Juliet Clark May 15th, 2019, on the YourLIVINGBrand.live show

Juliet was a breathe of fresh air today. She helps companies and individuals understand who they should be selling their products and services to, before they invest thousands or hundreds of thousands of dollars in marketing aimed at the wrong audience in the wrong way.

Have a listen and let me know what you think.

Offer from Juliet:

What if I told you that you could, EARLY ON, discover what your prospects need and how committed they are to getting those needs met? Isn’t that really what lead generation is all about? The right people telling you exactly what they need and you coming in like the knight in shining armor and providing the solution?

Our Assessment Marketing and Lead Generation course is the leading system that qualifies your leads for you, so you don’t waste your time or money on people who aren’t committed, aren’t interested or can’t pay.

That might sound harsh, but it’s actually the most authentic way to do business.

CLICK HERE to take a three-minute quiz to determine if this course is right for you!

 

LISTEN TO THE EPISODE HERE

 

Questions from the Audience:

 

My question is how do you know what you need to know?

The only way you figure out what you need to know is to ask intelligent questions.  To realize that there are things you understand, things that you do not, and the things that you do not, find people who have that area of expertise and ask them questions.

One of my favourite questions is “What question should I be asking you that I am not?”

How do you find your audience?

As I said in the episode, your audience finds you.  What you can do is a test to see what resonates with people.  Put out content, see how people respond, ask people questions, listen to what they are saying and what they are not, make changes and then test again.

How do you build an audience?

Slowly and deliberately.

It is important to realize that audiences are not built overnight and the ones that are will leave you as quickly as they came.  It is about being as loyal to your audience as they are to you, if not more so.  Care about them.  Speak with them, not to them and listen to what they have to tell you.

What do you mean when you say bot?

Do people need these bots?

How do you get bots?

A bot is an automated process that allows you to send out information hands-free.  It is a process where you set up a system, activate it and then have the ability to walk away and focus on other things.  The problem is, no system is perfect.  Bots need to be monitored regularly to make sure that real people are not being ignored or neglected.

Do people need bots.  No, it is automation, it makes things easier, but we still need to have human to human contact for real relationships to occur.

As to where to get bots.  Do a google search on “Where to Find Bots?”   You will get far more information than you need.  I would suggest contacting someone who has expertise in this area to make sure you are setting up the right bot, in the right way that will help you and your audience.

Is this playing fair?

This is more than playing fair, it is qualifying people in a way so that you are not wasting their time and selling them something that they do not need.

Are we talking how to books or all kinds of books?

Non-fiction books

Define this aviator you are talking about please?

An avatar is the ideal representation of the customer that you are trying to influence.

The example I can give is the 28-year-old housewife in rural Nebraska, with two kids, a small business she runs out of her house and has not completed high school.

This would be the avatar for a company trying to sell something to this specific demographic of person.

Ben Baker and the 100th YourLIVINGBrand.live show May 8 2019

Today was an amazing day.  It was the 100th Episode of the YourLIVINGBrand.live show.

With that, I turned the tables and had my friend Kirby Hasseman take the mic and ask me “What’s My Story”

Thanks to Kirby for doing such an incredible job and making me look like a rock star.

How can I help you retain and grow

your rock star employees?

 

LINK TO THE SHOW

QUESTIONS FROM THE AUDIENCE:

Why would a company hit a plateau at such high numbers?

Companies hit plateaus throughout their lifecycle.  Just because someone sees you as relevant at a certain level, does not mean that they will trust you at the next.

What I mean with that is that if a small parts supplier supplies $100,000.00 worth of parts to General Motors and then goes after a $10 million contract, they will probably not be perceived as being big enough to handle it.  That is unless they can demonstrate that they are growing, taking on bigger and bigger clients and have the infrastructure in place to not let General Motors down.

It is about being able to have the client perceive that you are able to work with them at the next level. . . and that is all about the perception of your brand.

 

What is the difference between DBA and a subsidiary of the parent company?

This is a question best left to accountants and lawyers.  For me, having a DBA was the most cost-effective way for me to rebrand my company and still maintain the contracts and lines of credit that I had established.

