TGP Events: Aggressive Marketing Standards For Your Business with Chelsea Rodriguez
Summary
TLDRIn this sales-focused transcript, Chelsea Rodriguez emphasizes the importance of aggressive marketing and investing in relationships with customers. She outlines her comprehensive marketing strategy for state fairs, including text and email campaigns, postcard mailings, and ticket giveaways. Chelsea also discusses the positive impact of marketing on sales, sharing her personal success stories and advocating for a generous approach to donations and customer engagement.
Takeaways
- 💰 **Investment in Relationships**: Chelsea emphasizes the importance of investing effort, time, and money into customer relationships to build a strong foundation for business growth.
- 📈 **Aggressive Marketing Strategy**: She outlines an aggressive marketing approach, including text messages, emails, postcards, and ticket giveaways, to engage with customers and boost sales.
- 🌟 **Value Over Sales**: Chelsea stresses the significance of providing value to customers, rather than just focusing on making sales, to foster long-term relationships.
- 📆 **Strategic Timing**: She discusses the strategic timing of marketing efforts, such as sending texts between 2-6 PM for better engagement and open rates.
- 💌 **Personalization in Marketing**: Chelsea highlights the use of personalized marketing materials, like Texas-shaped sequins and handwritten thank you cards, to make customers feel special.
- 🎟️ **Ticketing Strategy**: She shares her strategy of sending fair tickets to customers, with a change from single to double tickets per household to increase the chance of visits.
- 📊 **Data-Driven Decisions**: Chelsea's marketing decisions are data-driven, with a focus on maximizing the return on investment (ROI) from marketing activities.
- 📝 **Follow-Up and Consistency**: She underscores the importance of consistent follow-up with customers, including using a 'Hit List' to track and engage with potential leads.
- 🔄 **Reciprocity in Donations**: Chelsea discusses the positive impact of generously donating to customer events, which often leads to increased loyalty and sales.
- 📈 **Proof of Concept**: She shares her personal sales records, demonstrating how aggressive marketing and relationship building have positively impacted her sales results.
Q & A
Why does Chelsea believe it's important to invest in relationships with customers?
-Chelsea believes investing in relationships is crucial because it fosters a two-way street where effort, time, and money are invested, leading to stronger bonds and more genuine connections. This approach contrasts with a one-sided, transactional relationship, enhancing customer loyalty and satisfaction.
How does Chelsea differentiate between customers and clients?
-Customers are individuals who approach Chelsea primarily to purchase a product or service, while clients engage with her for her expertise and solutions to their specific needs or problems. Chelsea aims to transform customers into clients for life by nurturing and valuing these relationships.
What is Chelsea's strategy for aggressive marketing during the state fairs?
-Chelsea's aggressive marketing strategy includes sending personalized text messages, emails, and postcards to her customers. She also plans to give out double tickets per household to encourage referrals and is considering unique touches like Texas-shaped sequins to make her marketing stand out.
Why is Chelsea investing more in marketing despite having a baby and a potential decrease in sales?
-Chelsea is investing more in marketing because she believes in the value of her customers and sees marketing as an investment rather than an expense. She is strategic about her marketing efforts, aiming to maximize returns and build long-term relationships with her clients.
How does Chelsea plan to use text messaging as part of her marketing strategy?
-Chelsea plans to send text messages to her customers in Oklahoma and Texas, strategically timing the messages between 2 and 6:00 p.m. for better engagement. She will send one text before the fair opens and another halfway through the fair to remind customers to visit her booth.
What is Chelsea's approach to email marketing during the state fair?
-Chelsea will send three emails to her customers: one at the beginning of the fair, one in the middle, and one going into the last weekend. This approach keeps her business at the forefront of her customers' minds throughout the event.
Why is Chelsea choosing to skip voice drop marketing this year?
-Chelsea is skipping voice drop marketing this year to test its impact on her sales. She plans to allocate the budget to other marketing efforts, such as providing more tickets to her customers, and will monitor the results to inform her strategy for future fairs.
How does Chelsea plan to handle follow-up with potential customers after the fair?
-Chelsea will create a 'Hit List' spreadsheet to organize and follow up with hot leads from the fair. She will use her days off to make follow-up calls, ensuring she capitalizes on the interest generated during the event.
What is the significance of Chelsea's approach to donating to customer events?
