angishields, Author at Business RadioX ® Page

BRX Pro Tip: The Best Marketing is Results

May 26, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: The Best Marketing is Results

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BRX Pro Tip: The Best Marketing is Results

Stone Payton: [00:00:00] Welcome back to BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, in terms of marketing, really, the best marketing is results, isn’t it?

Lee Kantor: [00:00:12] Right. That is the best way to kind of sell your next client is to deliver results for your current client. So, that’s really where you should be investing your marketing time dollars and energy is through just serving the heck out of your client, because the beauty of our business at Business RadioX is we publish all of our work. All of our clients are out there for the world to see. They can see that if a client has been with us for years, all of their work is there. They can see that the list of all the shows that we have in the studios. It’s all there for the public to see. They can see that all these people are benefiting from being part of the Business RadioX network. So, the more successful you are for your clients, the more successful you’re going to be as a studio partner or a show host because you’re going to have a lot of evidence that says that your work matters and that you’re delivering results for your clients.

BRX Pro Tip: Always Ask Why

May 25, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: Always Ask Why

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BRX Pro Tip: Always Ask Why

Stone Payton: [00:00:00] Welcome back to Business RadioX. Stone Payton and Lee Kantor here for our Pro Tips series. Lee, in terms of conducting an effective exchange, where you’re really trying to help a prospective client make an informed decision, and you’re trying to make an informed decision about whether it makes sense to get together and work together to meet their market effectively, your primary admonishment in that process, always ask why.

Lee Kantor: [00:00:32] Yeah. This is something that I heard from Alan Weiss – who is one of my favorite coaches for consultants – to help consultants kind of get their business to the next level. What he says is, when you’re talking with a prospect, you really want to ask why and dig deeper. Because this is going to get you closer to the real reason your prospect wants someone to help them solve this problem they have.

Lee Kantor: [00:01:01] So, if you’re just trying to give your prospect what they say they want, then you’re just like anybody else, you’re a commodity. But if you can dig deeper and then get to the root pain that they’re feeling and give them what they truly need, that’s something that they can’t get from just anybody else in your industry.

Lee Kantor: [00:01:23] You’ve elevated yourself into being a unique resource for them that they can’t get anywhere else. You’re willing to dig deeper, ask them a harder question. You’re there as a real trusted adviser, somebody that’s really looking out for them. And, ultimately, you don’t really care if they’re going to buy your service. You’re trying to help them. And if you can dig deep enough to really try to help them, then there’s a higher probability they’re going to buy your service. And that thing that they ask for will be thrown into the package.

Lee Kantor: [00:02:00] But what they’re really getting is your brainpower and your mindshare to help them get to where they want to go. You want to elevate yourself from being just another vendor. You don’t want to be a commodity. You want to be an indispensable, trusted advisor. And the thing you sell is not what really they’re buying. That’s part of what they’re buying. But you’re helping them get the outcome they desire. And in order to really be clear on what outcome they desire, you’re going to have to ask some questions. And you’re going to have to ask them why they want what they say they want until you get to the heart of the big why of, really, what is it that they’re trying to buy and what is the real problem they’re trying to solve.

Lee Kantor: [00:02:44] So, I’m a big fan of Alan Weiss. So, check out all of his stuff. He’s got blogs. He’s got newsletters. He’s got a ton of books. He does a great job of helping consultants ask the deeper question so that you can create these relationships where you’re indispensable and that you get customers for life.

BRX Pro Tip: How to Get More Engagement

May 24, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: How to Get More Engagement

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BRX Pro Tip: How to Get More Engagement

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, let’s talk a little bit about ways to get more engagement.

Lee Kantor: [00:00:10] Yeah, it’s important, if you’re going to be kind of leveraging social media, you have to kind of lean into it and immerse yourself in that world. So, you got to know who all the players are in your niche that you’re serving, and then communicate with them regularly on social media. Tag people when you have a post that you think would be interested. Tag clients, tag associations, tag other business folks that might be interested in the content you’re putting out. In our world, we do a lot of interviews, so we always tag everybody that participated. We tag the sponsor, we tag the businesses that were mentioned during the show.

Lee Kantor: [00:00:51] So, there’s a lot of ways to just take your existing content and share it specifically to the people you want to meet to let them know, “Hey, this is something valuable. Hey, this is something you might benefit from.” And don’t cast a little net, cast a wide net. Don’t be afraid to tag groups that seem unrelated, but they might find the connection or find value from the content you’re sharing. So, that will help you get more engagement with each of your posts.

BRX Pro Tip: Be the Go To Solution

May 23, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: Be the Go To Solution

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BRX Pro Tip: Be the Go To Solution

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat a little bit about preparing to and then actually executing on this idea of being the go-to solution.

Lee Kantor: [00:00:15] Yeah. A lot of entrepreneurs, especially in professional service, think that they’re just going to be discovered by people randomly searching for what they do. And if that happens, that’s great when that happens. It’s really hard to do predictably and reliably over any time. And it can be super expensive in time and money trying to be that. So, a lot of the people waste a lot of time and money just trying to be found on the internet by people.

Lee Kantor: [00:00:44] Think about the coach who wants to rank for coaching. She’s competing with a lot of other people, and some of those people have some more celebrity than they do. They have some more resources than she has. And it’s going to be expensive for her to really rank just for the general term coaching. It’s a lot less expensive and a lot more predictable if she could build a unique enough brand or name recognition with the people most likely to hire her.

