The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 9 months ago

Building Brand Strength Through Search Engine Optimization w/ Ken Knorr

ABOUT THIS EPISODE

Back in the day, having a good SEO meant writing, publishing, backlinks, and never thinking about that strategy again.

Things have changed since then!

On this episode of the B2B Revenue Executive Experience, I chat with That Company CEO Ken Knorr, about all things Search Engine Optimization. Ken tells me all about how the pandemic and social media has changed the landscape for marketers worldwide. We touched on:

  • Marketing opportunities as we transition to a new normal
  • How social media affects Search Engine Optimization
  • Approaching brand social and search strategy all up
  • What role brand awareness plays in rankings on Google

This post includes highlights of our podcast interview with Ken Knorr, CEO of That Company.

For the entire interview, you can listen to The B2B Revenue Executive Experience.

If you don’t use Apple Podcasts, we suggest this link.

Listening on a desktop & can’t see the links? Just search for The B2B Revenue Executive Experience in your favorite podcast player.

You're listening to the BDB revenue executiveexperience, a podcast dedicated to helping executives train their sales and marketing teams tooptimize growth. Whether you're looking for techniques and strategies, were tools and resources, you've come to the right place. Let's accelerate your growth in three,two, one. Welcome everyone to the BB revenue executive experience. I'm yourhost, Chad Sanderson. Today we're talking about how to build your brand strengthduring a pandemic, what effect social has on Seo and many other topics relatedto marketing. To help us, we have with US Ken R, CEOand founder of that company. Can thank you for taking time and welcome tothe show. Hey, thanks for having me so here. A man,awesome. So before we jump in, we always like to ask a randomquestion just so our audience gets to know you a little bit better and curiousto know something you're passionate about that those that know you largely through your professionalpersona may be surprised to learn. Yeah, so I am a woodworker and Ilove to build on the side. I love building furniture and I thinkmost of my employees know that. But I think most people that that interactwith me professionally know that I find it amazingly relaxing to take something physical andto to turn it into, you know, something beautiful afterwards. It was itwas funny during a company meeting not that long ago, somebody actually comparedme and my management style to sand paper, and actually a very good way,the way that I am. I'm in your face and I'm rough,but it is all about taking you and molding you into something better and learningwhat's inside of you and bringing that out, and I was like, wow,that's exactly what I do and world...

...working. I love the turn.I don't know if you know it would turning is, but that's we putit on, I think, and you spend it. I love taking ablock of wood and seeing something in there that nobody else sees and making it. I love that. That's awesome. Love it, love the description andI'm glad to know that it relates to your management style as well. Ididn't know that. Some Ploye pointed it out and I'm like wow, that'sa huge compliment because it's also a passion of mine and I do I tryto mold make things perfect. So we're barely into two thousand and twenty oneright, and we're still everybody still dealing with and there's light of the othertime, but we're still dealing with the pandemic and stuff like that and thechanges it's made to the business landscape across different industries. But would love tounderstand, you know, with your background and your experience, insights or opportunities, marketing opportunities that you see during this kind of transition to a new normal. Moll yeah, so it's kind of the same as it was at thebeginning of this my my mindset was vow's the time to actually grow it.I think you've got companies still out there that are kind of hunkering down andso there's an opportunity to expand your your market share. And I'll go backto the example that I like to talk about is proctor and gamble. Andproctor and gamble prior to or around the Great Depression was, in a veryarguably the greatest financial collapse of the world in modern history anyway. And andthey they brought I don't know if you know the story about them, butthey were just an average everyday company at that time, a small business thatwas struggling to do what they do and they all of a sudden had,you know, all their orders and stuff from grocery stores and everywhere else werejust coming to an end or being cut back and as they came into theGreat Depression and they decided to take on...

