Making Money with Digital Marketing

In this podcast, we discuss things very close to every entrepreneur’s heart—lead generation and customer acquisition. Our guest, Adam Lundquist, founder of Nerds Do It Better, shares valuable insights that he’s gained while driving growth for his customers through digital marketing. Join us as we navigate the multi-channel landscape, right from leads to deals. 

In this episode, we discuss: 

  1. How to tailor your offer for each marketing medium to get the best results. 
  2. How to increase the speed of your response to queries. 
  3. Select digital marketing strategies that will grow sales. 

We hope these tips help you to apply digital marketing to achieve your specific business goals. 

Podcast Transcript

  1. Click here for Automatically Generated Raw Transcript

    Josh:    00:00-00:40        Welcome to the work the system podcast where we help entrepreneurs make more and work less using systems. I’m your host, Josh Fonger, and today we have a special guest. We have Adam Lundquist, who’s going to talk to us about the power of digital marketing and five ways your business can acquire new clients online. Adam is the founder of digital marketing agency, Nerds do it Better, where he takes his media knowledge to even greater heights, delivering consistent and cost effective paid search campaigns for companies around the world. His team excel at putting the client’s brand in front of the right eyes at the right time with the right message on the right device. Alright, welcome to the show, Adam.

     

    Adam:  00:41-00:42        Thanks. It’s nice to virtually be here.

     

    Josh:     00:43-00:57        Right? All the way across,  the across the world here.  Yeah, me in Arizona and you in London. Well, what why don’t I start off by asking you a really open ended question so you can give us the backstory. So how’d you get in this line of business? What brought you here?

     

    Adam:  00:58-06:29        Yes. So I kind of got into In a roundabout way, growing up, I’d always want to be a shock jock, kind of like Howard Stern for your younger viewers who are no idea who that is. He was a big radio guy. And for those who are younger, also a radio sling people used to listen to. So growing up in Boston, that was kind of big thing was you had radio and you had sports stars. So growing up, kind of what I always wanted to do. So I got out of out of college or out of high school, and I moved across the country to California to Santa Barbara specifically. And I ended up getting a job in the radio, I just kept applying and eventually became an intern there. And it was a local independent station. And this was around 2008, 2008-ish. And at the time, YouTube was just starting. And our, our manager or the owner of the station actually was like, hey, you know, we don’t want to do things on the internet. We don’t think the internet’s a very savory place and I was like, well, that I’m definitely do things on the internet. So the LA clippers used to come and practice at Santa Barbara City College. So I went and did an interview with this guy Sam Cassell, who was a basketball player kind of look like an alien. And basically, it’s asking a bunch of dumb questions about looking like an alien. And I was like, Alright, well, that’s it. I’m going to be famous. So I posted it on YouTube. And not surprisingly, nothing happened because people think things go viral magically, but they certainly do not go viral magically. So I was 25-ish at the time. And I was like, alright, it’s time to do something with my life. So I had this great video or what I thought was a great video. And I started trying to promote it. I didn’t really know how to promote things like I knew if I was on the air and people thought it was funny. They might tell their friend or they might not. Sometimes they would, but on online, I didn’t really know what to do. So I started emailing people who had sites that I looked up to barstool, barstools. Barstool sports was one of them. I remember there were a couple of Other ones, I started emailing people and then noticing what got people’s attention and what got them to respond to my email to put the video up on their site. And what didn’t and I kind of like unintentionally started to learn how to split test. So I’d say, weird like this headline worked and this headline didn’t and it also kind of was one of the first things that got me into Google Sheets and excel because I could track it and see what was happening. And eventually you hit kind of like a tipping point I think Malcolm Gladwell called it and the video kind of got a life of its own it got it got I think the big tipping point was Sports Illustrated put as the number six or seven viral video of all time so that that made it go like explode so got on best damn sports show was on, what else was on? It was on a best week ever. All this stuff. I got really big, big for me, I guess. And I started seeing like, well what’s the difference between traditional media and, and online media and traditional media like radio I had a radio show is writing for a newspaper. And I was teaching a course. So like pretty much three jobs that were cut, they were going out the window at the turn of the millennium. And, you know, none of them paid particularly well, like you think you’re like kind of famous on the radio, but it was like not a lot of money, you basically getting paid in beer. Whereas when I got put on those, those media placements, you did get paid a pretty good amount of money. And I started seeing the difference between what traditional media could do and what new media could do. And tracking to was a big thing. Like it was really fun to see the views go up. And in traditional media, like radio, they don’t really know how many people listen to it. They have something called Arbitron, which measures it, which is actually just someone basically calls in the smaller markets for Santa Barbara was they call people who have a landline, which come on, that’s pretty unlikely, and say, hey, will you fill out a diary what you listen to? So that’s like a little diary. So,  I started seeing the difference and then eventually, actually on Friday 13th 10 years ago, they we did a whole show about bad luck things right? Like, you know, like walk into a ladder having a cat go in front of you and all stuff. And then we got fired that day. Ironically, because they said, you know, we’re paying you too much money which was right because we were making at least $12. Now at that point, so I am, I moved to Romania with who is now my wife. And I came back and went back to school for a little bit and the school I went to, you didn’t need to be on campus to submit your thesis because I for master’s degree, and then I got hired at a startup in San Diego small little startup. There were maybe five of us when I got hired. And we became the second fastest growing startup in San Diego, a second fastest growing privately held company in San Diego. And we, I really learned much more about marketing there. We helped our biggest client they were making about 20,000 revenue a month and we took them over a million a month just paid search alone in revenue. And it really learned a lot of our tracking a lot about scaling, and really a lot about systems mainly because I’m obviously a huge fan of systems as well. And from there I start my own company nerds to a better we start in Philadelphia, but we’ve been to Santa Barbara now. I’m based out of London, but you know, tax people listening, the company’s definitely not based out of London. That is for sure.

