Category Archives: John Jantsch

Auto Added by WPeMatico

The 7 Roles Every Small Business Owner Must Master (and How to Manage Them All)

The 7 Roles Every Small Business Owner Must Master (and How to Manage Them All) written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I discussed the many hats small business owners wear and how to manage them effectively. Running a business often feels like spinning plates—balancing leadership, sales, client management, and more. Without the right systems in place, entrepreneurs can quickly become overwhelmed.

I broke down the seven essential roles every small business owner must master and shared practical strategies for streamlining operations, leveraging automation tools, and using business delegation to scale efficiently. From marketing strategy to project management, these insights help entrepreneurs focus on business growth while reducing day-to-day chaos.

Mastering these small business management roles is key to scaling a business without burnout. By delegating, automating, and focusing on core priorities, entrepreneurs can build a more sustainable and profitable business.

Key Takeaways:

  • CEO Vision: Small business owners must take time to plan long-term goals and growth strategies to avoid getting stuck in daily tasks.
  • Sales & Marketing: Consistently generating leads and automating follow-ups ensures a steady pipeline of clients.
  • Strategic Planning: A repeatable marketing strategy helps differentiate your business and deliver measurable results.
  • Project & Client Management: Using productivity tools for entrepreneurs like Monday or Asana simplifies workflow and client communication.
  • Finance & Accounting: Outsourcing bookkeeping frees up time and ensures financial stability.
  • Time Management & Delegation: Leveraging virtual assistants for business and outsourcing for small businesses reduces workload while improving efficiency.
  • Automation & AI: Sales automation and business process automation help small business owners scale without increasing workload.

Chapters:

[00:26] Juggling Multiple Roles
[04:38] The CEO Role
[05:37] The Sales Person Role
[07:09] The Strategist Role
[08:46] The Project Manager Role
[09:49] The Marketing Role
[12:59] The Client Manager Role
[13:56] The 4-Prong Approach

 

John Jantsch (00:00.866)

Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch and no guest today, just me, solo show. Those of you out in TV land, see I’ve got my DTM hat wearing just for this solo show. So what are we gonna talk about today? Remember when I was a little kid, I went to the circus, probably many of you did as well. I think they still have it around. Anyway.

They had the elephants and the trapeze and all that stuff, right? But my favorite, always remember was like this guy that would have like seven or eight plates and you’d have them spinning on these long big sticks. You’ve probably seen somebody do that before as well. And you know, it’s just as one would start to drop, he’d get over there and get that one going again. And then he’d find another one that was getting ready to drop and he’d do that one again. you know, years later, I find that and maybe some of you can relate running a business is a lot like that, isn’t it?

feel like we’re constantly spinning plates. And there’s a reason for that. Unless you have 50 or 100 people working for you, you’ve probably got multiple roles. In fact, the typical small agency owner, marketing consultant, that’s who we work with. That’s who I want to talk with, talk about today. I would say that we’ve all got like seven roles that we have to do every single day, maybe or maybe a lot of them we’re not doing, but they still follow us, right? And so

I want to talk today about what those roles are, but then I want to spend some time focused on how we actually free ourselves from the chaos of that, of the, many of those roles. mean, there’s so many amazing tools today that we have available to us. mean, AI being one of them, of course, but a lot of automation tools that really can make life a lot easier.

There’s a couple other things, certainly delegation to VAs and things. So I’m going to cover all of those today. So let’s go with the seven roles, what they are first off. The first one is CEO. mean, whatever you call yourself, somebody’s got to have, somebody’s the leader, that’s probably you, has to have a vision for the business. so, and that’s a role that I see that doesn’t get played very often. But if we’re not looking up and occasionally saying what needs to happen or where do I want to be this time next year?

John Jantsch (02:12.75)

be really, really simple. I mean, you don’t obviously have the same needs as a large organization for a CEO, but somebody who’s at least somebody that being you, who’s at least thinking about like, where am I trying to take this thing? What’s the big picture? All right. Number two, salesperson. Nobody’s going to make it rain, but you, right? I mean, you’re out there generating leads. You’re out there having those meetings. You’re out there closing those deals. That’s a, that’s obviously a very important role that you have to play typically.

Strategist, if you are a marketing consulting firm, if you’re an agency, you need to develop strategy for your clients. That’s really what’s going to differentiate you from everybody else who’s making those marketing plans, who’s helping that client decide where they’re trying to go. Project manager, right? Once you get the client, you do the strategy, you turn into a project manager, managing maybe its vendors or managing projects, campaigns, whatever the work calls for, there is essentially a project manager.

role in it. Then client manager, we have to do the reporting, we have to actually if we’re gonna, if we’re gonna have long term retainer clients, which are my favorites, we’re gonna have to actually maintain that relationship, we’re gonna have to be showing value, week in, week out, month in, month out. And that’s a role. That’s a that’s a function inside of business. And then finally, do we call it accountant? I don’t know. It’s a finance role. Somebody has to collect the money, somebody has to send out the invoices, somebody has to balance the

The checkbook, somebody has to make sure that bills are being paid on time, right? So there is that bookkeeping function. most people that I work with, agency owners, didn’t go into business because they love doing that work, but it’s an essential role. So of these roles, I think the key is to decide.

which ones are the most important? You know, you can make a case for all of them, right? But there’s no question that selling work, doing strategy, maintaining clients, maybe marketing your own business. I mean, these are roles that really have to be done on a consistent basis if you’re going to grow the business until you start getting help, until you can start getting into the role where maybe you are doing one or two of these and you have people doing some of the other roles.

John Jantsch (04:31.576)

So how do you balance that idea that some roles are more important than others, but you can’t just simply neglect or abdicate any of roles. So let’s go through those and talk about maybe how you not escape the role, but escape the chaos of either doing the role poorly or not at all. All right, so the first one, CEO. This is something that in a small business, I mean,

Time blocking is is the probably the only way you’re going to get to this right? If you just put it down as a task, think big about my business and then that like everything else on your checklist has to be addressed first. You’ve got to give yourself. I don’t care what it is, but let’s just pretend it is. Monday afternoon, block off two hours and use that two hours to think about the future of your business. The vision of business where you’re trying to go.

who you need to be doing that with, what you need to be doing without kind of feeling like, in between that, I’m gonna return email and I’m gonna do this project proposal for a prospect. No, that time is your big thinking time. If you don’t do it, if you don’t take that time to analyze where you are, where you’re going, where you wanna be, where the opportunities are, it never gets done. And then you just get really trapped in, gosh, wonder what I did today. Don’t know, I sure was busy, right?

So having that time is how you play the CEO role. Now the salesperson role, you’ve got to really get good at automating a lot of your follow-up. mean, if you are putting, if you’re generating leads by inviting them to webinars or you’re writing, having eBooks or things that they can download, checklists that they can download, you want to make, you know, the active campaigns of the world, the HubSpots of the world will allow you to create a 15 series email follow-up series

that just heaps value after value after value conversation and does it really automatically. I mean, that one’s kind of a no brainer because you really want to be taking a look, know, sale, active campaign, HubSpot, both also have pipeline. So you want to be taking a look at, are people I’ve talked to, here are people I want to talk to, here are people that have expressed interest but not move forward. You want to be having that kind of conversation where you can use those tools to automate

John Jantsch (06:54.862)

You know, if you move somebody from, we had this conversation or we had this meeting, now I’m going to move them to another stage in the pipeline. And that’ll automatically continue to nurture them with a different series of emails because they’ve moved to a different spot in the journey. So it takes time to set some of those things up, but really from a salesperson standpoint, you have to do it. Sales and marketing are something that you have to do every single day. And if you don’t set those things up,

you’ll not only be dropping opportunities, but you’ll be very inconsistent in terms of pipeline. And I think that’s one of the real killers with a smaller business because you get busy and then you look up one day and go, we haven’t been doing any marketing. Now the strategist role, mean, here’s the pitch from duct tape marketing. If you’re an agency or to this role, developing marketing strategy, developing the master plan for a client.

is something that you need to have a repeatable proven system for. If you are constantly making it up with every new client, reacting to what they say they want, here’s a hint. They don’t know what they want. Well, they know what they want. They don’t know what they need. They come to you with a list of tactics. We need you to do our social media and run that campaigns and produce content. What they need is a marketing plan, a marketing strategy that really differentiates them.

And that’s something that we license to agencies, fractional CMOs, consultants as the strategy first leadership system. They need leadership and they need scope. They need you to tell them what to do. They need you to lead them. So having a proven system to do that, quite frankly, is absolutely how you escape really that role from drowning you. Cause that’s, you know, I’ve talked to many, many business owners, many, many agency owners, and that’s the role that

consumes in some cases the greatest amount of time because it’s custom work every single time you do it. So what I imagine if you actually had a client come to you and say, hey, we need a website. You say, yes, you do. But first you need strategy first. And here’s how. And then you literally went down the process step by step. Here’s the process. You taught others in your organization to run many aspects of the process. You don’t have to think about what are we going to do? We’re going to do strategy first.

John Jantsch (09:16.588)

I mean, it’s a game changer. All right, let’s keep moving. Project manager. So you got to work, you develop strategy. They say, the strategy’s brilliant. Who’s gonna do this? And you say, well, I guess we are. And so there, again, using tools like, and we happen to use Monday, project management tools that allow you to not only show your client everything’s on track, give them unified communication.

give them access to all the reports, setting up a project management process that uses a technology like Monday or ClickUp or Asana. mean, there are a dozen, they probably all work about the same way. It’s essential, I think, if you are going to make this work. And a great deal of the things I’ve talked about, AI can play a real role in helping you. It can help you create, it can help you analyze your sales calls, past sales calls. It could help you create that email nurture

Setup that I talked about it could actually help you Set up repetitive tasks in some of the the you know, most of these tools today are building AI into it You can set up repetitive tasks in those All right marketing Your own agency. This is probably the one that gets most people I mean We were a lot of successful agencies in there and I can’t tell how many times they’ve said so they’re coming to us, you know analyzing our program and saying

and don’t look at my website because it’s a work in progress or it needs to be updated or I don’t know what it is. Maybe some of you have experienced that, right? We all do. It’s so hard to work on our own stuff because we’re working on our clients’ stuff. We’ve successfully done where we’ve actually, we have project managers in our business and we actually assign a project manager to our business as a client.

And I suggest that that’s how you have to look at it is you are one of your clients, you’ve got to get that work done. And that’s where really, you know, delegation, having somebody on board to do it. Consistently producing content, reproducing content, a lot of the AI tools, I never advise anybody to go to chat GPT, and say, give me a blog post on x words, but it does a great job of outlining

John Jantsch (11:34.466)

hub pages or outlines for bigger topics or giving you ideas. Then you write the content in your point of view, your voice. And then it does a really good job at repurposing that content into video scripts, into webinars, into LinkedIn posts. And then of course, you know, all of the social networks now tools like Buffer, Hootsuite, Zapier, Zapier, depending upon how you say it.

Lately, all of these tools really allow you to take a long piece of content, turn it into a hundred social posts, schedule those social posts out. The tools now will analyze. Lately is a great tool. It’ll actually analyze your content for what will get the most engagement. So there are many things that you can do and it’s not just a matter of spraying stuff around, but today, our clients, our prospects are actually

participating in a lot of networks. They’re getting their information a lot of different places. And so to some degree, we have to have that content in the format that they want it. Video, audio, text, short form, long form, both in video, long form, short form. So I mean, it’s overwhelming job to do that. And so using some of these assistants to really help you can be key. And before I go any farther, let’s use that word assistant again.

There are so many great ways for you to get virtual assistance. And it may not be, you’re gonna go out and find the marketer of the century and you’re going to delegate all your marketing to them. But maybe your first step is to actually say, look, of these seven roles that John’s talking about, which ones, what are those that I can’t do, I don’t like to do, maybe aren’t as essential for my business?

You know, finance is essential, but it’s not essential that you do it. That’s one that there are a ton of people out there that just basic bookkeeping can be purchased very inexpensively and it’ll get done right. It’ll get done on time. You will have your invoices going out. So, you know, there are places where, you know, investing in your business to get to free up not just time, not just tasks, but maybe even headspace. You know, some of these roles you don’t get to because you just don’t have the headspace.

John Jantsch (14:00.814)

I think we covered, no, I’m down to client manager, keeping clients happy. Boy, I tell you, this is one where we have heavily used AI. And the reason is because a lot of the reports that we get, you use tools like SEMrush and you use Google Analytics and you get these reports, you get a lot of data, but making sense out of the data, extracting anything that demonstrate to a client, here’s the value of what we’re doing.

AI is tremendous at actually analyzing those results. you know, using tools for that. In terms of accounting, again, I’m sure I don’t think there’s an AI tool out there that’ll send invoices. The day’s coming. We will have that. But in terms of the accounting role, I would definitely say that’s one that find somebody to do that. If you’re doing that yourself, it’s not getting done well. It’s not getting done on time. And that’s going to seriously hurt your business.

Here’s kind of the four prong approach, if you will.

John Jantsch (15:08.216)

Figure out what’s important, figure out what you like to do and what you’re good at doing. What’s the most valuable to your business and focus on creating systems and processes around those things that free up some of your time. Think about what you could delegate. And again, the list for that is what do I hate doing? What am I not good at doing? What maybe doesn’t move the needle?

if I’m doing it. And those are the first things that you should delegate and outsource so that you’re not doing them. The trouble with a lot of agencies is that, even solopreneurs, maybe you have three or four clients. And so, hey, I can do all this work. But then you look up one day and you can’t. You’re designing the websites, you’re writing all the copy, you’re doing all the things, and all of a sudden, you’ve got as much as you’ve

got on your plate, can no longer look for clients. You can no longer do really great work. You’re getting burned out. So, you know, delegating and outsourcing as soon as possible is a real key here. So the seven roles that I defined are important. They’re the plates that you have to keep spinning. But guess what? You can build foundations under those plates. They don’t have to be a little skinny stick anymore. So

That’s my two cents. If you’d like to know more about the duct tape marketing strategy first leadership system that we licensed to agencies and consultancies, check out duct tape marketing.com. We’d love to visit with you about how we might be able to bring our proven systems processes, almost business in a box. These seven roles are all covered in our training. So we can bring you that proven system so that you

can actually start getting out there and doing your best work, having a life, scaling a business that serves that life. All right, thanks for tuning in. Love to hear your feedback on today’s show and hopefully we’ll run into you one of these days out there on the road.

 

 

How to Adapt, Thrive, and Stay Human in an AI-Driven World

How to Adapt, Thrive, and Stay Human in an AI-Driven World written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, we dive into the evolving world of marketing in 2025, where artificial intelligence (AI) is reshaping how businesses operate. The discussion highlights the importance of balancing cutting-edge AI tools with timeless human elements like emotional intelligence (EI) and authentic connection. As marketing trends accelerate and marketing tools multiply, the challenge lies in leveraging these advancements strategically while staying true to your brand voice and fostering personalization.

AI in marketing has the power to disrupt industries, but as discussed, it’s critical to focus on strategic marketing and storytelling to maintain authenticity. The conversation also explores hyper-personalization, marketing automation, and how businesses can navigate the fast-paced evolution of marketing tools while creating meaningful relationships with their customers.

By blending cutting-edge AI with timeless human values, businesses can adapt, thrive, and stay human in an AI-driven world. As marketing evolves, success will depend on leveraging personalization, EI, and a clear brand voice to cut through the noise.

Key Takeaways:

  • Strategy Before Technology
    Without a solid marketing strategy, shiny new AI tools can lead to faster failure. Focus on aligning AI applications with your business goals to maximize impact.
  • The Role of Emotional Intelligence (EI)
    As AI democratizes intelligence, EI becomes a key differentiator. Skills like empathy, communication, and contextual understanding are more important than ever in strategic marketing.
  • The Power of Storytelling in Marketing
    Storytelling remains a vital way to humanize your brand and connect with audiences. AI can’t replicate personal experiences, making your authentic stories a unique advantage.
  • Brand Voice and Personalization
    Define and maintain your brand voice to stand out in an AI-saturated landscape. Use AI-driven hyper-personalization to deliver tailored messages that resonate with your audience.
  • Navigating AI Disruption
    AI is transforming marketing trends and tools across content creation, design, and personalized sales. However, businesses that prioritize the human element in marketing will create stronger, more authentic connections.

Chapters:

[01:15] AI vs Previous Tech Excitement
[03:25] Approaching AI Strategically
[05:02] Adopting the Right Mindset Around AI
[10:47] The Human Element Stands Out
[13:04] Importance of Storytelling for Your Brand
[13:49] AI’s Impact on Marketing
[16:08] The Future of Personalization
[18:55] Marketing Focus for 2025

John Jantsch (00:00.686)

Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is Jon Jantsch and I think I’m kind of the guest today because my host today is Sarah Ney, CEO of Duct Tape Marketing and she’s gonna, we’re just gonna have a conversation about some of the things going on in the world of marketing. I’ve said before, I think 2025 is going to be a year to remember in terms of change. I’ll say that next year too, I bet.

But I think the pace of change that I think we’re seeing right now, just in the first couple of weeks of January, it’s kind of flooring me. And I think it’s going to be tough to keep up. So strap in, hang on, and here we go, sir.

