Latest / Amplify Your Marketing Message with Christine Campbell Rapin / 189 - Win the Trust War: Learn to Build Credibility Fast in a Skeptical Marketplace

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189 - Win the Trust War: Learn to Build Credibility Fast in a Skeptical Marketplace · Amplify Your Marketing Message with Christine Campbell Rapin

• 0:03
  If you are a B2B service based business owner and you are
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  looking to gain more clients, create more impact and more
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  revenue in your business, TuneIn to amplify your marketing
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  message with Christine Campbell Rappin.
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  Every week we're going to take you through how to build an
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  audience of buyers, mastering your marketing message, making
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  offers. We're living in a very
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  interesting place where tech is driving a lot of the
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  conversation. And as a result of that, we have
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  this massive trust deficit going on.
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  People don't know if you are who you say you are and are not
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  always sure what's real and what's not.
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  And because I think that's such an important topic and I want us
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  to win in the trust war, I have brought on an incredible guest
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  today, somebody who's got a great expertise talking about
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  building trust, especially if you are a contractor or you are
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  worried that you're competing on price.
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  And my friends, you do not have to compete there, so don't.
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  Please give a very warm welcome to our guest today, Mr. Daniel
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  Saroli. I'm excited to have you here.
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  Welcome. Appreciate you having me, it's a
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  pleasure to be here. Absolutely.
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  So let's talk about this whole issue First off of how do we
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  build trust to start with? Because I think we talked about
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  it like we should have this life skill.
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  And if you watch everywhere in the business community, they're
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  like, I don't know how to do this.
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  So it's a great question and I remember I asked that question
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  once to mentor of mine when I was 1819.
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  I said, and he was an older man and I asked him, how do you
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  build trust? Like I noticed that trust when
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  built fast is the only way you can really drive fast revenue
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  because people won't pay you unless they trust you.
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  So I looked at him and I was like, how do you, how do you
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  build trust? Like, how do you, how do you
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  decide to trust someone? And he looked at me, he's like,
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  really, it's a time thing. So how long they trust you for?
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  Like if you know someone since high school, you're gonna trust
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  them more than you met someone yesterday.
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  So I took that and I was like, interesting.
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  And then I started asking other people the same question.
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  And I did notice it has similar things, meaning you make a
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  promise and then you, you did what you actually said you were
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  going to do. Those are usually going to be
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  things that when you stay consistent to help build trust.
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  But another thing I noticed is, yes, it's a time play.
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  Meaning if you know someone for 20 years, you can trust them
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  more than you met them yesterday.
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  However, how can I take those 20 years and compress them into
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  days? How can I have them watch a
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  YouTube video? How can I have them look through
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  a podcast? How can I get them to know me on
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  a more consistent basis so the familiarity breeds in and I can
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  compress that time frame instead of having to do it over the
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  extended time frame? This is interesting because
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  frequency plays here. That's what I'm hearing you say
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  and we've said it. There's statistics that have
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  come out that, you know, it's 7 to 12 touch points on research
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  before we even have engagement. And you have to think about can
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  you curate frequency? So for you, is it just frequency
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  or does the quality of the frequency play a big role?
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  And if so, how do we be even more effective?
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  It's a great question. I believe it's a little bit of
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  both. Meaning I've heard it even go up
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  as high as 28 times, again, depending on the industry,
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  depending on the contract size, bigger companies.
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  I do think the value here is where people are using media
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  online instead of watching a 32nd short versus watching a
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  three hour long form video. People feel like they've already
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  spent something with you, whether it be time, energy, or
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  money. Some people try to sell
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  something small up front like a a consultation or whatever to be
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  to get them to commit, to show that they're serious, to get
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  more qualified people through the door.
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  Other people will have them watch a video prior to getting
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  on or filling out a long form questionnaire.
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  All these things are getting people to spend time with you.
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  Now when I look at it, I go, how can I engineer both sides of the
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  process? How can I have multiple touch
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  points and then also lead them to higher quality touch points.
