Latest / The SmallBizChat with Melinda Emerson / Building a Sales Funnel with Ryan McCrary

Transcript

Building a Sales Funnel with Ryan McCrary · The SmallBizChat with Melinda Emerson

• 0:00
  2020, you literally could not meet with someone in person.
• 0:03
  You could not do business in person.
• 0:05
  It was illegal to do business in person.
• 0:09
  Hi.
• 0:09
  This is Melinda Emerson, the small biz lady host of the small bizhette podcast.
• 0:13
  I want to serve you.
• 0:14
  This pandemic has been so hard on America's small businesses and on just America in
• 0:20
  general.
• 0:20
  If you're ready to start your dream business, boy, do I have a great offer for you I am
• 0:25
  giving away 1000 copies of my best selling book, become your own boss in 12 months.
• 0:31
  Over a hundred thousand people have this book is been printed in multiple languages around
• 0:35
  the world.
• 0:36
  And I wanted to find a way to serve America's small businesses in this pandemic And so I am
• 0:42
  giving away a 1000 copies of my book.
• 0:44
  All you have to do to get your copy is head over to begin my biz dotcom slash free offer
• 0:51
  to, you know, sign up for your copy.
• 0:53
  All you have to do is pay shipping, and we will mail one out to you.
• 0:56
  I am so excited about this.
• 0:59
  I wanna serve you, grab your copy today.
• 1:02
  I left off.
• 1:04
  Ending small business failure.
• 1:06
  Welcome to the Small Biz Chat podcast with the number one small business expert Melinda
• 1:11
  Emerson.
• 1:13
  Bolinda's goal is to and small business failure, and she'll give you the information
• 1:17
  you need to succeed and live the life you dream of.
• 1:20
  Now here's the small biz lady herself.
• 1:24
  Melinda Emerson.
• 1:27
  Hi.
• 1:27
  I'm Melinda Emerson's small biz lady.
• 1:30
  America's number one small business spurt.
• 1:32
  And I would like to welcome you to the small biz chat podcast.
• 1:37
  Now the goal of the small biz chat podcast is to give our small business audience an
• 1:42
  opportunity to hear sage advice from various different perspectives, all with the goal to
• 1:48
  take your business to the next level.
• 1:50
  Now my next guest is Ryan McCrary, and he's known as the funnel doctor.
• 1:55
  He is a seasoned digital marketer and speaker who loves to share his knowledge on how to
• 2:01
  build strong sales systems in small businesses, his passion lies in helping entrepreneurs and
• 2:06
  authors Get their message and product in front of more people.
• 2:10
  Ryan's digital marketing agency specializes in online sales funnels that generate massive ROI.
• 2:18
  Alright.
• 2:19
  The funnel doctor is in the house.
• 2:21
  Ryan, welcome to Smallishjet lie.
• 2:23
  Thank you so much for having me.
• 2:25
  I'm so excited to be here.
• 2:26
  Oh my gosh.
• 2:27
  Well, I'm really excited to have you because we just heard about how hard it is to get be
• 2:34
  battling with these folks over these keywords and buy an ad.
• 2:36
  So I wanna talk to somebody who specializes in this So first of all, tell me how you got your
• 2:44
  nickname, the funnel doctor.
• 2:45
  Like, what what is your background?
• 2:47
  How did you come to give yourself that superhero moniker, if you will.
• 2:52
  Well, originally in business, my original business was a financial information product
• 2:57
  business.
• 2:57
  So it was not an agency.
• 2:59
  It was not digital marketing.
• 3:00
  I sold online courses.
• 3:02
  I wrote a book, some coaching because my professional background is actually in finance.
• 3:07
  I had my securities licenses.
• 3:08
  I worked in corporate America for many years, but I, you know, when I started my own business
• 3:13
  originally, like I said, it was just selling financial information products.
• 3:16
  But I had to learn how to market and sell online because I didn't have my corporate job
• 3:20
  anymore.