...this new marketing medium at that point, which was radio, was kind of new, and they developed and startedsponsoring very heavily serialized daytime dramas. Okay, and when I'd say serialized daytime dramas, many of the daytime drama on radio would continue the story tomorrow.Right. They were the the name behind it because they sponsored all these andthat's where the term soap operas came from. was them, ha ha. Theyliterally built their entire brand on marketing to wives at home, housewives athome that would listen to these dramas every day and then associate it with theirproducts like ivory and suds and all of these other things, and they arenow one of the largest, if not the largest, consumer products brand onthe planet. And that was their launch. Came out of an incredibly bad timeand and so when we talk about what our marketing opportunities, marketing opportunitiesare, there's no better time than now. And if your competitors are going tohanker down, don't match them. In fact, out market them,take market share. Be Brave, be bold, go out there and doit. And you know, pre pre show we were talking. You knowyou've had a growth here. We've had a growth here. I would nothave called that at the beginning of this. I don't know anybody knew what wasgoing to happen at the beginning of this, right. And then yousay there's a lot of the units. I don't and I keep saying that'snot a train. That's on a train. Absolutely, we hope it's not,although not a knew it two thousand and twenty was going to bring.Who knows what time twenty one is going to bring? Yeah, I thinkit's so. You know, it's so many people would say there's nowhere elsebut up, and I can, I can definitely appreciate that sentiment, butthere's always up, is always there. So I think it anybody that isgoing to look at today's marketing environment and...

...and be afraid. No, entrepreneurs, business centers were all kind of risk takers, anyway, at least twogreat ones are. And Yeah, I know, double down don't hunder down, double down. Yeah, there's opportunity if you're willing to, you know, take the risk and put in the time and effort in the focus.Now, compared to what PG was doing back in the day with the radioCEREALES, we're in a, you know, much more complex technology kind of situation, and so there's a big components to marketing. That comes down toSeo, and so would love to just a quick overview in layman's terms forthose that are listening that may not be as familiar with SEO and how it'srealized. But we'd love to just kind of set some context around a sure, as you know, search engine optimizations, the idea of helping improve your rankingson the search engines and what we call the natural or organic results.That's the we need do a search the you're obviously hit with some paid adsand things like that, but it's stuff down below that that you we talkabout those organic rankings and whether or not we're going to be, you know, ranked first, second or four thousand. You know, obviously moving up onthat list and being close to number one or being number one is agame changer for a number of companies and bring them a lot of opportunities,whether it's lead generation, pre sales or whether it's ECOMMERCE or or whatever.Being in those top positions definitely has an impact on a lot of businesses.So it's changed a lot over the years. Used to just be well, itwill. It was a lot about backlinks and it had a lot todo with other websites linking to you. It still does to some degree,but not as much anymore, and it has to do with the content that'son your website. I think that when we talk about, you know,successful Seo Strategies, they involve a lot. But I think probably one of thethings that's that's surprising to most people now, even if they've been involvedin doing some SEO or they work with...

...an SEO firm or whatever, isthat today what we call rank brain, which is Google's AI technology. Itwatches user behavior and user behavior has become much more of a ranking signal,a ranking factor than ever before. So if, in short, and I'lljust give you this so you understand it from a really layman's term, ifyou were to do a search for whatever keyword, doesn't matter of phrase,and you see the results to come up, if you look at the first resultand you don't like it or it doesn't really interest you and you moveon and you click on the second result. And then, let's say you didn'treally like the second result once you got there and you bounced out andcame back to the search result and you move down and you clicked on thethird result and then you came back out and then you clicked on the fourthresult and when you clicked on the fourth result, you stayed in there.You didn't come back out. What did that path tell Google? Well,the first thing is said to Google was that the number one result, whichyou didn't even click on, was not interesting to you, and so Googlequestions whether that should be number one or not. In essence, if you'refamiliar with the idea of crowdfunding, lots of people imagine crowdsourcing or crowd informatics, where Google is analyzing literally millions of users in their behaviors and they gohey, lots of users are just not clicking on that first result. Itprobably doesn't belong in first and so you'll drank you based on user behavior.And they did click on the second but they didn't stay. They did clickon the third but they didn't stay. They clicked on the fourth and theystayed. Maybe the fourth needs to move up. So user behavior is guidinga lot of what we see now and search engine results, and so,you know, paying attention to your analytics was never something that Seo person usedto do. We never bothered care. We'd look at and go we gotnumber one ranking, we're happy. But now, observing user behavior, we'retend you know what we call bounce rate, time on site. All of thesepieces are now such huge factors and...