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  For example, sending out A10 campaign e-mail sequence and
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  then each one of them can lead to a 3 minute video, 5 minute
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  video, 7 minute video, 30 minute video, and explaining what you
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  do, how you do it, who you are, what you're about.
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  Giving little Nuggets throughout the way makes them feel like
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  they've known you for a lot longer, and they both help.
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  This is smart strategy, I think so often and I think I've seen a
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  big shift in of called lead magnet strategy where we used to
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  say, you know, give them everything in the kitchen sink.
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  And it's not that that's not a good idea because it does show
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  your capability and hopefully your confidence in what you're
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  talking about. But it's too much, too soon, too
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  fast. And so we've started to say that
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  small nugget and what I heard you say was 3060 and different
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  variety of links is important because they're leaning in and
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  leaning in when they're ready to lean in.
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  Correct. Also, meeting people where
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  they're at is important. I know that some people are
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  video content watchers, some people are blog readers or
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  article readers, so you have to write to them.
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  Some people are more audio oriented.
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  So being able to mix them up or have different variety for them
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  to consume is always going to be beneficial.
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  But I have to agree with you, especially people in the quarter
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  million, half, $1,000,000 range. They'll throw everything and see
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  what sticks instead of strategically testing one at a
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  time to say, hey, this really works for the ideal client.
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  This doesn't. And also that's where they do
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  tend to compete, their pricing and things like that.
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  It's like, I'm just gonna give them everything.
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  I'll even sell my soul in an arm and everything in between to get
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  them to want to commit to me. And I'll just, I'll literally do
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  whatever it takes. If I have to pay them to do the
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  project, like fine, it looks good on the resume or looks good
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  on the portfolio, which again, it doesn't have to be done that
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  way. And you'll see that when you
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  look around, you see not everyone does it that way.
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  That's right, choose your lane, my friends.
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  Decide if you want to do the hard way or the easy way.
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  And don't make the easy stuff hard.
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  I want to ask you, how do you know you actually are starting
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  to build trust with your ideal clients?
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  Because I get it. There's a way to consume.
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  How do I know it's effective? So the best way for me to track
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  it is going to be on the amount of follow up calls that have to
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  get done. Meaning there are some people
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  that have to have a 8 to 10 follow up sequence.
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  You go out, you give an estimate.
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  In the construction world, if you're creative type of
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  copywriter and you've got to pitch and re pitch and repick
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  and repitched, it means that they don't trust you.
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  Meaning when people tell you, yeah, I'm going to think about
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  it or the price is too high, it's one of two things.
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  It's going to be a trust thing or it's going to be a value
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  thing. They don't understand what it is
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  that you're selling them because you haven't done enough
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  education leading up to it. Or two, they just don't trust
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  you, your company, the person that they're talking to, meaning
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  the sales person that you may have at the front line.
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  And that is a usually going to pin back to marketing.
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  And the way I like to not only see how to tweak it is to
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  understand how not are they motivated to work with me?
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  Are they not? But how far along are they in
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  the buying cycle? Like how well can I educate them
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  and pre motivate them, get them to be predetermined, pre exposed
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  and pre like pre ready to go like they should be already
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  warmed up. Think about it is if you're
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  looking to pretty much get married to the client, how can I
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  get those twenty dates done ahead of them ever meeting me
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  quote for the first time? Like they already have all their
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  questions answers. They already have all their
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  concerns walked away. So now they have one or two or
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  three things that are causing them on the fence and then you
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  just are able to easily knock them over.
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  So when the sales process gets easier, that's where you start
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  seeing that the trust and credibility works and you see it
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  from the bigger brands, meaning they're not really sitting there
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  like grabbing people like, hey, you got to buy our stuff.
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  People come in, they already know they want to work with
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  them. They already trust them.
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  They already like them, they're already credible.
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  So it's a smoother feels like, it's more like, hey, do you see
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  enough to get started today? Like did you like what you see?
