Transcript
WEBVTT 1 00:00:00.120 --> 00:00:04.519 Want to expand the reach of your content, start a podcast, feature industry 2 00:00:04.639 --> 00:00:08.910 experts on your show and leverage the influence and reach of your guests to grow 3 00:00:08.990 --> 00:00:18.670 your brand. Learn more at sweetphish MEDIACOM. You're listening to be tob growth, 4 00:00:19.109 --> 00:00:23.500 a daily podcast for B TOB leaders. We've interviewed names you've probably heard 5 00:00:23.500 --> 00:00:27.379 before, like Gary vanner truck and Simon Senek, but you've probably never heard 6 00:00:27.460 --> 00:00:31.699 from the majority of our guests. That's because the bulk of our interviews aren't 7 00:00:31.739 --> 00:00:36.289 with professional speakers and authors. Most of our guests are in the trenches leading 8 00:00:36.369 --> 00:00:41.170 sales and marketing teams. They're implementing strategy, they're experimenting with tactics, they're 9 00:00:41.210 --> 00:00:45.729 building the fastest growing BTB companies in the world. My name is James Carberry. 10 00:00:45.810 --> 00:00:49.329 I'm the founder of sweet fish media, a podcast agency for BB brands, 11 00:00:49.490 --> 00:00:52.600 and I'm also one of the cohosts of this show. When we're not 12 00:00:52.719 --> 00:00:56.600 interviewing sales and marketing leaders, you'll hear stories from behind the scenes of our 13 00:00:56.600 --> 00:01:00.560 own business. Will share the ups and downs of our journey as we attempt 14 00:01:00.600 --> 00:01:04.549 to take over the world. Just getting well, maybe let's get into the 15 00:01:04.629 --> 00:01:14.709 show. Welcome back to BEDB growth. I'm logan miles of sweet fish media. 16 00:01:14.989 --> 00:01:18.620 Today is another episode in the behind the curtain series, and a really 17 00:01:18.700 --> 00:01:22.739 special one because we're going to be introducing a new cohost of the show and 18 00:01:23.019 --> 00:01:26.260 a new member of the sweetfish team. I've got with me today, guys, 19 00:01:26.659 --> 00:01:29.340 Travis King. Travis, how you doing today, man, man, 20 00:01:29.379 --> 00:01:32.859 I'm on awesome, Logan. I'm super excited for this conversation about to have 21 00:01:33.049 --> 00:01:36.370 and I words can't describe how pump I am. Awesome man, it is 22 00:01:36.810 --> 00:01:40.010 sometime coming. I am excited to have you as part of the team, 23 00:01:40.049 --> 00:01:42.329 which I'll let you talk a little bit about here as we get going, 24 00:01:42.530 --> 00:01:47.760 but your your energy, your passion for be Tob marketing is just going to 25 00:01:47.840 --> 00:01:51.799 add a ton to this show. Before we get into you know what you're 26 00:01:51.799 --> 00:01:55.680 going to be up to and something that you wanted to share with listeners what 27 00:01:55.840 --> 00:01:59.400 you call your connection formula that we're going to share with folks today as well. 28 00:01:59.480 --> 00:02:00.989 Let's just kick it off with a little bit of your background, what 29 00:02:01.109 --> 00:02:06.069 you've been up to, and then have you transition into you know why you're 30 00:02:06.109 --> 00:02:08.310 excited and what you're going to be doing as a cohost here on BB growth. 31 00:02:08.789 --> 00:02:12.030 Yeah, man, I love too, Logan. So first, thanks 32 00:02:12.030 --> 00:02:14.550 so much for having me on. I'm super excited. You know, been 33 00:02:14.550 --> 00:02:17.020 a long time listening to BB growth for the last couple of years and I'm 34 00:02:17.060 --> 00:02:22.180 super pumped for the opportunity to be on the show. And Man, where 35 00:02:22.180 --> 00:02:24.219 does it begin? What all started? Made Twenty Eight, one thousand nine 36 00:02:24.219 --> 00:02:28.939 hundred and ninety one, when my mom and dad decided to bring me into 37 00:02:28.979 --> 00:02:31.449 this world. Back and wait, yeah, man, back and way back 38 00:02:31.530 --> 00:02:37.009 up. So