-By generously donating to customer events, Chelsea builds goodwill and strengthens relationships. This approach often results in increased loyalty and referrals from those customers, as they feel valued and are more likely to engage with her business.
How does Chelsea measure the success of her marketing efforts?
-Chelsea measures the success of her marketing efforts by tracking sales results, particularly focusing on repeat business from past customers. Her strategy aims to maximize the return on investment from her marketing activities, as evidenced by her record-breaking sales days.
Outlines
💬 The Power of Aggressive Marketing and Relationship Building
Chelsea Rodriguez emphasizes the importance of aggressive marketing and relationship building in sales. She starts by highlighting her sales success in Texas and encourages the audience to stay focused on marketing strategies. Chelsea discusses her approach to customer relationships, which involves giving value and not just focusing on sales. She stresses the need to invest effort, time, and money into relationships to build a loyal customer base. Chelsea also differentiates between customers and clients, aiming to turn customers into lifelong clients through personal connections and value-driven interactions.
📈 Investing in Marketing and Relationships for Long-Term Success
Chelsea Rodriguez shares her belief in the importance of investing in marketing and relationships for business growth. She recounts an eye-opening experience where she discovered a correlation between high marketing spend and top performance at the fair. Despite a decrease in sales due to having a baby, Chelsea increases her marketing budget, focusing on strategic marketing efforts. She discusses various marketing strategies, including text message marketing, email campaigns, and postcard marketing, emphasizing the importance of consistency and professionalism in these efforts.
📱 Strategic Text Marketing and Customer Engagement
Chelsea details her text marketing strategy for the state fairs, which involves sending targeted text messages to customers in Oklahoma and Texas. She explains the timing and batching of these texts to optimize open rates and engagement. Chelsea also provides a tip on ordering text units in bulk to save costs. She discusses the importance of following up with customers during and after the fair through emails and postcard marketing, aiming to create a personal connection and encourage repeat business.
🎟️ Enhancing Customer Experience with Creative Marketing
Chelsea introduces creative marketing ideas to enhance the customer experience, such as including Texas-shaped sequins with state fair tickets to create a memorable unboxing experience. She also talks about her approach to donations, using them as a relationship-building tool rather than a simple expense. Chelsea shares her experiences with customers who appreciated her donations and returned the favor by becoming loyal buyers and referrers. She stresses the importance of investing in customers to create a positive impact on sales results.
💌 Post-Event Marketing and The Impact of Aggressive Marketing
Chelsea discusses her post-event marketing strategies, including sending handwritten thank you cards to all fair customers and maintaining a hit list for follow-up calls. She highlights the importance of continuous marketing efforts even after the event. Chelsea shares her sales results, attributing her success to intentional and aggressive marketing strategies. She concludes by stressing that marketing is not just an expense but an investment in customer relationships, which positively impacts sales.
🗣️ Q&A on Donations and Marketing Strategies
In a Q&A session, Chelsea addresses questions about her marketing strategies, particularly regarding donations. She explains her approach to donating to customer events, emphasizing the importance of building relationships through generosity. Chelsea clarifies that she proactively offers donations to consistent customers and waits for others to reach out for similar opportunities. The discussion highlights the effectiveness of Chelsea's marketing and relationship-building tactics in driving sales and customer loyalty.
Mindmap
Keywords
💡Aggressive Marketing
💡Investing in Relationships
💡State Fair of Texas
💡CRM (Customer Relationship Management)
💡Text Marketing
💡Postcard Marketing
💡Email Marketing
💡Client vs Customer
💡Ticket Strategy
💡Handwritten Thank You Cards
Highlights
Chelsea Rodriguez emphasizes the importance of aggressive marketing and investing in relationships for sales success.
Sales in Texas have seen a significant increase, highlighting the effectiveness of Chelsea's strategies.
The concept of 'giving to get' in customer relationships is discussed, stressing the value of effort, time, and money investment.
Chelsea differentiates between customers and clients, focusing on building long-term client relationships.
Investing in marketing is compared to an investment in customer relationships, with a strong emphasis on its return.
A detailed plan for aggressive marketing includes text message marketing, email campaigns, and postcard mailings.
The strategic timing of text messages for optimal customer engagement is revealed.
Chelsea shares her approach to email marketing, including the frequency and content strategy for state fairs.
The decision to forgo voice drop marketing in favor of other strategies is explained.
An innovative ticketing strategy involves sending two tickets per household to increase referrals.
