#129: How to Market and Sell to Millennials. Three Tips to Cash In with Jill Morrison

Podcast Episodes (MB) (20)

Did you know that Millennials are the largest generation and quarter of our population in our country right now? 


This means they are the primary decision makers right now and they are making a lot of big decisions for their family.  And of course, extra curricular activities like fitness, music lessons, dance lessons, yoga or pilates classes. 


That’s huge for Brick and Mortar Studio owners! 🙌🏻


Our guest today talks all about the nitty gritty of selling to Millennials. 


Here are just a few of the topics we cover:
1. How and Why we make our buying and life decisions

  1. How to “Sway” millennials to purchase
  2. Why the experience for your brand is so important.
  3. How & Why Loyalty is so huge to your business. 

Want to connect with Jill Morrison?

Instagram 

Did you love today’s podcast? 🙌

  1. Take a screenshot and share it to your IG stories. Tag me @brick_and_mortar_visibility!  OR let me know what you think.  DM me!
  2. Leave us a rating and review on Apple Podcast!


FREE Webinars: 

Be Found, Liked and Trusted Faster - Google Workshop - If you think you’re the best kept secret in town?  Let’s change that.  In this on demand workshop I tell you exactly what you must do to be found, trusted and like quicker and easier.  


The Only Three You Need - Be the Only Option in Town by Doing Less! - As brick and mortar business owners we can get “shiny object syndrome.”  Jumping from one strategy to another. In this on demand workshop, I share with you what THREE strategies you need to be focusing in on at ALL times. 

Work with Melissa:

20 min Coffee Chat:  Fast Track if Working together is a fit and get some immediate takeaways for your biz. 


One on One Coaching: Create a Brick + Mortar Business that Allows You To Kick Ass in ALL Areas of Your Life. Every. Single. Day.  


90 Day Rebel Women Mastermind: The Community to Empower Yourself + Grow Your Business in 90 Days.


A bit about our guest: Jill Morrison

 

WHAT GOT US HERE

Over the last 5 years I have met with literally hundreds of Realtors to brainstorm their marketing strategies.  My passion has always been helping business owners capitalize on their strengths, voice and target market to hit their sales goals.

HOW I GET RESULTS

I ask a lot of questions.  Our first meeting will feel like an interrogation (it's a good time, I promise).  I like to dump all the puzzle pieces out on the table - I ask about you, your communication style, your past clients, your ideal clients, etc so I can best understand YOU.  My favorite part of my job is putting the puzzle together to create customized plans, strategies and voices for each of my clients.

THE STORY BEHIND THE NAME

For the longest time, scientists were stumped as to how a bee could fly.  The math didn't work - their wings shouldn't be able to support them.  As it turns out, no one told the bee so she developed her own method of flying - making the impossible possible. 



A bit about Melissa Rose: 
In 2009, with three kids under five, Melissa Rose started her business out of her 800 square foot basement teaching the art of dance to students of all ages while the kiddos napped or played in the pack and play.  With her passion, resilience, and nose down she created a business that has become "The Highlight of Your Week" for her tribe, her team and her community.  

Along with running a successful brick and mortar business, Melissa is also a visibility coach for brick and mortar businesses, Melissa guides other boss ladies to a flourishing brick and mortar business that provides for their own tribe - creating a legacy for themselves, their family and their community.  She has a podcast, “Brick and Mortar Visibility” that she dedicates to sharing tips, tools and strategies she’s learned in her brick and mortar business to help others in theirs.

Melissa is a super mama of five kiddos, enjoys long hikes or playing in her garden.  At the end of the day you can find her snuggling with a self development book with an ice cold beer.


EPISODE TRANSCRIPT:

Mellisa: Hey There, studio owner! You've put your blood, sweat and tears into creating a Brick and Mortar business that serves your clients and impacts the community you love. You are my hero! And I'm pretty sure we could sit down and talk like besties do because I get it. I've had my studio business for over twelve years, a handful of kids, and a few passion projects that I love, like this one. Hey there, I'm Melissa Rose, your visibility coach for the studio owner who wants more stellar clients coming through their doors, more bank in their bank account, and more time to hang out and be completely present with those they love most. In this podcast, we're going to share the nitty-gritty of running a successful studio business, sharing stories, talking strategy, and learning practical tips that leave you inspired, empowered, and equipped to create your epic life every single day. So, if you're a dance studio, yoga studio, pilates studio, or a fitness boutique studio, you are in the right place. Add some kiddos into the mix and maybe a life partner and I call you a rebel woman, ready to dive in? Let's get real!

