Wingnut Social: The Interior Design Marketing and Business Podcast
Conversational Commerce is the Way of the Future [According to Paul Ace] - Episode 221

Conversational Commerce is the Way of the Future [According to Paul Ace] - Episode 221

June 16, 2021

cCommerce or C-Com is short for conversational commerce. It’s about building conversations with people and engaging in a conversational way of selling. It can be using SMS messenger, voicemail drops, personalized images, and more. Paul Ace and his team use it to create an 80% human-like experience and a 20% human experience. What does that mean? How can it help you and your business? Find out in this episode of Wingnut Social!

Paul Ace is popularizing the concept of C Com through the science of conversion, conversation, and automation. He founded Amplify C-Com which helps businesses grow past seven figures. Amplify combines human psychology and automation to create more profits in their customers profits. 

What You’ll Hear On This Episode of Wingnut Social

  • [0:44] Check out Desi Creswell’s new coaching group!
  • [2:45] Mini news sesh: Instagram stops penalizing for sharing
  • [5:38] What the hell is cCommerce?
  • [16:41] The concept of pre-framing
  • [27:20] How conversational is the process?
  • [36:00] The fortune is in the follow-up
  • [38:34] The What Up Wingnut! Round
  • [42:15] Where to learn more about Paul Ace!
  • [45:49] Go check out Wingnut Premium NOW!
  • [47:55] The Wingnut Blooper Reel!

Connect with Paul Ace

Resources & People Mentioned

The concept of conversational commerce

Paul prefers that “leads” aren’t called leads—they’re just people. Every person that opts into something on your site has got something in their life that they’re not happy with. It might be “Hey, I want this interior designer for this particular reason.” Or they may be asking for a service you don’t provide, like painting. Paul has a genius process you can use to refer clients that aren’t a good fit—using both automation and a referral network. Listen to learn more!

Psychological strategies to win people over

Pre-framing is an underutilized tool. Paul emphasizes that if you’re not using it, you’re leaving money on the table. He shares an example: “If you could have something that would get more people to buy, buy more often, and refer more people to buy from you, would you want to know what it is?” That’s pre-framing. If you use questions like this, you’re softening the prospect, getting them to say yes, and making micro-commitments. It becomes so natural to do in your language pattern. 

In the book “Never Split the Difference,” Chris Voss shared a common question he used in most—if not all—of his negotiations: “Would it be unreasonable to consider…?” Paul uses a similar question: “Would you be against…?” For example, he could ask Darla “Would you be against having more people on the show?” Darla would likely say, “No, we wouldn’t be against having more people on the show!” It removes defensiveness.

In the book “Influence” by Robert Cialdini, there’s a study about making copies. Someone asks if he can skip the line to make a copy. Of course, people said no. So he asked, “Can I skip the line because I need to make some copies?” People would say yes! Paul notes that it’s the dumbest reason—because everyone needed to make copies—but they still complied simply because he said: “because.”

How conversational is the process?

If you’re selling something that’s $7 and sell 1,000 a day, you’re not recording a personal video message to every person. It’s not scalable. But if someone buys a $7 product and then buys your $500 upsell and books a consultation with you one-on-one, you record a personal message for them. Paul emphasizes that you should look at the buyer journey and the pipeline and break down each step. You have to split it into scalable/not scalable. 

Paul has a client that sells a challenge. If they abandon the cart, they get a text message from the “owner” asking if something was wrong or what they could do to help. It got a 20% response rate. 80% of the work is in the first message that you send. You could then give your team a framework of how to guide them through the sales process and it’s handed over to you at a specific point. 

Paul walks through an example specific to Wingnut Social and how to speak with a potential client. He also shares why the “fortune is in the follow-up.” Give it a listen to learn more!

To get more exclusive content only for subscribers? Go check out Wingnut Premium NOW!

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  • Ready to stop being overwhelmed? Check out Desi Creswell’s new “Out of Overwhelm” coaching group
  • Desi Creswell’s Daily Planner

 

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Overcome Your Inner Shadows to Reach Your Soul Goals (with Anna Tsui) - Episode 220

Overcome Your Inner Shadows to Reach Your Soul Goals (with Anna Tsui) - Episode 220

June 9, 2021

Business owners know what to do to get where they need to go. But every time they find success, they start thinking in circles and second-guessing themselves. Self-sabotage begins to kick in. Anna Tsui has noticed this with everyone she’s worked with. For Darla, self-sabotage translates into procrastination and self-doubt. So why do we people self-sabotage? What can you do to mitigate that voice in your head? In this episode of Wingnut Social, Anna talks about how to overcome self-sabotage and find your zone of genius. 

Anna Tsui is a genius coach, international speaker, writer, and serial entrepreneur, and founder of the Intuitive Business School. She is also the best-selling author of “Shadow Magic: Turn Your Fear into Fuel and Create a Prosperous Coaching Business.”

What You’ll Hear On This Episode of Wingnut Social

  • [2:24] Mini News: Instagram like counts
  • [4:30] Learn more about Anna Tsui
  • [9:07] The interplay between your shadows and self-sabotage
  • [14:18] Pinpoint your soul’s goals
  • [16:43] The difference between self-sabotage and self-harm
  • [25:43] The most common shadow Anna sees in women
  • [27:31] How to overcome the shadows
  • [30:54] The zone of genius (get more at Wingnut Premium!)
  • [33:05] The “What Up Wingnut!” round
  • [34:12] How to connect with Anna
  • [37:28] Wingnut Blooper Reel!

Connect with Anna Tsui

Resources & People Mentioned

The interplay between your shadows and self-sabotage

It all starts with your inner critic, or as Anna likes to call it, your shadows. Anna believes you inherit shadows from your family, culture, lineage, place of birth, religion, and more. The unconscious beliefs can come from your parents, religion, community, etc. Shadows also come from unconscious inner woundings where you don’t feel like you deserve something. These are the parts of you that are insecure and you don’t feel fully confident or loved. People are afraid of being visible and being seen for who they really are. Many people think if they are themselves, they’ll be judged. All of this comes from an unconscious part of you that’s just scared.

Anna believes you have to recognize that there is a magnetic message that only you can offer to the world. Your ideal clients want to experience the essence of who you are. It takes bravery. But when you want to show up in a certain way and something is holding you back, that’s part of your shadow. It’s part of your ego that keeps you in a safe container. It’s a great place to survive—but you won’t thrive or grow. 

