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Your wedding business customer journey part 1 - discovery · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  It's
• 0:00
  August,
• 0:01
  the
• 0:01
  sun
• 0:01
  is
• 0:01
  hopefully
• 0:02
  shining
• 0:02
  where
• 0:02
  you
• 0:03
  are
• 0:03
  and
• 0:03
  wedding
• 0:03
  season
• 0:04
  is
• 0:04
  in
• 0:04
  full
• 0:05
  swing.
• 0:05
  So
• 0:06
  this
• 0:06
  August,
• 0:06
  I'm
• 0:06
  going
• 0:06
  to
• 0:07
  be
• 0:07
  running
• 0:07
  a
• 0:07
  mini
• 0:07
  series
• 0:08
  here
• 0:08
  on
• 0:08
  the
• 0:08
  podcast
• 0:09
  where
• 0:09
  I'm
• 0:09
  going
• 0:09
  to
• 0:09
  be
• 0:09
  walking
• 0:10
  you
• 0:10
  through
• 0:10
  each
• 0:10
  step
• 0:11
  of
• 0:11
  a
• 0:11
  customer's
• 0:12
  journey
• 0:12
  to
• 0:12
  help
• 0:12
  you
• 0:13
  dive
• 0:13
  deep
• 0:13
  and
• 0:14
  make
• 0:14
  sure
• 0:14
  you
• 0:15
  are
• 0:15
  doing
• 0:15
  the
• 0:15
  best
• 0:15
  you
• 0:15
  can
• 0:16
  for
• 0:16
  your
• 0:16
  customers.
• 0:17
  So
• 0:17
  welcome
• 0:17
  to
• 0:18
  week
• 0:18
  one.
• 0:19
  I'm
• 0:20
  Becca
• 0:20
  Poutney,
• 0:20
  wedding
• 0:21
  business
• 0:21
  marketing
• 0:21
  expert,
• 0:22
  speaker
• 0:22
  and
• 0:23
  blogger
• 0:23
  and
• 0:23
  you're
• 0:23
  listening
• 0:24
  to
• 0:24
  the
• 0:24
  Wedding
• 0:24
  Pros
• 0:25
  who
• 0:25
  Are
• 0:25
  Ready
• 0:25
  to
• 0:25
  Grow
• 0:26
  podcast.
• 0:27
  I'm
• 0:27
  here
• 0:27
  to
• 0:28
  share
• 0:28
  with
• 0:28
  you
• 0:28
  actionable
• 0:29
  tips,
• 0:29
  strategies
• 0:30
  and
• 0:30
  real
• 0:30
  life
• 0:30
  examples
• 0:31
  to
• 0:31
  help
• 0:32
  you
• 0:32
  take
• 0:32
  your
• 0:32
  wedding
• 0:32
  business
• 0:33
  to
• 0:33
  the
• 0:33
  next
• 0:33
  level.
• 0:34
  If
• 0:34
  you
• 0:34
  are
• 0:35
  an
• 0:35
  ambitious
• 0:35
  wedding
• 0:36
  business
• 0:36
  owner
• 0:36
  that
• 0:36
  wants
• 0:37
  to
• 0:37
  take
• 0:37
  your
• 0:37
  passion
• 0:38
  and
• 0:38
  use
• 0:38
  it
• 0:38
  to
• 0:38
  build
• 0:39
  a
• 0:39
  profitable,
• 0:39
  sustainable
• 0:40
  business
• 0:41
  doing
• 0:41
  what
• 0:41
  you
• 0:41
  love,
• 0:41
  then
• 0:42
  you're
• 0:42
  in
• 0:42
  the
• 0:42
  right
• 0:42
  place.
• 0:43
  Let's
• 0:43
  get
• 0:44
  going
• 0:44
  with
• 0:44
  today's
• 0:44
  episode.
• 0:45
  It's
• 0:46
  great
• 0:46
  to
• 0:46
  be
• 0:46
  here.
• 0:47
  Welcome
• 0:47
  to
• 0:47
  week
• 0:48
  one
• 0:48
  of
• 0:48
  my
• 0:48
  mini
• 0:48
  series.
• 0:49
  So
• 0:49
  every
• 0:49
  week
• 0:49
  during
• 0:50
  August
• 0:51
  2025,
• 0:52
  I'm
• 0:52
  going
• 0:52
  to
• 0:52
  be
• 0:53
  coming
• 0:53
  to
• 0:53
  you
• 0:53
  with
• 0:54
  a
• 0:54
  different
• 0:54
  part
• 0:54
  of
• 0:54
  the
• 0:55
  customer
• 0:55
  funnel.
• 0:56
  Whenever
• 0:56
  I
• 0:56
  work
• 0:57
  with
• 0:57
  one
• 0:57
  to
• 0:57
  one
• 0:57
  clients
• 0:58
  or
• 0:58
  ven
• 0:58
  use
• 0:58
  and
• 0:59
  we
• 0:59
  look
• 0:59
  at
• 0:59
  their
• 0:59
  strategy,
• 1:00
  one
• 1:00
  of
• 1:00
  the
• 1:00
  things
• 1:00
  we
• 1:00
  dive
• 1:01
  really
• 1:01
  deep
• 1:01
  on
• 1:01
  is
• 1:01
  the
• 1:02
  customer
• 1:02
  journey
• 1:02
  or
• 1:03
  the
• 1:03
  customer
• 1:03
  funnel.
• 1:04
  That's
• 1:04
  every
• 1:04
  step
• 1:04
  that
• 1:05
  customer
• 1:05
  takes
• 1:05
  from
• 1:06
  the
• 1:06
  moment
• 1:06
  they
• 1:06
  discover
• 1:06
  you
• 1:07
  exist
• 1:07
  all
• 1:07
  the
• 1:07
  way
• 1:07
  through
• 1:08
  to
• 1:08
  booking
• 1:08
  you
• 1:08
  and
• 1:09
  hopefully
• 1:09
  referring
• 1:10
  you
• 1:10
  on
• 1:10
  to
• 1:10
  other
• 1:11
  people
• 1:11
  in
• 1:11
  the
• 1:11
  future.
• 1:12
  We
• 1:12
  break
• 1:12
  this
• 1:13
  down
• 1:13
  in
• 1:13
  the
• 1:13
  strategy
• 1:14
  sessions
• 1:14
  in
• 1:14
  a
• 1:14
  lot
• 1:15
  of
• 1:15
  detail.
• 1:15
  I
• 1:15
  look
• 1:15
  to
• 1:16
  see
• 1:16
  where
• 1:16
  there
• 1:16
  may
• 1:16
  be
• 1:16
  problems
• 1:17
  on
• 1:17
  that
• 1:17
  journey,
• 1:18
  where
• 1:18
  maybe
• 1:18
  you're
• 1:18
  losing
• 1:19
  customers
• 1:19
  on
• 1:20
  that
• 1:20
  journey,
• 1:20
  and
• 1:20
  where
• 1:20
  we
• 1:21
  can
• 1:21
  refine
• 1:21
  things
• 1:21
  and
• 1:22
  make
• 1:22
  everything
• 1:22
  1%
• 1:23
  better.
• 1:23
  This
• 1:23
  summer,
• 1:24
  I'm
• 1:24
  going
• 1:24
  to
• 1:24
  walk
• 1:24
  you
• 1:24
  through
• 1:25
  each
• 1:25
  stage
• 1:25
  of
• 1:26
  that
• 1:26
  customer
• 1:26
  journey,
• 1:27
  starting
• 1:27
  today
• 1:28
  with
• 1:28
  the
• 1:28
  top
• 1:28
  of
• 1:29
  the
• 1:29
  funnel
• 1:29
  or
• 1:29
  the
• 1:29
  entry
• 1:30
  point
• 1:30
  into
• 1:30
  the
• 1:31
  journey.
• 1:31
  And
• 1:31
  each
• 1:31
  week
• 1:32
  we're
• 1:32
  going
• 1:32
  to
• 1:32
  go
• 1:32
  through
• 1:32
  a
• 1:33
  different
• 1:33
  area
• 1:33
  of
• 1:33
  the
• 1:34
  journey.
• 1:34
  So
• 1:34
  hopefully
• 1:34
  by
• 1:35
  the
• 1:35
  end
• 1:35
  of
• 1:35
  August,
• 1:36
  as
• 1:36
  we
• 1:36
  go
• 1:36
  into
• 1:36
  September
• 1:37
  preparing
• 1:37
  for
• 1:38
  engagement
• 1:38
  season
• 1:39
  which
• 1:39
  will
• 1:39
  be
• 1:39
  coming
• 1:40
  around
• 1:40
  the
• 1:40
  corner,
• 1:41
  you
• 1:41
  are
• 1:41
  clear
• 1:41
  in
• 1:41
  your
• 1:42
  mind
• 1:42
  about
• 1:42
  the
• 1:42
  customer
• 1:43
  journey.
• 1:43
  If
• 1:43
  you
• 1:44
  listen
• 1:44
  to
• 1:44
  these
• 1:44
  episodes
• 1:44
  and
• 1:45
  you
• 1:45
  think
• 1:45
  this
• 1:45
  is
• 1:45
  great,
• 1:45
  Becca,
• 1:46
  but
• 1:46
  I'd
• 1:46
  like
• 1:46
  more
• 1:46
  specific
• 1:47
  advice
• 1:48
  then.
• 1:48
  This
• 1:48
  is
• 1:48
  the
• 1:48
  exact
• 1:49
  kind
• 1:49
  of
• 1:49
  thing
• 1:49
  we
• 1:49
  do
• 1:49
  in
• 1:50
  a
• 1:50
  one
• 1:50
  to
• 1:50
  one
• 1:50
  strategy
• 1:50
  session.
• 1:51
  Whether
• 1:51
  that's
• 1:51
  a
• 1:51
  day,
• 1:51
  a
• 1:52
  half
• 1:52
  a
• 1:52
  day,
• 1:52
  or
• 1:52
  a
• 1:52
  full
• 1:53
  day
• 1:53
  with
• 1:53
  a
• 1:53
  venue
• 1:54
  team
• 1:54
  or
• 1:54
  with
• 1:54
  a
• 1:54
  solopreneur,
• 1:55
  that's
• 1:55
  exactly
• 1:56
  what
• 1:56
  I
• 1:56
  do.
• 1:56
  So
• 1:56
  reach
• 1:56
  out
• 1:57
  to
• 1:57
  me
• 1:57
  if
• 1:57
  you're
• 1:57
  interested
• 1:58
  in
• 1:58
  finding
• 1:58
  out
• 1:58
  more
• 1:59
  about
• 1:59
  a
• 1:59
  more
• 1:59
  personalized
• 2:00
  approach
• 2:01
  to
• 2:01
  this.
