3 Steps to Better Customer Marketing

WEBVTT 1 00:00:02.540 --> 00:00:02.740 Yeah. 2 00:00:05.240 --> 00:00:09.920 Hey everyone welcome back to be, to be growth. I'm Olivia Hurley with sweet 3 00:00:09.920 --> 00:00:16.690 fish media and today I am joined by Nicole smith from tackle io Nicole. How 4 00:00:16.690 --> 00:00:20.880 are you doing? I'm doing great. Thanks for having me here today. Olivia. Oh my 5 00:00:20.880 --> 00:00:26.470 gosh! Of course, my pleasure. Well I, I'm so excited for this conversation 6 00:00:26.470 --> 00:00:30.250 before we hit record. We were talking about some trends you were seeing in 7 00:00:30.250 --> 00:00:33.800 the market. We were talking about ways that you thought people could adjust 8 00:00:33.800 --> 00:00:37.830 what they're doing to win even more. Um, and one of those things was you've 9 00:00:37.830 --> 00:00:41.630 noticed that people don't focus on customer marketing until there's a 10 00:00:41.630 --> 00:00:48.030 churn issue. So I'm wondering, what do you suggest instead? Yeah. So I really 11 00:00:48.030 --> 00:00:52.030 think, you know, you should start with the customer. I think it's important to 12 00:00:52.030 --> 00:00:55.910 always be doing customer marketing. I think it's just so easy, especially in 13 00:00:55.910 --> 00:01:01.220 like the B two B startup world to, you know, focus on the sales and top of the 14 00:01:01.220 --> 00:01:04.580 funnel and that's what so many metrics are driven off of. But you know, if 15 00:01:04.580 --> 00:01:07.490 you're going to start building a marketing team or you already have a 16 00:01:07.490 --> 00:01:11.330 marketing team or maybe you're requiring one, like take a step back 17 00:01:11.330 --> 00:01:14.450 and think about like how are we supporting our customers from the 18 00:01:14.450 --> 00:01:18.570 marketing perspective? We have someone dedicated to doing marketing for them. 19 00:01:18.570 --> 00:01:22.670 And if not, then this is probably a great episode to think about, you know, 20 00:01:22.680 --> 00:01:26.540 some things that you can be doing and like how those will impact some of your 21 00:01:26.540 --> 00:01:31.670 growth metrics for your company as well. So let's break it down to the bare 22 00:01:31.670 --> 00:01:36.290 bones here. What is customer marketing and how is it different than regular 23 00:01:36.290 --> 00:01:40.280 marketing? Sure. That's a great question. So when I think of customer 24 00:01:40.280 --> 00:01:46.020 marketing, I think of everything post sale. So after that deal closes, that's 25 00:01:46.020 --> 00:01:50.560 really what I think customer marketing starts and picks up. And so customer 26 00:01:50.560 --> 00:01:54.160 marketers are really going to be focused on the retention and expansion 27 00:01:54.160 --> 00:01:59.460 efforts. So helping with Upsell and cross sell opportunities and supporting, 28 00:01:59.470 --> 00:02:03.400 you know, the customer success team and helping to keep those customers so that 29 00:02:03.400 --> 00:02:08.120 no insurance. And then you know, regular marketing, I think of that as 30 00:02:08.120 --> 00:02:12.350 everything like, you know, that's the demand to inside of things and helping 31 00:02:12.350 --> 00:02:16.430 move those prospects from the top of the funnel to the middle of the funnel 32 00:02:16.430 --> 00:02:20.480 to the bottom of the funnel that they do convert and it's using content and 33 00:02:20.480 --> 00:02:25.550 enablement to drive them through those stages. I love it. That was so succinct. 