When is the universe telling you there’s a new direction to go?

Do you want that lifestyle that you envy so much in other people? Will you be working all the time? Is it something you really want, or is it your ego taking over? 

Anna believes you should focus on your soul goals. What goals allow you to feel the way you want to feel? Anna points out that sometimes you really don’t know until you do it. You have to take the first steps to try it out. If you want to rebrand and try a different persona, do it. If it works for you, great! If it doesn’t, then you know. Don’t let your shadows hold you back. 

Anna points out that when Darla is talking about Wingnut Social (versus her interior design business), her energy is completely different. The energy of what you love feels so different. Money and success can come in the way of doing what you love. But fear, guilt, and doubt say “You can’t do that.”

“When you feel into the fears and when it stops you, that’s when you know.”

How to overcome your shadows

People don’t realize how much fear is running their business. If you’re surrounding yourself with “I can’t do this because…” then it’s time to take a breath and realize your fear is running the show. 

Sometimes if you take a few small steps, you’ll start feeling charged because what you’re doing gives you energy. If you show up with confidence, people perceive you differently. It’s really important to have a coach that can reassure you and lend you their energy when you’re tapped dry.

Anna also recommends that you carve out and own that you are important and your self-care is important as a factor that helps your business thrive. Anna also loves the concept of connecting with your inner saboteur. If you ask “What’s going on?” you’ll find you’ll get a response. It’s all about building awareness. You have to build a relationship with these parts of yourself. The deeper the relationship, the more you can get into the juiciness of the human experience.

Anna has developed a process to help people connect to their zone of genius (and connect to their genius flow). Want to learn more? Check out the premium episodes of Wingnut Social!

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How to Brand Your Design Business According to Mike Peterson - Episode 219

How to Brand Your Design Business According to Mike Peterson - Episode 219

June 2, 2021

What is the easiest way to brand your design business? How do you stand out from the crowd enough to land clients? Mike Peterson has spent most of his career in the world of publishing with magazines like Country Living, House Beautiful, and Luxe. He loves all things marketing, branding, and interior design. He has the unique experience to help interior designers set themselves up for success with the right branding for who they are. Listen to this episode of Wingnut Social for his strategies!

What You’ll Hear On This Episode of Wingnut Social

  • [1:43] Wingnut Premium members only!
  • [4:21] Mini News Sesh: Instagram Lives
  • [6:13] Introducing Mike Peterson
  • [9:42] What is a brand? 
  • [13:22] How to differentiate yourself
  • [18:08] Your name or a brand name?
  • [26:02] Is there value in magazine marketing? 
  • [29:49] How to showcase your brand the right way
  • [32:03] The What Up Wingnut! Round
  • [36:37] Blooper Reel!

Connect with Mike Peterson

Resources & People Mentioned

You are your brand—not just a commodity

We are surrounded by brands. They’re prevalent in our lives. Starbucks. Armani. Grey Goose. BMW. Fuji. Mike emphasizes that “If the world can find a way to brand water, think about what we can do with all of the talent listening to this podcast right now.” What is it like to not have a brand in a world of brands? 

A lot of people overthink their brand. A brand is not what you do, it is a relationship. Who is your best friend? Why is that person your best friend? You’re likely using subjective and emotional words based on relatability. The most important people are important because of emotional relationships. That is the foundation of brand marketing.

Identify the value and the personality characteristics of who you are—not what you do. Mike believes that “A lot of designers design. But every designer has a unique personality of their own. You will attract people of like mind as a result.” 

How can Mike and his team help you differentiate yourself in the marketplace? Listen to hear their genius process for narrowing down your brand!

How to differentiate yourself

Mike shares that you can’t be afraid to ask for help. Business management and marketing aren’t taught in design schools. Mike has a three-phase process with his clients. They talk with a designer about their brand and their personality. But they go out and talk to 12–15 of the designer’s clients (whether by Zoom or in-person). One of the questions they ask is, “How do you feel as a result of what the designer did for you?” That question provides gold nuggets to understand what the designer has done. They get responses like:

“I felt heard”

“She fought for us.”

“I’m at peace.”

Your marketplace and audience become the foundation for your marketing process. The website begins to write itself. Don’t just depend on what you think your brand is. Reach out and ask your client or get a third party involved.

Does the service you provide take a backseat? Is there value in magazine marketing? Listen as Mike shares how to showcase your brand the right way.

Want to learn about geotargeting? Listen to the extended interview by signing up for Wingnut Premium!

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How to Use Pinterest to Up-Level Your Social Media Marketing [Kate Ahl] - Episode 218

How to Use Pinterest to Up-Level Your Social Media Marketing [Kate Ahl] - Episode 218

May 26, 2021

Pinterest is a great way to connect with your clients. How? Because most of them find their inspiration on Pinterest. Secondly, it’s a great way to showcase how you design and level up the design for future clients. Best of all, it helps people become aware of you. So how do you leverage Pinterest to work for your design business? Kate Ahl—the owner of Simple Pin Media—shares her best strategies in this episode of Wingnut Social!

What You’ll Hear On This Episode of Wingnut Social

  • [2:31] Wingnut Premium members only!
  • [4:16] Mini New Sesh: Pinterest Livestream Events
  • [6:54] How Kate Became an expert on Pinterest
  • [10:35] The importance of Pinterest for creators
  • [12:45] The difference between Instagram and Pinterest
  • [14:33] The pros and cons of Pinterest
  • [20:43] The verified merchant program
  • [25:21] What’s changing with story pins? 
  • [27:18] Pinterest: the intellectual property dilemma
  • [30:35] Kate’s thoughts on Tailwind (and other apps)
  • [32:06] The What Up Wingnut! Round
  • [37:22] Blooper Reel!

Connect with Kate Ahl

Resources & People Mentioned

The difference between Instagram and Pinterest

According to Kate, the largest difference is that you go to Instagram to get caught up on the lives of people you follow. You have to follow them to see them in your feed. You’re looking to wander and get lost in people’s stories. People also rarely move off the platform. 

But the intent on Pinterest is “How can you serve me?” or “I need a solution to my problem.” Someone is looking for inspiration and they don’t care about you. They’re not interested in a brand. They’re only interested in the goal. There’s no attachment to a brand name—just the design. Pinterest is all about search and discovery. Keep listening to hear Kate share some of the pros and cons of Pinterest.