• 2:01
  So
• 2:01
  let's
• 2:02
  dive
• 2:02
  in
• 2:02
  then
• 2:02
  to
• 2:02
  today's
• 2:03
  episode
• 2:03
  which
• 2:03
  is
• 2:03
  all
• 2:04
  about
• 2:04
  the
• 2:04
  top
• 2:05
  of
• 2:05
  the
• 2:05
  funnel.
• 2:05
  The
• 2:06
  top
• 2:06
  of
• 2:06
  the
• 2:06
  funnel
• 2:06
  is
• 2:07
  where
• 2:07
  marketing
• 2:08
  is
• 2:08
  key.
• 2:09
  Have
• 2:09
  you
• 2:09
  ever
• 2:09
  thought
• 2:09
  about
• 2:09
  what
• 2:10
  marketing
• 2:10
  actually
• 2:11
  means?
• 2:12
  Well,
• 2:12
  I'm
• 2:12
  not
• 2:12
  going
• 2:12
  to
• 2:12
  go
• 2:12
  into
• 2:12
  an
• 2:13
  in
• 2:13
  depth
• 2:14
  discussion
• 2:14
  on
• 2:14
  what
• 2:15
  marketing
• 2:15
  is,
• 2:15
  but
• 2:16
  essentially
• 2:16
  marketing
• 2:17
  is
• 2:17
  just
• 2:17
  telling
• 2:17
  people
• 2:18
  what
• 2:18
  you
• 2:18
  do.
• 2:18
  If
• 2:19
  people
• 2:19
  don't
• 2:19
  know
• 2:20
  what
• 2:20
  you
• 2:20
  do,
• 2:20
  if
• 2:20
  they
• 2:20
  don't
• 2:21
  know
• 2:21
  your
• 2:21
  service
• 2:21
  exists,
• 2:22
  then
• 2:22
  they
• 2:23
  can't
• 2:23
  book
• 2:23
  you.
• 2:24
  Do
• 2:24
  you
• 2:24
  remember,
• 2:25
  I
• 2:25
  don't
• 2:25
  know
• 2:25
  how
• 2:25
  long
• 2:25
  ago
• 2:25
  now,
• 2:26
  maybe
• 2:26
  a
• 2:26
  decade
• 2:26
  ago,
• 2:27
  when
• 2:27
  the
• 2:27
  trampoline
• 2:28
  parks
• 2:28
  burst
• 2:29
  onto
• 2:29
  the
• 2:29
  scene,
• 2:29
  or
• 2:30
  even
• 2:30
  going
• 2:30
  back
• 2:30
  a
• 2:30
  bit
• 2:30
  further,
• 2:31
  15
• 2:31
  years
• 2:31
  ago,
• 2:32
  Escape
• 2:33
  rooms
• 2:33
  burst
• 2:33
  onto
• 2:34
  the
• 2:34
  scene.
• 2:34
  I
• 2:34
  remember
• 2:34
  going
• 2:35
  to
• 2:35
  my
• 2:35
  first
• 2:35
  escape
• 2:36
  room
• 2:36
  when
• 2:36
  no
• 2:37
  one
• 2:37
  had
• 2:37
  ever
• 2:37
  heard
• 2:38
  of
• 2:38
  escape
• 2:38
  rooms
• 2:38
  before.
• 2:39
  And
• 2:39
  I
• 2:39
  remember
• 2:39
  taking
• 2:39
  my
• 2:39
  kids
• 2:40
  to
• 2:40
  a
• 2:40
  trampoline
• 2:40
  park
• 2:41
  and
• 2:41
  thinking,
• 2:41
  wow,
• 2:41
  what
• 2:42
  is
• 2:42
  this?
• 2:42
  Now
• 2:43
  both
• 2:43
  of
• 2:43
  these
• 2:43
  services
• 2:44
  burst
• 2:44
  onto
• 2:44
  the
• 2:44
  scene
• 2:45
  and
• 2:45
  the
• 2:45
  reason
• 2:45
  none
• 2:46
  of
• 2:46
  us
• 2:46
  did
• 2:46
  it
• 2:46
  before
• 2:47
  was
• 2:47
  because
• 2:47
  we
• 2:47
  didn't
• 2:48
  know
• 2:48
  they
• 2:48
  existed.
• 2:49
  And
• 2:49
  over
• 2:49
  time,
• 2:50
  people
• 2:50
  have
• 2:50
  discovered
• 2:51
  that
• 2:51
  these
• 2:51
  things
• 2:51
  existed.
• 2:52
  They've
• 2:52
  discovered
• 2:53
  that
• 2:53
  this
• 2:53
  is
• 2:53
  a
• 2:53
  great
• 2:53
  business
• 2:53
  thing.
• 2:54
  And
• 2:54
  now
• 2:54
  you
• 2:54
  see
• 2:54
  escape
• 2:55
  rooms
• 2:55
  and
• 2:56
  trampoline
• 2:56
  parks
• 2:57
  popping
• 2:57
  up
• 2:57
  all
• 2:57
  over
• 2:58
  the
• 2:58
  country
• 2:58
  and
• 2:58
  probably
• 2:59
  all
• 2:59
  over
• 2:59
  the
• 2:59
  world
• 3:00
  as
• 3:00
  well.
• 3:00
  At
• 3:00
  the
• 3:01
  beginning
• 3:01
  of
• 3:01
  that
• 3:01
  journey,
• 3:01
  though,
• 3:02
  there
• 3:02
  would
• 3:02
  have
• 3:02
  been
• 3:02
  a
• 3:02
  lot
• 3:02
  of
• 3:02
  marketing
• 3:03
  that
• 3:03
  had
• 3:03
  to
• 3:03
  be
• 3:03
  done
• 3:04
  to
• 3:04
  start
• 3:04
  teaching
• 3:05
  people
• 3:05
  about
• 3:05
  this
• 3:06
  concept
• 3:06
  and
• 3:06
  to
• 3:06
  tell
• 3:07
  them
• 3:07
  why
• 3:07
  they
• 3:08
  should
• 3:08
  be
• 3:08
  going
• 3:08
  and
• 3:08
  engaging
• 3:09
  and
• 3:09
  spending
• 3:09
  their
• 3:10
  money
• 3:10
  there.
• 3:10
  See,
• 3:10
  it's
• 3:11
  the
• 3:11
  same
• 3:11
  in
• 3:11
  your
• 3:11
  business
• 3:12
  when
• 3:12
  you
• 3:12
  burst
• 3:12
  onto
• 3:13
  the
• 3:13
  scene.
• 3:13
  When
• 3:13
  you
• 3:13
  start
• 3:14
  out
• 3:14
  as
• 3:14
  a
• 3:14
  venue
• 3:15
  or
• 3:15
  a
• 3:15
  wedding
• 3:15
  pro,
• 3:16
  you
• 3:16
  need
• 3:17
  to
• 3:17
  tell
• 3:17
  people
• 3:17
  that
• 3:18
  you
• 3:18
  exist.
• 3:18
  Because
• 3:19
  if
• 3:19
  people
• 3:19
  don't
• 3:19
  know
• 3:19
  you
• 3:19
  exist
• 3:20
  and
• 3:20
  they
• 3:20
  don't
• 3:20
  know
• 3:20
  what
• 3:21
  you
• 3:21
  offer
• 3:21
  or
• 3:21
  why
• 3:21
  they
• 3:22
  should
• 3:22
  spend
• 3:22
  their
• 3:22
  money
• 3:22
  with
• 3:22
  you,
• 3:23
  then
• 3:23
  you're
• 3:23
  not
• 3:23
  going
• 3:24
  to
• 3:24
  get
• 3:24
  any
• 3:24
  business
• 3:25
  and
• 3:25
  it's
• 3:25
  going
• 3:25
  to
• 3:25
  be
• 3:25
  very
• 3:26
  quiet,
• 3:26
  sat
• 3:26
  in
• 3:27
  your
• 3:27
  office
• 3:27
  at
• 3:27
  home.
• 3:27
  I
• 3:28
  often
• 3:28
  speak
• 3:28
  to
• 3:28
  people
• 3:28
  right
• 3:28
  at
• 3:29
  the
• 3:29
  start
• 3:29
  of
• 3:29
  their
• 3:29
  journey
• 3:30
  when
• 3:30
  they
• 3:30
  first
• 3:30
  set
• 3:30
  their
• 3:31
  website
• 3:31
  live
• 3:31
  or
• 3:31
  they
• 3:32
  first
• 3:32
  go
• 3:32
  live
• 3:32
  on
• 3:32
  social
• 3:33
  media
• 3:33
  and
• 3:33
  they're
• 3:34
  so
• 3:34
  super
• 3:34
  excited
• 3:34
  and
• 3:35
  then
• 3:35
  wonder
• 3:35
  why
• 3:35
  nothing
• 3:36
  happens
• 3:36
  immediately.
• 3:37
  Well,
• 3:37
  the
• 3:37
  reason
• 3:37
  nothing
• 3:38
  happens
• 3:38
  immediately
• 3:38
  is
• 3:39
  because
• 3:39
  people
• 3:40
  don't
• 3:40
  know
• 3:40
  that
• 3:41
  they
• 3:41
  exist
• 3:41
  yet.
• 3:41
  So
• 3:42
  that's
• 3:42
  what
• 3:42
  we're
• 3:42
  going
• 3:42
  to
• 3:42
  look
• 3:42
  at
• 3:43
  today.
• 3:43
  We're
• 3:43
  going
• 3:43
  to
• 3:43
  look
• 3:44
  at
• 3:44
  the
• 3:44
  top
• 3:44
  of
• 3:44
  the
• 3:44
  funnel,
• 3:45
  the
• 3:45
  marketing
• 3:45
  piece,
• 3:46
  to
• 3:46
  find
• 3:46
  out
• 3:47
  how
• 3:47
  you
• 3:47
  can
• 3:47
  go
• 3:47
  from
• 3:48
  zero
• 3:48
  to
• 3:48
  hero,
• 3:49
  how
• 3:49
  you
• 3:49
  can
• 3:49
  go
• 3:49
  from
• 3:50
  invisible
• 3:50
  to
• 3:50
  irresistible,
• 3:51
  and
• 3:51
  how
• 3:51
  we
• 3:52
  can
• 3:52
  make
• 3:52
  sure
• 3:52
  that
• 3:52
  people
• 3:53
  know
• 3:53
  you
• 3:53
  exist
• 3:54
  and
• 3:54
  you're
• 3:54
  doing
• 3:54
  the
• 3:54
  right
• 3:55
  things
• 3:55
  at
• 3:55
  the
• 3:55
  start
• 3:55
  of
• 3:56
  that
• 3:56
  customer
• 3:56
  journey.