Seo and most seo practitioners just don'tpay attention to it and they don't understand why they're doing what they're doing,you know, acquiring back links and building content and all that. They don'tunderstand why they're not getting their success and so I think that's an important distinctiontoday and what's going on in our world. The best yeah, well, alot of that will depend on the content, right. The Do youdo you present? When I jump, Say I click on the third linkand I jump in there, did I present something that was going to captureor connect with the individual who might have you know, I might have whenup because of their search terms. So there's a correlation, I think,between the content creation the execution of it all. That, I think,from what I've seen, some people struggle with right it becomes very difficult forthem to understand how to how to kind of, I don't want to saygame the system, but come up with a content strategy that that takes intoaccount the user behavior or that is flexible enough to still be sticky dependent uponchanges in search terms. How do you work with companies to help them kindof figure that out, understand it? Yeah, so that's a great observation, Chad. We talk about there's a single word for that. It's engagement. Right this, does the the user, engage with your content? Do they? Do they read it? Do they scroll? DO THEY CLICK?Is there something to click on? Is there something interesting to click on?What am I? You know, I'm I getting engagement with the user andWeb content, we've known this for a long time, is not read inthe same way that other content is read. So if you were to pick upa book and you think about how you're reading, habits of a bookare it's you're literally going to read, read, read, read, read, flip the page, read, read. Wait, as I can back up, let me reread that again for clarity and understanding. Read. Read, read. You're reading through every word in a newspaper. Different you're goingto you're going to open up the look at the front page of a newspaper. I know this is old school and some people like what's a newspaper?Put on a newspaper. You look at...

...the front page of newspaper and yourheadline headline. Interesting, headline. Read. Read, read, read, read, skip to a three splip the pages of finish reading the article,lose interest. Back to the front page again. Headline, headline, interestingone. That's a more similar behavior to how web content is consumed. IsConsumed. When they come on to the page, they skim for headlines.They're looking for something, they're searching. Tent got them there. They weresearching a phrase. They let Google showed it to him. By the way, the very first thing that you got is a title tag that's displayed inthe search results and you those titles are, in essence, your headlines and thoseare the headlines. You're competing with everybody else's headlines, and so isyour headline engaging to get them to click in the first place? And thenwhen they do click, and and they come on to the website, arethey they made it to the page? Was that headline something that drew themin? And now you're using H two's and other like paragraph headers and thingslike that. As they skim down through this content, they're looking for thenext piece and they're looking for that click right there. They will click ifthey find something that they will drive them and engage them. Do you buryeverything in your menus? Do your menus make sense, as are your callsto action even within the page, or your calls to action a contact usbutton in the menu, which is not a really good call to action.You know, maybe I want to do a contextual call to action for moreinformation about how we can help you with whatever the page subject does. Youknow, Click here, given three year old instructions, you know, likeyou're being three year old. Give them it really simple and in their intheir face and creating engaging content. Then I guess the really important part chatis that are we even watching this? We do our door we using toolsout there that will let us see that engagement. Do you know? Dowe know that like, for instance, there's heat maps and what we callscroll maps. There's tools out there. They're not very expensive for you toput in place that you can say,...