Mellisa: As studio owners, we are always selling, but are we selling the most effective way? Today, I have a guest on the show that's going to talk all about selling to millennials who happen to be the largest demographic in our country. I am super excited for you to learn from Jill Morrison. Let's Get Real.

Mellisa: Hey there everybody. Welcome back to another episode of Brick and Mortar Visibility, Melissa Rose here and I'm super excited to be here as always because today's episode couldn't have come at a better time. You guys, I have been in a huge sales mode when I am recording this because we are in the transition into summer. Now, for those of you with studio businesses, you know that summer is kind of that "low" in the business. So every May, I get anxious and I've been in business y'all for twelve years, but every May is anxious because not only is it the end of school and I have five kids, so it's the end of school projects and the end of school things and end of school your gifts and parties and teachers and all the things, it's all good, and then you add in a recital. For me, for many years the weight of summer because summer is so unknown. And then you add in the past three years, right? Oh my gosh, the last three years with CoVid and then 2021, which really wasn't better, right? And now we're in 2022, so what's really going to happen here? And now we're heading into a recession and gas prices and food prices and all the things. And here is what I've learned y'all. The road to success is always under construction. I put that on my stories and on my feeds a couple of weeks ago because I heard it from Steve Harvey, you guys, Steve Harvey, he's got a podcast. If you are interested, he's got a podcast out and it's just little like seven to nine-minute inspiration things and it's daily and I love it. I love it. And he said that on a podcast. And I was like, oh my gosh, it's so good. Because if it's not one thing y'all, it's another, right? It's another thing. So when I recorded this podcast, we were eyeball deep in sales mode because, in our studio business, we do a 'summer pass'. And this has been kind of a brilliant idea, but then scary idea because we give unlimited classes for a 'summer pass'. So basically, you pay one fee and you take as many classes as you can and want throughout the summer in your age group. And you don't have to RSVP, you don't have to tell us when you're coming. Just show up and we're going to cater the class to you. So that's awesome, right? But this year, for some reason, the sales haven't been there. So we were doing all things. We were pulling up all the stops to get people to buy. And I happened to interview Jill as we were doing this and it just gave confirmation to what we're doing was right and leaning into it even more. So I'm super excited. I'm not going to elaborate anymore because she gets so much information here on what we can do to get more clients in the doors in the right way, in the way selling is today. So grab a paper-pencil. You might actually want to save this episode because there are some nuggets in here that were like huge AHA moments for me. Save it, so that you have it in your file to go back to or definitely take notes. And if you got anything, if something really resonated with you, I would love it if you would screenshot it and share it on your stories, tagging both Jill and me so that we can shout you out on our platforms. Or if you're new here or haven't left a review yet, please leave an honest rating and review on iTunes because that helps other people learn about Brick and Mortar Visibility for studio owners. All right? Without further ado, enjoy this really stellar interview with Jill Morrison.

Mellisa: Jill Morrison, thanks for joining us on the Brick and Mortar Visibility Podcast. How are you?

Jill: I am so good. Thank you so much for having me. It's exciting!

Mellisa: All right, I want to, before we dive into all the business things, I'm super excited about this episode because I genuinely right now, I'm in a huge sales blitz for my Brick and Mortar business. I selfishly want to know all the tricks because it's a crazy time right now in my studio. So before we dive in, tell everybody where you're coming in from and a little bit about your personal life.

Jill: Absolutely. So you are coming right into my itty bitty, little bitty home in Crystal, Minnesota. So, a fun fact, which I learned from my accountant this year, is that this office space, which is comically small, is more than 10% of my entire house. That's fantastic. And that includes the basement. So, yeah, you're seeing a lot of my house tour right now!

Mellisa: Well, that works well for taxes. You get to write off a little bit more.

Jill: Yes, Yes, It does.

Mellisa: Cool! So tell us who you are and what you do and who you serve.

Jill: Yeah, great question. So my name is Jill Morrison. I am the owner, founder, and CEO (I kind of like to throw them all in there because it makes me sound very special) of BEE Memorable Marketing. So it's a marketing company designed to help small businesses develop marketing strategies that are the best for them, their personality and their audience and what they're trying to tackle.

Mellisa: I love it. How did you get into this? How did you get into what you're doing? Tell us a little bit about the story and the journey.

