PODCAST

Marketing Genius

Dick Wagner

Listen to Learn

business marketing

All Episodes

10:13

Creating Value Beyond the Competition 3-76

Marketing Genius ·

2024/12/11

It usually involves demonstrating differentiation since much of the technical service provided is very similar. In our highly competitive disaster restoration industry, businesses face a common challenge - - limited service differentiation. Water damage remediation, fire restoration, and mold removal services often appear nearly identical to customers, making it difficult for a company (or the marketer) to stand out in a crowded marketplace. However, differentiation does not alway...

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6:57

Marketers Must Adapt … 3-75

Marketing Genius ·

2024/12/04

Specifically -- Adapting to different business cultures is a challenge. It’s like trying to fit in at a party where you don’t know anybody. You’ve got your quiet book club types in the corner, sipping tea and quoting Edgar Allen Poe, while in the other room the karaoke crowd is belting out “Don’t Stop Believin” by Journey. As a marketer… Your challenge? You’ve got to be able to hang with both groups without looking like you wandered in by mistake. Now, imagine this party is th...

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8:00

Getting Past Gatekeepers 3-74

Marketing Genius ·

2024/11/27

This is a crucial skill for route marketers seeking to connect with decision-makers. Gatekeepers, often receptionists or assistants, are tasked with protecting the time and attention of their bosses. To successfully navigate this wall, marketers must use a combination of tact, strategy, and authenticity to establish trust and gain access to the right people.One of the most effective ways to approach a gatekeeper is to treat them as an ally or partner, not an obstacle.

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10:36

Getting The Disaster Project 3-73

Marketing Genius ·

2024/11/20

Closing a contract in the disaster restoration industry requires a combination of urgency, trust-building, empathy, and assurance of quality service. I usually focus on helping the marketer become a million-dollar producer for their company – but in the past year or so many owners have asked me to help them with their closing ratios. So, … Here are 12 effective and simple strategies to help close the contract:

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12:54

Prospecting For Good Leads 3-72

Marketing Genius ·

2024/11/13

In disaster restoration, building a strong referral network is key, but qualifying lead sources is just as important to make sure your time and resources are invested wisely. In this podcast, I’ll give you numerous ideas to help you qualify and get good leads and to market effectively: When you’re evaluating and trying to qualify good lead sources, you’ll want to consider ...

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10:36

Determine If The Prospect Is Worth Developing 3-71

Marketing Genius ·

2024/11/06

In the disaster restoration industry, visiting insurance agents and assessing their potential as long-term clients can indeed be a time-intensive process. To streamline this, focusing on strategic questioning can help you qualify prospects quickly, allowing you to invest time in those who show strong potential. In the typical territory or market area, there can easily be over 500 insurance agents and over 500 plumbers to visit. In this podcast I'm going to give you a half dozen things ro...

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8:50

Not Meeting Their Goals 3-70

Marketing Genius ·

2024/10/30

This can be a common Route Marketer Complaint To address the issue of marketers or salespeople feeling their targets are unrealistic or too high, both management and marketers can take proactive steps. In this podcast I’ll give you 5 ideas for management and five suggestions for the route-marketers. Here are some strategies that management. As well as sales and marketing teams can adopt to solve this issue:

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9:08

We Often Resist Change in the Workplace 3-69

Marketing Genius ·

2024/10/16

But… change is not just expected but necessary in today’s rapidly evolving business environment. To maintain a competitive edge, businesses must constantly adopt new technologies, new processes, and new strategies. Even how we market in the disaster mitigation industry will matter if we intend to prosper in our business. A frequent challenge for business owners is employee resistance to change. This resistance often stems from fear of the unknown, lack of understanding, or si...

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11:41

Best Ways To Engage Prospects 3-68

Marketing Genius ·

2024/10/09

Too many marketers stop following up – after the first visit. Remember: route marketing is a strategic tool that helps businesses optimize their sales efforts, reach their target audience, and achieve long-term success. In the disaster restoration and recovery industry, cultivating relationships with insurance agents and other clients is crucial for generating referral business. Despite the recognized importance of follow-up, many route marketers—those who make field visits to pote...

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8:39

The Generational Sales World 3-67

Marketing Genius ·

2024/10/02

It can be a comedy of Errors if you’re not paying attention.By now you know that we are in the greatest sales and marketing performance on Earth! In one corner, we have the Baby Boomers—nostalgia-fueled warriors of the past. In another, the Gen Xers—slackers turned savvy, armed with sarcasm and a healthy dose of skepticism. Next up, the Millennials—digital nomads who crave experiences over stuff. And finally, the Gen Zers—TikTok addicts with the attention span of a goldfish. Marketing to thes...

