Reb Risty – Marketing in the Virtual Universe: 5 Reasons Every Business Should Use Video Testimonials

Reb Risty, Head and CEO of REBL Marketing, is a marketing expert with useful information for communicating with your customers in these unique times. After starting her company in 2008, her mission has been to help her clients clearly communicate their value propositions and boost engagement. The marketplace has rapidly shifted from a digital world to a virtual universe, so online presence is more important than ever before, and video testimonials are a great place to start. As we begin to reopen, Reb has tips for marketing in a cognizant manner.

In her interview, Reb discusses the importance of continuing communication with your customers. She dives deep on the importance of having not just testimonials, but video testimonials from clients. Reb shares some of the reasons video testimonials are so successful and how you can easily start generating your own. It is essential to adapt to the changing marketplace, use Reb’s tips to thrive in the virtual space.

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Relationship Marketing: Interview with Chef and Owner, Nick Brune

In this video interview, Reb Risty, Head REBL at REBL Marketing speaks with Nick Brune, chef and owner of Eco Caters, about their mission and how they use relationship marketing to grow their business.

Do you find it hard, when you are talking with clients, do they understand what your zero waste initiative? Does that really resonate with them?

You know, I would say especially here in California, we’re kind of at the epicenter of this whole culture as far as the organic scene kind of starts out here. Obviously, we’ve got sunshine 70 degrees for most the year, so it’s a little bit easier, right? So yeah, the culture out here, especially, as driven there. But it’s funny, I’m getting contacted by cities left and right. We’re going to be expanding next year. And I mean, Atlanta, Orlando, Boston, Baltimore. These are cities that, that word is out.

Again, like everyone understands this is not a new issue. It’s not just about global warming. It’s, it’s not this Democratic or Republican thing anymore. It’s like, yeah, this is happening. We’ve got a lot of plastic in our oceans. There’s some things we can do to solve these issues, and we’re just trying to take those steps to actually make those things happen. And I think a lot of people are starting to recognize that, so they’re starting to do the same thing.

Well, that’s good. Good. I like to hear that because I think top of mind, you want to be sustainable, you want to be doing the right things, but I think because we’re such fast-paced all the time-

Absolutely.. people are going and going. Easy button.

Yeah, truly. So, my show, I’m obviously marketing, you’ve got a lot of things going on. What strategies are you using to get the word out to your customers?

In the last 12 years, I’ve been through the gauntlet, you could say. So, we’ve done everything on the digital level, from SEO to pay per click. We are just getting into the LinkedIn world, which is working okay. The email campaigns have pretty much been the best and we’re actually moving those in-house through our Salesforce in-house. And I think the email campaigns digitally have been really a really fantastic connection. Pay per click is obviously, it collects the best data for us, right, to where we can actually know where and what and why to spend.

And Eco Caters SEO, again, we’ve been writing a blog for 12 years about organic food online. So, we do really well just organically on those levels. And even more so, again, with what we’re trying to sell now, these longterm contracts for corporations and things like that, like partner with venues, we’re kind of realizing that relationship marketing is more pretty much our best bet. I’d almost rather spend money on an individual to go make sure that they’re having their two meetings a day, rather than hope for five or six leads a day digitally, I can just see my ROI on it a little bit easier.

Wow, I like that. So relationship marketing. Is that part of your sales effort? What does that mean? For anybody who’s not familiar.

Well, this day, right off the bat, it’s pretty much on me to get out and network and be a part, develop our brand here as Eco Caters and get to know the corporate world and have them get to know me. And then from there, it kind of starts to trickle down into all of our salespeople individually, and through peer groups or whatever it may be. Just getting out there and having conversations. We have that set two, run two mentality here.

So, we are trying to set two meetings every day and run two meetings every day, right. And then, I love that book and that saying, “Never eat alone.” So, if you’re going to go have lunch, you should be having a meeting with somebody. And it works out really well. You get to know people around town, you build your own personal network, and most of the time, it’s obviously going to build your pipeline.

You can reach Nick at https://www.ecocaters.com/

Learn more about REBL Marketing at https://reblmarketing.com/

Power Up Your Customer Acquisition Process In 2020

The customer acquisition process needs to evolve as your business does. Here are three strategies you can implement this year to improve your customer acquisition process and see better results.

To increase engagement rates, integrate video content into your sales emails.

Video in sales content is a powerful medium that captures attention. And it’s effective for conversions, too, with over 60% of people deciding to buy after watching a branded video.

You have to figure out a way to cut through all of the noise – and video is a surefire way to do that. Otherwise, your email could get lost in a prospect’s inbox. The important thing is that you get a visual message in front of your target audience so they are compelled to book an appointment, contact you or make a purchase.

To do that, make sure you:

  • Keep your video between 30 and 60 seconds.
  • Highlight customers’ pain points and how you can help.
  • Don’t forget your call to action.
  • Put the word “video” in the subject line.

