AI Content Strategy That Builds Trust & Triples Your Leads! with Marcus Sheridan

You can find Marcus Sheridan at:
Book: https://endlesscustomers.com/
New SaaS product guide: https://priceguide.ai/
LinkedIn: https://www.linkedin.com/in/marcussheridan/

#AIContentStrategy
#TrustBasedMarketing
#KrisWard

Marcus Sheridan Podcast Interview

Kris Ward: [00:00:00] Hey everyone. Welcome to another episode of Win the Hour. Win the Day, and I am your host, Kris Ward. And today in the house we have the Marcus Sheridan. Oh my gosh, what a treat. We’ve had him here before. Now we got him back. And listen, if you do not know, he wrote the book, “You Ask, They Answer”. And I’m telling you, I challenge you to read this book and for you not to be energized and change how you look at business and start acting upon it within hours after you read the book. And speaking of that book, listen, it has been rated the number one marketing book to read by matchable and listed in the top five marketing books of all time by the book authority. And boy I support all of that. So first of all, welcome to the show, Marcus. 

Marcus Sheridan: It’s great to be back. I guess we’ll call this one, Win The Second Hour, Win The Day, right? 

Kris Ward: Yes. Oh my gosh. So your governing title, you call, it, it’s about trust and connection and really under that umbrella it’s sales and marketing and leadership.

Yeah. And there is just. So [00:01:00] many value bombs. When I’m scrolling LinkedIn, anywhere I see you, if I see clipping your video, I don’t care what I’m doing, what I might be on there to do something really important, really quick on my phone or my computer, and you gotta stop and you gotta listen to Marcus.

It’s just how it is. It stops the scroll. So one of the things that you are leaning into and really educating us on is AI. So let’s talk about that ’cause it’s such a changing landscape and I know you have a lot of thoughts on it. So let’s just begin that journey because there’s so much happening where, what should we be thinking about?

I know we’re talking about what’s working, what’s not working, what do we keep? Yeah. All that stuff. 

Marcus Sheridan: Yeah. It’s wild times. AI comes out November, 2022, roughly. And the whole world just changed with it and I realized quickly, Kris was like, okay, so now you’re telling me I can get an immediate answer without clicking on a website and it’s really [00:02:00] good.

And I said, son of a gun, this is where we’re all headed. And that’s also when I realized it was almost within days of using it. And I’m like, I’m gonna have to rewrite. They ask you answer and I, that’s why that was really the catalyst to endless customers, because if you look at it. I built this extraordinary business, the most trafficked swimming pool website in the world, starting in 2009, doing they ask you answer and becoming the Wikipedia of our space and addressing all the questions, worries, fears, issues, concerns that I could possibly think of on our website.

1. But it was just the website today. I couldn’t redo that the same way and expect to get the same results ’cause it wouldn’t have the same impact. Why? Because you know what? You know what a crazy stat Kris is Google only gets about 18% of all searches online. 18%. So who else is getting it? 

Kris Ward: Yeah, that’s my question. Where else are we going? 

Marcus Sheridan: You’ve got a ton that’s going [00:03:00] on social. You’ve got a ton that’s going on Amazon itself, right? People do tons of searches on Amazon. You’ve got Aton that’s going on YouTube, right? And you’ve got a ton that’s going on AI like ChatGPT. And so if I asked you, of course, do you think that number is gonna go up or down?

You’d be like, it’s only gonna go down. It’s like there’s no way like su Google’s not gonna, we’re not all gonna suddenly say, geez, I’m gonna go back to Google. It’s not how, it’s not how it works. And there’s been a lot of companies that have built a brand or just built their their lead flow really on SEO and on Google ads.

And my argument is that you can’t build your house on Google anymore. 

And that if you do that you’re running a major risk. And so the antithesis of that, let’s say. We live in a world in five years where for the most part, people aren’t really using Google like they used to. And maybe it’s still there, maybe people are still using it.

But I can already tell you right now that people are constantly telling me, Marcus, I don’t understand. I’m getting less traffic to my website from Google, Marcus. I don’t understand. I’m spending money just as much, if not more than I’ve ever spent with Google ads and I’m getting less results. And so if you look at it, it’s like why?

Why is this happening? First of all, it’s happening because you could be ranked number one in search engine results today, Kris and you you go to the page and to see the person that’s ranked number one, the website that’s ranked number one, you have to still scroll essentially almost twice to get past all the other stuff that you see.

Yeah, Google search results. What do you got? First you got sponsored results, right? So Google is trying their hardest to make every piece of content look almost organic, right? And so because of that, you get like these four or five, sponsored results first. They look real. A lot of people are clicking on that, which by the way means that more people are doing sponsored, which is increasing the cost for you to do Google ads. And so that’s a whole other thing. It’s quite nefarious on the part of Google, if I can just be very blunt about it. And then [00:05:00] you’ve got the AI summary. That takes up a huge portion of space, and then you’ve got the related questions, and then you’ve got, maybe if it’s a local company, Google Maps, and then finally you’ve got whoever’s ranked number one.