from Delaware, originally went to college and Moravian. It's actually 39 00:02:37.050 --> 00:02:39.370 kind of it's funny how when I went to Marav and I didn't really know 40 00:02:39.490 --> 00:02:44.250 much about, you know, this college world and professional careers or anything like 41 00:02:44.319 --> 00:02:49.400 that, and it actually was through a cold call to an alumni named Jeff 42 00:02:49.400 --> 00:02:53.520 Jenson, who taught me so much about marketing, and he's no longer with 43 00:02:53.639 --> 00:02:57.599 us, but he was a guy that, you know, really taught me. 44 00:02:57.800 --> 00:03:01.909 Had A you know, you're ring that fire to business like he taught 45 00:03:01.949 --> 00:03:05.870 me so much and it words can't describe how much he's meant to me and 46 00:03:05.949 --> 00:03:07.270 my career in my journey. So just want to take the you know, 47 00:03:07.310 --> 00:03:10.349 a second to give him a shout out. You know he's always watching and 48 00:03:12.110 --> 00:03:14.620 have my back and tell me to not do things, and this is the 49 00:03:14.699 --> 00:03:16.620 better way to do with Travis, only because he wanted the best for me. 50 00:03:16.699 --> 00:03:21.180 So just wanted to give it. Thank you to Mr Jay for all 51 00:03:21.219 --> 00:03:24.180 the stuff he's done. And it actually was Mr Jensen who introduced me to 52 00:03:24.580 --> 00:03:29.090 the CEO of the market game and see where actually got my start here in 53 00:03:29.129 --> 00:03:32.250 New York City. So I literally cold called alumni that happened to be in 54 00:03:32.409 --> 00:03:36.330 marketing and startups and was like, Hey, Guy, I have an idea. 55 00:03:36.409 --> 00:03:39.169 I know you don't know me and this is my question, like how 56 00:03:39.250 --> 00:03:44.479 do I get someone to give me money for an idea? And that led 57 00:03:44.560 --> 00:03:47.039 to okay, little man, slow down, maybe she'll get some experience here 58 00:03:47.080 --> 00:03:52.199 in New York. First and went to brand connections, where I learned, 59 00:03:52.240 --> 00:03:55.349 you know, integrated marketing, and they definitely helped challenge your brands, break 60 00:03:55.389 --> 00:04:00.909 through the noise and help brands like Cholula, Johnson and Johnston juice, juice, 61 00:04:00.949 --> 00:04:02.870 like all these big name brands, kind of get their name out in 62 00:04:02.909 --> 00:04:08.750 the market using guerrilla marketing strategies. And then Auntie little Oh me was like, 63 00:04:08.949 --> 00:04:12.699 okay, how do I make more money? I'm getting anxious here, 64 00:04:13.259 --> 00:04:15.699 and I took that, you know, opportunity to look at myself. I 65 00:04:15.899 --> 00:04:19.139 go all right, let me just try this this other route. So I 66 00:04:19.259 --> 00:04:23.220 ended up add a ED tech start up for about a year where I was 67 00:04:23.259 --> 00:04:26.730 selling directly a school districts and trying to figure out, you know, different 68 00:04:26.769 --> 00:04:30.569 ways to tackle having three hundred and down leads a day with also building a 69 00:04:31.290 --> 00:04:35.089 outbound engine that can work in tandem together. So that was a lot of 70 00:04:35.170 --> 00:04:40.519 fun. was there for about a year and then I went home for a 71 00:04:40.600 --> 00:04:46.319 little internal selfdiscovery and I'm learning and also continuously was an entrepreneur and, you 72 00:04:46.439 --> 00:04:48.680 know, worked on some businesses help them realize the value of their customers, 73 00:04:48.720 --> 00:04:53.589 that they're losing out simply by not having a follow up strategy with their previous 74 00:04:53.589 --> 00:04:58.509 customers. So did that for about a year and then got the amazing opportunity 75 00:04:58.589 --> 00:05:02.670 to go over to meet up where I was helping them sell a community platform 76 00:05:02.750 --> 00:05:06.660 to enterprises. So I was