     

    Josh:    06:30-06:59        Yeah, great. You put that in there. Well, that’s a it’s like a very normal story to be in Romania and then London and then yeah, that’s while you jumped around a bit. So what has changed in visitor marketing? I was curious about this, from when you first got into it, and you’re doing paid search. I think that’s the main thing is paid search compared to now like what, what are some things that have changed and then you can probably guess the next question is gonna be what where do you see it going?

     

    Adam:  06:58-09:37        Yeah, so some of the biggest things that I’ve seen change into the speed. So when I was starting it, you really weren’t tracking things like phone calls or messaging. And these are things people really do want and care about, like, a lot of my clients are lawyers, lawyers, doctors, those kind of things. And yeah, they do have forms, you fill out a form, you know, but people really want to call, they want that instant connection with someone. And that’s a real big thing. Another thing that has changed, of course, is Facebook. So when I started this, you basically had Google to advertise on essentially. And now there’s a lot more networks, you have Facebook, you have Bing, theoretically hold I hardly ever use Bing, LinkedIn. Actually, I’m pretty good lately. I mean, I wouldn’t have even said this maybe a year ago. But lately, it’s been pretty good with in mail and that kind of thing. You have to Taboola like there’s all sorts of different methods you can take. You’re not stuck with just Google and even within Google, you’re not stuck on just the search ads. You can also do display ads. And just as a tip because I the least like somewhat valuable to people, the biggest way to make those kind of things work is to think about the difference of your offer. So if you’re thinking about Facebook, I would say don’t go for an immediate consultation first give them like an ebook or something interesting along those lines, and then move to the offer as they go through your funnel. Because if someone’s searching for your solution, the searching for it they want to right now, that’s the kind of thing you give a consultation to. If they’re not, that’s the kind of thing you give an E book to, or one of the things that I’ve been seeing a lot. Now that’s been really, really moving the needle is a interactive, what they’re called lead magnets when you give someone something for a for their email. So I have a bunch of for mental therapy doctors, and it’s much more interesting for someone to get a quiz and see, hey, where do they fall on kind of a hormonal therapy scale as far as like, if it’s affected them or not, rather than just like an E book that’s like, Hey, 10 ways to change hormones. So these kind of instant feedback mechanisms really make a huge difference. And they make a huge difference for the marketer too. So as a marketer, if you had a someone fill out, I don’t know, let’s just stick with a hormone therapy quiz. And one of the questions is, do you have trouble sleeping at night, which can be an indicator of hormonal imbalance? I’m not a doctor, and I know this from talking them, you know, you might send them emails that help them fix that issue. So these kind of interactive quizzes they are assessments as you might call them, really make a huge difference.