The Verified Merchant Program

Pinterest is reintroducing the concept of shoppable pins with their “Verified Merchant Program.” They’ll show that it’s a shoppable pin but will link to your website for the actual sale. The challenge is that the user's habit isn’t to buy right away. But Pinterest is putting a lot of effort into shop integrations, videos, and story pins. They’re trying to find diversified ways to get people to the shopping point quickly. 

Unfortunately, Kate points out that the Verified Merchant Program is still clunky, glitchy, and picky about who is approved. If people don’t want to go that route, Kate recommends using images and keywords that will lead to places you know they’ll sign up for a consultation. For now, Kate believes the shop tab is useful for people who sell things that are $100 or less. For higher-end products, Kate recommends leading people to a form that has a question that asks how they heard about you. 

What is Kate’s overall opinion of the Verified Merchant Program? Listen to hear her unfiltered response!

What’s changing with story pins? 

Story pins allow creators to showcase something they offer or the steps it takes to complete a project. They just changed the name to “Idea Pins'' because people were getting story pins confused with Instagram Stories. These pins stick around forever—no 24-hour shelf life—and people can save them to their boards. However, there is no link.

But it does encourage people to follow your profile where they can then click to your website. Kate has actually seen an increase in home page traffic when people use idea pins. It’s a great way to showcase a new design and even increase your follower account.

How does Pinterest handle intellectual property dilemmas? What are Kate’s thoughts on Tailwind (and other apps)? Listen for the whole conversation!

Want even more great content? Head on over to Wingnut Premium for the extended interview with Kate Ahl!

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REPLAY: Infuse More Play in Your Day with Jeff Harry - Episode 217

REPLAY: Infuse More Play in Your Day with Jeff Harry - Episode 217

May 19, 2021

Darla is smack in the middle of a move to Maryland (U-Haul and all), so this week we are replaying a popular episode with Jeff Harry! Get ready to infuse some play in your day—and be better for it.

 

Jeff Harry defines play as “Any joyful act where you are fully present in the moment. It has no purpose or result.” You are fully in love with what is actually happening. Your play moments are the best moments of your life when you feel most alive. You are in flow. 

What is the work where you forget about time? How much of that work do you do on a given day? Jeff shares that identifying the work that you LOVE to do and increasing it by even just 1–2% has a ripple effect. Play can make you more productive, creative, and successful in the long run. It gives you momentum. How do you do that? Learn how in this episode of Wingnut Social!

Jeff Harry shows individuals and companies how to tap into their true selves to feel their happiest and most fulfilled—all through the medium of play. He has worked with Microsoft, Google, Southwest Airlines, the NFL, Adobe, Facebook, and Amazon, helping them learn how to infuse more play into their day.

What You’ll Hear On This Episode of Wingnut Social

  • [3:36] Instagram has launched keyword search
  • [6:19] All about Jeff Harry
  • [8:29] Play can help you reach your zone of genius
  • [10:20] Do you have to rewire your brain? 
  • [13:09] Why don’t adults play enough? 
  • [17:17] How to integrate play into business
  • [21:31] What do you do with your employees?
  • [25:38] Determine your team’s appreciation language
  • [33:10] Does play factor into growing your business?
  • [35:51] How to infuse more play in your day
  • [50:06] The What Up Wingnut! Round
  • [53:33] How to connect with Jeff Harry
  • [56:33] Delegate outside of your zone of genius
  • [1:00:56] Blooper Reel!

Connect with Jeff Harry

Resources & People Mentioned

Overcome the “shoulds” to get to you

Why is play such a lost art? Jeff points out that by the time you reach the age of 18, you will have heard the word “no'' 148,000 times. On top of that, every adult in your life piles “shoulds” on you. Then you go to school where you’re told to raise your hand, ask for permission, etc. You hit your teens and you’re bombarded with social media. You get more information in a day than people in the 1950s got in one year. It tells you you’re not enough, you need to buy this, etc. All the answers are external.

Anytime you try to do anything that is “you”, you are considered mischievous or weird. You’re considered “too much” or “extra.” It’s such a rebellious act to simply be yourself. Ask yourself: What do I love to do? What makes me come alive? What makes me feel good about myself? Do something because you want to or because it brings you joy. It doesn’t have to have productive value, a sense, or a purpose. But you’re having fun. It puts you in a positive mindset and you’re priming your brain to look at every opportunity as play.

How do you integrate play into business? How do you encompass a play-oriented mindset in the workplace? How do you determine your team’s appreciation language? Jeff Harry takes a deep-dive into these topics—don’t miss it!

How to infuse more play in your day

Jeff walks through some exercises in this episode that HAVE to be shared. Where do you start? He notes that you cannot play until you’ve calmed yourself down. If you’re angry or in an anxiety-ridden state, you can’t play. 

  1. You have to soothe yourself and calm yourself down first. Side note: make sure it’s a healthy form of calming yourself down. Jeff soothes himself by taking showers. Other people go on a walk or run or free-write. 
  2. Get bored. Your best ideas come when you’re bored. Shut off social media and stop binge-watching Netflix. When you consume, you can’t create. It makes you feel like there’s nothing left in the world to create. 
  3. It’s easier to create when you aren’t listening to everyone else. Practice listening to yourself. Start listening for that whisper, your inner curiosity. It will suggest something both exciting and really scary. Create a video. Start a side business. Start a podcast. Email someone. You have to strengthen the ability to live in your own intuition.

Three exercises to kickstart creativity

Another exercise? Get 3 people that know you really well and ask them these questions:

  • What value do I bring to your life? We often don’t know what we do for people. Why are we friends? Why did you hire me?
  • When have you seen me most alive? When have you seen me most engaged, most playful, most creative, most present? Most happy?

When you get 3–5 people to give you that information back and you look at it, you get so many answers and gems of wisdom. 

You can also get your friends together and do what Jeff calls a “Tipsy Storm” over Zoom. You get tipsy on alcohol, chocolate, ice cream, whatever it is, and brainstorm together. Write down ideas. Go to bed, wake up, and return to that list. Circle the one that resonates the most with you and see where it takes you.

Bonus exercise: What did you do as a kid that brought you joy? How can that be tied to the work you love to do now? Take those “play” values from your childhood and find the work that you love to do most that encompass those values. 