• 3:21
  I didn't have those benefits anymore.
• 3:23
  So I had to really learn how to actually have consistent, predictable revenue for my business
• 3:28
  as an entrepreneur.
• 3:29
  So I literally go head first into learning everything I could about all my marketing
• 3:34
  taking trainings, going to conferences, reading a lot of books from some of the big marketing
• 3:39
  gurus that many of us know today And in the midst of all that, I got a real knack for that.
• 3:45
  I built a lot of relationships with a lot of entrepreneurs, and I started it with building
• 3:49
  my own funnels running my own ads, and people would say like, hey.
• 3:52
  I saw your ads on Facebook, Instagram.
• 3:55
  I see your website, your landing page, kinda who did it.
• 3:57
  Can I hire the person?
• 3:58
  And I said it was actually me.
• 4:00
  So about 3 years ago, I decided to actually build an actual agency and people would have
• 4:05
  funnel issue.
• 4:06
  They would just, like, go to Ryan.
• 4:07
  Go to Ryan if you have any funnel issues or with certain platform and stuff like that.
• 4:11
  So I got coined as quote unquote the funnel doctor by being able to fix any problems
• 4:16
  someone would have with their funnel.
• 4:17
  Alright.
• 4:17
  Well, that's that's a big brand promise right there fixing any problem people have with their
• 4:22
  funnel.
• 4:23
  I'm I might take you up on that.
• 4:24
  Okay.
• 4:24
  So tell me what is the actual definition of a sales funnel?
• 4:29
  A sales funnel is just a step by step process for you to sell your products and serve Some
• 4:35
  people may also refer to it as, like, the customer journey, but a lot of entrepreneurs
• 4:40
  don't actually think of, like, the system that they should have for their business.
• 4:45
  So whether you're capturing leads and you actually turn them into customers, that's a
• 4:49
  system.
• 4:50
  I know when I started my business, I was just passionate about what I did I knew I had a
• 4:54
  service or a product that I wanted to give to out in the marketplace, but I didn't think of
• 4:59
  it in like a system or a systematic way or lead capture and how to bring people through, like,
• 5:04
  an actual journey.
• 5:05
  So like I said, it's basically just a step by step process that you bring customers into to
• 5:10
  sell your products and services.
• 5:11
  Mhmm.
• 5:12
  So it seems like small businesses need to learn how to sell online no matter what they sell
• 5:18
  because this pandemic has been, like, It it doesn't matter what you do.
• 5:23
  You you had your customers have to find you somehow online.
• 5:26
  Why is it so urgent?
• 5:28
  Oh, I personally think it was urgent much before COVID.
• 5:32
  And, you know, people knew it was urgent, and they did what they could to try to do stuff
• 5:38
  online, but with COVID, it now became mandatory.
• 5:41
  Now I know things are opening back up.
• 5:43
  But on 2020, you literally could not meet with someone in person.
• 5:47
  You could not do business in person.
• 5:49
  It was illegal to do business in person.
• 5:52
  So you had no choice but to do business online.
• 5:55
  So that position the digital marketers or the folks that run virtual companies much better.
• 6:01
  So now what we do is a lot more popular.
• 6:03
  It's a lot more needed.
• 6:04
  So you literally, I feel as though, honestly, if you're not doing business online, your
• 6:08
  business will not survive in my opinion.
• 6:11
  So you're saying everybody needs a sales funnel.
• 6:14
  I don't care who you are.
• 6:15
  Everybody everybody.
• 6:17
  If you need leaves at only if you need leaves in sales.
• 6:19
  You know, if you don't need leaves in sales, that maybe, you know.
• 6:22
  But you said only if you need leaves in sales.
• 6:24
  Okay.
• 6:26
  Think I get the point.
• 6:27
  Alright.
• 6:27
  So tell me, what are the top 3 reasons why people struggle with their sales funnels
• 6:32
  though?
• 6:32
  Like, why is this so hard?
• 6:35
  I think a lot of people don't understand fully what a sales funnel is.