Jill: That is a great question. So when I first got out of school to graduate in 2012 with a marketing degree, which is basically useless, especially in a recession, there were not a whole lot of job opportunities at that point. Sold insurance for a few years and then got this opportunity to get more into marketing. Turns out it was still a sales position for a Title Company. But I had this passion for marketing and helping these realtors figure out how to best attract their audience and Title, especially after the bubble, is pretty much the same thing no matter what. So the pricing is within $200. The service is basically the same, the standard 'Closer' is a 50-year-old woman, and it is identical across the board. So how did I stand out? How do I create an experience that makes them want to stick with us? And so basically what I would do is I would sit down and we'd go through, What's your goal for the year? How does that translate into your average price point, into units, into conversations, into a lead generation strategy that you're going to do? Right? Because a lot of people don't want to cold call and that's what they get pumped with, right? Like, if you do 100 calls a week, you will get this much business. Well, if you're not going to make the flipping calls, then it doesn't matter how many times you beat them over the head with it. So we would sit down and we'd go through. All right, so if you're not going to do that, what if you door-knocked? What if you just wore a shirt that said 'Ask Me About Real-Estate' to your kid's soccer game? Like, what if you just went out and did the stuff you will naturally do? And we facilitate those conversations in a way that you'll do. I would sit down with them. We would develop their marketing plan. And then I was like, oh hey, by the way, you should use us for your Title Services. And then when I got into mortgages it was, oh hey, you should use us for Mortgage Services. And so as a result of that, I basically become a gift with purchase. If you utilize us, then you can meet with me even if you don't use us, I should say for RESPA qualifications like even if you don't, you still get the service if you don't want to use us. But it got down to the point where I was doing other jobs, but the stuff that was exciting me and the stuff that people were drawn to me for, I wasn't getting paid to do. So that's then, fast forward to 2021 and I was like, you know what? This is, I've had enough people ask me, there's got to be a way for me to monetize this on my own. So then I branched out and I've expanded it a little bit more out of Real-Estate and into all industries at this point.

Mellisa: I love what you said about marketing and doing it what fits for you because when I coach my clients too, we talk about getting more visible. We want you to be the only option in town for your business or industry. And there is a myriad of ways you can market yourself, but it needs to be right for you because it all comes down to consistency. And if you're not going to do it, it doesn't matter. So yeah, we're going to talk about this, marketing millennials, which I'm super excited about, but there are people that are like, I can't stand social media. Well then by all means don't do it

Jill: Don't do it!

Mellisa: Because that's not fun and we want our life to be fun and enjoy our days.

Jill: Oh, and that's the thing. If you have the freedom, if you're running your own business based on your passion, let's do it in a way that keeps you passionate about it.

Mellisa: Yes, excellent!

Jill: Maybe not the nitty-gritty, hashtag-accounting options and receipt tracking and all the other baloney that comes with it. Let's capitalize on what makes you excited.

Mellisa: All right, so let's dive right in. So who are millennials?

Jill: Great? So I would say that a lot of people have kind of different ideas. Like there are different age brackets, right? As a new generation comes on, they kind of slide the scale a little bit. Most commonly what I hear is from 1980 to 2000. So that would be people born within those years, which is now the largest generation and a quarter of the US population. So it is a large part of who you're going after, right? And there at this point that would put them, what does that make it? 42 to 22. So really at those decision-making years!

Jill: Why was 22 the harder one for me to figure out, it's just 2022 -2000!

Mellisa: That's okay I was doing the same thing.

Jill: That was so simple.

Mellisa: It's okay.

Jill: What they do, though, is that they are the primary decision-makers right now. So why I like talking about it is I fall right smack dab in the middle. I was born in 1990, so I could not be more in the middle than between those. And what fascinates me the most with generations as a whole and then specifically diving into millennials is that our decision-making for how we will have our yardstick for the rest of our lives, so the basis by which we make all other decisions are based on our experiences between the ages of eleven and 20. Okay? So if you look at me spec ifically because I fall right smack dab in the middle of that. I was born in September of 90, which means I turned eleven one week after 9/11. So if you think of that as being the catalyst of that decision-making time and how tumultuous uncertain and scary that time was, it makes more sense as to why millennials are slower to buy and slower to settle down. There's a lot of uncertainty that comes with it. Also, the ".com" boost or bomb, whatever the heck you want to call it. And then you fast forward to, I graduated from high school in 2008, which was not a great time to graduate from high school, not a great time to need to access your college saving funds because they didn't exist. But if you think about that then, we watched our friends' parents, our parents, and family members, either lose their job, almost lose their job, lose their home, almost lose their home. So it makes a lot more sense when you think about why they're so much slower to buy a home, why they're more apt to leave a job, why they don't see a lot with why they should stay at a job, because that company could let me go tomorrow even after 30 years with them. So that, I like to focus on that part first because I think it helps you to understand how to sell to a generation, which is also fascinating if you look up other generations or you start to think about how right now is going to affect Gen Z moving forward and how to plan for that because, my goodness, you thought it was uncertain then. This is a whole new world!