Handwritten thank you cards are highlighted as a post-fair marketing technique to maintain customer relationships.
Chelsea discusses the use of donations to local events as a relationship-building and marketing tool.
The importance of following up with customers post-event is underscored for maintaining engagement.
A personal touch is added to marketing through the use of Texas-shaped sequins in mailed tickets.
Chelsea's record-breaking sales day at the Texas State Fair, attributing success to her aggressive marketing strategies.
The correlation between marketing investment and sales success is discussed, debunking the myth of marketing as an expense.
A call-to-action for the team to adopt aggressive marketing strategies and track their impact on sales.
Transcripts
I guys y'all know Chelsea millions of
dollars on sales absolute badass number
one sales are up in the state of Texas
so I think you guys uh I think you guys
get the drift uh let's go and turn it
over to the greatness of Chelsea
Rodriguez they are all yours
awesome um okay so Josh and Brian gave
me very strict instructions to stay
focused here and make this all about the
aggressive marketing so just to make
sure everybody's listening I'm going to
scroll back through the chat and I want
people to actually comment in the chat
box at the
beginning should
Chelsea grow out her bangs great just
just put that in there I'm in this weird
stage right now where I look like a
sheep dog and I can't see you know what
um Shi whatever and Roger thinks I
should grow him out and I think I
shouldn't but I just want to know that
everyone's paying attention so there you
go for Focus Josh aggressive marketing
standards so I'm going to answer four
questions today um I'm going to Rapid
Fire try to go through these and then
leave time for question question and
answer about the nuts and bolts of my
aggressive marketing strategy Matt's
laughing and I can't look at chat
because it'll throw me off my talk so I
can't wait to see what you guys post
should I keep the bangs or not okay um
question number one why do I believe
it's important to invest in
relationships question number two why do
I believe it's important to invest into
marketing question number three what am
I going to be doing to invest
aggressively into my marketing and
lastly why do I believe it positively
impacts my results so we're going to hit
all four of these very quickly um please
take some notes especially during the
what am I doing section because that's
probably what people will have the most
questions about so why do I believe it's
important to invest into relationships
um not just fair season this honestly
should be a talk that could be all year
long um but I believe you get what you
give um in my business um the more I
give to my customers the more I invest
into those relationships they just my
mindsets never been one-sided it's not
email marketing sell sell sell um my
sale emails are padded by value value
value and thank you thank you thank you
so I find that the things you have to
invest into your relationships guys are
actually three things um it's
effort time and money um I think it's
important that we invest those three
things into our relationships and the
reason I think that's important is
because people can tell when all you do
is take take take I mean think about
your significant other um if you don't
have a significant other think of your
dog think of a family member think of
someone where you almost can feel like
when the relationship is off because
maybe you're just showing up to see what
you can get out of the relationship not
necessarily what you are giving um and
aiding to that relationship I want to
make sure that I encourage all of you
your customer feel that in your effort
your time and your money on your
business they can tell when the only
thing they ever get from you is um when
you're asking them to buy during a push
when you're asking them to come see you
at the State Fair um do your tickets
that you're sending out say hey come by
the booth and see what's new or is it
hey I want to bless you with this I
wanted to appreciate you with this you
mean so much to me that I went out of my
way to reserve one of these tickets for
you is that your lingo I just think it's
important for us to really realize what
are we giving in these relationships or
are we just loving on our customers
because we know we get something at the
end of the day so I I just think it's
important that we invest in our
relationships because you get what you
give so make sure you write that down um
ultimately I spoke at the business gift
meeting you were talking about Brian
about the difference between customers
and clients and my goal is that everyone
understands the real difference between
those people you know customers are
people who come to you mainly to buy a
product or get a service that you
provide um clients they buy because they
like your advice and your solutions to
their issues or their problems um they
have a particular need and they come to
you as the expert so are you the rep
that's at the State Fair um season or
any time of the year and a customer just
walks up and they're they're one of your
past customers and they literally just
ask for sharpening they don't want to
know how you are they don't know how the
family is they they have no idea I even
had a baby that's rare they probably
will because I've hammered that into
everyone but are your customers walking
up and not even realizing that you're
their rep and just asking for the
