The Zombie Method: Reviving Dead Leads, Stalled Deals, & Ghosted Prospects

The Zombie Method: Reviving Dead Leads, Stalled Deals, & Ghosted Prospects

Gary hosts a LinkedIn livestream on the “Zombie Method,” sharing tactics to re-engage cold prospects and stalled deals while remembering the concept of “sonder” (prospects have busy, complex lives). He outlines several strategies: an “85-to-1 deal resurrector” direct-mail package (black envelope with a cheesy laser-pointer tie-in, letter, handwritten “Are you still interested?” note, and prior correspondence) that yields about a 57% response rate and strong ROI; a “virtual cup of coffee” direct-mailer (branded mug with instant coffee) to win meetings with tough, high-value prospects; Dean Jackson’s nine-word email (“[Name], are you still interested in [result]?”); using memes to prompt replies; and getting seen differently through events, content, and podcast interviews. He also offers a 60-day “Revive your Dead Leads” program and answers audience questions about ROI, expertise positioning, and meme appropriateness.

Discover:

00:00 Halloween Warmup
01:24 Zombie Method Overview
03:21 Housekeeping And Agenda
06:33 Word Of The Day Sonder
08:27 85 To 1 Deal Resurrector
12:54 Virtual Coffee Cup Outreach
16:46 Nine Word Email Revival
19:31 Memes That Get Replies
21:29 Get Seen Differently
24:51 Auto Industry Revival Story
27:07 60 Day Program Offer
29:35 Live Q And A Wrap
33:56 Closing And Next Events

Transcript:

[00:00:00]  Hello and welcome everybody to the zombie method, reviving dead lead style deals and ghosted prospects. so I’ll give everybody just a couple minutes to pop on. I know notifications, everything need to go out, but we’ll try and get started, you know, in about, two minutes or so. but in the meantime, what’s everybody going for is, is Halloween.

I know. I, I, didn’t actually get a Halloween costume this year, so that’s, that’s my fault. But curious what, what you guys are doing. Are, are you passing out candy this year? or, or do you take the kids out, yourself? I’m more the, my, my niece is, is two now. So she’s, very excited this year.

She, after a long, long deliberation of deciding whether she was gonna be a skeleton, a construction worker, a pumpkin, a Christmas tree, a princess, a unicorn. Did, we made a decision. she settled in on a skeleton, and at the moment she’s still very excited to be a skeleton. We’ll see in two days if she’s still excited to be a skeleton.

how about you guys? What, what do you guys got going on for Halloween, this year?

[00:01:24] And if you’re just popping on, this is, the zombie method live stream LinkedIn event today. we’ll be talking about how to resurrect those dead deals in your sales pipeline, bring ’em back, get meetings back to the table, get ’em, get these things going again, that for, for one reason or another have stalled out.

So excited to be, doing this event again this year. Always, This is always one of my favorite ones to talk about. I know, past years I’ve had some guests on this fun. We’re gonna go solo. but, one of those, one of those topics, I feel like it’s always worth at least a good year of, of, Always good to do once a year.

I know. Stacy. Stacy right here. This is, this is the house you wanted to go to as a kid. Right here. Stacy’s passing out the big bars. excellent, Stacy, well, well done. Well done. I’m sure you’re the most popular house in the neighborhood.

All right. So I think we’ve given everybody some chance to get on. I see people, I can see the live stream counter ticking up. so without further ado, let’s jump into it. Welcome to the Zombie method everybody. this is the Reviving Dead Leads, stall Deals and Ghosted Prospects presentation. I’m your host, Gary Rubinger, and really today, the entire intention is to talk about.

What to do when people have gone cold. They’ve stopped responding to messages. You’ve talked to ’em, you thought this was, this was a good lead. This was a, you know, I’ve got a deal here and now a few months have gone by. You’ve followed up, you’ve checked back in, and well, they may as well be a ghost. So.

We’re gonna dig in some, some, to some of those strategies, including one that, I’ve been finding is getting more than 50% of people to at least respond back to it, and get some deals back on the table. So let’s jump into everything 

[00:03:20] today. So, housekeeping items. Let me move the presentation around a little bit here.