trying to figure out how to, you know, 77 00:05:06.939 --> 00:05:13.139 bring in companies like IBM, Amazon, Google and trying to show them 78 00:05:13.180 --> 00:05:16.100 the value of community through the platform that we were helping build, and that's 79 00:05:16.139 --> 00:05:23.129 also where I jumped off my podcasting career and James The shout out to James 80 00:05:24.089 --> 00:05:28.250 for pushing me to start a podcast. That came out of the result of 81 00:05:28.329 --> 00:05:31.290 a BDB growth inner that he runs and I sat down with him. He 82 00:05:31.329 --> 00:05:35.040 said, Hey, Travis, like you should start a podcasting community just because 83 00:05:35.079 --> 00:05:39.560 if you're someone that's so passionate about learning about this topic, like and there's 84 00:05:39.600 --> 00:05:41.879 nobody doing it at the moment, like you should go ahead and be that 85 00:05:42.000 --> 00:05:46.079 guy that pushes your message out there and ask the questions. So all the 86 00:05:46.160 --> 00:05:49.069 way back full circle. Now it's, you know, I'm on the officially 87 00:05:49.110 --> 00:05:53.910 on the team as a cohost, and it's just like that's how the connection 88 00:05:53.949 --> 00:05:58.990 formula works. It's you know people first and then realizing that, you know, 89 00:05:59.110 --> 00:06:01.350 through those relationships, Opportunity will develop. But sometimes, like you just 90 00:06:01.430 --> 00:06:03.939 got to be patient with you know what you're working on. So that was 91 00:06:03.980 --> 00:06:06.699 a long winded intro, but you know, that's it's kind of like my 92 00:06:06.740 --> 00:06:11.660 quick background. Man, it was perfect and I love you know the journey 93 00:06:11.779 --> 00:06:14.500 that you've been on. Certain people have, you know, heard me talk 94 00:06:14.540 --> 00:06:17.500 about kind of my meandering career path. I think that's more and more common 95 00:06:17.610 --> 00:06:24.329 these days. But your passion for people and connection are the common thread that 96 00:06:24.449 --> 00:06:26.769 I see through that, man, and you and I have gotten to know 97 00:06:26.850 --> 00:06:31.250 each other, especially even even more accelerated or the last couple of weeks since 98 00:06:31.329 --> 00:06:34.480 you've joined the team, and folks who listen to the show know that. 99 00:06:34.680 --> 00:06:40.439 You know relationships are so important to us at sweet fish and and that value 100 00:06:40.519 --> 00:06:44.519 matching up between you and the culture we have here in the team with something 101 00:06:44.560 --> 00:06:46.189 I was really excited about. Plus, you bring a lot of be to 102 00:06:46.230 --> 00:06:49.550 be experience, a lot of passion for marketing. You know, people who 103 00:06:49.589 --> 00:06:54.910 listen to the show have have heard US talk about content based networking and you've 104 00:06:54.990 --> 00:06:59.430 executed that yourself. You know our number one core value at sweet fish is 105 00:06:59.629 --> 00:07:04.180 love people well, and you obviously have a passion for people and genuine connection. 106 00:07:04.379 --> 00:07:09.139 So all of that just seem like too great a fit to pass up. 107 00:07:09.180 --> 00:07:12.779 So I'm I was super excited when we were able to bring you onto 108 00:07:12.819 --> 00:07:15.250 the team here recently and I think listeners are going to get a lot of 109 00:07:15.370 --> 00:07:19.410 that as they hear you interview marketing leaders going forward here in the feed. 110 00:07:19.769 --> 00:07:24.170 So one we went to take it a chance today to introduce you to be 111 00:07:24.290 --> 00:07:27.889 to be growth listeners let them know that they'll be hearing from you here in 112 00:07:27.930 --> 00:07:30.199 the feed on BB growth going forward. But we didn't want to just stop 113 00:07:30.279 --> 00:07:33.279 there. We want to give some value to listeners who have taken the time 114 00:07:33.439 --> 00:07:36.839 to click play on this episode. So one of the things you alluded to 115 00:07:36.959 --> 00:07:41.240 their man, is what we're going to unpack today for listeners, and that's 116 00:07:41.480 --> 00:07:45.430 what you call your connection formula. And there's really three things you've got to 117 00:07:45.509 --> 00:07:49.750 add together to get to meaningful and genuine connections, and that is focusing, 118 00:07:49.790 --> 00:07:56.709 number one, on friendship first, to focusing on connection, not just activities. 