• 6:41
  So a sales funnel, and I think with a lot of the online jargon nowadays, people are
• 6:46
  misrepresenting what it is or confused on what it is.
• 6:49
  And it really has little to do and that initially with, like, online, it's your sales
• 6:55
  process in your business.
• 6:57
  So that can be in person, you know, all the direct response marketers that you see direct
• 7:02
  mail and stuff that.
• 7:03
  So you have to understand the system that someone should go through.
• 7:07
  What's the first touch point?
• 7:08
  What's the first introduction online or offline?
• 7:11
  Like, what should that first touch point b, how do you provide value up front?
• 7:15
  And then from there, like, what's the next step?
• 7:17
  How do you make someone want to do business with you?
• 7:20
  And once you understand that, then it's like, okay.
• 7:23
  Well, how do we transition that online?
• 7:24
  What tools do we have to use?
• 7:26
  But I think number 1, people don't understand what it is.
• 7:29
  They don't understand direct response marketing.
• 7:32
  They don't look at their business from, like, a value ladder or a sanction ladder perspective.
• 7:36
  And they also don't have it.
• 7:38
  Alright.
• 7:38
  Alright.
• 7:38
  Hold on.
• 7:39
  Hold on.
• 7:39
  You're starting to throw out terms.
• 7:41
  I don't think people understand.
• 7:42
  So talk about what's the value ladder, Ryan?
• 7:45
  Come on.
• 7:45
  You know?
• 7:46
  Take my folks, which we'll be talking about.
• 7:50
  So, basically, I feel as though, you know, you should have different touch points in your
• 7:55
  business and different amounts of value that you can give to someone.
• 7:58
  Take yourself, for instance.
• 8:00
  You know, I know you have books.
• 8:01
  I know you do coaching, consulting, you know, stuff like that work with a lot of
• 8:05
  corporations.
• 8:06
  You know, so you can give someone a lot of value from your book, but I feel as though, you
• 8:10
  know, you can give them a lot more value if they're on a training with or they sit with you
• 8:14
  in a workshop and stuff like that.
• 8:16
  And I feel as though businesses need to position themselves that way, say, hey.
• 8:20
  You got my book.
• 8:21
  Now why don't you get my course?
• 8:23
  Why don't you get my training?
• 8:24
  Why don't you sit in a workshop with me?
• 8:26
  Why don't you work with me one on 1?
• 8:27
  But, of course, as as entrepreneurs, we have to charge more for that.
• 8:31
  Our time is very valuable, but a lot of us, I know initially for me, I didn't look at my
• 8:35
  business that way.
• 8:37
  I didn't look at different touch points and it's sending people and providing more about
• 8:41
  So you're saying, like, sort of, like, the value ladder is really, like, the book and then
• 8:45
  the workbook and then maybe the mini course and then maybe the the the higher level coaching
• 8:51
  program.
• 8:51
  So it's so it's it's like all of your products.
• 8:54
  It's like the value stack almost.
• 8:56
  Is that what you're saying?
• 8:58
  Kind of, but I think what a lot of people do is they think about price too much and it's really
• 9:04
  about value.
• 9:05
  So once you assign the value that it's like, okay.
• 9:07
  Well, it makes sense that you would charge a $100,000 or $20,000, whatever for someone to
• 9:11
  work with you one on one, up close in person, because there's a lot of value.
• 9:14
  You know, it makes sense that you may charge 25, 30, $40 for your book, you know, because
• 9:18
  that's, like, kind of the amount of value.
• 9:20
  So I think some people think, well, 27, then we go to 47.97.
• 9:24
  Like, 147, they think about it that way, but you really wanna think about it from, like, a
• 9:28
  value perspective.
• 9:29
  And then, like, the price fits with the value.
• 9:32
  So when someone thinks about what they should prioritize because whenever somebody says self
• 9:37
  son of me, I merely think email.
• 9:39
  Like, I immediately think nurture sequences, email.