• 3:57
  So
• 3:57
  the
• 3:57
  first
• 3:57
  thing
• 3:57
  is
• 3:58
  I
• 3:58
  want
• 3:58
  you
• 3:58
  to
• 3:58
  consider
• 3:59
  how
• 3:59
  visible
• 3:59
  you
• 4:00
  are.
• 4:00
  Sometimes
• 4:00
  I
• 4:01
  do
• 4:01
  this
• 4:01
  exercise
• 4:01
  when
• 4:01
  I
• 4:02
  speak
• 4:02
  on
• 4:02
  stage
• 4:02
  or
• 4:03
  run
• 4:03
  workshop
• 4:04
  days
• 4:04
  with
• 4:04
  venues
• 4:05
  where
• 4:05
  I
• 4:05
  say,
• 4:05
  how
• 4:06
  visible
• 4:06
  do
• 4:06
  you
• 4:06
  think
• 4:06
  your
• 4:07
  business
• 4:07
  is
• 4:07
  on
• 4:08
  a
• 4:08
  scale
• 4:08
  of
• 4:08
  1
• 4:08
  to
• 4:08
  10?
• 4:09
  And
• 4:09
  then
• 4:09
  we
• 4:09
  start
• 4:10
  doing
• 4:10
  a
• 4:10
  bit
• 4:10
  of
• 4:10
  a
• 4:10
  deep
• 4:11
  dive.
• 4:11
  So
• 4:11
  I
• 4:11
  say,
• 4:12
  okay,
• 4:12
  well,
• 4:12
  let
• 4:13
  me
• 4:13
  ask
• 4:13
  you,
• 4:13
  if
• 4:14
  I
• 4:14
  was
• 4:14
  to
• 4:14
  ask
• 4:14
  all
• 4:14
  of
• 4:14
  your
• 4:15
  family
• 4:15
  members
• 4:16
  what
• 4:16
  you
• 4:16
  do,
• 4:16
  what
• 4:17
  your
• 4:17
  business
• 4:17
  does,
• 4:17
  what
• 4:17
  makes
• 4:18
  your
• 4:18
  business
• 4:18
  great,
• 4:18
  how
• 4:19
  many
• 4:19
  of
• 4:19
  them,
• 4:19
  what
• 4:19
  percentage
• 4:20
  would
• 4:20
  be
• 4:20
  able
• 4:20
  to
• 4:20
  tell
• 4:21
  me?
• 4:21
  Well,
• 4:21
  for
• 4:21
  most
• 4:22
  people
• 4:22
  that's
• 4:22
  pretty
• 4:22
  high.
• 4:23
  And
• 4:23
  then
• 4:23
  we
• 4:23
  go
• 4:23
  out
• 4:23
  another
• 4:24
  layer.
• 4:24
  Okay,
• 4:24
  well,
• 4:25
  let's
• 4:25
  do
• 4:25
  for
• 4:25
  your
• 4:26
  friends
• 4:26
  that
• 4:26
  you
• 4:26
  spend
• 4:27
  a
• 4:27
  lot
• 4:27
  of
• 4:27
  time
• 4:27
  with,
• 4:27
  how
• 4:28
  many
• 4:28
  of
• 4:28
  them
• 4:28
  would
• 4:28
  be
• 4:28
  able
• 4:28
  to
• 4:28
  tell
• 4:29
  me
• 4:29
  what
• 4:29
  you
• 4:29
  do
• 4:29
  or
• 4:29
  recommend
• 4:30
  your
• 4:30
  services?
• 4:31
  Then
• 4:31
  we
• 4:31
  go
• 4:31
  a
• 4:31
  layer
• 4:31
  out
• 4:32
  to
• 4:32
  acquaintances,
• 4:33
  then
• 4:33
  the
• 4:34
  town,
• 4:34
  then
• 4:34
  the
• 4:35
  county,
• 4:35
  then
• 4:36
  the
• 4:36
  country,
• 4:36
  and
• 4:37
  then
• 4:37
  the
• 4:37
  world.
• 4:38
  And
• 4:38
  the
• 4:38
  point
• 4:38
  is
• 4:39
  that
• 4:39
  although
• 4:39
  we
• 4:39
  feel
• 4:40
  like
• 4:40
  we're
• 4:40
  really
• 4:40
  visible
• 4:41
  and
• 4:41
  everyone
• 4:41
  knows
• 4:41
  what
• 4:41
  we
• 4:42
  do,
• 4:42
  actually
• 4:42
  when
• 4:43
  we
• 4:43
  start
• 4:43
  getting
• 4:43
  outside
• 4:44
  of
• 4:44
  immediate
• 4:44
  friends
• 4:44
  and
• 4:45
  family,
• 4:45
  the
• 4:45
  numbers
• 4:46
  go
• 4:46
  down,
• 4:46
  the
• 4:47
  percentages
• 4:47
  go
• 4:47
  down
• 4:48
  pretty
• 4:48
  quickly
• 4:49
  because
• 4:49
  actually
• 4:49
  we're
• 4:49
  never
• 4:50
  as
• 4:50
  visible
• 4:50
  as
• 4:50
  we
• 4:51
  think
• 4:51
  we
• 4:51
  are,
• 4:51
  which
• 4:51
  is
• 4:52
  a
• 4:52
  great
• 4:52
  thing
• 4:52
  because
• 4:53
  it
• 4:53
  means
• 4:53
  you've
• 4:53
  got
• 4:53
  loads
• 4:54
  of
• 4:54
  room
• 4:54
  to
• 4:54
  grow
• 4:54
  and
• 4:55
  loads
• 4:55
  of
• 4:55
  ways
• 4:55
  you
• 4:55
  can
• 4:55
  start
• 4:56
  telling
• 4:56
  people
• 4:56
  what
• 4:56
  you
• 4:57
  do.
• 4:57
  So
• 4:57
  when
• 4:57
  it
• 4:58
  comes
• 4:58
  to
• 4:58
  marketing,
• 4:58
  when
• 4:58
  it
• 4:58
  comes
• 4:59
  to
• 4:59
  essentially
• 4:59
  telling
• 5:00
  people
• 5:00
  that
• 5:00
  your
• 5:00
  business
• 5:01
  exists
• 5:01
  and
• 5:01
  that
• 5:01
  your
• 5:02
  service
• 5:02
  exists,
• 5:03
  where
• 5:03
  can
• 5:03
  we
• 5:03
  be
• 5:03
  doing
• 5:04
  that?
• 5:04
  Well,
• 5:04
  I've
• 5:04
  written
• 5:05
  down
• 5:05
  a
• 5:05
  few
• 5:05
  things
• 5:05
  that
• 5:06
  are
• 5:06
  going
• 5:06
  to
• 5:06
  be
• 5:06
  obvious
• 5:07
  to
• 5:07
  you,
• 5:07
  but
• 5:08
  that's
• 5:08
  the
• 5:09
  where
• 5:09
  people
• 5:09
  are.
• 5:10
  This
• 5:10
  is
• 5:10
  how
• 5:10
  we're
• 5:10
  going
• 5:10
  to
• 5:10
  tell
• 5:11
  people
• 5:11
  that
• 5:11
  you
• 5:11
  exist.
• 5:11
  So
• 5:11
  the
• 5:12
  more
• 5:12
  of
• 5:12
  this
• 5:12
  stuff
• 5:12
  you
• 5:12
  do
• 5:13
  and
• 5:13
  the
• 5:13
  more
• 5:13
  places
• 5:13
  you
• 5:13
  are
• 5:14
  and
• 5:14
  the
• 5:14
  more
• 5:14
  you
• 5:14
  do
• 5:14
  it
• 5:14
  effectively,
• 5:15
  hopefully
• 5:15
  the
• 5:16
  more
• 5:16
  people
• 5:16
  will
• 5:16
  know
• 5:16
  you
• 5:16
  exist.
• 5:17
  Now,
• 5:17
  whenever
• 5:18
  it
• 5:18
  comes
• 5:18
  to
• 5:18
  any
• 5:18
  of
• 5:18
  these
• 5:19
  things,
• 5:19
  I'm
• 5:19
  going
• 5:19
  to
• 5:19
  mention
• 5:20
  there's
• 5:20
  going
• 5:20
  to
• 5:20
  always
• 5:20
  be
• 5:21
  a
• 5:21
  trade
• 5:21
  off
• 5:21
  between
• 5:22
  time
• 5:22
  and
• 5:23
  money.
• 5:23
  So,
• 5:23
  for
• 5:24
  example,
• 5:24
  social
• 5:24
  media,
• 5:25
  which
• 5:25
  is
• 5:25
  the
• 5:25
  first
• 5:25
  thing
• 5:25
  on
• 5:26
  my
• 5:26
  list,
• 5:26
  is
• 5:26
  essentially
• 5:27
  free
• 5:27
  to
• 5:27
  engage
• 5:28
  on
• 5:28
  social
• 5:28
  media,
• 5:28
  to
• 5:29
  post
• 5:29
  organically,
• 5:30
  but
• 5:30
  as
• 5:30
  everyone
• 5:30
  knows,
• 5:31
  it
• 5:31
  takes
• 5:31
  a
• 5:31
  lot
• 5:31
  of
• 5:32
  time.
• 5:32
  Whereas
• 5:33
  sometimes
• 5:33
  we
• 5:33
  can
• 5:34
  engage
• 5:34
  with
• 5:34
  higher
• 5:35
  audience,
• 5:35
  maybe
• 5:35
  Google
• 5:36
  Ads,
• 5:36
  but
• 5:36
  it's
• 5:36
  going
• 5:37
  to
• 5:37
  cost
• 5:37
  us
• 5:37
  a
• 5:37
  lot
• 5:37
  of
• 5:37
  money
• 5:38
  and
• 5:38
  take
• 5:38
  us
• 5:38
  less
• 5:39
  time.
• 5:39
  So
• 5:39
  there's
• 5:39
  always
• 5:40
  going
• 5:40
  to
• 5:40
  be
• 5:40
  a
• 5:40
  trade
• 5:40
  off.
• 5:40
  The
• 5:41
  more
• 5:41
  money
• 5:41
  you
• 5:41
  have
• 5:41
  to
• 5:42
  throw
• 5:42
  at
• 5:42
  things,
• 5:42
  the
• 5:42
  less
• 5:42
  time
• 5:43
  it's
• 5:43
  going
• 5:43
  to
• 5:43
  take.
