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The Best Strategy to Acquire New Clients
When we are talking to a new prospect, one of the things we actively try to do is put ourselves in their shoes. In episode 176 of The Journey to $100 Million Podcast, Erik talks about the strategy we use when trying to acquire new clients. When we are selling to these prospects, we want to understand exactly what their challenges are when it comes to running their business, while also focusing on getting this prospect leads. Here at Array Digital, we work with a lot of different businesses, and weâ€™ve seen quite a bit. We actually act a lot like consultants for most of our clients when it comes to giving them business advice. A lot of times when we are talking to a brand new prospect, we have a pretty good idea what is going on within their business, and the problems they may face. But, the best thing to do is get them to explain to us exactly what is going on. We need to understand, from their perspective, what their problem is that we could possibly assist in solving. When Erik first started off on his own, he would make assumptions on why clients were coming to him for help. Around 50-75% of the time, Erik was right in these assumptions because he had been in the industry for a good amount of time. But, the issue was, he would make big assumptions of what the full problem was, which was a mistake. Fast forward to today, and Erik tries his best to not assume anything as far as what a prospectâ€™s problems are. He wants the client/prospect to state precisely what their problem is. We want them to talk much more than we do when we sit down with them for the first or second time in order to understand what they feel their problem is, and express their vision for the future. The key here, is getting the prospect to explain to us what success looks like, based on their budget. We want to understand how many leads they are looking for, how much revenue they hope to increase, and what their vision is. Once we know that, we are able to go back to the drawing board, look at their digital marketing presence, and come up with a plan to bring back to them. A lot of times, we hold two or three meetings before we actually ask for the prospectâ€™s business. This is a lot of work, but it allows us to establish a very tight relationship centered around what the prospect needs. We may bring ideas to them, but we discuss it, and that allows the prospect to pick and choose what they feel is best for them. This is the best way to acquire new clients in our eyes. As Ian Altman says, you have to put yourself in the shoes of the buyer. You are about to form a partnership, and you want to understand exactly where they are coming from, and align your ideas with theirs! When you do that, it is beneficial to both parties. â€” Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. â€” Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is the also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups.
Aired 3 months ago 3:45
The Benefits of Interacting with Mastermind Groups
Have you ever heard the concept of a mastermind group? In episode 168 of Journey to $100 Million, listen in as Erik shares with you what a mastermind group is, as well as how it has benefited him throughout his career. When in a mastermind group, you are surrounded by minded individuals, and get together on a regular basis to talk about your business, how you can grow your business, and discuss different techniques you can try in order to get ahead. Erik goes to a couple different mastermind group meetings, but one in particular is interesting. This is because, this mastermind meeting in particular, is a mini-mastermind; meaning he meets with just one other person: Kevin Griffin. Kevin Griffin is an old buddy of Erikâ€™s from his software development days. Kevin and Erik still keep in touch because they have a lot in common and are both trying to grow their agencies. They have been getting together for coffee about once every two months for many years. This meeting is always last minute. Erik and Kevin schedule their meetings just about a week before, and catch up and talk about what is going on in each othersâ€™ professional lives, as well as bounce ideas off of each other. Since they have a history, and have done a couple of projects together, they have seen each othersâ€™ businesses grow and morph over the years - adding context as far as the updates they are providing each other. These meetings are a really good time for Erik and Kevin to sync up with one another, catch up, and learn from each other. When you are in a mastermind group, your goal is not only to share, but also to learn. If you are just sharing, and not getting anything in return, that does not make for a good mastermind group meeting. You really need your mastermind group to be a collection of peers. Something has to be in common, and you must be aligned. You can not be in a mastermind group full of 75 million dollar companies, when you are just a 1 million dollar company. There are very different concerns and struggles between those two groups. If you do not have a mastermind group, a mini-mastermind, or someone that you meet with on a regular basis to bounce ideas off of, Erik highly recommends doing so. It is important to see what others are doing, or to get new concepts you havenâ€™t been exposed to. It doesnâ€™t take that long. As a matter of fact, when Erik and Kevin Griffin meet, it is usually just an hour at 8am. Not that big of a deal, it doesnâ€™t require juggling a lot of different events or calendar items, they just put it on their calendar - and do it! â€” Erik J. Olson is an award-winning digital marketer & entrepreneur. The Founder & CEO of Array Digital, he is also the host of the Journey to $100 Million Flash Briefing and daily podcast, and the organizer of the Marketers Anonymous monthly meetups. â€” Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is the also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups.
Aired 2 months ago 3:26
The Story Behind the Array Digital Merger
The Story Behind the Array Digital Merger