Jeff’s final challenge: Allow your emotions to fully envelop you. When you fully feel it, you can let it go. When you allow emotion in, you live a more fulfilling life. Let your grief and sadness out. People haven’t mourned 2020. Write down everything you wanted to accomplish in 2020 that you didn’t get to, mourn them, fold it up, fold it into an airplane, and let it go. What do you want to do with the last 23 days of 2020? What impact do I want to have?

Are you ready to stop “shoulding” on yourself so much? Are you ready to show up? Listen to the whole episode for more of Jeff’s amazing insight into positive psychology. 

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Here’s How to Convert Your Expertise to a Money-Making Consulting Business with Laura Meyer - Episode 216

Here’s How to Convert Your Expertise to a Money-Making Consulting Business with Laura Meyer - Episode 216

May 12, 2021

Do you know how to do something so well that people are asking you to coach them? Have you thought about starting a coaching business? How do you convert your expertise to real dollars in your pocket? The truth is that people don’t talk about how to become a consultant. Being a consultant can give you a great lifestyle, a great profit margin, and allows you to work part-time hours. You also get to make a huge difference with the people you’re serving and help them make transformations at a high level. Laura Meyer—a fractional chief marketing officer exclusively for seven-figure female experts—shares how she does it in this episode of Wingnut Social!

What You’ll Hear On This Episode of Wingnut Social

  • [4:30] Mini news sesh: Facebook + Spotify
  • [6:10] Who is Laura Meyer?
  • [12:21] How to transition to consulting
  • [18:05] How to determine your pricing
  • [23:20] How to scale one-on-one services
  • [27:42] What is the value of what you’re selling? 
  • [30:45] Get yourself in the right room
  • [31:16] The What Up Wingnut! Round
  • [35:52] Wingnut Blooper Reel!

Connect with Laura Meyer

Resources & People Mentioned

How to transition to consulting

Laura didn’t know what she would do when she left the photography business—she just knew she needed to shut the door. She believed if she created space for the new thing it would come to her. She says that “Great things grow in the margins.” You need space to meditate, think, and journal. 

She texted a group of CEOs that she was friends with and told them she was shutting her business down because the industry was changing. They all started apologizing to her—but immediately followed their apologies by asking for help with marketing. They needed someone to come in at a strategic level to help them. It was the answer she was looking for.

What would you do for free? What are you passionate about that pours out of you? Laura recommends that you list out everything that you’ve done well. Out of that list, what can become your unfair advantage? Your proprietary process? Your signature offer? Start to offer that thing one-on-one. 

Laura started with one-on-one clients and slowly increased her prices. Everyone wants large groups, but Laura emphasizes “One-on-one is where the transformation happens. It’s where you get better at your craft. It’s where you sharpen your saw. It’s where you see patterns. It’s where you develop your signature processes.” There’s nothing like it. 

How to determine pricing for your business

How do you know what to price? How do you place value on your services? Laura believes this is the #1 mistake that people make. Laura recommends that you NEVER charge for your time. Instead, always always charge for the result. She notes that “The clearer you are about the outcome your services provide, the more of a chance that you can trade outcomes for income.” 

Laura finds that many consultants aren’t outcome-focused. Laura makes pretty graphics, writes captions, and gets more engagement and followers on social media. The goal is to grow the business. Some social media managers make your feed look pretty. Others make your feed look pretty and grow your business—and they’re double the price. It all comes down to the outcome. If your social media is just a business card, it’s worth a lot less to the person investing in it. 

How to scale one-on-one services

If you’re trading time for money, you’re up a creek. But many people worry that you can’t scale a one-on-one consulting model. Laura disagrees with that notion, and shares three ways you can scale a one-on-one business: 

  1. You can scale through agency services, where you keep the one-on-one interaction (just train more people to do that instead of you). 
  2. Another option is to license your system (i.e. Storybrand or Profit First) and scale your intellectual property. 
  3. Laura only shows up where she’s needed. Her process is well-defined and she is needed for very little. 

If you have five one-on-one clients and you charge $2,000 a month for your services, you want to get to only having five 45-minute appointments weekly and outsource everything else. You speak, teach, write, and deliver. It gives you an amazing part-time consulting business. It was a lifesaver for Laura.

So how do you determine the value of what you’re selling? What is your service worth? How can you differentiate yourself in a way that creates extra value? Laura delivers a TON of value in this episode—make sure you listen to the very end!

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How to Hire—So You Don’t Have to Fire [with Colleen Baader] - Episode 215

How to Hire—So You Don’t Have to Fire [with Colleen Baader] - Episode 215

May 5, 2021

How do you hire the right people so you don’t find yourself letting someone go six months down the road? Do you hire for your weakness or hire someone that fits in with the culture? So much goes into hiring the right person. So in this episode of Wingnut Social, Colleen Baader joins Darla to share how she hires for her design firm.

Colleen Baader has been an interior designer for 27 years primarily focusing on commercial design. Seven years ago she started Vertical Interior Design focused on corporate, healthcare, and hospitality design. She even designed and built her own home in 2018. 

What You’ll Hear On This Episode of Wingnut Social

  • [1:56] Mini News Sesh: How to filter comments
  • [4:00] All about Colleen Baader
  • [6:50] The 1st thing to know before hiring
  • [11:24] How to hire to complement your skills 
  • [14:11] Hire for skills—not design background
  • [19:28] The compensation conversation
  • [21:43] Do you hire a contractor or employee?
  • [23:38] Don’t be afraid to hire up
  • [26:37] Offer your team development opportunities
  • [28:26] The What Up Wingnut! Round
  • [29:45] How to connect with Colleen Baader
  • [34:10] The wacky blooper reel!

Connect with Colleen Baader

Resources & People Mentioned

What you NEED to know before hiring

Colleen tries to look at the strengths of her team—and where she’s seeing weaknesses. Then she tries to target those weaknesses in the hiring process. They give out a survey called “The Culture Index” to help determine an applicant's natural tendencies and personality. Are they detailed? Visionary? Organized? 

If she’s looking for someone detailed, she knows her creative people will be worn down and exhausted by those tasks. But if they’re being 100% creative for their 8 hours at work, they leave on a high. Colleen strives to hire the right people for the right role so they don’t leave burned out. You want to hire someone for a role that they’ll be successful and find joy in. 