34 00:02:25.560 --> 00:02:31.720 So why do people generally neglect customer marketing until there's red 35 00:02:31.720 --> 00:02:36.510 flags and, and the turn issue? So I will say I was guilty of this for a 36 00:02:36.510 --> 00:02:39.620 long time. And so this might be, you know, another reason I'm passionate 37 00:02:39.620 --> 00:02:43.730 about it, but I really didn't realize like how big of a problem it was until 38 00:02:43.730 --> 00:02:47.830 I was at a company before tackle and we were a customer success platform 39 00:02:47.830 --> 00:02:54.090 actually, but I have spent so much time before that in the Martek space and 40 00:02:54.100 --> 00:02:57.480 everything, there is focused on the buyer journey, you know, we were, it 41 00:02:57.480 --> 00:03:01.620 was all marketing automation tools in your text check and you know, how do 42 00:03:01.620 --> 00:03:05.440 you move buyers through that, how do you get them to sales and get them to 43 00:03:05.440 --> 00:03:08.960 close and lead scoring and lead nurturing and that's what like 44 00:03:08.960 --> 00:03:12.990 marketers were supposed to understand and be obsessed with and then you know 45 00:03:12.990 --> 00:03:17.770 when I got to my last company it was like wow there's a huge gap here and 46 00:03:17.770 --> 00:03:21.240 you know that's what the whole platform did was how you know, how can you make 47 00:03:21.240 --> 00:03:24.680 sure these customers are churning, what are the sides of, you know, this 48 00:03:24.680 --> 00:03:28.460 customer success team is really important, but it's not just a customer 49 00:03:28.460 --> 00:03:33.530 success effort, it's an effort for the whole organization. Uh understanding 50 00:03:33.530 --> 00:03:36.820 that, you know, you need to priority, like marketing needs to focus on them, 51 00:03:36.820 --> 00:03:40.850 product needs to focus on them. I mean sales needs to be focused on them too. 52 00:03:40.860 --> 00:03:45.580 And I think, you know, the real reason that they're neglected so much. It's 53 00:03:45.580 --> 00:03:50.000 just because like that acquisition side is prioritized and there's sometimes 54 00:03:50.000 --> 00:03:54.610 confusion over who owns it in an organization. You know, sales reps 55 00:03:54.610 --> 00:03:59.950 sometimes have responsibility for those up selling cross sell opportunities. Um 56 00:03:59.960 --> 00:04:05.300 account managers, you know, customer success there supporting customers, but 57 00:04:05.300 --> 00:04:09.890 sometimes they don't always have like revenue goals tied to that. You know, 58 00:04:09.890 --> 00:04:13.320 product wants to make sure everything's working right there, getting user 59 00:04:13.320 --> 00:04:17.390 feedback and so everyone's getting these different, you know, sets of 60 00:04:17.390 --> 00:04:21.709 feedback and talking to customers in different ways, but no one's really 61 00:04:21.709 --> 00:04:25.190 putting that all together and saying like, okay, we need to be doing this 62 00:04:25.190 --> 00:04:29.380 and putting a program around it. And that's where I think it's, you know, 63 00:04:29.380 --> 00:04:32.280 you need someone that can take that collaborative problem approach and 64 00:04:32.280 --> 00:04:36.700 understand what the customers need and really put together a program based on 65 00:04:36.700 --> 00:04:43.270 that. So if somebody wants to foray into this world, how do you recommend 66 00:04:43.280 --> 00:04:50.130 they alter the focus? So before even step one, how do they turn the ship? So 67 00:04:50.140 --> 00:04:53.570 I think you really have to make it a top down initiative in your company 68 00:04:53.570 --> 00:04:58.070 because if like the leadership team and C suite isn't on board, then it's just 69 00:04:58.070 --> 00:05:02.720 not gonna work. So if you're doing something like okay, R. S or B. Two 70 00:05:02.720 --> 00:05:07.300 moms that your company, so different versions of goal setting, you should 71 00:05:07.300 --> 00:05:11.210 have something that focuses on, you know, your customers, you know, maybe 72 00:05:11.210 --> 00:05:16.530 it's a retention and expansion goal. I prefer those over turn. Um, you know, 73 00:05:16.530 --> 00:05:20.650 instead of focusing on like lowering your turn rate because I think turn can 74 00:05:20.650 --> 00:05:25.460 be a really reactive measurement piece. So I would rather focus on like those 75 00:05:25.460 --> 00:05:29.660 positive metrics and then I think it's what's important to you and something 76 00:05:29.660 --> 00:05:33.680 we do a tackle is like we have the different functional teams, each create 77 00:05:33.680 --> 00:05:38.210 their own, we use okay ours but create their own like goals and key 78 00:05:38.210 --> 00:05:44.110 performance indicators based off that main company goal. So, you know, I have 79 00:05:44.110 --> 00:05:48.360 a goal around that, you know, sales does customer success, does product 80 00:05:48.360 --> 00:05:53.070 does and then we're all collaborating together to make sure, you know, our 81 00:05:53.080 --> 00:05:57.180 effort to line and that we're not, you know, doing overlapping work, but 82 00:05:57.190 --> 00:06:00.940 there's like one owner of all of this and how are we all working together to 83 00:06:00.940 --> 00:06:05.760 hit that company goal? So I think that's really important that it's top 84 00:06:05.760 --> 00:06:09.810 down and lead and that you kind of understand there's not going to be one 85 00:06:09.810 --> 00:06:14.750 size fits all too for every company that depending on your, you know, 86 00:06:14.750 --> 00:06:18.790 average deal size and who your customers are, you know, what industry 87 00:06:18.790 --> 00:06:21.620 they're in, that you're probably going to have to just kind of experiment and 88 00:06:21.620 --> 00:06:25.610 figure it out as you go along a little bit as well. So what results have you 89 00:06:25.610 --> 00:06:29.900 seen from taking this approach and focusing on customer marketing? You 90 00:06:29.900 --> 00:06:33.220 know, there's been a lot of different results over the years. I'll talk about 91 00:06:33.220 --> 00:06:37.990 one that I think is really great that we've seen a tackle, we have some of 92 00:06:37.990 --> 00:06:42.500 the strongest like advocates ever. Um, I think from focusing on our customer 93 00:06:42.500 --> 00:06:47.390 marketing and just being really strong in this area. So one of the things 94 00:06:47.390 --> 00:06:52.370 we've done is um, during the pandemic and Covid times was we started having 95 00:06:52.370 --> 00:06:56.890 these virtual wind nights for prospects and opportunities, so people that were 96 00:06:56.890 --> 00:07:01.180 in the sales funnel and we decided like, let's, you know, instead of these 97 00:07:01.180 --> 00:07:05.020 people just hearing from tackle of why tackle is great and why you should be 98 00:07:05.020 --> 00:07:10.440 on cloud marketplaces. Let's invite a few of our customers to this session as 99 00:07:10.440 --> 00:07:14.460 well. And if they want to share, you know, talk about their experience with 100 00:07:14.460 --> 00:07:18.670 marketplace and tackle, they can do that as well. But we set it up kind of 101 00:07:18.670 --> 00:07:23.890 an intimate event with about, you know, 30 people on a total of an hour and a 102 00:07:23.890 --> 00:07:27.980 half a solemn, let us through some tastings and we didn't prep customers 103 00:07:27.980 --> 00:07:33.640 were just like, hey, come have wine and join these conversations. And it turned 104 00:07:33.640 --> 00:07:36.580 into something we just didn't expect. I mean our customers would come on and 105 00:07:36.580 --> 00:07:41.010 just sing the praises of tackle. They would, you know, and all we did for 106 00:07:41.010 --> 00:07:45.250 them and the prospects ended up not asking tackle any questions. They would 107 00:07:45.250 --> 00:07:48.880 just start asking customers questions about their experience. And it was so 108 00:07:48.890 --> 00:07:54.150 cool to see this effect of like kind of building this community and you know, 109 00:07:54.150 --> 00:07:58.060 us not having to go into something themselves because no one wants to hear 110 00:07:58.060 --> 00:08:00.810 from us more. They've already talked to our sales team, but just getting to 111 00:08:00.810 --> 00:08:04.280 hear it from people that have already worked with us was just pretty amazing. 