119 00:07:56.990 --> 00:08:01.100 And three, you've got to recognize and you've got to execute this idea 120 00:08:01.180 --> 00:08:03.180 that everything is human driven. And so we're going to go through those and 121 00:08:03.259 --> 00:08:07.500 then we're going to give people a little bit of a tactical advice on how 122 00:08:07.540 --> 00:08:09.300 to implement this. But let's break it down for folks. As we talk 123 00:08:09.339 --> 00:08:13.850 about what you call your connection formula, talk about friendship first, number one. 124 00:08:15.209 --> 00:08:18.529 Yeah, love to. So, since we'RE TALKING BE TOB marketing in 125 00:08:18.610 --> 00:08:22.329 the context, that's kind of like what I'll be sharing. So when it 126 00:08:22.370 --> 00:08:24.529 comes to be, to be marketing. Number One, friendship first. So 127 00:08:26.529 --> 00:08:33.200 connection means forming a unique link between you and another human always. So if 128 00:08:33.279 --> 00:08:37.080 the goal is friendship first, always, it allows you to turn business into 129 00:08:37.120 --> 00:08:41.590 a part of the story instead of being the entire story. So a lot 130 00:08:41.669 --> 00:08:45.590 of times I find that people reach out and they're like, Oh my God, 131 00:08:45.710 --> 00:08:48.950 that guy saw that you work in business development. Like would love to 132 00:08:48.070 --> 00:08:54.309 introduce myself to you. Not Valuable to me. So I'm like, well, 133 00:08:54.029 --> 00:08:58.340 maybe if you were friends with me, you'd see that I'm a triple 134 00:08:58.340 --> 00:09:01.740 jump where. You'd see that I have a cat, you'd see that I 135 00:09:01.980 --> 00:09:07.220 like sports and like. If you lead with those sorts of things first and 136 00:09:07.419 --> 00:09:09.820 realize that, well, you're going to be able to, you know, 137 00:09:09.940 --> 00:09:13.009 number one, develop friends. Like we're lonelier than ever and I'm the first 138 00:09:13.009 --> 00:09:16.490 to say I'm lonely out here Logan. So if I can get some friends 139 00:09:16.610 --> 00:09:20.929 like, I definitely like, I'm up for it. Number two, you 140 00:09:22.009 --> 00:09:24.279 know, you build an authentic relationship right off the bat. So if we 141 00:09:24.480 --> 00:09:28.759 connect over the giants, because that's my favorite sports teams, shout out, 142 00:09:28.799 --> 00:09:33.480 say Quan, shout out giants, then like, regardless, we're going to 143 00:09:33.519 --> 00:09:37.120 have something to talk about that's not related to business. Yeah, so definitely 144 00:09:37.279 --> 00:09:39.549 friendship first is finding something to connect with someone over. That's as simple as 145 00:09:39.590 --> 00:09:43.669 their favorite sports team. Is Not Rocket Science. Yeah, for all the 146 00:09:43.710 --> 00:09:46.070 BB sales people out there listening to this, I mean you really put the 147 00:09:46.190 --> 00:09:50.350 context there. You know, so many people talk about social selling and that's 148 00:09:50.389 --> 00:09:54.659 just basically, you know, the first version that you gave. Oh Hi, 149 00:09:54.860 --> 00:09:58.220 Travis, I see that you're in business spiltment at sweet fish media. 