You'll have opportunities for more jobs if you allow your team to be diverse. People with different skills not only complement each other, they learn from each other. She always strives to foster collaboration—never competition. You should be rooting for each other to close deals. 

Once you find a few individuals who fit, have them come in and work with the team for half a day. They can see what it’s like to work with them. The people you work with and the environment you’re in can often be what keeps you at your job.

Don’t be afraid to hire up

Darla wanted to get to the point where she wasn’t doing all of the design work. If you’re hiring and want to delegate, you want to make sure the hires are capable of taking on that role. Conversely, Colleen emphasizes that you can’t be afraid to hire people that are smarter than you or are more talented than you. You have to learn to set your ego aside. Colleen worked with someone who said, “Let’s hire the smartest people and get out of their way.” Colleen loves it. She admits that her CAD skills and elevations aren’t great, so she uses her skills where they’re used best and offloads her weaknesses to someone else.

What about the compensation conversation? How do you hire to scale? Should you hire contractors or employees? Listen to the whole episode for Colleen’s take!

Quick Tip: How to filter comments on Instagram

Go to the hash marks in the upper right corner and choose “settings.” Check “privacy” and click on “comments.” You can choose “filters” and choose “hide offensive comments.” You can choose the words that are trigger words (ahem, “bitcoin”) and filter out any comments that include those words.

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Transform Your Business with Powerful Self-Talk [Roy Redd] - Episode 214

Transform Your Business with Powerful Self-Talk [Roy Redd] - Episode 214

April 28, 2021

After a seminar that changed his life, Roy Redd started a small CPR business that he grew to six-figures over the next year. So he wrote his first book, “The Success Magnet.” During the launch of that book, he got a DM from Casey Trujeque, who asked if his methods worked for athletes. So Casey flew him out to Portland Oregon to work with an athlete. He was able to turn that athlete around with his methods. How? How did changing his self-talk change his game? Learn more in this episode of Wingnut Social!

What You’ll Hear On This Episode of Wingnut Social

  • [3:01] Mini news sesh: TikTok
  • [5:23] All about Roy Redd
  • [11:00] What self-talk is present?
  • [14:47] How to recognize your bounds
  • [19:37] What to say to yourself instead
  • [21:35] Use self-talk to become better
  • [24:00] Roy’s strategy to stop negative self-talk
  • [29:01] The What Up Wingnut Round!

Connect with Roy Redd

Resources & People Mentioned

How to turn things around

Roy asks, “What are you saying to yourself about yourself? In a year from now, what has to happen in your career and your life for you to be happy with your progress?” That is what he calls an instant clarity question. Why? Because with clarity comes certainty. Uncertainty is what causes us to have anxiety or negative self-talk.

Roy realized this athlete had a “functional bound.” You’re bound by social ideas, trauma, or what you’ve been told you can and cannot do. He was getting nervous at the end of his games. So they did an experiment and realized that he had a traumatic experience at six at the end of a game when his Dad put his hands on him. 

Now every time he’s in that situation, his brain goes into fight or flight mode. His self-talk was “I’m not confident because I feel this way.” So they reframed and reclaimed the situation. He learned to anchor to the present. They pulled this unconscious memory into his conscious mind where he can control it. You can do that too.

How to recognize your bounds

We have millions of past experiences. Roy notes that you can’t expect someone to pull and delete all of them. But you can get to a space where you can get comfortable being uncomfortable. You will end up in a space where you will deal with negative self-talk, either conscious, unconscious, or subconscious.

We attach “I” to experiences and it becomes embodied in your identity. Being hungry is an experience you have, but when people are hungry they say “I am hungry.” When they’re upset, they say “I am depressed.” But you are not those things, they are states that you’re in. But by saying “I am” you are locking yourself into those states.

Instead of saying, “I am depressed” you can say that “I am experiencing depression.” Depression isn’t physical, measurable, or tangible—but it is something that you can experience. It’s a sensation. You’re locking emotions into your body. You feel depressed, but you’re having a sensation in your chest. It’s an anchor for an experience that you have to move away from. 

How to use self-talk to become better

When Roy dove into neuroscience and the mind, he learned that it all boils down to self-talk. It’s not what happens to you in life that matters—it’s how you interpret it. Once you can identify the self-talk you’re having, you want to stop it or slow it down. How? 

Root yourself in the moment with things you love and things that get you in a flow state. What are you curious about? Passionate about? Is it connected to your purpose? Those three things lead you into a flow state when you’re in a zone. You lose all sense of time or self-awareness and you’re just in the moment. That’s when you take performance to the next level. Once you’re there, you can master and dial in on the things you’re trying to become better at. 

Want to learn how to stop your negative self-talk in its tracks? Listen to the whole episode for Roy’s strategy!

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Lauren Brown’s Wins, Losses, and Lessons Learned - Episode 213

Lauren Brown’s Wins, Losses, and Lessons Learned - Episode 213

April 21, 2021

Lauren Brown launched her design business at age 65—right before the Coronavirus reared its ugly head. In this episode of Wingnut Social, Lauren shares what she had to do to pivot, the marketing that she’s found success with, and what you should and shouldn’t do. Ready to learn from her years of experience? Don’t miss it!

What You’ll Hear On This Episode of Wingnut Social

  • [2:32] Upcoming content on Wingnut Premium!
  • [4:41] Mini news sesh: Clubhouse on Android?
  • [7:56] All about Lauren Brown
  • [10:08] Launching and immediately pivoting
  • [12:14] The wins and the losses
  • [15:23] Gaining traction with marketing
  • [23:53] The services that Lauren offers
  • [30:25] Why Lauren decided it was time to hire
  • [40:42] The What Up Wingnut! Round
  • [44:18] How to learn more about Lauren Brown
  • [46:59] Check out the blooper reel!

Connect with Lauren Brown

Resources & People Mentioned

The wins, the losses, and the lessons learned

Lauren was approached to publish an article in a magazine. Then she did some ads in the magazine. Before she knew it, it had snowballed to ad after ad in multiple magazines. She went to her CPA and realized she spent a lot of money she shouldn’t have—but she just didn’t know. 

She advertised on social media the organic way and was featured in some local publications. She decided to go with an old-fashioned billboard—which paid off in a big way. Contractors called, builders called, and clients called. It was targeting the local market and staying top-of-mind. 