• 5:43
  But
• 5:44
  if
• 5:44
  you're
• 5:44
  right
• 5:44
  at
• 5:44
  the
• 5:44
  start
• 5:44
  of
• 5:44
  your
• 5:45
  journey
• 5:45
  and
• 5:45
  your
• 5:45
  money
• 5:45
  is
• 5:46
  low,
• 5:46
  then
• 5:46
  you
• 5:46
  need
• 5:46
  to
• 5:47
  spend
• 5:47
  more
• 5:47
  time
• 5:48
  building
• 5:48
  up
• 5:48
  these
• 5:49
  audiences.
• 5:49
  So
• 5:50
  first
• 5:50
  of
• 5:50
  all
• 5:50
  is
• 5:50
  social
• 5:51
  media.
• 5:51
  Obviously
• 5:51
  within
• 5:52
  social
• 5:52
  media,
• 5:52
  there's
• 5:52
  multiple
• 5:53
  platforms,
• 5:53
  Facebook,
• 5:54
  Instagram,
• 5:55
  LinkedIn
• 5:55
  threads,
• 5:56
  TikTok,
• 5:56
  you
• 5:57
  know,
• 5:57
  the
• 5:57
  list
• 5:57
  is
• 5:57
  endless.
• 5:58
  Secondly,
• 5:59
  I've
• 5:59
  got
• 5:59
  word
• 5:59
  of
• 6:00
  mouth.
• 6:00
  This
• 6:00
  is
• 6:00
  people
• 6:01
  you
• 6:01
  know
• 6:01
  telling
• 6:02
  other
• 6:02
  people
• 6:02
  what
• 6:02
  you
• 6:03
  do.
• 6:03
  So
• 6:03
  your
• 6:04
  friends,
• 6:04
  your
• 6:04
  family
• 6:04
  members,
• 6:05
  your
• 6:05
  acquaintances,
• 6:06
  your
• 6:06
  past
• 6:06
  clients,
• 6:07
  telling
• 6:07
  people
• 6:08
  to
• 6:08
  use
• 6:08
  your
• 6:09
  services.
• 6:09
  The
• 6:09
  third
• 6:09
  thing
• 6:10
  I've
• 6:10
  got
• 6:10
  is
• 6:10
  organic
• 6:11
  search.
• 6:12
  This
• 6:12
  is
• 6:12
  turning
• 6:12
  up
• 6:12
  on
• 6:13
  Google.
• 6:13
  How
• 6:13
  are
• 6:14
  you
• 6:14
  turning
• 6:14
  up
• 6:14
  on
• 6:14
  Google?
• 6:15
  Do
• 6:15
  you
• 6:15
  know
• 6:15
  what
• 6:15
  people
• 6:15
  are
• 6:16
  searching
• 6:16
  for
• 6:16
  to
• 6:16
  find
• 6:17
  you?
• 6:17
  Do
• 6:17
  you
• 6:17
  know
• 6:17
  how
• 6:17
  often
• 6:18
  you're
• 6:18
  turning
• 6:18
  up?
• 6:18
  Do
• 6:19
  you
• 6:19
  know
• 6:19
  who
• 6:19
  your
• 6:19
  competitors
• 6:20
  are
• 6:20
  that
• 6:20
  are
• 6:20
  turning
• 6:20
  up
• 6:20
  higher
• 6:21
  than
• 6:21
  you?
• 6:21
  And
• 6:21
  have
• 6:22
  you
• 6:22
  thought
• 6:22
  about
• 6:22
  a
• 6:22
  strategy
• 6:23
  to
• 6:23
  make
• 6:23
  sure
• 6:23
  you
• 6:23
  turn
• 6:23
  up
• 6:24
  higher
• 6:24
  than
• 6:24
  them?
• 6:24
  Over
• 6:25
  time,
• 6:25
  that
• 6:25
  search
• 6:25
  is
• 6:25
  starting
• 6:26
  to
• 6:26
  move
• 6:26
  over
• 6:26
  to
• 6:26
  ChatGPT
• 6:27
  as
• 6:28
  well
• 6:28
  and
• 6:28
  other
• 6:28
  AI
• 6:29
  services.
• 6:29
  So
• 6:30
  do
• 6:30
  you
• 6:30
  know
• 6:30
  how
• 6:30
  well
• 6:30
  you're
• 6:31
  performing
• 6:31
  in
• 6:31
  in
• 6:32
  AI
• 6:32
  search
• 6:32
  or
• 6:33
  is
• 6:33
  there
• 6:33
  a
• 6:33
  little
• 6:33
  bit
• 6:33
  of
• 6:33
  work
• 6:34
  you
• 6:34
  need
• 6:34
  to
• 6:34
  do
• 6:34
  there?
• 6:35
  Moving
• 6:35
  on
• 6:35
  from
• 6:35
  that,
• 6:35
  I've
• 6:36
  got
• 6:36
  paid
• 6:36
  advertising,
• 6:37
  whether
• 6:37
  that's
• 6:38
  social
• 6:38
  media
• 6:38
  advertising,
• 6:39
  whether
• 6:39
  that's
• 6:39
  Google
• 6:40
  Ads,
• 6:40
  to
• 6:40
  get
• 6:41
  yourself
• 6:41
  to
• 6:41
  the
• 6:41
  top
• 6:41
  of
• 6:41
  Google,
• 6:42
  or
• 6:42
  whether
• 6:42
  that's
• 6:42
  paying
• 6:43
  for
• 6:43
  ads
• 6:43
  in
• 6:43
  something
• 6:43
  like
• 6:44
  a
• 6:44
  magazine
• 6:44
  or
• 6:44
  newspaper.
• 6:45
  Yes,
• 6:46
  you're
• 6:46
  going
• 6:46
  to
• 6:46
  pay
• 6:46
  money,
• 6:47
  but
• 6:47
  essentially
• 6:48
  you're
• 6:48
  paying
• 6:48
  money
• 6:49
  and
• 6:49
  then
• 6:49
  trying
• 6:49
  to
• 6:50
  get
• 6:50
  your
• 6:50
  message
• 6:50
  into
• 6:51
  the
• 6:51
  hands
• 6:51
  of
• 6:51
  more
• 6:52
  people
• 6:52
  quicker.
• 6:53
  The
• 6:53
  next
• 6:53
  thing
• 6:53
  I've
• 6:53
  got
• 6:53
  on
• 6:53
  my
• 6:54
  list
• 6:54
  is
• 6:54
  wedding
• 6:54
  showcases
• 6:55
  or
• 6:55
  venue
• 6:56
  open
• 6:56
  days.
• 6:56
  This
• 6:56
  is
• 6:56
  where
• 6:57
  you
• 6:57
  go
• 6:57
  and
• 6:57
  exhibit
• 6:57
  in
• 6:58
  person
• 6:58
  and
• 6:59
  meet
• 6:59
  lots
• 6:59
  of
• 6:59
  people
• 6:59
  who
• 7:00
  are
• 7:00
  definitely
• 7:00
  getting
• 7:01
  married
• 7:01
  in
• 7:01
  the
• 7:01
  area
• 7:01
  where
• 7:02
  you
• 7:02
  live.
• 7:02
  Again,
• 7:03
  depending
• 7:03
  on
• 7:03
  the.
• 7:03
  The
• 7:03
  size
• 7:04
  of
• 7:04
  the
• 7:04
  show
• 7:04
  will
• 7:04
  depend,
• 7:04
  will
• 7:05
  depend
• 7:05
  how
• 7:05
  much
• 7:05
  budget
• 7:06
  this
• 7:06
  is
• 7:06
  going
• 7:06
  to
• 7:06
  cost
• 7:07
  you.
• 7:07
  And
• 7:07
  often
• 7:08
  the
• 7:08
  more
• 7:08
  people
• 7:08
  that
• 7:08
  you're
• 7:09
  going
• 7:09
  to
• 7:09
  reach,
• 7:10
  more
• 7:10
  people
• 7:10
  are
• 7:10
  going
• 7:10
  to
• 7:10
  walk
• 7:11
  past
• 7:11
  your
• 7:11
  stand,
• 7:11
  the
• 7:12
  more
• 7:12
  expensive
• 7:12
  it's
• 7:12
  going
• 7:13
  to
• 7:13
  be
• 7:13
  to
• 7:13
  be
• 7:13
  there.
• 7:14
  Next
• 7:14
  up
• 7:14
  on
• 7:14
  my
• 7:14
  list,
• 7:14
  I've
• 7:15
  paid
• 7:15
  directories.
• 7:16
  Now,
• 7:16
  I
• 7:16
  know
• 7:16
  these
• 7:16
  are
• 7:16
  controversial.
• 7:17
  Some
• 7:17
  people
• 7:17
  love
• 7:18
  them,
• 7:18
  some
• 7:18
  people
• 7:18
  hate
• 7:18
  them,
• 7:19
  but
• 7:19
  what
• 7:19
  they
• 7:19
  do
• 7:19
  is
• 7:20
  they
• 7:20
  put
• 7:20
  you
• 7:20
  in
• 7:20
  front
• 7:21
  of
• 7:21
  a
• 7:21
  wider
• 7:21
  audience.
• 7:22
  Most
• 7:22
  of
• 7:22
  the
• 7:23
  directories
• 7:23
  are
• 7:23
  what
• 7:24
  turn
• 7:24
  up
• 7:24
  at
• 7:24
  the
• 7:24
  top
• 7:25
  of
• 7:25
  Google
• 7:25
  when
• 7:25
  you
• 7:25
  do
• 7:26
  search.
• 7:26
  Why?
• 7:27
  Because
• 7:27
  these
• 7:27
  businesses
• 7:28
  have
• 7:28
  the
• 7:28
  money
• 7:28
  to
• 7:28
  spend
• 7:29
  a
• 7:29
  lot
• 7:29
  on
• 7:29
  social
• 7:29
  media
• 7:30
  and
• 7:30
  SEO
• 7:31
  and
• 7:31
  they've
• 7:31
  got
• 7:31
  all
• 7:31
  the
• 7:31
  links,
• 7:32
  they've
• 7:32
  got
• 7:32
  all
• 7:33
  of
• 7:33
  the
• 7:33
  resources,
• 7:33
  they've
• 7:34
  got
• 7:34
  all
• 7:34
  of
• 7:34
  the
• 7:34
  businesses
• 7:35
  on
• 7:35
  there
• 7:35
  and
• 7:35
  they're
• 7:35
  useful.