service and the like product that you
provide or are they first walking up and
going oh my God hey Chelsea it's so good
to see you how have you been I can't
believe it's been a year show me
pictures of the baby or maybe you just
got a new dog or you grew a new beard or
what ever they want to talk to you about
who you are as a person and not just
your business and the product you
provide you're going to get there
eventually but I love that those
customers come up and they want to talk
personal I know we don't have a lot of
time to do that at the state fair but I
love the feeling of seeing a past
customer and recognizing their face
immediately and that's why it's
important it's important that we're at
the fair and we immediately recognize
him and go oh my God hey Bob oh my God
hey Suzanne I was wondering what day you
guys were going to come in so are you
creating customers at these fairs or are
you creating clients for life are you
creating customers or are you creating
clients for life that's the importance
that's what relationships mean so if you
want to create more clients for Life ask
yourself how can I nurture these people
how can I keep winning them over how do
I make these people feel special and
that's what aggressive marketing does I
really don't love the term marketing
Josh Brian I just think it should be
called loving on people touching people
not to be weird but you know like
touches right like metaphorically um
figuratively speaking not physically
don't be weird don't touch your
customers not like that anyway um I
don't know where this is going anyway
invest in your relationships that's the
point love on your people that's why
it's important you want them to actually
feel like you're spreading the love
towards them not just the sales so
that's first and foremost most um number
two why do I believe it's important to
invest into
marketing ah that word marketing
marketing marketing I'm going to make
this really simple it was very eye
openening for me last year when we all
sat around the the table at Dangerfield
and Amy stood up in front of the entire
um group of us and she passed out those
stapled Pages um by show of hands who
remembers the stapled Pages where it had
a number next to everybody's name of
what you spent on marketing the prior
year you know I was shocked that my
number was as high as it was um that
tells me I should probably be more a
little more um aware of what I'm
spending on my business but that also is
a testament of I don't give a
crap my customers are worth it like
they're worth every penny that I spent
why do I believe it's important to
invest in marketing because Amy showed
us the proof in the pudding last year at
Dangerfield the top
Spenders not just at State Fair
marketing but on their businesses the
top Spenders with vast action last year
ended up being some of the top
performers at the
fair is that a correlation like I think
so I think yes it is important that we
all don't Penny pinch this season above
all because it is proof over and over
and over again the people who will
invest into the actual marketing will
probably reap even more so if you guys
are down I'm down too um I had a baby
this year I've sold a little less but
here's what's interesting I'm not
spending less this year I'm actually
spending more let me repeat that I had a
baby this year I'm down about 25% 30%
where I was this time last year in sales
I'm not spending less I'm going to spend
the same if not more um I'm being very
strategic about what my marketing is
going to do this year um number three uh
what am I doing this is probably my
longest answer um to these questions you
guys asked me to answer Josh and Brian
um and this will be the nuts and the
bolts so I'm happy to share any of this
information with all of you you're more
than welcome to text me um be patient
with me getting back to you but I am
more than happy to answer a phone call
or help you guys with my strategy if you
want to steal one or two or for all of
these things that I'm going to be doing
for the state fairs so what I'm doing to
invest aggressively into my marketing
for the fairs what all does Chelsea pay
for okay first and foremost my favorite
is Tex marketing um every single
customer um that is in Oklahoma or in
Texas will be getting a marketing text
drop the day before the state fair opens
and I love that because it's always on a
Wednesday or a Thursday which is middle
of the week I also want to be very
strategic about what time I send that
text in the day because there are
certain times that you get better
responses from text than others I am not
sending that text in the morning I am
sending that text between two and 6:00
p.m. and I have it going out in waves my
assistant is breaking my customer list
down and she's dividing it into micro
lists of two to 300 people per blast so
you need to go ahead and organize those
lists get them ready weeks before this
is ready to go out and you need to send
that text out a day to two days before
the fair even opens announcing what's
going to be happening where you're going
to be and that they can sign up for
sharpening and you can't wait to serve
them if they stop by that you can't wait
to serve them if they stop by so all of
my customers between the two fairs will
get two text blasts they'll get one Text
Blast before the event opens and it'll
be between 2 and 6:00 p.m and they'll go
out in waves between 15 to 30 minutes
apart okay we get a better response and
a better open rate it seems like texts
don't bounce when we do that the second