Lauren was intimidated by social media but didn’t reach out to Darla or anyone else. She also tried building a DIY website. She quickly learned that if you aren’t an expert in any of these areas, you should hire an expert. A better website leads to more people on your page and a lower bounce rate. A bad website can become an easy “no” for a potential client. If your website doesn’t look good, how can your design be good?

Designer by your side

Lauren will do a consultation with potential clients to determine what they’re looking for. She offers a “designer by your side” package for those doing projects on their own but want a little professional advice. She offers a “concept-to-completion” service for someone building a home. She also offers a “furniture mart concierge” package where she takes a client to Furniture Mart and helps them choose the right pieces for their home. 

They’ve all been successful services, but she gets the most revenue from her concept-to-completion service for new home builds. She works directly with two different builders who pay her a percentage to work with their clients. Lauren has learned she wants to concentrate on doing full-service projects—or she’ll run herself ragged.

When did Lauren decide it was time to hire? What position did she hire for? And why did she decide to keep a showroom despite the pandemic? Listen to the whole episode to learn more!

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How to Convert Discovery Calls to Clients with Nikki Rausch - Episode 212

How to Convert Discovery Calls to Clients with Nikki Rausch - Episode 212

April 14, 2021

According to Nikki Rausch, the objective of a discovery call is to identify whether or not you’re talking to a potential client. How do you determine that? How can you ask the right questions and move them to the next step in the process? How do you close a discovery call with a new client? Nikki shares her strategy in this episode of the Wingnut Social podcast!

What You’ll Hear On This Episode of Wingnut Social

  • [0:50] Why we’ve had a short break
  • [4:38] Wingnut Social Premium!
  • [6:45] Mini News Sesh
  • [8:52] All about Nikki Rausch
  • [13:37] Closing on discovery calls
  • [16:24] The process for cold leads
  • [18:51] The right questions to ask
  • [32:30] How to STOP providing free advice
  • [34:25] Buying signals to look for
  • [37:35] Always move the project forward
  • [38:36] What up Wingnut! Round
  • [41:00] Learn more about Nikki

Connect with Nikki Rausch

Resources & People Mentioned

Step #1: Pre-frame the conversation

What should you say to develop a rapport and get the filter running? Nikki emphasizes that the very first thing you want to do on your discovery call is pre-frame the conversation. It not only creates safety, but it establishes the flow of the call. The client may feel nervous or intimidated about talking to you. Pre-framing the conversation allows you to calm their nerves—and yours. 

So what does that look like? You thank them for chatting with you, share the objective of the meeting, lay out how long you’re scheduled to chat, and ask if that still works for them. Then you say “To make this meeting meaningful and productive for you, I’d like to start with a couple of quick questions. Is that alright?” It allows you to take the lead and weed people out quickly.

How do you structure it differently if it’s a cold call? Listen to learn more!

Step #2: Only ask questions you NEED the answer to 

Ask questions that you only need the answers to earn their business and to determine if they’re a good client fit. Many designers try to ask all the questions in the discovery call, instead of waiting until after signing the contract. This is a no-no. Tailor the discovery call to 7–10 questions whenever possible. So what types of questions should you ask?

  • What’s important to you about your redesign? You need to determine what’s important to them and see if you can solve their pain point. 
  • What is your budget or potential investment? You don’t want to talk to someone who has $500. This is the hardest thing to pull out of clients. They’re afraid to tell you because they think you’ll use their entire budget. Secondly, they just have no idea what the costs are.
  • Who—besides yourself—is involved in the decision-making process? You don’t want to have a full conversation just to find out you have to repeat it with a significant other.
  • What do you already know about [insert your firm name here]? It helps identify if they have inaccurate information about your business. Secondly, it allows them to be the expert in the moment. It creates a balance of power. 

Ask questions to reinforce anything they can be right about. Why? Most people like to be right. They’ll be more open to hearing what you have to say if you can say “You’re right…” Any remaining questions you have can be specific to their particular project.

How do you STOP providing free advice on a discovery call? Listen for Nikki’s tips!

Step #3: Look for buying signals

A buying signal is a verbal or nonverbal cue that people use to indicate interest. It often comes in the form of a question, like, “If someone were to hire you, where do you source the product?” It’s a huge buying signal. Another example? When someone brings up a negative experience. If they share that story with you, they’re looking for reassurance that you won’t do the same thing.

What else do you look for? What should you do at the end of a discovery call when the client is a good fit? Listen to the whole episode with Nikki Rausch to find out!

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Digital Product Libraries = The Way of the Future according to Rex Rogosch - Episode 211

Digital Product Libraries = The Way of the Future according to Rex Rogosch - Episode 211

March 29, 2021

Are physical product libraries dying out? Are they even necessary? Are digital product libraries becoming the way of the future? Rex Rogosch—Darla Powell Interiors’ very own Creative Director—shares where he thinks the space is moving. If you need some tips and tricks to start building your own digital product library, don’t miss this episode of Wingnut Social! 

What You’ll Hear On This Episode of Wingnut Social

  • [2:00] How to maximize video on Facebook
  • [9:50] Rex Rogosch is back on the podcast!
  • [11:48] Building a product library digitally
  • [15:15] Is it more important for some designers?
  • [17:04] How do you get inspired?
  • [18:33] Your projects are your library
  • [19:47] Trade shows + markets
  • [27:10] How to organize your library
  • [32:22] The What Up Wingnut Round!
  • [35:39] Blooper Reel!

Connect with Rex Rogosch

Resources & People Mentioned

Physical product libraries are dying out

When Rex worked commercially or in large firms, they had hundreds of square feet dedicated to product libraries. They were always working to keep the space up-to-date, clean, and organized. Rex would use the library for inspiration and direction or to make last-minute sample switches. But most of his work was already online ordering new samples. 

How do you work as a designer? How do you find inspiration? You have to find your own comfort zone. Are you comfortable moving into a digital platform? Or do you have to feel and touch everything? Rex grew up sourcing digitally and he’s comfortable with digital catalogs.

If you want or need a physical library, make it more about your favorite things and what inspires you. Personalize it with your go-to items and then use digital sample libraries and material banks. Hold on to the samples until the project is done and then offload them. 