 

Why are brands these days so important and what was a brand know as before?

Brands are so important because that is how you are perceived when you are not in the room.  It is whether people trust, like and want to do business with you.  Your brand does not make you a dime, but having a bad brand or no brand at all can cost you your livelihood.

 

Don’t big companies like to get involved with startups?

Absolutely big companies like to deal with startups.  That is a way for large corporations to find new and innovative solutions and create new opportunities with lower risk.  However, big companies do not bet the entire company on startups.  They give them small projects to work on, test them out, see if they can handle the work and then increase opportunities from there.

Many small startups have grown to be large corporations based upon proving themselves on small projects for large companies and then building off of those successes.

Paul Riegel May 1, 2019 on the YourLIVINGBrand.live show

Paul Riegel joined me on the air today from The CFO Centre. He works for a worldwide organization that provides part-time Chief Financial Officers for businesses who need strategic support but cannot justify having a full-time CFO.

It is about helping companies succeed within their budget and enabling them to grow in a manageable way so that they can continue their success for years to come.

Paul can be reached at:

www.thecfocentre.ca

paul.riegel@thecfocentre.ca

(236)986-6554

LISTEN TO THIS WEEK’S EPISODE HERE

AUDIENCE QUESTIONS

Questions for Ben

You would have to love your job to be in sales or service.

Absolutely, you need to love your job if you are in sales or service.

As I mentioned in the broadcast, everyone needs to love what they do.  It is up to each and every one of us to challenge what we do daily and ask ourselves, could I have done that a little bit better?

It is not about beating yourself up, it is about looking for ways that you can make things better for yourself and for those around you.

How do we make money pleasing others?

Another way of looking at this is that you are loosing money if you do not please others.

NOTE:  You cannot please everyone and you should not try.  You should focus on pleasing those who actually need your product or service, have problems you can solve and have the means to pay for it.  Everyone else, is not a customer.

However, if you do not please these people that you can actually help.  If you do not make them into fans of your brand and advocates for you, they will either not purchase from you, or worse, buy from your competition and tell people why they will not do business with you.

 

Question to Paul

How do we know what to focus on with our business?

We need to focus on the things that we can control.  There are many factors in business that we cannot control.  For instance, we cannot control the economy, but we can control how we position ourselves in order to deal with economic fluctuations.

How do we know we are wrong?

We rarely know that we are wrong until something goes wrong.

Most of us assume that we know what we are doing and that we know the answers to the problems that face us.  Most of us will have this backfire on us at one point in our lives.

The more we can admit that we do not know everything, that we are not completely wise and that there are others who know more about subjects than we do, the better position we are to ask others for their advice.

How do we take the assumption out?

The best way to take assumptions out of any equation is to test them.  To put them up against real-world scenarios and evaluate whether we are right or wrong.

Doing this in controlled situations, where it does not expose the company to great risk is always advised.

 

Matt Bertram April 24, 2019 on the YourLIVINGBrand.live show

Today we were live from the HR Leadership Summit in Vancouver.

This event happened to be at the Vancouver Trade and Convention Centre and the view was amazing.  See images below.

Matt Bertram of EWebResults.com joined me on the April 24th show and we spent our time talking about how vital it is for every person to be able to understand and communicate the value of their own personal brand. It is about putting yourself in control of your own success and being a vocal advocate for either your own interests, the company you work for or both.

Keegan Downer April 10th 2019

Keegan Downer of Froyo Vending Canada joined me live from Alberta, Canada on the April 10th, 2019 show to talk about the next generation of vending machines, creating opportunity and risk and reward in starting a new venture.We had a few audio challenges through the show, but in the end, Keegan was able to tell the story of how creating trust and having a Powerful Personal Brand can enable people to believe and invest in you.

You can reach Keegan at:

http://www.reisandirvys.ca/

keegan@reisandirvys.ca

(604)928-6238

Ben Baker’s ASK ME ANYTHING PROGRAM

On a monthly basis, I will be having a group call, starting at 8 am Pacific on April 26th.

The goal is to help small businesses, entrepreneurs and startups ask the questions they need to enable your businesses thrive.