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  Are you good to go? And usually be like yeah I'm
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  ready cause they already had their questions answered.
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  I think the soft check in that Soft Cell is a really important
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  stage that we often just think is not as detail and necessary
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  as it could be. And So what people to just
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  really hear what Daniel just said there.
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  We're asking and inviting and qualifying with every bit of
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  time, every bit of frequency, every bit of format, so that by
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  the time that the people you physically see in front of you
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  say, tell me exactly what happens next, you already can
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  say, Are you ready for an offer? And I think that that's a really
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  important language. Would you like me to make an
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  offer? And I do this very clear.
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  You've heard this on this podcast before.
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  I ask clients when they say, tell me what it's like to work
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  with you. I said, are we talking abstract
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  or would you like me to make you an offer?
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  If you'd like me to make an offer, I'm expecting a decision.
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  Are you going to make a decision?
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  If not, the offer is premature. Let me go back and educate.
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  You have all the answers you need to make a decision and then
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  we'll talk about the offer. Elegant and very well put.
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  That's I learned something new as well.
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  Today, thank you. So I want to talk about the gaps
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  because you know, when we have so much content out there, it's
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  easy for that content to get messy or to get haphazard.
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  You've said to me when we were chatting before that there's
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  gaps that can deteriorate your credibility, and it's important
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  that we don't make these mistakes or that we clean house.
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  How do you do this with your own business?
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  Personally, what we like to do is we like to organize content
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  as a whole. So it is a great question and I
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  know people are thinking in the back of their mind like content
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  is king, how can I pump as much things out there as possible?
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  Now I know a lot of people think it's an information age where
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  there's all the information out there.
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  It is, but people don't necessarily need more
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  information. They need wisdom.
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  They need someone who's executed, taking the action on
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  their behalf and able to really guide them down the right path.
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  So this is where I think of course, creators got big into
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  it, where they would take all the information out there,
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  execute on it, and then create a step by step action plan which
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  will save anyone decades and moments.
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  Insights will save you a decades of experience.
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  Learn from other people's mistakes.
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  We see this every day. And that to me is how I like to
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  look at things. I say, how can I make it as
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  simple as possible for the end user and how can I make their
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  life easier? Meaning how can I give them back
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  time, effort, energy when they spend time with me before they
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  ever work with me? How can I provide a value?
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  Value is a very abstract concept.
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  Some people love to say it, but they don't really know what it
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  is. It's really giving them
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  something that they would want, what they would pay for, meaning
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  like you pay for help around the house, pay for people to do
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  certain things that you may not want to do.
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  In essence, that's saving you heartache, that's saving you
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  time, that's saving you money. So you're buying those things
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  back in exchange for dollars. Service comes first, dollars
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  comes second. So my goal is to provide the
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  service always ahead of time of things that they would be
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  willing to pay for in order of importance.
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  And usually every problem has a solution and every solution has
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  an additional problem. And my goal is to have them go
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  down a strategic process first. You're probably struggling with
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  this. Here's the solution to that.
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  Once you solve that, the immediate next step usually like
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  form submission, the next thing will pop up.
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  You may want to think about this and you see it all the time.
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  Let's say when you're checking out at Amazon, like people like
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  you also buy this. It works.
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  Also when you're generating leads.
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  It's the same process just in a different manner where you can
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  first solve 1 micro problem, you call, you solve the entire
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  problem, and then you reintroduce the next problem and
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  you help them solve it semi fully, whatever it is in order
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  to lead up to the main thing that you're.
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  Offering there were two golden Nuggets.
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  I want to bring them into highlight here.
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  The first one is your content should be about what they need
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  to hear and not what you want to say.
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  You will find engagement and movement for qualified leads
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  more when you adopt that. And #2 this was interesting you,
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  you talk about solve a micro win and this is sometimes our
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  hardest fight in the emerging entrepreneur space because we
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  want to sell a Unicorn. We want to sell the ultimate
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  outcome, but truthfully, in a trust recession, I need a first
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  win before I'm going to make a big win with you.