So a couple housekeeping items. There’s about a time delay of about 20 to 30 seconds, so if you ask a question, I won’t be able to respond to it right away. but. I will, we’ll see it and we’ll handle it. either if it, if it’s a good question for what I’m talking about right now, otherwise I’ll come back to it at the end.

but please feel free to ask your questions as they come up. ’cause I know sometimes you kind of, you forget the question if you wait too long. So just go ahead and post it in the chat anytime it comes to pops in your head. And like I said, I will adjust them either e at the end of each section or at the beginning or at the beginning of the q and a there.

And if you’d like to be notified of any future events, you can go to Pipelineology dot com slash events and the replay is gonna be available today. We are recording this, usually shows up anywhere from one to 24 hours. After the event, you’ll be on this same page, so you don’t need a different link or anything like that.

Just come back to this event page. and it will be right there. but it is up to LinkedIn how fast they want to process that live stream. Usually it’s pretty quick, but every once in a while it takes a few hours to show up. So the agenda today, we are gonna be talking about the word of the day, which is Sonder, and we’ll, talk about the 85 to one deal.

Resurrector, this has been one of the new, things we’ve been trying over the past 12 months, and it’s been. a home run in terms of re-engagement pieces, we’re talking about the virtual cup of coffee that brews meetings with the toughest prospect, the classic vintage Dean Jackson email, the nine word email that revised dead leads.

We’re talking about some scary good memes that get responses. and then we’re gonna look at something completely different, a way of kind of changing the pace to get somebody’s attention again. Then we’ll open it up for some q and a. So. Real quick, the 32nd version, the About me is, my name is Gary Rubinger.

I’m the founder of Pipelineology, host of the Pipelineology podcast. we finally have been getting some new episodes, out on that. I got a new podcast coordinator, her name’s Carrie. So, for those of you who’ve been. responding that you’d like to be a guest on the podcast. I’m excited to have you on.

You’ll be working with Carrie to, you know, get things, scheduled. So, excited for some of those new episodes and we’ve got some more, scheduled. So look for, look for lots of new content coming there. Been in the marketing game now for 24 years. in my corporate career, I actually ran call centers for car dealerships.

And our job there was to work the leads that came in schedule meetings. Basically the same type of thing we’re gonna be talking about now and kind of bring, bring, bring deals back. these days, that is what we do. We are a business development firm, so I help clients get new meetings, and really kind work that built work and build their sales pipeline.

And as you can tell by the, Patagonia vest there, I’m going as a management consultant for Halloween this year. 

[00:06:33] So word of the Day, Sonder. Sonder is the profound realization that every person you encounter has a life as complex and vivid as your own, with their own ambitions, worries, and relationships.

It is the feeling of being a background character in someone else’s story, even as you are the main character in your own. So what, what, what does that have to do with anything? Well, I think every time we’re, we’re kind of talking about, you know, prospecting and, and you know, trying to make sales with people.

We kind of forget that they have their own life. They’re busy. They’re, they’re not intentionally ignoring you. They’re not trying to, you know, be, be mean or rude. They’ve just got things going on, you know. Talked to, to various prospects and you know, one’s closing on a house. One, he got a bunch of deals in the pipeline.

He had to get ’em going. Talked to one of my clients who, you know, they, things were, things were slow when we first started. Now they’ve got four deals they’re working. So I don’t hear from him anymore. It’s, And, you know, and it’s, it’s one of those, they’re, they’re glad they’ve got a system in place to keep getting, got new leads in, but they’re, they’re busy.

So just kinda keep that in mind. Is that right? You, you’ve got your own priorities and they’ve got their own, they’re, they’re not trying to be mean. So we’re just trying to figure out what can we do to, well get, get a little higher up on that priority list, get their attention back again. So, I just like this word.

Also, my, when my wife and I were still still in the, in dating, we’d go out to the western side of the state. I’m, I’m up here in Michigan and there was a little cafe called, called Sonder, which is where I first learned what the heck the word meant. And I thought, this is a great word. Everybody should probably know this word.

So, Let’s, without further ado, let’s jump right into it rather than, you know, make it wait till the end or stick around till the end. Why don’t we just get it, get it 

[00:08:26] going right away. The 85 to one deal, resurrector. Why do I call it that? Because every time I do a, a group of mailings on this, our average return on investment is $85 for every dollar we’re spending on it.

So what is this particular. Piece. It is a black envelope. Looks like this. so let, let me break it down for you and show you what, the idea is here. So when we send these out, what we are doing is we are shooting for people that, you know, we’ve met with in the past. we’ve either done our proposal review form, or at least they’ve we’ve gone over pricing and how it would work for them.