     

    Josh:    09:38-10:16        So this is this is interesting one explores the but since you’re a pro at this, so how can you tell what is the best way to consider a lead gen person to whether you should go with a quiz, a book a direct consultation, a ebook, a PDF? After has a one page summary like what? What is the, because you mentioned that some in some cases, you want to kind of walk them through a, a discovery self discovery process and other ones. They just have a headache and they want to solve a headache now. And so maybe it’s just quick to say like, is there a way to determine that?

     

    Adam:  10:17-12:03        Yeah, it’s about matching the network and the offer. So that’s where you’ll actually see the biggest difference. You might read all these stories like, Amazon changed the button color, and they got a million more clicks. Yeah, they’re Amazon, you’re not Amazon. So on Google Search Network, which is someone types it in so say, for my service, they’re typing in paid search marketing. There, I would offer a consultation. They’re immediately looking for it. On something like Facebook, that platform is the kind of place where you would start with an E book, or an interactive offer. Now which one? That’s something you’re going to want to test to find out. Generally, what I’m seeing as a general rule is that interactive offers do better than e-books. But it’s not 100%. But if you think about it logically, it makes sense with almost anything you do. If you’re I don’t know, if you’re taking your car to a mechanic, you know, would you rather they come in like, hey, let’s test out the cars he was wrong. Or they just give you a sheet that was like, here are 10 things that could be wrong. Like you want that immediate feedback, and then even on that, so let’s say you’re doing a quiz, right? You give that feedback? Why not put the feedback in a video, which I see works really well. And at the bottom of that call to the consultation. I actually have an article coming about this in Search Engine Journal in about a week or two, that if you give these things, micro commitments, they’re called or micro conversions. Someone’s more likely to fill out your core offer, which we’ll call that if they’ve taken the little steps previous. It’s the same as a samples at Trader Joe’s right? Like, you’re more likely to buy something if you’ve had a sample of it. So a lot of this is about human psychology. But I mean the answer your questions It really depends on the network is your is what I would match with your offer.

     

    Josh:    12:04-12:10        Okay, and network, meaning the medium that you choose, or the network mean your clientele.

     

    Adam:  12:11-12:23        No, I mean the medium so you can have an ebook that just crushes it on Facebook and does terrible on Google search. Because then you have to match the medium with the offer.

     

    Josh:    12:24-12:52        So, so for our audience, I would say, a chunk of maybe 510 percent that are involved in the digital marketing arena, but everyone else is probably not going to do some selves. So in their case, as the business owner, let’s just say they own a chiropractic office or they own insurance agency or whatever that might be, how do they steer or drive the strategy for the marketers that they have underneath them? Or should they even bother and just let someone else do it?

     

    Adam:  12:53-16:55        I mean, obviously, the best solution is just to hire me, but let’s say you listen, yeah, let’s say you’re crazy, right? doesn’t do that. You could. Okay, so if we take a step back, what you want to do is match everything to your end business result like not from a digital standpoint, not from a network standpoint. But from a global standpoint, it doesn’t matter how many leads you get if none of them become customers, right? Yeah. So I try to match it one to one actually, based on I’m a big fan of Google Sheets. So I actually have anytime a lead comes in and pulls into Google Sheets, and then my clients will put whether it’s a good or bad lead, so that’s a great start. And then if they can they’ll tell me if they become a client or not. Now, for some I don’t really go all the way like you know, for lawyers, I’m not gonna deck well did they do it? But like, for example, I have a long distance medical transportation company. And I know if they’re good or bad client, their alpha is whether they’re over 300 miles because long distance medical. So I would say first thing you want to do is see, do the do the leads that you’re getting? Do they become customers? And you got to think of this for a business standpoint. So one of the things my company does is strategy. So if the leads are good, and they’re not becoming customers, the question is, what are your sales calls? Like, what is it you’re doing for follow up because the internet isn’t magic. It’s awesome. And it scales and it does all sorts of things. But one thing that is not is magic. So when anyone tells you, hey, this is thing that always works. It doesn’t always work. But there are things that work generally. And there are things that you need to track as well. So if you get a lead what I like for my clients generally, if they’re like, if they can do this, which some can’t like bankruptcy lawyers shouldn’t do this, but is to follow four times for the considered a dead lead. So follow up is going to be key as well, so what these people are essentially doing is raising their hand and saying yes, I’m interested. But you also need to say all right, well, we know that they’re interested, how can we continue the conversation with them? In the case of a consultation, you just have the consultation, but you, you frame it appropriately. So it’s not just a horrible sales call that nobody wants to be on, you know, you got to listen to them almost like an interactive quiz, which is such a weird way to think about a person. But I know when I do my sales calls, I always say alright, well, you know, what, what is it? What are the issues you’re having? Because if they just got online, they said, hey, you need Facebook? Okay, well, that’s ridiculous. You don’t know anything about me. But you know, and they will be my sales calls are based on what they tell me. And then the same thing should go for anything you do like you have to listen before you can just tell them that you know the solution. So a lot of this is going to be how you communicate with your clients after emails are a good way to do it a really good way actually. But you don’t want to blast them with stupid emails that they don’t want to read because think of it like if think of an email almost as a one to one. It’s weird because it’s a mass communication is also one to one. So it’s not, it’s not something that you if, if your friends would be if you’d be embarrassed to show your friends your email, then it’s a bad email. And people care about what’s in it for them. So I have some my, my bigger clients are more corporate, this happens less with the smaller ones. But you know, don’t send out emails like, hey, it’s Hawaiian shirt Friday here. Like, no one cares. Nobody cares. You know, the question anyone reads an email is like, what’s in it for me? And that’s a fine question for them to ask because we all get bombarded with emails. I mean, me included night, I hate it. So unless you are writing emails that directly help me in any way, like giving someone information to help making someone laugh has helped, like there’s all sorts of things, but it’s just some sort of garbage emails full of sales, like you’re never going to get that sale.