Lee Kantor: [00:01:13] Think about her as a coach that is the go-to coach for dentists. If she can meet more dentists and prove to them that she has a deep knowledge about what it takes to take their practice to the next level, she’s going to win. And we’ve said it over and over that niches bring riches. So, when she narrows her focus and aligns her strengths with a group of people that she likes to serve and is good at serving, and she narrows that focus down to those people, and becomes the go-to solution for that space, it’s going to be a lot less expensive, it’s going to be a lot more effective finding those people and serving those people. And if she does it right, she’ll become that go-to resource for that niche.

Lee Kantor: [00:02:01] If she partners with us, she’ll be the voice of business for that niche. And she will separate herself from everybody else. And then, she can build her practice out from that niche. It’s definitely a misconception that it’s more effective to go for a broad wide category than it is to become the go-to resource for a niche. It’s less expensive. It’s more effective. You’re going to get there faster. You’re going to be able to prove yourself quicker. And you’re going to get clients that are going to love you. You’re going to do great work for them. You’re going to know who they are.

Lee Kantor: [00:02:38] And you’re going to just keep working with them one after the other. You’re going to get even more knowledge. You’re going to become that much more effective. And then, over time, you’ll be that go-to resource.

Power Partner Strategies

May 22, 2022 by angishields

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BRX Pro Tip: Be as Clear About Who is Not an Ideal Client as You Are About Who Is

May 19, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: Be as Clear About Who is Not an Ideal Client as You Are About Who Is

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BRX Pro Tip: Be as Clear About Who is Not an Ideal Client as You Are About Who Is

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I think it’s really important that we are – every bit is clear about who is not an ideal client as we try to be about who is an ideal client. Yeah.

Lee Kantor: [00:00:21] Yeah. I think that articulating who is not a good fit for you is just as important as articulating who is a good fit. And it’s a great exercise to help you hone in on who is a good fit for you.

Lee Kantor: [00:00:33] So, like in Business RadioX, we always talk about one of the most important traits of somebody that works with us, whether they’re a client or a studio partner, is that relationships are important. That’s kind of non-negotiable. They can’t be transactional-minded. So if a person is very transactional-minded, that’s an exact wrong fit for us. So if a person that we’re kind of running into is somebody that is just quid pro quo, you know, what’s in it for me, I’m a taker, these are all signals that they shouldn’t be working with us. And it should be crystal clear for us that they are not the right fit for us. They’re the exact wrong fit for us. And that by being super crystal clear about who is wrong for you, it’s helping you really understand who is right for you.

Lee Kantor: [00:01:21] And, you know what they say, if you think everybody is your prospect, then no one is your prospect. And, the tighter you can identify who your ideal prospect, the easier it is for you to find them and to serve them. And, an exercise to really help you hone in on that is to just be as clear about who is the exact wrong prospect so that when you see the right one, you know who they are and you can pursue them.

BRX Pro Tip: Do You Have a Problem You Can Solve by Throwing Money at It?

May 18, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: Do You Have a Problem You Can Solve by Throwing Money at It?

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BRX Pro Tip: Do You Have a Problem You Can Solve by Throwing Money at It?

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, the question of the day, do you have a problem you can solve by throwing money at it?

Lee Kantor: [00:00:12] Sometimes you do have a problem that you can solve by throwing money at it. Sometimes it’s necessary to invest more into the solution that is showing some promise to really see if it can scale and take your business to a new level.

Lee Kantor: [00:00:25] I think a lot of people are hesitant. When they have something that is working, they don’t play it out all the way. They don’t really kind of see what it could be. I think that if you have something that you’re doing that’s working a little bit, it might be time to throw some more resources into it and see if it can work even better if you put the necessary investment into it.

Lee Kantor: [00:00:47] Double down on your winning bets and cut your losses with investments that aren’t paying off. Try that for a while. See if you can really move the needle in your business by seeing, “Hey, this is working a little bit. Let’s just pour a ton of resources into this to see if it’ll work a lot,” rather than just kind of dabbling on lots of things with mediocre results. Double down on the winners and cut your losses with the things that aren’t working.

BRX Pro Tip: Focus on Being a Creator Rather Than an Influencer

May 16, 2022 by angishields

BRX Pro Tips

BRX Pro Tip: Focus on Being a Creator Rather Than an Influencer

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BRX Pro Tip: Focus on Being a Creator Rather Than an Influencer

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor Stone and Payton here with you. Lee, I think it’s important, and you mentioned this the other day, that we focus more on being a creator rather than an influencer.

Lee Kantor: [00:00:17] Yeah. Influencers are getting all the press nowadays and everybody would like to be an influencer, but I believe that being an influencer is an outcome from being a valuable creator. So if you can create meaningful content that turns into meaningful relationships, then you will gain the influence that you desire. So if you can just focus on serving and delivering value to the people that are most important to you, that should give you the influence that you’re seeking.

Lee Kantor: [00:00:46] So, you can’t just become an influencer because you want to be an influencer. It isn’t about building this huge audience that may be bought or it may not be real, by just having a lot of followers or viewers or listeners. It has to be that you really deliver value and the people that are around you want that information and want that content and because your content is so valuable that they do listen to you and that they do act on some of the suggestions that you make.

Lee Kantor: [00:01:15] So, I believe that it’s much more important to focus on creating important, meaningful content. And if you do that every day, if you do that well, then an audience will be built and you will have the influence that you desire.