150 00:09:58.580 --> 00:10:03.259 That's not being social, that's just selling on social. So that's the only 151 00:10:03.340 --> 00:10:07.970 way that social selling actually applies to that. But when you think about it, 152 00:10:07.289 --> 00:10:11.370 okay, these are people that I want to get to know, I 153 00:10:11.490 --> 00:10:15.850 want to build a relationship with. There may be a business reason behind it, 154 00:10:16.169 --> 00:10:18.850 but I'm going to I'm going to pause before I just jump straight to 155 00:10:18.009 --> 00:10:22.240 business and I'm going to use social to learn about them, to engage with 156 00:10:22.360 --> 00:10:28.279 them, to find some common interests and to invest before I ask. So 157 00:10:28.440 --> 00:10:33.519 I think the way that you just flip those two examples of quote unquote social 158 00:10:33.559 --> 00:10:37.350 selling were a perfect example of that friendship first mindset and talking about focusing on 159 00:10:37.750 --> 00:10:43.149 connection rather than activities. Maybe there's a good example there in your story with 160 00:10:43.230 --> 00:10:48.029 getting to know James or another one in your career there. Yeah, so 161 00:10:48.389 --> 00:10:50.259 I'd love to bring up the store with James because it's one of the most 162 00:10:50.299 --> 00:10:54.220 important and impactful stories of my life, to be honest. And when it 163 00:10:54.299 --> 00:11:01.659 came down to like realizing that I was connected to a podcast that focused on 164 00:11:01.740 --> 00:11:05.409 bedb growth, I listen to that podcast like it was my girlfriend, like 165 00:11:05.690 --> 00:11:09.090 I listened to bedb growth on the subway. I listen to bedb growth at 166 00:11:09.169 --> 00:11:15.730 work at the office, and I had numerous connections with the show and then 167 00:11:15.769 --> 00:11:18.720 when the opportunity came up to be, you know, a guest at lunch 168 00:11:18.799 --> 00:11:22.320 with James, I was like, sign me up, I will be there, 169 00:11:22.799 --> 00:11:26.799 and it was fortunate that, you know, the the connection that got 170 00:11:26.840 --> 00:11:31.840 us there was the podcast that I already had a relationship with and I didn't 171 00:11:31.879 --> 00:11:33.470 even know James at all. I just knew that, you know, he 172 00:11:33.710 --> 00:11:37.950 was killing it in digital marketing, I knew he was killing it on social 173 00:11:37.350 --> 00:11:39.789 I knew it was killing it with sweet fish and I'm like, I just 174 00:11:39.870 --> 00:11:45.350 want to be friends with this dude, like he's cool. And so it 175 00:11:45.429 --> 00:11:48.220 didn't come down to how many times that I said James and email. How 176 00:11:48.259 --> 00:11:50.899 many times it James Call me? How many times did he tweet me? 177 00:11:52.220 --> 00:11:54.220 How many times, if he linked in message me and I didn't respond to 178 00:11:54.379 --> 00:11:58.659 the first fifteen of them, that look like the same message. It was 179 00:11:58.019 --> 00:12:03.009 the connection. So by focusing on connection and not activities like one I guess 180 00:12:03.090 --> 00:12:09.330 thought I'd give for people listening is focus on actually making a genuine connection with 181 00:12:09.529 --> 00:12:13.490 someone, not you have the email this account sixteen times, or you have 182 00:12:13.529 --> 00:12:16.519 to call this account thirty times, or we have to do sixteen social touches, 183 00:12:16.600 --> 00:12:20.960 because at the end of the day, that's fifty activities that probably are 184 00:12:20.000 --> 00:12:24.840 falling on deaf ears. And if you focus on realizing that, oh wow, 185 00:12:24.360 --> 00:12:28.960 he really loves the giants and so like, maybe I could figure out 186 00:12:28.960 --> 00:12:31.710 a way to connect with him about what happened this week and we just want 187 00:12:31.750 --> 00:12:35.950 our first game. HMM. Yep, people are freaking out about Daniel Jones, 188 00:12:35.029 --> 00:12:41.190 right, and who's that Guy Man? So touch on this third piece 189 00:12:41.230 --> 00:12:45.019 as we round out. We've talked about friendship. First, focusing on connection, 190 00:12:45.259 --> 00:12:48.899 not activities. And then the third thing. Everything is human driven. 