Gain Price Confidence: How to Stop Undercutting and Start Profiting

In this episode of the Duct Tape Marketing Podcast, I interviewed Steve Gumm, a marketing consultant and the Chief Marketing Officer (CMO) at Gilded Box, a luxury corporate gifting company. He has extensive experience in helping companies break open doors and build lasting relationships through personalized and thoughtful gifting strategies. Through his experience, he reveals the transformative potential of creative gifting in client acquisition, showcasing how agencies can stand out in a crowded market and foster strong, meaningful connections with their clients.   Key Takeaways Steve Gumm, CMO of Gilded Box, emphasizes the power of personalized gifting in marketing, demonstrating how businesses can effectively attract and retain clients through thoughtful and unique gift campaigns. The process involves understanding the client's needs and preferences, designing customized gifts that resonate on a personal level, and leveraging these gifts to build trust and open new opportunities. He explains that successful gifting campaigns are not about the monetary value of the gifts but the thought and personalization behind them. This approach creates memorable experiences that leave a lasting impact on clients, making them more likely to engage and maintain a long-term relationship with you: the business. This episode offers age-old wisdom for businesses looking to enhance their client acquisition efforts through the classic personalized gifting technique. More About Steve Gumm: Connect with Steve Gumm on LinkedIn - linkedin.com/company/gilded-box Visit his Website  -gildedbox.com/ Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

In this episode of the Duct Tape Marketing Podcast, I interviewed Atiba de Souza, a celebrated marketer known for his expertise in video content and human connections. As the head of a video marketing agency for doctors, Atiba de Souza combines his deep understanding of human relationships with cutting-edge marketing strategies. His entrepreneurial journey, which includes managing gyms, a bakery, and food service companies, provides him with a unique perspective on business and marketing. During our insightful conversation, we discussed the emerging concept of 'intelligent content splintering' and explored how repurposing video content can maximize your marketing efforts. Atiba de Souza shared his systematic approach to breaking down long-form videos into engaging short-form content that resonates with different audience segments. We also discussed the role of AI in enhancing the efficiency of content creation and repurposing, as well as the importance of authenticity in video marketing. Key Takeaways 'Splintering' is the new 'Repurposing'. Atiba de Souza emphasizes the transformative power of intelligent content splintering. He explains that understanding your audience's needs and preferences is crucial in identifying which parts of a long-form video will resonate with them. By focusing on these key segments, agencies can create impactful short-form content that drives engagement and builds trust. He also highlights the role of AI tools in streamlining the content repurposing process. These tools can assist in formatting and structuring content for various platforms, ensuring that the repurposed content maintains its relevance and appeal across different channels. However, he stresses that a deep understanding of content theory and strategy is essential for effectively utilizing AI. 'Authenticity' as he calls it. An overused but essential concept, is a central theme in his approach to video marketing. He believes that being genuine and relatable on camera is more important than striving for perfection. This authenticity helps build a strong connection with the audience, fostering trust and credibility. Finally, he underscores the importance of having a structured editorial calendar for content creation. By planning and batching video production, marketers can ensure a consistent flow of high-quality content that aligns with their overall marketing strategy. This approach not only simplifies the content creation process but also enhances its effectiveness in reaching and engaging the target audience. More About Atiba de Souza: Connect with Atiba de Souza on LinkedIn - linkedin.com/in/atibadesouza/ Visit his Website - clientattractionpros.com/ Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