• 7:36
  So
• 7:36
  sometimes
• 7:36
  we're
• 7:37
  paying
• 7:37
  just
• 7:37
  to
• 7:37
  make
• 7:37
  sure
• 7:37
  we
• 7:38
  show
• 7:38
  up
• 7:38
  in
• 7:39
  the
• 7:39
  directories
• 7:39
  and
• 7:40
  getting
• 7:40
  our
• 7:40
  name
• 7:40
  out
• 7:41
  there
• 7:41
  in
• 7:41
  front
• 7:41
  of
• 7:41
  more
• 7:42
  people.
• 7:42
  And
• 7:42
  the
• 7:43
  final
• 7:43
  thing
• 7:43
  I
• 7:43
  have
• 7:43
  on
• 7:43
  my
• 7:43
  list,
• 7:44
  and
• 7:44
  I'm
• 7:44
  sure
• 7:44
  there's
• 7:44
  other
• 7:44
  things
• 7:45
  I've
• 7:45
  forgotten,
• 7:45
  is
• 7:46
  referrals.
• 7:46
  This
• 7:47
  is
• 7:47
  when
• 7:47
  professional
• 7:48
  people,
• 7:48
  other
• 7:48
  pros
• 7:49
  in
• 7:49
  the
• 7:49
  industry
• 7:50
  venues
• 7:50
  or
• 7:50
  planners
• 7:51
  refer
• 7:52
  you.
• 7:52
  So
• 7:52
  I
• 7:52
  just
• 7:53
  want
• 7:53
  you
• 7:53
  to
• 7:53
  reflect
• 7:53
  for
• 7:54
  a
• 7:54
  moment
• 7:54
  on
• 7:54
  all
• 7:55
  of
• 7:55
  those
• 7:55
  things
• 7:55
  that
• 7:55
  I've
• 7:55
  just
• 7:56
  mentioned
• 7:56
  and
• 7:57
  jot
• 7:57
  down
• 7:58
  which
• 7:58
  of
• 7:58
  them
• 7:58
  are
• 7:58
  currently
• 7:59
  forming
• 8:00
  part
• 8:00
  of
• 8:00
  the
• 8:00
  top,
• 8:01
  top
• 8:01
  of
• 8:01
  the
• 8:01
  funnel
• 8:02
  or
• 8:02
  the
• 8:02
  start
• 8:02
  of
• 8:02
  the
• 8:02
  customer
• 8:03
  journey
• 8:03
  in
• 8:03
  your
• 8:04
  business.
• 8:04
  Are
• 8:04
  there
• 8:05
  any
• 8:05
  that
• 8:05
  you're
• 8:05
  neglecting?
• 8:06
  Are
• 8:06
  there
• 8:06
  any
• 8:06
  that
• 8:07
  are
• 8:07
  working
• 8:07
  better
• 8:07
  for
• 8:07
  you
• 8:08
  or
• 8:08
  working
• 8:08
  worse
• 8:08
  for
• 8:08
  you?
• 8:09
  Are
• 8:09
  there
• 8:09
  any
• 8:09
  that
• 8:09
  you
• 8:10
  prefer
• 8:10
  doing
• 8:11
  or
• 8:11
  are
• 8:11
  there
• 8:11
  any
• 8:11
  that
• 8:12
  you
• 8:12
  really
• 8:12
  don't
• 8:13
  like
• 8:13
  doing?
• 8:13
  Ultimately,
• 8:14
  if
• 8:14
  it's
• 8:14
  just
• 8:14
  you,
• 8:15
  you
• 8:15
  won't
• 8:15
  be
• 8:15
  able
• 8:15
  to
• 8:15
  do
• 8:16
  all
• 8:16
  of
• 8:16
  these
• 8:16
  effectively
• 8:16
  all
• 8:17
  of
• 8:17
  the
• 8:17
  time
• 8:17
  because
• 8:17
  it
• 8:18
  will
• 8:18
  take
• 8:18
  too
• 8:18
  much
• 8:18
  time
• 8:18
  or
• 8:19
  too
• 8:19
  much
• 8:19
  money.
• 8:19
  So
• 8:20
  you
• 8:20
  need
• 8:20
  to
• 8:20
  be
• 8:20
  able
• 8:20
  to
• 8:20
  narrow
• 8:21
  down
• 8:21
  which
• 8:22
  ones
• 8:22
  you
• 8:22
  should
• 8:22
  be
• 8:22
  spending
• 8:23
  time
• 8:23
  on.
• 8:23
  Now,
• 8:23
  once
• 8:24
  you
• 8:24
  know
• 8:24
  all
• 8:24
  of
• 8:25
  these
• 8:25
  different
• 8:25
  options
• 8:25
  available
• 8:26
  to
• 8:26
  you,
• 8:26
  and
• 8:26
  I'm
• 8:26
  sure
• 8:27
  there
• 8:27
  are
• 8:27
  more,
• 8:27
  as
• 8:27
  I
• 8:28
  said,
• 8:28
  you
• 8:28
  now
• 8:28
  need
• 8:29
  to
• 8:29
  narrow
• 8:29
  it
• 8:29
  down
• 8:30
  and
• 8:30
  start
• 8:30
  thinking
• 8:30
  about
• 8:31
  the
• 8:31
  couples
• 8:31
  that
• 8:32
  you're
• 8:32
  trying
• 8:32
  to
• 8:32
  reach
• 8:32
  and
• 8:33
  where
• 8:33
  they
• 8:33
  spend
• 8:33
  time.
• 8:34
  Time.
• 8:34
  If
• 8:35
  you
• 8:35
  don't
• 8:35
  already.
• 8:35
  One
• 8:36
  of
• 8:36
  the
• 8:36
  things
• 8:36
  you
• 8:36
  should
• 8:36
  add
• 8:37
  onto
• 8:37
  your
• 8:37
  contact
• 8:37
  form,
• 8:38
  or
• 8:38
  at
• 8:38
  least
• 8:38
  into
• 8:39
  your
• 8:39
  first
• 8:39
  consultation
• 8:40
  with
• 8:40
  a
• 8:40
  couple,
• 8:41
  is
• 8:41
  to
• 8:41
  ask
• 8:41
  them
• 8:41
  where
• 8:42
  they
• 8:42
  found
• 8:42
  you.
• 8:43
  Although
• 8:43
  this
• 8:43
  data
• 8:43
  isn't
• 8:44
  always
• 8:44
  accurate
• 8:44
  because
• 8:45
  they
• 8:45
  can't
• 8:45
  always
• 8:45
  remember,
• 8:46
  it
• 8:46
  can
• 8:46
  give
• 8:47
  us
• 8:47
  a
• 8:47
  good
• 8:47
  idea.
• 8:48
  Now,
• 8:48
  if
• 8:48
  you
• 8:48
  get
• 8:48
  referrals
• 8:49
  and
• 8:49
  inquiries
• 8:50
  from
• 8:50
  a
• 8:50
  variety
• 8:51
  of
• 8:51
  sources,
• 8:51
  you
• 8:52
  should
• 8:52
  also
• 8:52
  be
• 8:52
  noting
• 8:53
  this
• 8:53
  down
• 8:53
  for
• 8:53
  yourself.
• 8:54
  So
• 8:54
  if
• 8:54
  an
• 8:54
  inquiry
• 8:55
  comes
• 8:55
  in
• 8:55
  via
• 8:55
  an
• 8:56
  Instagram
• 8:56
  dm,
• 8:57
  make
• 8:57
  sure
• 8:57
  you
• 8:57
  mark
• 8:57
  it
• 8:58
  next
• 8:58
  to
• 8:58
  their
• 8:58
  inquiry,
• 8:59
  either
• 8:59
  on
• 8:59
  a
• 8:59
  spreadsheet
• 9:00
  or
• 9:00
  in
• 9:00
  the
• 9:00
  system
• 9:00
  that
• 9:00
  you
• 9:01
  use.
• 9:01
  If
• 9:01
  you
• 9:02
  know
• 9:02
  that
• 9:02
  you
• 9:02
  first
• 9:02
  met
• 9:02
  them
• 9:02
  at
• 9:03
  a
• 9:03
  wedding
• 9:03
  show,
• 9:03
  note
• 9:03
  it
• 9:04
  down.
• 9:04
  If
• 9:04
  they
• 9:04
  came
• 9:04
  via
• 9:04
  a
• 9:05
  directory,
• 9:05
  note
• 9:05
  it
• 9:06
  down.
• 9:06
  Why?
• 9:06
  Because
• 9:07
  then
• 9:07
  we
• 9:07
  can
• 9:07
  see
• 9:07
  what's
• 9:08
  actually
• 9:08
  converting
• 9:08
  and
• 9:09
  what
• 9:09
  marketing
• 9:09
  and
• 9:10
  what
• 9:10
  top
• 9:10
  of
• 9:10
  the
• 9:10
  funnel
• 9:10
  activities
• 9:11
  are
• 9:12
  the
• 9:12
  most
• 9:12
  beneficial
• 9:13
  to
• 9:13
  your
• 9:13
  business.
• 9:13
  Once
• 9:14
  you
• 9:14
  do
• 9:14
  that
• 9:14
  and
• 9:14
  you
• 9:14
  have
• 9:15
  a
• 9:15
  bit
• 9:15
  of
• 9:15
  research,
• 9:15
  you
• 9:15
  can
• 9:16
  start
• 9:16
  narrowing
• 9:16
  down
• 9:17
  where
• 9:17
  couples
• 9:17
  come
• 9:18
  from
• 9:18
  and
• 9:18
  where
• 9:18
  your
• 9:19
  ideal
• 9:19
  couples
• 9:19
  spend
• 9:20
  their
• 9:20
  time.
• 9:20
  If
• 9:20
  you
• 9:21
  are
• 9:21
  exhibiting
• 9:21
  at
• 9:22
  a
• 9:22
  wedding
• 9:22
  show,
• 9:22
  chat
• 9:23
  to
• 9:23
  the
• 9:23
  couples
• 9:23
  who
• 9:23
  are
• 9:24
  there,
• 9:24
  find
• 9:24
  out
• 9:24
  if
• 9:24
  they're
• 9:25
  the
• 9:25
  kind
• 9:25
  of
• 9:25
  couples
• 9:25
  you
• 9:26
  want
• 9:26
  to
• 9:26
  work
• 9:26
  with
• 9:26
  and
• 9:27
  ask
• 9:27
  them
• 9:27
  where
• 9:28
  and
• 9:28
  how
• 9:28
  they're
• 9:28
  doing
• 9:28
  their
• 9:29
  planning.
