Eliminate Friction, Dominate Your Market: The Ultimate Marketing Strategy
Dean Jackson is the Co-founder of 90-Minute Books, which helps entrepreneurs create effective lead-generation tools through concise book publishing. He also co-hosts the I Love Marketing podcast with Joe Polish, which shares innovative marketing strategies and insights. Throughout his career, Dean has been instrumental in assisting thousands of business owners to enhance their profitability through innovative marketing solutions.
Here’s a glimpse of what you’ll learn:
[0:48] Dean Jackson shares his 37-year journey in marketing and the principles that remain timeless
[2:46] The "self-milking cow" concept: why entrepreneurs should focus on their unique strengths
[4:40] How eliminating friction in life and business leads to greater productivity
[11:23] What is the “chicken candling” method?
[16:30] The importance of the first 100 hours in lead conversions and customer engagement
[22:38] Key considerations for product development and market domination
[25:37] How a furniture store improved sales through innovative customer engagement
[30:25] Why businesses mistakenly think lead generation doesn’t work
[36:17] Marketing as a capital investment and ideal investment strategies
[48:15] How companies can structure effective referral systems
In this episode…
For some entrepreneurs, marketing feels like a gamble as they pour money into ads, social media, and promotions with little to no predictable return. They find themselves stuck in a cycle of trial and error, hoping the next campaign will finally bring in consistent leads and sales. How can you turn marketing into a reliable system rather than a guessing game?
With over 37 years of marketing experience, Dean Jackson has developed predictable marketing systems that drive results. He emphasizes the importance of focusing on lead conversion, particularly within the first 100 hours when prospects are most engaged. Dean’s “before, during, and after” strategy for structuring your marketing methods involves attracting and identifying potential leads, converting those leads into customers by providing proprietary experiences, and nurturing long-term relationships with customers to generate referrals. By shifting marketing from an expense to a capital investment, businesses can achieve long-term, sustainable growth.
In this episode of FuDog.TV, Mike Agugliaro interviews Dean Jackson, Co-founder of 90-Minute Books, about how business owners can create predictable lead generation and conversion systems. Dean shares why understanding lead behavior is crucial, how to eliminate friction in business operations, and how to dominate your niche.
Resources mentioned in this episode:
Quotable Moments:
“Most entrepreneurs reach a point where they get frustrated by trying to be what I call a self-milking cow.”
“The only responsibility of the before unit is to deliver ready-to-act prospects to the during unit.”
“If you take that long-term approach, it makes such a difference in the way you approach marketing.”
“Referrals happen in conversation, and the key is making it easy for people to introduce you.”
“You can’t go wrong treating people like they’re five-star prospects until they prove that they aren’t.”
Action Steps:
Eliminate friction in your business processes: Identifying and removing obstacles that slow down operations helps streamline efficiency and improve the customer experience. By reducing decision fatigue and automating tasks, you free up energy to focus on high-value activities.
Nurture leads within the first 100 hours: Engaging potential customers early increases the chances of conversion before they lose interest. This crucial window allows businesses to build rapport and provide value before competitors step in.
Orchestrate referrals rather than waiting for word-of-mouth: Instead of passively hoping customers recommend your business, create systems that encourage and reward referrals. A structured approach to referrals leads to consistent growth and a more engaged customer base.
Adopt a capital investment mindset for marketing: Rather than seeing marketing as an expense, view it as an asset that compounds over time. Long-term lead nurturing strategies ensure sustainable revenue instead of short-term wins.
Focus on your strengths and delegate everything else: Entrepreneurs should concentrate on their unique abilities while building a team to handle operational tasks. This approach maximizes productivity and prevents burnout, leading to a more scalable business.
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