and the transformation that it provides? Are you the best person to talk about your products and services? What if you had people who used your products tell the story of how your product changed their life!  The experiences of the people that use your products and services build a strong narrative about your brand. Today we are going to learn how to unleash your customer stories to talk about your products and services. Episode Objectives - The Why Using your real-life customers to tell their story is one of the most powerful tools you can use to connect with new potential customers. The objective of this episode is to equip you with the tools that you need to unleash the power of your customer’s stories.  Key Issues - Owner Perspective: Customer engagement takes time and is worth the effort.The community that you build provides a foundation for future growth.Negative feedback is fuel for innovation. What You Need to Know - The What There are many ways to engage your customers. The tools that you use engage your customers will depend heavily on what you are trying to accomplish.  1. What are you trying to accomplish? Product TestingProduct ReviewMarket research for new productIncreasing salesIncreasing clicks on websiteIncrease traffic to website.Get more people into your sales funnel. 2. Sample Customer Engagement Tools SurveysReviewsReferralsTestimonialsCustomer Stories 3. The difference between a Testimonial and a Customer’s Story  4. The elements of a customer’s story  What You Need to Do - The How 1. Determine what type of customer engagement will work the best for your intended purpose.  What issue are you trying to address in your sales process?Are you trying to overcome a specific objection that a potential customer may have?Do you want to highlight your customer’s real-life transformation because of using your product?Feedback for new product developmentFeedback for further market penetration 2. Include points within your process to specifically ask for the type of feedback that you want. If you want your customers to provide a review, then you must insert that “ask” into your process. Maybe this is a follow-up email campaign a few days after the product is delivered.You can ask for Video reviews and offer some time of incentive for those customers that submit a timely review.Just having a reviews section on your website is not enough. You must make the “ask.” 3. Help you customer provide the type of feedback that you are looking for by structuring the right questions. If you are looking to build stories, then you must ask more than yes or no questions.Examples: Describe how receiving the product in the mail make you feel?What was your initial impression of the product?You have a lot of choices on what you can purchase, why did you purchase this product?Please choose one word to describe how using this product made you feel? Describe why you chose that word. 4. Find ways to use your customer stories in marketing materials. WebsiteEmailsBrochuresVideos  5. Always look to leverage what your customers have to say into ways to improve. This is not just applicable to things that are under performing. You may find the feedback useful in identifying those things that you need to start doing more of. Links and Resources 1. Webinars: Upcoming: https://link.betteryou4u.com/WebinarsWebinar Replay: Your Leadership Language: https://link.betteryou4u.com/LLReplay 2. IBGR – Profit Radio DOWNLOAD the IBGR Growth App 3. Subscribe to the podcast:  https://podcast.betteryou4u.com/  LinkedIn:           https://www.linkedin.com/in/jbryant2/ Business Made Simple:   https://www.hireacoach.com/James-Bryant https://www.businessmadesimple.com