Mellisa: Right? I love when you brought this up. So I saw Jill speak, and that's why I wanted to bring her on the podcast because I just love the psychology of this. Like 'the why'! why are people slower to buy? And my social media manager, she's a millennial, and she's just so good with her money, and she's very, what you're going to talk about? What you're going to talk about with the reviews and research and hearing what other people and taking their time where I'm a little bit faster and I do things differently, and I'm not that much older, but it's just different. I thought that was so fascinating. So when you can put on that hat of really looking at their history and those decision-making years, it makes sense why they do that. And especially if you look at your grandparents or your parents, like, how they spend and how they buy. Oh, my world.

Jill: No wonder grandparents use butter containers for the rest of the time.

Mellisa: Oh, my gosh.

Jill: You didn't have money to buy Tupperware and you needed to save every leftover. Of course, that became the standard. When you look at how those moments were created, like, of course, everything makes sense.

Mellisa: I love it. I love it. So we talked a little bit about who the millennials are and why should we care in our businesses and how this affects us. So can you give us some takeaways that we can implement right now in our business or think about in our business when we are selling?

Jill: Perfect. So I'm going to give you three. The first one is going to be 'reviews'! Within reviews, all right, so grab out your pen and paper. Like, let's go. So you're going to need them in a couple of different places. Google is the big kid on campus. You got to have Google reviews. Honestly, if you think about when somebody refers you to go somewhere unless they have given you supreme advice, always, you're always going to kind of Google the place, right? and see what the details are. And even if they gave them a rave review and you Google it and they have a 2.3 star or they don't exist, you're probably not going to go there no matter how great the testimonial was from the person you know. So reviews are huge. Google is king. You got to get there first. You got to have a Google My Business page set up. It is free. It is simple. Then I would do Facebook. Google's kind of being a little bit of a brat lately about reviews, and there's been a lag time. So in the interim or in the interim when you start to set up your Google My Business page and you start to get those reviews on there, use Facebook, absolutely have people review you on your Facebook page. Make reviews acceptable on your Facebook page. Sometimes you have to check a box because it gets unchecked. Those will also show up on Google. So when they go to search you, that will show up there as well. If there are additional platforms that people go to find you. Realtors Zillow. I know it's a swear word in the realtor community because nobody wants you going on Zillow. However, if that's where they're going to find you or that's where they're going to validate you, you need to have reviews there as well. If you are a restaurant, Yelp is still obviously big king on a lot of stuff within how you search for restaurants. So I would make sure that wherever they're going to find you, You have a review there. If you're able to facilitate them through your website or through other CRM services, huge! Also, it is free content that is positive about you. So be sure to create a post about it. If you are not tech-savvy at all, literally screenshot it and post it. That is great. I would crop it a little bit so it doesn't look quite so tacky, but you can do that. Or if you have Canva, it is a free website that makes web design very simple and it's free. Did I mention that it's free? So all you have to do is copy and paste that review on there and maybe add some stars, maybe add a background, really doesn't matter, but utilize it. Make sure that you are showcasing how wonderful you are because there are avenues for you to be able to place those in different places and make it so people find you. And if you have people talking wonderfully about you, you should utilize it. I'm like making a mental note right now because I hype this all the time and I have still yet to use mine. So jotting that down.

Mellisa: Oh my goodness.

