Andrew: This week, we want to talk about a very practical nuts-and-bolts problem that a lot of us face with our consulting and business websites, and that is how to not overwhelm and lose your website visitors. Now
this may seem obvious, but Kenny, why are we talking about this for consultants?
Kenny: It’s getting more important than ever, and that’s because we live in an attention-deficit society. In fact, we are experiencing attention poverty right now and that’s because unless you’re a monk or you live in a cave, you are being bombarded with information every single day. In fact, according to The New York Times, if you live close to a town or a city, you are being bombarded with around 5,000 sales or marketing messages every single day.
Now this is causing overwhelm in your site visitors. You just have to look at it yourself. So for me, it’s causing overwhelm with me and it’s causing me to be selective with who I choose to give my attention to, and again it’s the same with your site visitors who are looking to exactly who they’re going to focus their energy on. If you don’t have what they want immediately in front of them, they will hit the backburner. You will just make it easier for your competitors.
So it’s very, very important to make sure that you make it very simple, very easy and give them exactly what they want as soon as they land on your site because if not, you’re not going to get their attention.
Andrew: Yeah. If they’re coming in overwhelmed already, from everything going on around us that you just described, what are you then going to do when they arrive at your website? Are you going to make it an easy, relaxing, carefree experience that helps them quickly find what they want? Or are you going to increase their overwhelm even further? Overwhelmed website visitors equal confused website visitors, equal lost visitors. They click that back button.
There’s a great example here. Imagine that a new prospect visits your office in person, just imagine you have an in-person office if you don’t. They come through your door. They’re wanting to learn about what you can do for them and you greet them by saying, “Hey welcome, great to have you here. Oh, do you see that filing cabinet over there in the corner? It has all the information you’d ever want to know about us. Please look through it and let us know if you have any questions, okay?”
I’d venture to guess that your prospect would be stunned. He’d be thinking something like, “Why don’t you just tell me what you do and how it can help me?” You would never do this if somebody walked through your door.
But this exactly the experience that so many of our websites deliver to prospects. We don’t clearly answer the most obvious questions about our business right away. We force the visitors to figure it out. They have to figure out our site navigation. They have to rummage around to try to learn sometimes even the basics about why they’d want to choose to work with us instead of us putting the information front and center for them like we should be doing.
In the year 2015, website visitors are simply not going to spend any time trying to figure out what you do and why they should care, when they know they can just go back and find quickly another website that respects their time and speaks to them so much better. You don’t want your consulting website to generate back button clicks. You want it to generate ‘please-contact-me’ clicks and ‘please-send-meyour-helpful-material’ clicks. That’s why we’re talking about this.
Kenny: Yeah. I remember my first big presentation. I opened up the presentation talking about how it would take you – this was back in 2009 – a million years to surf every webpage on the Internet and that’s if you did it without a break. That was in 2009.
Now there was a time, there was someone in that room who had surfed every webpage on the Internet back in the ‘90s. When the Internet first started, they were able to just go through the whole off the Internet. Every new page they found, they would look through it. But because we just have so many pages now to look at, it has absolutely multiplied since 2009, there’s just so much choice on here and therefore, the choices out there and if you don’t make it simple, they will not choose you and they will choose your competitors.
Andrew: That’s right, because other people have figured it out. Your competitors have figured out how to make it simpler. If everybody had a crappy website, then fine, keep a crappy website. It doesn’t matter. But there are much better ones out there, clear, straightforward, helpful and that’s what you need yours to be.
Kenny: That’s right.
Andrew: So how do we go about doing this? How do we avoid overwhelming, confusing and losing our website visitors? I want to talk a little bit about a process of 3 very important items for doing this and then Kenny, I want to come back to you and hear your story about what you’ve actually done just recently on your website to help do this as well.
Kenny: Sounds good.
Andrew: Number 1, you need a clear USP, a clear, unique selling proposition or you may call this a value proposition. In episode 23, we talked all about the USP and the VP, what the difference is. To me, they’re kind of the same thing, so I won’t rehash it all here.
I’ll just say this, that the first thing a new website visitor should encounter is your USP because a unique selling proposition is succinct, it’s clear and it conveys all this critical information in 5 seconds or less. It conveys what your business does, who it’s for, how they benefit, how you’re special and why they should believe you. Those are the 5 key questions you’ve got to answer in a way because those are the top of mind questions for every new prospect that comes in.