    37 min
  9. 9. YOUR CALL TO ACTION - JAMES W BRYANT

    Episode 9

    9. YOUR CALL TO ACTION - JAMES W BRYANT

    Episode Objectives - The Why People that show up to your website or receive your emails are looking for the action that you want them to take. Too many Calls to Action (CTAs) confuse your potential customers. Too CTAs will not generate the revenue that you want to grow your business. You have to be clear in the actions that you want people to take or you may lose your opportunity to build the community that you need to create the business or your dreams. The objective of this episode is provide you with the guidance that you need to write better CTAs that will help grow your business.  Key Issues - Owner Perspective: If you don’t ask they will not take actionYou need to be clear on the actions that you want people to takePeople scan first then read your marketing materials What You Need to Know - The What 1. What is a call to action (CTA)? A statement that directs your target customer to do something.  2. The 2 Types of CTAs Indirect (Transitional) and Direct 3. The most common form of CTAs: Web page buttonsOpt-in Campaigns (pop-ups, quizzes, etc)Linked Anchor text in blogs, social media posts, and online documentsEmail buttonsWritten Text is hard copy forms/documents What You Need to Do - The How 1. Before you start, make sure that your CTAs fit in nicely with your customer journey.  Your CTAs are part of your overall customer journey. You want each CTA to move your prospect into a happy paying repeat customer. 2. Start Your CTA with a Strong Action Verb You want to get straight to the point. Why should I take action and what action should I take? The CTA has to be able to answer these questions almost immediately. 3. Use words that have an emotional pull Use words that elicit a strong emotional response and create enthusiasm for your product. You want to excite you customer with the action they are about to take. You can use punctuation marks for added excited. The entire CTA should elicit this response and this pairs well with showing the prospect what is in it for them. 4. Remind them of why they should take action What is in it for them? This is the question that you CTA has to answer. Your CTA should be tied to your value proposition. This will give your audience an incentive to take action.  Save timeSave moneyCreate freedomStress lessLose weightGain control of your business 5. Make Your CTA Stand Out It should be obvious by glancing at your materials where your CTA is. This may be a button on the website or a box on the document that is a different color and really draws the attention of the potential customer.  6. Test, Refine and Test again Once you have settled on your CTA start putting it to the test. Review the results and make changes as needed and then test it again. Keep working until you find the CTA that will deliver the desired results. Links and Resources 1. Webinars: Upcoming Webinar https://link.betteryou4u.com/Webinars 2. Webinar Recordings Defining Your Target Market - https://link.betteryou4u.com/targetmarketIdentifying Your leadership Language - https://link.betteryou4u.com/LLReplay 3. IBGR – Profit Radio - DOWNLOAD the IBGR Growth App 4. Subscribe to the podcast:  https://podcast.betteryou4u.com/ James W Bryant - Helping you Succeed in Business and in Life LinkedIn:        https://www.linkedin.com/in/jbryant2/ Business Made Simple:   https://www.hireacoach.com/James-Bryant https://www.businessmadesimple.com

    35 min
  10. 10. BUILDING YOUR BRAND IS JUST THE START - JAMES BRYANT

    Episode 10

    10. BUILDING YOUR BRAND IS JUST THE START - JAMES BRYANT

    Episode Objectives - The Why Brand management is not reserved for big corporations with large marketing budgets. The size of your marketing budget does not always correspond to the size of the impact of your brand. As a small business owner you want to amplify the impact of your brand to create instant recognition of the problem that you solve and the value that you bring. The objective of this episode is to level the playing field by providing you with budget friendly suggestions for to amplify your brand. Key Issues - Owner Perspective: The power of your brand is experienced through your customersBranding is more that style, fonts, colors, pictures but it also includes your actionsOur brand is not what we do but part of who we are   What You Need to Know - The What 1. You have at least two brands – Your personal brand and your Business Brand Personal BrandBusiness Brand 2. Your branding shows up everywhere you are  WebsiteEmailsSocial MediaBlog postsReviewsComments 3. Your brand is impacted by everything that you do Positive ImpactsNegative Impacts 4. Brand Evaluation Brand evaluation refers to the measurement of the value of a brand using relevant indicators that assess the impact of the brand on customers/users. Brand evaluation includes both monetary considerations (i.e. brand value) and non-monetary considerations (i.e. brand strength and brand equity). What You Need to Do - The How 1. Conduct a brand evaluation What does your brand stand for? What do you want your company to be known for?Talk to the source – Your customers are going to be a key source of information about the perception of your brand.Review your web and social media assetsReview your sales data in the context of the customer journeyExternal factors 2. Be consistent (Budget Friendly Solution) In your actionsDo what you say you are going to do, when you said you were going to do itIn the way you show-up on social mediaIn the way you show-up in other venuesIf you have a style guide, then use it consistentlyIf you do not have a style guide then develop one 3. Use the power of your community  ReviewsTestimonialsReferrals Previous: Your Call To Action - https://podcast.betteryou4u.com/1-your-call-to-action-james-bryant Next: Customer Referrals – Why You are not getting the results you want Links and Resources 1. Upcoming Webinar https://link.betteryou4u.com/Webinars 2. Webinar Recordings Defining Your Target Market - https://link.betteryou4u.com/targetmarketIdentifying Your leadership Language - https://link.betteryou4u.com/LLReplay 3. IBGR – Season 5 Survey https://www.ibgr.network/facebook-community.html or https://www.ibgr.network/linkedin-community.html): 4. Subscribe to the podcast:  https://podcast.betteryou4u.com/ James W Bryant - Helping you Succeed in Business and in Life LinkedIn:        https://www.linkedin.com/in/jbryant2/ Business Made Simple:   https://www.hireacoach.com/James-Bryant https://www.businessmadesimple.com?ref=jamesbryant1 Small Business Highlight: https://banowetzmarketing.com/