     

    Josh:    16:56-17:29        So what do you think you’ve kind of alluded to the number of meters games that are growing, what do you think the future is going to be like, for digital marketer, marketers? Because I think I read in a recent article that I’m going to quote this wrong,  that most people now are part of like five social media networks. But within a couple years they’re expecting to like 15 social media networks. And so as people practice their time, amongst more networks, what is going to be the best way to strategize how to get hold them because it’s hard to be an expert in 15 different mediums?

     

    Adam:  17:30-20:43        Well, yeah, it is. It is hard. I say it like I’m an expert, 15 meet-ups. Yes, believe me, I know how hard it is. But, what works for one will work for others. So anything will work if you stick with it enough and think about it through enough and what so what works on Facebook generally works on the Google Display Network, and a little bit on Twitter as well. So it’s, it’s again about just matching the medium with the offer. But what was his biggest thing that most people are gonna need to think about is speed. So I’m all I mean, I’m working on this myself right now I don’t have it perfect either. But things like chat bots, or actual live chat, which people would prefer me included. I mean, I hate those chat box chat bots that sucker like, give a call bank and they’re like, press one to transfer to a foreign exchange, like, can I just talk to a person? Is it too much to ask talk to a person, but having someone actually there to answer questions, and like, I don’t get a cut of this company. I’m just gonna tell you because I use them. I like them. And this company called drift, I think does a really good job of explaining it. I just read their book. It was called conversational marketing. And again, like, I’m happy to recommend a company I don’t get to kind of any of them. But I think that they do a good job of explaining it. It’s kind of like a Netflix crushed blockbuster, right, like, well, man, I’m starting to sound so old radio blockbuster, but like blockbuster is a place used to go to rent a video, and Netflix. It’s like it’s here now. And I think people you when I think about sales calls are going to just want the answer now. They’re not going to want to take their time not gonna want to get on the phone, like, they’re just not going to want that. I think in the future, maybe even now, I mean, it still works. And it works well, especially for the higher ticket items, like you’re not gonna pick a pick a lawyer off a Facebook chat, but you might pick something smaller. And I think speed is going to be a huge issue because I actually see myself like, because I have a lot of vendors that I work with. And I’m always trying out new stuff. And I’ll say, oh, you know, I’ll do a consultation. And if I don’t get an email back within like, say, 10 minutes, they’re basically dead to me, like I’m just not interested or if they do send me something and say two days. I’m like, I remember filling this out. This is so annoying. Who are you? So I think speed is a huge thing. I know I’m kind of self promoting my stuff here but I have an article in PPC here about it. That that shows you step by step some ways to implement this but they’re basically like think about using chat, think about instant phone calls. If you can take them in, they’re hard. Like, it’s hard for me because I’m in London, I have a bunch of us clients. Some things you can do that will help say overcome objections quickly, or they include an FAQ section. And that’s not so much speed to implementation, but speed to overcoming objections because nobody’s going to download something or buy something if they still have concerns. So an FAQ section is just basically overcoming concerns, really. So you’ll see the questions like, what do I get a refund and you know, that kind of thing. But yes, speed is going to be the key and even page load speed makes a tremendous difference in if people stick around.