Nurture leads through targeted email campaigns.

Leads need to be nurtured. You don’t know where your potential client is in their decision-making process. So, provide valuable information and soft nudges to take action until they’re ready to buy. Decision-makers are busy, and you want to stay top of mind until they’re ready to take action. Maybe they need to learn more or just recently encountered a problem that you can solve. If you’re not reaching out to them periodically, they will forget about you and move on to your competition. This is why it’s so important to familiarize yourself with modern email marketing as a way of retaining leads.

Remember, targeting is key. You’re no longer sending mass emails. Instead, they’re tailored to the audience, and the content within is brief and relevant to your lead. Bit by bit, you’re sharing information with them as they need it, as opposed to bombarding them with a flood of information. This leaves them satisfied, rather than overwhelmed. After all, when you send emails, you don’t want to shove your brand at people. Instead, before you send anything, think, “What’s in it for the customer? What do they really want to know?”

A targeted campaign will allow you to send all sorts of information to your leads over a long period of time. It ensures prospects have what they need to make a decision about your product. Once they buy, they come off that particular email campaign. However, sending new information every few weeks allows each lead to stay connected to you.

Some people need more information before deciding, while some people need more time. The personalized campaign caters to both. Plus, there are plenty of emails for them to click when they’re ready to make their decision. It’s a gentle way of guiding them through the sales funnel so they aren’t forgotten along the way.

Use technology to make sales and marketing more efficient.

CRM stands for customer relationship management. This approach utilizes customer data to make it easier for sales and marketing teams to interact with customers.

The sales team can use a CRM approach to better organize all potential leads, pipelines and contact information in a centralized location. The sales team can also track data based on customer response time and evaluate which approaches work best. By using CRM software, you can automate responses. For instance, if a client does not respond, you can set up your software to send them a follow-up within a few days. This saves time for the sales team and increases productivity.

Likewise, the marketing team can use the marketing automation approach to create better campaigns, with more focused targeting and segmentation. Using a marketing automation approach reduces the time needed to create sophisticated customer relationships.

The CRM approach can be used in tandem with marketing automation software, which enables a team to send personalized campaigns and specific pitches to the right potential clients. Automation tools make tasks easier by having technology assist with repetitive aspects, as well as freeing up the sales and marketing teams to be more productive. By grouping potential clients based on interests and past buying behavior, campaigns can become more targeted and effective. This leads to higher conversion rates, as well as better nurturing of leads.

A CRM approach increases collaboration between the sales and marketing teams, as both teams will share information of what they are doing and planning. This leads to more efficient communication and a better understanding of what each department does.

It’s time to start thinking about customer acquisition strategy differently. It will increase company revenue, streamline efforts and create a better overall customer experience.

Written by Reb Risty for the YEC Council. Link to full article here – https://www.forbes.com/sites/theyec/2020/03/27/power-up-your-customer-acquisition-process-in-2020/#758c53cd24c2

Use Marketing Automation Tools to Keep Communicating with Your Customers

Hi, I’m Reb Risty, Head REBL at REBL Marketing. I’m on the YEC Next Council and part of being on the council gives me access to questions from national publications like Forbes and Entrepreneur. Today I received a question from Forbes on what can businesses do to continue to grow and survive during this time of crisis and down economy?

Keep communicating with your customers

My number one is to keep communicating. Don’t forget to stay in front of your customers, whether it’s through email, your social media, or an e-newsletter. Don’t let them forget that you’re still there and you’re still kicking.

Use Email Marketing Automation Tools

Number two, if you had to let your marketing team go or your marketing agency go, and you’re down to a low budget, marketing automation tools are a great way to continue to help you stay in front of your customers at a low cost and it will help save you time as well.

Some of the email marketing tools that are good for times like these are MailChimp or Constant Contact. They’ll help you to create messages that you can then send out to the masses through one step versus having it reach out individually to every contact in your list.

Use Social Media Marketing Automation Tools

The second marketing automation tool is on the social media side. If you do choose to continue to communicate through social media, there are tools like Hootsuite and TweetDeck that allow you to be able to post a message to many platforms versus having to post to each platform individually.

The great thing about these automation tools is they will give you analytics so you can see who’s looking, who’s reading, who’s opening your emails, your posts, and how they’re engaging.

Conclusion

The best thing though is to keep communicating and let your customers know that you’re fighting to get through this just as much as they are and you’re here with them.

Give me a call if you need any help or you have any questions. We are here to help each other.

Thanks, Reb Risty – reb@reblmarketing.com or www.reblmarketing.com

How to create a desktop video with Loom

You can make quick How-To or Instructional videos using software to record your desktop. These types of videos are great to explain how to do something by showing your desktop. We use Loom because it’s easy to use, has a free version and analytics. Using quick desktop videos are also helpful in your sales and proposal process. You can quickly give a review or show an example of how you can help a customer through a Loom video. Send a Loom video gets you twice the engagement and follow up then just a written email.