Sara Nay (00:40.285)

And we were just having a discussion with some of our team about how we’re always, you know, looked at it, staying in top of marketing trends. And that’s been the position of duct tape marketing for a while. And right now we feel like we’re sprinting more than we have before with all the advancements. And that’s a lot of what we’re going to talk about today. So thanks for letting me steal the host seat. I want to start with a question. Sure.

John Jantsch (00:46.574)

You

John Jantsch (00:58.368)

Yeah. Well, I can, throw in a joke, a lame joke. So R and D now stands for run and dash.

Sara Nay (01:03.805)

I it. Well, I’m going to start with a question. You’ve been in the game, the marketing game for quite some time now. So you were involved when websites, everyone started building websites and getting online. And also when social media became a thing and everyone was talking about how that’s going to change the whole entire industry. And so right now, obviously we’re going through a lot of conversation and discussion and excitement around AI and everything that’s evolving there. So I’m curious, how does right now feel the same?

than some of those different excitement phases that have happened or developments that have happened over the years. And also on the other end, how does it feel a bit different this time or does it feel different?

John Jantsch (01:41.964)

Yeah. So, I mean, in some ways it feels if there’s a same, it’s fundamentally what we’re here to do as marketers. I don’t think it’ll ever change. And so a lot of the changes that came along were like, wait, we have a new way to interact with customers. We have a new platform to be found. Customers, you know, have a different way to buy from us. So those were, those were kind of in a lot of ways, incremental changes, significant ones for a lot of folks.

In terms of the change with what AI is bringing, I think it’s much more foundational. It certainly feels very different. And I think partly because it impacts so many areas of a business. A lot of the website was kind of a marketing thing, whereas AI is impacting finance, it’s impacting customer service, it’s impacting certainly all the marketing functions. And ultimately it’s impacting consumers and what they’re able to do greatly.

I just feel like this is a, you know, I’ve heard some people say this, it might be kind of cliche, but you know, this is almost like, this is almost like, you know, the industrial revolution, like all these machines, you know, came along that automated, you know, manual labor that, you know, that, that really displaced a lot of jobs and started creating the, you know, the knowledge economy. And I think this is a bit more like that. This is going to fundamentally shift how we work.

Sara Nay (03:04.059)

Yeah, absolutely. And the school system, a lot of it was built from that era as well. And so I’ve heard a lot of conversation about, you know, potentially AI adjusting how we actually teach our children in school as well. Who needs it? It’s done for you. A lot of what you’ve spoken about over the years is strategy before tactics. And now a lot of people are talking about strategy before technology. And so I’m just curious your take on there’s, there’s a lot of shiny objects in AI.

John Jantsch (03:08.546)

Yeah. Yeah.

John Jantsch (03:14.722)

Yeah, no more math, right? Who needs math? Who needs learned math, right?

John Jantsch (03:24.557)

Yes.

John Jantsch (03:31.278)

Yeah.

Sara Nay (03:31.867)

There’s a lot of, every time I check my email, there’s 10 different tools that are being recommended for me that relate to AI. And so I think a lot of people are getting sucked into just doing things and figuring out how it works, but not necessarily taking a step back and saying, how could this apply to my business? How could I approach this strategically? So what would your advice be there for someone that needs to get out of the shiny object syndrome and focus on the strategy behind it?

John Jantsch (03:54.498)

Well, I think there’s a real danger in not. In fact, think strategy is more important. And here’s why. It’s like taking somebody who used to ride a bike. You know, got a helmet, you’re riding the bike, you’re probably okay if you crash unless you’re like on a mountain or something, right? But now we’re going to put somebody in the seat of a Lamborghini without a seatbelt, without a helmet. We’re going to say, drive really fast. And if they don’t…

If they’re on the right road, if they don’t have the right map, if they don’t have the right skills, you know, they’re just going to, they’re just going to die faster. I know that’s sort of dramatic, but I think that that’s what’s going to happen from a marketing state, from a business. If your strategy is wrong, if your messaging is wrong, if your product market fit is wrong, you’re just going to fail faster now. So you might succeed faster as well.

Sara Nay (04:29.233)

Yeah.

Sara Nay (04:43.648)

Yeah.

John Jantsch (04:46.606)

But if you don’t have the right strategy in place, it’s going to say, here’s the path we’re going to take. There’s a real danger in just having a whole lot of technology that’s going to get you there faster.

Sara Nay (04:57.649)

Yeah, absolutely. What about the mindset shift too? Cause there definitely are different sides of things. People are like AI is the future, stuff’s changing quickly. This is the best thing ever. But there’s also the other side of things where people are like, I’m terrified as where we’re going, we’re going to lose all these jobs. And so what about adopting the right mindset to be able to advance with these different tools?

John Jantsch (05:04.824)

Yeah.

John Jantsch (05:10.424)

Sure. Yeah.

John Jantsch (05:16.13)

Well, I think there’s legitimate fear. There are a lot of jobs that are going to be displaced, a lot of positions, a lot of skills that are not going to be that important. mean, when you think about it, I now have the world’s smartest human beings, the world’s greatest IQ at my disposal. All of sudden being smarter is not going to be an advantage necessarily because we can tap that computing power.

so the mindset shifts, I think, I think it’s a two level, certainly at the leadership level, you have to embrace it. You have to train your folks. You have to get them ready. And I think at the manager, the skilled, you know, person working in an organization, you know, they have to realize that their job is probably not, any more about doing technical things. it is going to be about managing the path that those technical things are being done on. So.

You know, that might not be a fit for everybody who really likes to get in there and crunch the numbers and analyze the data. You know, instead of really looking at like, I need to be really good at reading actuary tables, for example, you actually need to be really good at analyzing this amazing output that you’re going to get from these tools and managing and orchestrating the output that you get and making sense of it and contextualizing it. And that’s probably a different skill set.

You know, before we got on the call, I was, and I give Lisa Adams full credit for this. her up on LinkedIn. If you want to find out some somebody who’s really doing some great things in AI. But she, she said this statement. I think we’ve been saying it for a long time. Strategy is going to be more important. The human element is going to be more important, but she, just nails it with this. As AI democratizes IQ, EQ is going to become more important.

Some people call them soft skills, but emotional quotient. The ability to bring emotion, the ability to bring reality into who you’re trying to market you, to understand your customers, to understand the context in which your customers are trying to solve their problems. Those are things that humans with high EQ are very, very good at.

John Jantsch (07:33.058)

you can take it farther. mean, AI is democratizing reach. So community is going to be more important. Like as we can like spam more people, you know, communicating is going to be more important as AI just makes it so easy for anybody who’s never written two words, or put two sentences together, can now create, you know, theoretically create long form content, you know, having that personal connection with your clients is going to become more important. So those are all things that

If you were going to go read a book or take a course on EQ, those are the kinds of things, listening, empathy are the kinds of things that they would talk about. And I think those are going to be the things that those are going to be the skills that are going to be valued in the job market moving forward.

Sara Nay (08:19.611)

Yeah, absolutely. And so we’ve talked about this a lot, you and I too, it’s right now it’s we’re not thinking about AI is replacing jobs. It’s helping us do different or better or higher level work. And so think that also sums up what you were saying there. We’re not like firing our whole team and letting them go because we’re bringing a bunch of AI. but we are helping them all elevate and us ourselves elevate, you know, to, focus on the strategic thinking and the creativity and the collaboration and the EQ elements that you talked about there as well.

John Jantsch (08:48.844)

Yeah, and sadly, there will be people that are looking at that way. Look, I can have all these agents and I don’t have to have any people. I saw somebody post on LinkedIn, the $3 billion company with only three employees. you know, those get headlines, those get clicks. But, you know, frankly, it is going to displace the positions or the functions inside of organizations. you know, certainly people with high EQ, I think, will

who can adapt to kind of a new way to work, I think will thrive. And there will be some, you know, just like everything. I mean, when the automobile came along, you know, when the factories came along, mean, different jobs got displaced when the computer came along, you know, different jobs got displaced. And, you know, the, the, it ultimately, you know, new jobs were created, new education was created, new training was created for people to, you know, to change the skills. But that’s

Sara Nay (09:20.669)

Yeah.

John Jantsch (09:44.482)

You know, it’s never great for somebody that, you know, all their life has done a certain type of job and now they’re being told, you have to, you have to work differently than you have your whole life. But you know, that that’s come really with, with even incremental changes, you know, over time in the workplace.

Sara Nay (09:53.776)

No.

Sara Nay (10:00.197)

Yeah, I think it’s really important. I read something the other day about the mind shift with AI and what you were talking about there is like, you really have to have a growth mindset with this thing. You have to be eager to learn and expand and grow as a human to be able to get the full capabilities of AI. And I think that’s a good, good way to think about it as well.

John Jantsch (10:07.918)

Totally. Totally.

John Jantsch (10:16.504)

Yeah. And I’ll acknowledge it’s exhausting. but you, you know, I think particularly at the speed, you know, that we’re moving right now, but you’re absolutely right. You have to have that gross mindset and, and it’s tough because I mean, it means you have to do things that are not comfortable. Maybe, you know, there, there’s a lot of people that you mentioned this idea that AI seems really frightening and kind of techie. And so there’s just.

Sara Nay (10:18.993)

Yeah.

John Jantsch (10:43.468)

You know, some folks that that’s, know, that’s not their comfort zone, but it’s a matter of, don’t mean this in a really negative sounding way, but, I don’t think we have much choice.

Sara Nay (10:55.079)

Yeah.

Another area I want to dive into a bit more is you mentioned the human element a little bit more and making personal connections with your clients. And so with the evolution of AI right now, we’re seeing people are producing more content. There’s chat bots online, you’re, you know, you’re getting cold outreach, direct outreach from AI tools. And so there’s a lot of stuff that feels very automated. LinkedIn comments is another example where it just feels very automated. So how can companies stand out from that noise by doing things such as, you know, building trust, building brand actually

John Jantsch (11:07.491)

Yeah.

John Jantsch (11:25.635)

Yeah.

Sara Nay (11:26.675)

connecting with people. So what are some examples to stand out from the noise?

John Jantsch (11:30.894)

Well, I think for a lot of marketers, particularly, you have to really understand your brand voice. mean, you have to have a brand voice. mean, that’s one of your differentiators. Duct tape marketing is quite often seen by people as very practical, down to earth, plain spoken. And that’s a brand voice that we’ve spent a lot of time developing. And shame on us if we use some of the automation tools to not sound like us.

so, so I think that’s really, you know, I feel like we’re very empathetic. think we’re very caring about what we do, and care about the people that we serve. and that comes out, I think in the content that we produce and, you know, it is really tempting to say, look, I can do a, I can automate somebody having a hundred LinkedIn comments, you know, spread all over the place. Well, first off, it probably is counter.

to what you’re trying to do because you know, you and I have laughed about it. You see these comments on your LinkedIn posts and it’s clearly, you know, that was just AI generated and, and, you know, it really actually kind of makes you want to ban that person, you know? And so it’s certainly not doing any value for them. But I think what it just means is it’ll get easier to spot something that is both AI generated and something that is actually authentically generated.

I think you’ll get, I think the gap between those two is going to get even larger. And so spending the time to say, Hey, here’s who I really am. And this is how I talk. And maybe I don’t use punctuation here, you know, whatever, whatever it is, that is your brand voice. I think just understand it and stay true to it. And I know there are a lot of people talking about, you can train AI to do that. but I can spot it.

Sara Nay (13:18.619)

Yeah. think one of the easiest ways to spot an actual human producing content for me versus AI, one of the best ways I can see is storytelling. If someone’s talking about their actual personal experiences, I think that’s an easy way to spot. do you think there’s going to be an increased importance of storytelling as a brand and also humans representing the brand as well?

John Jantsch (13:27.458)

Yeah, yeah, yeah, yeah, yeah.

John Jantsch (13:39.148)

Yeah. Yeah. I think storytelling has actually been, it’s been hot for 10 years. know, I mean that idea in marketing, but I think you’re right. It’s now going to be a key differentiator. mean, AI can’t make up that case story or that example of, know, what happened, you know, on the day at work in your actual office can’t be made up. And so, you know, I think that that’s a lot of ways going to be a huge differentiator.

Sara Nay (14:04.081)

Yeah, absolutely. Do you think there’s a specific area of marketing that’s being shaken up the most right now? So SEO, paid, any channels that are being shaken up the most right now?

John Jantsch (14:12.653)

Yeah.

John Jantsch (14:16.194)

Well, I think the content one was the first one that of course, you know, when people woke up and went, wait, I hate writing content. You mean I can just put this in this thing and it’ll spit out 700 words? I mean, the real temptation, you know, was first there because it seemed so easy. It seemed, you know, too good to be true, right? And so people certainly jumped in there. So it, now a lot of people are starting to realize the backlash of that and the fallacy of, you know, of that just being able to produce content. So that was the first area though that clearly got disrupted.

I would say the next one is clearly going to be coming in the creative space, the design, the video, the editing. mean, those are things that, again, I don’t think there’s too many people out there going to Dali and producing images for everything, but certainly it’s not far away and they’re not only having video and audio editing tools that work quite well, they’re going to have video and audio creation.

tools that are going to work, you know, to the, to the level where you could actually put in a script and it will actually create an entire video for you. So I think there’ll be some disruption there. Again, I think that’s one of those things that now all of a sudden there’s the, know, there’s a lot of things that AI tools can do. And, you know, I think the differentiator is going to be somebody looking at it and saying, you know, with our brand voice in mind, with our brand promise in mind.

what should it do? And so, you know, there are things, you know, I had somebody that wanted to have an AI bot interview me for a podcast, you know, for, for example, I was like, well, first off, I wasn’t interested, but secondly, I was like, why would anybody, you know, think that was a good idea? But, you know, there are a lot of things that people do because they look at it they go, look, if we connect this together and this connect and people get really excited about that.

Sara Nay (16:01.852)

Yeah.

John Jantsch (16:10.382)

But I think we have to stay real and say, okay, from a practical sense, what would be best experience for our clients?

Sara Nay (16:17.723)

Yeah, absolutely. And that’s why we’ve been really focused on recently in our conversations is what’s a good use case. Like, why are we exploring this? How can we actually make a difference with that? And I think that’s an important thing to keep in mind. Another area that I’ve heard you talk about a little bit is hyper personalization in terms of communication. And so it’s not going to be just about mass content to everyone that follows you. Like we have an opportunity to get a lot more focused in what we’re saying to specific people. So I would love to just hear your, your insights and what do you think the opportunity there is for 2025?

John Jantsch (16:47.352)

Well, for a lot of smaller businesses, the opportunity, mean, personalization has been there. Let’s face it, since email service providers came along and you could say, John, inside an email, that’s a level of personalization that’s been there forever. But what AI does is gives us easier access to a lot of data. So for instance, not only do I know your first name,

I know your LinkedIn profile and I know the last five things you’ve posted about. And that can actually be brought into a data set, you know, keeping all privacy, you know, things in mind that can be brought into a data set that would allow me to say, Hey, here are four products we sell. You talked about this. I’m going to send you an email on Tuesday morning at seven o’clock, because that’s when you post all the time. And I know you’re around on your computer. So I’m going to send you that email and I’m going to talk about.

not only a certain product that we have that I think would be a fit for you, but the problem that you uniquely identified that it solves for you. So that’s the promise of it. Now, the challenge of course is, you know, a lot of small businesses don’t have access to that data. A lot of larger organizations certainly are way ahead in that game. but

Segmenting and personalizing is something that, you know, a lot of the tool sets are going to start making easier in the very near future. And I think it’s, you know, a lot of what we have to do as marketers is informed by behavior that other companies are doing, that people get used to. And so when people start expecting that you’re going to understand, you know, what they need, or you’re going to understand it.

They already bought that product. They’re going to be less tolerant about, you know, your kind of one size fits all kind of promotion.

Sara Nay (18:41.275)

Yeah. On the sales side of things, I’m using a tool right now to prepare for sales calls where it basically brings in someone’s disc profile based on their LinkedIn. And it helps me understand how to sell to that unique individual, how to get their attention. Should I stay very high level or should I get down into the weeds? And so that’s just an example of more personalized sales. I know you were talking a lot about marketing, but marketing and sales go together. So

John Jantsch (18:57.485)

Right.

John Jantsch (19:05.582)

Yeah. I, it’s funny that I use that same tool. Of course, I just did a Google meet with somebody and it actually popped up in the Google meet and said, here’s how to talk with that person. So it was pretty, pretty cool. Yeah. I suspect it does in zoom. I didn’t, I’ve never done it, but I, that was the first time I’d seen it.

Sara Nay (19:16.414)

well.

Sara Nay (19:23.724)

Well, we’re at the top of our time about so any final thoughts just on the topic of 2025, what people should be focusing on right now in marketing.

John Jantsch (19:31.436)

Well, you said probably the one that’s the biggest, know, is, is continue to evolve. I mean, this is not going to stop. You’re not going to catch up necessarily. So continue, you know, to grow, continue to commit to growth. And I don’t think you have to, I don’t think you have to throw your hands up and say, I have to learn everything about this. Follow a couple of good people, focus on one new tool or one new use case, you know, a month.

or something so that you’ll start understanding it and start making it a priority for your teams to start, to continue to grow, to continue to learn these things so that you can actually explore them together and really start to get that mindset cemented about how we have to work with this new set of tools and technology that we’re all going to have available, whether we like it or not.