112 00:08:04.280 --> 00:08:07.360 I think now we've done eight of these so far just because they've been so 113 00:08:07.360 --> 00:08:12.830 successful. And just again, it's in a very natural way just not having 114 00:08:12.840 --> 00:08:17.290 another salesperson talked to you and said someone who's in their space and 115 00:08:17.290 --> 00:08:20.360 they can understand like, okay, they've done this and this makes sense and this 116 00:08:20.360 --> 00:08:24.070 is how they've been able to, you know, see positive results. I think that's 117 00:08:24.080 --> 00:08:29.830 one of the coolest things I've seen over this past year. Hey, everybody 118 00:08:29.840 --> 00:08:34.120 Logan was sweet this year. You probably already know that we think you should 119 00:08:34.120 --> 00:08:38.039 start a podcast if you haven't already. But what if you have and you're asking 120 00:08:38.049 --> 00:08:42.690 these kinds of questions, how much has our podcast impacted revenue this year? 121 00:08:42.700 --> 00:08:47.050 How's our sales team actually leveraging the podcast content? If you 122 00:08:47.050 --> 00:08:51.610 can't answer these questions, you're actually not alone. This is why cast it 123 00:08:51.610 --> 00:08:55.730 created the very first content marketing platform made specifically 124 00:08:55.730 --> 00:09:00.950 for B two B podcasting. Now you can more easily search and share your audio 125 00:09:00.950 --> 00:09:04.770 content while getting greater visibility into the impact of your 126 00:09:04.770 --> 00:09:09.960 podcast. The marketing teams at drift terminus and here at sweet fish have 127 00:09:09.960 --> 00:09:14.590 started using casted to get more value out of our podcast. And you probably 128 00:09:14.590 --> 00:09:19.940 can too, you can check out the product in action and casted dot us slash 129 00:09:19.950 --> 00:09:27.360 growth. That's C A S T E D dot us slash growth. All right, let's get back to 130 00:09:27.360 --> 00:09:35.000 the show. Oh, that's fascinating. I've met so many people are going to want to 131 00:09:35.000 --> 00:09:39.370 replicate that and try it for themselves. Should, who doesn't love a 132 00:09:39.370 --> 00:09:47.300 Y night? So now let's get tactical for somebody wanting to follow what you're 133 00:09:47.300 --> 00:09:52.140 saying. What is step one? What step to kind of walk me through some of those 134 00:09:52.140 --> 00:09:57.230 first for scepter. So the first step is I really think you have should have 135 00:09:57.230 --> 00:10:01.400 someone that's dedicated to customer marketing. I've tried to do it where 136 00:10:01.400 --> 00:10:06.000 it's like someone in my marketing teams job as part of like their other 137 00:10:06.000 --> 00:10:09.870 responsibilities like in content marketing do it and I just don't think 138 00:10:09.870 --> 00:10:13.090 it works. I think it has to be someone's full time role to own this. 139 00:10:13.090 --> 00:10:17.970 Like it's just as important as demand gen marketing or content marketing as 140 00:10:17.970 --> 00:10:21.940 well. I mean but I think just so many people don't prioritize that as a role. 141 00:10:21.940 --> 00:10:26.710 So the first episode dedicating so into the role. The second step is really 142 00:10:26.710 --> 00:10:30.450 segmenting your customers and figuring out the right programs that are going 143 00:10:30.450 --> 00:10:35.500 to work for them. So I think you know you can look at your customers and say 144 00:10:35.500 --> 00:10:39.700 okay we have a lot of enterprise customers so they need to be more high 145 00:10:39.700 --> 00:10:43.560 touch. So maybe the things that we do for them or things like these kind of 146 00:10:43.560 --> 00:10:49.490 virtual wind events um Or we create more of like a customer advisory board 147 00:10:49.490 --> 00:10:52.990 with them if they're you know really special customers so we can you know 148 00:10:52.990 --> 00:10:56.910 hear them. We've done things back when we were traveling more which will 149 00:10:56.910 --> 00:11:02.390 happen again now but our C. R. O. Was going and going to our customer sales 150 00:11:02.390 --> 00:11:06.690 Kickoffs and he would actually do training for customers at those events 151 00:11:06.700 --> 00:11:11.920 um to train them on tackle and using how to market place. So things like 152 00:11:11.920 --> 00:11:16.200 that are great like