Now doing this, crafting a clear, powerful USP for your business is hard. It’s extremely hard. It takes time. It takes soul searching. It takes help from people who are not as close to the business as you are, but it’s the critical first step. If you won’t bother to figure out your unique selling proposition and present clearly on your website, then why would a website visitor bother to do that? And the answer is of course that they won’t. They’ll leave your website without every understanding the wonderful things your business could have done for them.
I’ll talk about structuring all this in a bit, but for now, let me just warn you about falling into a very common trap that seems almost intuitive, especially for the engineering left brain sorts among us, and that is the trap of scattering your USP elements throughout your website. So your visitor has to go to your Services page to figure out what you do. They have to go to your Case Studies page to figure out what industries you serve. They have to go to your Benefits page to figure out what value you bring. They have to go to your About page to figure out what makes you special and they have to go to your Testimonials page to figure out why you should be trusted and why you’re an authority.
All of these essential elements need to smack them in the face the moment they arrive on your site, not be buried deep in your filing cabinet, no matter how well-organized you think it is, because only the most highly motivated visitor is ever going to take the time these days to piece together your little puzzle.
I see this regularly when I meet with a new prospect, Kenny. The first thing I do, even before speaking with them is go to their website to try to learn a little bit about their business. Every single time, I need to visit at least 3 or 4 pages just to get my basic questions answered about their business, these USP questions. Still, even though I’m highly motivated to do this and find this information, about half the time when we get to that initial call, I still need to ask, “So what exactly do you do for your clients?” It just doesn’t come out.
And then there’s a pause, and then they say, yeah I guess we need to present that better. Yeah, you do. This is critical.
Kenny: And the thing is, a lot of these businesses are busy. So they’re busy and they just don’t think that they should spend the effort on fixing their website. Sometimes they know and they’ll listen to this podcast and they’ll think, yeah I need to implement that. I’ll do it soon. And I think people, they’ll go to my website and they’ll kind of work out what I do.
They don’t understand that it is super important that they take the time and take the effort to get the website right and to get that customer journey, that client journey super focused and make it really easy for them to navigate around your site and immediately know what you do, and why they should use you.
Andrew: Yeah. I’ll tell you what, we’re all busy. If you’re busy in a sense that you have too many clients, too much money coming in, too much profit and your business is just going gang busters, great, don’t worry about your website. Obviously you don’t need it to work any better for you. But if you actually need your website to help you get new clients, you better give it the attention it deserves.
So my second point now – first point was get that clear USP up there. Second point, you need to give some tough love to your content. I know you love your website content. We all do. It’s innovative. It’s complete. It’s authoritative. It’s a thousand times better than anything our miserable competitors could ever put together. And when our prospects read every word that we’ve written, from beginning to end on our entire website, then they’ll just be beating down our doors, right?
But that’s a when that will just never come because your website is not a book. And unless you’re in the entertainment industry, your content probably isn’t that entertaining either, to be honest. You’ve got to be ruthless about pruning down your content to just the most essential and valuable pieces. One way to do that is to ask yourself this question: does this thing, this piece of my website that I’m looking at, whether it’s a sentence, a paragraph, an offer, a video, a page, does this thing move my ideal prospect closer to taking action with me? If the answer is no, then guess what, it’s moving them away from action by distracting them. So move that thing elsewhere, or better yet, get rid of it altogether.
I’ll give you one example and it’s a very important one, once you’ve conveyed your USP on your website, and addressed any major objections, and given them a clear next step, the call-to-action, and a good reason to take it, just stop talking. Your website doesn’t need to keep talking. You don’t need to spell out every step of every process you use in your business. It’s not only unnecessary, it’s harmful because if your prospects understand your USP and if they are the right type of prospect for you, then that’s enough. They’re going to take the next step now.
But if you then inundate them with unnecessary details at this point, it won’t help them take the next step but it might confuse them or overwhelm them, or even worse, give them a reason to not take that next step with you. You’ve put your best foot forward. You’ve given the clear next step. Stop talking. Remember, the entire purpose of a lead generation website is to get a good prospect to take action with you. So remove anything that doesn’t directly contribute to that all-important goal. Keep the focus on your USP and your desired action.
The third thing I’ll say to make sure you don’t overwhelm your visitors is to give them a hierarchical website journey. Again, your goal is to engage new visitors, to get them to take a desired action with you. That’s it. That’s what your website has to do for you. For it to do that, you need to spoon-feed them your content at the right level, at the right time.