• 9:43
  You know, that that's what I think when you say cell phone number to me.
• 9:46
  So it's interesting that you're saying No.
• 9:48
  You need to be thinking about it offline first and then take it online.
• 9:52
  So that's interesting to me.
• 9:54
  But when you think about the three things that you can prioritize, whether it is driving
• 10:00
  traffic, your sales systems, or your follow-up systems, how do you prioritize those 3?
• 10:07
  Like, what's most important?
• 10:09
  I feel like a lot of people might think it's driving traffic, but It sounds to me like you
• 10:14
  might not agree with that.
• 10:16
  So what so how should people prioritize if all these things are important?
• 10:20
  What do you gotta do 1st, second, and third?
• 10:22
  And like you said, they definitely all are important.
• 10:25
  So I would prioritize the actual funnel structure.
• 10:29
  Your system and then the traffic and then, like, the follow-up automation, you know, but
• 10:34
  to be honest, I mean, you definitely need all 3.
• 10:37
  I think the first 2, in my opinion, are most important the traffic and the funnel system
• 10:43
  because you could have a great funnel system.
• 10:46
  But online, if you don't have traffic, and not enough people are actually gonna see it.
• 10:50
  I mean, vice versa, if you have a great traffic, you have ads, you have great content,
• 10:54
  but at the same time, if someone engages with your content, or, like, at a Facebook ad, a
• 10:59
  Facebook ad job is to get people to your page.
• 11:01
  So if they get to your page and your page is not optimized to convert, or you don't have
• 11:05
  some type of lead cancer or something like that.
• 11:07
  And, of course, the automated system, you really just gonna waste a lot of money and
• 11:10
  advertising.
• 11:11
  Right.
• 11:11
  So if They were asking me for advice in this conversation.
• 11:15
  I would say sales system, follow-up system, drive traffic.
• 11:21
  That's how I would number it if it were me, but I'm interviewing you.
• 11:25
  So I won't get my 2¢ in that.
• 11:27
  Alright.
• 11:27
  So now let's talk about the sales copy for your funnel, right, because I think I'm a writer.
• 11:35
  I've written books.
• 11:36
  I've written, you know, what, 55,000, you know, articles about how to start and grow, but I
• 11:43
  don't write my own sales copy because That's a completely different skill, but I was curious
• 11:48
  as to whether you thought that the average small business owner out here should try to
• 11:53
  write their own sales emails.
• 11:55
  I definitely suggest you do get an expert that specializes in that to do that.
• 12:02
  Now having said that, really good copywriters don't really expect So I definitely think it
• 12:07
  depends on where you are at in your business.
• 12:09
  The reason why I got good at a lot of the stuff that I do is because I cannot afford to pay
• 12:13
  anybody when I started initially.
• 12:15
  So, you know, and also depending on what your skill set is as an entrepreneur.
• 12:19
  As an entrepreneur, you may be a good writer.
• 12:21
  You may not know response marketing.
• 12:23
  You may not be a quote unquote marketer, but you may be a good writer.
• 12:27
  So like I said, I really do suggest that you get an experienced writer copywriter, someone
• 12:33
  that understands your customer and that type of stuff, but at the same time, they are very
• 12:37
  expensive.
• 12:37
  So if maybe if you have to start on your own, I don't think that's necessarily bad.
• 12:41
  Alright.
• 12:41
  So what are some of the best tools you like with for people building sales systems in their
• 12:46
  business?
• 12:47
  Well, I like The click funnels type of platforms, Cartra, WordPress, you know, that
• 12:53
  type of stuff Shopify, great for ecom brands.
• 12:56
  So I think those are important, but I also, like I said, think that you really wanna be
• 13:00
  clear on your business and, like, your system and see what tool works best for your business
• 13:07
  because I, you know, I know a lot of people like myself, we subscribe to all these
• 13:10
  softwares.
• 13:11
  We got a 1,000,000 different things coming out of our account.
• 13:13
  And then we see that we may not need this or that or we just have too much stuff.