Sara Nay (20:24.893)

And I would add one more to I’ve learned a lot from just connecting and masterminding with other people that are doing really interesting things with AI and so I would also encourage you on top of what John just shared to form a mini mastermind group with some peers and share use cases and how you’re both all exploring the different tools as well because I think you can just learn a lot from others because we’re all just figuring it out right now.

John Jantsch (20:32.622)

100%.

John Jantsch (20:46.668)

We ought to do that. Why don’t we create a membership type of program where you can join and we’ll give you a use case once a month and kind of collaborate as a group in a live training or something. If that sounds interesting to you, send me an email, because that’s something we might actually work on. think that would be a really cool thing. So it’s just John at Duct Tape Marketing if you think that that idea of a collaboration membership.

around AI so you can learn in real time. Like there’s no way to create a course on AI because it’s changing so fast, but kind of having a monthly accountability group where you’re working on a use case might actually be kind of cool. So let’s do that, sir.

Sara Nay (21:26.609)

Let’s do it. heard it here first. We’ll keep it as practical as possible. So thanks, John.

John Jantsch (21:28.206)

All right. Awesome. Well, thank you all for tuning in to another episode of the Duct Tape Marketing Podcast. And this is where I guess I’m supposed to say, hopefully we’ll see you one of these days out there on the road.

Sara Nay (21:42.109)

Thanks everyone.

 

 

Solving the Marketing Leadership Gap for Small Business

Solving the Marketing Leadership Gap for Small Business written by Jarret Redding read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I tackle a critical topic that small businesses face today: the marketing leadership gap. Many small businesses struggle with disconnected marketing efforts, scattered strategies, and stagnant growth, not due to a lack of tactics but because they lack marketing leadership to tie it all together.

As we look ahead to the future of marketing in 2025, I dive into why traditional solutions—like hiring agencies or fractional CMOs—often fall short and what businesses must do to implement a long-term marketing strategy that drives sustainable business growth. This episode uncovers how a marketing system combined with leadership can transform small businesses into scalable, successful enterprises.

 

Key Takeaways:

  • Most small businesses fail at marketing not because of a lack of tools or tactics but because of a marketing leadership gap.
  • Strong marketing leadership ensures all efforts align with business goals and drive measurable growth.
  • Fix foundational issues first: improve messaging, optimize your website, and focus on building trust through content marketing.
  • Implement a repeatable marketing system that delivers consistent, long-term results.
  • Treat marketing as an asset, not a cost, to increase business value and make your company more attractive for future opportunities.
  • Marketing leadership as a service (e.g., fractional CMOs) offers small businesses and agencies an affordable way to gain strategic guidance.
  • AI can improve marketing execution but cannot replace the leadership and strategy required for success.
  • Agencies should shift their approach to think like architects of marketing systems, not just contractors executing tasks.
  • Businesses must focus on long-term marketing strategies instead of quick, disconnected efforts.
  • Closing the marketing leadership gap will help small businesses achieve sustainable business growth and success in 2025 and beyond.

Chapters:

  • [01:50] The Leadership Gap in Marketing
  • [02:57] Why Marketing Leadership Matters
  • [03:39] Steps to Fix Marketing Leadership Gap
  • [08:48] Marketing Leadership as a Service

This episode of the Duct Tape Marketing Podcast is brought to you by

Nobody does data better than Oracle. Train your AI models at twice the speed and less than half of the cost of other clouds. If you want to do more and spend less, take a free test drive at Oracle.

 

John Jantsch (00:01.04)

Hello and welcome to another episode of the Duck Tape Marketing Podcast. This is John Jantsch and no guest today. I am doing a solo show. Let’s call this Solving the Marketing Leadership Gap for Small Business. How’s that sound like for a lofty title? Now I could also, we’re ending, depending upon when you’re listening, we’re coming to the end of 2024. I could also title this what I think the future of marketing is, whether you’re an agency or whether you’re a small business owner trying to market your

business. Let me ask you this. Have ever felt your marketing stuck? Have you ever told your agency marketing stuck? Like it’s disconnected, it’s scattered, it’s not driving growth. Look, you’re not alone. I hear that every single day. So that’s what we’re going to talk about. Why I think that happens and what your business can do to fix it. We’re going to explore an issue. I’m not selling anything today. We’re going to explore an issue that I probably will be selling.

solutions more directly for, but I want to get, I want to dive into what I think is at the crux of where we’re going. There’s a lot. I’ve said this earlier in my, I did do a 2025 trends post and I’ve said this a lot. think 2025 is going to make 2020, the change of 2024 pale in comparison. I think we’re going to see so much change that happens with businesses and we’re already seeing it. I’m hearing from agencies.

and business owners saying, hey, something’s going on out there. I’m not getting the leads. I’m not getting the traffic to my website. So I think we’re going to see a big shift in the winners and the losers, if I can say it that way. So look, hopefully you’ve got some big goals for your business, but here’s the missing thing. You’re lacking internal marketing leadership to guide those goals.

Let me focus on that word again, leadership. You might have internal marketing, you might have internal marketing hires, you might have hired an agency that is doing amazing job with your marketing or some aspect of your marketing, but you’re lacking leadership. You’ve got a website, maybe you’re running some ads, posting on social media, but nothing feels very connected and you’re not really seeing the results, right? So the traditional solutions, I already talked about them. Hire an agency.

John Jantsch (02:27.416)

that’s probably going to be very focused on execution, hire full-time marketing leader, maybe a CMO or fractional CMO, maybe pretty expensive. Right. And then the DIY, which hopefully you’ve realized that’s a tough road, right? You don’t have the time. You don’t have the expertise. It’s probably taking you away from the things that really do matter in your business. If you’re going to move your business forward, I’m not saying marketing doesn’t matter. There just might be higher payoff things that you’re more suited.

to do. Most businesses fail at marketing because they lack not because they lack tactics, but they fail because they lack leadership really to tie it all together. And I think that that is been really a theme. Now I’ve, you know, for 30 years, certainly the 20 plus years I’ve been doing this podcast, I’ve been talking about strategy before tactics, and that is a big piece of it. But there’s also a leadership

component. I think you need somebody to take ownership of that strategy and sure that really every marketing effort aligns with your growth goals. It’s not about doing more. It’s about doing the right things in the right order. Number one, developing a marketing strategy, but then having somebody that is there to help you fix the foundational issues really to tie it all together to orchestrate it. A lot of times, you know, when we start working with somebody,

before we can really do much for them in terms of growth or even in brand is we have to get their messaging right. We have to actually, in most cases, redo their brochure website and turn it actually into a sales asset. We have to talk about content that is educational and trust building. And once we get through that foundation, then we need to actually build a repeatable marketing system. One that ensures you’re not just throwing money at the next new thing.

You’re building a machine that works long term. So that’s the component that I think marketing leadership brings. It’s not just somebody that says, this is what we ought to do. This is how we ought to price it. This is how we ought to talk about our products and services. That’s great to have that strategy, that component. But you also need somebody who is really then orchestrating on that. So breaking it down, you need the strategy first, right? Clear path, aligned goals, customer needs.

John Jantsch (04:54.82)

Identify what’s missing, what needs fixing. Then you need to have those foundational issues fixed. Then you need to build a system. And then you actually need to start thinking about marketing as an asset in your business. And by that, mean, you need to start hiring and training a team to take over and keep that system running. that’s, know, if you think about it, if you went out there and hired, you were at a point where you’re like, gosh, we need to take marketing seriously. We need to hire some marketing leadership.

we need to hire a marketing manager. We need to hire a marketing fractional CMO. Well, that person would come in and hopefully you develop a strategy and nine times out of 10 there, they’d say, okay, who are we going to get to do the work? Because I’m, I’m not writing the emails. That’s not my job. and so whether it’s going to be a third party or you’re going to actually bring somebody, in and hire and train those OREX or have your marketing leader hire and train those folks. that’s really what I think the

I think that the agency model today is just what I’m starting to call marketing leadership as a service. So that includes strategy development, foundation fixes, then installing that system and then training and handing off into your business somebody who can actually run that system. That’s the piece that’s really been missing. know, people have either hired somebody one off, didn’t really know what to tell them to do. They got a little result, but it seemed

seem like they weren’t getting anything or they’ve hired an agency. Same thing. Nobody was directing them. Or maybe they’ve hired somebody to come in and build a strategy, but then nobody to really execute that. So, marketing leadership, I believe, is the missing link for most small businesses. And I believe that agencies today, if you are an agency, a consultant, marketing strategist out there listening, this idea of selling marketing leadership

as a service, I hope actually set some bells off and in some cases alarm bells, because this is what the market needs. And I think that you’re going to find not only are people going to want it, they’re going to want to pay a premium or expect to pay a premium for that person who can bring leadership. AI cannot provide strategy. AI cannot provide leadership. Agencies need to start thinking like

John Jantsch (07:17.368)

architects as opposed to contractors don’t do the work. AI is actually going to do a lot of the specialized work. But that leadership component that is executing on a strategy that is building a marketing system, that’s what’s missing. And I’ve been saying marketing is a system, as I said, for 25 years. However, we’re really getting to the point where that’s a very tangible idea. For a lot of folks,

It’s still even though they agreed with me marketing is a system It felt like a vague idea because really what you were doing was plugging people in to do things And it felt very much like traditional marketing but I believe that we are on the crux of or the what’s a better way to say that the precipice. that’s a good word precipice of This idea that we can in fact finally install a marketing system

in a business because of AI and because we are taking this idea as marketing leadership, as a service, as the missing ingredient. So next time you feel like your marketing isn’t working, ask yourself, do I have any leadership? Do I have a system in place to make it work? If not, that’s the first thing you need to fix. But if this conversation resonated with you, stay tuned. We are going to in 2025.

have a very set step one, step two, step three, step four, that really focuses on positioning what we do as bringing this to small midsize businesses. So stay tuned. If you like this idea, if you’re an agency consultant, if you’re a business owner and you like this idea, just reach out to John at ducttapemarketing.com and tell me you like the idea, you want to hear more. And I will tell you how we can actually build marketing as an asset in your business, not

as a cost, not as an expense in your business. It actually can be something that will make your business more valuable, not just because you’ll grow revenue and get more customers, because you’ll be able to show somebody. Let’s say you want to exit your business, you’ll be able to show somebody here’s how our marketing system works. And that can be one of the most valuable things you can do in your business. So take care. If you’re listening to this post 2025, have a happy new year.

John Jantsch (09:41.372)

Happy end of the year and let’s make 2025 rock. Hopefully we’ll see you one of these days out there on the road.

 

 

5 Marketing Trends That Will Disrupt 2025 (And How to Stay Ahead)

5 Marketing Trends That Will Disrupt 2025 (And How to Stay Ahead) written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I discuss the marketing landscape heading into 2025.

With years of experience helping businesses grow through strategic marketing approaches, I reviewed five transformative trends poised to disrupt how marketers, agencies, and organizations connect with audiences in 2025. These trends highlight the increasing role of AI, hyper-personalization, decentralized communities, and authenticity in crafting impactful strategies.

I shared actionable insights on leveraging generative AI, exploring platforms like Reddit and Bluesky, and embracing customer-centric values to build trust and loyalty. Whether you’re a small business owner or part of a marketing agency, these predictions offer a roadmap for navigating the rapidly evolving digital ecosystem in 2025.

 

Key Takeaways:

  • Hyper-Personalization Is the New Standard
    Generative AI is making one-to-one marketing at scale more accessible. Tools like CRM platforms combined with customer data platforms allow businesses to tailor campaigns down to the individual level. From personalized newsletters to dynamic websites, hyper-personalization is no longer optional—it’s what customers expect.
  • Decentralized Communities Are Reshaping Consumer Behavior
    Platforms like Reddit, Discord, and Bluesky are becoming hubs for authentic, ad-free conversations. Consumers are gravitating away from traditional social networks, forcing marketers to establish meaningful presences in these smaller, values-driven communities.
  • Generative AI Revolutionizes Creative Production
    AI tools like DALL·E, Pictory, and Canva’s Firefly are streamlining content creation, making high-quality graphics and videos faster and more cost-effective to produce. While these tools aren’t perfect yet, their potential to democratize creative production will reshape how brands engage visually with their audiences.
  • AI-Driven Marketing Orchestration Is Automating the Complex
    AI is emerging as the central hub for campaign management and automation. From smarter workflows to enhanced analytics, platforms like HubSpot and Google Analytics are transforming how businesses orchestrate their marketing efforts, enabling seamless touchpoints and increased efficiency.
  • Brand Marketing Is Key to Trust and Loyalty
    In an era of increasing transparency and shifting consumer values, brand authenticity is paramount. Differentiation through trust-building and value alignment is becoming the ultimate competitive edge as traditional lead-generation methods wane.

Chapters

  • [00:48] Hyper-Personalization Powered by Generative AI
  • [02:45] Decentralized Communities and the Shift Away from Traditional Social Media
  • [04:43] Generative AI-Led Creative Production
  • [07:50] AI-Driven Marketing Orchestration
  • [09:42] Brand Marketing as the New Standard
  • [11:14] AI Transparency and Consumer Trust
  • [13:00] Closing Thoughts & Actionable Advice for 2025

More About John Jantsch

 

John Jantsch (00:00.898)

Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch and guess what? It’s just me, no guests today. I’m doing a solo show. know, 2024 is getting ready to wrap up, depending upon when you’re listening to this. So I thought I would do my predictions for marketing disruption in 2025. And no shock, I’m going to actually give you five of them, but no shock, a lot of them have to do with AI.

That’s just where we are at this point in time. So I’m going to talk a little bit about what I think marketers, marketing consultants, marketing agencies, you as a marketer for your organization need to be aware of. Number one, I’m calling this hyper personalization powered by generative AI. There are a heck of a lot of tools out there now that are helping us get better at segmenting rather than just like market segments, but actually all the way down to

individual segments. you know, AI is going to give us the ability to create one-to-one campaigns really at scale. And I think that it’s going to be a huge differentiator because customers, I think you’re just going to demand, you know, once the market starts doing things and people start experiencing them, we start demanding, hey, I want that experience. And I think generic messaging is really going to make you fall

So you’re going to need to adopt some AI tools that offer or help you offer this idea of hyper personalization. know, frankly, a lot of the CRM tools, HubSpot, ActiveCampaign, you know, allow you to personalize email campaigns. And you combine that with a segmenting tool, a customer data platform will really then allow you to go deeper and deeper, do that kind of almost one-on-one personalization.

start small. You don’t have to go crazy. But I think you need to start really businesses at all levels need to start thinking that way. You know, beyond the CRM or the marketing platforms to really getting into start saying, okay, our newsletter, could we, is there, do we have the ability to start sending instead of one newsletter that everybody gets a hundred newsletters that really understand who they’re sending to.

John Jantsch (02:28.104)

and replace content. That’s what we’re going to start seeing. You know, eventually we’ll start seeing websites. You you revisit our website and dependent upon what I know about you or dependent upon, you know, the pages you look at, you might actually start seeing personalized content. That’s the world that I think is coming. It’s actually it’s happening. We just don’t even realize it if people are doing it well. All right. Number two, decentralized communities on places like

Reddit and of course everybody’s talking about Blue Sky right now as a new one. I think that you are going to see consumers moving to some of these platforms that, you know, they’re a little ad-like experiences. I think people are getting really distrust with the traditional social networks that have become politicized and have been just…

cramming ads down our throats and selling data and whatnot. So I think you’re just going to see people, consumers moving to some of these new platforms. So consequently, you’re going to see brands moving to them. And I think this idea of nurturing smaller communities is probably going to be something that, that starts happening again, starting small, set up, you know, at least a presence on, you know, places like Reddit, blue sky. I don’t know if you’ve done a search on Google lately, but

you know, we’re starting to see all kinds of Reddit content come into the search results. so participating in at least understanding what’s going on in those places, I think is going to matter. And I’m not even talking about some of, you know, those are public places, but, you know, some of the private, like if you don’t belong to a Discord community, you know, it’s not being surfaced in search and you wouldn’t know what’s going on there. So I think you’re going to see a lot more of that.

I’m using tools like BuzzSumo and BrandWatch, you know, to really monitor discussions that are happening in some of these places, I think is, know, whether it’s your brand or it’s related to the products and services that you sell. think understanding how and where people are having these conversations and the fact that they are going to be in a lot of places that maybe you’re not today. And I’m not necessarily suggesting this idea that

John Jantsch (04:47.866)

you need to sign up for every new thing that comes along. I think it’s more understanding the trend that consumers are moving to some of those and moving away from really listening to a lot of the traditional platforms. All right, another one with AI directly in the title number three, generative AI led creative production. Everybody talks about content.