...yeah, I'm driving a lot ofvisitors to this page, but they're not even scrolling a third of the waydown. The clicks and the calls to action that I have down at theend this section of the page. Nobody sees them. Okay, well,what do I got to do? So first things awareness. Pay attention touser behavior. Most people aren't. Most people are not using tools to evenlook at it. Most marketers just stop short man, they write the contentand they put it up there, they catch a ranking and then they quitand they they go. Well, the way to get us from position youknow, for to position one is let's go get more backlinks. No missingit. You're missing this user behavior angle you don't even realize going on allyou know, it was interesting. This is not new information. Rank brainsbeen around since two thousand and sixteen. It's becoming more and more a majorfactor. But there's a company out there that does reporting, if you're forme, with a company called seem rush. But seem rush did a ranking factorsreport back in two thousand and nineteen and they said the number one rankingfactor, and there's a question, is that of a factors, a causationor correlation, and there's a there's a difference there. But and the numberone ranking factor was direct visitors, non search visitors, in other words peoplethat were going directly to your website. They were there. They found aclear correlation between sites that had high traffic and great rankings, and the hightraffic had nothing to do with the rankings, meaning that people were going there becausea brand awareness. And when you see that, that correlation, andyou go what, how is that possible? It kind of goes into how,like what effect of social media have, and that is your brand recognition.If you're third on the list and person of a search and they go, Oh, I know that company. I've trust in value in that thirdone, I'll click on that one. I'll skip the first two. Thatbehavior will move you up on the list. Well, let's let's dive into thatfor some because there's a the user behavior pieces fascinating to me. Imean anybody that's watch the social dilemma or any you know paid attention to howa lot of the social media stuff works.

And I forget to forget the nameof the author, but there's an awesome book called the surveillance economy thatwe're now in and use a behavior is the product. How does social mediaeffect the SEO? I want to I want to go a little bit deeperin it a lot of different ways. One, obviously what we're talking aboutuser behavior, brand awareness, trust value. The number one factor or your selectionof a card dealer is referral, in other words, somebody else saidsomething. Hey, look, that's a great dealer. That's a number onefactor of how people make choices as personal referral. Social media is that,if you think about it, social media people are mentioning or reviews, they'resaying negative things about a company or they're saying positive things about a company.You know, when you see an ad that's running in social media and thereit's followed by a bunch of comments and you look at the comments and youknow they're saying scammers and whatever, you put something in your head. Orif they're saying yeah, this is awesome or check this out of their tagingother people whatever. Social Media has that effect on free priming the engine,if you will, for search. We can we can set aside the factthat all we know some basics, that you know, some social media createbacklinks right. So twitter, when we see a link, that creates backlinks. facebook less important, so because a lot of facebook communication and linksare actually hidden from from Google. They can't see it if people aren't publiclysharing everything. You know, Pinterest to help you with backlinks and stuff likethat. But set aside the backlinks picture for a minute. And it's apriming of the pump of of your brand, so that if I'm in the marketplace for something and now I go out into a search for it andthat brand now shows up in the search and I'm familiar with that brand becauseI saw it in social media or I saw a friend talking about it orwhatever, that has a massive impact on user behavior and it could even besubliminal. This, I'm Nigger, meaning that the ads have been even aboutyou know. So you've heard all these...

...crazy stories, I'm sure out thereyou. I was just talking about whatever and then suddenly the ads started followingme in facebook. Right now, Dude, I've had the AD in front ofyou the whole time. You just haven't been paying attention. You've beenoblivious to it. Now, suddenly, because you are searching for it,now you see me, and yet I've been there the whole time, orI've been. You've been in an audience that I've been marketing to you fora long time. You just really weren't interested in and now of a suddenyou are, and now that you've taken notice of me here, you can'tstop seeing me everywhere. You go on there, you buy a car,right, and then all of a sudden you see that how many of thosecars are on the road? You didn't notice before. Yeah, that's exactlythe point. That is how you know. And and sometimes you have being boughtthe car yet just because you are thinking about that out he or whatever, and then you're like man, there's one and there's yeah, there's everywherebefore, there everywhere right. So I that is an impact that that socialmedia has on Seo for sure. Is that brand awareness, brand recognition.It is another angle and social media you've got it. I think most advertisersdon't even realize, but that social media. You sometimes can't count your budget andsocial media as being a direct conversion budget, meaning that I'm going,I'm going to run ADS and like in paper, click on regular search paper. Click, I go. I'm going to spend this much money and I'mgoing to get this many clicks. I'm going to get this many sales.are a this maylians and social media. A lot of times advertisers going withthe same mindset of other paper click platforms and they go I'm going to spendthis much and I expect to get a certain conversion right back, and that'snot social media is angle or play, as is television. You don't lookfor direct conversions and television you really are looking for a brand impression and impacton other marketing efforts that you're doing. When we think about what's happening aat the moment that the person sees our...