In this episode of the Duct Tape Marketing Podcast, I interviewed Katie Hollar, the marketing lead at Clutch, a leading global marketplace for business service providers. Think of it as Yelp for marketing agencies. Her extensive experience in marketing leadership at Clutch have provided innovative tricks into how verified reviews can transform agency success and drive growth. During our insightful conversation, we explored how Clutch connects buyers and sellers of business services and examined the importance of verified reviews in establishing trust and credibility in the B2B marketplace. In this episode, Katie Hollar shares compelling success stories and practical strategies for agencies to leverage reviews to attract ideal clients and enhance their reputation.   Key Takeaways Katie Hollar emphasizes the critical role of verified reviews in the B2B service sector. She notes that comprehensive and in-depth reviews help agencies differentiate themselves and build trust with potential clients. With an average review on Clutch stretching around 500 words long, every review reveals detailed insights into the client experience, project deliverables, and outcomes. She discusses the growing trend towards strategic marketing services and the increasing demand for agencies that offer more than just tactical solutions. Verified reviews play a crucial role in showcasing an agency’s ability to deliver strategic value, helping them move from being seen as mere vendors or trend-chasers to trusted advisors. Moreover, she points out that responding to both positive and negative reviews is vital for agencies. Engaging with reviews demonstrates transparency and a commitment to client satisfaction, which can significantly influence prospective clients' decision-making processes. Katie Hollar's insights underscore the power of verified reviews in shaping an agency's success, highlighting that authenticity and detailed feedback are key to building a strong and credible online presence. More About Katie Hollar Connect with Katie Hollar on LinkedIn - linkedin.com/in/katiehollar/ Visit her Website - clutch.co/   Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

In this episode of the Duct Tape Marketing Podcast, I interviewed Jonathan Gandolf, the founder and CEO of The Juice, a B2B content platform aimed at solving marketers' biggest pain points in distribution, reach, and audience engagement. Jonathan Gandolf's career has spanned craft beer to digital marketing, leading to his current venture which is often described as the "Spotify for B2B content." During our insightful conversation, we delved into the ever-evolving landscape of content marketing, focusing on the contentious debate between gated and ungated content. Gandolf shared valuable insights from his extensive experience, providing actionable strategies for how businesses can effectively use content to engage their audience and drive conversions. Key Takeaways Jonathan Gandolf emphasizes that content must educate and entertain to build trust and engagement, noting that ungated content is 26% more engaging than gated content. He highlights AI's role in enhancing content creation and distribution efficiencies, while also underscoring the irreplaceable value of human experience and wisdom. Although Gandolf sees strategic value in occasionally gating content to provide customized experiences, he advocates primarily for ungated content to attract genuine audience interaction. More About Jonathan Gandolf: Connect with Jonathan Gandolf on LinkedIn - linkedin.com/in/jonathan-gandolf/ Visit his Website - thejuicehq.com/ Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

In this episode of the Duct Tape Marketing Podcast, I interviewed Josh Elledge, a U.S. Navy veteran who launched UpMyInfluence.com to help agencies, consultants, coaches, and other high-ticket B2B service providers skyrocket their sales. He also started SavingsAngel.com which has grossed more than $6 million in sales with zero paid ads. Josh Elledge is a keynote speaker, writes a syndicated newspaper column to 1.1 million readers, and regularly appears on more than 75 TV stations across the country.  During our, dare I say Meta conversation, we uncovered the transformative power of podcasting for businesses, focusing on how it can be a game-changer for networking and lead generation. A long time of the duct tape marketing podcast and leader in the industry itself, Elledge loans his experience, providing actionable strategies for how small business owners can leverage podcasting to boost business growth and establish strong industry connections.   Key Takeaways Josh Elledge emphasizes how podcasting makes an age-old powerful tool for networking and lead generation, highlighting the importance of interviewing industry leaders to build valuable relationships. He advises creating valuable, audience-centric content to attract and convert listeners into potential leads, stressing consistency and authenticity. Josh Elledge also shares strategies for monetizing podcasts, including sponsorships and affiliate marketing, tailored to your audience/consumers' needs to ensure profitability while delivering value.   More About Josh Elledge: Connect with Josh Elledge on LinkedIn - linkedin.com/in/joshelledge/ Visit his Website - upmyinfluence.com/ Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