CLICK HERE to find out more!

Ben’s Disney picture

 

Below are a few videos of our Reis & Irvy’s kiosks, as well as our Print Mates kiosks!

Reis & Irvy’s

Made in the USA

Approximate cost $250000.00 per unit with three unit minimum purchase

 Introduction Video: https://vimeo.com/282381259

Animation Video: https://vimeo.com/228136639

Behind the Scenes: https://vimeo.com/265267977

Print Mates

Made in the USA

Approximate cost $30000.00 per unit with three unit minimum purchase

Kiosk Intro Video:  https://vimeo.com/294461834

Store Testimonial Video:  https://vimeo.com/305111159

@ The Mall Video:  https://vimeo.com/294461047

 

 

Jason Fleagle and Adam Bankhurst March 20, 2019

Adam Bankhurst and Jason Fleagle join me today from the Grow Like a Pro Show to talk about the value of podcasting.

Not only do they have podcasts themselves, but they help people start their own podcasts and enable brands to have a platform to tell their story.

They can be reached at www.GrowLikeaProShow.com and check out episode 20 when you are there where they interviewed me!

Listen on iHeartRadio

Questions from the audience

How do we know what we are missing if we are missing it?

None of us know everything, nor will we ever know everything, but there are certain things that we are unaware that we do not know.  Realizing that there are areas of business that we just do not know about and being curious enough to go talk to people about what they do and why they do it, without an agenda, is the first step to clearing those holes in your knowledge bank.

How do you know the right questions to ask?

Learning to be curious is the best way to know how to ask the right questions. The more research you can do on people or companies, before you walk into the room, or have them on the show, the better ability you will have to move beyond questions that are obvious and ask questions that get to the root of what they do and why they do it.

What is the difference between radio and podcasts?

The big difference between radio and podcasting is one is live and the other is not typically.  Podcasts are usually pre-recorded, can be done in multiple takes, can be edited for time and content and information can be edited into smaller chunks to be rebroadcast.  Radio is LIVE. Everything is in real time and if mistakes happen, you need to be able to roll with it and move forward. Guests may not show up on time, audio may cut out, people’s internet may not be strong enough, the guest could be ill-prepared or react to a question you ask in a way that may not be appropriate.  This is the beauty of live radio.  You never know what is going to happen and you need to be prepared to pivot at a moment’s notice.

Why do the research? Can’t you get the right information in a good interview?

If you do not do some research on your guest, you cannot get the best out of them. It is about having enough information at your fingertips that you can ask intelligent questions and be able to lead the conversation in a way that is interesting for your audience and makes your guest feel comfortable and welcome.  Trying to do this off the top of your head usually ends up in disaster.  I may not ask all of the questions that I have prepared for a guest, but it gives me a framework to fall back on if anything goes wrong.

Are you developing a how-to book for all of this?

Adam and Jason will be creating an eBook by transcribing the information for the Podcast they did: “How to Start and Why You Should Start a Podcast for Your Business”

 Learn as you go?

As you build a podcast or a radio show, you learn as you go. You are always wanting to improve and find better ways to add value. Shows evolve and get better over time, that is half the fun of doing them.

Are your guests going to move on to radio as well?

 Grow Like a Pro would eventually like to move to a live radio show, however, live radio is not necessarily an evolution.  I know people who have a way more successful podcast than my radio show may ever be. It is about loving the medium that you use and working to be the best you can be within it.

What if people are not good in an interview?

That is where being prepared and having questions lined up helps.  If you have a guest that is not a good interviewee, having more questions to ask them allows them to feel more comfortable.  In a podcast, you can always stop the podcast, talk with the person a little bit and then re-record.  Radio is live and you just have to do the best with what you have.

Are you able to make people comfortable in an interview?

Jason and Adam, like most podcasters, spend 15-20 minutes off air, before they start recording just having a conversation with people before they start recording.  It can be simple things about their life, or asking them questions to give them the confidence to answer more clearly once they get on air.