    37 min
  11. 11. CUSTOMER REFERRALS – WHY ARE YOU NOT GETTING THE RESULTS THAT YOU WANT - JAMES BRYANT

    Episode 11

    11. CUSTOMER REFERRALS – WHY ARE YOU NOT GETTING THE RESULTS THAT YOU WANT - JAMES BRYANT

    INTRODUCTION Marketing plays a key role in the growth of any business and this is certainly true of your business. Marketing helps to educate your target customer on who you are the products that you have to offer. You can have the best solution to a customer’s problem, only if the customer knows that you exist.  The use of referrals to grow your business is one of the most economical marketing strategies that you can employ.    Episode Objectives - The Why There is a difference between knowing that something can be beneficial and proving its benefits through implementation. Word of mouth is still an effective marketing tool and people rely on the reviews or trusted word of a friend before making a purchase. You want to create a community of customers that are willing to spread the word about your products and services. What is the best way to get referrals for your business? This is one of the many questions that we will explore during our show today. The objective of today’s show is to provide tips for how you can use both customer and business to business referrals to grow your business. Key Issues - Owner Perspective: Referrals are there, but you must ask.Referral marketing is a strategySeek first to understand What You Need to Know - The What 1. What is a referral? -  A referral is defined as the act of telling someone about the positive features of a person or a business. Customer to CustomerBusiness to BusinessQualified Referrals 2. Why Referrals are not working for you?  B2B You are part of a group but expect referrals to just happen automatically.Your are not asking the right kind of questionsYou are not clear on who you want referredFollow-up, Follow-up, Follow-up Customer to Customer If You have not integrated a referral program of effort into your customer journey (the journey does not end after the sale of the product). 3. When, Where, and How to drive referrals.  Paid Networking GroupsNetworking Groups (If you can’t find one then create one)Speaking EngagementCommunity ActivitiesWhere you can add value. It is not just about who can be referred to you but who you can refer to others. What You Need to Do - The How 1. Seek to refer and then be referred. Think of ways that you can add value to any community of group that you want to serve. Work on understanding the needs and capabilities of businesses in your community. 2. Ask the right questions. Why did you start your business?What do you love most about it?Tell me a business achievement you’re proud of…What differentiates you from other that provide the same service?How would you like me to describe you to others?What goals do you have for your business?Tell me an interesting fact about yourself?Tell me the type of people that you are looking to be referred to you? 3. Be Clear on: What you have to offer and The types of referrals that you are looking for 4. Integrate a referrals program into your post-sell customer journey and nurturing campaign.   Previous: Building Your Brand is Just the Start - https://podcast.betteryou4u.com/1-building-your-brand-is-just-the-start-james-bryant Next: My website has traffic but no sales or leads, What’s next? Links and Resources 1. Register for Next Webinar on April 7, 2021 at 6:00 PM Eastern Time  The Art of Work-Life Balance: https://link.betteryou4u.com/balance 2. How to Become a More Effective Listener (Recording) https://link.betteryou4u.com/Listening 3. IBGR – Season 5 Survey: https://www.ibgr.network/ James W Bryant - Helping you Succeed in Business and in Life LinkedIn:        https://www.linkedin.com/in/jbryant2/ Business Made Simple:  https://www.businessmadesimple.com?ref=jamesbryant1

