Are you a healthcare executive looking to solve a complex marketing mystery or challenge? In this gripping podcast, you will gain tools to uncover the marketing problems killing your organization fastest, strategies that will focus you on the right clues, rather than distractions, and evidence of much more lasting marketing solutions. Real executives like you are engaged in active listening and strategic thinking to solve real marketing mysteries with facts and data. Guests include owners of medical and dental practices as well as executives in healthcare, senior living organizations and medical device companies. Some guests’ identities are concealed to allow them to be truly candid and vulnerable and to protect trade secrets. Gain clarity on how you can increase ROI, generate higher quality leads and sustain long-term success. Immerse yourself in the suspense, sleuthing and satisfying endings to solve your marketing mysteries! Voiceover: Robin O'Donovan, Artwork: Stephanie Vecchiarelli, Audio Editing and Mastering: Wendy O'Donovan Phillips, Molly Waters, Melinda Gisbert, Copyediting: Evan Franklin. Your host Wendy O’Donovan Phillips is CEO of the healthcare marketing agency Big Buzz, www.bigbuzzinc.com. She is the author of two marketing books available on Amazon and her firm consistently exceeds $1 million in annual revenues, which only 1% of women-owned businesses achieve, by applying the marketing solutions you will learn in this podcast. She is one of 1.5% of U.S. marketing agency owners to sit on the Forbes Agency Council. She has dedicated her career to solving complex marketing mysteries.
The Empathy Mystery
The Empathy Mystery
Empathy is the ability to understand and share the feelings of another. Brené Brown writes in Atlas of the Heart, “If research is going to serve people, it has to reflect their experiences.” What if marketing analytics and digital efforts are only half the picture? What about the people we serve, what about their experiences? How can we collect data qualifying those experiences, acknowledge the ambivalence felt by the folks we serve and inspire them to confidently take the next right action? My guest in this episode is Alexandra Fischer, illustrator, painter, data maven and co-founder of Sherpa’s training and CRM technology whose design and functional specifications promote connection in senior housing sales relationships. She and I sat down to discuss how to put data behind relationship marketing and the importance of balancing digital marketing with relationship marketing efforts.
The Phoenix Rising Mystery
My dear friend and guest in this episode, Dawn Abbott, lost her business partner, husband and father of her three kids in a catastrophic boating accident. A few years later, the live events company she and her late husband had built to a multi-million-dollar business suddenly vanished in the financial crisis of 2020. 98% of revenue, the entire team – gone. And yet, she would get back to what she refers to as a “high-energy place” doing what she loves. Even more, she now works with teams of up to 200 people on how to do the same. We discuss what it’s like to rise from the ashes of trauma, how to get back to 100% strong in life and in business, and the promise of setting goals around action rather than outcome. (Think, what do I need to do rather than what do I need to get.) If you are willing to grow and willing to be honest, you have what it takes to be a phoenix rising, too.
The Deep Work Mystery
When was the last time you immersed yourself in the deep work, losing track of time as you engage your creative mind? My guest in this episode is Larry Williams, Director of Sales and Marketing at L&R. He and his team understand that “every day you battle villains that want to steal your time and destroy your brand in a cruel myriad of ways: an unending stream of one-off marketing requests, printer and production confusion, lack of templates, waiting on IT resources that may never come.” As an antidote, he unlocks the secrets to stepping back into doing what you love. We discuss the book Effortless: Make It Easier to Do What Matters Most, the power of meditation, the importance of detachment and the true motivators for spending more time in deep work. Clear your desk of those nagging to dos and listen in for lasting answers to the age-old question: How will I get it all done?
The Inside Job Mystery
Often, we think external circumstances must change before things can get better: numbers are low because we are in a recession, census is low because of a pandemic, new leads dipped because of encroaching competition. My guest in this episode, Kristen Reyes-Tarsiuk of CRISTA Ministries demonstrates that in the most trying times, lasting marketing and sales solutions for pervasive issues are an inside job. As a result of empowering her team to overcome any obstacle regardless of circumstances outside their control, CRISTA Ministries saw new inquiries increase 77%. How did they do it? Kristen shares how she and her team agreed on one clear plan, got motivated by a compelling vision then focused on content marketing, social media marketing and relationship-based sales approaches to gain and sustain real traction.
The Wabi-Sabi Mystery
The Japanese term wabi-sabi refers to the concept of accepting imperfection in design and life. Few people I know embrace wabi-sabi in sales and marketing like guest in this episode, my friend Steve Moran. Steve is founder of Senior Living Foresight, a thought leadership incubator that publishes 5-10 articles weekly to help senior living leaders excel. He and his team challenge existing assumptions and tackle hard issues, and, he admits, sometimes even make people mad. He and I discuss how to make great connections at events without fearing the few who don’t wish to chat, how to share great content without worrying about critics and how to hone a strong presence on social media without being too perfectionistic. His message: work hard, celebrate the wabi-sabi and take a day off!
The Sales Mystery
How to close more move-ins without being “salesy”? What are key questions to really get families and future residents talking? How best to align sales and marketing teams for best overall results? My guest Mandi Grimes is a true maven of sales for senior living communities, leading sales teams for some of the biggest names in the industry: Senior Star, Brookdale and J&M Family Management. Mandi is an expert on sales training and best practices, lead generation and successful conversion tactics, as well as driving multi-channel digital marketing growth. Listen in for her secrets to softening and guiding the sales conversation to the close.
Intriguing and Straightforward
If you're a healthcare professional scratching your head with regards to marketing and consistently bringing in clients, Wendy delivers a brilliant resource in this podcast. In lively interviews with her clients, she gets right to the good stuff, dropping nuggets throughout. There's a reason her firm, Big Buzz, is the go-to in healthcare marketing. Highly recommend!