So these are people that are, deep into the sales process with with us already. But they’ve stopped responding to messages. they’ve gone cold. We followed up, you know, a number of times and, just haven’t heard back from them it happens even, when you’re doing good follow up and doing the best practices, it just, it just is gonna happen.

So this is what we do. So this particular piece here, inside of it is. This is this little pen. It’s got a laser pointer on it. let’s see if the batteries are in it. So you can see right lights up, little laser pointer. And it’s designed to be a cheesy little tie in where I say, Hey, you know, we had been talking about how to laser target leads for your business, things like that.

It’s meant to be cheesy, I tell them as much. Also in it is, you know, basically a letter on company, letterhead. Wouldn’t necessarily have to be, but we do. And then, you know, it’s a little bit of, of text here. I didn’t print off the full thing here, with a sticky note here. Because this part really not important.

It’s just, just a reminder that, hey, you still exist. Put your picture down at the bottom sticky note. This part is important with a handwritten note saying, are you still interested on it? And then. What I’ll do is I’ll put one more piece of paper in here that’s just a print off of any email correspondence or LinkedIn correspondence, and that’s it.

And then I send it out, and then two, two days, three days later, after it’s been shown to be delivered, I will send them a message, Hey, did you get the, laser pointer I sent you. Something like that. Response rate on that has been good. And keep in mind, these are people that have been, well, they, were hot at one point and now they’ve gone cold.

So we followed up with them numerous times already at this point. but we’re seeing a response rate here, and that’s a better view. We’re seeing response rate about 57%. Oftentimes people will reach out to me before I even message them and follow up. But more importantly, it brings the deals back to the table and actually gets them going again to the point where, like I said, $85 for every dollar we’ve spent on this thing.

Is it, it’s, it’s, it just, it, it prints. I, I hate, I hate to say it just prints money, but it’s a really good, it’s a really good tool. I would recommend you try it. Heck, just, you know, start small. It’s, it’s really good for small lists. and that’s why I say it’s a, it’s, it fits really nicely in that, you know, we’ve got a good, it was a good prospect, but it just went cold.

And I try and do them quarterly is kind of my goal with it instead of kind of perpetually having them out there, but. Feel free to do it however works best for you. So start with 10, 20 people, however you wanna do it. Heck, just, just start with one. You don’t have to get super fancy with like mine. You know, we, we do enough of these now that I will put a little URL in there.

It’s laser imprinted on the thing. so it’s got all the branding on it. You don’t need to do any of of that to start. Just send some, send something, do something, get it out there. Just get one out there and say, okay, that wasn’t so bad. I can, I could do this. I. So, and if you’d like to kind of see the checklist and you know, a little bit more detail about the actual, piece here, just go ahead and shoot me an email and I’ll get you, you know, the checklist that we used to go through to, you know, okay, what do we all need to do?

We need to go and find the who the pros, who are the prospects? Let’s, we need to look up mailing addresses. We need to go through that part of the, the process, all that stuff. so if you’d like a copy of that again, just shoot me an email. I’m happy to get you that obviously at no charge. 

[00:12:54] So, so, but let’s say you’re, you’re now, the problem isn’t that you don’t have enough prospects, you know, you don’t have unclosed deals, is that you need some more meetings.

You’ve got people that they’re just not responding to, you know, your ads or your outreach or whatever you’re doing, but they’re good prospects. They’d be a good fit if you could just get your foot in the door and get the meeting. So. Here’s one of my favorite ones that, we used, and this is one that, I used a lot when I was trying to target the biotech sector.

really I found it really challenging. My, my typical outreach stuff works well for consultants, which is what we mostly work with now. But I couldn’t, I couldn’t seem to crack the, crack the case on, on these little bit bigger companies that just weren’t responding. I couldn’t get meetings. I, I was like, I’m striking out.

I need, I need to do something different. And this is what we came up with and this is how we started getting meetings in that particular area. so what is it? It is a coffee cup. and inside of it there is a little bit of. Instant coffee. So lemme move back to the big view here so you can see it a little better.

So just a coffee cup again, imprinted with my, my logo on it. Again, not that important, but if you’re gonna do a bunch of them you may as well spend the, you know, little, bit of extra time to, get it done that way. and like I said, I throw like some Starbucks instant coffee in, there again, not terribly important.