    37 min
  12. 12. MY WEBSITE HAS TRAFFIC BUT NO SALES OR LEADS, WHAT’S NEXT? - JAMES BRYANT

    Episode 12

    12. MY WEBSITE HAS TRAFFIC BUT NO SALES OR LEADS, WHAT’S NEXT? - JAMES BRYANT

    INTRODUCTION You had to pivot your business practices to account for the impacts of COVID-19, the travel restrictions, stay at home orders, and limits on large gatherings. I do not think there was any industry that was untouched by this pandemic. Several companies were accelerated their plans for adding an online/e-commerce function to their business, which may have been the only way those companies survived. The consumer behavior over the past year almost necessitated that companies expand their online presence. One of the primary ways that companies maintain an online presence is through this website. It is easier than ever to purchase a domain name and go live with a website. A website is just a place holding place, a blank canvas, waiting for you to invite your customer into a story. What story do you want to tell? Who are you telling the story to? Episode Objectives - The Why The website you have may not be the website that you need to grow you into the future. There are many possible purposes for a website but today we want to focus in on a website designed and built for attracting and converting leads into clients. The objective of this episode is to provide an overview of the elements that must be considered when building a conversion focused website. Key Issues - Owner Perspective: The Purpose of your website drives messagingKnow Who you are trying to reachNoise only gets in the way – Stay Focused and Stay profitable   What You Need to Know - The What 1. Why did your build your website? Sell Products and ServicesProvide a platform for others to sell their productsReduce costs or other expenses related to marketingBuild and Maintenance an online presenceShowcase your authorityGenerate leads Nurture SalesExpress Your Opinions (Blogging/newsletter)Build a Relationship with your AudienceGenerate Revenue (Make Money) 2. Know you numbers – Are you achieving your Website WHY? Communication is Key  How are you determining if your website is actually achieving what you set out to do?You need to pivot if you are not getting the results that you wantIs your website, based on the response of your target audience, effectively communicating? 3. Focuses on what matters Time for a website messaging audit Test to see what your website is actually communicating.  What You Need to Do - The How  Focus on What Matters The controlling idea that on your websiteTailoring your message for your audienceClearly state the problem that you are solvingDesign your product ladder as part of your customer journey.Make it easy for people to do business with youGive a glimpse of the transformation that your solution providesMake it easy  Next: Season 4 Review: Putting All the Pieces together Links and Resources 1. Register for Next Webinar on April 7, 2021 at 6:00 PM Eastern Time  The Art of Work-Life Balance: https://link.betteryou4u.com/balance 2. How to Become a More Effective Listener (Recording) https://link.betteryou4u.com/Listening Dr. James W Bryant - Helping you Succeed in Business and in Life James Bryant, Ph.D. is the founder and CEO of Better You 4U LLC, a boutique leadership training and peak performance coaching firm that serves key executives and business owners. James is a passionate leader that equips business owners with the tools run their business so that their business does not run their life.  LinkedIn:        https://www.linkedin.com/in/jbryant2/ Business Made Simple: https://www.businessmadesimple.com?ref=jamesbryant1

    36 min
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Each episode has additional written information your might find helpful. Here is a complete listing of Show Notes. Want to continue the conversation? Add your thoughts in the comments section available at the bottom of each page of notes on the site. Simply click "read more" and let's get the conversations started! Listen to James onDemand by downloading the IBGR Business Growth Radio App for Android and iOS and gain access to even more great resources. Find the IBGR Business Growth Radio App on Google Play and in the Apple App Store.

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