Use Loom to:

How-To Videos

Instructional Videos

Training videos

Sales and Prospecting videos

www.loom.com

When is your business ready for PR Program?

Reb Risty: If a client wants to, a prospective client, wants to start PR where do they begin and what should they be looking for?

Michelle Stansbury: That’s yes that’s a great question because at the end of the day PR still remains a mystery to a lot of people. And I think it really works better to describe a PR approach based on someone’s specific business because it can be very custom-tailored. But in general, what we start by doing is sitting down and figuring out, you know, is period right for them at this time? For example, you know a company doesn’t have a website yet, probably should hold on the PR yet because it won’t really have a place to direct them to. So, to make sure that PR strategy would be right for them and help them accomplish their goals, and then after we start working together we sit down and we really get in deep with a strategy session of what are the goals and what are the opportunities. Some people think of PR in terms of press releases and I try to avoid using that term at all costs because so many people mean so many different things when they say press release it’s a business owner’s favorite term. I like to throw that out the window. Let’s talk about what we actually mean. So when we put together a calendar we’re gonna look at a few things we’re going to look at: do we have any actual real company news happening over the next six months? Maybe a new product launch? Maybe a big conference that’s coming up? What’s actually happening? Those are going to be things that we’re going to want to put a big push behind. But we don’t just wait for something big to happen to do PR. We’re going to look at the industry and seeing what’s trending what’s happening in the industry and can we pitch out those stories to reporters with the client as the expert or the thought leader in that to get reporters to write stories about something happening in the industry quoting or using as a source, our clients so that their business gets a mention and they get positioned as an expert. So, filling in pitches about the company and then also about industry trends and sometimes even guest articles. We do a lot of that with Forbes for example. There’s a lot of articles in Forbes that we would consider thought leadership.

Michelle Stansbury: So that strategy session, out of that we create this six-month plan. And from that I start pitching reporters. Some of them I already have a good strong relationship with, but otherwise you know, we figure out who are the key media outlets and reporters and editors for the target audience for trying to reach. Then work to build good relationships with them by providing them with good content, a great source who’s an expert in the industry, and really collaborating with them on their articles, their reporting, and what they’re trying to do. Reb Risty: Yeah I think that’s a really good point about the collaboration. I think a lot of people do just think of PR as press releases. But there’s so much creativity and really relationship building that goes on behind it to make it successful and useful for the company.

Michelle Stansbury: Absolutely agree.

Reb Risty: Well thanks, Michelle. If you’re looking to integrate PR into your marketing program or just want to know more about how you can leverage PR, and if it is the right fit for you and your company at this time, give us a call and you can talk to Michelle or me and REBLutionize your marketing through PR.

PR Works Best as Part of an Integrated Marketing Program

Reb Risty: How else does PR work with marketing? You know, how does PR really as a part of an integrated program, help a client?

Michelle Stansbury: Yeah, PR’s a lot of fun but it’s really the most powerful when it is integrated into the other marketing elements. So, I mentioned social and newsletter. One of the most powerful things about PR is not just putting it out to everyone who is reading the newspaper on that day or watching the TV on that day or were tuned into the Forbes column but it’s really about sharing that with your network in hopes that they might bring you might stay top of mind and get a referral out of that, or stay top of mind with your audience and have them realize that you’re doing really cool things and that you know what you’re talking about. That’s some of the advantages. It also plays really well with SEO and people don’t often think of PR and SEO going hand-in-hand but it can be really powerful because one really good backlink in a PR article can have so much SEO juice because they’re coming from these very high credibility publications. So I’d like to work really hand-in-hand with the SEO team and on the flip side SEO so data-driven that by working again hand-in-hand with the SEO team I can learn a lot from their data-driven approach – what topics are trending, what are people searching for, what’s happening digitally that I can learn from to make my pitches more timely?

Reb Risty: I think that’s great and that’s one of the things that I’ve even learned you know, working with you is about how to look at the back end of just the articles that we’re writing and really understand what the key terms are that makes sense for the client. But also I think you’ve done such an amazing job with pitching out to the industry, their industry, and publications, getting them not only in the local industry but at national level coverage which makes them happy and feels good. We’ve seen you know, gotten clients tell us that they drive business that way too. It really helps them elevate their brand at a different level and the thought leadership piece comes into play. So it’s been amazing.

Reb Risty: Thanks, Michelle, and if you’re looking to integrate PR into your marketing program or just want to know more about how you can leverage PR, and if it is the right fit for you and your company at this time, give us a call and you can talk to Michelle or me and REBLutionize your marketing through PR.

How Small Enterprises And Startups Can Work With An Outsourced Marketing Team

Many small enterprises and startups are developing new products, services and solutions they plan to market and sell. However, small organizations may lack the internal resources needed to develop and deploy an integrated “go-to-market” strategy that will ensure success. Instead, they struggle with defining and managing all the various deliverables needed for an impactful and effective product launch.

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