• 9:29
  How
• 9:29
  are
• 9:29
  they
• 9:29
  finding
• 9:30
  their
• 9:30
  suppliers?
• 9:30
  If
• 9:31
  you've
• 9:31
  got
• 9:31
  friends
• 9:31
  who
• 9:31
  would
• 9:32
  be
• 9:32
  your
• 9:32
  ideal
• 9:32
  couples,
• 9:33
  ask
• 9:33
  them
• 9:33
  the
• 9:34
  questions.
• 9:34
  Market
• 9:35
  research,
• 9:35
  find
• 9:35
  out
• 9:36
  where
• 9:36
  they're
• 9:36
  spending
• 9:36
  time.
• 9:37
  Is
• 9:37
  it
• 9:37
  that
• 9:37
  they're
• 9:37
  spending
• 9:38
  time
• 9:38
  on
• 9:38
  TikTok?
• 9:38
  Is
• 9:39
  it
• 9:39
  that
• 9:39
  they're
• 9:39
  going
• 9:39
  to
• 9:39
  particular
• 9:40
  shows?
• 9:40
  Are
• 9:40
  they
• 9:41
  asking
• 9:41
  their
• 9:41
  friends
• 9:41
  and
• 9:41
  family
• 9:42
  for
• 9:42
  recommendations?
• 9:43
  Are
• 9:43
  they
• 9:43
  going
• 9:43
  to
• 9:43
  Google
• 9:44
  ChatGPT?
• 9:44
  Gemini?
• 9:45
  Where
• 9:45
  are
• 9:45
  they
• 9:46
  going?
• 9:46
  And
• 9:47
  particularly
• 9:47
  Your
• 9:47
  couples,
• 9:48
  your
• 9:48
  niche,
• 9:49
  where
• 9:49
  are
• 9:49
  they
• 9:49
  spending
• 9:49
  time?
• 9:50
  I
• 9:50
  have
• 9:50
  a
• 9:51
  member
• 9:51
  of
• 9:51
  my
• 9:51
  members
• 9:51
  lounge
• 9:52
  who
• 9:52
  I
• 9:52
  absolutely
• 9:53
  adore
• 9:53
  and
• 9:53
  we
• 9:54
  spent
• 9:54
  a
• 9:54
  long
• 9:54
  time
• 9:55
  trying
• 9:55
  to
• 9:55
  work
• 9:55
  out
• 9:55
  where
• 9:56
  her
• 9:56
  niche
• 9:56
  spend
• 9:57
  their
• 9:57
  time
• 9:57
  because
• 9:57
  her
• 9:58
  audience
• 9:58
  is
• 9:59
  very
• 9:59
  niche.
• 10:00
  And
• 10:00
  over
• 10:00
  the
• 10:00
  last
• 10:01
  couple
• 10:01
  of
• 10:01
  years
• 10:01
  she
• 10:01
  started
• 10:02
  exhibiting
• 10:03
  at
• 10:03
  some
• 10:03
  alternative
• 10:04
  and
• 10:04
  quirky
• 10:04
  wedding
• 10:05
  shows.
• 10:05
  And
• 10:05
  the
• 10:06
  percentage
• 10:06
  of
• 10:07
  return
• 10:07
  on
• 10:07
  investment
• 10:08
  has
• 10:08
  been
• 10:09
  better
• 10:09
  at
• 10:09
  those
• 10:09
  shows
• 10:10
  than
• 10:10
  any
• 10:10
  of
• 10:10
  the
• 10:10
  other
• 10:10
  marketing
• 10:11
  that
• 10:11
  she's
• 10:11
  tried
• 10:12
  to
• 10:12
  do.
• 10:12
  Why?
• 10:13
  Because
• 10:13
  she's
• 10:13
  going
• 10:14
  directly
• 10:14
  to
• 10:14
  the
• 10:14
  source
• 10:15
  of
• 10:15
  where
• 10:15
  her
• 10:15
  niche
• 10:16
  clients
• 10:16
  are
• 10:17
  spending
• 10:17
  their
• 10:17
  time.
• 10:18
  And
• 10:18
  it
• 10:18
  works.
• 10:19
  So
• 10:19
  trying
• 10:19
  to
• 10:19
  work
• 10:19
  out
• 10:20
  where
• 10:20
  your
• 10:20
  clients
• 10:21
  are
• 10:21
  going
• 10:21
  to
• 10:21
  be,
• 10:22
  where
• 10:22
  they're
• 10:22
  spending
• 10:23
  their
• 10:23
  time,
• 10:23
  where
• 10:23
  they're
• 10:23
  planning
• 10:24
  their
• 10:24
  weddings,
• 10:24
  and
• 10:24
  not
• 10:25
  just
• 10:25
  where
• 10:25
  you
• 10:25
  want
• 10:25
  them
• 10:26
  to
• 10:26
  be
• 10:26
  can
• 10:27
  be
• 10:27
  really
• 10:27
  beneficial.
• 10:28
  It's
• 10:28
  also
• 10:28
  really
• 10:28
  important
• 10:29
  to
• 10:29
  note
• 10:29
  that,
• 10:29
  that
• 10:30
  not
• 10:30
  everyone
• 10:30
  is
• 10:30
  going
• 10:30
  to
• 10:31
  have
• 10:31
  the
• 10:31
  same
• 10:31
  experience.
• 10:32
  If
• 10:32
  you
• 10:32
  look
• 10:32
  left
• 10:32
  and
• 10:33
  right
• 10:33
  and
• 10:33
  talk
• 10:33
  to
• 10:34
  other
• 10:34
  people
• 10:34
  about
• 10:34
  where
• 10:34
  they're
• 10:35
  marketing,
• 10:36
  sometimes
• 10:36
  where
• 10:36
  their
• 10:36
  marketing
• 10:37
  works
• 10:37
  well
• 10:37
  for
• 10:38
  them,
• 10:38
  but
• 10:38
  might
• 10:38
  not
• 10:38
  work
• 10:39
  well
• 10:39
  for
• 10:39
  you.
• 10:39
  You
• 10:40
  see,
• 10:40
  if
• 10:40
  wedding
• 10:40
  shows
• 10:41
  work
• 10:41
  really
• 10:41
  well
• 10:41
  for
• 10:41
  them,
• 10:42
  but
• 10:42
  actually
• 10:42
  your
• 10:42
  clients
• 10:43
  aren't
• 10:43
  at
• 10:43
  wedding
• 10:44
  shows,
• 10:44
  it's
• 10:44
  not
• 10:44
  necessarily
• 10:45
  going
• 10:45
  to
• 10:45
  replicate.
• 10:46
  This
• 10:46
  is
• 10:46
  why
• 10:47
  I
• 10:47
  struggle
• 10:47
  when
• 10:47
  I
• 10:47
  go
• 10:48
  to
• 10:48
  events
• 10:48
  to
• 10:48
  speak
• 10:49
  and
• 10:49
  they
• 10:49
  have
• 10:49
  people
• 10:50
  on
• 10:50
  the
• 10:50
  stages
• 10:51
  that
• 10:51
  are
• 10:51
  maybe
• 10:52
  big
• 10:52
  planners,
• 10:53
  big
• 10:53
  photographers,
• 10:53
  and
• 10:54
  all
• 10:54
  they
• 10:54
  do
• 10:54
  is
• 10:54
  tell
• 10:54
  them
• 10:55
  every
• 10:55
  step
• 10:55
  that
• 10:56
  they
• 10:56
  took
• 10:56
  in
• 10:56
  their
• 10:56
  business.
• 10:57
  Now,
• 10:57
  although
• 10:57
  we
• 10:57
  can
• 10:58
  be
• 10:58
  inspired
• 10:58
  by
• 10:59
  that,
• 10:59
  actually
• 10:59
  it
• 10:59
  doesn't
• 11:00
  always
• 11:00
  work
• 11:00
  because
• 11:00
  the
• 11:01
  nuance
• 11:01
  doesn't
• 11:01
  work,
• 11:02
  because
• 11:02
  not
• 11:02
  everyone
• 11:02
  wants
• 11:03
  the
• 11:03
  same
• 11:03
  client
• 11:03
  types
• 11:04
  that
• 11:04
  they
• 11:04
  have
• 11:05
  and
• 11:05
  not
• 11:05
  everyone
• 11:06
  replicating
• 11:06
  their
• 11:06
  ideas
• 11:07
  will
• 11:07
  actually
• 11:07
  work
• 11:08
  for
• 11:08
  them.
• 11:08
  It's
• 11:09
  very,
• 11:09
  very
• 11:09
  personalized
• 11:10
  to
• 11:10
  the
• 11:10
  clients
• 11:11
  that
• 11:11
  you
• 11:11
  want,
• 11:11
  your
• 11:11
  personality,
• 11:12
  where
• 11:13
  you
• 11:13
  like
• 11:13
  spending
• 11:13
  your
• 11:13
  time,
• 11:14
  what
• 11:14
  your
• 11:14
  budget
• 11:14
  is.
• 11:15
  And
• 11:15
  so
• 11:15
  copying
• 11:16
  someone
• 11:16
  else's
• 11:16
  route
• 11:17
  doesn't
• 11:17
  necessarily
• 11:18
  work.
• 11:18
  The
• 11:18
  next
• 11:19
  part
• 11:19
  of
• 11:19
  this
• 11:19
  is
• 11:19
  I
• 11:20
  want
• 11:20
  you
• 11:20
  to
• 11:20
  look
• 11:20
  at
• 11:21
  current
• 11:21
  clients
• 11:21
  if
• 11:22
  you've
• 11:22
  got
• 11:22
  them.
• 11:22
  If
• 11:22
  you
• 11:23
  have
• 11:23
  had
• 11:23
  clients
• 11:23
  and
• 11:24
  inquiries
• 11:24
  come
• 11:24
  in
• 11:25
  over
• 11:25
  the
• 11:25
  last
• 11:25
  year,
• 11:25
  I
• 11:26
  want
• 11:26
  you
• 11:26
  to
• 11:26
  note
• 11:26
  down,
• 11:27
  number
• 11:27
  one,
• 11:28
  that
• 11:28
  list
• 11:28
  of
• 11:28
  where
• 11:28
  those
• 11:29
  inquiries
• 11:29
  came
• 11:30
  from.
• 11:30
  So
• 11:30
  if
• 11:30
  you've
• 11:31
  got
• 11:31
  it
• 11:31
  or
• 11:31
  you
• 11:31
  can
• 11:32
  remember
• 11:32
  it,
• 11:32
  write
• 11:32
  it
• 11:32
  down.