just those kind of one on one personalized training if you 153 00:11:16.200 --> 00:11:21.100 have a tech touch like lower tier of customers, you know maybe it's those 154 00:11:21.100 --> 00:11:25.800 like premium or you know some of the free trial or even like that smb group 155 00:11:25.800 --> 00:11:30.490 you can do things like in app messaging more online training or just kind of 156 00:11:30.490 --> 00:11:34.620 like email communication for them and things like that. And then if you have 157 00:11:34.620 --> 00:11:39.040 that like maybe it's a middle segment of customers who you know, will be high 158 00:11:39.040 --> 00:11:43.410 value, but they need more nurturing, think of things that you can do, like 159 00:11:43.420 --> 00:11:48.900 an LMS with some online training or digital content. We've also done things 160 00:11:48.900 --> 00:11:54.900 like an office hours, so we set that up where we were um every month. We were 161 00:11:54.910 --> 00:11:58.290 we do two of these sessions where customers can come and ask us anything 162 00:11:58.290 --> 00:12:02.860 on specific topics. So something like that can be really impactful as well um 163 00:12:02.870 --> 00:12:07.400 You know and just webinars or even setting up a user group. So I think, 164 00:12:07.410 --> 00:12:11.420 you know, it's kind of grouping your customers and figuring out what works 165 00:12:11.420 --> 00:12:14.870 for each segment and how to approach them with those different marketing 166 00:12:14.870 --> 00:12:18.540 aspects because it's definitely not a one size fits all for all your 167 00:12:18.540 --> 00:12:22.360 different customer base and you really have to like think about what's gonna 168 00:12:22.360 --> 00:12:26.590 work for all of them. And then I would say the last step is really like 169 00:12:26.590 --> 00:12:30.890 tracking and measuring your data. So just like you do for prospects, you 170 00:12:30.890 --> 00:12:35.250 should score them and track customers like look at what content they have 171 00:12:35.250 --> 00:12:38.820 engaged engaged with. Like are they not looking at something that they should 172 00:12:38.820 --> 00:12:42.770 be looking at and then you have more data on your customers than you do on 173 00:12:42.770 --> 00:12:47.000 anyone at the top of the funnel who's, you know, just a prospect and you know, 174 00:12:47.000 --> 00:12:50.970 hasn't converted yet. So you know, you can look at an app things with 175 00:12:50.970 --> 00:12:54.690 different tools, you know, like Pando and things like that. Like to 176 00:12:54.690 --> 00:12:57.720 understand is like the frequency changing in which they're looking at 177 00:12:57.720 --> 00:13:02.550 your products. Are they not utilizing certain features? Like if so maybe 178 00:13:02.550 --> 00:13:06.410 there's a need for more accustomed communication or you know, sending them 179 00:13:06.410 --> 00:13:09.990 a video on, how do you utilize something? Or again, inviting them to 180 00:13:09.990 --> 00:13:15.080 like a special office hours on that topic. And then I like to, you know, 181 00:13:15.090 --> 00:13:19.500 identify customer needs and like look at things like, you know, if you have 182 00:13:19.500 --> 00:13:23.700 gone or course or something like that, you know, setting up certain tags in 183 00:13:23.700 --> 00:13:28.300 there and you know, so filtering customer calls to maybe understand 184 00:13:28.300 --> 00:13:32.330 challenges that might be coming up and that should probably help you create 185 00:13:32.330 --> 00:13:36.550 content as well to say like, okay, this is a pain point with this part of the 186 00:13:36.550 --> 00:13:40.480 product. Maybe we need some more training to address that and you know, 187 00:13:40.480 --> 00:13:44.540 that's all. Also things you can look at in your crm if you know, people are 188 00:13:44.540 --> 00:13:48.350 detailed note takers in that area and you know, maybe groups some of those 189 00:13:48.350 --> 00:13:52.430 people, if there are challenges into a user group and, or you know, send out 190 00:13:52.430 --> 