text is going to happen about halfway
through to 2third Through the Fair
letting them know hey it's the final
week or the final week and half of the
fair if I haven't seen you yet please
stop by all the same stuff all of that
um I don't know if everybody knows this
or not Brian and Josh but I use texting
base and if you are not maxing out and
ordering as many units as you can you're
overspending on your texts the maximum
amount texting base will let you order
at one time is 10,000 units it used to
be 20 and then they riged that Josh is
nodding his head because he probably
already knew that it is 10,000 units
there's no reason anyone on this call
can't afford three 400 bucks cuz that's
what it costs for 10,000 units every
time you run low you just tell them
here's my card use the card on file go
ahead and reup me if you're only buying
2,000 units 5,000 units 7,000 units at a
time you're actually overspending
because you're going to use them
eventually and they don't expire so
Golden Nugget there if you didn't know
that the max is 10,000 and you should be
ordering them in batches of 10,000 if
they would let me order H 100,000 at a
time I would because I'm going to use
them eventually so make sure you're
doing your text marketing um get your
list right ready for the fair um I'm
also going to be doing email marketing
I'm using my vast action CRM super
organized for that um the they're going
to get three emails one at the beginning
of the fair one right in the middle and
one going into the last weekend it's
that simple everybody's getting an email
three times email is the cheapest
marketing that we do it's the easiest um
you know I I'm not that worried about
one or two unsubscribes if they're
unsubscribing because they're getting a
reminder about a state fair that's that
big I probably you know whatever um I'm
also doing postcard marketing um which I
know a lot of you are doing um don't try
to Chimp change this and like design
your own postcards pay a professional
just spend the money um I really love
the consistency of everybody's postcards
matching um this is my Shameless plug
for vast action as soon as I see your
customer or my customer walk up to the
booth with one of those cards in their
hand I immediately know that they work
with someone on our team and I love that
it it makes me want to be more engaged
with that person so just spend the money
on the postcard marketing It's Already
Done For You Take My Money vest action
make this easy um so I'm definitely
sending every customer a postcard um
voice drop marketing I know that's
always an option I 90% of the time have
always done the voice drop I
intentionally am going to not do the
voice drop this year but it has nothing
to do with the money it has everything
to do with a test um I'm going to spend
the same amount of money but we are
going to put it into our goal group
marketing and spend more on the tickets
and more of my customers are going to
get double tickets per household this
year so I'm I'm just going to sit on
voice drop I'm going to skip it for one
year see if it affects anything I don't
think it will I'm just being very candid
here this is my plan um I am totally
open if I feel like the first half of
the fair sales dip or down I'll call
vast action and say hey if there's a way
we can still get a voice drop out before
the end of the fair maybe I'll do that
but I don't plan on doing a voice drop
this year I'm going to put that money
into something else
but I'm not not spending the money so be
very clear if you're not doing all of
these things you should do a bunch of
these things and spend as much as you
can on your people um gold client
tickets this year um one change that I'm
making um I never would have thought
sending one ticket could have a negative
effect I was like these people should be
grateful I sent you a ticket how dare
you but this I heard a couple of people
from Oklahoma were like yeah we thought
it was weird that she only gave us one
so don't make my mistake I'm going to
make fun of myself in this moment send
every household two tickets just do it
that way they can bring a friend or they
can bring a spouse or bring a kid or
bring a referral to come buy knives from
you that's a win okay so just send
everybody to so that's where we're
putting our extra money this year um I
love this this is a little bit of a
Sprinkle this is new um I found on Etsy
this year if you go to Etsy um Texas
shaped
sequins so what I'm going to do is my
assistant's going to pack all of our
state fair tickets and when they open
it's going to make sequins go all over
their desk because they got Texas State
Fair ticket in the mail I have not found
Oklahoma shaped sequins um I've looked
everywhere I don't know why they're not
loving on Oklahoma that's absolute BS
but I did find letter sequins so I might
just throw a bunch of O's and a bunch of
K's together and it'll be a bunch of 's
that fly all over their desk so we did
that a few years ago with a get lucky um
lottery ticket to my gold client so this
year we're going to put sequins in all
of our letters that we send with our
tickets and I'm really excited about the
sequins because glitter donations um
here's something that I may or may not
had a private conversation with
everybody about um in the past I'm sure
all of you have been asked by a customer
at one or two points hey will you donate
to my raffle hey we're running this
silent auction hey we've got this event
XYZ barbecue cook off at the fire
department and they ask you to donate a