     

    Josh:    20:44-21:01        So, not to get too technical. What would be the big things that people are doing terribly wrong you see every time so things that really are slow, or it kind of slows the momentum from getting the lead to closing it? What do people consistently screw up on?

     

    Adam:  21:00-21:01        Emailing too late.

     

    Josh:    21:02-21:08        Too late. Okay, so leave comes in and they wait a day and they email them in the hip or like, it’s are already gone.

     

    Adam:  21:09-22:02        I haven’t say, try not to wait an hour. Like, even if your email even if your email just says, hey, thanks we received this which is like not great. It’s still better than nothing and less than know who you are. But yeah, sending it out like day by day after people are gonna forget about you. And a good tip that I actually learned the hard way is so the way my funnel is generally work is you download something and then you can book a sales call is generally how it works. It’s kind of like the boiling frog thing I was talking about. I was letting people book sales calls a week or two out, and then we’ll call them a week or two later and they’d be like, who the hell are you? Yep. Oh, okay. So I haven’t condensed that it’s a three day booking period no matter what. And yeah, you I mean, if you have a good campaign, which mine generally are the book up, okay, but I’ll take that rather than say calling In a week and having them forget who you are,

     

    Josh:    22:03-22:13        Okay, well, that’s really good advice. So if a lead comes in, they’ve had a problem, they want to solve it, and it better be quick or they’re gonna find someone else who can solve it quicker.

     

    Adam:  22:14-23:52        Yeah, a lot of them really are just shopping around especially when they’re on Facebook or on AdWords. And so like I have a lot of divorce lawyers, you know, they may just be like, how much are you? How much are you how much are you and you could do things called negative keywords. So I always negative out free or cheap. So if those are there, they don’t show but people like but okay, so besides the speed of chats, it’s a really a good way to stay in contact with someone as well. So, I have like realtors is another pretty good example. If, if you’ve started talking to a realtor on a chat, it’s just so much easier just to like pick up the phone and be like hey, you know, I don’t know. Did you have any houses that open that are three bedroom or whatever it is. Rather than even the mental hurdle doesn’t seem like it’s bigger, but it actually is then opening up your email and being like, hello, hope you’re having a fine day. The anything you can do to lower the bar and make it easier is once they’re in is going to be really beneficial. Now I say that once they’re in, because there’s something called a Facebook lead ad, which is if you click a button, say you have an mp3 or whatever, they click a button, and you never leave Facebook, but it’ll automatically pop up as like, do you want this mp3 or do you want this? Whatever, and you never leave. That’s so easy that people sign up. And then they never open the email. And I found just statistically, they don’t end up being great leads because you have to have some sort of friction, or they really don’t care about it.Yeah, you need a little bit of friction.

     

    Josh:    23:53-24:05        Okay, that’s interesting. So there’s the, you want it to be smooth frictionless, but at the same time if there’s no friction didn’t really actively engage enough to know what they’re even searching for, or buying or looking at?

     

    Adam:  24:06-24:51        Yeah, I mean, the way most funnels work is you provide something of value, they read it. And then there’s a great book called principles of influence. And they talked about the law of reciprocity, like, if I bought you a coffee, you’d be like, basically, like pathologically want to buy me one back, just the way people work. So human nature, they actually think is where economies come from. And the way funnels are supposed to work and generally do is you, you give me your email, or whatever it is, and I give you something valuable you read it, and you feel so much value from it, that you then take the next step, though, the way it kind of breaks on the lead ads is that you give me your email I give you something I think is valuable and you never read it. Your and then you just get a whole bunch of emails that are like, have you read this jazzy book? Like, no, no, it’s read it.

     

    Josh:    24:52-25:06        So what about so how does video play into this? Because obviously that’s continue to grow. Is it better for someone instead of giving e-books to have a quick two minute video because most people are willing to watch a two minute video is that a better way to go to get value quicker?