They probably aren’t gonna drink it anyway, so Don’t, get crazy, don’t like put some fancy Comet or something, stuff in there. but again, the idea is, hey, I figured if I wanted to invite you to have a virtual cup of coffee, like very common type of thing you’d see on LinkedIn for someone to ask, I figured I should at least buy the coffee.

And that kind of changed the game. All of a sudden. Now we can follow up and say, Hey, did you get the cup of coffee or did you get the coffee I sent you? And you know what they’d say. Yep. That was clever. I enjoyed it. Yeah, we can meet so. Again, part of the idea here is that we’re just trying to show up a little bit differently and a little bit different way to get somebody’s attention that, you know, we know that they’d be a good prospect.

We just can’t seem to figure out how to get the meeting scheduled. So, this tends to be a good fit, for if you’ve got a small addressable market. All right? If you’ve got a hundred thousand people in your addressable market. You know, just blast out messages. It’s fine. but when it’s small and you say, you know what, if we do that we’re gonna be out of names to talk to in, you know, 60 days, you know, thinking about it in a little bit more customized, much more bespoke way to try and get those meetings.

That type of thing is gonna be a lot more effective. And again, you’re shooting for kind of the, the high to very high value prospects, but that, you know, everybody else is, you know, blasting them with cold email or blasting them with LinkedIn messages. This is a way to show up in a way, that’s, very, very different.

one caveat I’ll mention is don’t do straight cold on this. I like to at least have that LinkedIn connection established. So I’ve got a way where I know I can follow up with them, after they receive it. So. That’s just one little insight I’ve kind of found from doing these is I don’t wanna just grab the list and send and mail it.

I want to have that one in between section there of send a LinkedIn connection, make sure they’re at least. On, on some platform, where they’ll respond, or they at least could respond, or I’ve least got a path to their, you know, to message them and then send it to ’em. ’cause I want that direct connection.

I don’t wanna just email, info at, you know, their website.com or something like that. I would like to actually message the person I’m gonna be sending it to. But I know that those things can be a little 

[00:16:45] bit on the tough side. So what if you need something a little bit easier, something that you can do right now? literally you, you can send it up right now. You could pull up another window, next to this and be typing this out as we speak. So, didn’t invent this one.

This one comes from the, legendary Dean Jackson. This is the nine word email that revives dead leads. This is. Certainly not a new concept. This has been around at least 15 years, probably more than that at this point. But, it still works. And that’s, why I’m mentioning this one is it’s easy.

It works. And I feel like we all run into that. We get too smart for it. We get too smart and too sophisticated and say, I don’t need that anymore. And I’ll be, I’ll be honest. I have, I have done the same thing. I’ve, I’ve forgotten that it exists or that we used to have it in our system and just don’t send it out as much as I used to.

So, so this is not only a reminder for you, but a reminder for me. So here’s where this one fits in. You send this to prospects again that you’ve met with but haven’t closed. maybe it’s, you know, they were interested in having a meeting that didn’t happen or maybe you’ve sent them a proposal but they never closed.

It works well for both, so. What do we do? All we do is we send an email or a LinkedIn message with the subject that is just their first name, and a message saying, are you, you know their first name. So John, are you still interested in more clients, lead generation, cleaning services, whatever you guys, whatever you’re offering, whatever you’re selling, fundraising.

It could be whatever that particular thing you offer is. Put it there. Sign your name and if you’ve been following up with them right, your name’s gonna be a familiar enough to them so you can skip the big long signature. You can skip the big, long spiel of I wanted to reach back out because skip all of that.

Are you still interested in. blank And leave it there. And that’s, that’s the whole key to this working is the email needs to be short and sweet. You’re gonna be tempted to say more. And that’s the trick, is don’t just don’t say more. that’s for a different message. So do that. And again you’ll get people who respond.

Some of them will say no, but even that is good. Because now you’ve got them off the list and you say, okay, I guess they’re not a prospect anymore. They’re not. They’re not interested at this point. They’ve moved on and now I can take them off my list too. So it, accomplishes things, right? It cleans up your, follow-up database and it brings people back to the table.

So very simple. Like I said, you can go use it right now. no special tools required. Just message people again, short and sweet. 