• 13:17
  So I think you definitely need to be clear on the system first and then get a tool that works
• 13:22
  best for you.
• 13:23
  I see.
• 13:24
  So if people are struggling with their sales funnel though, how do they troubleshoot it?
• 13:29
  Good question.
• 13:30
  It depends on really what part of the funnel because there are so many parts.
• 13:35
  Like, is it the copy?
• 13:37
  Is it the headline?
• 13:38
  Is it the offer?
• 13:39
  Like, really depending on what it is?
• 13:41
  So I really am, you know, big on split testing and just trying different things and, like,
• 13:46
  seeing, like, where the issue lies because also the issue may be that you just don't have
• 13:52
  enough traffic.
• 13:52
  I think a lot of people that I've worked with, they may say, like, the the system didn't work
• 13:57
  or the funnel didn't work.
• 13:58
  But they may not have actually drove enough traffic in it to actually really know if it
• 14:02
  works.
• 14:03
  So I think it really just depends on kinda like where it is.
• 14:07
  You know, what you wanna troubleshoot.
• 14:08
  And at the end of the day, if it's not converting, if people are spending money, then
• 14:13
  it may not even be the funnel.
• 14:14
  It may be your offer.
• 14:16
  So the greatest funnel is no substitute for product market.
• 14:20
  There's nothing.
• 14:22
  So the issue could be you just got a bad offer.
• 14:25
  Or or or could it be your offers too expensive?
• 14:28
  I mean, could it be the pricing is wrong, or is it, like, obviously, the
• 14:32
  pricing, but it could be that But, like, depending on the the the traffic.
• 14:38
  So if you have someone who's completely cold and you have a high price, Well, you may need
• 14:43
  to actually warm them up.
• 14:44
  They may may want to do business with you, but if you're selling someone something for $10,000
• 14:49
  and they don't know you, you haven't built a relationship.
• 14:51
  You haven't or them, then, you know, it's not that they don't wanna necessarily buy it, then
• 14:55
  you have to build a no like a trust.
• 14:57
  Got it.
• 14:57
  Got it.
• 14:58
  Alright.
• 14:58
  Last question before we go to break.
• 15:00
  We are just getting started with ads.
• 15:02
  What's the right platform?
• 15:03
  What's the right one to learn on?
• 15:05
  I'm biased to Facebook and Instagram ads.
• 15:08
  So that's what I'm gonna say, you know, but there are many other platforms out there, but I
• 15:12
  would say Facebook is.
• 15:13
  Okay.
• 15:14
  Interesting that you put them together.
• 15:15
  Like, they're a sandwich Interesting.
• 15:18
  Alright.
• 15:19
  You're watching small biz chat live.
• 15:21
  We're gonna talk more with the funnel doctor about all this ads and stuff.
• 15:25
  When we come back, I'm Melinda Emerson.
• 15:27
  Stay with us.
• 15:32
  Hi.
• 15:32
  I'm Melinda Emerson, small biz lady.
• 15:35
  And I'm known as America's number one small business expert.
• 15:38
  I know a thing or 2 about how to run a successful business.
• 15:41
  I've been running my own for over 20 years, and I'm often asked, how do I actually become my
• 15:47
  own boss?
• 15:48
  It starts with knowing what you want and why.
• 15:51
  Then you need to figure out how you're fun your dream business.
• 15:54
  Next, you must research your idea and make sure you understand everything that's involved.
• 16:00
  Next, you must determine your target customer, then complete your business plan.
• 16:05
  And finally, it's time to start your business as a side hustle first if you can.
• 16:10
  I wrote my best selling book become your own boss in 12 months to give you a road map to
• 16:14
  business success.
• 16:15
  And over a hundred thousand people in multiple languages around the world have been helped by
• 16:19
  this book.
• 16:20
  And now to support people affected by this pandemic, I'm giving away a 1000 copies of
• 16:26
  becoming our boss in 12 months For free, all you need to do is pay the shipping and handling
• 16:31
  fees.