191 00:12:50.139 --> 00:12:52.820 Talk about this specifically in the context of BB sales, maybe. Yeah, 192 00:12:52.980 --> 00:12:58.850 so everything human driven, right, so everything that every person on your team 193 00:13:00.090 --> 00:13:05.809 does is typically behind a computer screen or behind a phone, and you've probably 194 00:13:05.889 --> 00:13:11.090 often found that when you have people that actually engage in real life meetings, 195 00:13:11.730 --> 00:13:16.320 there's a higher percentage that that's a more impactful activity. Hopefully some people agree 196 00:13:16.360 --> 00:13:22.120 with me and everything being human driven. It's behind the screens, behind the 197 00:13:22.279 --> 00:13:28.309 phones, behind all the technology, there's a person and nothing in the speed 198 00:13:28.350 --> 00:13:33.110 to be marketing world happens without people. And if you can focus on realizing 199 00:13:33.190 --> 00:13:39.070 that weight, I shouldn't be driving without reach or sales loft, their gmail 200 00:13:39.669 --> 00:13:43.259 or ring, DNA or any of these other softwares that people are using to 201 00:13:43.340 --> 00:13:48.899 drive their sales process forward. I have to drive my ship forward as a 202 00:13:48.980 --> 00:13:52.820 human to bring value to the person that's on the other side of this message 203 00:13:52.860 --> 00:13:56.649 that I'm sending, and that is what drives the sales function, that's what 204 00:13:56.809 --> 00:14:01.210 drives the marketing function and that's how that engine actually continues to scale as you 205 00:14:01.289 --> 00:14:05.009 go. Yeah, I mean one thing I've heard people kind of push back 206 00:14:05.049 --> 00:14:11.080 against is, you know, the advent and the increase in productivity of sales 207 00:14:11.120 --> 00:14:15.919 engagement tools like outreach has not meant to be just okay, we just turn 208 00:14:15.960 --> 00:14:18.879 it on and then we let the machine do things. It's meant to empower 209 00:14:20.159 --> 00:14:24.909 greater productivity for the reps that are using it. So focusing on the human 210 00:14:24.950 --> 00:14:30.110 behind it, because I can be more organized and more efficient with my outreach. 211 00:14:30.190 --> 00:14:33.870 That means I have more time to think about how can I personalize it 212 00:14:33.990 --> 00:14:35.350 and those sorts of things. And to your point, I think a lot 213 00:14:35.389 --> 00:14:39.700 of people are using tools like that to just set it and forget it on. 214 00:14:39.779 --> 00:14:41.460 The machine is doing my job and then at the same time they hop 215 00:14:41.620 --> 00:14:45.340 on Linkedin and say, oh no, bb sales is in trouble, we're 216 00:14:45.340 --> 00:14:48.220 going to be taken over by the bots. Not if you focus on the 217 00:14:48.299 --> 00:14:52.850 parts that you do well and then use the technology as a layer to increase 218 00:14:52.929 --> 00:14:56.970 the volume or, you know, decrease the time you need to do um 219 00:14:58.169 --> 00:15:01.929 on research, to on people that you're trying to reach out to, those 220 00:15:01.009 --> 00:15:03.490 sorts of things. So that's what I hear when I hear you talking about, 221 00:15:03.769 --> 00:15:07.480 you know, everything being human driven. It definitely rings true for me. 222 00:15:07.600 --> 00:15:13.919 Man Any advice as we wrap up travis for BB sales folks or sales 223 00:15:13.960 --> 00:15:18.120 or marketing leaders in implementing any of this or ways that they can think about 224 00:15:18.559 --> 00:15:22.830 implementing what you talked about here in this connection formula. Yeah, so definitely. 