The way you think about this is you wouldn’t expect a house guest to eat an entire course until they’ve at least tried the first few mouthfuls and found them to be delicious. And this is how you want to think about your website visitors. The initial pages your website visitors see have to contain only content that is absolutely delicious. How do you do that? You lead with your tastiest morsel, your USP, what I was talking about in number 1 before.
Then you give the next level detail required, which is less than you think, and all other information if it’s really needed, should exist only in ancillary areas of the website, the less emphasized areas so they’re out of the way and they don’t distract.
For that second level detail that I mentioned, maybe that includes very important things like some key messaging, some top benefits, a brief how it works section, handling some critical objections, adding some support for your claims, and of course, having a very clear call-to-action. These things, for most of us, are very important. At least some of these elements need to be there. And you might put this content lower on the same page, beneath your USP or on a follow-up page.
But again, it doesn’t need to be much. Everything else can include things like an FAQ, a Resources section, blog posts, videos, how-to pages, additional service pages, everything else should exist in ancillary areas, areas that are less emphasized on the website, out of the way, don’t get in the way of the visitor going through and having the best, possible experience for them.
This hierarchical spoon-feeding approach, it’s really necessary if you want to engage your ideal prospects and keep them engaged up until the moment they complete your desired action. So just a cap and a repeat of all that, these are the 3 steps to avoid overwhelming, confusing and losing your website visitors: number 1, clarify your USP. Make sure it’s right there front and center on your website. Use tough love and prune down your content, and create a hierarchical website journey so that you get the right information at the right time to keep them moving along. If you do these 3 simple things, your best prospects are going to stick around and take that all-important action with you.
Kenny: I like that. I like your 3 points there and I think it keeps it really, really simple. We’ve just gone through the redesign process of Find The Edge and I had to think about this very carefully when designing the site. We had to ask tough questions of ourselves, what do we do, what do our audience want and we had to get some feedback and stuff. Hopefully by the time this podcast is out, it will be complete. We’ll have a new Find The Edge, which will be great.
Now what we decided to do was eliminate the non-essential or at least remove that from the line of sight. So we didn’t want to have distractions there. We weren’t saying remove absolutely everything, although we did remove some stuff. We were saying, remove them out of the total line of sight there. The best real estate on those pages, make sure that we’re succinct with our message there.
For example, our navigation now only consists of 4 important areas, areas that are important to us. One is products, we want people to know about our products because that’s how we will do business. The other one is blog because we are a coaching business, so it’s very important that we get a lot of content out there and that’s our free line, if you like. People come to our site for the content. And then we hopefully get them into more premium stuff. Then the About section is very important. People want to know a little bit more about you. And then there’s a log-in section there for current members of Find The Edge, so that people who are members of our monthly membership information portal.
Andrew: Kenny, can I ask what are some of the types of things that you decided to cut out from the website in this new redesign, to give folks an idea of what may be good to go on their cutting table too?
Kenny: I’ll actually open up Find The Edge as it is while we’re recording this podcast. At the top there, we had About, and then we had Blog which we’re still keeping; then we had Coaching, then we had Digital Services, then we had Hire Kenny, then we had Contact Us.
Now we believe, if anyone wants to contact us, they’ll just go to the footer because everyone pretty much understands that know. We didn’t want to distract anyone by putting the Contact Us up there. That was our conversation. That’s what we decided.
Whereas now, we’re just down to those 4 points – 3 points really, because one point is just for members only anyway. So we’ve just got About, Blog and Products. We’ve gelled Coaching and Digital Services together to just Products because that’s all people want to know. They want to know what our products are when they arrive on the site. Does that answer that for you?
Andrew: That makes it very easy. Now they know exactly which button to click, whereas before, they’ve had to stop and think, “I don’t know, do I want the coaching services? Do I want the digital services?” It can even be confusing.
Kenny: Correct. We now know that if somebody clicks, once they’ve clicked, they’re much more likely to click again. It’s like this subconscious confidence in your site. They’ve taken action so they’re much more likely to take action again. So make it very easy to get that first click.
And of course, if we’re talking about Search Engine Optimization, the lower the bounce rate of our visitors, the bounce just means when they land on their site and they hit the back button or they go directly to another site, they don’t stay within your site. You should always be aiming to lower that bounce rate, get it as low as possible. Google will see you as more of an authority site the lower your bounce rate. Of course, lowering the options there will decrease your bounce rate, which is what we’re looking to do.