[00:19:31] One of my personal favorites on this is to send memes. And I know people say, well, memes are so unprofessional. Or They’re tacky. You know what, they’re, they’re different. They’re probably not what somebody’s been sending every day.

Right? Most of the time when we do our follow-up, Hey, did you have any other questions? Hey, just wanted to get your, your thoughts. Hey, is this still something that you’re considering? Right? Normal, professional follow up emails. And as long as people are responding, that stuff is all fine. But once they start to go quiet, how do you get a, get their attention again?

Again, this is a really easy one. You can send it via email or LinkedIn. pretty much everything accepts this now. If you have text message ’em, you can usually get away with that in a text message too. is sending meme. So here’s, here’s a few of my favorites. There’s the Vince McMahon one there, there’s the skeleton one.

Very appropriate for this time of year, the me waiting for you to respond. the Pablo Escobar one. so. tends, tends to get a laugh from people when you send it, and it tends to get a lot better response than the typical, Hey, just checking back in types of messages, right? Again, if they’re responding, that stuff’s fine.

When they stop responding, send memes. it’s been, it’s been one of those like easy, easy things we just can add into our follow up process that. We just, you know, you say, I don’t, we get so stuck in our, well, I’m just gonna follow up via email, follow up via email, and you kind of forget. Yeah, let’s, let’s change it up a little bit.

Change, you know, get their attention, get ’em kind of, you know, snap ’em out, snap ’em out of it and get it, get it going again. So, you know, they may not be appropriate for absolutely everyone, but they’re appropriate for a lot more places than you think you can get away with. I’m struggling to think of a place where I probably wouldn’t send this.

but I like memes, so I’m just gonna send them. 

[00:21:29] of course, sometimes no matter what you’re sending, you just can’t seem to get a response, so it’s time to do something completely different and. A couple examples here that I’ll give you. Could be run an event post content regularly, get yourself featured on some podcasts and interviewed.

but essentially the idea is to try and find a different way to be seen by your prospect. So for example, if you’re connected to that person on LinkedIn, invite them to an upcoming event that you’re hosting. And I’ll tell you, as somebody who’s been doing events now, I think we’ve been doing these three, three and a half, three years, I think now we’ve been doing these, I think 2022 is when we started.

I thought that, you know, doing events would be a good way to bring in new leads. And I thought that that’s it, that’s what it’s gonna be good for. and it is, it is, but what the part I didn’t expect is that it would be good for people who are actively considering working with us. people in that consideration phase.

People that I’ve talked to that, you know, we’ve talked about something. We, you know, sent a proposal, and they kind of went quiet and all of a sudden, well, they got that LinkedIn event and it reminded them it turned the, turned the gears in their head again, and they said, oh. I meant to, I meant to respond to that, to him.

I, I forgot I got busy, things like that. But now they saw that and they’re, looking at you in a different way now versus this person, you know? Right. Is a sales rep essentially now. Oh, they’re hosting an event. Oh, they’re an expert actually. I guess they’re kind of a big deal. Right. And it sounds arrogant to say that, but you, you’re kind of going for that same type of thing for, for somebody.

You wanna kind of trigger that in their head, so. Things like LinkedIn events are great for, dead leads, even for people who’ve churned and, you know, they’ve, they’ve canceled a, a service with you. They’ve worked with you in the past. It’s been a good way to bring them back in. because it, it keeps you in regular touch with people, and kind of lets them know what you’re working on in a detailed way.

maybe something new, something interesting that they, that they’re like, I, oh yeah, I need that. Or we used to do that. I had one client who had had churned on me. And came back about a year later and said, actually, yeah, we closed a bunch of, and eventually closed some of those deals. it was a good program.

I just kind of forgot to get back in touch with you, because I’d like to work with you. So think things like that. But it’s, it’s much easier and those things just come your way more often if you’re out there doing some type of content to get seen. I think the event is easiest, but content also works.

Or heck just get, you know, go out there and get interviewed on some podcasts. Heck, come on my podcast. We’ll, we’ll chat. If you’re in the B2B space, we’ll, get some content created for you there and, you know, feature you as an expert. So, but again, the idea just get seen in a different place other than only ever showing up in their inbox when you’re trying to sell them something.