• 16:32
  If you're ready to turn your calling into income, claim your free copy of my book today.
• 16:38
  Don't delay.
• 16:39
  This offer is only good while supplies last.
• 16:41
  Click the button below and get yours before they're all gone.
• 16:46
  Hi, everybody.
• 16:47
  We're back now on Smallbiz chat live.
• 16:49
  We're talking with Ryan McCurry.
• 16:51
  The final doctor And he's gonna tell us a little bit more about how to create a strong
• 16:56
  sales funnel.
• 16:57
  Alright, Ryan.
• 16:59
  How long should an initial nurture sequence take for a sales funnel.
• 17:04
  30 days, 60 days, 90 days.
• 17:07
  What is it?
• 17:08
  How should I design my my initial email nurture sequences in a sales funnel?
• 17:13
  I think it depends on the angle.
• 17:15
  So definitely have to depend on what is the next step in your funnel.
• 17:19
  So generally, I would say 30 to 60 days.
• 17:22
  I'm big on kinda hitting them hard in the initial phase, like 7 to 10 emails up front.
• 17:27
  But like I said, I think it really depends on what the end goal is and what you're trying to
• 17:32
  offer on the back end.
• 17:33
  I always start with the end in mind, and I suggest everyone do the same thing.
• 17:37
  Alright.
• 17:38
  So I see a lot of people sometimes sell too quickly, or they sell people at the wrong stage
• 17:45
  of awareness Do you see this issue comment?
• 17:48
  I mean, one of the things that I find really interesting, like, people connected with me on
• 17:53
  LinkedIn, and then, like, 2 seconds later, email me a pitch.
• 17:56
  And I don't know them from Adam's alley cat.
• 17:58
  Right?
• 17:58
  And I'm like, dude, I'm I'm gonna figure out the unconnect button on LinkedIn because you
• 18:03
  offended me that much with this ridiculous pitch.
• 18:05
  So I I mean, but people do that elsewhere online too, but that's like the most common
• 18:11
  egregious place.
• 18:12
  I see it.
• 18:12
  So how how have you seen that happen, you know, with people selling at the wrong stage?
• 18:17
  I've seen that all the time, and great marketers know we really don't have to sell, I
• 18:23
  feel as though when I get on sales call with someone, I don't have to sell.
• 18:26
  They're selling me on why I should work with them.
• 18:29
  So I think what you have to know, like, and trust And, also, I think people wanna see what
• 18:34
  your customers are seeing about you, not just you.
• 18:37
  So I'm real big on that.
• 18:39
  We do a lot of ceimonials and reviews and stuff like that.
• 18:42
  But I do feel as though people definitely try to monetize too early, big on no, like, and
• 18:47
  trust But like I said, all the great marketers, they know that I don't have to initially sell
• 18:52
  anyone on anything.
• 18:54
  I can provide enough valuers though I know the problem that we solve and we know there's a
• 18:58
  major problem as we've been talking about in the digital space of people not knowing how to
• 19:03
  navigate it or have a funnel and stuff like that.
• 19:05
  When I get on a call with someone, I feel as though this is why we can solve your major
• 19:09
  problem.
• 19:10
  I don't have to sell you on anything.
• 19:11
  Interesting.
• 19:12
  Okay.
• 19:13
  And then what kind of analytics tool should people be looking at to evaluate the success
• 19:17
  success of their funnel?
• 19:18
  I mean, obviously, sales is, like, the number one way to evaluate it, but What kind of other
• 19:23
  analytics markers should they be looking at when they're looking at the success of their
• 19:27
  sales funnels?
• 19:28
  Definitely have a great CRM platform that's gonna look at, of course, the page visits, the
• 19:33
  opt in rates, the conversion rates, your upsell rates, and that type of stuff.
• 19:38
  I haven't really seen, like, a great all in one platform that I've seen that, like, does all
• 19:43
  that stuff.
• 19:44
  You know, we do like a lot of Excel spreadsheets and that type of stuff.