Jill: I know. Shameful. Absolutely shameful. But make sure that you showcase them. Also, and this is where it gets a little icky, especially as a Minnesotan. We do the Minnesota nice, the passive-aggressive, the whatever. We don't like confrontation. That's not our jam. If you get a negative review, it is almost more important that you address that one than liking and thanking the positive ones. We all know the person who squats about nothing or finds a reason for it to be a negative experience, even though it really wasn't a negative experience, they just happen to have one. If you take the time on a negative review, thank them for it, address how you're changing whatever it was and encourage them to return whatever that looks like for your business specifically, it's incredibly important that you address them because when somebody is scrolling through and they see how you addressed a negative review, it invalidates it. Right? Because they understand that people have bad experiences. They might have had a bug up their butt, they just didn't have a great day. That does not necessarily need to reflect on you. And if you address it, you claim the narrative. I'm huge on claiming the narrative, making it your story, and then move forward. And then always thank the positive ones. Also, it kind of goes without saying, you don't have to showcase the negative ones, you just need to address them on the platform where you received them and then showcase the positive ones only.

Jill: So number two would be brand development. So as I mentioned before, millennials kind of get this hype for not being loyal to brands. And then I actually heard on the news this morning about our buyer habits changing as a country, as a whole. So during CoVid, we were buying products, right? We were buying things for our home, backyard spaces, new furniture, athleisure, yoga pants a size up because of CoVid, and we were spending a lot on goods and products. And now it's a major shift to Experiences, right? Because we all just want to get the heck out of our house and go see the world again. That's been a huge thing with millennials. When I originally developed my Marketing To Millennials class in 2017, it was three-quarters of millennials are more apt to spend money on an experience than a product, and I would say that's even larger now and stretches beyond millennials. So how are you facilitating an experience in your brand? If you are selling any product, there is an experience attached to it and you need to develop whatever that is, for you. And then in addition to that, ease of use was also very important for millennials. I would also argue with everybody again, right? I don't think that's specifically unique. So how do you develop a brand that is based on the experience you provide and the ease with which you provide that experience? So if that is a Title Closing, are you giving them that Instagram moment to take a picture in front of? Are you utilizing a neon sign in your business? Are you painting a mural that people want to take a photo of? Are you doing something cheeky and funny with your exterior sign? Are you making sure that when you send out a product through your Etsy channel that you are writing a note thanking them? Do you include a little extra that's special to you? Are you making sure that when you have a takeaway after a client meeting that it's something that they can remember you by? Making sure that you implement that next level, that experience and make it, I'm a big one on systematizing it because it's really easy to have these big, huge ideas and then when you have to do them on a repeatable basis, it gets cumbersome and it gets missed. Whatever you can do as a one-shot, like a mural, if you have a Brick and Mortar and you have space for it, make sure that you're creating something people want to take a photo of, specific to your business, because they will, and they want to. Everybody's looking for easy content to put on their social media, be that easy content right there. And then the other part of it is the loyalty part. So loyalty systems, there are people that will say if you do discounts after a certain number, if that works for you and your business model, Great! For a lot of small business owners, their margins are already so crunched that when you start discounting like that, you're doing your services at a consistent discount and that usually isn't sustainable. So how can you create a feeling of loyalty without having to give away the entire farm for it? So one of my favourite avenues, the book Seven Levels of Communication by Michael Maher. It is more Real-Estate focused, but there are great principles in there that are really implementable across all industries. Specifically, one of them he calls the Great Retrace. So how this works is if Abby refers you to Becky, you thank Abby for the referral to Becky, and Becky refers you to Chad. Phenomenal. We thank Becky. Then we call Abby and say, thank you so much for referring me to Becky. Becky actually referred me to Chad, and I wouldn't have all this business if it weren't for you. Thank you so much. Chad refers you to David, you thank Chad, you thank Becky, you thank Abby. What that does is, it's free, it's a phone call or a text message at that point, it really doesn't matter, it's a simple thank you. If you want to go above and beyond, hand-written notes are always supreme. But when you do that, you're reminding each person that you're still in business, that you're still accepting referrals and new business, and you are genuinely thankful for them. They made a difference. And by doing that, you're creating a reminder that you are here. You're accepting it, you're excited, and now you're back at the top of their brain, right? And when you call them, you're not calling, asking for a sale, asking for a referral, asking for anything. You're just making a gratitude call to them. It leaves a better taste in their mouth. They're very excited about it. And it's easy for you to do, right? Like, again, the Minnesotans who are actively avoiding having to do a lot of confrontational stuff, I'm just calling them to thank them. That's a heck of a lot easier to pick up that phone and make that phone call. It gives you a reason. So Great Retrace is huge for me, in lieu of, like, doing a discounted loyalty program, if you have a little extra in your margins, I would encourage you to do some sort of charitable contribution. Whether it's a flat dollar amount, it's a dollar per sale, or if your model makes more sense to do a percentage, do that. If it is, volunteering your time, if you really don't have those margins, but you donate a certain amount of time on a consistent basis. I'm not a big one for doing things just for the sake of promoting them on social media. However, when you think about products like Toms shoes, LoveYourMelon hats. These are brands that have made a huge standing, oh, what's those socks? Bombas shocks where they buy a pair and they donate a pair. That type of model where you feel like you're doing good. At the end of the day, let's be real, If all things being equal and yours is going to donate something, you win, right? It also gives you a great opportunity to send out a card. I'm a big fan of Thanksgiving cards in addition to Christmas cards because nobody gets a Thanksgiving card. So what you're able to do then is say thank you so much for your support this year. Because of you, my business was able to donate X. And again, it's from a place of gratitude. It's not from a place of asking or being boastful. We're simply thanking them for their contribution to your business and in addition by proxying this donation to a charity. So I would say that's a large part of developing a brand that speaks to your audience from where they're coming from.