• 11:33
  Inquiries
• 11:34
  first
• 11:34
  up
• 11:34
  and
• 11:35
  then
• 11:35
  secondly
• 11:35
  sales.
• 11:36
  Because
• 11:37
  inquiries
• 11:37
  and
• 11:37
  sales
• 11:38
  do
• 11:38
  not
• 11:38
  equal
• 11:38
  the
• 11:38
  same
• 11:39
  thing.
• 11:39
  Sometimes
• 11:40
  I
• 11:40
  speak
• 11:40
  to
• 11:40
  clients
• 11:40
  and
• 11:41
  they
• 11:41
  say,
• 11:41
  yeah,
• 11:41
  this
• 11:42
  directory
• 11:42
  is
• 11:42
  working
• 11:43
  so
• 11:43
  well
• 11:43
  for
• 11:43
  us.
• 11:43
  We
• 11:44
  have
• 11:44
  a
• 11:44
  hundred
• 11:44
  inquiries
• 11:45
  a
• 11:45
  month.
• 11:45
  But
• 11:45
  when
• 11:45
  we
• 11:46
  break
• 11:46
  it
• 11:46
  down
• 11:46
  into
• 11:46
  sales,
• 11:47
  actually
• 11:48
  the
• 11:48
  percentage
• 11:48
  of
• 11:48
  inquiries
• 11:49
  to
• 11:49
  sales
• 11:49
  is
• 11:50
  so
• 11:50
  low.
• 11:51
  Whereas
• 11:51
  something
• 11:51
  else
• 11:52
  that
• 11:52
  they're
• 11:52
  doing,
• 11:52
  for
• 11:53
  example,
• 11:53
  a
• 11:53
  wedding
• 11:53
  show,
• 11:54
  maybe
• 11:54
  they
• 11:54
  had
• 11:55
  10
• 11:55
  names
• 11:55
  on
• 11:56
  a
• 11:56
  list,
• 11:56
  but
• 11:56
  five
• 11:57
  of
• 11:57
  them
• 11:57
  turned
• 11:57
  into
• 11:57
  sales,
• 11:58
  well,
• 11:58
  suddenly
• 11:58
  that's
• 11:59
  50%
• 11:59
  conversion
• 11:59
  rate.
• 12:00
  That's
• 12:00
  much
• 12:01
  better
• 12:01
  than
• 12:02
  a
• 12:02
  hundred
• 12:02
  inquiries
• 12:03
  that
• 12:03
  turn
• 12:03
  into
• 12:03
  nothing.
• 12:04
  So
• 12:04
  I
• 12:04
  want
• 12:04
  you
• 12:04
  to
• 12:05
  go
• 12:05
  through
• 12:05
  your
• 12:05
  past
• 12:06
  year
• 12:06
  or
• 12:06
  two
• 12:06
  of
• 12:07
  clients
• 12:08
  inquiries
• 12:08
  and
• 12:09
  sales
• 12:09
  and
• 12:09
  work
• 12:10
  out
• 12:10
  where
• 12:10
  they
• 12:10
  came
• 12:10
  from.
• 12:11
  From
• 12:11
  this,
• 12:11
  you
• 12:11
  will
• 12:11
  start
• 12:12
  to
• 12:12
  see
• 12:12
  some
• 12:12
  patterns.
• 12:13
  We
• 12:13
  do
• 12:13
  this
• 12:13
  every
• 12:14
  month
• 12:14
  in
• 12:14
  the
• 12:14
  members
• 12:15
  lounge.
• 12:15
  We
• 12:15
  have
• 12:15
  something
• 12:15
  called
• 12:16
  lounge
• 12:16
  calls,
• 12:16
  where
• 12:17
  my
• 12:17
  members
• 12:17
  jump
• 12:18
  on
• 12:18
  zoom
• 12:18
  calls
• 12:18
  with
• 12:18
  me
• 12:19
  and
• 12:19
  we
• 12:19
  go
• 12:19
  through
• 12:20
  a
• 12:20
  series
• 12:21
  of
• 12:21
  questions
• 12:22
  to
• 12:22
  look
• 12:22
  back
• 12:22
  on
• 12:23
  the
• 12:23
  month
• 12:23
  that's
• 12:23
  just
• 12:23
  been.
• 12:24
  And
• 12:24
  one
• 12:24
  of
• 12:24
  the
• 12:24
  things
• 12:24
  I
• 12:25
  ask
• 12:25
  them
• 12:25
  to
• 12:25
  look
• 12:25
  at
• 12:25
  every
• 12:26
  month
• 12:26
  is
• 12:26
  the
• 12:27
  amount
• 12:27
  of
• 12:27
  inquiries,
• 12:27
  the
• 12:28
  amount
• 12:28
  of
• 12:28
  sales,
• 12:28
  and
• 12:29
  then
• 12:29
  where
• 12:29
  those
• 12:30
  sales
• 12:30
  and
• 12:30
  inquiries
• 12:31
  came
• 12:31
  from
• 12:32
  so
• 12:32
  they
• 12:32
  can
• 12:32
  notice
• 12:33
  patterns.
• 12:33
  Sometimes
• 12:34
  we
• 12:34
  get
• 12:34
  caught
• 12:34
  up
• 12:35
  with
• 12:35
  shiny
• 12:35
  object
• 12:35
  syndrome.
• 12:36
  We're
• 12:36
  excited
• 12:37
  about
• 12:37
  something
• 12:37
  new,
• 12:37
  a
• 12:37
  new
• 12:38
  social
• 12:38
  media
• 12:38
  platform,
• 12:39
  a
• 12:39
  new
• 12:39
  form
• 12:39
  of
• 12:40
  video,
• 12:40
  a
• 12:40
  new
• 12:41
  wedding
• 12:41
  show
• 12:41
  down
• 12:41
  the
• 12:42
  road.
• 12:42
  And
• 12:42
  we
• 12:42
  don't
• 12:43
  realize
• 12:43
  that
• 12:43
  actually
• 12:43
  what's
• 12:44
  working
• 12:44
  better
• 12:44
  for
• 12:44
  us
• 12:45
  is
• 12:45
  organic
• 12:45
  search,
• 12:46
  the
• 12:46
  blogs
• 12:46
  we're
• 12:46
  writing,
• 12:47
  the
• 12:47
  people
• 12:47
  we're
• 12:48
  meeting.
• 12:48
  And
• 12:48
  so
• 12:49
  actually
• 12:49
  we
• 12:49
  need
• 12:49
  to
• 12:50
  double
• 12:50
  down
• 12:50
  on
• 12:50
  the
• 12:51
  things
• 12:51
  that
• 12:51
  are
• 12:51
  working
• 12:51
  really
• 12:52
  well.
• 12:52
  So
• 12:52
  do
• 12:52
  that
• 12:52
  piece
• 12:53
  of
• 12:53
  work,
• 12:53
  work
• 12:53
  out
• 12:53
  where
• 12:54
  your
• 12:54
  inquiries
• 12:54
  are
• 12:54
  coming
• 12:54
  from,
• 12:55
  where
• 12:55
  your
• 12:55
  sales
• 12:56
  have
• 12:56
  come
• 12:56
  from,
• 12:57
  and
• 12:57
  start
• 12:57
  looking
• 12:58
  for
• 12:58
  patterns.
• 12:58
  And
• 12:59
  when
• 12:59
  you're
• 12:59
  thinking
• 12:59
  about
• 12:59
  where
• 12:59
  your
• 13:00
  marketing
• 13:00
  budget
• 13:00
  is
• 13:01
  going
• 13:01
  to
• 13:01
  be
• 13:01
  best
• 13:01
  spent
• 13:02
  for
• 13:02
  the
• 13:02
  next
• 13:03
  year,
• 13:03
  you
• 13:03
  need
• 13:04
  to
• 13:04
  look
• 13:04
  at
• 13:04
  that.
• 13:05
  Because
• 13:05
  if
• 13:05
  it's
• 13:05
  working,
• 13:05
  you
• 13:06
  want
• 13:06
  to
• 13:06
  do
• 13:06
  more
• 13:06
  of
• 13:06
  it
• 13:07
  rather
• 13:07
  than
• 13:07
  trying
• 13:07
  to
• 13:08
  add
• 13:08
  new
• 13:08
  things
• 13:08
  in.
• 13:09
  And
• 13:09
  if
• 13:09
  you're
• 13:09
  spending
• 13:10
  a
• 13:10
  lot
• 13:10
  of
• 13:10
  time
• 13:10
  on
• 13:10
  something
• 13:11
  or
• 13:11
  a
• 13:11
  lot
• 13:11
  of
• 13:11
  money
• 13:11
  on
• 13:11
  something
• 13:12
  and
• 13:12
  it's
• 13:12
  not
• 13:12
  working,
• 13:13
  that's
• 13:13
  a
• 13:13
  sign
• 13:14
  you
• 13:14
  need
• 13:14
  to
• 13:14
  change.
• 13:15
  Either
• 13:15
  you
• 13:15
  need
• 13:15
  to
• 13:16
  change
• 13:16
  the
• 13:16
  method
• 13:16
  that
• 13:17
  you're
• 13:17
  doing,
• 13:17
  maybe
• 13:17
  you
• 13:18
  need
• 13:18
  to
• 13:18
  change
• 13:18
  something
• 13:18
  about
• 13:19
  that,
• 13:19
  or
• 13:19
  maybe
• 13:20
  you
• 13:20
  need
• 13:20
  to
• 13:20
  stop
• 13:20
  doing
• 13:20
  it
• 13:21
  entirely
• 13:21
  because
• 13:21
  it's
• 13:21
  just
• 13:21
  a
• 13:22
  waste
• 13:22
  of
• 13:22
  your
• 13:22
  time
• 13:22
  or
• 13:23
  money.