For my show, as part of my pre-show package, I always ask people a week ahead of time, is there anything specific that they want to speak about?  Giving them the ability to send me that information ahead of time and knowing that I will ask them about that gives people a sense of relief.

What is meant by organic questions?

Organic questions are questions that flow naturally.  The questions come from listening to the previous points being made by the guest and asking follow up questions (organic) that clarify or amplify what was previously said.

Seth Zaremba March 13th, 2019

Seth Zaremba was an incredible guest today on the YourLIVINGBrand.live show. 

His passion for his customers, innovation in the face of an industry that stagnates and his sense of leadership makes him a continued success. 

Take the time to listen to how Seth has built an insurance business, across multiple states that allows him to provide his customers with innovation that focuses on their needs. 

www.zincinsurance.com

CLICK HERE TO LISTEN!

Audience Questions:

How can we work best with people?

We work best with people when we listen to understand.  No two people think exactly the same. No two people come to a situation with the exact same bias or points of reference.  No two people, therefore, look at a scenario exactly the same.

If we can take the time to understand how others perceive things first, what their issues are and what questions they may have, we can then better understand how to help them.

How do we know we have a problem?

We know we have a problem because something is not right.  Whether a company is losing market share, having staff turnover, low staff morale, or other things, the more we can be in tune with this and understand why these problems exist, the better chance we have of fixing them.

Maura Sweeney March 6th 2019

 

Hi everyone, no questions and answers this week as Rebel was enjoying Mardi Gras and we pre-recorded this episode.

I know you will love it.

Maura Sweeney was a wonderful guest on the March 6th, 2019 show.  She is inspirational in how she helps people change and live an inspired life.

It is not a title that makes a leader, it is people that believe that being human and creative matters and that profit, people and purpose can co-exist.

 

Ira Bowman February 27th, 2019

 

 

 

Ira Bowman is an amazing man.  As he said on the show, he wants to live his life to the fullest, be a positive influence along the way and help people where he can.

Ira is the founder of #ProjectHelpYouGrow and 9-5 Monday to Friday he helps his clients, in the greater San Francisco area, succeed through large format printing.

Ira can be reached at:

www.ProjectHelpYouGrow.com

https://www.csdsinc.com/

 

LISTEN TO THE EPISODE HERE

QUESTIONS FROM THE AUDIENCE:

You are saying we need to put work into things?

In today’s episode, I talked about being prepared.  The more prepared you are going into any meeting, with anyone, the more valuable you become.  You become someone who is interesting because you are interested in the person you are meeting with.

Doing the research helps things go better in the beginning?

Absolutely.  If you walk into the meeting, having done your research, you know what questions to ask and to whom. Never assume, even if you have done a lot of research on a person or company, that you know everything.  What doing the research does is allow you to ask intelligent questions to find out if your assumptions are actually correct and help you find out how you can help the person across the table.

How much time do you need to put into this beforehand research?

This really depends on what you have to gain.  If you are going after a million dollar, or multi-million dollar contract, you probably can never do enough research. If you are going in to meet someone for the first time and just doing an initial discovery call, then an hour’s worth of research may suffice.

What things do we need to know about our clients?

This really depends on what your objectives are.  I work with my clients to help them communicate more effectively and provide workshops on personal branding for sales and leadership teams.  It is in my best interest to know as much about the business that I am meeting with.

Would that really be a compliment to be known as a born salesman?

Some people use this as a backhanded compliment.  Telling someone that they are a natural salesperson is an insult that some people use because they have never encountered professional salespeople before.  Sales does not have to have a slimy or negative connotation.

Remember, everything is sold!

Great salespeople are those who can empathize, understand a client’s needs and works with them to achieve their goals.

How can you get hired to sell something you don’t know what it is?

I am a believer that sales is sales and product knowledge (for the most part) is two weeks.  People can learn enough about almost any product to be able to sell it if they are a great salesperson.  If they understand how to develop influence through trust and build relationships, anything can be sold.

What I am getting out of this is we should sell from the buyers’ point of view?

You should always sell from a buyer’s point of view.  People do not care about your problems or the fact that you need to make a sale to feed your kids, they care about their problems and if you can fix them.

What is a digital nomad?