Andrew: That’s also important, by the way, for Google AdWords. That improves your quality scores when you get your bounce rate lower.
Kenny: There you go. And there are lots of other things we’ve removed that we don’t really have time to get into today on the customer journey, but we’ve just simplified stuff. So that is a really good example of just moving 2 parts into 1 part. That first action is easier for the visitor to make.
Now on the homepage, below the top navigation, we have created a very big lead magnet. We’re going to be trialing different lead magnets. The first one we’re trialing will be to access our MIT presentation, the one you and I did, Andrew. The headline there will be ‘Breakthrough MIT presentation reveals the 5 proven ways to consistently generate high quality clients.
We’re going to be split-testing the backgrounds on that as well. One background will be a 12-second looping video showing me speaking at MIT and the second one will be a still image of me speaking at MIT. We’ll test those to see which one converts the highest.
Now this lead magnet area does 3 important jobs for us: one, it offers something of value for free as soon as people land on that homepage, which is very important. We’re offering some level of value there, which studies have definitely shown that it creates reciprocation where people want to, once they get something of value, they’re much more likely to know, like and trust you, and then spend with you. So that’s number 1.
Number 2, it tells people the theme of the site and it also tells them what’s important to us, Find The Edge. They kind of know from that, that we’re into helping people attract clients and win clients.
Number 3, it gives massive credibility because it mentions MIT on there, and as I’ve shouted from the rooftop so many times to you, Andrew, when we first met that you should be telling everyone about your MIT background and stuff. It allows that level of credibility there, which is really important.
Andrew: I think it also really reduces overwhelm because when people come to the homepage, they don’t need to figure out what they can do, what they should do. It’s very clear. Wow, I should get this MIT video. This looks fantastic.
Kenny: Yeah. They can still see the navigation bar and they can see products, and might go straight to products and might already know what Kenny does and might already be on his list or whatever. I can go straight to his products or I can go straight to the content because we’re a coaching company. We’ve decided, because of this, blog content is important for us as a business.
We decided to feature the blog snippet previews pretty prominent on the homepage. Those previews that you get where you kind of see the first paragraph and a big headline of the blog, and also the thumbnail images, we’re going to have them right underneath the big lead magnet.
Then right next to those on the right, we will have client testimonials with images of the clients, again, so rich images and that trust being built in there.
Then at the bottom of the page, we’ll also have the opportunity to sign up for the MIT presentation again. Below that will be the footer where we have got a little bit more stuff in there and it’s the least visited part of the site, I think. I don’t know that for certain but me and Peter decided that we would put anything that we wouldn’t put above the fold down there in the footer.
We basically want people to either opt-in to the lead magnet and enter our marketing and sales funnel, or to read the blog and then hopefully enter one of our lead magnets within each blog, because we now have a lead magnet within each blog, so they could enter again by that way, or go to our About section where they can find out more about us and see video case studies that will help them build that know, like and trust, and possibly enter the products section, which is again there within the About Us section.
We want them to do one of those things, which is all about taking action. I’m very, very clear there as
In the Products section, we’ve decided to create what we call a strong, alternative close filter, which basically means as soon as they click on products, we are asking them two simple questions. We’re going to have two boxes that they can enter and it’s going to be very, very simple. One will say I think something along the lines of ‘Get coached’. So that’s a done-with-you service where we can coach people. And then the second box is ‘Let us build your sales and marketing funnel for you’, so that’s a done-for-you section. Then people can further focus their needs within those sections.
We’re sending people on a journey here and the site, in essence, is going to be a lot simpler and will hopefully keep the right people engaged.
Andrew: I think it’d be great if a month or two down the road, we can come back and return to this and hear your data report on how this all turned out.
Kenny: Yeah, absolutely. We may, in the future, go through the site and it might be worth us going through the site when either of us makes a big change on our sites like this. We go through it and give all this feedback because I’m not going to get everything right straight away. These things evolve and they evolve really well through feedback and visitor feedback as well. I think that’d be quite a good show, Andrew.
Andrew: So critiquing each other’s websites, live, I think that would be a lot of fun too.
Kenny: Yeah, let’s do it.
Andrew: Alright, I got a note on that, future podcast: tear apart – I mean, critique Kenny’s website. Awesome, alright.