And certainly we’re getting there to where content production using these AI tools has become very effective. So the next, I think the next obvious thing is the creative assets. So make them faster, cheaper, more accessible. It really levels the playing field, I think, to be able to have graphics, to be able to create videos. And I think…

I think it’s going to, we are going to continue. could make this on an entire trend when I’m talking about agencies, traditional agencies, people who are doing tactics the same way, I think do risk some obsolescence. Agencies are not going to be replaced, but ones that are using traditional tactics and selling traditional tactics really run that risk. Our job, I think is going to be strategy. It’s going to be orchestrating.

using the rich set of tools that are available to us. So I think that that’s going to happen. You’re going to see more and more of it. Things like Dolly and Pictory that are allowing us to create video and image assets. All of the design folks, the Adobe’s of the world are going to get into this. Canva is actually adding. It’s a great tool to create for creative production.

being able to automate things across some of these platforms. So again, from the tools, start looking at Pictory AI and Dolly and Mid Journey. Adobe’s entry right now is called Firefly. These are some of the things that I think that we really need to understand, but they’re certainly disrupting.

John Jantsch (07:00.078)

you know, the industries as well. I would say, you know, where we are at the close of 2024 going into 2025, these tools are not the they’re not ready for prime time in terms of saying, I’ll just create all my images and all my illustrations, all my video. I’ll just have avatars, you know, creating those. mean, I think we’re a long way from people understanding how the market’s going to respond to those. And certainly you’ve all seen the kind of oddities that can be created, you know, using a dolly.

So we’re not there yet necessarily, but we’re moving there rapidly and certainly in 2025 it’s only going to continue.

This next trend, number four, I’m calling AI-driven marketing orchestration.

I think AI in a lot of ways is going to become the central hub for certainly for campaign management. I think we can make a case for a lot of things in operations and finance. You know, we’re all really going to be disrupted in terms of how we do things. So you could actually say, you know, I talked about marketing orchestration, but you could really talk a lot about business orchestration as well. But there’s no question that

that a lot of the campaigns, some of the automation, some of the integrations and things that we do today are going to be replaced. So you’re seeing many, many tools, HubSpot, know, go high level. You know, they’re building a lot of AI into, you know, email and, and add workflows. Even, you know, things like Google analytics are, you know, you’re going to start seeing people analyzing for insights. mean, a lot of, a lot of times just reports of like,

John Jantsch (08:41.89)

Here’s the data, make some sense of it. These tools are very, very good at doing that. So think you’re going to see really full scale AI driven automation and really something that’s going to allow us to automate a lot of the touch points seamlessly. So that’s something that I think we, it’s not a overnight buy one tool, get rich, flip the switch. It is just something that piece by piece.

S O P by S O P campaign by campaign, you’re going to start seeing people integrating these more effectively. All right. Now I’m going to come full circle because I think a lot of, you know, people look at these AI tools and they’re, they’re, they really look at them as, this is going to replace humans and this is a girl place our need to do, to do marketing or to have marketers in general. And I think to me, what it’s going to do is it’s going to,

No question it’s going to impact some of the things that were done by hand. Some of the inefficiencies is going to allow people to actually deliver more value, maybe more profitably if you understand how to employ these. And number five to me is actually the piece that brings this together. I think brand marketing, I call it as the new standard. Branding, brand marketing has always been important.

But I think in turn, when it comes to customer growth and to generating leads, a lot of people have gotten away from that idea because heck, if you could figure out SEO, you could get cheap leads. If you could figure out the ad platforms and certainly they would sell you all their data, you could get cheap leads. And I think that’s going away. That’s one of the things that generative AI is making go away. A lot of the easy search, a lot of the ad platforms are going to not being able to sell their third party data. And so this differentiation through brand marketing is,

I mean, it was so important, frankly, before we actually even had a lot of the online and digital channels that exist today. And I think we’re going back there to some degree that I think consumers are really going to be much more effective in aligning their values with the brand’s values. And the fact of the matter is, I say this all the time.

John Jantsch (11:03.778)

No matter how much we talk about all these platforms and tools and technology changing, the thing that continues to change rapidly is how people get to choose to buy. mean, so much of the power, if you will, in the equation has shifted to the buyer because they could find out so much more information. They can actually be well down their journey to making a purchase decision before we even know they’re out there. so brands that really want to differentiate today,

are going to focus on trust or increasing trust, increasing loyalty. you’re going to have continued regulatory scrutiny. I think it’s going to continue to drive some of that. and I think that we have to, as businesses, you know, really focus on aligning campaigns with authentic brand values. and, and really, you know, again, our ideal customer, you know, wants to see, and I think has the ability now to choose.

to work with companies that really do communicate their values. In terms of how do you go there, one of the things you might do is just audit everything you’re doing. mean, are you in alignment with your brand standards and your values? Are you putting out messages out there that don’t make sense necessarily to the market that you’re trying to attract? And frankly,

One of things we have to do is continue to monitor these things because consumers are going to become very wary of AI produced content, AI produced visuals, AI all the way to the level of AI produced video that can replicate somebody so thoroughly that it’s very, very difficult to tell if that’s the real person or if that is an AI video. And I think a lot of consumers are going to want to know.

They’re going to want that transparency in addition to that value alignment. those are things that I think we really are going to have to be very wary of.

John Jantsch (13:09.292)

I think we have the opportunity though to lead. And whether it’s in our business or it’s in, if we are an agency working with clients, I think we do have the ability to teach and the lead. When there are new tools, I’ve talked about AI extensively in this, when there are new tools, new technologies, there’s going to be a lot of misinformation. There’s going to be a lot of hype. There’s going to be a lot of people telling you all you need is AI to get rich. mean, every single day you’re going to be hearing those kinds of messages. And I think that.

It’s really, I think one of the things that we have to do is cut through the clutter. mean, that’s really always been what I’ve tried to do when I see a new technology. The first thing I want to know is can this help me do my job better? Can this actually help me provide more value for my customers? And if the answer is yes, I want to explore it. If the answer is no, it’s just a new thing. It’s everybody’s talking about it, you know, in ways that don’t make sense. I mean, I don’t really care about that.

But I think that’s how you can start breaking these new technologies down in very practical ways. All right, that’s all I have for today. Hopefully you find some interest in this as you charge into 2025 or if you’re listening to this in 2025, certainly some things to consider. Love to hear feedback. Feel free to send me messages. It’s just John at ductapemarketing.com. And of course we love that feedback. Well, we really love five stars actually.

On, on Apple or Spotify or wherever you choose to listen. All right. Take care. Appreciate it. Well, hopefully we’ll see you one of these days out there on the road.

 

 

Why You Should Read Business Books That Are Not About Business

Why You Should Read Business Books That Are Not About Business written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duck Tape Marketing Podcast, I had the pleasure of being INTERVIEWED by Sara Nay. Sara Nay is the COO of Duct Tape Marketing. She oversees day-to-day operations to support the growth of Duct Tape Marketing and the Duct Tape Marketing Consultant Network.
She focuses on strategic planning, goal setting, and directing the company’s operations in support of its goals. And on a personal note, she’s also my daughter—which makes me “Pop Pop” to her kids!

In this episode, we change it up a bit as I become the interviewee. We explore my journey into entrepreneurship, why I started my own business, why I didn’t work for someone else (the answer will surprise you), my passion for small businesses, and the evolution of marketing over the years.

I reveal lessons from my polar opposite parents and my former fears about running a business.

We also dive into my favorite topic: the impact of AI on small businesses, the opportunities and challenges they face, and the importance of curiosity and innovation in business.

I wrapped up with a glimpse into my future aspirations—what might life look like after Duct Tape? And I answered the timeless question: What’s my all-time favorite business book?

Key Takeaways:

  • I started my entrepreneurial journey due to a lack of confidence in traditional employment.
  • Working with small businesses is both terrifying and gratifying.
  • Curiosity drives me to explore new marketing trends and technologies.
  • AI is not just a tool but a foundational element in marketing.
  • Small businesses can leverage AI for efficiency and personalization.
  • The buying intent of consumers remains strong despite market changes.
  • Experience helps entrepreneurs navigate ups and downs in business.
  • Marketing and innovation are the two pillars of a successful business.
  • Reading outside of business literature can inspire innovative ideas.
  • I envision a future where I write a work of fiction.

Chapters:

  • [00:00] Introduction to a Unique Podcast Experience
  • [02:01] The Journey into Entrepreneurship
  • [04:03] Passion for Small Businesses
  • [05:49] Curiosity and the Evolution of Marketing
  • [08:03] AI’s Impact on Small Businesses
  • [11:08] Opportunities and Challenges for Small Businesses
  • [13:52] Riding the Waves of Business
  • [16:21] Business Advice and Insights
  • [19:46] Future Aspirations and Legacy

Let us know if you’d like to see us make more shows like this!

 

This episode of the Duct Tape Marketing Podcast is brought to you by:

Oracle

Nobody does data better than Oracle. Train your AI models at twice the speed and less than half of the cost of other clouds. If you want to do more and spend less, take a free test drive at Oracle.

Testimonial (00:00): I was like, I found it. I found it. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients. It’s changed my engagement with the team. I couldn’t be happier. Honestly. It’s the best investment I ever made.

John Jantsch (00:16): What you just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM world slash scale to book your free advisory call and learn more. It’s time to transform your approach. Book your call today, DTM world slash scale.

(01:00): Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsc, and doing something really crazy today. A couple things actually that we’re going to do a little different today. I’m going to be the guest and I’m actually going to be interviewed on my own show by none other than Sara Nay. Some of you have met her. She’s the head of operations at Duct Tape Marketing, but she’s also one of my daughters who has worked with me for 13 years.

(01:28): So we thought, let’s see what kind of questions she could come up with and hopefully you’ll find this entertaining. Now, another thing that we are experimenting with today, so hopefully cross our fingers. This works out there in LinkedIn land. We are actually streaming this live. This is the first podcast that I’ve streamed live, so we’ll see how that works out as well. Love to get any feedback in the comments if you would like to and ask questions in LinkedIn if you are so inclined. And we’ll just see how this goes. But for now, I’m going to turn this over to Sara. Are you going to introduce me or how’s this going to work?

Sara Nay (02:05): I think people know who you are at this point, but I was actually curious as you were talking through that. How many interviews do you think you’ve conducted over the years on this podcast where people have listened to you be the host?

John Jantsch (02:16): Yeah. Oh, be the host. So I started this show in 2005 and certainly have done a minimum of a hundred shows a year, some years actually more than that. So I dunno what that adds up to. But yeah, I think we’re over 2000.

Sara Nay (02:30): So you’ve possibly listened to John interview guests 2000 times or so at this point. So this will hopefully be a fun perspective to hear him being interviewed. So my first question to you, I want to go way back to when you started Duct Tape Marketing as an entrepreneur. And I want to know more about the reason of why you went into entrepreneurship versus getting a full-time job.

John Jantsch (02:52): And I tell this story in my last book, I haven’t been telling it for years, but now that I’m getting old, all the secrets come out. But I often felt like when I got out of school, I didn’t feel prepared to do necessarily anything, any skill. I didn’t have honors in degrees in college that would’ve made me stand out to employers. And so I really think of, a lot of it had to do with a lack of confidence almost that I could get a job I saw that my friends were getting. And so I really thought as silly as this sounds, because a lot of people actually think, no, I’ve got enough years of experience to go out there on my own now. And I actually thought, no, I better go out there on my own. I know I can hustle work and maybe that’ll turn into something.

Sara Nay (03:38): That’s great. And you chose the small business space. I know you didn’t originally start there, but what caused you to make that shift into the small business space?

John Jantsch (03:46): Yeah, like I said, I hustled work, which meant anybody that would talk to me, I’d say I could do that. How hard could it be? Yeah, sure, I could do that. So I got big projects, little projects, whatever came my way. But I did land some small business clients that needed marketing help and I knew I could figure out how to help them, and I just really enjoyed working with them. I often say there’s something equal parts terrifying and gratifying about working with that person where they’re actually writing the check. I mean, they’re making a decision to pay you or maybe some other expense. It’s not the big company that accounts payables just paying the bills and moving on the next day. So I really love that. And plus you got to see the results of your work. I mean, you actually could see that, hey, this is making a difference. And so I think that’s why I really chose to serve that market. And quite frankly, it was a very fragmented market, mean nobody was really serving them in the marketing space. So I saw a lot of opportunity there as well.

Sara Nay (04:45): And that leads to one of the next questions I was going to ask is what keeps you going after all of this time? So obviously I’ve seen a lot of passion over the years towards the small business audience. Would you say that’s been one of the things that’s contributed to you being able to continue this on for 30 or so years at this point?

John Jantsch (05:01): I think there’s a couple things. There’s no question I feel like I’m serving me. I mean, I am a small business, so I feel like I’m one of the brethren, and so that I think is really gratifying. I think another thing too is I really always often talk about curiosity being my superpower. I just love the new stuff. And so to keep doing this, I mean, you think about all the things that have happened in the last 30 years in marketing in technology, and I think if you didn’t love it and weren’t really curious about what’s new and how does this work and how can I apply this, you’d kind of get run over. And so I really think that’s added to my love of staying in this and really helping other people figure it out. And I think people look to our brand for that guidance. We’re not excited about the next new thing because it’s the next new thing, but we’re excited about it because it can help us do what we’re fundamentally here to do as marketers.

Sara Nay (06:01): And that curiosity piece, obviously there’s been a lot of evolution in the last couple years on the topic of ai, and we’ve as a company, been diving into AI quite a bit in terms of increasing our productivity and what we’re doing for our clients. And so just curious, well, I didn’t mean to use the word curious there, but how has this curiosity of yours allowed you to dive into the whole topic of AI on a deeper level?

John Jantsch (06:22): Well, it’s just another thing. I mean, if you think about it, I mean, since I’ve been doing this, I mean when I started this, we didn’t have the internet. We didn’t have websites. So it’s like, oh, the website’s another thing we got to figure out. And then, I don’t know, email, social media. I mean, just over the years some new thing is going to come. I think that AI in a lot of ways is going to be different in that it’s not a platform. It’s not even a tool really. I think it’s going to be a plumbing, it’s going to really be baked into pretty much everything we do. In fact, it’s been baked into many things that we do without our knowledge. It’s just when a tool called chat GPT came along and it was very easy for somebody who didn’t know anything about it, could actually now experience the results of AI that might actually benefit them.

(07:12): So I think that’s why at the last year and a half, you’ve seen so much buzz about it. But I just think that it’s a perfect example of curiosity. I mean, you can make AI do just about anything it seems like. And so now it really is up to your imagination. So to me, it’s like the perfect tool to really explore and find ways that maybe nobody’s even talking about it. Or a lot of times what happens is a new technology will come along and people will discount it because they’ll see the ways people are talking about it. There’s no shortage of get rich quick people that are back out there on the AI train trying to say, oh, take this course and you can make $5,000 a minute in your sleep. And so I think that turns a lot of people off. But what really excites me is when you can go, but I can do this little thing that’s going to make me more efficient, more profitable, is going to take away work that I don’t like doing anyway. I mean when you start looking at all the possibilities, it really is your only limitation, I think is your imagination and your curiosity.

Sara Nay (08:20): And talking back to the small business space as well, which is a lot of who we serve, how do you think AI is impacting that group specifically?

John Jantsch (08:29): Well, I think that, let’s talk about marketing. I mean, that’s one aspect, obviously where it’s pretty much impacting anybody because there are things that AI tools can do much more efficiently, and I would say in some cases more effectively than even humans. It’s very good at doing research, it’s very good at analyzing, let’s say your Google Analytics data. A lot of people look at that and go, oh, good, we had more hits or whatever. And to be able to say, no, tell me what we need to do differently. Tell me what we could do better. Tell me what our best opportunities are. And to have something that is basically a super computer with just very common language requests and prompts can now crush that data and really give you some insights back that are going to help you prioritize or help you certainly work better.

(09:17): We’re going to see personalization going to all new levels to where customer segments will be inside a database and they’ll be able to have AI look at who that person is and what their needs are and where they are in the buyer journey and what segment they’re in. And all of a sudden say, similar to say how Amazon says, oh, you read these three books, you’ll probably like these three books. Well, that’s going to start happening at a greater level for pretty much everybody. And I think that’s one of the things that these advances in technology do is they really democratize some of the things that the Amazons of the world have made an expectation. But at what cost, right? I don’t have tens of thousands of programmers that can make all this stuff work for me. Well, all of a sudden now, even the smallest business has that kind of computing power really in their hands.

(10:11): So I think that every element hiring, it’s certainly impacting for folks. I mean, AI can take 2000 resumes and really analyze them for exactly what you’re looking for. There’s always going to be a human element, but there was a great deal of that kind of repetitive work that doesn’t necessarily require a human element and frankly is work that is kind of mind numbing. There’s not a whole lot of humans that want to do it. And so I think you take things like that and all of sudden, now I know you and I have talked about this, all of a sudden now you’ve got people who were doers who are now really more managers of the doing. And I think that’s actually very empowering. A lot of people talk about, oh, it’s going to replace people. I think it’s actually has the opportunity to not only make people more successful and more efficient in their work, but I think empower them to actually do better and bigger things.

(11:08): AI might be the most important new computer technology ever. It’s storming every industry and literally billions of dollars are being invested. So buckle up. The problem is that AI needs a lot of speed and processing power. So how do you compete without cost spiraling out of control? It’s time to upgrade to the next generation of the cloud. Oracle Cloud infrastructure or O-C-I-O-C-I is a single platform for your infrastructure, database, application development, and AI needs. OCI has four to eight times the bandwidth of other clouds offers one consistent price instead of a variable regional pricing. And of course, nobody does data better than Oracle. So now you can train your AI models at twice the speed and less than half the cost of other clouds. If you want to do more and spend less like Uber eight by eight and Databricks Mosaic, take a free test drive@ociatoracle.com slash duct tape. That’s oracle.com/duct tape oracle.com/duct tape.