In this episode of the Duct Tape Marketing Podcast, I interviewed Terri Sjodin, a seasoned expert in public speaking and sales presentations. As the principal and founder of Sjodin Communications, Sjodin has spent over 25 years coaching Fortune 500 companies, industry associations, and even members of Congress on how to refine their presentation skills. During our conversation, we broke down the top three points in her latest book, "Presentation Ready," which identifies and addresses the most common mistakes made in sales presentations. Sjodin’s research-backed insights aim to help professionals elevate their presentation game, ensuring they engage their audience and drive conversions effectively.   Key Takeaways "Deliver Presentations not Speeches...Polish comes from practice, but charisma comes from certainty". Terri Sjodin highlights several critical aspects for delivering successful sales presentations: structure your message persuasively with clear arguments and storytelling, avoid the pitfall of winging it by thoroughly preparing, engage your audience to prevent boredom, close with a strong call to action, and adapt your approach to different presentation platforms. Drawing examples like actress Merly Streep's effortless performances she nails on the necessity of practice, practice, practice! Don't just conclude, close, don't just be informed, learn to persuade and never wing it. By addressing these common pitfalls, professionals can significantly enhance their presentations, ensuring they are engaging and effective. More About Terri Sjodin: Connect with Terri Sjodin on LinkedIn -linkedin.com/in/terrisjodin/ Visit her Website - sjodincommunications.com/ Check out her book Presentation Ready: Improve Your Sales Presentation Outcomes and Avoid the Twelve Most Common Mistakes  - amzn.to/3UKJqFU Rate, Review, & Follow on Apple Podcasts If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

Rate, Review, & Follow on Apple Podcasts In this episode of the Duct Tape Marketing Podcast, I interviewed Chris Martinez, a dynamic entrepreneur who transformed his struggling startup into a thriving multimillion-dollar agency. Chris Martinez is the CEO and founder of DUDEAgency.io, a business he grew from scratch into a multimillion-dollar success, earning accolades such as the Stevie Award for Minority-Owned Business of the Year and a Silver Medal for Most Innovative Company Under 100 Employees. He oversees operations in the U.S. and Mexico and hosts the popular podcast Operation Agency Freedom, which focuses on marketing and entrepreneurship. His remarkable journey highlights the power of strategic pivots and the importance of embracing change to achieve business success.   Key Takeaways Chris Martinez's journey underscores the importance of strategic pivots, understanding customer needs, leveraging technology, building a strong team, and continuous learning. By pivoting to a specialized niche, he aligned his services with client demands, enhancing efficiency and scalability through technology. "We see agencies that are really good at lead generation, for example, they can make that phone ring, but if they're not good at managing the relationship with the customer is going to leave." According to him; a dedicated team and positive culture were pivotal, alongside staying adaptable and informed in a technologically driven world. More About Chris Martinez: Connect with Chris Martinez on LinkedIn -linkedin.com/company/dude-agency/ Visit his Website - dudeagency.io/ If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

Rate, Review, & Follow on Apple Podcasts In this episode of the Duct Tape Marketing Podcast, I interviewed Caroline Crewe, an expert on pricing strategies for businesses. Crewe's extensive background includes earning an MBA, completing pricing courses at MIT, and nearly a decade of hands-on experience in the field. Her journey into pricing expertise began with her own business challenges, leading her to understand that pricing is a crucial lever for boosting revenue. In this episode, we uncover the common pricing mistakes businesses make and how to develop confidence in your pricing to stop undercutting competitors and start profiting.   Key Takeaways With years of experience in pricing strategy, Caroline Crewe shares her insights into overcoming common pricing obstacles. She emphasizes the importance of not blindly copying competitors' prices, as this can lead to underpricing and lost revenue. Crewe points out that many businesses fall into the trap of a one-size-fits-all pricing approach, which fails to capture the varying willingness to pay and perceived value among different customers. One of the critical strategies discussed is moving away from cost-plus pricing, which focuses on covering costs plus a desired profit margin. Crewe argues that this approach limits profitability and does not align with customer perceptions of value. Instead, she advocates for value-based pricing, which considers the benefits and outcomes the customer receives. By implementing these strategies, businesses can gain the confidence to set prices that reflect their true value, avoid the pitfalls of undercutting, and achieve greater profitability.