So that was, in a nutshell, really 3 very important things to think about to make sure you don’t overwhelm your visitors and then Kenny’s very tangible example of things he’s doing to not overwhelm, to better focus his visitors, to get them to take and have the experience he wants them to have on his website. We will check back and hear how well that goes.
Now let’s go on to Questions from Clients. Like Kenny, I also have clients for whom I do all of their digital marketing at work and I have other clients who I coach to do it themselves. Right now, I’m actually guiding one of my coaching clients to craft his new homepage and he just asked me the question, Andrew, is it okay to offer multiple CTAs – that’s multiple calls to action – on the page? By CTA, we really mean what is the emphasized call-to-action, usually in the form of a button so it stands out. The thing we really want visitors to do is asking, is it okay to have multiple CTAs on a page?
Now, some conversion rate experts are going to tell you that you must never have more than a single CTA on a page. It gets back to distraction and confusion. Some will even say you should remove all other links, regardless of what they are, plain text links, footer links, doesn’t matter, take it all out so there’s absolutely nothing that a visitor can do other than click your one CTA button.
I think that’s unnecessary and sometimes harmful actually. It can be harmful because depending on your business, your prospects may want to learn more about you and more about your services or answer questions you didn’t necessarily put on that one page before they’re going to be ready to take the next step with you, and now you’re not letting them do that. You’re saying, this is all you can know about us to make a decision and for consultants in particular where it’s very much a value-sell and getting to know who you are and your approach and everything that goes along with that, most people are going to want to know more about you.
So I like keeping navigation there, giving them options to experience your site and learn about you the way they want you to, and I also think it’s okay to have multiple CTAs on a page as long as you follow a couple of rules.
These are the 2 rules if you want more than one call-to-action on your page. Rule number 1, make sure that every link is properly emphasized and by that I mean, your most important CTA should be the one button that grabs the most visual attention on the page. You can do that with size, with color, contrast, typeface. Any secondary CTAs, secondary buttons should have less visual emphasis and supporting links should have the least visual emphasis. Just make them usually plain text and subtle colors and this way, even though there are many things your website visitor could do and could click on, the most important ones are the ones that really stand out, especially the number one CTA.
The second thing to do to make this work is to make sure that all of your CTAs, all of your calls-to-action, are 100% distinct, completely separate, no overlap, no ideal prospect should ever be confused about what to click next.
Let me give you an example and I often see things just like this that a lot of people try 2 CTA buttons which doesn’t seem to do bad. They’re just two choices, right? But then they’ll say something like, the first button may say, ‘Click here to learn about insurance for home owners’, and the second button may say ‘Click here to learn about insurance for first-time home buyers’. Maybe I know exactly which I am, but what if I’m both? What if I’m a first-time home buyer looking to be a home owner, or maybe my partner owns a home but it’s my first time buying. There are a lot of opportunities for overlap. I may not know what to click even though I’m a perfect prospect for you.
Do I feel like sticking around to try to figure out what to click? Do I feel like reading through both pages to see which one actually applies to me, or do I feel more like clicking the back button and trying a different site that hopefully is better thought out?
This is another way you’re going to lose website visitors and something like that can be easily fixed. Just change it so that the buttons are absolutely distinct, the offers are distinct. So it can be something like ‘Click here to learn about insurance for home owners’, or ‘Click here to learn about insurance for renters’. Now it’s clear. Do you want to own the home or do you want to rent? Distinct options and it should not cause a moment’s hesitation for any good prospect and in fact, you’ve made it even more clear by spelling it out. It should reassure them that they’re going to the right place. This is another way to reduce overwhelm.
So all that to say that yes, it’s perfectly fine to have multiple calls-to-action or buttons on a webpage. Just make sure that each is properly emphasized and fully distinct, and your ideal prospect should have no problem with it.
Was there a comment there, Kenny?
Kenny: No, there wasn’t. I was just opening my mouth to go onto…
Andrew: To equally give your tip of the week?
Kenny: Yeah, I was going to go onto my next section then I thought, no you’re the one who’s actually presenting today. So I’ll let you do it.
Andrew: Very kind of you, sir, and now let me turn the podium over to Mr. Kenny Goodman for Tip of the Week.
Kenny: So I thought keep it fairly relevant this week, which I normally like to go off-tangent when I’m doing Tip of the Week. I’m going to keep it fairly relevant this week because there’s an app out there that we are using at the moment, Peter and I, and it’s called Invision App, so it’s invisionapp.com. You can use it for free on one project, which I just think is great. What it does is it helps you collaborate in real time.