Jill: And then the third thing is breaking through the noise. So I mentioned this a little bit when we were talking about reviews where you want to receive the reviews in the channels where people are going to search for you. Also important that you meet them where they're at. So creating a YouTube channel is great for avenues to get information out of longer-form videos. But what can you provide them that they are going to organically search for and then they find you? So if you are a mechanic, maybe it's something as simple as how to change windshield wipers. My cousin forgot to take the plastic part off and then we were wondering why they didn't work. Kind of an easy video for a mechanic to do, but it still provides value. If you are a home inspector maybe you show how to change a furnace filter and how to know which way the arrow is supposed to point because sometimes it feels weird when there are just a lot of arrows in there. You don't know which way it's going. Maybe if you are filling the blank industry, if there is something you can provide insight on, create the channel based on that and that way you are coming from value. They find you, they seek you out. That's where TikTok and Reels are becoming more advantageous as well, it's because it doesn't need to then be longer form. It's a two-minute video instead of a ten-minute video which is sometimes less scary and you can crop it on your phone and make it work for you. But always coming from the space of how do you break through the noise. We get a lot of emails. We now are getting solicited via text message on top of being solicited via phone, they are mirroring everybody's phone number. It's very difficult to reach people where they're at. Maybe it's an event, maybe it's a door-knocking, maybe you are leaving something by, maybe it's a pop-by. Whatever it needs to be for you and for your brand to break through the noise and to reach them where they're at. That's the other part that you got to work through as far as your personality style and your brand so that they're finding you because people are really over, being sold to right now. You've been sold-to for a lot of years, and it's not working. And that's why a lot of television advertisements, billboards and radio advertisements have changed up the way they do it. It's not repeat the brand a million times, at least seven times within the ad and make sure that they remember your brand and they remember the sale. It's more about, how can we help you? How can we come to you? And that's where a lot of advertising on the large scale is changing. And it's important that on the small scale, we mirror that as well because that's obviously what the market wants. That would be the '3'!

Mellisa: I feel like you did four, at least five, going through my notes. It's very relationship marketing. My business coach mentor, she talks about relationship marketing, and for some people, that just come so easily, and others don't even realize they're doing it, it comes that easily. I actually was on a date with somebody and he was like, he commented, like, you're everywhere, you're everywhere because we're good with our SEO and social media and all this stuff. And I said, Thank you. I work hard at that. He goes, I just don't do that. He's been in business for way longer than I have. It's a family business. I said, but it's working for you. Going on the golf course and hobnobbing with people and being out in your community, that's working for you. So that's awesome. And honestly, I like that as well. We're all doing our own thing. As far as what you said, the reviews and using that, there's a whole bunch of things. There is brand development. I loved what you stand for and who you are. And you're not just this service that you offer. You have core values in your business that needs to be rippled in how you present your business. So when I'm out with my kiddos and volunteering, yes, I have my dancing hat on, I'm always wearing my ball cap, but people see me out and about, and that's how I promote my business, just by being out in the community, because those are my people.

Jill: The cheapest billboard you can get!

Mellisa: Right?

Jill: Yeah. Get a shirt, get a hat, get something, and just represent your brand. Absolutely. That's a huge way to do it instead of spending extra on all the other stuff.