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  And so never mistake how small a micro wind can be.
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  And when the wind and you can say, well, it's not surprising
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  that there's another problem to solve.
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  Make sure you set those expectations because it does
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  allow people not to feel I failed even though I won.
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  And I tell people this all the time.
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  I said, you know, building a business, there's three steps.
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  You have to solve the lead problem, which is marketing.
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  But just because your great marketing and leads doesn't mean
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  you have business. You have to then solve selling
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  and then if you solve selling, you're like, well, now I have to
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  deliver. I'm so busy and delivery.
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  I stopped doing leads and marketing and I'm like, this
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  three piece puzzle is constantly a cycle and we must constantly
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  be solving for it. And when you do that
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  predictably, guess what? You create stability.
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  I want to know for you and when you have clients come hire you,
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  how do you see and deliver and say to them, I think we have a
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  trust break happening based on where you are and what you're
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  creating right now because chances are they're hiring you
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  to improve this. But how do you address elephant
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  in the room? We have got a problem.
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  So First off, phenomenal question and I know anyone
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  that's listening will definitely resonate with that.
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  And I loved when you said trust recession.
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  That's a writer downer for myself.
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  I'm definitely going to use that.
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  I have to say, to answer your question, I don't usually bring
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  it up. They usually tell me I had a
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  meeting yesterday where they like they, they may not tell me
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  black and white. So there is going to be certain
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  people that tell it to you straight up like, hey, I'm just
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  not sure what's going on in this side of the business.
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  And there's certain people that by the words they use, they're
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  going to say it without saying it.
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  And then what I usually will do to break the ice if I, if I have
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  to go ahead and deliver the bad news, I'll say, is it OK if I
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  can be real with you for a second instead of being nice?
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  And they'll say sure, like speak your mind.
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  And I'll say, have you noticed that like based off what you
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  said, you said you're competing on price, you said that everyone
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  is nickel and diming and they're just looking for the cheapest
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  option, which you see all day in the construction field.
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  You'll see a lot of times in other fields as well.
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  So it's not particular to 1. Specific only one industry.
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  But it's something that people will see.
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  And then what happens is they go into default thinking you act as
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  the herd, meaning everyone does this counts.
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  I'm going to do discounts. Other other people are going to
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  drop the price. I'm going to drop the price.
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  And that goes on to the race of well-being, the lowest possible.
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  Profitable. Correct.
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  And again, even if you're, you're playing that race,
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  meaning, OK, come, let's say you're a copywriter and someone
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  comes over and says, hey, we need to get this article done
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  for 2500 bucks and we're looking at a few different options.
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  And you say, great, that's something I'd love to do.
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  It's your, it's the type of company I've seen myself working
• 14:17
  with. They say, OK, great, they
• 14:19
  interviewed you, 3 people, they go, OK, we got Company B down
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  the road that's willing to do for two grand.
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  A lot of people be like, you know, it's a slow season.
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  I'll do it for 15. And they go back and forth until
• 14:29
  they hit 3-4, whatever, 100 bucks, 100 bucks.
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  And then it gets to a point where you might as well just pay
• 14:34
  them to do the work. That's effectively what you're
• 14:36
  doing. You're gonna be spending more
• 14:37
  time on the project. One of the fastest ways to go
• 14:40
  out of business is if you spend more money on your client than
• 14:43
  your client spends on you. You don't have a business, then
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  you have a job, which is not the best thing.
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  I think my favorite question I've been asking my clients
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  since we started this new year is, is it worth it at that
• 14:55
  price? And this is the internal trade,
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  right? So if you're racing to the
• 14:59
  bottom, at some point you have to walk away from a job saying
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  stop working at that price. I am using my valuable time
• 15:05
  resources when I could be serving another client for a
• 15:07
  higher price point. And that means you have to do
• 15:09
  the work to bring in the higher client doesn't otherwise create
• 15:12
  the vacuum space. But there was also something
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  really brilliant and and you said it and I want to highlight
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  it to the audience here. And it was when I had to tackle
• 15:21
  this question, I had to ask them, could I be real and could
• 15:25
  I share something with you guys? What he is doing is setting
• 15:28
  himself up for, I get hired for my opinion.