...message in social media is the sameas this. Thinking about what's happening at the moment. If they see ourmessage on television, are they going to stop right then and call now?They're not. I'm on social media. I'm actually they're probably checking out whatmy, you know, wife's friend cooked for dinner. I'm using that asa as a downtime of enjoyment. I am not there do business unless I'min you know, you're selling a product that is like an impulse by asweatshirt or something that's interest. I don't know, but generally speaking, Iam not their business. It's recreational time for the average human there just absorbingcontent, and so that brand impression matters. And now when the person is readyto do business, they're out doing intentional searches, they're doing whatever.Now they're looking for a product and the like. I recognize that product,that recognize that brand. I'm going to do I'm going to look at themfirst, and that's this way. It's about social model, medias, aboutlifting or other marketing efforts all. So it's a complex web, right.So you've got the SEO side with content creation side, you've got the thesocial media impacts and when and where do I need to be there? Sowhen you're working with companies, how do you you know, concisely give thema clear North Star to approach the brand, social and Seo Strategy? Wow,it's so for us, it's very, very much so. It's very,very much a custom approach. So every everybody's different. And be liketrying to give you advice about you know, there's some basics. I guess wecan say and there if I was going to give you advice about losingweight. We know that there's some basics there that we should say you needto exercise and you need to eat better, but I think it is really moreabout you too. I mean, if you need to lose weight inyour five hundred pounder, you need to lose weight in your right now we'rea hundred and ninety and you want to be at one hundred and eighty.The goals or a little different in and the approach might be a little differentright as to how we're going to get you from point a to point B. So you know, it is about...

...taking a look at what is goingto have an impact for you. So I think the the short answer,and I'm not given a short ads. Everybody been up long when short answeris lowhanging frouit first. So let's go after the stuff that's going to havean impact and move the needle. Were we and we analyze you and you'vegot organic rankings and you're from an SEO standpoint and you're out on page toofor this stuff, and let's go figure out what we can do to bringpage to to page one, or you have no rankings at all. Well, there's that going to be an impact. That's how that's a marathon we're aboutto enter into. Seo has got a short game. That's a longgame. Maybe we ought to look at, you know, traditional paper click wherewe can see some of that. I invest money and I get backclicks and I get, you know, qualified leads or, you know,opportunities in front of me. Social Media is going to be supportive and maybethere's a play there, but we ought to experiment to it. So it'sthere was an old an old saying. It was want to maker and wantto make our stores up north. He said, I know that half myadvertising is working, I just don't know which half. Well, digital youcan figure that out. So you can figure out which happen is working,you can figure out which part to work. And so, you know, venturein analyze. Let's look at what's working, let's work look it's whatnot work in efficiently moved to and every and so the answer on that iseveryone's custom but and it has to be agile, right. It has tobe an adliterative process. There is no like hey, here's your answer andyou can run for you know, three years. It doesn't it doesn't worklike that anymore because people are so engaged digitally and you know, I don'tknow, let's say a pain endemic breaks out or there's, you know,other things that happen that you didn't expect that impacts and ripples through all ofit. So that be that ability to look at the analytics and pivot,I think, becomes critical. The way to do it well, unless I'mmissing something, is you have to understand how the pieces of the puzzle fittogether now and then can be rearranged as the data changes in the insights change, so you're constantly staying on top of...