Mellisa: Yeah, because like you said, you're doing it anyway, so just be intentional about, okay, you're going to be out volunteering anyway or out doing something. If it makes sense, do that. So this is really good. Okay, so just now, you are a visibility coach, you help people with their marketing and coming up with a game plan for people. So who is your target? Who are the people that you help? So that if somebody is listening and they're like, oh my gosh, I need to send or I need to look at Jill's stuff.

Jill: Yeah, So I would say that the best client for me, and as I mentioned, regardless of industry, is that person that is kind of hit a plateau on the way that they're developing their business. What got them here won't get them there. Great book, by the way! But what you need to develop from there is a better marketing plan. Maybe you're right on the cusp of hiring out for marketing. Maybe you're right on the cusp of hiring somebody and you have a lot of different things for them to do. One of my favourite things that I do is an iteration of what I used to do with the Realtors, and I call it my 'marketing reno'! And so it is a four-hour whiteboard session where we sit down and we lay out your goals, what you're spending your money on, where your marketing dollars are going, and how to be better with that money, how to make it work for you and develop those lead generation strategies. And the best part about that, for somebody who's kind of hit that plateau or they're ready to go to that next level, is that I give you a plan that your admin staff can implement. Your virtual assistant, whomever you have helping you with absolutely no marketing experience, is able to then implement that strategy, giving you a full-time hire without really having to pay for it, which is great. It's a very cost-effective way to kind of help you bridge the gap until you can hire a full-time person for marketing. And I enjoy that one. I like going through everything with them and helping to figure that out. I got one this week with somebody who's branching out into a whole new realm. And I'm very excited.

Mellisa: Very fun. Very fun. That would be fun just to go through everything because we have similar businesses. So how can people best get a hold of you?

Mellisa: Yeah, so I would say social media, by and large. Sometimes that gets difficult, though, with the way that Instagram will block certain messages until I get them approved, and that just gets weird. So I would say email, as far as business goes, is always the best way to get a hold of me. So Jill @ Bee-memorable.com, jill@bee-memorable.com! My website is bee-memorable.com. All of those avenues are likely the best way for you to break through the noise on my business side and make sure that I don't miss it.

Mellisa: Awesome. Two questions real quick. So you're a business owner. What is your number one visibility strategy right now?

Jill: I would say my number one is networking groups. That kind of knock-off BNI's, but the avenues or the chambers, I like face to face. I like being present there, and that's less scary for me than some of the other avenues of getting my business out. I would say that's definitely been the most advantageous part for me as well, is getting to a lot of different groups and being able to mingle in that way.

Mellisa: Yeah. And if you're looking for a speaker, she did a great job. You also connect with her. She just gave us a little snippet today, but if you can, if you're needing a speaker, check her out. And now, Jill, what is saving you? What is saving you right now? What are you loving?

Jill: Right now, I would say walking outside, like, finally being able to be outside in the sunshine. Literally yesterday, I low-key kind of forced my boyfriend into three walks yesterday, and he's like, seriously!

Mellisa: I took three walks as well.

Jill: We did one in the lunchtime and then we did one in the evening, so we walked, like, eight and a half miles yesterday, and I was like, this is the best. He was like, you are exhausting. It makes me so happy. I love being in the sunshine. I love getting out and walking. I love getting back out of here while we can. Right? It's not designed for that.

Mellisa: Amen! Yeah. Awesome. That's hysterical. I did three walks as well yesterday. I was pretty proud.

Jill: That's so funny.

Mellisa: Awesome! Jill, Thank you so much for your time and for sharing your expertise and wisdom. I appreciate you so much. And we will have all this in the show notes. So, everybody, if you enjoyed this episode, please screenshot it, put it on your stories, and tag both Jill and me so we can connect with you. And if you enjoyed the show, leave an honest rating and review on iTunes. That is the best way for other people to find out about Brick and Mortar Visibility. All right, everybody, have a great week and we'll see you here same time same place next week. Peace. Bye. Bye.

Mellisa: Oh, my gosh, you're still here. You are such a rebel woman. I have to meet you. Come on over to the Rebel Women Tribe on Facebook created for Brick and Mortar Business owners just like you. In this group, we empower, encourage, and support each other. And every week I come in and share with you a tip, tool or strategy that I'm learning in my Brick and Mortar Business to help you and yours. And you guys, this is the real stuff, the nitty-gritty in real-time of what's going on. So come on over to the Rebel Women Tribe on Facebook. I can't wait to meet you.

0 comments

There are no comments yet. Be the first one to leave a comment!

Leave a comment