set of
cuto well most of us if we don't see a
like a immediate return on that donation
we usually don't want to do those
donations what I found is that when I
have customers throughout the year that
reach out and say hey would you donate
to XYZ and I don't chump change it and I
don't be cheap those people when they
get my state fair marketing are so
likely to come to the fair and tell you
how their event went I'm going to give
you guys two quick examples I had a
customer named Jane she helped me hit a
million a couple years ago she bought a
flatware chest and all she needed was
one table knife and I upsold her flat
wear chest on the phone Jane orders
every single year at the State Fair it
might only be 200 CPO it might be 2,000
CPO but Jane orders every single year at
the State Fair of Texas Jane gets
tickets Jane called me three years ago
and said hey I'm a volunteer at the such
and such fire department my husband
works there and they do this chili
cookoff every year would you be willing
to donate a small set of steak knives
that we could auction off and make money
for these volunteer fire department well
in the past I had always said no but I
thought well damn Jane's such a good
customer yeah I should donate to this
Jane has now gotten a donation from me
of different amounts once was a trimmer
once was table knives another time was
like a hunting knife I've donated to
this same chili cook off every October
right smack dab in the middle of the
fair and every year she comes to the
fair and brings me a
firefighter and she can't wait to tell
me how the chili cook off
went so love Jane thank you for your
referrals but I also was very
generous but I gave Jane the first
raffle item or the first silent auction
item just because I was like you know
what let me just do this Jane orders
consistently why not and I did it and
now Jane orders more and Jane orders
flat chests and Jane brings friends and
referrals um I have a realtor client who
specializes in military relocation he
called me up during the state fair four
or five years ago said hey I want to get
some of those K bars he goes how much
for one of them I said 250 he goes oh my
budget's already spent on my event is
there any way you donate one to the
event well I did him one better I ended
up sending Darren three K bars at a
one-third cost me 250 bucks had them
engraved and he was able to raffle off
three $250 K bars he came to the fair
that year and I actually posted in the
group me he bought a ultimate with steak
knives in Pearl for his wife could not
wait to tell me how the Kars went at the
military event Andy bought a reorder of
gifts for like another 2600 CPO you
think I'm worried about the 250 I spent
generously no I plan on donating to both
of those events again this year and any
other customer that wants me to donate
to their event I use it as a talking
point a touch to say hey how did the
knives go at your event I'm going to be
at the fair these dates come by and tell
me about it I can't wait to hear from
you it gets a little slow in those
buildings after 5 o'clock would you
please come tell me how your event went
are you donating donate that's what
builds
relationships um last two on what am I
doing aggressive marketing wise I'm
doing thank you cards handwritten for
every Fair order this year I don't care
if it's a cutting board or an ice cream
scoop or an upgrade or a kitchen
everyone's getting handwritten thank you
cards from the fair a lot of us think
that marketing is leading up to the
event nope marketing never stops loving
on your people never stops so I just
think it's important for me to touch on
that because I think a lot of us get
through the fair and we're so exhausted
we don't do the backend stuff and I
think it's important that we all thank
the people that came by the fair and saw
us and then the last thing on what I'm
aggressively doing um I'm investing a
lot of my time um I don't mean by my
shifts we all are very fortunate to have
this opportunity but ultimately guys
your time um one thing I'm doing
different this year that I've never done
before I'm big on Hit List and keeping
my leads organized when I run a realtor
sale or I run a residential
sale why have I never done that for the
fair how many times do we have someone
walk away from the booth at the fair
that's one of our past customers that's
interested
in XYZ package and we forget to follow
up with them before the fair is
done now this year aggressive time if
I'm going to be away from my baby I've
got to be very intentional of how I use
my time at the booth so if they're going
to get away and they're not going to
order today they are going into a Hit
List spreadsheet on Google Drive and
when I have my days off and I'm home
with baby those are the follow-up calls
I'm going to do I don't think I've ever
been that organized to do that and I'm
shocked by that but I am going to have a
hit list Google spreadsheet with all hot
leads from the fair and see if I can
ring out the sponge better than ever
before so don't forget that your time is
part of your investment as well but just
be really strategic about your time all
right last but not least fourth question
why do I believe it positively impacts
my sales results I'm gon to just dumb
this all down with one
thing everything that I do yes I'm very
intentional about it but the proof is in
the p
and the impact I have seen multiply year
after year after year when I moved to
Texas a lot of you do not know this but
when I moved to to Texas Dallas in the
summer of