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  If you want to compete and you want to build trust, make sure
• 15:34
  the trust isn't about something generic.
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  It's not something about the industry.
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  It's about me delivering in this industry with my opinion, with
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  my expertise, with my viewpoint, because that is the surest way
• 15:47
  not to compete on price. Does someone else have the same
• 15:50
  philosophies or has the same knowledge?
• 15:52
  Yes, but they don't do it the way you do it.
• 15:54
  And so, Daniel, you're very smart to position yourself.
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  Can I tell you what I think? If they don't say no, you know
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  that that that we haven't built the trust or truthfully, it's
• 16:03
  not somebody who will be a good fit for you.
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  He's just because I love, I love giving my opinion, as you can
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  tell. Two things.
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  One that that'll usually fall into, that's usually more in the
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  sales question. I'm going to go even a step
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  further for people that especially during any time of
• 16:19
  the year, they're looking to really ramp up on sales and you
• 16:22
  want to be more gentle with your wording.
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  You can throw something out there like how can I tell you
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  that you may be making a mistake without offending you?
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  Something along those lines. People will be very open to that
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  and that's one micro piece that I like to use.
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  The second thing I'm going to share that I love that I've been
• 16:38
  using for years now and every time I teach at the clients,
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  their eyes open up. They always want to know what
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  can I do to make myself more unique?
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  Because I always say you don't want to compare apples to
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  apples. You don't want to be just
• 16:49
  another apple out there. You need to find a way to make
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  yourself unique. We go through our checklist of
• 16:53
  different ways that we can do it, risk reversal, etcetera,
• 16:56
  etcetera. One of the things I'll pull up
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  and for anyone that's watching, I'll be a little bit more visual
• 17:01
  with my hands, but anyone who's listening can hear and picture.
• 17:05
  Imagine a target practice and you have three rings, like when
• 17:08
  you're shooting a bow and arrow at a three ring type of target.
• 17:13
  And the outer ring is the makeup, which most people tend
• 17:17
  to focus all of their effort on, which is how do I look different
• 17:21
  online? How does my brand colours and my
• 17:23
  fonts add up? And especially people in their
• 17:26
  first 12345 years of business, they get really caught up on
• 17:30
  that. How do I look online?
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  Is my lighting good? Is my makeup good?
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  Is my fonts and everything like that good?
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  They're not as focused on the other things that matter more,
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  which are the inner rings. So the outer ring is makeup.
• 17:44
  The second ring I usually look at is the magnetism.
• 17:47
  What makes people more magnetic to you?
• 17:49
  Who are you? What are you about?
• 17:51
  Why are you different? Why should I trust you?
• 17:53
  What makes you unique, different, better than the other
• 17:55
  options out there? And that is going to be
• 17:57
  something that you really should think about because every human
• 18:00
  being is unique. So whether you're a huge company
• 18:03
  or a company just starting out, play to your vantage point.
• 18:07
  Just because you're the smallest guy doesn't make it a bad thing.
• 18:10
  You try harder. That's Avis Rental Car Company.
• 18:14
  Again. And she did too.
• 18:16
  It's like we love being #2. So if you're going to have that
• 18:19
  position, you got to run and own that position.
• 18:22
  And people, there's some companies, I have friends that
• 18:24
  own multi $1,000,000 campaigns that will prefer an attorney
• 18:27
  that doesn't have an entire firm backing them in certain
• 18:30
  projects. Because they know that person is
• 18:32
  going to be 110% all in on that one thing.
• 18:35
  And they have full focus and attention of the quote, CEO of
• 18:39
  that smaller firm to work on their, that smaller project that
• 18:42
  pops up versus, yes, there are times situation driving strategy
• 18:46
  that you need to go for that bigger firm with analysts, not
• 18:49
  the CEO that's gonna be looking at your actual project, but kind
• 18:52
  of second, third tier type of talent.