...the best opportunities for Your Business.Is that a fair assessment? As a great assessment of it? And theyhad then. But step number one is, first of all, just watch,pay attention. No, seriously, we get and and and so oftenand I think they're different leaders in different places in different companies are in differentand different places in their evolution as a company. Right, but you needto be setting key performance indicators, you need to be measuring it, youneed to be watching it and you need to be watching about the parts thatmatter. And you can certainly just focus on outcomes and say, well,we got this many leads this month and this many leads turned into this manypresentations, turning this many sales, and maybe their companies not even measure onthat level, but you certainly need to be observing and watching and paying attentionto what's going on. And you talk about Agile, it can be whata competitor did last month, that or yesterday. They give you an opportunity. Can Be what a competitor did yesterday. That can blow your company apart,you know, and in can be as something as simple as being onthis interview and saying something stupid that could also, you know, turn turnme into a the pariah. You know I mean. So it is agile. Is is is a great word and it's probably been more agile than werealize, no doubt. I'm all right think so I'll talk about you talkabout pandemic. It's funny, a pandemic. We we talked about pandemic and howit's spread across the world. Right, it is the definition of viral.It is a right. Right, we look at we want our marketingto go viral, and if you think about that for just a second andyou go dang, a word that I said today and in a podcast couldsuddenly be blown up and worldwide and could have either incredible impact on me ordevastating impact on me is always out there. Yeah, absolutely. Age is ashort word, right. It's a...

...short word for for a very largeconcept for yeah, so let's Change Direction here a little bit. We askall of our guests to standard questions towards Indo each interview. The first issimply, as a CEO, that makes you a prospect for a lot ofsales people out there and I'm always curious to learn if somebody doesn't have areferral, like, they're not not brought to you from your network or atrusted source. What have you found works the best for you when somebody's tryingto capture your attention and earn the right to time on your calendar? Okay, I'm going to answer that in a different way, so I'm going toanswer it in the negative. I will tell you what will not get youtime on my can and I think it's important because sometimes it's some of thebest lessons are to known what not to do versus what to do. Idon't know exactly what would attract to get your time on my calendar, butI can tell you for sure what will get you not on my calendar.I have and and let's just go into the cold calling world of telemarketing.People that are just in a cold reach into us, trying to get aholdof me and want to talk to me about whatever, the worst, andwill absolutely get you basically banned from me, and I will I don't matter howGreat Your Company is, I won't do business with you, I won'ttell you, won't get my calendar, I will never be a business withyou. And that is to lie to my gatekeeper and tell them, oh, I have a meeting schedule with them. I'll take those phone calls and thenI'll call your ass out. She's like, it's right, I willcall you out. I will say you told my you told my my frontdesk person be out a meeting with me, and they like yeah, I'm like, how do you think that our relationship starting off on a false it'sgoing to go right? Like really, I mean, you think this isgoing to work well for you that now I realize that you lied to people, that you're everything you're about to tell me about your product and how greatit is is not only also a lie. I can't start a relationship in thatplace. I just can't write, and so I've got problems with thatand I've got guys that are working the phones for my business. I gotguys that are hustling and working hard and...

...all I can you know, itsays, let's just be real, let's be honest, let's provide value,let's do it we can. It's a hard world out there. But ifthe way you're going to get on my calendar or the way that you're goingto think you're going to get on my calendars by attempting to give me somekind of false thing, well, I'm returning, Ken Scollen, I've nevercalled you in my life. It's just not gonna be a good start foryou with me. How about that? Yeah, I know, and Ithink it's a great I think it's a great insight, because people buy frompeople and there has to be relationship. It's all about trust, credibility andrapport are you providing value to them? Have you done your homework? Doyou really have something that is that you truly believe is going to help themsolve problems you believe they have, or are you just going down a listseeing if you can hook somebody and you'll do any unethical thing necessary? Thoseare the individuals that give the rest of us a bad name. So Ithink it's a great share for the for the audience. Our last question.We call it our acceleration insight. One thing, if you could give onepiece of advice to sales or marketing professionals that you believe, if they listento, would help them hit or exceed their targets, what would it beand why it's going? We focus and sales people and something we taught,I taught I don't even remember where I got it from, and it's theacronym CNN. So are you familiar with CNN's? No, I don't thinkso. Okay, so we call. So here's the deal. A salespersonspends a lot of time. Sales people, sales professional spend a lot of timechasing down prospects that they had a meeting with and they think that,you know, is a really good opportunity. It was a really incredible meeting andI think this is a great prospect. And the short part of this isrecognizing that no is good as well as at is as good to asales professional as yes is. We know that we got to get through alot of nos to get to the ess. That's just kind of the math partof dealing with sales, but no is is freedom. Getting a nofrom a prospect means that I can now focus my time on the guys thatmight say yes. Be because I just got the note from there. Wetalked about overcoming objections and all that,...

