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The New Marketing Strategy (That Actually Works)

📅 May 1, 2026 ⏱️ 57:27 🎤 Jered Williams, Mr. Guest Man

Chapters

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  • 0:00
    Introduction to Marketing
    The hosts introduce the episode's focus on marketing strategies that are currently working for their business.
  • 0:30
    Sponsor Spotlight: Plumline Answers
    They highlight Plumline Answers, a 24-hour answering service that books calls directly into schedules and charges per booked call.
  • 1:45
    Marketing vs. Business Operations
    The hosts discuss the common disconnect where marketing companies focus on operations, while business owners struggle with lead generation.
  • 3:35
    Lead Nurturing & Prioritization
    They explain how to triage leads, prioritize higher-value calls, and address capacity issues to improve booking rates.
  • 5:20
    The Importance of Tracking KPIs
    The hosts emphasize the critical need to track Key Performance Indicators (KPIs) for every marketing source to understand effectiveness.
  • 10:05
    Branding vs. Buying Leads
    They differentiate between branding and buying leads, suggesting starting with lead acquisition and then building brand awareness.
  • 13:40
    Top 4 Marketing Sources
    The hosts reveal their top four marketing sources: pay-per-click, local magazines, Angie's List, and Facebook, and discuss their performance.
  • 18:50
    Optimizing Sales & Average Ticket
    They detail strategies for training technicians to increase average ticket size and conversion rates through effective communication and upselling.
  • 28:40
    The Value of Money
    The hosts conclude by humorously discussing the role of money in solving problems and achieving personal goals.

Speakers

J
Jered Williams
Host
M
Mr. Guest Man
Host

Key Takeaways

✦

Implement comprehensive KPI tracking for each marketing source, including spend, lead count, cost per lead, booking rate, conversion rate, total revenue, average ticket, and return on ad spend (ROAS).

✦

Prioritize lead types based on their historical conversion rates; for example, if PPC leads convert higher, route them to your best technicians or earlier in the day.

✦

Develop a robust sales training program for your technicians focusing on effective communication, upselling, and thoroughly explaining the value of comprehensive solutions (e.g., full drain jetting vs. basic snaking).

✦

Identify and address capacity issues promptly. If marketing generates more leads than you can service, either hire more staff or optimize your scheduling to avoid shredding valuable leads.

✦

Experiment with various demand generation tactics, like targeted Facebook ads for specific services (e.g., water softeners), to create your own demand during slower periods when pay-per-click costs might be higher.

✦

Don't immediately discard 'low-performing' marketing channels; analyze why they're underperforming. It might be due to internal processes (e.g., slow follow-up for Angie's List leads) rather than the lead quality itself.

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