00:13:56.760 surveys like, you know, mps and see sack and help you also gauge some of 191 00:13:56.760 --> 00:14:00.050 that. But I think like, you know, voice of the customer through all those 192 00:14:00.050 --> 00:14:04.520 different ways, whether it's like gong or surveys and you know, just listening 193 00:14:04.520 --> 00:14:09.190 and understanding can be super powerful in helping you understand, you know, 194 00:14:09.200 --> 00:14:13.840 that's what you need to do to kind of course correct on this. Oh my gosh, 195 00:14:13.840 --> 00:14:19.980 that is gold dust. So step one is to have a dedicated customer marketing 196 00:14:19.990 --> 00:14:26.660 person. Step two is to determine and categorize your current customers into 197 00:14:26.660 --> 00:14:31.950 categories and two sides into needs. And then three is to score them like 198 00:14:31.950 --> 00:14:36.580 you would your prospects. Oh my gosh, fascinating. That's such a good place 199 00:14:36.580 --> 00:14:42.370 to start. So for somebody who is Going to implement three step process, what's 200 00:14:42.370 --> 00:14:47.220 a warning sign that they're getting it wrong? Yeah. So I think, you know, some 201 00:14:47.220 --> 00:14:51.700 warning signs could be like people aren't engaging with the content that 202 00:14:51.700 --> 00:14:55.880 you're sending. And I think some of that happens if you're using really 203 00:14:55.880 --> 00:15:00.240 template ID communications, um, you know, if you're treating customers like 204 00:15:00.240 --> 00:15:04.220 strangers, which, you know, you have more, again, you have more data on them 205 00:15:04.220 --> 00:15:07.880 than anyone else. So I think it really takes some extra time. And this is 206 00:15:07.880 --> 00:15:12.070 again where I see people struggle with customer marketing, is that like you 207 00:15:12.070 --> 00:15:15.510 have to build a communication on like your individual and account needs. It 208 00:15:15.510 --> 00:15:20.230 can't just be like a mass email blast that you're sending out, inviting all 209 00:15:20.230 --> 00:15:24.680 your customers to one webinar and it's, you know, making sure, you know, even 210 00:15:24.680 --> 00:15:29.890 doing things like if renewal and expansion rapid is the relationship, 211 00:15:29.900 --> 00:15:34.270 make them the center of an email instead of, you know, myself. Like, I 212 00:15:34.270 --> 00:15:37.700 don't need to be sending an email to these customers for something. So I 213 00:15:37.700 --> 00:15:40.870 think things like that, if people aren't responding, they're opting out 214 00:15:40.870 --> 00:15:45.960 of things. That's a pretty bad sign. And another thing that I think is that 215 00:15:46.440 --> 00:15:51.280 again, it can be a retroactive thing, but if you turn is going up again, 216 00:15:51.290 --> 00:15:55.460 that's something I don't like to look at. But well, obviously every business 217 00:15:55.460 --> 00:15:58.540 should look at it. But I think it's something that, you know, if that is 218 00:15:58.540 --> 00:16:01.970 the case, like you want to understand why customers are leaving before you do, 219 00:16:01.970 --> 00:16:06.160 which is why, you know, all of this data is good to understand. But 220 00:16:06.740 --> 00:16:12.030 sometimes what I've seen with that is that the buyer is not the end user and 221 00:16:12.030 --> 00:16:16.070 so people are trying to create content or repurposed content from the 222 00:16:16.070 --> 00:16:20.890 acquisition stage and the people that they're marketing to in the platform so 223 00:16:20.890 --> 00:16:25.060 they might have all the contact and the crm from the people that were in the 224 00:16:25.240 --> 00:16:29.090 sales cycle with them. But then the people that are used, actually, the 225 00:16:29.090 --> 00:16:32.400 users of the platform are completely different users and they've never 226 00:16:32.400 --> 00:16:36.110 really been in contact with them and the marketers are still sending all 227 00:16:36.110 --> 00:16:40.460 this content to people that don't really, you know, care, they're