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10:09

Marketers With Too Many Excuses 3-66

Marketing Genius ·

2024/09/26

Many of them have 100 examples of why the prospect isn’t interested. In our route marketing world, the challenge of demonstrating value versus competing solely on price is paramount. Route marketers often cry or gripe about the lack of referrals or disaster job opportunities as indicators of uncompetitive pricing, but this viewpoint often misses a crucial point: successful marketing is more about proving value than simply undercutting competitors. To shift focus from pricing battles to s...

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9:07

Handling Objections 3-65

Marketing Genius ·

2024/09/18

It’s a critical skill in both sales and route marketing. Effective objection handling can transform "no" into "yes," raising trust and building long-term client relationships. Here are some strategies for handling objections effectively and without offending. Although you’ve heard this one before - Active Listening is one of the most important factors.

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9:25

Finding and Getting High Quality Leads 3-64

Marketing Genius ·

2024/09/04

It’s called the Art of Prospecting and critical to your success. Prospecting is the foundation of any successful sales or route marketer’s strategy. It's not just a simple activity but it’s the necessity that sustains and drives a sales operation forward. Without a steady influx of prospects, even the most skilled marketer will struggle to meet their targets and achieve the growth they want (and your boss expects). The challenge lies not just in the act of prospecting but in doing it eff...

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11:17

A Key To Successful Prospect Conversations 3-63

Marketing Genius ·

2024/08/14

The Art of Asking Good Questions To engage the potential client.In the fast-paced and high-pressure world of route marketing, (especially in the disaster recovery industry), professionals encounter rejection on a daily basis. However, rather than viewing rejection as a setback, seasoned marketers understand it as an opportunity to learn and improve. One of the most powerful tools in a route marketers arsenal is the ability to ask good questions. Thoughtful, well-structured questions can ...

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10:15

The Crucial Role of Trust in Marketing 3-62

Marketing Genius ·

2024/08/07

Without Trust You Have No Client. Trust is the foundation of any successful relationship, whether personal or professional. In the realms of route marketing, this principle holds especially true. The adage "no trust, no sale" neatly captures the essence of why trust is indispensable. Building trust with clients and customers is not merely an advantageous strategy; it is a fundamental necessity for achieving sustained success and nurturing long-term relationships.Trust in the context of s...

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8:53

Dealing with Difficult Prospects 3-61

Marketing Genius ·

2024/07/24

Here are some strategies and ideas of good ways to minimize your frustration. Dealing with difficult prospects can certainly be one of the most challenging aspects of a route marketer’s job. Despite the difficulties, managing these interactions with skill and composure is crucial for maintaining professionalism, achieving your targets, and building long-term client relationships. We know that active listening and showing real empathy are fundamental techniques. I’m going to give you a fe...

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8:07

The Art of Asking Effective Questions 3-60

Marketing Genius ·

2024/07/17

Route marketers will be so much more effective and successful if they learn how to ask really good questions of the prospects. Building credibility and furthering meaningful relationships with potential clients is crucial for success. And, one of the most effective ways to achieve this is through the strategic use of open-ended questions. These questions not only provide valuable insights into the prospects needs and challenges but also create an interactive and engaging dialogue that ca...

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8:07

There Are Too Many Competitors 3-59

Marketing Genius ·

2024/07/03

This is a simple guide for owners when they get excuses. Our marketing and sales world is fast-paced, ever-evolving, and competition is constant. Salespeople and route marketers often exclamation that there are too many competitors in the market, using this as a justification for lackluster performance or dwindling interest from potential clients. While it's true that competition can be fierce, viewing it as an insurmountable barrier is a defeatist attitude that will stifle growth and in...

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7:20

Dealing With Unresponsive Prospects 3-58

Marketing Genius ·

2024/06/26

Many times, they’ll just keep leading you on. It’s time to get direct. In the realm of restoration marketing, salespeople frequently encounter the challenge of unresponsive prospects. This situation can be frustrating, time-consuming, and potentially a waste of valuable resources. A strategic approach is necessary to manage such prospects effectively. One useful tactic involves being direct and polite, asking the prospect if they would prefer to be taken off the contact list. ...

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9:05

The Excuses of Route Marketers 3-57

Marketing Genius ·

2024/06/19

Is it time to replace your marketer with someone that can produce? These excuses are usually the barriers to success. Route marketers, those hopefully bold people tasked with calling on prospects and clients, are on the frontline of business development. Their role is crucial, since they bridge the gap between a company's offerings and its potential customers. However, it is not uncommon for these marketers, especially the less skilled or motivated, to fall short of their targets. When f...

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Marketing Genius

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