• 19:47
  But like I said, you definitely wanna look at opt in rates conversion rates, click through
• 19:52
  rates, email open rates, email click rates, and also text message as well.
• 19:56
  I know we didn't talk about that a lot today.
• 19:58
  But I think text message is getting a lot more popular.
• 20:01
  The open rates and the click through rates are a lot higher than email.
• 20:04
  We still love email.
• 20:05
  Email still works.
• 20:06
  Email's not dead.
• 20:07
  Don't let anyone tell you that.
• 20:08
  But I think that's another thing that's important as well that people don't talk about
• 20:12
  enough is the text marketing is getting more popular too.
• 20:15
  Alright.
• 20:15
  And then last thing, how do you determine if you don't have a strong enough offer?
• 20:19
  Like, I mean, because that's really hard.
• 20:22
  Is it just like No sales must be a bad offer, or do you think there's other things to look at
• 20:28
  before you look at your offer?
• 20:30
  Number 1, how many people have seen, though?
• 20:33
  So I think that's one on 1, like, how many people have actually went to your page and
• 20:39
  actually seen it?
• 20:40
  And have a substantial enough traffic to actually know if it's the offer or not.
• 20:46
  Now if you've had the traffic, then it comes to my opinion is what type of traffic?
• 20:51
  Was it warm traffic, cold traffic, you know, lukewarm traffic?
• 20:56
  And then from there, once you analyze these things, and then it's like, okay.
• 21:00
  Now once we see that we have warm traffic, they know, like, and trust us.
• 21:03
  We've had enough page visits.
• 21:05
  Now it's not converting.
• 21:07
  Now it may be the offer, maybe the price, and stuff like that.
• 21:11
  And, also, I think how are you selling it?
• 21:13
  Because if you're selling something high price, rarely do people buy that just from, like, your
• 21:18
  sales page to a Facebook ad?
• 21:20
  You may need a conversation with them on the phone or in person.
• 21:23
  So it may be that they wanna buy it, but it's just how you're selling it is not the right
• 21:27
  mechanism.
• 21:27
  I see.
• 21:28
  I see.
• 21:29
  Alright.
• 21:29
  What's your favorite podcast?
• 21:31
  I drawers, marketing secrets,
• 21:33
  Who's who is it by again?
• 21:35
  It's the besides yours.
• 21:37
  Oh, besides mine.
• 21:39
  Oh, I'm sorry.
• 21:39
  I didn't hear what you said.
• 21:40
  Besides my.
• 21:41
  Marketing secrets.
• 21:43
  Is Russell Brunson.
• 21:44
  What is your favorite business app?
• 21:46
  Favorite business app.
• 21:48
  Teamwork.
• 21:48
  Teamwork?
• 21:49
  Okay.
• 21:49
  I actually use that one.
• 21:51
  Alright, Ryan.
• 21:52
  Favorite book.
• 21:54
  80 20 sales and marketing.
• 21:56
  Because once I learned the Pareto principle, that changed my business tremendously.
• 22:02
  That was a good book.
• 22:03
  That was a good book.
• 22:03
  Thank you all for joining me for this episode of the small biz chat podcast If you want more
• 22:09
  information about how to start and grow a business, head over to Small Busley University.
• 22:13
  I'm sure I got a course over there that can hook you up and get you where you wanna go.
• 22:17
  Thank you all so much.
• 22:18
  The mission of small bitch tab is to end small business failure.
• 22:22
  I'm Melinda Emerson, the small biz lady.
• 22:23
  I wanna leave you with this.
• 22:25
  You never lose in business either you win or you learn.
• 22:28
  God bless everybody.
• 22:30
  Good night.
• 22:32
  Thank you for listening to the Small Biz Chat podcast with Melinda Emerson.
• 22:37
  For more resources and small business success strategies, visit succeed as your own boss.com.
• 22:44
  Subscribe to this podcast wherever you listen to podcasts and join us next Wednesday.