not 228 00:16:40.460 --> 00:16:43.770 using the product day to day. They just signed off on like the purchase order 229 00:16:43.770 --> 00:16:48.240 and everything like that. And so the end users feel really left out of this 230 00:16:48.240 --> 00:16:52.030 and they need help and support and with like more nurturing from marketing. So 231 00:16:52.040 --> 00:16:55.440 I think that's kind of one of the signs too that I see is like you're talking 232 00:16:55.440 --> 00:17:01.140 to the wrong people in your marketing efforts as well. So out of all of the, 233 00:17:01.150 --> 00:17:06.380 like I said before gold dust that you've left in this conversation, what 234 00:17:06.380 --> 00:17:10.599 is the one big takeaway you would want people to get from this episode? I 235 00:17:10.599 --> 00:17:14.829 think probably that the better you understand your customer, it's just 236 00:17:14.829 --> 00:17:17.839 going to make your marketing more effective um and it's really going to 237 00:17:17.839 --> 00:17:21.849 help your entire buyers journey because like I said, you're going to have so 238 00:17:21.849 --> 00:17:25.640 much data on your customers and then you can really use that to work with 239 00:17:25.640 --> 00:17:29.680 the rest of your marketing and sales team and really help shape like your 240 00:17:29.690 --> 00:17:34.690 ideal customer profile more effectively, which is just going to allow. I think 241 00:17:34.700 --> 00:17:38.940 it just helps the rest of your, you know, messaging efforts or demand jin 242 00:17:38.940 --> 00:17:43.760 efforts and everything you're doing like a count based efforts to resonate 243 00:17:43.760 --> 00:17:47.690 more with the information you understand. So I would say not only is 244 00:17:47.690 --> 00:17:50.730 it going to help you, you know, everyone will say, you know, it caught, 245 00:17:50.730 --> 00:17:55.580 there's that famous stats that it's like I think it cost five times more to 246 00:17:55.580 --> 00:17:59.910 acquire a new customer that does to retain an existing one. So not only 247 00:17:59.910 --> 00:18:05.060 that stat but it's also just going to help you make the acquisition cost a 248 00:18:05.060 --> 00:18:10.100 lot less expensive if you actually have or taking that data that you gain and 249 00:18:10.100 --> 00:18:14.890 using it effectively in the virus turning Nicole. Thank you so much for 250 00:18:14.890 --> 00:18:19.160 joining me today. Where can people go to learn more about you and tackle? 251 00:18:19.540 --> 00:18:23.040 Sure. So they can probably learn more about me. The best place is probably 252 00:18:23.040 --> 00:18:29.280 linked in. I try and post um you know, as actively as I can and then um to 253 00:18:29.280 --> 00:18:34.350 learn more about tackle, you can visit tackle dot io well thank you so much 254 00:18:34.350 --> 00:18:38.120 for joining me on the to be growth. Thank you so much for having me Olivia. 255 00:18:38.130 --> 00:18:39.540 Such a fun conversation. 256 00:18:40.840 --> 00:18:41.040 Yeah. 257 00:18:43.240 --> 00:18:49.030 Mm mm. Yeah. For the longest time I was asking people to leave a review of GDP 258 00:18:49.030 --> 00:18:53.780 growth in apple podcasts but I realized that was kind of stupid because leaving 259 00:18:53.780 --> 00:18:58.520 a review is way harder than just leaving a simple rating. So I'm 260 00:18:58.520 --> 00:19:02.190 changing my tune a bit. Instead of asking you to leave a review, I'm just 261 00:19:02.190 --> 00:19:06.340 gonna ask you to go to be be growth in apple podcasts, scroll down until you 262 00:19:06.340 --> 00:19:10.210 see the ratings and reviews section and just tap the number of stars you want 263 00:19:10.210 --> 00:19:15.140 to give us no review necessary. Super easy. And I promise it will help us out 264 00:19:15.150 --> 00:19:19.430 a ton. If you want a copy of my book, content based networking just shoot me 265 00:19:19.430 --> 00:19:24.390 a text after you leave the rating and I'll send one your way text me at 4074 266 00:19:24.390 --> 00:19:26.850 and I know 33 to 8.