2014 I went to my first fairs and shows
meeting it was still fairs and shows it
wasn't events and we sat down and I
remember Roger rogriguez and Brett
Lancaster talking about state fair this
state fair that and I'm like what's that
I had no idea when I moved to Texas what
the State Fair of Texas was I didn't
know it was a big thing my experience
with fairs was the Delta State Fair in
Memphis Tennessee Maria knows I will
never work that event
again I sold 14,000 at the State Fair of
Texas the first year I worked at and the
last three years consistently have been
over 100k
plus this event
multiplies if you do the right things
and you aggressively Market you're
intentional about your marketing but
most importantly you're loving on these
people guys I broke a record last year
why do I think all of this stuff
positively impacts because last year
opening day of Texas I had a 12K day on
23
orders and 16 of those 23 orders were
past
customers 16 of the 23 orders were past
customers I had never had a 20 order day
at the State Fair of Texas but last year
I did and at Oklahoma last year I had a
$500 opening day and I was like what the
heck is happening did I do anything
wrong no it just didn't fall that way
that day I did my best and I got to
forget the rest but day two that I
worked the Oklahoma state fair I had my
first 10K day ever at the Oklahoma State
Fair last year here and more than half
of that about 6K of that was past
customers that's why this stuff works
the proof is in the pudding you got to
do it intentionally year after year and
not just for fairs you got to do it all
year long so that's what I got for you
guys a little all over the place I was
trying to answer your questions the best
I could um but yeah that's my plan and
I'm sticking to it amazing amazing
amazing um just as a little side note
there Chelsea made the comment that the
people who spend the most uh get the
most sales from their past customers
like it is a onetoone correlation and
I've had people occasionally try to like
talk around that or rationalize it and
I've had people say oh well yeah it's
because Chelsea has more customers or
Josh has this or whatever that and uh
and the reality is that is just nonsense
that you're telling yourself to try and
justify being cheap I have fewer
customers in Oklahoma than the majority
of our local team does okay but I I
advertise to everybody everybody every
way I possibly can and I get a higher
pass customer rate of sales than most of
our team does guys it's not about how
many customers you have it's how good
you are at maximizing the customers you
have and I have a lot of work to go
especially in Texas where I have a ton
of customers I'm not maximizing but I
think that was such a good point you
cannot be afraid a nickel cannot hold up
a dollar uh you got to invest and and
and understand it's not an expense it's
an investment um guys we have time for
like one question you don't have a
question for Chelsea um I have notes I'm
going to have to go back and review one
thing Chelsea I will ask and then I'll
call in Josh um Chelsea in in the
industry event meeting you shared
examples of some of the letters and
things that you sent now I know some of
that was not specific to the fairs it
was about St Patrick's state it was a m
out of other things but you're just so
good at creating content if you're
comfortable sharing any of that with our
team I know our guys would be excited to
see it um you know keep whatever cards
close to the chest you feel like but
even if you just post some of those
images in the group me or you can send
it to me or Josh I know our guys would
be really fired up and it might
stimulate some thought and challenge uh
the way that some of us are approaching
it so if you're open to that I would
love to see it but Josh why don't you go
and hit us up buddy what's your question
for Chelsea yeah so Chelsea real
specific here um so after you've donated
once to somebody I love that idea I
found the same thing too if I'm not
cheap with a donation I'm always willing
to say yes then you know those people
tend to come back and buy especially
when I'm marketing them and inviting
them into an event but um you you
mentioned how you'll follow up with them
you'll donate again and so on so
after you've donated once do you wait to
donate again until they ask or do you
track it all and then proactively reach
out to them the next year to offer or
see if they need a
donation uh great question it depends on
the client um
Jane I've
reached the last two years because me
okay Josh yep okay it seem like I'm
frozen great sorry it was just glitching
um the answer is it depends on the
client Jane her donation is usually like
a trimmer or a four pack of table knives
or one knife um so for me um what I do
is I reach out to her because her event
has been so consistent the last four
years it happens every year no matter
what the real estate client that was a
oneoff event it only happened one time
so I'm just waiting for him to reach
back out so I think it's just the
knowledge of knowing the nature of the
event and what your client's needs are
does that answer your question yep thank
you yeah amazing amazing well Chelsea
that was fantastic thank you so much for
your preparation and uh thanks for
bringing the goods I can't wait to go
back and listen to that talk I texted
Miriam during your talk I was like hey
we have to go back and watch Chelsea's
talk together so she's she's excited for
that too
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