Sara Nay (12:11): Yeah, absolutely. And on this note too, what do you think are the opportunities for small business right now? And it doesn’t necessarily just have to be limited to ai. It can be anything. And also I’d love to hear what do you think are some common challenges that you see in the small business space as well?

John Jantsch (12:26): Well, I think the opportunity and the challenge are probably the same thing. I’ve been talking about how I think the last 10 years, some marketers have gotten pretty lazy because it was actually easy if you just followed Google’s rules, which they laid out, you could get search traffic. I’m not saying it was like magic fairy dust, but I mean, you did the things that they said you should do. You could get search traffic and you could get leads. The social networks were more than willing to sell all the data on their users. And so you could really target very specifically who might want your products and services. And so consequently, some businesses were able to grow pretty easily. Now of course, what’s happening is you look at the search results, you do any kind of search on Google, and they want you to accept the generative AI answer that they’re going to give you rather than clicking off to the website.

(13:16): That might also, frankly, they might’ve actually extracted that answer from. And so search is going to get much harder across the board. Industries are seeing 25 and 30% of their organic traffic just disappear overnight because people are getting the answers that they want without reading the blog posts that might also have a CTA on your website. And of course, third party data is going away. You can’t sell that data. And so consequently, all the ad platforms are actually increasing their pricing extremely. So that’s going to be the real challenge. But I think the real opportunity is the buying is not going away. The buying intent is not going away. People still need those products and services. And so businesses that I think can figure out how to actually make a real connection with prospects and with customers and really focus on brand strategy as well as campaign or marketing strategy, I think are going to be, I think the ones that really stand out today. So there’s a real opportunity, but it really does change the mindset to being less about demand creation and really more about organizing behavior and focusing very much on strategy.

Sara Nay (14:29): Yeah, absolutely. And building trust and guiding the customer journey and getting referrals, which I’m sure people, if they’ve heard you speak, I’ve heard you on those topics before. I want to take it back to you a little bit at this point. So as we said, you’ve been in business for quite some time. I’ve learned this from you and seen it. There’s a lot of ups and downs in business. And so I’ve struggled with that over the years is to say things are going to be okay, we’re going to get back on track. And so just from your perspective, what has helped you ride all of those waves over the years?

John Jantsch (14:57): Well, I think there’s no question that experience helps you. I mean, when you go through a couple of those ups and downs, you’re like, oh, okay, actually there was an opportunity in that we were, woe is me. But then you’re like, oh, wait a minute. There’s actually an opportunity or we can learn something from that. So you do that enough times, and I’m not saying it doesn’t take some resilience and some grit, and I certainly had times when I was very worrisome about putting you guys through college, all the things that every business owner goes through. But there’s no question that seeing it a few times and realizing, hey, not only is everything going to be okay, but we just actually, we have to start thinking about it differently. We have to start looking for where the opportunity is because it’s always there. And I think that helps kind of say, okay, yeah, this was a down month, but hey, every December is a down month or something along those lines.

(15:52): The experience really comes from that. There’s also an element of mindset that’s a piece of it as well. And I really often, my parents were very different people. My dad was very worried all the time. We had 10 kids, I don’t blame him, but he was worried quite often about something was going to go wrong, and my mom was the complete opposite. She was like, oh, nope, something different. This didn’t happen because it wasn’t supposed to. And I think that sort of optimistic mindset is certainly can be a real tool for entrepreneurs because you do have to really look for, we get very focused on what we want to happen or what we think should happen. And when it doesn’t, you can really get knocked off track. But if your mindset is okay, that wasn’t supposed to happen that way, where’s the opportunity or what is supposed to happen? I think that mindset, while it can be hard sometimes, really can take you a long way.

Sara Nay (16:46): Yeah, I like a lot of what you said there, but I agree with the learning aspect specifically. That’s something that I’ve really tried to shift my focus on is if we don’t reach a specific goal, it’s okay, what can we learn from this versus stressing out about it to do better next time around? So that’s great. I have a couple quick fire questions. Maybe these will be quick, maybe not, depends on what you have to say on ’em. But to wrap us up today, the first one I want to hear is what is the best business advice you have ever received?

John Jantsch (17:13): Dang, I’ve been asked that question so many times on the podcast that I’ve been on, and I don’t know that I have a great answer, but I always go back to early on in my journey, I read a book that was actually written in the fifties. Most people of my age are familiar with Peter Drucker, and the book was called The Practice of Management. And that book, I just remember, I’m not even sure really why I read it to be truthful. I wasn’t trying to understand management of a big corporation, which is what he wrote about, but he had a line in there that to this day, and you’ll see it quoted all the time because a lot of reference it, especially marketing people, but the quote in there was, the only two things in a business that matter are marketing and innovation. Everything else is a cost. And again, you’ll see that people quoting that all the time. But I remember reading that in the nineties perhaps when I was still consuming or when I started consuming a lot of business books. And I just remember thinking, okay, that idea of marketing and innovation, that marketing needs to be a system, that marketing needs to be a high priority, that marketing is everything really infused a lot of my thinking through the years,

Sara Nay (18:25): And this relates to that. It might be the same answer, but what’s the best business book you’ve ever read? Is it that one or is it a different one?

John Jantsch (18:33): So it’s actually sitting right here.

Sara Nay (18:36): There you go. He’s coming there.

John Jantsch (18:38): This is not a business book. And I tell people this all the time, that one of, and this may be just my curiosity bug, but one of the ways that I’ve gotten great business books or business ideas over the years is to read books that are not related to business. And this one is by Christopher Alexander. It’s kind of a classic, I don’t know if my camera’s going to pick it up, but it’s called The Timeless Way of Building. He’s an architect and he was talking about building communities, and there’s so many things that can be gleaned from things like math and science and architecture that apply to the industry that you’re in, but it’s just a different way of looking at it. A lot of times you read out business books, you read marketing books. You and I have laughed about this before. All those books on operation systems basically just are saying the same thing. They’re just coming up with different terminology for it. And I think that’s true of consistently reading business books. So my advice to people all the time is get out and read books that are completely unrelated, not just for your own knowledge, but to read them with a filter of how could I apply this to my business? Or are there ideas or terms in here that would apply to my business? A lot of the things that I think have become cornerstones of Duct Tape Marketing really came from other industries.

Sara Nay (19:59): I think that’s just showing your natural curiosity to go out and explore outside the box and think beyond the typical business world to find out some of these things. Okay, one last one. I lied. I’m going to throw one more in it and then we can wrap up. John’s obviously not going anywhere. Duct tape is his thing. He is been around for a long time, but I’m just curious, what’s next in your future? One day after Duct Tape Marketing Woodworking, there is

John Jantsch (20:20): No after Duct Tape Marketing.

(20:23): Well, maybe somebody who’s very familiar with Duct Tape Marketing will continue the legacy of Duct Tape Marketing. We’ll see if that happens. However, yeah, you mentioned woodworking. I love doing that. I’m really still very much in the amateur ranks, but I do like building furniture and things. I kid, and hopefully my wife can’t hear me right now, but I would like to write another book, but I want to write fiction. I would like to write a book of fiction. And I personally know that it’s a lot harder to write fiction than it is to write nonfiction. So a lot of people would say, oh, you’ve written books before. How hard could that be? But different beast. So I think when I really do wind down kind of daily work on in a business, I will probably try to figure that one out.

Sara Nay (21:06): All right. Well, you heard it here first. Everyone, John Jans is writing a fiction book coming out in 2028. Okay, we’ll say.

John Jantsch (21:16): Okay.

Sara Nay (21:16): All right. Well, that’s all I got for you today.

John Jantsch (21:19): Well, so let me ask you a question.

Sara Nay (21:24): Okay.

John Jantsch (21:26): What has it been like working for your father for coming up on 14 years now?

Sara Nay (21:33): Yeah, I know people actually ask me that sometimes. And it’s funny, I joke that I call you John more often than dad these days because often we’re in a business setting. And so John is just what is easy for me to say, which is pretty funny. I started

John Jantsch (21:48): What you referred to me as Hot pop to your kids.

Sara Nay (21:50): Yeah, my kids, that name. No, I think it’s been a really positive relationship, working relationship over the years. I started as an intern and we were just kind of both like, is this going to work out? Does this make sense? But I think one thing that’s really helped us over the years is we compliment each other well, in terms of our skillset. You’re more of the visionary, the forward thinker. I’m more of the operations systems process person. I’ve become, I think, more of that visionary over the years. But we’ve really, I think, had a positive relationship because we’ve complimented each other and also stayed in our lanes when we needed to as well.

John Jantsch (22:24): Awesome. Well, thank you for taking the host job today, and I’ll take back over and say those of you out there, thanks for joining us. Let me know if you like this chef, you like this idea. Maybe we’ll hear more from Sarah on an ongoing basis to talk about some of the marketing things that we talk about all the time. So again, thanks for taking a few moments to listen to the Duct Tape Marketing Podcast, and hopefully we’ll see you one of these days out there on the road.

 

 

Picture This! Marketing in [just] three Elements

Picture This! Marketing in [just] three Elements written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode, I discuss my framework for creating a one-page marketing strategy called the Duct Tape Marketing Snapshot. The framework is divided into 3 core elements: brand strategy, growth strategy, and customer strategy. Within each component, I ADRE, such as mission, vision, values, ideal client definition, unique value proposition, marketing channels, lead capture, lead nurture, trust-building, lead conversion, customer onboarding, customer experience, customer retention, customer expansion, customer referrals, and partner referrals.

 

Key Takeaways

  • The Duct Tape Marketing Snapshot is a one-page framework for creating a marketing strategy.
  • The framework is divided into three core elements: brand strategy, growth strategy, and customer strategy.
  • Each element has several components that must be addressed to create a comprehensive marketing strategy.
  • The framework helps businesses simplify and organize their marketing strategy.

Chapters

[00:00] Introduction to the Duct Tape Marketing Snapshot
[02:24] The Three Core Elements of a Marketing Strategy
[03:15] Addressing the Key Components of Brand Strategy
[05:36] Building a Growth Strategy: From Awareness to Lead Conversion
[09:48] Mapping the Customer Journey in the Customer Strategy

 

This episode was brought to you by:

 

This episode of The Duct Tape Marketing Podcast is brought to you by:

Nobody does data better than Oracle. Train your AI models at twice the speed and less than half of the cost of other clouds. If you want to do more and spend less, take a free test drive at Oracle.

 

 

Testimonial (00:00): I was like, I found it. I found it. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients. It’s changed my engagement with the team. I couldn’t be happier. Honestly. It’s the best investment I ever made.

John Jantsch (00:16): What you just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM world slash scale to book your free advisory call and learn more. It’s time to transform your approach. Book your call today, DTM world slash scale. Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John janz and no guest today. I’m doing a solo show. I want to talk about something that I’ve been working on maybe for 15 years, but I finally got around to actually creating a framework that I would call as my version of taking marketing strategy and putting it onto one page.

(01:25): One page that really gives you the ability to capture all the essential elements of your marketing strategy. So certainly to use as an internal document, but I think it’s a great tool to also use as a creative brief or as a way to explain to somebody your business that you’re maybe trying to get to do some marketing work for you. Now, there’s a lot of research that goes into the various elements of this, but a lot of times we do marketing strategy and we spend days, months, weeks developing it, putting it into a document, and then that document goes into a drawer somewhere because it’s 40 pages or something. And so what I wanted to do was create something that could be something that you would come back and it would be the overview, if you will, that one-on-one page that you could share with people.

(02:12): You could print out, you could hang up, you could do lots of things with, I call it the Duct Tape Marketing Snapshot. And I want to go over the various elements in that. And I’ll also invite you, if you would like us to do this with you, go through an exercise with you. If you’d like to just see a copy of it, you can always reach me, reach out to me at john@ducttapemarketing.com and just put in the subject line marketing snapshot and I’ll send it out or we’ll discuss how this might apply to your business. But essentially what the snapshot does is it is broken up into, and those of you that are watching the video version of this in places like YouTube, we’ll see a graphic right now, which is the actual form itself that we created called the Marketing Snapshot. Those of you that I said will actually have it there if you want to go to the show notes as well, those of you that are just listening, otherwise, I will do my best to describe it as visually as possible.

(03:07): So essentially it’s broken up into three core elements, which are really the three core elements that I think a marketing strategy has to address. And that is your brand strategy, your growth strategy, and then your customer strategy. And this is really following the customer journey, if you will. It’s how people become aware of your brand. It’s certainly how you grow and turn them into customers and then what you do after they become customers. So it is a way for us to really address all the key areas and make sure that we’re not leaving something out. And I think that’s one of the things that’s the hardest about talking about marketing strategy to folks, is that it’s very confusing what it is. So I’ve tried to simplify it. I think marketers make marketing overly complex. So I’ve tried to simplify marketing strategy into those three buckets.

(03:53): Brand strategy, growth strategy and customer strategy. Alright. And then within those, there’s a total of 16 elements that we want to address. And these are things that they’re not going to be new to you necessarily, but I think that organizing them, I should say in this fashion, hopefully will give new light to how they apply to your business. So under the brand strategy, I mean we’re going to make considerations like mission, vision, values there. What’s the brand personality? I mean, how do you want to be perceived by your ideal clients by the market? What are some ways that you’re going to ensure consistency and messaging and visuals and customer interactions really across all the channels? Those are things that have to be part of your brand strategy, but clearly defining who your ideal client is. Certainly a component of it, and not just the demographics, but really what they believe, what they fear, the value that they’re looking for, how they like to buy, where they find their information.

(04:50): Those are all parts of that definition. I lean very heavily on this concept of core message. That is another key component of this idea and that is not the message that says who you are or what you do, but the message that clearly defines your unique value proposition, the promise to solve your ideal client’s greatest, greatest problem. That’s what we want to see in a core message. It is certainly useful to write down your mission, your why, really defining the underlying purpose of the values that are driving your business. I think that belongs in brand strategy certainly, and that belongs in something that any tool that you’re going to use to communicate your business and what it stands for. Certainly being able to share that publicly is great. And then the last piece I put in brand strategy is a consideration of what are the primary marketing channels that we are going to use to reach our ideal client?

(05:47): And I believe that this belongs in brand strategy because a lot of our reaching there is going to be just to create awareness, is going to be to build trust, and we want to make sure that we’re at least making a consideration about what are the most important channels for us to pursue and by comparison, what are the ones we should be leaving out of the mix? And I think that’s just having that consideration can be very helpful. Alright, now we move to the next category or the next big row or section in this, and that’s growth strategy. This is essentially how you plan to scale and grow your business. We’ve got the brand locked down. We know who we’re targeting. We know the message that we’re going to use to attract them and where we’re going to use that message. So now we need to say, okay, how do we create awareness for the brand?

(06:38): How do we attract new prospects? How do we get people to know about us? You’ll see in this tool that I heavily sprinkle in our concept of the customer journey called the marketing Hourglass. And its seven stages of know, like, trust, try, buy, repeat and refer. Awareness is all about quite often getting people to know you and consequently, hopefully to what you’re doing or what they see. And then ultimately to get them to trust you enough to want to go deep enough to find out if you can actually solve their specific problems and challenges. So after awareness plan, we have lead captures. So once somebody finds out about you and they start coming and visiting and maybe you’ve invited them through your social channels to work with you or to get some new, to get a checklist or to get an ebook or to get some content, then what’s your lead capture plan?

(07:30): How are we going to actually start capturing those leads so that we can continue to market to them or maybe a better way continue to build trust so that they want to go deeper. We have something on there called the brand love plan, and this is really just an admission that we need to intentionally think in how we’re going to foster a deep connection between our brand and our customers. I mean, what are some of the things that we can do to create advocates to create exceptional value, to create exceptional experiences? Having a thought about, wow, how are we going to wow people when they start to come in and surprise them and delight them? AI might be the most important new computer technology ever. It’s storming every industry and literally billions of dollars are being invested. So buckle up. The problem is that AI needs a lot of speed and processing power.

(08:22): So how do you compete without cost spiraling out of control? It’s time to upgrade to the next generation of the cloud. Oracle Cloud infrastructure or O-C-I-O-C-I is a single platform for your infrastructure, database, application development and AI needs. OCI has four to eight times the bandwidth of other clouds offers one consistent price instead of a variable regional pricing. And of course, nobody does data better than Oracle. So now you can train your AI models at twice the speed and less than half of the cost of other. If you want to do more and spend less like Uber eight by eight and Databricks Mosaic, take a free test drive@ociatoracle.com slash duct tape. That’s oracle.com/duct tape oracle.com/duct tape. A lot of companies do it, some do it without thought, but I guarantee you those great experiences that you’ve had with a lot of organizations, a great deal of that was intentional.