     

    Adam:  25:07-25:26        I mean videos good if it’s a good video right so that these are these are my tips for video. One, always start out with your best point, people that I’m going to save the best point for the end. No one’s gonna watch the end. This is something I learned in radio. It’s called like the inverted pyramid. Well, bottom left hear me say that. He was always like, you know, funny, but that is what it’s called. It’s called the inverted pyramid. So you always start with your best point first, whatever it is your funniest thing your biggest but always first. Other thing, always caption your videos, most people are going to be watching on mobile with the sound off. I would say don’t produce them to slickly that’s kind of like a I’m not as passionate about that. But the ones that are really overproduced, just like don’t do too much for anyone. So just like basic videos that are basically on your iPhone or Android or whatever, does work really well.

     

    Josh:    25:57-26:09        So because you’ve been involved in some I mean some viral video, do any any tips for those who do want to get their video out there and have a viral way so it doesn’t cost so much to us as much pay but actually just kind of grows on its own.

     

    Adam:  26:10-26:20        Yeah, just interview the LA clippers shouldn’t be a problem. His dad from the Staples Center now. And then I interviewed the Lakers. And I was even worse, but that one I didn’t take a video of.

     

    Josh:    26:21-26:26  And like, I’m so bad because you’re too offensive, or just because you’re taking advantage of the medium.

     

    Adam:  26:27-27:49        Oh, it’s just too offensive. I mean, that was like it was it was a little before allergy, but it was kind of the same kind of stick, but, so like, that’s something to think about, too. I’ve had clients, I’m thinking of one specifically who does, it was like a groupon for braces. So like if, which is actually a pretty good business model. But the idea was that if you had a bunch of people opt in for this, they would buy as a group to get a discount on braces, and he made a video about it. He’s like, Can you make this video go viral? Like, there’s no button I can press they’re gonna make people be like, racist. I’m definitely going to check that out. Yeah. Like I don’t, I don’t actually know how to make a viral video except to say make it interesting. And then promote it, like, but promote it in a way that you’re, you’re hitting influencers I mean, which is what I did. I like not to get too in the weeds of it, but are basically research like, oh, who’s in charge of the blog at Sports Illustrated who’s in charge of the blog at or whatever, you know, whatever all those were, it’s kind of the same thing I do. Generally, when I do writing, like, I look for who has the, the bigger blogs, like I said, PPC here, and I write to them, and I say, hey, look, this is what I think would be good for your audience, because I do always try and think about it from the audience standpoint. So anytime it’s about me, me, me. It’s just like the thing with email. Like it’s not that interesting. Like, I’m kind of interesting, but I’m not that I’m not as interesting to you as you are to you. Right?

     

    Josh:    27:50-28:03        So wasn’t it in me is that you’re all about lead gen and growth, but you’re still doing blog posts into these various. Here’s a blog. So how does that how does it play into your strategy? I’m curious.

     

    Adam:  28:04-30:38        Yeah, so the way blogs work or guest blogs work is that they build your credentials. So, I, when I started this, you know, it’s just like a guy. I mean, I’m still just a guy. But you know, you’d be, you’d be like, hey, you know, do you want to work with me in the day? Who the hell are you? So now you can say it’s for the sale cycle, you say, you know, we’ve been featured on this, this, this and this. And a lot of times before I have a sales call, I’ll say, hey, can you read this or call could be more productive. So what that does is two things. One, it shows your thought leader. And two, it gets them on the same page, because an educated client is almost always going to be better. It really like I say, the internet isn’t magic, like as a joke a little bit. But really, because I think Google’s done kind of a disservice and make it seem like every clicks 10 cents. Everyone’s going to buy and everything you do is going to go viral. Man. That’s not the case. The lawyers are about 40 to 60 bucks a click, it’s really expensive. And everyone’s not going to buy, you’re going to get some bad leads and even Google, the, your keywords aren’t even real. So you might have a keyword that says, I don’t know, DY lawyer just because we’re sticking with that. That’s not necessarily what someone types in a keyword isn’t a search query search query was what someone types in. So a lot of times I takeover accounts someone’s like, well look at my keywords or they’re solid. Look, I have DY, or lawyer, and we see what people are searching it might be a, what’s a good show about lawyers, which is obviously a terrible search query for it. So there’s a lot it’s like a kind of like a no scribe, it’s like an ostrich head sticking out of the sand. We’re like, what you see isn’t necessarily what you get , you have to really get deep in the data. And the best way that I’ve seen are not going to kind of easy, although I wish I did is Google Sheets. So you can use something called Super metrics, which pulls in automatically all pulls in anything you want to use it to pull in search queries. And then I match the search query with the lead because I have leads coming in for this link called unbounce, which is a landing page platform. So I can see, alright, what’s good, what isn’t good. And you can tell if you have the time, you can tell one to one. So with lawyers, it’s not such a big deal with my b2b clients, we can say all right, well, we got this person, what’s their LinkedIn? Can we reach out to them again? So if you can, it’s good to go person to person marketing sometimes you get little too big for that. But you know, it’s kind of one of those good problems to have if you’re too big for that then great. Yeah, I have to tell you, that’s a good problem.