225 00:15:22.870 --> 00:15:26.990 The first piece of advice that I would throw out there right now is 226 00:15:26.190 --> 00:15:31.909 messaging. That's something that is vital and I don't think it's really understood at 227 00:15:31.950 --> 00:15:35.980 a level and depth that it needs to be, especially in today's, you 228 00:15:37.100 --> 00:15:41.419 know, sales world. Messaging is probably, if not one of the most 229 00:15:41.419 --> 00:15:46.259 important pieces of being in marketing and sales. And so when I say messaging, 230 00:15:46.299 --> 00:15:50.250 I mean WHO's responding? What's their title? What's their role? What 231 00:15:50.370 --> 00:15:54.009 are their interest work related, not work related? What skills do they possess? 232 00:15:54.570 --> 00:15:58.889 What passions do they have? So, like think about who's responding and 233 00:15:58.009 --> 00:16:03.919 like really use this to continuously update your ideal customer profile and understand like, 234 00:16:04.320 --> 00:16:08.200 okay, like this was our ICEP in July of two thousand and seventeen and 235 00:16:08.399 --> 00:16:12.639 it actually evolved fifteen times now in September two thousand and nineteen. So like 236 00:16:12.879 --> 00:16:18.830 be adaptable to changing your ICP. I think would be one quick thing that 237 00:16:18.909 --> 00:16:22.830 they can take away. The second thing I'm thinking is to implement real human 238 00:16:22.909 --> 00:16:26.389 connection. I just think these a couple of principles will be super helpful. 239 00:16:26.629 --> 00:16:32.789 So number one, be all in, be one hundred percent dedicated to connecting, 240 00:16:33.379 --> 00:16:40.539 to connecting. Period number two, a relationship in a connection system that 241 00:16:40.740 --> 00:16:45.980 you guys can start to mold some sort of process around. So, okay, 242 00:16:45.460 --> 00:16:51.330 well, Logan and Travis connected ten times before we even had a business 243 00:16:51.490 --> 00:16:56.889 related conversation. Yea. Does that impact the outcome of that relationship where that 244 00:16:56.009 --> 00:17:02.600 first business experience or conversation? Yeah, maybe look at how many times you've 245 00:17:02.759 --> 00:17:07.000 created just a value added touch to someone or a non ask before you make 246 00:17:07.079 --> 00:17:10.799 that ask and then, as you look at that kind of benchmark that, 247 00:17:11.480 --> 00:17:15.039 think of ways how can we delay the ask in a way that still going 248 00:17:15.160 --> 00:17:19.349 to propel things forward, or how can we put more value ahead of that 249 00:17:19.390 --> 00:17:25.150 ask, in either greater volume or a higher level value, those sorts of 250 00:17:25.190 --> 00:17:26.269 things. So that's what I hear when I hear you saying that. Man. 251 00:17:26.750 --> 00:17:30.700 Oh yeah, that's a hundred percent spot on, Logan, a hundred 252 00:17:30.740 --> 00:17:33.339 percent spot on. And I think the last thing I'd want to add is 253 00:17:33.859 --> 00:17:37.819 I'll take this to dating really quickly, because everybody's everybody's talking about it, 254 00:17:37.859 --> 00:17:41.420 everybody's thinking about it. facebook just release the dating APP inside of their platform. 255 00:17:41.420 --> 00:17:44.690 That I'm sure not a lot of people have heard about. But the 256 00:17:44.849 --> 00:17:49.690 main thing. Another like really important key element is reach out to people that 257 00:17:49.769 --> 00:17:55.210 are open to connecting. Like I can't emphasize that enough either, Logan, 258 00:17:55.250 --> 00:18:00.839 because sometimes, like, people just aren't open to connect and people's linkedins can 259 00:18:00.920 --> 00:18:03.720 literally be a leading indicator that they might not be the linkedin type of person. 260 00:18:04.079 --> 00:18:07.759 So they might need a phone call or an email or like a direct 261 00:18:07.839 --> 00:18:11.599 drop in in their office to actually get in front of them. So first, 262 00:18:11.680 --> 00:18:17.869 be one hundred caded, one hundred percent dedicated and all in on connecting. 