(09:21): So let’s consider that for ourselves. The lead nurture plan is the next element on here under brand love and that’s really what are we going to do to build trust and relationships really with the leads until they’re ready to buy. I mean, it is a journey. A lot of times people talk about how much marketing has changed and granted it’s changed a lot, but the thing that’s really changed the most is how people can buy now, how they choose the options they have available to them. And so a great deal of building trust enough to charge a premium to be seen as the obvious go-to is a lot about what you do in nurturing. Then we intentionally have, I think for a lot of businesses, trust is probably the most important element. It’s often not looked at as an intentional one, but what are we going to do to establish even the credibility and trust with an audience enough for somebody who is now looking at us deeply to say, okay, I’m going to exchange my money with you.

(10:20): And to me, the trust category to a lot of points, a lot of businesses that actually charge a premium that if you’ve ever paid more to get something because you trusted the result would be there, you trusted the brand was going to be there. Many of us have done that. Many of us have paid more and are willing to pay more when we trust that we will get the result from who we’re working with. So what are the ways that we’re going to build trust? Testimonials, case studies guarantees, transparent business practices, even who we associate with social proof. I mean, those are all things that are part of really the overarching marketing plan. That’s why they show up here on the snapshot. So the last two pieces in, or the last piece I should say in the growth plan is then your lead conversion plan.

(11:06): I mean, how are we going to convert those nurtured leads into paying customers? We need to have an actual process that can be taught that’s certainly aligned with what the customer needs, but then also aligns with the core message that we’re communicating that creates the buying experience itself is often where referrals and repeat business happen because even if we get a result for somebody, but the experience of getting there was not that great, we’re going to lose a lot of trust. And so what is our lead conversion plan that not only results in us converting a higher number of leads, but it’s also something we can scale, that we can start teaching to others. I think that’s where a lot of businesses really struggle is when the founder has been really good at selling and they end up being trapped because they’re the only ones who can sell because they’re really not even sure how they do it or why they do it and why they’re so successful at it.

(12:01): So when it comes time to hiring a sales team, they really flounder because there is no real process. So great to have at least a process. It doesn’t have to be the most perfect one. You’re always going to be refining it, trying to make it better. But if you don’t start with at least here is our process or our plan for lead conversion, you’re going to struggle. Alright, now we’re going to go to the third stage, which is the customer strategy. So this is where we’re going to map out the journey of everything that’s going to happen or that we hope happen once somebody becomes a customer. So we’re going to start with new customer onboarding plan. What’s the way that we’re going to create the most positive first experience for a new customer? So these are onboarding orientation. It’s amazing how often people don’t give this some thought and every new customer is brought in, has different expectations, a different experience, and it really dilutes the brand.

(12:59): So we’re going to map out what’s going to happen when somebody says yes when they become a new customer. It’s obviously going to be different for every business, but having a plan allows you to again, delegate and scale because everybody learns the plan and how to deliver the same experience, but it also really creates consistency in working with your business. And I think that a lot of times customers really crave that consistency and that’s part of the experience. Knowing what to expect and having it delivered as promised is really a great part of the experience. Speaking of experience, that’s the next one. What is going to be our overarching customer experience plan? So how are we going to ensure a consistently positive experience throughout the journey? So really mapping out everything we want to do. But this is also the place where getting feedback from existing customers to look for ways to continuously approve, having SOPs as part of the experience.

(13:56): We talked about the new customer, but certainly the ongoing fulfillment as well. The next two components of really are kind of the repeat bucket and that is your customer retention plan. What are we going to do to keep customers engaged, keep them coming back, retain them, sell them more. Maybe sell them other products, maybe sell them on another tier or layer of products and services. So really having tactics in place that are going to focus on, certainly measure, but focus on customer retention and things like loyalty programs and check-ins and just ongoing continuing education. That should be part of your plan. Don’t just wait for customers to call you and say, I need something. You should have a way that keeps you top of mind, keeps them coming back, keeps you in front of them in a way that allows you to introduce how you discover frankly, and then introduce how you can do more with them.

(14:51): And then what’s your customer expansion plan? How can you take your existing customers and increase the lifetime value, increase what you’re doing for them? One of the things I’ve discovered over the years is that about 20% of my customers would, and I’m not saying I’ve nailed this, about 20% of my customers would do five, 10 times the business they’re currently doing with me. If I intentionally take the time to discover what else they need, discover how else I can add value, discover how else I can solve more problems, bigger problems for them, there won’t be your entire customer base, but we all know that it is much easier to do more business with somebody you’ve already established trust with than it is to really jump or make people jump through all the hoops to become a new customer. Alright, the last two elements, your customer referral plan.

(15:45): I wrote an entire book called the referral Engine on this topic. It’s one that I’m very passionate about turning satisfied customers into brand advocates. You essentially through a referral are borrowing trust. How many times you’ve done this yourself? Somebody you said, boy, I need to find somebody to do X. Somebody says, Hey, don’t look any further. They solved this problem for me, or here’s how they did it. They’re awesome. The end of the sales journey, we stop. We call ’em up and say, when can you start? So that borrowed trust, that removal of risk is what makes referrals such a potent, we all know this, right? You all know it is such a potent channel. So having a plan to intentionally generate referrals from customers is how you really amplify your referability. You’re not going to get referrals unless you deserve them, but certainly once you deserve them, you have to really amplify that.

(16:41): And then the last piece of this is, it’s another element of referrals, but what I call the partner referral plan. So these are strategic partners. These are non-competing businesses that also serve your ideal client, that you could actually add value to their client base, add value to their business, to their offerings by working together in some fashion. That really gives them an incentive to put you in front of their audience. The right customer might have two or three referrals that they could give you, which is awesome, but the right strategic partner might actually fill your pipeline because they’ve got hundreds of potential folks that they could put you in front of. All right, so that’s it. That is the marketing snapshot. You can find it in the show notes. Or if you want to just reach out to me at john@ducttapemarketing.com, I’m happy to talk to you about how we could do that for your business as part of the strategy first process.

(17:38): Or if you just want to see a copy of the Marketing snapshot yourself, we’re happy to make it available to you in one way, shape, or form or another. So that’s it. Thanks for tuning in today. We love those reviews. If you give ’em it to Spotify or Apple or Google or wherever it is you get your podcasts, I’d love to hear from you. So if you just want to say hi, it’s also just John at Duct Tape Marketing. All right, take care, and hopefully we’ll see you one of these days soon out there on the road.

 

Why AI Continues to Suck at Original Content?

Why AI Continues to Suck at Original Content? written by John Jantsch read more at Duct Tape Marketing

The Duct Tape Marketing Podcast with John Jantsch

In this episode of The Duct Tape Marketing Podcast, I talk about the elusive: Content. What it is, What it’s been, and where it’s going. In other words, Air, King, and now AI-generated?

I refer to content not as a tactic but as the voice of strategy. But how can AI be used effectively in content creation?

With the approach of producing ‘Pillar Content’ and breaking it into subtopics. The best use of many AI tools is to ‘produce good content in the easiest way possible,’ which is video—producing and repurposing it into various formats.

I also discuss the ‘Content Sprint Methodology,’ which involves using AI to generate additional assets based on the original content.

 

Key Takeaways

  • Content is essential for building trust and authority.
  • AI can be a valuable tool for content creation, but it is best used to generate ideas and enhance original content.
  • Producing pillar content and breaking it into subtopics is an effective strategy for creating valuable and relevant content.
  • Using AI to create videos and repurpose content can save time and effort in content production.
  • The content sprint methodology involves starting with original content and using AI to generate additional assets

 

Chapters

[00:00] The Importance of Content in Marketing
[00:57] Using AI Effectively in Content Creation
[02:23] AI’s Limitations in Producing Original Content
[04:34] Producing Pillar Content and Subtopics
[05:58] Repurposing Content with AI
[08:48] The Content Sprint Methodology

 

This episode was brought to you by:

 

ActiveCampaign

Try ActiveCampaign free for 14 days with our special offer. Exclusive to new customers—upgrade and grow your business with ActiveCampaign today!

 

 

Wix

work in sync with your team all on one canvas, and reuse templates, widgets, and sections across sites. Create a client kit for seamless handovers and leverage best-in-class SEO defaults across all your Wix sites.

 

John Jantsch (00:00): I don’t believe that AI today is very good at producing original content. I use it all the time for ideation for like, what did I miss? Are there things that I should be saying here? Is there a research statistics to back this up? So I use it in that manner when I’m creating content, but here’s the way that we produce content. Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch, and you got it. Another solo show, just me and the microphone. So I want to talk about content today. I used to stand on stages and say, content is king. Remember that? And then everybody got the message and really, content became air, really have to have it to play. Today, pretty much every single industry, obviously there are a lot of industries that realize education, building trust, building authority, those are things that go hand in hand with marketing, period.

(00:54): But pretty much every industry today, regardless, local businesses, construction businesses, plumbers need to have content today. And I actually refer to content, not as a tactic, but as the voice of strategy. Alright, with all of that set up, I want to talk about something I’m seeing a lot of right now. AI is a tool that certainly offers a lot of promise around the idea of content. Some people actually say it can produce all your content for you. However, I believe that what I see a lot of people doing is using content or using AI in some of the various new tools in the wrong way. And I think actually backwards would be how I would refer to it. I was in a presentation the other day and somebody was demonstrating some AI tools, and really it’s pretty easy. I’m kind of geek out on the coolness of some of the things that some of the AI tools can do and will increasingly be able to do.

(01:50): Kind of creepy. Cool, I suppose in some regards. But one of the things that I see a lot of people doing is there are now these tools out there that you can train to produce video with your avatar. It’ll look like you, it will talk like you sort of. And so what people are doing is they’re now just writing content or having AI create content, create scripts, feed it into this tool, and all of a sudden, voila, I’ve got video produced by ai. But then they spend a ridiculous amount of time trying to get it to sound like them, to say the things that they say, to have the tone that they have, even to be able to pronounce words in their industry the right way. And I think that while, like I said, there’s some coolness factor to it to be able to, I mean, I’ve seen people actually go and produce entire podcast with a host and a guest.

(02:44): Neither one of them actually does it. They produce a script, they produce the answers to the questions, they produce the podcast. And while it is one of those things that’s like, look what we did because we can, I’m not sure it’s, look what we did because we should. And here’s the main reason. I don’t believe that AI today is very good at producing original content. I use it all the time for ideation for what did I miss? Are there things that I should be saying here? Is there a research statistics to back this up? So I use it in that manner when I’m creating content, but here is the way that we produce content, and this is really more of a how to, not necessarily the structure of the content, but I’ll spend a minute on that. We produce what we call pillar content. So we come up with once a quarter, three core themes, and these are going to be themes that we know are ideal client or clients are looking for information on.

(03:37): And if they find it, I guess is another way of saying if they find this content and read it, it’s going to be useful in helping them understand why they might want to work with us. That’s sort of the filter, I guess. It’s not just, well, here, we should write about this trendy thing or that trendy thing. It’s what’s our core pillar content. It’s my pleasure to welcome a new sponsor to the podcast. Our friends at ActiveCampaign. ActiveCampaign helps small teams power big businesses with the must have platform for intelligent marketing automation. We’ve been using ActiveCampaign for years here at Duct Tape Marketing to power our subscription forms, email newsletters, and sales funnel drip campaigns. ActiveCampaign is that rare platform that’s affordable, easy to use, and capable of handling even the most complex marketing automation needs. And they make it easy to switch. They provide every new customer with one-on-one personal training and free migrations from your current marketing automation or email marketing provider.

(04:36): You can try ActiveCampaign for free for 14 days and there’s no credit card required. Just visit activecampaign.com/duct tape. That’s right, duct Tape Marketing podcast listeners who sign up via that link. We’ll also receive 15% off an annual plan. That’s activecampaign.com/duct tape. Now, this offer is limited to new active campaign customers only. So what are you waiting for? Fuel your growth, boost revenue, and save precious time by upgrading to ActiveCampaign today. Hey, digital marketers, this one’s for you. I’ve got 30 seconds to tell you about Wix Studio, the web platform for agencies and enterprises. So here are a few things that you can do in 30 seconds or less when you manage projects on Wix Studio. Work in sync with your team all on one canvas, reuse templates, widgets and sections across sites. Create a client kit for seamless handovers and leverage best in class SEO defaults across all your Wix sites.

(05:39): Alright, time’s up, but the list keeps going. Why don’t you step into Wix studio to see more? Now we’ll take that core pillar content and we’ll break it down into subtopics. And so for example, once we determine what that content is, some of the AI tools, the GPTs out there are really great, frankly at creating outlines. What are the subtopics that would go under this? I mean, you put in any industry and it’s pretty good at actually saying, here are the important things to know about any industry. So we actually do this same thing with clients. And if you’re out there thinking, how am I going to produce all this? Or you’re an agency that says, how can I produce all this for my clients? This is an exact approach that we teach or in some cases just do for our clients that are trying to build brand and build authority.

(06:27): So at the end of this, if you would like to know more about how we might be able to do that for you, it’s just john@ducttapemarketing.com is where I always tell people, just write to me and we’ll see what we can put together for you. But after we produce that topic list, then here is how we employ ai. I actually create videos just like if you’re watching this on YouTube, just like this one. I just stand in front of a microphone and I riff on the topic for five, 10 minutes. And when we have clients, we actually just interview them and let them riff for five or 10 minutes on the topic and we can coach them that way and get great video. But here’s what we get from that. First off, we generally speaking, get good content well, or at least it’s original content.

(07:12): It is from my thinking, it is from my point of view, it is the jargon that I use, the terminology or citing our own IP is going to show up in that video. So that’s a great starting point, but it also is an incredible way to train then an AI tool on how I speak, how I pause, how often I say there’s so many things that can be gained really just by having that original video on top of, as I said, the real starting point there is that we have good high quality original content. So I might actually just pick out one day and spend 60, 90 minutes and record 10 of these videos, which will then give my team enough ammo, frankly, to produce all the social posts, email newsletters, original videos, of course snippets. From that video. We employ all those tools to actually repurpose the content.

(08:07): And I think frankly, right now, today in what are we, almost in September of 2024, that is the best use of many of the AI tools is to produce good original content in the easiest way possible, which to me is video a lot easier than banging out a thousand words. I can talk all day long, A lot of the folks that we work with that remodeling contractor, getting them to write anything would be next to impossible, but getting them to talk for an hour about what they believe, what their process is, how to get the best out of this, new trends in appliances. I mean, they can talk for days on these. So it allows us to really capture a ton of original content and then we turn it into everything, including blog posts, of course, snippets of video I already mentioned LinkedIn posts, Facebook posts, X posts, Instagram reels.

(09:03): There’s just so many things that we can produce when we start with this video first. But then we can also take some of those videos and stack them. And now we’ve got, we can actually use the AI to say, create a course, take these 10 videos and create a course out of them. Obviously we had some thought into what the titles were and the topic and the through line of the 10 videos, but it can actually produce a complete course outline, complete with questions, complete with quizzes, complete with checklists. And so we can create lead capture devices out of that. So we’ll take a checklist or two, we’ll take a tool or two, and we will actually put it into the GPT and say, here, fill this out, complete this. Give me examples, samples. So we have something we call the marketing snapshot, which is our version of a marketing plan, kind of all on one page.

(09:54): Well, I can upload that tool that we’ve created and ask the GPT to fill it in for X industry, in fact, for 10 different industries. And all of a sudden now we’ve got samples that people can relate to and really maybe more thoroughly understand. So if you start my whole point, if you start with this original content in your voice or in your client’s voice, you can then work backwards tremendously producing all kinds of iterations of that good original content that’s in your voice, in your point of view, in your tone, using your industry jargon. So instead of thinking, how can I create these avatars to talk like me, talk like you, and use the transcript of that, which pretty much every one of these tools now produces right off the bat, use the transcript of that. Then to go out and produce all kinds of other assets.

(10:49): We call this the content sprint methodology. It’s something, as I said that we do for ourself, but we also do it for pretty much all of our clients, either inside of a full engagement or as a standalone. We’d be happy to do it for you as well. So that’s it for today. Use AI the right way. Use it for good. Hopefully we’re running into you one of these days out there on the road. Don’t forget, we love those reviews as well. If you’ve got any questions, comments, feedback, john@ducttapemarketing.com. That’s DU CT A PE marketing.com. All right, take care.

Testimonial (11:33): I was like this. I found it. I found it. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients, it’s changed my engagement with the team. I couldn’t be happier. Honestly. It’s the best investment I ever made. What

John Jantsch (11:50): You just heard was a testimonial from a recent graduate, the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM world slash scale to book your free advisory. Call and learn more. It’s time to transform your approach. Book your call today, DTM World slash Scale.

 

(Un)Limiting Beliefs

(Un)Limiting Beliefs written by John Jantsch read more at Duct Tape Marketing

 

 The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I aim to stir the pot in yet another solo show by sharing a distinct and uncommon point of view (or five) in marketing.

I’ve never really understood the insane popularity of Simon Sinek’s ‘Find your why notion.‘ I mean, it’s been said before, right? Maybe even better. My why is: Why is that particular video so popular?!

Regardless, Marketers often make marketing too complicated anyway. Fun fact: complexity in marketing is just disguised incompetence. Chasing trends is a recipe for failure, and you shouldn’t just repurpose your content but make it purposeful.

I also draw special attention to the significance of customer experience as the true differentiator and the importance of measuring marketing effectiveness. Stick around for 10 minutes of me crossing the line between fact and opinion as I share all I learned in my experience in the industry in a few words of wisdom, all in one belief system that you can adopt to run your agency better.