     

    Josh:    30:39-31:12        Well, Adam this is a ton of information, which is really good. Hopefully, it’s overwhelming to the audience that is not involved in digital marketing, but what it probably does remind them as they’re probably need to find a pro to do this for them because the game is getting more complicated. It’s getting more difficult, more competitive, and more mediums and if you don’t know nail it right, you can be throwing a lot of money away and not even know it if you’re not tracking it properly. That’s kind of a big theme I’m getting here. Also due to due to time, what’s one question? I didn’t ask Adam that I should have asked you during this interview?

     

    Adam:  31:13-32:58        Sure. I’d say the most important question is, can you get a free consultation on my site Nerds do a Better dot com, and I’m glad you brought that up? The answer is, probably, but if you and if you’re a good fit, we’ll give you the free consultation. But the real answer to that question, was a question you should have asked. Yeah. I think you asked a bunch of fun questions. I guess, I guess a good question that people always ask is, will this work for me or I’ve tried this before, and it doesn’t work for me, which is, you know, an objection that I get on sales calls. And that’s fair. You might have tried this before and it didn’t work. But that’s probably because you weren’t doing it, right. Like as I was talking about with the search queries, and the keywords, is it a lot of things to it that seem one way and are kind of another because of the information network actually give you versus what surfaces. And I would say if you if you are interested in it, it really is worth learning about because really your business is sales like no matter what you actually manufacturer do, you get the best product in the world, but if you can’t sell it, you’re you suck, like there’s nothing you can do about it. So, some good resources, and I do write for some of them, but I think that they’re actually really good resources, our PPC heroes a really good one. Conversion XL is a really good one. Search Engine Journal, I like quite a bit and just stay on top of the learning a bit and think about it from a business perspective. You know, I guess a good a good thing to think about is what would I do in the real world? How can I bring them to digital? You would never run out in the street to someone say hey, buy this now. You say hey, can I help you? What do you need, like a reasonable person to another reasonable person?

     

    Josh:    32:59-33:06        Perfect. Well, good. Well, so where can people find out more about what you do and to possibly if they qualify give them that free consultation?

     

    Adam:  33:07-33:38        Yeah, well, let me say that about it. If you don’t get the free consultation doesn’t mean I don’t like you. It just means it’s not a great fit, which is fine. I would still send you some resources. And that happens from time to time. Yeah, you can find a Nerds do better dot com. I have articles come out in Search Engine Journal PPC here. I’ll pick another one. Maybe duct tape marketing I came up with the next one is, but , or on Twitter. Adam Lundquist,  L-U-N-D-Q-U-I-S-T,  said nice Swedish last name. And that’s about it, unless you’re on London.

     

    Josh:    33:39-34:30        Sounds good. All right, Adam, appreciate you being on the show today. This was fun. I learned a lot. And I’m learning that nerds do it better. Thankfully, I have some nerds in my team. Tell me out with this with this stuff. Those of you who are listening to this podcast or watching it, thank you next week I’m gonna have another expert like Adam or a previous client on the show, to share how what they do to make companies and make automated work less and make more. And if you want to get a copy of that book right there behind me work the system and get a free copy at work the system dot com, you can download it. We’ve had over a million downloads of that book, or you could buy it on Amazon or if you’re lucky enough and you want to leave us a comment or review wherever you’re watching or listening to this, do that take a screenshot and email to info at work the system dot com and we mailing out a free book right there behind me to whatever wins for the week. Otherwise, I will catch you all next week. Thanks

     

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