Now, instead of relying on a product library, Rex gets inspiration from talking to the clients and seeing their inspiration photos. Do they have blue in every picture? Limestone in every photo? He takes those notes and builds upon them. Someone else may have images or photos you’ve never seen or interacted with. 

How to organize a digital—or physical—library

Rex notes that your digital library lives in each project that you have saved. He doesn’t necessarily recommend archiving photos because you’ll end up with another library. If Rex ever has to refer to a product, he can go pull it from a project. With a quick google search, finding stuff digitally is pretty quick. 

If you still want a physical library, it needs to stay organized. How large is the library? Can you have specific sections for tile, glass, fabrics, etc? Then you subset it from there. For example, Rex organizes fabric first by vendor. Then he organizes by color. Why? Because a color scheme is one of the first things designers know after a consultation. 

Sometimes designers get complacent with the vendors that they work with. Suddenly all of your designs look the same. Organizing by color instead of vendor is one way to vary who you work with.

Expert Tip: If you have a good rep, they will come update your library and clear out outdated products. They don’t want to do it, but they will to get back in front of their customers. 

For more of the conversation around digital libraries, listen to the whole episode! It’s packed with useful strategies and tips. 

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The Science Behind Intuition with Sunil Godse - Episode 210

The Science Behind Intuition with Sunil Godse - Episode 210

March 24, 2021

What is intuition? Is it the same thing as a gut feeling? Is intuition the same for everyone? After making a series of bad decisions that led to the death of a friend, Sunil Godse spent thousands of hours researching how to help people stop making poor decisions by sharpening their intuition. Intuitionology was born. 

In this episode of Wingnut Social, Sunil talks about how to define intuition, the science of intuition, the four intuitive hurdles, and the four types of intuition. Whew. The episode is jam-packed with fascinating science and intuition-based information. Don’t miss it!

What You’ll Hear On This Episode of Wingnut Social

  • [1:30] FREE visibility training
  • [3:08] The dos and don’ts of Instagram
  • [8:53] The science of intuition 
  • [9:23] All about Intuitionology 
  • [16:34] How accurate is a gut feeling?
  • [21:47] The four intuitive hurdles
  • [28:26] How to differentiate fear
  • [33:27] The four different types of intuition
  • [39:41] Intuition is a two-way street
  • [45:27] The What Up Wingnut! Round
  • [51:41] Blooper Reel!

Connect with Sunil Godse

Resources & People Mentioned

Intuition is defined by individuals

How do you view intuition? When Sunil was 5, he wanted video games, which his Dad said were expensive. A voice in his head told him to go door-to-door to raise money. Other times, he had “things” in his mind telling him what not to do. What are these “somethings?” How do you define it? For some people, it’s a voice from God, spiritual manifestation, etc. But that didn’t resonate with Sunil. He refers to these “somethings” he felt as “signals.” 

Sunil started interviewing people about intuition. He went to a neurologist and talked to him about the science of the gut and neurons. More and more research shows that intuition happens before we’re even conscious of it. Intuition hits you at the amygdala—the fight or flight portion of the brain. 

All the amygdala knows is fear. There is no language in that part of the brain. If there’s no language, how can you give the experience a definition? Because you can understand what it feels like. Because of this, you get to construct your own language and definition of intuition. 

How accurate is a gut feeling?

Sunil interviewed over 1,000 people and found that there are positive and negative signals associated with intuition. Those signals are unique to each person. Positive signals are there to help you decide a decision because the decision is the right one. For Sunil, it feels like dots connecting or being in flow. Others refer to it as a gentle pull. One person referred to it as an omen. What are your positive signals?

Negative signals warn you that a decision you’re about to make is a bad one. For Sunil, a gut feeling is a negative signal. Negative signals can be subtle in nature. Everyone has gotten an instant “something is wrong feeling.” It can be so subtle that we tend to ignore it. But those signals get louder until they can’t be ignored. In some cases, people get headaches and one person heard the words “get out.”

That gut feeling may be signal #3 for Sunil. If it’s signal #3, that means he missed two signals—two opportunities to make the right decision. We need to take the time to figure out what our signals are. Or the consequences can cost you.

What are the four intuitive hurdles? How does this impact your decision-making? Keep listening to learn more!

The impact of listening to your intuition

In his research, Sunil found that infants as young as 2 months old have intuitive capabilities. Intuition takes experiences and puts them in your subconscious. It’s like a library. When you make a decision, your intuition goes into that personalized library and sorts through past decisions. You may think it’s a split-second decision, but your brain tells you that you’ve been there before. 

Sunil knows a man with cerebral palsy who finally got a chance to sink his toes into the sand on a beach. It was a lifelong dream of his. His friends wheeled him up to the sand and he fell flat on his face. He had two choices: he could succumb to fear and sit back in his wheelchair and leave. OR, he could trust his intuition, face the fear, and step into the water. 

So he walked in the water until the water got to his neck. Then he turned around. When he looked back, he saw how far he had come. That’s what happens when you listen to your intuitive signals. You take steps to battle the fear. If it’s a positive signal, take it. You develop confidence and shed fear. Anything you do is driven by intuition. If you start trusting your intuition, life will be great every single day.

What are the four different types of intuition? How do you know if a gut-feeling is negative intuition or you simply staying in your comfort zone? We’ve barely scratched the surface on this post. Listen to the whole episode to learn more about the power of intuition!

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Want to Become a Thought Leader? Here’s How [Carol Cox Shares] - Episode 209

Want to Become a Thought Leader? Here’s How [Carol Cox Shares] - Episode 209

February 17, 2021

How do you become a thought leader? Is there any benefit to your bottom line? In this episode of the Wingnut Social podcast, Carol Cox shares how you can become a thought leader in your space. She covers the definition of a thought leader, the power of sharing personal experiences, and how to speak your brand with her VOICE method. Don’t miss it!

Carol Cox is the founder of Speaking Your Brand®, a coaching and training company that helps high-performing, purpose-driven women entrepreneurs and professionals create their signature talks and thought leadership platform, so they can grow their businesses, make a bigger impact, and become influencers in their fields.