 

Key Takeaways (Or What I Believe)

  • Share a distinct and uncommon point of view about your business and its offerings to differentiate yourself in the market.
  • Focus on solving your ideal client’s problems rather than just promoting your products or services.
  • Create purposeful content and use marketing automation to personalize your interactions with customers.
  • Build long-term relationships with customers and prioritize customer experience as the true differentiator.
  • Measure the effectiveness of your marketing activities to avoid wasting time and money.
  • Use data to gain insights and make informed decisions.
  • Avoid unnecessary complexity in marketing and strive for simplicity and clarity.

 

Chapters

[00:00] Introduction and the Need for a Distinct Point of View
[03:25] Solving Problems and Building Relationships
[05:48] The True Differentiator: Customer Experience
[06:45] Measuring Marketing Effectiveness and the Importance of Data
[07:44] Avoiding Complexity in Marketing

 

 

This episode was brought to you by:

Oracle

Nobody does data better than Oracle. Train your AI models at twice the speed and less than half of the cost of other clouds. If you want to do more and spend less, take a free test drive at oracle.com/ducttape

 

Wix

work in sync with your team all on one canvas, and reuse templates, widgets, and sections across sites. Create a client kit for seamless handovers and leverage best-in-class SEO defaults across all your Wix sites.

 

John Jantsch (00:00): Complexity in marketing is just disguised incompetence. I believe that marketers make marketing too complicated and that chasing trends is a recipe for failure that no one cares about our products or services. They care about their problems getting those problems solved.

(00:20): Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch and no guest again today. As you can see on the screen, if you’re watching the videos, just me solo podcast. So let’s call this one What I believe that’s the name of this episode. I was listening to a presentation on strategy and authority the other day, and really no surprise, that old chestnut of finding your why was mentioned as part of strategy and authority building. They talked about something that I think is a needed twist in this conversation. As a side note, I’ve never really understood the insane popularity of Simon Sinek’s Find Your Why Notion.

(01:01): I mean, other people had said that, hadn’t they? I mean, why is that particular video so popular? But I digress, and frankly, it’s mostly jealousy. So let’s move on. Alright, so finding your why that conversation mostly centers around purpose and beliefs. Sharing with the world that you believe, I don’t know, cats and dogs both deserve love or that the use or not use of the wildly divisive Oxford comma hurts no one. Or maybe even that you believe something universal. We should all love our neighbors. I mean, none of that is a bad thing, but I think those are things that might attract your ideal client, but I think they’re kind of nice to have when somebody’s considering buying from you. I mean, obviously the opposite. I hate kittens. That’s not a, that’s actually going to drive things away. But again, I think that those are, a lot of people focus there and that’s great.

(02:02): Having core beliefs inside of a business I think are great. But I think that there’s incredible brand value in sharing what you believe, especially, or in additionally when you share the distinct and perhaps not so common point of view about what your business does, how it’s different. I mean, it’s the unique value and say it in ways that are beliefs that are really kind of attacking an enemy almost so that some percentage of the market’s out there going, yeah, I not only believe that, but I hate it when people do X. So I think this is how you can start to differentiate your business in ways that addresses the problems that your ideal clients are trying to solve. So with that in mind, I’m going to give you an example, but I also hope to start some fights. I hope that I hear from listeners on this who either agree or wildly disagree with these ideas because I think that there is value in both of those.

(03:06): I’m not saying that I intentionally believe we should all create fights or that we should all create division or polarize markets, but I do think that if there’s not a tinge of, Hey, I believe that, or Hey, I don’t believe that there’s not a tinge of emotion in what you say to people about what you do and why you do it, then we’re probably missing the mark. Hey, digital marketers, this one’s for you. I’ve got 30 seconds to tell you about Wix Studio, the web platform for agencies and enterprises. So here are a few things that you can do in 30 seconds or less when you manage projects on Wix Studio. Work in sync with your team all on one canvas, reuse templates, widgets, and sections across sites. Create a client kit for seamless handovers and leverage best in class SEO defaults across all your Wix sites.

(04:00): Alright, time’s up, but the list keeps going. Why don’t you step into Wix studio to see more AI might be the most important new computer technology ever. It’s storming every industry and literally billions of dollars are being invested. So buckle up. The problem is that AI needs a lot of speed and processing power. So how do you compete without cost spiraling out of control? It’s time to upgrade to the next generation of the cloud. Oracle Cloud infrastructure or O-C-I-O-C-I is a single platform for your infrastructure, database, application development, and AI needs. OCI has four to eight times the bandwidth of other clouds offers one consistent price instead of a variable regional pricing. And of course, nobody does data better than Oracle. So now you can train your AI models at twice the speed and less than half of the cost of other clouds. If you want to do more and spend less like Uber eight by eight and Databricks Mosaic, take a free test drive@ociatoracle.com slash duct tape.

(05:07): That’s oracle.com/duct tape oracle.com/duct tape. So here I go. We sell marketing strategy. People hire us to create a marketing strategy to implement that plan in many cases and to help them build a brand, help them grow that brand, help them create more customer loyalty and retention. But I would like to believe that everything we do comes with the following point of view. I believe that marketers make marketing too complicated and that chasing trends is a recipe for failure that no one cares about our products or services. They care about their problems and getting those problems solved. Creativity without strategy is art. Sorry, graphic designers. But without strategy. It’s not marketing content without purpose is just noise. And boy, are we seeing a lot of noise these days. AI is making it very easy to create content without purpose. Marketing. Automation without personalization is spam. I’m guilty of this.

(06:14): I understand that it’s wrong. It’s just hard. So a lot of what we try to focus on is not just using these tools. How can we use them to personalize long-term? Relationships matter so much more than quick wins. So you stay in business for any amount of time and you will come to really appreciate that. One. Engagement without conversion is vanity. You see so many people just trying to build up their Facebook profile. I’ve got so many likes, so many followers. So there’s a place for all of that. But without conversion or without at least the thought of why we’re doing this for conversion, it’s simply vanity. Customer experience to me is the only true differentiator. So what I mean by that is so many people are out there trying to find their difference, their unique thing. We’re the purple people or we deliver faster than anyone else, whatever their kind of thing, that can be a competitive advantage.

(07:13): But what we sometimes forget is how the customer experiences. That differentiator is what actually makes it valuable. What actually makes it a true differentiator? If you’re not measuring, you’re guessing, sorry, another one that’s hard. But if we’re not measuring the effectiveness of all of our marketing activity, we are just guessing. Sometimes we guess, right? But sometimes we guess horribly wrong and don’t realize it wastes tons and tons of money. Tons and tons of time. And last one, ending on a data note. Data without insights is useless. How many marketing firms just throw out a report monthly report because they said they would to their clients? And without any kind of insight into why any of this matters, does any of this lead to or to us meeting our business objectives? Pretty useless. And then finally, I’m going to end on a harsh one. Complexity in marketing is just disguised incompetence.

(08:10): I think in a lot of cases there are marketers out there that want marketing to seem odd, SEO to be this really strange science that nobody can understand, and some of that really has to do with the fact that they can get away with murder when they do it’s disguised incompetence. So those are some of our whys. Those are some of what goes into those beliefs inform pretty much everything we do. At least I hope they do. It’s not perfect, but it’s the goal. It’s how we fulfill our unique point of view that marketing is simple when marketing is a system. So I’m going to leave you with the words of the well-known brand strategist, Dolly Parton. Here’s our job. Find out who you are and go be it. So I hope that I stirred the pot a little bit here. I hope to hear from you, John, at duct tape marketing.com. Obviously, if you’re somebody who owns a business out there and you’re thinking, Hey, that all made sense to me, maybe I should talk to them about how we can get our marketing system, reach out, john@ducttapemarketing.com. All right, take care out there. Hopefully we’ll see you one day soon. Out there on the road.

Testimonial (09:33): I was like, I founded. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients. It’s changed my engagement with the team. I couldn’t be happier. Honestly. It’s the best investment I ever made.

John Jantsch (09:49): What you just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM.world/scale to book your free advisory. Call and learn more. It’s time to transform your approach. Book your call today, DTM.World/Scale.

 

Are You Ready to Be a Fractional CMO?

Are You Ready to Be a Fractional CMO? written by John Jantsch read more at Duct Tape Marketing

 

 The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I do a solo show exploring the misconceptions surrounding the role of the Fractional CMO. As businesses increasingly seek scalable marketing leadership, the demand for fractional CMOs has surged. But not so much the supply. Yes, there is some interest, but there’s a lot of noise and confusion surrounding this idea. People want to learn and are learning by doing but don’t feel quite there yet. If you’re one of those people reading this, Are you ready to put that title on your LinkedIn profile?

 

 

 

 

More so;

  • What does it mean to be a Fractional CMO?
  • What are the skills required?
  • How can this role significantly impact your agency’s growth strategy?

 

Key Takeaways:

  • Strategic Thinking: A fractional CMO must lead with strategy, developing comprehensive marketing plans aligned with business objectives. This approach ensures that every tactic and channel contributes to the company’s long-term goals.
  • Leadership: Many businesses lack strategic marketing leadership, especially in the $3 to $30 million range. A fractional CMO fills this gap by advocating for the customer and aligning marketing efforts with the broader business strategy.
  • Technical Skills: Besides strategy, a fractional CMO must possess strong technical skills to advise on and implement marketing technologies that optimize operations and enhance efficiency.
  • Industry Knowledge: A fractional CMO needs a broad understanding of various industries and extensive marketing experience. This knowledge allows them to tailor strategies that resonate with different market segments.
  • Data-Driven Decisions: The ability to analyze data and set measurable KPIs is essential. A fractional CMO must demonstrate the impact of marketing initiatives on the company’s bottom line, proving their value through continuous improvement.

 

Chapters

[00:38] Common Misconceptions: Where Trends don’t meet Scale

The common misconception about the role of a fractional CMO is that while the concept is trendy, the traditional model of working with a few clients part-time may not be scalable. Actually, we’re pretty sure it’s not. What’s needed is developing a more sustainable approach, one that allows fractional CMOs to serve businesses while also scaling their operations effectively.

[01:51] My Take on the Role Itself and Skills Required

Strategic thinking, leadership, and industry knowledge are critical components of the role. Understanding a business’s goals and aligning marketing strategies accordingly is essential, rather than just executing tactics.

[05:44] One word: Branding!

A world where traditional lead generation tactics like SEO and social media advertising are frankly becoming more challenging. a strong brand that builds trust and connects with buyers will be key to success in the coming decade.

[09:15] Leadership

In other words: Vision, direction setting, and aligning marketing strategies with your overarching business objectives. Leadership goes beyond just creating a plan—it’s about guiding the entire marketing function to support business growth.

[10:34] Your Customer’s Journey

Creating organized customer journeys is crucial for market expansion, and guess what? this responsibility falls squarely on the shoulders of a Fractional CMO. By designing journeys that customers ACTUALLY want to follow, your business can drive growth more effectively.

[12:00] Acquisition and Retention
A fractional CMO should focus on both customer acquisition and retention. They need to generate new leads and maximize the value from existing customers through retention strategies and memorable customer experiences that lead to repeat business and referrals.

[13:18] A Holistic View

The role of a Fractional CMO isn’t just about marketing—it’s about integrating sales, customer service, and even operational aspects to ensure that the entire business is aligned and working towards common goals. This comprehensive view is essential for delivering measurable impact and long-term success. But always remember to commit to continuous learning.

[09:01] Strategy First

Lastly, Strategy First! Every engagement should start with a well-defined marketing strategy that aligns with the business’s objectives. This strategy-first mindset allows Fractional CMOs to provide clear direction and measurable results, setting the stage for successful marketing initiatives.

 

This episode was brought to you by:

 

ActiveCampaign

Try ActiveCampaign free for 14 days with our special offer. Exclusive to new customers—upgrade and grow your business with ActiveCampaign today!

 

Wix

work in sync with your team all on one canvas, reuse templates, widgets and sections across sites. Create a client kit for seamless handovers and leverage best in class SEO defaults across all your Wix sites.

 

John Jantsch (00:00): Brand has always been important. I believe it’s going to become more important the next decade or so. Companies that develop a strong brand, a brand that helps connect with their buyer, helps build trust with their prospect, those are going to be the brands that I think Excel.

(00:15): Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch and I’m doing a solo show today. Here’s the topic. So are you ready to be a fractional CMO? Are you ready to put that title on your LinkedIn profile? That’s what we’re going to talk about today. There’s a lot of noise around this idea, maybe some misconceptions. I want to talk about how I view this idea and whether or not the positioning makes sense for you. And I want to key in on that word positioning because to a large degree, that is one of the benefits of positioning yourself as a fractional.

(00:55): CMO should help you attract a client who is looking for strategy that wants something more than just. It also is a way for you to develop relationships with clients as a trusted advisor. So there’s a lot of benefits for it. I think that there certainly are some misconceptions. The traditional role that’s, frankly, it’s been around 10 years, it’s certainly gotten very hot and trendy right now, but the traditional role was somebody would have the experience and hang out a shingle, call themselves a fractional CMO, and they would work with maybe four clients, a fourth of their time to four different clients. Now, they might be paid really well for their time, but a pretty tough model to scale. So what we’ve been working on is helping agency owners, consultants, strategists, figure out a way to actually use the benefits of this model, but also to do it in a way that is scalable.

(01:50): But first, I want to talk a little bit about the skills and what I think the role is supposed to look like because what we are trying to do is I think every business, every size of business today, fractional, everything means something to them. They have hired people fractionally for a number of roles now, and so the concept of getting marketing leadership in a fractional way I think is very compelling. But I think now maybe it was companies that were over $30 million, they were maybe on the verge of hiring a CMO period and saw fractional as a way to save money. But I think the real market today is in that maybe, I don’t know, three to $30 million business that was probably not going to hire a CMO at all, but realizes they have a real gap in marketing leadership. So that’s really the model that we are addressing, or at least the democratization of the term, if you will, for how I view it.

(02:50): So let’s talk a little bit about what I think this role involves. So in terms of skills, certainly strategic thinking. I mean, it has to be strategy first. You have to lead with that as any way somebody is going to engage you. You’re not going to go in and just start diagnosing and saying, oh, you need this and this. There is going to be a period of developing strategy. I’ve said this word a couple of times and I think it’s really key leadership. Most of the folks that I’ve talked about in that range of three to $30 million do not have any strategic marketing or marketing leadership period. Typically, they’re very founder-driven organizations still, maybe they have a sales head of sales, but they really don’t have anybody that is advocating for marketing or frankly advocating for the customer. And that’s a big part of the leadership role.

(03:38): Technical skills are going to be important. Obviously, you’re going to encounter firms that need a lot of things fixed that need to start adding MarTech to the current stack of technology. So somebody who can actually come in and advise on what that should look like, how to automate things, how to stop doing things manually. That to me is going to be a big part of this role. Now, there’s also going to be a need for industry knowledge. Now, I don’t necessarily mean that you have to niche to be the fractional CMO for a certain industry, but I think that a broad range of industry knowledge, and maybe another way to say that also is marketing experience. You’ve just seen a lot of things. I think that’s probably key as well. I did a survey with databox and the fractional CMOs that we surveyed had, I think the greatest number was over 10 years of marketing experience.

(04:32): Now, that doesn’t necessarily mean CMO roles, but marketing experience. And I think that while I don’t think that’s necessary, that level is necessary for every client that you might serve, there’s certainly a need for some level of breadth of experience I think. So according to LinkedIn, 2022, emerging jobs report, demand and skills in data analysis, AI and strategy development are the three growing roles. So I think there are three growing needs in emerging jobs. So I think that’s going to run true of this role as well. So the role itself, strategy development, creating long-term marketing plans that aligned with business goals. That’s a key point here because I think there are a lot of marketers that can develop a brilliant strategy and a list of tactics and channels and campaigns that go along with it, but then somebody turns around and says, well, how does this help the business go where it wants to go?

(05:29): And so I think that’s certainly an element that a fractional CMO is going to bring is let me first understand your business goals and objectives, and then I can actually develop a marketing strategy to support those and not the other way around. I believe that brand, well, brand has always been important. I believe it’s going to become more important the next decade or so. The last decade, marketers got a bit lazy, frankly, because SEO, once you figured out how to make that work, it was a pretty easy way to generate leads. The social platforms were willing to sell you all the data on their users, and so consequently, you could really target with effective advertising. Both of those things are going to gradually go away or get much harder. And I think this idea of the companies that develop a strong brand, a brand that helps connect with their buyer, helps build trust with their prospect, those are going to be the brands that I think Excel.

(06:23): And that’s really how we’re going to have to stand out today. Most of the firms that hire you are going to want market expansion. They’re going to want to grow. So having a very strong background in how to actually, and I don’t know if it’s so much create demand. I know a lot of people will call it create demand, but I think organized behavior, organized customer journeys that people want to go down, that to me is how we’re going to expand market and then just optimizing performance. Certainly if you’re going to have a seat at the C-suite table, you are going to be talking about metrics. You’re going to be talking about the things that you can impact, the things that you can measure, and I think that’s really going to be a key role. It’s my pleasure to welcome a new sponsor to the podcast.