Rate, Review, & Follow on Apple Podcasts In this episode of the Duct Tape Marketing Podcast, I interviewed Patton Gleason, the founder and CEO of Relay Goods. With over 20 years of experience in the outdoor and run specialty industry, Gleason has deep expertise in physical retail, e-commerce, logistics, and operations. Relay Goods offers industry-leading solutions that help brands and retailers maximize the value of excess surplus and returned inventory. Through his insights and experience, Gleason reveals the transformative potential of re-commerce for retail businesses, turning what was once considered a loss into a significant revenue stream, while effectively preventing waste.   Key Takeaways Patton Gleason, CEO of Relay Goods, emphasizes the role of the concept that is: re-commerce in modern retail, highlighting how businesses can effectively manage and profit from returned inventory. The process entails implementing smart inventory solutions and leveraging a specialized marketplace for high-quality returns. Retailers can now transform potential losses into substantial gains, as Gleason's insights underscore the importance of adopting a zero-waste supply chain approach, therefore minimizing waste and maximizing profitability. This episode provides valuable strategies for retailers and partners in defending their revenue and enhancing sustainability. More About Patton Gleason: Connect with Patton Gleason on LinkedIn - linkedin.com/in/pattongleason/ Visit his Website - relaygoods.com If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts

Rate, Review, & Follow on Apple Podcasts In this episode of the Duct Tape Marketing Podcast, I interviewed Maisie Ganzler, the go-to expert on how companies can make positive change in supply chains and other entrenched systems. Ganzler has been featured in leading media outlets, including The New York Times, The Wall Street Journal, NPR, Fast Company, and Bloomberg. She is also the author of "You Can't Market Manure at Lunchtime and Other Lessons from the Food Industry for Creating a More Sustainable Company." Throughout this episode, we discuss the complexities of implementing sustainable business practices and how companies can authentically integrate these practices into their operations and marketing strategies. Key Takeaways With over 30 years of experience at Bon Appetit Management Company as Chief Strategy and Brand Officer, Maisie Ganzler shares her insights into the practicalities of sustainability. She emphasizes the importance of defining sustainability specific to one's industry, advocating for a tailored approach that resonates with both internal stakeholders and customers. Through real-world examples, such as the challenges faced by industrial hog operations, Ganzler highlights the significance of firsthand experiences in driving genuine change. Ganzler also discusses the critical role of authenticity and personal passion in sustainability efforts. She warns against superficial commitments driven solely by market trends, underscoring the need for sincere and strategic initiatives that align with a company's core values and operational capabilities. Additionally, Ganzler introduces the concept of the Circle of Responsibility Matrix, a tool used to track and manage sustainability commitments, ensuring continuous progress and adaptation in the face of changing circumstances. By integrating these insights, businesses can navigate the intersection of profitability and sustainability, making meaningful changes that benefit the environment, society, and their bottom line. Connect with Maisie Ganzler on LinkedIn - linkedin.com/in/maisie-ganzler/ Grab a copy of You Can't Market Manure at Lunchtime: And Other Lessons from the Food Industry for Creating a More Sustainable Company - amazon.com/You-Cant-Market-Manure-Lunchtime/dp/1647825679/ If you liked this episode please consider rating and reviewing the show. Click here - https://podcasts.apple.com/us/podcast/the-duct-tape-marketing-podcast/id78797836 scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode. Connect with John Jantsch on LinkedIn - linkedin.com/in/ducttapemarketing/ Stuck trying to figure out your marketing strategy? Get Your Free AI Prompts To Build A Marketing Strategy HERE - dtm.world/freeprompts