So Peter, at the moment, what he does is he creates the design that even has buttons on there that he can make sure those buttons work. Then it allows me to comment anywhere on the site. When I comment, it creates this little dot and it alerts Peter that I’ve commented on there. When he clicks on that little dot or when I go back and I click on the little dot, it then opens up the comments section where we can actually have a discussion in there about it, which just saves so much time with him sending JPGs over to me and me opening them up, and then me kind of screenshot-ing stuff and sending it back to him, or me just trying to write a paragraph of where I think he should change stuff, and then maybe getting lost in translation.
This is just crystal clear. You know exactly what you need doing. If it’s on the bottom for example, you just click on the bottom. It creates the dot and it allows you to comment there and you can open up this thread, this discussion on that dot, on that button, which is just brilliant. And it alerts me anytime Peter comments on it and it alerts him anytime I comment on it. So we’ve got this two-way street going on where we’re able to collaborate together on design, which is fantastic.
Andrew: That’s really a brilliant idea. Do you see that replacing your KanbanFlow or augmenting it?
Kenny: No. We use KanbanFlow for lots of projects, but this is just nice for once Peter knows what I want in a design for example, then he creates that design. So it’s just good for design, really, and apparently, you can use it for apps as well.
There are lots of big companies that use it now. If you go to the homepage, they’re using, curtailing at the back of their clients. They’ve actually gone and interviewed people as well, some of their big clients, and a lot of big companies are using it now and can’t live without it.
Andrew: There you go, another productivity tip to shorten the time you need to spend – all of us need help. All of us need contractors to work with, to help build up our sites and build up our content. This is another great shortcut.
Thank you Kenny for that, and that brings us on to our Inspiration of the Week. For this, just last week, I came across – it’s really a delightful, little social experiment that was posted on Facebook. The person who wrote it up did a great job so I’m just going to read directly from their post.
“In an utterly adorable, social experiment, the Japanese Red Cross put little kids’ kindness to the test. Here’s what they were testing. When kids are by themselves and a stranger next to them drops a wallet, what would the kids do? Will they take the wallet? Will they leave it? Will they let the person know?
And it’s not just about the wallet, it’s about helping others. It’s about what’s morally right and wrong, and it’s about young kids who are all just figuring it out as they go. The way these kids reacted gave me loads of hope for our future. (This is still the author writing here.)
When each kid saw a wallet drop next to him, they hesitated for a second. Some looked around or quietly tried to alert the stranger whose wallet was dropped, but they all eventually broke through their shyness and discerned that they need to do the thing that was right. They alerted the stranger to the dropped wallet, every single kid.
The kindness of little kids has been proven by science. According to research conducted at Yale, babies can identify mean behavior in puppets when they’re just 3 months old. Not only that, but when given a choice, they’d rather hang out with the puppets with nicer behavior.
This experiment is a heartwarming and beautiful display of what happens when we look out not only for ourselves, but for each other.”
I totally loved watching this video and I’ll post it on our podcast page so that everybody else can watch it too. It really is heartwarming. For me, it’s a reminder that there is just so much innate goodness in people and that bad behavior is learned, and that it’s our job as part of society to help continue to nurture and reinforce the good that is innately in people, and that children have a lot to teach grownups too, if we’re just willing to pay attention. Isn’t that right, father Kenny?
Kenny: That’s fantastic. I’ve just spent – we’ve just been away with the kids. Sam now, at the moment, he’s just 10-months-old and you just see how beautiful they are and how unconditioned they are at that point as well. It’s phenomenal. And I’d say it gives you hope for the future, doesn’t it?
I nearly joked there by saying, well they should do that experiment with kids from Manchester. They might get a different result.
Andrew: Now, now, maybe after a certain age.
Kenny: They might go pickpocket these other pockets as well, but who knows?
Andrew: I’ll let you and our listeners watch it and make their own decision on that one.
Kenny: Yeah, sounds good.
Andrew: Kenny, what do we have coming up for our next show?
Kenny: We’re going to be looking at how to follow up the smart way because there are different ways of following up with your prospects and with your clients. We’re going to look at how to do it really without chasing people.
Andrew: Which I think is huge because nobody likes to be chased. I learned that as a teenage boy. Girls don’t want you to chase after them. They want you to be cool and aloof and unattainable, and that is part of the attraction. That’s part of the magnetism. So we will help you work out how to follow up with your prospects with attraction, not with chasing.