• 18:55
  But you do have a team of other people that are gonna recheck
• 18:57
  and check, etcetera. So owning your positioning,
• 19:00
  understanding who you are and what you do in the marketplace,
• 19:02
  understanding it and then articulating it is going to be
• 19:05
  by itself something that separates you.
• 19:06
  And then the inner tier is the most important tier, something
• 19:10
  that you mentioned on as well, Christine, is just do it like
• 19:14
  doing the work. The more you do, the better you
• 19:15
  get. And that inner tier is mastery.
• 19:17
  What are they going to get when they work with you?
• 19:20
  And the only way they're going to get mastery, quote value,
• 19:23
  that inner tier, the core thing, the benefit, what's in it for me
• 19:25
  when I work with you is if you do the work as a business owner,
• 19:28
  you are the one that's going out there every day executing,
• 19:31
  getting feedback for yourself, for clients.
• 19:33
  You're now able to transition that value to them, which will
• 19:37
  be the ultimate differentiating factor.
• 19:39
  And you'll find unique, different, better ways to do the
• 19:41
  deliverable, add more value on that side of things.
• 19:44
  And those are the three rings that we tend to like to look at.
• 19:47
  I think that's a great analogy and this is so true in its
• 19:51
  simplicity. It's very old school values,
• 19:53
  which, you know, the Super big band up here on the show.
• 19:55
  It's how we grow our business. We're very high touch, high
• 19:58
  result, high impact, and it comes down to this.
• 20:01
  People trust us because they see us walking our talk.
• 20:05
  And I don't talk a good game and do something different.
• 20:08
  You have this great congruency. And guys go back to that very
• 20:11
  simple thing. Are you the best model for how
• 20:16
  you want to work with clients, serve clients and engage in that
• 20:21
  follow through over an extended period of time and frequency,
• 20:23
  which is what we've been talking about?
• 20:25
  Daniel, I want to ask you this. I ask everybody who comes on to
• 20:27
  the show, what's working right now for you to amplify your
• 20:30
  impact, for you to find highly qualified companies, businesses,
• 20:33
  solopreneurs and cut contractors who hire you.
• 20:37
  What's working right now in the marketplace?
• 20:39
  So we have a lot of things working.
• 20:40
  I like to say there's not one way to get a client.
• 20:42
  There's 10,000 ways to get one client and then you double down
• 20:45
  on the one that works best. For us.
• 20:46
  What we found works best is sheer volume across all
• 20:50
  channels, whether it be social media, emailing, calling, follow
• 20:54
  up especially. But a lot of times once you get
• 20:57
  a little bit later on, like we're in, we tend to just want
• 21:00
  to make sure that we're working with the best possible client
• 21:02
  because our projects aren't one week, two weeks.
• 21:05
  Our normal timeline is going to be anywhere from 6 to 12 weeks.
• 21:08
  And we understand that well that we need to make sure that when
• 21:11
  we're taking on a client, vet them well, that we want to work
• 21:14
  with them and engage in the relationship.
• 21:16
  And to be even more real, it's really not even 12 weeks, it
• 21:19
  usually is 5 to 10 years minimum.
• 21:22
  So we're really going to be opening up a very long term
• 21:24
  relationship. And I think a lot of people
• 21:26
  don't think about this. So when a client is vetting you
• 21:29
  to see, hey, are you the right copyright or are you the right
• 21:31
  marketing team to work with, our team does the exact same thing
• 21:35
  backwards, meaning do you guys have credibility?
• 21:38
  Do you guys have what it takes to to stick with the contracts
• 21:41
  long term? Do you guys plan on being a
• 21:42
  business in six years or six months?
• 21:44
  Do you guys plan on closing the doors?
• 21:46
  Do you guys have budgets or investment funds available to go
• 21:49
  into in depth systems and processes that actually will
• 21:53
  drive business growth and the long run?