263 00:18:17.910 --> 00:18:22.109 A second takeaway is, you know, try to build or formulate your 264 00:18:22.109 --> 00:18:26.190 own relationship or connection system that you can use as an indicator to see how 265 00:18:26.269 --> 00:18:30.579 many initial engagements or how many value ads led to a specific sort of outcome. 266 00:18:30.859 --> 00:18:33.619 And then, thirdly, talk to people that are open and connecting. 267 00:18:33.819 --> 00:18:37.859 There are more than enough out there inside of companies that might not fit your 268 00:18:37.859 --> 00:18:41.450 ideal customer profile per se, and they might lead you up into a conversation 269 00:18:41.529 --> 00:18:45.849 later on. That like happens in two thousand and twenty one and that's what 270 00:18:45.130 --> 00:18:48.529 this ground work is for. It's a more long term strategy to opening, 271 00:18:48.569 --> 00:18:52.369 which a lot of sales lose. I'll be straight up. They want short 272 00:18:52.410 --> 00:18:55.799 term results, they want this quarter. So it's like, if you're open 273 00:18:55.880 --> 00:18:57.880 to long term gains, long term growth, you have to be open and 274 00:18:59.000 --> 00:19:02.400 realizing that some of these relationships are just going to take more time in your 275 00:19:02.599 --> 00:19:06.480 typical one and done, wham Bam thinking ma'am, sort of you know, 276 00:19:06.599 --> 00:19:08.960 outreach. Yeah, absolutely, Man, playing the long game is something we've 277 00:19:10.000 --> 00:19:15.309 talked about a long time. Obviously, for anybody seeing that this episode is, 278 00:19:15.710 --> 00:19:19.109 you know, almost episode one two hundred of this podcast will recognize that 279 00:19:19.150 --> 00:19:23.500 that is something that we value greatly here, man. So again, just 280 00:19:23.700 --> 00:19:29.180 everything you're talking about is right in line with everything that we're trying to execute 281 00:19:29.500 --> 00:19:32.700 here at sweet fish and the message that we're trying to share. Man. 282 00:19:32.779 --> 00:19:36.700 So I really appreciate you coming on, kicking things off, jumping in to 283 00:19:36.740 --> 00:19:40.450 be a cohost of the show. I'm really excited for folks who aren't already 284 00:19:40.569 --> 00:19:44.970 connected with you. Let's give them the opportunity to connect, if that's not 285 00:19:45.170 --> 00:19:48.609 too Meta today. What's the best way for someone to reach out and stay 286 00:19:48.690 --> 00:19:52.210 connected follow along with your journey, Travis. Yeah, so the best way 287 00:19:52.450 --> 00:19:56.400 it's simplest is linkedin. You can find me Linkedin my handles Travis King. 288 00:19:56.720 --> 00:20:00.880 One someone already had travis king and I was like, I was close. 289 00:20:02.279 --> 00:20:06.559 But then you can also connect with me on instagram. This is travis so 290 00:20:06.839 --> 00:20:11.390 Thhi, S I z Tra a vis and then if you want to connect 291 00:20:11.390 --> 00:20:14.950 to the podcast, you can feel free to, you know, just google 292 00:20:15.069 --> 00:20:18.789 the community build podcast with Travis King and listen to it on whatever platform suture 293 00:20:19.109 --> 00:20:22.539 fancy. Awesome, man. Hey, this has been fantastic. preciated, 294 00:20:22.660 --> 00:20:30.500 Travis. Thanks Logan. Is a pleasure. We totally get it. We 295 00:20:30.619 --> 00:20:33.259 publish a ton of content on this podcast and it can be a lot to 296 00:20:33.339 --> 00:20:37.410 keep up with. That's why we've started the BOB growth big three, a 297 00:20:37.609 --> 00:20:42.009 no fluff email that fools down our three biggest takeaways from an entire week of 298 00:20:42.089 --> 00:20:48.849 episodes. Sign up today at Sweet Fish Mediacom big three. That sweet fish 299 00:20:48.930 --> 00:20:51.480 Mediacom Big Three