Good way to really kind of change things up here. So, If you have questions about any of this stuff, feel free to post ’em in there. I think I’ve got one more slide, but I know it takes a, a minute or two to, for everything to kind of fully process and for me to see those. So if you’ve got something you’ve been been thinking about, go ahead and post it in there and I will.

be happy to, 

[00:24:51] to run back to it. So, just wanted to share one more story here is how, how it’s been done in the auto industry. So remember, gosh, it’s probably about 10 years ago now, sat down with kind of one of the people high, high up in the, this company, it’s called Auto Alert. So they are in fact still around.

I looked them back up before I, I popped on here. But essentially their idea was a, a data mining solution. Of course, now we would call that an AI solution, but. Call a spade a spade. It’s data mining and it doesn’t need AI to work and it works. Just, you know, probably works the same, but now of course it’s an, it’s an AI tool, but all they would do is they would go through your customer database and identify the people most likely to buy a car right now.

Simple enough, you know, a few, few parameters, and you can probably figure some of that stuff out. But it’s just your standard tools and things. If you’re doing day-to-day selling, you’re just not thinking about, so they sell a software tool. It does exactly that. And I remember having lunch with this guy and he told me that, you know it, it works well.

But the key part is that for them. To really kind of, you know, make, make that thing work and Right, right outta the gate. As, as part of their onboarding process, they would send a specialist in on location to your store to work with your team. And that person’s job was to actually pick up the phone, make the calls, do the work, and get, get, you know, get those deals in motion.

And I’ll tell you, it was the craziest thing, having, I, we had a few stores that used it every single time. They would get at least one, if not two or three deals. First 48 hours. It was, it was uncanny. But the thing was, if you didn’t do that part, you said, no, we don’t want that specialist. No, we don’t. We we’re not, we’re not gonna do that.

It was, it was, it was always a bomb. So in that spirit, I thought, well, I would love to package this up and say, here’s the program in a box. Here. Go, go do it. Go try it and realize, you know what? It’s probably, it’s probably not gonna be terribly effective for ’em ’cause there’s just a lot of steps initially.

But if we did it for them, got ’em started, got it going, and did it, did everything, you know, held their hand and got everything set up, the program would probably be a lot more likely to be successful, get the deals and easily pay for itself and, and then some by, by a large margin. 

[00:27:07] Here’s what we’re doing.

If this is something that you think your business could benefit from, we’ve got a 60 day Revive your Dead Leads program. You identify 20 to 100 dead prospects, people, you know, you’ve done proposals with, things like that. We’ll take care of the mailing. Yes, we’ll cover the postage, buy the inserts, all that stuff.

Kind of come up with a custom, you know, in mailing just for you. So probably won’t be a laser pointer. because I know I, can’t tie that into every business. So we’ll come up with something that, you know, really fits yours. It’ll probably be cheesy, just like the one we do, but that’s what kind of makes it fun.

And that’s, kind of the, idea here is we want to make it fun for someone to receive kind of that nostalgic, you’re a kid and a letter arrived in the mail just for you. And, you know. versus now when the only thing you get in the mail is bills, we’ll also go to go through your CRM or email, do work on re-engagement there as well as LinkedIn.

So kind of covering all the bases from, leads that we’re still trying to get meetings with that, you know, had gone cold all the way to the deal is just this, this far from the finish line. We just need to help push it over and get it there. So. if it’s something you’re interested in talking about, you can schedule an appointment with me directly at theappointmentlab.com or just shoot me an email gary@pipelineology.com and let’s talk about it.

I’ll see, what would be the best fit for you and we’ll, kind of custom, you know, fit this in for each business. Because I know if you’ve got 25 deals right, it’s gonna be very different if you’ve got, say, I’ve got 200, I’ve got a sales staff, I’ve got a, bunch of these we wanna do. So it’ll be kind of custom for, for each person.

Probably a good fit. if you’ve got at least 20 prospects who’ve gone cold in the past 12 months, 12 to 18 months is about as far out as we find you can typically go. and a new client’s worth at least $7,500. If it’s a little much lower than that, may not see the ROI you’re looking for there. but again, can certainly work well if you do it as an in-house thing and build it up that way.

But if you’re still kind of in that figuring it out phase or your deal size is, small, it’s like a small software subscription, right? You just don’t have that kind of lifetime value with it. you know, may not be a great fit there. So just wanted to offer that in case you’re like, I need the help, I need it now.

I’d like to get, you know, these deals going here, before that kind of Q1, busy season of 2026. and I wanna make sure we don’t miss out on, that. So. 