• 21:56
  The compounding effect is to me what we look at more than
• 21:59
  anything. So what I would answer in a very
• 22:01
  short simple manner is having the client who you serve being
• 22:06
  vetted at a very high standpoint going to be the differentiating
• 22:09
  factor. That is going to be the one
• 22:11
  thing that I can say, the one anchor, if I had to pull from a
• 22:14
  leverage standpoint at this exact moment, we have everything
• 22:17
  else working really well. The value is there.
• 22:19
  People know that they're getting more than what they pay for,
• 22:22
  which is usually when price exceeds that.
• 22:23
  When value exceeds price, it's not really a question.
• 22:26
  It's just a matter of allocating the funds and moving things
• 22:30
  around resources. So that part we have down.
• 22:34
  What I hear is this simple truth, whatever the first
• 22:38
  contract is, is the first of many wins.
• 22:41
  It's the lifetime value, the long term relationships and the
• 22:43
  compound effect. And if you are looking at your
• 22:46
  business in that way, trust follows very inherently.
• 22:50
  So, Daniel, how do people find you and how do they learn more
• 22:52
  about profit x.com. So the best way to find us is to
• 22:56
  actually see that we are who we say we are.
• 22:59
  So going to profitsex.com, checking out the site, checking
• 23:02
  out all the resources that are there.
• 23:04
  We give it to people so that they can succeed before ever
• 23:07
  working with us. And the same thing applies that
• 23:09
  they should have their questions answered, they should have their
• 23:12
  needs filled as far as we can get them along because that
• 23:15
  benefits us. If I give people free resources,
• 23:18
  which we do, and you consume them and you take action on
• 23:21
  them, it's part of our, our qualification process.
• 23:24
  If you're the type of person that I give a hammer to and you
• 23:27
  use the hammer when I'm not around, it tells me you're going
• 23:29
  to do relatively well as we meet later on in life.
• 23:33
  And you're the type person that's going to do what is
• 23:35
  required to succeed. And whoever doesn't drops off.
• 23:38
  So profitssex.com, social media accounts, you can reach out,
• 23:41
  have a conversation. We don't pressure anyone into
• 23:44
  anything. If anything, vice versa will
• 23:46
  usually propel before we even bring someone in because we do
• 23:49
  want to make sure that you're high quality person that wants
• 23:52
  to grow the business. That's serious.
• 23:53
  So I would tell you before even reaching out, consume stuff
• 23:57
  that's anything that you can see on our behalf and see if we are
• 24:01
  who we say we are. And if the information that you
• 24:04
  find is something that's relevant to you.
• 24:05
  And then from there you can always take it a step further
• 24:07
  and see if you want to take the next step.
• 24:12
  Make sure you connect to Daniel, you can follow him in all your
• 24:14
  social channels and profit x.com go explore the resources and
• 24:17
  start determining are you in the right room?
• 24:20
  Are you the right client? And then take the steps that
• 24:23
  then fed bread crumb trail behind you and engage with him
• 24:27
  directly and say, hey, we heard you from amplifier marketing
• 24:30
  message Daniel. Thanks for being our guest
• 24:31
  today. Guys.
• 24:32
  Trust is a game that you choose to play.
• 24:36
  Put down effort, do the work because truly you're one in a
• 24:41
  million and your clients are looking for you.
• 24:42
  So go get found. Thanks for being our guest
• 24:44
  today. We appreciate you guys, everyone
• 24:46
  else. We will see you in our next
• 24:48
  episode. That's a wrap on another amazing
• 24:55
  episode of Amplify Your Marketing Message with me, your
• 24:58
  host, Christine Campbell Rappin. Be sure to subscribe on your
• 25:01
  favorite podcast platform so you don't miss another great
• 25:05
  episode. And be sure to visit
• 25:07
  christinecampbellrappin.com/podcast to get a free resource on how to
• 25:12
  master your marketing message. We'll see you.