(07:11): Our friends at ActiveCampaign. ActiveCampaign helps small teams power big businesses with the must have platform for intelligent marketing automation. We’ve been using ActiveCampaign for years here at Duct Tape Marketing to power our subscription forms, email newsletters, and sales funnel drip campaigns. ActiveCampaign is that rare platform that’s affordable, easy to use, and capable of handling even the most complex marketing automation needs. And they make it easy to switch. They provide every new customer with one-on-one personal training and free migrations from your current marketing automation or email marketing provider. You can try ActiveCampaign for free for 14 days and there’s no credit card required. Just visit activecampaign.com/duct tape. That’s right, duct Tape Marketing podcast listeners who sign up via that link. We’ll also receive 15% off an annual plan. That’s activecampaign.com/duct tape. Now, this offer is limited to new active campaign customers only. So what are you waiting for?

(08:14): Fuel your growth, boost revenue, and save precious time by upgrading to ActiveCampaign today. Hey, digital marketers, this one’s for you. I’ve got 30 seconds to tell you about Wix Studio, the web platform for agencies and enterprises. So here are a few things that you can do in 30 seconds or less when you manage projects on Wix Studio. Work in sync with your team all on one canvas, reuse templates, widgets and sections across sites. Create a client kit for seamless handovers and leverage best in class SEO defaults across all your Wix sites. Alright, time’s up, but the list keeps going. Why don’t you step into Wix studio to see more the marketing leadership role? And this I think is probably the biggest leap for a lot of marketers because a lot of marketers felt like my job is create the plan, execute the plan, measure success and report back.

(09:12): But if we’re going to add this level of marketing leadership now, I think we’re talking about vision and direction setting, long-term marketing goals aligned with the business objectives, certainly focusing on competitive positioning, differentiating the brand, and what’s probably going to be crowded marketplace because every marketplace is crowded According to Deloitte, only 19% of companies align their operating model with their strategy. That’s going to be a big part of your job. Brand strategy is going to go beyond brand identity. It’s sad, but most marketers know this, but we still talk to a lot of folks that brand is logo. It’s your personality, it’s your message strategy that is really going to allow you to not only differentiate, but have a prospective client say, wait a minute, you’re talking about me. Why isn’t anybody else addressing the problem that you’re promising to solve? That goes a long way towards brand strategy and then obviously how you carry that out, how you act, how the company or how the prospect or client experiences you is all part of brand strategy.

(10:18): Harvard’s business review study found that consistent brand messaging can increase revenue by up to 23%. No shocker there. Alright, optimizing growth. I mean a lot of that’s going to be around channel selection, integrating campaigns, performance tracking, but let’s not forget good old customer journey. I think that is a great element of this idea of optimizing growth. And it goes hand in hand I think with a brand strategy. Another stat for you pulled a whole bunch of stats together to drive home these points. Forrester reports that companies using advanced analytics to optimize marketing channels see a 15 to 20% increase in marketing. ROI. No surprise there at all. It’s the hardest thing to do. It’s the hardest thing to get a business excited about doing, but it might just be the difference. Data-driven, you are going to be data-driven, KPI setting teaching actually, I mean a lot of the folks that you end up working with in this role are going to be looking for somebody to come in and say, you know what?

(11:22): We need to be, we need to be tracking these things. Here are the analytics tools that we need to put in place. Here is how I can teach everyone about the marketing p and l. And that’s really the way for continuous improvement. And that’s a big part I think of this role or at least. And now people may not actually be out there asking for that role, but it is the role that they need. And I think somebody who can position themselves as very data-driven along with very strategic and along with bringing leadership is going to have the package. Gardner found 74% of high performing marketing teams used data analytics to make informed decisions. Alright, acquisition and retention. I think that one way that somebody is a fractional CMO is really going to set themselves apart is to not just think about lead generation. So many marketers are hyper-focused on lead generation.

(12:17): Frankly, so many business owners, I just need more leads. Well, somebody who can actually help them get more business out of their existing clientele, how to retain and get repeat business and understand how to create a better customer experience that turns into referrals. That is going to be definitely an element of how to differentiate yourself as a fractional CMO. Alright, your road to success if you will. It’s going to take a very holistic view, and by that I mean we have to go beyond maybe what we think of as traditional marketing tactics and elements. We have to get into sales, we have to get into customer service. Again, if you would think about what a traditional CMO would do, they would sit in the csuite and they a meeting about what needs to happen to make marketing grow and they would be talking about all the elements across many aspects of the business, how the phone is answered.

(13:18): If we want to get completely granular. Those are things that somebody who is taking a holistic view is going to be very focused on because it all adds up to marketing. You are going to have to be able to prove your impact. My hope is that you are going to be charging much more maybe than you are today, but certainly more than somebody who’s just selling packages of tactics. However, that’s going to come with the price tag of being able to show measurable impact. So make sure that you are going in from the get-go saying, how do we map this to a business objectives? How do we set up the KPIs? How do I get access to the p and l so that I can understand what our cost to acquire a customer actually is? Those are things that if you’re going to take this role, you have to boldly demand that you gain access to those things because it’s going to be the only way for you to show measurable results and impact.

(14:19): And then lastly, you have to commit to continuous learning. One of the things that you will definitely do if you want to add value is that you will become the r and d department. Every new thing that comes along that maybe they’re reading about or maybe they’re hearing about in their industry meetings and things, that you’re the one that is going to be the voice of reason for it. No, we don’t need to follow that. Here’s how we can use that. This isn’t ready, this is ready. We need to go all in on this. You need to be the R department as well. And that’s just going to involve a commitment to continuous learning. I’ll leave you with one last statistic. Fractional CMO report in 2024 indicates that businesses with fractional CMOs are 36% more likely to achieve their long-term strategic goals that might be reason enough to pursue this avenue.

(15:16): Alright, hopefully that’s given you some food for thought, would love to visit with you. We actually have a program where we teach folks who maybe are not yet calling themselves fractional CMOs, or maybe they are calling themselves factual CMOs, but they’ve decided they want to find a way to scale this business. We actually give them a tool called Strategy first, which is a very scripted way to create a marketing strategy that has scope. I think one of the challenges a lot of folks have is they walk into a business. The business says, I need you to be my fractional cmo. Nobody defines what that role actually involves. We are trying to define it to package it, to make it something that somebody can scale. So just go to DTM world slash growth. We’ve got an ebook there on what we believe is the model of the future for being a fractional CMO. Lots of other resources. You can also find out about our certification program. All right, that’s it for now. Take care.

Testimonial (16:24): I was like, I founded, I founded. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients. It’s changed my engagement with the team. I couldn’t be happier. Honestly. It’s the best investment I ever made. What

John Jantsch (16:41): You just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM world slash scale to book your free advisory call and learn more. It’s time to transform your approach. Book your call today, DTM World slash Scale.

 

The Ultimate Guide to Integrated Marketing Strategy: The Pyramid Framework

The Ultimate Guide to Integrated Marketing Strategy: The Pyramid Framework written by John Jantsch read more at Duct Tape Marketing

 

 The Duct Tape Marketing Podcast with John Jantsch

In this episode of the Duct Tape Marketing Podcast, I’m doing a solo show. I will talk about the marketing strategy pyramid and how it offers a comprehensive view of an integrated marketing approach that never ends. By refining and strengthening your strategy based on its core elements, you can effectively compete and dominate in your market.

Key Takeaway:

The marketing strategy pyramid provides a robust framework for developing a comprehensive strategy. The pyramid consists of three primary layers: brand strategy, growth strategy, and customer strategy, all built upon the foundation of your overarching business strategy.

 

Brand Strategy: Focus on identifying your ideal customer, refining your messaging to solve their biggest problems, and ensuring your visual identity supports your brand promise.

Growth Strategy: Employ tactics to attract, build trust, and convert prospects into customers. This includes content creation, advertising, and communication strategies that drive sales and create awareness.

Customer Strategy: Develop an excellent post-sale experience to wow customers, retain them, and generate referrals. This involves creating a seamless onboarding process, maintaining ongoing communication, and ensuring customer satisfaction.

Team Strategy: Ensure your team is aligned with your business, brand, growth, and customer strategies to deliver a consistent and high-quality experience.

 

Topics I Cover:

[00:00] Introduction to the marketing strategy pyramid.
John Jantsch explains the comprehensive nature of integrated marketing strategies and why they must be continuously refined and improved.

[01:34] The essence of marketing strategy.
Jantsch emphasizes that marketing strategy is about how you compete and dominate in your market, supporting overarching business objectives.

[03:17] The three layers of the marketing strategy pyramid.
A detailed breakdown of the pyramid’s layers: brand strategy, growth strategy, and customer strategy, and how they integrate to form a solid marketing approach.

[04:14] The foundational business strategy.
Before planning marketing activities, it is important to align marketing strategies with business goals and understand profit targets and market share objectives.

[05:12] Brand strategy components.
Identifying ideal customers, refining messaging, defining brand personality, and ensuring visual elements like logos and colors align with your brand promise.

[06:55] Growth strategy elements.
Discussing tactics for attracting and converting customers, including content creation, advertising, and sales communication.

[07:57] Customer strategy insights.
Highlighting the importance of a stellar post-sale experience, customer retention, and generating referrals to build a loyal customer base.

[09:01] Team strategy integration.
Ensuring that your team is aligned with your strategies and can deliver a consistent and high-quality customer experience.

By understanding and implementing the marketing strategy pyramid, you can create a seamless and effective marketing approach that supports your business objectives and drives growth.

 

John Jantsch (00:00): I think that this definition, this pyramid, this graphic, offers a much more comprehensive view of how integrated marketing or strategy needs to be. It’s not just a one-time thing that we do. It never ends. You’re always refining and making it stronger based on these three elements.

(00:25): Hello and welcome to another episode of the Duct Tape Marketing Podcast. This is John Jantsch and no guest today. I’m actually just going to chat solo today and I want to address a burning, burning question or one of those things out there that I think just has gone unanswered for too long, and that is what is marketing strategy. Now, don’t click off or next or set it at three times speed or whatever it is that you do to fast forward through things because you think you’ve heard this before. I think that I am going to present, or at least that’s my attempt today to present to you an idea about marketing strategy to show you once and for all what I believe is the way that we need to look at it. Now, there’s a lot of confusion on this. I know that if I poll 10 people, that I’m going to get 10 different answers on what marketing strategy is, and I’m going to suggest eight of them would be wrong or maybe just have one piece of it and certainly you turn to the Google and ask and you’re going to get presented a whole bunch of tactics.

(01:34): Marketing strategy is really the through line for how you’re going to compete. So if I were going to give it a kind of an emotional definition, it’s the place or the way you’re going to place the flag in the sand to say, here’s how we’re going to compete, or better yet, here’s how we’re going to dominate. But that’s probably not very helpful in terms of, okay, how do you do it or what do you do or how do you explain it? So I want to today to present to you something I call the marketing strategy pyramid to show you that there are components to this and that they all actually need to be integrated and working together. There is no one magic marketing strategy or marketing tactic. It’s really more about the integration, and that’s really what we do for when we work with clients, something we call strategy first.

(02:23): It’s what we also teach to other agencies to do, and it really is built on this pyramid, or at least I think this is the way we all need to start thinking about the comprehensive nature of marketing strategy. So I’m going to use this fancy tool here, stream deck to show you a slide at the same time I disappear into the corner of the slide. So if you’re just listening to this, you’re not seeing the graphic, but if you watch the video, or you certainly will have the graphic at Duct Tape Marketing, and when you go consume or if you go consume the actual post, imagine if you will, or those of you looking at it, can see it that there is a pyramid that has five layers to it, and the middle three layers are really the marketing strategy component. But even those, quite frankly, need to rest on the overarching business strategy.

(03:17): When we come in to work with somebody, and we are there primarily, or at least initially to create a marketing strategy, we don’t do it based on what we think they ought to do or what we think. There’s certainly of our experience we bring to it. But the main thing we are doing, the main thing, that marketing strategy and then the list of tactics to employ that strategy are there to do is support the overarching business objectives. So if growth is a business objective, if dominance in a market is a business objective, if retention say of clients is a business objective, then the marketing strategy is built around that and only that to begin with. So the very first thing we do in working with a client is try to understand where they’re going, try to understand the profit that they want to make in this business, try to understand the market share that they want to enjoy before we ever start really suggesting anything.

(04:14): And unfortunately, very few marketers actually take that approach. Very few business owners actually take that approach. They want to hire a marketer to generate some leads, and frankly, I think that leads them often to doing a whole bunch of things they shouldn’t do, let alone maybe not focusing on the things that are actually going to allow them to meet their marketing objectives. So that’s step number one. That’s job number one. Before we can even start going. But then what I want to suggest is that, or what we do is we then break marketing strategy into three distinct parts, brand strategy, growth strategy, and customer strategy. And the reason is that I believe that this is how somebody effectively moves through a business. This really reflects the marketing journey inside of marketing strategy. A lot of times people end marketing strategy with a clever tagline and colors and logos and call it a day.

(05:12): And what I want to suggest is a marketing strategy actually runs through the entire customer journey, the entire momentum that you’re trying to build inside of a journey. Now we use something called the marketing hourglass. I know many of you have heard me talk about that. That’s another tool that we use to reinforce this idea of the customer journey. But the three components, brand, strategy, growth strategy, customer strategy, brand strategy is where we will actually help identify who makes an ideal customer, narrow the focus to who makes an ideal customer, quite frankly, and really define the products and services that customer is looking for. We also are going to focus a great deal of attention on messaging. Are we promising to solve that ideal customer’s biggest problem as opposed to here’s what we sell, so nobody cares what we sell, they want their problem solved.

(06:03): So we’re going to focus the brand strategy on that. Then obviously things like personality, how do we want to be perceived? Are we fun? Are we very serious? Are we analytical? I mean, those are all things that come into the overarching decision about how we want to then produce things like content. And then lastly, and frankly, a lot of people put this first, when you say the word brand, we want to make sure that the names and colors and graphics and logos and things all support the message and the brand promise that we are trying to put out there. So that’s the first part of marketing strategy. The second then is probably the part that most people spend a lot of time on, and that’s the growth strategy. What are the actual tactics we’re going to use to attract, to build trust, to actually get people to try in some cases and then buy from us?

(06:55): So it’s all the sales things, it’s all of the communication. It’s a great deal of content that moves people through that stage. Certainly it’s advertising, it’s all the things that create awareness. And then the last piece of this is the customer strategy. Okay, what happens after somebody says yes? Do we have a marketing strategy or is part of our marketing strategy making sure that we have an amazing experience to onboard people, to really wow them in the first 90 days to communicate, to upsell and resell them, to retain them, to actually generate referrals? Those are all the components that go then into the customer strategy component of the marketing strategy pyramid. So everything is built on this base foundation of the business strategy. Those three layers of brand strategy, growth strategy, customer strategy, really allow us to intentionally focus on creating an amazing customer journey and attracting the right clients who expect to pay a premium.

(07:57): In fact, we’ll pay a premium now because we’ve focused on building trust, create a great buying experience, create a great customer experience. Those three things all get mapped together as we build a marketing strategy. And again, I think that this definition, this pyramid, this graphic offers a much more comprehensive view of how integrated marketing or strategy needs to be. It’s not just a one-time thing that we do. It never ends. You’re always refining and making it stronger based on these three elements. Now, I would be remiss if I didn’t add the fifth, the point of the pyramid, if you will, and that’s team strategy now. And quite often the business objectives, the brand strategy, the growth strategy, the customer strategy, are delivered by people in your organization, delivered by your team. Certainly as you grow, in many cases, you start having frontline people who are interacting with prospects and customers, and leadership is really not in tune with that.

(09:01): So you have to actually then understand how your business strategy, how your brand strategy, growth strategy, customer strategy, is both communicated and set into really a process that can be delivered by the team in the way that holds the brand promise, in the way that build allows you to build revenue and grow as your business strategy has suggested and certainly allows people to have a great experience anytime they’re interacting with anyone in your organization. So their overarching business really builds on this business strategy, has marketing strategy in the middle, and it’s really the cherry on top is then the team strategy that is going to deliver on all this. So you have to build it first, you have to then communicate it, and then you have to execute on it. But taking this, what I believe is a much more comprehensive view of marketing strategy is how you do it. So that’s it for today. If you would love to hear more about how we build that marketing strategy, certainly reach out John at Duct Tape Marketing and love to talk to you about building a marketing strategy for your organization that takes this comprehensive approach. You can also get some free resources at DTM world slash growth. Alright, till next time, take care.

Testimonial (10:25): I was like this founded. I founded. This is what I’ve been looking for. I can honestly say it has genuinely changed the way I run my business. It’s changed the results that I’m seeing. It’s changed my engagement with clients, it’s changed my engagement with the team. I couldn’t be happier. Honestly, it’s the best investment I ever made. What

John Jantsch (10:42): You just heard was a testimonial from a recent graduate of the Duct Tape Marketing certification intensive program for fractional CMOs marketing agencies and consultants just like them. You could choose our system to move from vendor to trusted advisor, attract only ideal clients, and confidently present your strategies to build monthly recurring revenue. Visit DTM world slash scale to book your free advisory call and learn more. It’s time to transform your approach. Book your call today, DTM World slash Scale.