[00:29:35] With that said, I’m gonna open it up for questions here. I see a few have come in, so I’m gonna run through and, let’s see if I can answer the questions here.

So, one from Bobby here. I think most of the, the chat’s been pretty helpful here. So, R-O-I-R-O-I example from the coffee cup and coffee mailing. that one’s been a lot tougher to, I’m, I’m much more hesitant to share the ROI on that one ’cause. It’s a lot farther from the actual deal happening. It’s good at getting the, the, the pro, it’s good at getting the meeting to happen, but I don’t know your close rate.

So, it’s been, I think for us. You know, 7, 8, 10 ish to one on, on what we spend on that one. but again, it’s fuzzier ’cause they, you know, it’s just for meetings that one doesn’t, that one’s not as easy as the laser pen or I can easily say. Oh, I sent out this many laser pens and then look at my sheet and say they’re clients.

but, both are, are definitely worth trying. It just depends where, where kind of the low hanging fruit is for you. start with the laser, you know, that laser pen o option, and then, then kind of move to the one that brings in those, those high value meetings. Let’s see here. let’s, let’s see what, Joseph’s got.

So, question for you. I have over 50 articles that are published and I’m quoted, oops. In around leadership, AI, and engagement can’t seem to be seen as an expert by prospects or my broader network. So few different ways to approach kind of getting that. That is one kind of repackage of the content. video tends, for whatever reason, video still tends to, you know, kind of convey more authority, more knowledge, more expertise.

we can get it, we can probably get into a long philosophical conversation. Around that. But, ultimately that, you know, is kind of, how can we repackage it that way? podcast interviews, great way to do it is you’ve got, you’ve already done the content, you already have the answers is have somebody ask you the questions and, and share stories around them.

So, I don’t know what your articles, I don’t read ’em, but. is kind of share the story, share the context around them, to make it a more engaging thing that somebody wants to, to, to consume. So that would be kinda the ways I would do it. or run a LinkedIn event around, you know, some of the, the key insights you’ve seen around there.

Again, that is kind of how I would say if I need, if I needed to make Joseph, the expert on it. You’ve already p you’ve already got your PhD, right? You’ve got, you’ve got the, you’ve got the letters to show. You’re, you are clearly someone who’s an expert. Now it’s just a matter of kind of just, you’ve done the, you’ve done the hard part.

Now it’s just a few of the much easier steps to do. So, that would be be my suggestion there is, see, we can kind of repackage it, like I said, podcast interviews, events, some, some video content. ’cause. It, it’s, it’s probably gonna be pretty, pretty straightforward at that point. You’re, again, we just need to push you across the finish line.

You’re actually very close. ’cause if you’ve got the hard, the hard parts that no. That aren’t as easily duplicated, there, question here from Shem. Could you give an example of what kind of company you wouldn’t send a meme to? I don’t think I, I, I would send a meme to anybody, but that’s just me.

No, I can’t think of one for me personally, but that’s, essentially like a baked in part of like my whole LinkedIn personalities and I’m a fan of memes. You’re probably gonna get one from me. heck, I, I even if it was like a religious institution or something like that, they’re probably gonna get one.

but I know not everybody’s quite that level of, of comfortable with it. I do have, you know, clients who, who need it toned down a little bit ’cause that doesn’t fit them. so. That would be, that would be how I would approach that is probably much, it’s more about you than it is about them. It doesn’t fit you than do it.

If it, if you’re like, but no, it’s not me. I’m not a meme person. Then don’t send them. But, I would encourage everybody to be a little bit more, a little bit more meme friendly. 

[00:33:56] but that’s, that’s really all I’ve got today. If there are any more questions, feel free to post ’em in. Otherwise, I wanted to keep this one short.

I know we’re getting close to end of the month. You’ve probably got lots of, lots of work to do, so I do appreciate everybody who hopped on today and attended and, There aren’t any more questions. I’m gonna let everybody go. Thanks so much for joining me. we’re gonna do I think one or two more events this year and probably take some time off around December.

like next, next month will be another, another interesting one. We’re gonna kind of tie it into a, a Thanksgiving type of theme, with some other. Kind of interesting pieces. So if you like kind of some of the direct mail pieces we talked about here, I’ve got a couple more to share with you next month, so hopefully you can attend that one.

Otherwise, have a great day everybody. Thanks so much for attending and I’ll see you next month.