What You’ll Hear On This Episode of Wingnut Social

  • [1:05] LuAnn Live + Book
  • [2:05] Wingnut hourly consulting
  • [2:48] Mini news sesh: Pinterest Story Pins
  • [8:59] Who is Carol Cox?
  • [10:49] Carol’s definition of a thought leader
  • [15:52] The power of sharing personal experiences
  • [21:40] What “Speaking Your Brand®” means
  • [24:19] Carol’s “VOICE” method
  • [27:13] The container for your thought leadership
  • [30:28] How to start writing your message
  • [35:30] What Up Wingnut! Round
  • [38:16] How to connect with Carol Cox
  • [43:28] Blooper Reel!

Connect with Carol Cox

Resources & People Mentioned

Carol’s definition of a thought leader

What is a thought leader? According to Carol, a thought leader is someone who talks about things in their niche or circle of influence that aren’t often discussed. Maybe this person has a unique take on it. They’re direct + bold and put out original content. 

They’re presenting that content in a “thought leadership container.” They’re creating something that their audience can participate in. A thought leader must be passionate. What do you get on a soapbox about? Sharing that message can help other people and ultimately help them understand themselves better. You become a mirror or reflection so they learn more about themselves through your journey.

When Brene Brown’s TEDx talk took off years ago, she talked about her research around shame and vulnerability. Her talk became so popular because she put herself into it. She applied her research to herself and shared her story. 

Sue Monk Kidd (a novelist) said, “The deeper we go into our own personal experience, the more it becomes a universal experience.” The more you share the details of your story—not generically—the more the audience puts themselves in your shoes. 

Speaking Your Brand®

Carol takes a broad view of the term “speaking.” It can mean traditional public speaking, podcast interviews, panel discussions, and even sales conversations. Speaking Your Brand® means, “How are you communicating to your audience what you do, why you do it, how it helps, and who it helps?”

Think about the audience on the other side. What is their goal? What is it that they want? How can you have a dialogue with them so that they understand that you are a great fit for them based on your process, your expertise, and your values?

How do you do that? With Carol’s VOICE method. 

  • V: Your viewpoint that’s unique. What is it that you get on a soapbox about that otters aren’t talking about or doing?
  • O: Open, bold, and direct communication. Don’t sugarcoat the information that you provide. 
  • I: What is your individual story that you universalize? 
  • C: What is the container for your message? 
  • E: Be emotive, real, and vulnerable in your content and your delivery. 

How do you figure out what your container for thought leadership is? How do you get your audience involved in what you’re doing? Listen to hear Carol’s thoughts!

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[Replay] Betsy Helmuth’s Guide to 10x Your Influence - Episode 208

[Replay] Betsy Helmuth’s Guide to 10x Your Influence - Episode 208

February 10, 2021

Things are crazy in the Wingnut world, so this episode is a throwback to a popular episode: Betsy Helmuth’s Guide to 10x Your Influence. If you missed it the first time—don't miss it this time! Betsy Helmuth joins Darla in this episode to share exactly how she broadened her reach and got local and national exposure—and how you can too. Check it out!

Sean Castrina Shares Why You Should Never Say “No” to a “Yes” - Episode 207

Sean Castrina Shares Why You Should Never Say “No” to a “Yes” - Episode 207

February 3, 2021

Why should you never say “no” to a small project? How can you walk away without leaving money on the table? In this episode of Wingnut Social, Sean Castrina shares how he lands the clients and projects he wants—which means saying a lot of “yes.” If you’re ready to level-up your business, don’t miss this episode. 

Sean Castrina is a serial entrepreneur, having started more than 20 companies over the last 20 years, and still seeks to launch a new venture annually. He is the author of 8 Unbreakable Rules for Business Startup SuccessThe Greatest Entrepreneur in the World, and the World’s Greatest Business Plan. He hosts one of the most popular business podcasts on the planet—The 10 Minute Entrepreneur. 

What You’ll Hear On This Episode of Wingnut Social

  • [1:57] A Well-Designed Business Vol. 2
  • [3:24] Shoppable posts on Instagram
  • [10:48] All about Sean Castrina
  • [12:55] Don’t leave money on the table
  • [14:12] How to upsell your design services
  • [19:05] Vetting high-end interior design clients
  • [22:12] Why you should never turn down a yes
  • [28:47] The relationship with the designer
  • [31:40] Employ the right advertising
  • [35:25] Should you list pricing online? 
  • [37:02] Sean’s genius marketing strategies
  • [41:24] What Up Wingnut! Round
  • [43:19] Learn more about Sean Castrina
  • [48:38] Blooper Reel!

Connect with Sean Castrina

Resources & People Mentioned

Upsell your design services with these simple steps

80% of the work is out of the way once you meet with a client. The cost to acquire a customer is the heavy lifting. Why wouldn’t they want to give you more business? It’s more convenient for them to use you in the process. It’s not to their advantage to have five different contractors in this process. Wouldn’t they rather have him control the project and be responsible for it? 

Sean emphasizes that “Customers want convenience, deadlines, and adhering to a budget more than any other thing.” They perceive that it will be simpler to hire multiple people or that they’ll save money. But speed and the right outcome will override money any time. Sean establishes a budget they can bet their life on. He will guard their money like oxygen

He’s giving them the convenience of having only one person to be accountable to. Once you bring other people in, it becomes a nightmare. So Sean uses his own subcontractors/employees. What if the client insists on using their own contractors? How does Sean vett his clients? Listen to hear what Sean thinks you should do.

Never turn down a “yes”

Sean implores you: Never turn down a “Yes” of a target customer. The customer is saying “We want to see how this goes.” He knows he will exceed their expectations so he’ll gain all the money later anyway. What do you gain by leaving? You’ll lose a customer indefinitely. If they only want a small project completed and you’re still getting your hourly rate? Just say yes

There is no job too small if you have your target customer. You are trying to collect the most people that like and need what you offer. Sean loves having small jobs in-between large jobs. It’s a great way to introduce your business to a target customer and develop a relationship that can lead to more work down the road. 

Why you need to employ the right advertising

Sean knows that their advertising lets people know that they’re not cheap from the get-go. That’s the point. They run regional super-bowl ads and radio ads. They have brand new vans. They have a huge corner office. You can define your credibility from the beginning with the right advertising. 

His target customer needs to understand that every purchase won’t be the least expensive thing. If they’re going to buy everything from Wayfair, they don’t need Sean. The image you put out in your advertising can project pricing. You can frame your ads to make yourself look the next tier that you are. 

What are some more of Sean’s genius marketing strategies? How does he continuously deliver value for his clients? Listen for more of Sean’s expert business advice.

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