...but actually getting to a know asa good thing. So one of the things that will get you the noquickest is is CNS, which is clear next up. Never get off ofan interaction with somebody without having a clear next step. Not. Hey,how about if I give you a buzz next week? Give me a callnext week too. I'll let you know. I'll take a look at that proposal. Just follow up with me next week. No, no, that'snot clear. It's a next step, but it's not clear. Clear nextstep is when that person says to me, I've just given them a proposal,had a great meeting with them. Here's your proposal, and I say, listen, does Wednesday or Thursday, two o'clock on Wednesday or three o'clockon Thursday work best for you, so that I can follow up with youabout this and that person at they object at that moment to take the nextstep. It's a signal something's wrong if they're excited. Absolutely. I'll takeWednesday at two o'clock. That feels a lot better than the guy that goesokay. So do you need more time than that? Do you can?I do. How about the following week? On, on, on Tuesday,and they're still objecting? Well, listen, I don't want to wasteyour time and I'm sure you don't want to waste my time. If thisdoesn't seem like it's a proposal that's going to work out for you, whydon't we just call it here and be just part as friends, I meanif you're not happy with it. But other than that, my calendar isbusy and I know yours is because it took me forever to get you totake the first meeting with me. So I'll tell you what. Can Ijust go ahead and get on your counter so we have a clear follow upprof on this so that we can take care of this and move forward?You're excited about moving forward, aren't you? So that clear next step right willhelp you secure the objection or find the objection around cover the objection.But nevertheless, getting a know as a good thing, and so if Ican get a know and I don't have to follow the we spend as salesprofessionals. We spend way to Dago much time making the call back to thatguy and dam sending an email to him and going hey, hey, hey, are let's take that's kind of meeting together as follow the follow through onthis. Meanwhile, what we call and we call them crickets and silent onus. We can't hear a thing and...

I'm wasting all this time. Sothe clear next up. Lets me go ahead and just lock that down whileI'm in the interaction with you right now. Chad, you could set a clearnext up with me. I could said a clear next up with you, and if we can't do that, then we're not going to do businessanyway. Right, Yep, I love it, nice and concise. Yeah, see, NS, clear next step. Always have a clear next step.You're just chasing your tail if you're if you don't have the next ifalready set up, excellent. All Right, Ken. So if a listeners interestedin learning more about that company we're talking to you, where do youwant us to send them? Sure, so we on a regular basis,put out an offer for people that want to reach back out to us.God, you go to that COMPANYCOM podcast and you'll see whatever our offer isevergreen. So you listen in its three years from now they'll still be somethingthere. I think right now they're offering a couple of different things, butone of the things are doing as a joke book. Like you can geta marketing want to hear marketing jokes. Go there checking out. So Ithink it's one of the calls to action if you if nothing else, humoryourself, right, so you can go there. You can always reach outto me on social media on at Ken or Kan Kano. R are outon twitter and you can find me on Linkedin as well. So we haveto connect with anybody who wants to learn more about what we do and ifI can help you, I can help you. Excellent kind I can't thankyou enough for taking time. It's been an absolute pleasure to have you onthe show chat. It was a blast, man. Thank you. All right, everybody that does of this episode, you know the drill be to beRev exactcom show the episode with friends, Family Co workers. If you likewhat you here, leave us the review on itunes. Until next time. We have value selling associates, which were all nothing but the greatest successyou've been listening to the BB revenue executive experience. To ensure that you nevermiss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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