Generating Leads: Magic to Marketing

11/27/24 • 39 min

What can be done to plan and run an effective marketing campaign, and add magic to it?

In this episode, Chris Crew and Kenny Chapman from The Blue Collar Success Group provide an overview of different strategies home services businesses can use to get the word out.

From ways to create organic content at scale, to pay-per-click, understanding your marketing budget and tapping into “old school” and innovative marketing channels – no stone is left unturned here! Tune in to learn how to best attract your target clients.

Chris Crew starts by explaining what he actually sees when looking at magic to marketing.
Want more effective lead generation strategies? Look at how to create a scalable process.
Chris and Kenny Chapman do a quick recap of the previous HSBS episode – which talked about “no leads, no problem?”
Chris doesn’t believe in set-it-and-forget-it, rather in making a plan, executing it, and then making adjustments.
“Look at the numbers” doesn’t mean what you probably think it means, says Chris.
Chris and Kenny look at “the most undervalued marketing channel there is” – social media.
Organic content vs. paid ads – here’s what you should know about using them in your home service business.
Chris believes that Google and pay-per-click ads will become the Yellow Pages of marketing.
Got a website? It will probably become more important than ever, especially with A.I.
Chris talks about what you should do if or when you’re not the expert.
Kenny touches upon the importance of mindset and a surprising thing about the change happening today.
For Kenny, marketing is simply an exchange of information.
Remember this: resisting change is NOT a good idea...
Chris and Kenny discuss change, the role of testing, and why “where there’s attention, there will be ads.”
Chris shares the questions he asks any vendor before doing any paid advertising work together, as well as a couple of strategies and resources to add magic to your marketing.
Kenny breaks down the etymology of the word “ignorance”, and what home service business owners can do to potentially fill gaps in their marketing approach.
Chris and Kenny touch upon some psychological hack and strategies that can make your marketing more effective and increase sales.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/3

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

HSBS episode 2 - HomeServiceBusinessSuccessShow.com/2

The Six Dimensions of C.H.A.N.G.E.: The Proven Plan to Getting What You Want by Kenny Chapman

The Next 100 Years: A Forecast of the 21st Century by George Friedman

What can be done to plan and run an effective marketing campaign, and add magic to it?

In this episode, Chris Crew and Kenny Chapman from The Blue Collar Success Group provide an overview of different strategies home services businesses can use to get the word out.

Chris Crew starts by explaining what he actually sees when looking at magic to marketing.
Want more effective lead generation strategies? Look at how to create a scalable process.
Chris and Kenny Chapman do a quick recap of the previous HSBS episode – which talked about “no leads, no problem?”
Chris doesn’t believe in set-it-and-forget-it, rather in making a plan, executing it, and then making adjustments.
“Look at the numbers” doesn’t mean what you probably think it means, says Chris.
Chris and Kenny look at “the most undervalued marketing channel there is” – social media.
Organic content vs. paid ads – here’s what you should know about using them in your home service business.
Chris believes that Google and pay-per-click ads will become the Yellow Pages of marketing.
Got a website? It will probably become more important than ever, especially with A.I.
Chris talks about what you should do if or when you’re not the expert.
Kenny touches upon the importance of mindset and a surprising thing about the change happening today.
For Kenny, marketing is simply an exchange of information.
Remember this: resisting change is NOT a good idea...
Chris and Kenny discuss change, the role of testing, and why “where there’s attention, there will be ads.”
Chris shares the questions he asks any vendor before doing any paid advertising work together, as well as a couple of strategies and resources to add magic to your marketing.
Kenny breaks down the etymology of the word “ignorance”, and what home service business owners can do to potentially fill gaps in their marketing approach.
Chris and Kenny touch upon some psychological hack and strategies that can make your marketing more effective and increase sales.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/3

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

HSBS episode 2 - HomeServiceBusinessSuccessShow.com/2

The Six Dimensions of C.H.A.N.G.E.: The Proven Plan to Getting What You Want by Kenny Chapman

The Next 100 Years: A Forecast of the 21st Century by George Friedman

Previous Episode

Generating Leads: No Leads, No Problem

Chris Crew and Kenny Chapman dive into strategies to generate more quality leads and drive sustainable growth.

Tune in to hear about practical tips for filling your pipeline with quality lead generation, how to approach sales calls and spend your marketing budget, and brand awareness, as well as market domination and the role your mindset will play in all of this.

The episode kicks off with The Blue Collar Success Group president Chris Crew and founder Kenny Chapman addressing the question “No leads, no problem?”
Chris shares a story of what happens with his past business that led them to go from not having enough calls to having too many calls with leads.
Kenny explains why the way you’re probably thinking about leads right now is short-sighted.
A common mistake people make with leads is putting away the “digging tools” as soon as things go well.
Chris discusses something you can do, from an operational standpoint, to truly see what’s going on in your business.
On a call, do you tend to give a long list of the services you provide? “Do things differently,” says Chris Crew. “List only what you don’t offer.”
Chris and Kenny address the aspect of budget in relation to leads and marketing, and the reasons why businesses struggle with lead generation.
Remember: a part of your marketing is about testing things.
Some business owners forget to track the effectiveness of what they’re already doing marketing-wise.
Kenny takes back the curtain on one strategy that helped him dominate his market.
Chris and Kenny go over why you shouldn’t put all of your eggs in one basket, as well as how to go about actually testing your efforts and strategies.
When it comes to brand awareness, ensure that all of your marketing looks and feels like your brand.
For Kenny, leads are like speaking languages – make sure that you’re speaking the right language to the right lead.
Chris identifies the type of leads you shouldn’t buy first when using a lead aggregator.
An important lesson to remember: it may feel boring at times but, as Kenny says, “When it comes to your brand, boring is brilliant!”

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/2

The Blue Collar Success Group

HSBS episode 1 - HomeServiceBusinessSuccessShow.com/1

Angi (formerly known as HomeAdvisor)

Next Episode

Top Line Revenue: Sales Solves It

There’s no denying it: sales can make or break a home service business. However, mastering it requires more than just a good pitch...

Kenny Chapman and Chris Crew dive into the mindset, strategies, and processes that drive successful sales, even in a challenging market.

From overcoming industry resistance to creating repeatable systems, you’ll hear game-changing insights that will help put your business on “fast forward.”

Co-host Kenny Chapman reveals his initial focus when launching Blue Collar Success Group and how it shaped his approach to sales.
Kenny and Chris Crew talk about the power of doing things differently in sales and how sales can “cover up a multitude of sins” in a business.
Kenny is a firm believer of the fact that businesses are ruined when things are good – it just doesn’t show up until things slow down.
Chris brings up the sales resistance that seems to be present within the home service business industry.
As a home service business owner, you’re a sales and marketing person...whether you like it or not.
Chris touches upon what happens when you’re more focused on sales as a practice instead of as a tactic.
Kenny talks about an impactful phenomenon that’s just starting: the so-called blue collar tsunami.
Chris and Kenny discuss the importance of people and processes – and the mindset business owners should have when it comes to their staff.
When it comes to sales, there’s an important lesson home service businesses can learn from Hollywood.
Want to really put your business on “fast forward”? Get a repeatable, duplicable, sales process in place.
Chris illustrates the role of TTQ (time to quote), number of options, and number of line items per call within the sales process and the art of mastering it.
Chris spills the beans on a couple of different strategies he leverages whenever he’s confronted with objections by a potential client.
Chris shares an analogy between sales and medicine.