• 13:23
  Once
• 13:23
  you've
• 13:23
  done
• 13:24
  all
• 13:24
  of
• 13:24
  those
• 13:24
  exercises,
• 13:25
  once
• 13:26
  you
• 13:26
  understand
• 13:26
  all
• 13:27
  the
• 13:27
  different
• 13:27
  platforms
• 13:27
  and
• 13:27
  the
• 13:28
  places
• 13:28
  you
• 13:28
  can
• 13:28
  tell
• 13:28
  people
• 13:29
  about
• 13:29
  your
• 13:29
  business,
• 13:30
  once
• 13:30
  you
• 13:30
  understand
• 13:31
  where
• 13:31
  your
• 13:31
  current
• 13:32
  inquiries
• 13:32
  are
• 13:32
  coming
• 13:32
  from,
• 13:33
  and
• 13:33
  once
• 13:33
  you
• 13:34
  understand
• 13:34
  where
• 13:34
  your
• 13:35
  couples
• 13:35
  are
• 13:35
  looking
• 13:36
  for
• 13:36
  their
• 13:36
  wedding
• 13:36
  vendors
• 13:37
  and
• 13:37
  venues,
• 13:37
  you
• 13:38
  should
• 13:38
  be
• 13:38
  able
• 13:38
  to
• 13:38
  start
• 13:38
  to
• 13:39
  develop
• 13:39
  a
• 13:40
  plan
• 13:40
  for
• 13:40
  the
• 13:40
  top
• 13:41
  of
• 13:41
  the
• 13:41
  funnel
• 13:42
  or
• 13:42
  that
• 13:42
  start
• 13:42
  of
• 13:42
  that
• 13:43
  customer
• 13:43
  journey
• 13:44
  to
• 13:44
  work
• 13:44
  out
• 13:44
  where
• 13:44
  you're
• 13:45
  spending
• 13:45
  time.
• 13:45
  Now,
• 13:46
  I
• 13:46
  recommend
• 13:46
  that
• 13:46
  you
• 13:47
  do
• 13:47
  this
• 13:47
  on
• 13:47
  a
• 13:47
  quarterly
• 13:48
  basis
• 13:48
  and
• 13:48
  you
• 13:48
  review
• 13:49
  it
• 13:49
  every
• 13:49
  quarter
• 13:50
  so
• 13:50
  you
• 13:50
  have
• 13:51
  your
• 13:51
  focus.
• 13:51
  And
• 13:52
  then
• 13:52
  after
• 13:52
  a
• 13:52
  quarter
• 13:53
  you
• 13:53
  look
• 13:53
  and
• 13:54
  you
• 13:54
  go,
• 13:54
  was
• 13:54
  that
• 13:54
  working?
• 13:55
  Is
• 13:55
  it
• 13:55
  worth
• 13:55
  the
• 13:55
  time
• 13:56
  and
• 13:56
  investment?
• 13:56
  Is
• 13:56
  it
• 13:57
  worth
• 13:57
  the
• 13:57
  money
• 13:57
  I'm
• 13:57
  spending
• 13:58
  on
• 13:58
  it?
• 13:58
  Do
• 13:58
  I
• 13:58
  need
• 13:58
  to
• 13:58
  change
• 13:59
  something
• 13:59
  ready
• 13:59
  for
• 14:00
  the
• 14:00
  next
• 14:00
  quarter?
• 14:00
  Once
• 14:01
  a
• 14:01
  year
• 14:01
  isn't
• 14:02
  often
• 14:02
  enough
• 14:02
  and
• 14:03
  once
• 14:03
  a
• 14:03
  month
• 14:03
  is
• 14:03
  too
• 14:04
  frequently
• 14:04
  because
• 14:04
  it
• 14:05
  doesn't
• 14:05
  give
• 14:05
  you
• 14:05
  time
• 14:05
  to
• 14:05
  actually
• 14:06
  see
• 14:06
  results.
• 14:07
  And
• 14:07
  sometimes
• 14:07
  it
• 14:07
  can
• 14:08
  take
• 14:08
  two
• 14:08
  or
• 14:08
  three
• 14:09
  quarters
• 14:09
  of
• 14:09
  doing
• 14:10
  something
• 14:10
  well
• 14:11
  to
• 14:11
  see
• 14:11
  the
• 14:11
  results.
• 14:12
  So
• 14:12
  don't
• 14:12
  give
• 14:12
  up
• 14:12
  on
• 14:13
  it
• 14:13
  straight
• 14:13
  away.
• 14:14
  Once
• 14:14
  you
• 14:14
  know
• 14:14
  where
• 14:15
  you
• 14:15
  need
• 14:15
  to
• 14:15
  be
• 14:16
  to
• 14:16
  start
• 14:16
  shouting
• 14:16
  your
• 14:17
  messages,
• 14:17
  you
• 14:18
  need
• 14:18
  to
• 14:18
  know
• 14:18
  what
• 14:18
  messages
• 14:19
  you
• 14:19
  need
• 14:19
  to
• 14:19
  shout.
• 14:20
  So
• 14:20
  I
• 14:20
  want
• 14:21
  to
• 14:21
  know
• 14:21
  what
• 14:21
  makes
• 14:22
  you
• 14:22
  different
• 14:22
  from
• 14:23
  your
• 14:23
  competitors?
• 14:24
  Is
• 14:24
  it
• 14:24
  that
• 14:24
  you
• 14:24
  have
• 14:25
  a
• 14:25
  unique
• 14:25
  service
• 14:25
  that
• 14:25
  no
• 14:26
  one
• 14:26
  offers?
• 14:27
  Or
• 14:27
  if
• 14:27
  you
• 14:27
  have
• 14:28
  a
• 14:28
  service
• 14:28
  that
• 14:28
  lots
• 14:28
  of
• 14:28
  people
• 14:29
  offer,
• 14:29
  what
• 14:29
  makes
• 14:29
  you
• 14:30
  different?
• 14:30
  What
• 14:30
  makes
• 14:31
  me
• 14:31
  recommend
• 14:32
  you?
• 14:32
  What
• 14:32
  would
• 14:32
  someone
• 14:33
  be
• 14:33
  looking
• 14:33
  for
• 14:33
  for
• 14:34
  me
• 14:34
  to
• 14:34
  have
• 14:34
  your
• 14:34
  name
• 14:35
  and
• 14:35
  your
• 14:35
  business
• 14:35
  spring
• 14:36
  into
• 14:36
  mind?
• 14:36
  Start
• 14:37
  having
• 14:37
  a
• 14:37
  think
• 14:37
  about
• 14:37
  that,
• 14:38
  because
• 14:38
  that
• 14:38
  should
• 14:38
  be
• 14:38
  your
• 14:39
  key.
• 14:39
  Marketing
• 14:39
  messages.
• 14:40
  If
• 14:40
  you
• 14:40
  want
• 14:41
  to
• 14:41
  be
• 14:41
  found,
• 14:41
  you
• 14:41
  need
• 14:41
  to
• 14:42
  be
• 14:42
  known
• 14:42
  for
• 14:42
  something.
• 14:43
  If
• 14:43
  you're
• 14:43
  vanilla,
• 14:43
  you
• 14:44
  just
• 14:44
  blend
• 14:44
  in
• 14:44
  with
• 14:44
  the
• 14:45
  crowd.
• 14:45
  Everyone
• 14:45
  is
• 14:46
  just
• 14:46
  going
• 14:46
  to
• 14:46
  compete
• 14:47
  on
• 14:47
  price
• 14:48
  because
• 14:48
  you're
• 14:48
  the
• 14:48
  same
• 14:48
  as
• 14:49
  every
• 14:49
  other
• 14:49
  photographer,
• 14:50
  florist,
• 14:50
  celebrant
• 14:51
  in
• 14:51
  your
• 14:51
  area.
• 14:51
  But
• 14:52
  if
• 14:52
  there's
• 14:52
  something
• 14:52
  that
• 14:52
  makes
• 14:53
  you
• 14:53
  different,
• 14:54
  if
• 14:54
  there's
• 14:54
  something
• 14:54
  that
• 14:55
  you
• 14:55
  can
• 14:55
  say,
• 14:55
  we're
• 14:55
  the
• 14:55
  people
• 14:56
  that
• 14:56
  do
• 14:56
  this,
• 14:56
  I'm
• 14:57
  the
• 14:57
  person
• 14:57
  that
• 14:57
  does
• 14:57
  this,
• 14:58
  I
• 14:58
  do
• 14:58
  this
• 14:58
  differently,
• 14:59
  my
• 15:00
  service
• 15:00
  is
• 15:00
  different
• 15:00
  for
• 15:01
  this
• 15:01
  reason,
• 15:01
  then
• 15:02
  that's
• 15:02
  going
• 15:02
  to
• 15:02
  really
• 15:02
  help
• 15:02
  you
• 15:03
  stand
• 15:03
  out,
• 15:03
  especially
• 15:04
  in
• 15:04
  the
• 15:04
  age
• 15:04
  of
• 15:04
  the
• 15:04
  marketing
• 15:05
  theme
• 15:05
  parks
• 15:05
  that
• 15:06
  we're
• 15:06
  living
• 15:06
  in.
• 15:06
  So,
• 15:06
  as
• 15:07
  a
• 15:07
  final
• 15:07
  piece
• 15:07
  today,
• 15:08
  as
• 15:08
  we
• 15:08
  come
• 15:08
  to
• 15:08
  the
• 15:08
  end
• 15:09
  of
• 15:09
  this
• 15:09
  short
• 15:09
  mini
• 15:10
  episode
• 15:10
  all
• 15:10
  about
• 15:11
  the
• 15:11
  customer
• 15:12
  journey,
• 15:12
  I
• 15:12
  want
• 15:12
  you
• 15:12
  to
• 15:13
  start
• 15:13
  thinking
• 15:13
  about
• 15:13
  what
• 15:14
  makes
• 15:14
  you
• 15:14
  different
• 15:15
  and
• 15:15
  how
• 15:15
  you
• 15:15
  can
• 15:15
  start
• 15:16
  shouting
• 15:16
  those
• 15:16
  messages
• 15:17
  from
• 15:17
  the
• 15:17
  rooftops
• 15:18
  in
• 15:18
  all
• 15:18
  of
• 15:18
  the
• 15:19
  different
• 15:19
  areas
• 15:20
  to
• 15:20
  attract
• 15:20
  people
• 15:21
  to
• 15:21
  take
• 15:21
  the
• 15:21
  next
• 15:22
  step
• 15:22
  on
• 15:22
  your
• 15:22
  customer
• 15:23
  journey.
• 15:23
  I'll
• 15:24
  be
• 15:24
  back
• 15:24
  next
• 15:24
  week.
• 15:24
  We're
• 15:24
  going
• 15:24
  to
• 15:25
  be
• 15:25
  talking
• 15:25
  all
• 15:25
  about
• 15:26
  how
• 15:26
  to
• 15:26
  turn
• 15:27
  them
• 15:27
  from
• 15:27
  a
• 15:27
  looker
• 15:28
  into
• 15:28
  an
• 15:28
  inquirer
• 15:29
  in
• 15:29
  the
• 15:29
  next
• 15:30
  part
• 15:30
  of
• 15:30
  the
• 15:30
  funnel.