That is why people are saying, I don’t get it. My rankings are the same, but I’m getting way less traffic. Over 50% of all Google searches end in a non click. 

Think about it, it’s crazy, right? So you, if you’re gonna be successful long term, you gotta build an extraordinary brand and you gotta please three different parties.

There’s three main parties that you have to focus on as a business. Number one, of course, you gotta make the customer or the consumer, or the buyer happy during the buyer’s journey, and of course, as once they’re a customer. But number one is the buyer. Number two, you gotta make search engines happy, like Google.

And number three, you gotta make AI happy. It’s not necessarily in that order, okay? It used to be pretty much, for the most part, you had to make [00:06:00] search engines happy and you had to make customers happy, and you were good. But now you can make Google happy and you’re still losing market share and you’re like, why?

We’re gonna get to a future where the majority of us are using AI to get our recommendations. So instead of you gonna Google and typing, best swimming pool companies, Richmond, Virginia, you’re gonna go to AI and say, who are some of the best swimming pool companies in Richmond, Virginia?

And then AI is gonna make those recommendations. What was interesting is when we started using chatGPT couple years ago most of us were using it as this like cool creation tool. Oh, it writes great poems and writes fancy articles or newsletters or whatever it is. 

Kris Ward: Yeah. 

Marcus Sheridan: Now people are using it more like a search engine. People are searching things like how much. What is the average cost for, and what, who are the best companies of, and how does this compare to this? That is very buyer [00:07:00] centric. We’re, but 

Kris Ward: are they not scraping it off Google? So if they’re doing the research, 

Marcus Sheridan: they are to a degree. Okay.

Which is why you have to please AI. Okay? The way you please AI is that you still need to be doing what I talked about, and they ask you answer. Of course now endless customers, which is you need to be, and there’s essentially you have to build this extraordinary amount of trust. Yeah.

Again, trust by the buyer. Trust by search engines, trust by AI. How do you do that? In the book I talk about the four pillars of a known and trusted brand, and on their surface they sound pretty simple, Kris, but most companies don’t do ’em at all. And I’ll tell you what they are and then we can maybe talk about ’em.

But the first one is, you’ve gotta be willing. Pillar number one, you gotta be willing to say online what others in your space aren’t willing to say. I would challenge anyone that’s listening to this to answer this question. How much stuff do you talk about that at least 95% of your [00:08:00] competitors don’t talk about online?

Okay, that’s number one. Number two, you gotta be willing to show with video, what others in your space aren’t willing to show. So number one, you gotta be willing to say what others aren’t willing to say. Number two, you gotta be willing to show with video what others aren’t willing to show. Again, challenge.

What are you showing that the very high majority of your competitors would never show with video? And most people listening to this, if they’re being very honest, Kris, they’re gonna say, 

I don’t have anything for you. Number three, pillar. You gotta be willing to sell in a way that others in your space aren’t willing to sell.

I got a bunch of examples for that. Most people think they have a special sales process. They’re really protective of it. They just prideful of it. And if you get down to the nuts and bolts of it, most sales processes are very similar and they’re not special whatsoever. And then finally, number four, you gotta be willing to be more human.

Than others in your space are willing to be in a time when we’re seeing an increase in AI and technology and see, we can [00:09:00] use AI technology to be more human, or we can use it to be less human. And you’re gonna see a big delta that occurs between the brands that do that. So you gotta be willing to say, you gotta be willing to show, you gotta be willing to sell, and you gotta be more human than others in your space are willing to be.

And if, again, I wanna stress this, if you’re a listener to this right now. Be honest and ask yourself how many of these am I truly doing online right now? Consistently? For most it is gonna be, honestly, I’m not. 

Kris Ward: Know, this is difficult for me because I feel like I’m at business Church. Anybody else?

This is a very conversational show and you, I’m just like, listen in and ‘metimes, I forget. It’s my show. So one thing you said here though, the willing to say, I think that’s really profound and I know I struggled with that for a long time. Like one of the things we do as a bonus for our clients is we find higher and onboard virtual assistants for them because it’s a tool and we don’t want them to be having a learning [00:10:00] curve when we wanna get to the real work, which is streamlining their processes and all this other stuff. The industry, there’s a lot of VA agencies out there and you pay a lot for them. And they just, they clean these, they clean up the resume. They send you these people.

These people don’t know anything about your business. You’re not set up for success. You don’t know how to manage anybody and you don’t have any processes. And these poor VAs are just having to figure it out on their own. And when you leave that high paying agency, you lose that VA. We don’t do any of that.

That’s the whole nature of what we do. We bring the VA on into the leadership program, and if you left us tomorrow’s smart. Yeah. Oh, it’s a whole thing. It’s a It’s great model. A big deal, yeah. Leadership program. They get weekly touchpoints daily on Voxer. We’re teaching them how to communicate, how to be like peers for their entrepreneur instead of like support staff, all this other stuff.

And that lets us really lean into the streamlined processes, our signature super toolkit. And for a long time I felt even though I’m not naming anybody, I felt I don’t wanna be out there and being rude or bashing the agencies ’cause we’re not in the [00:11:00] agency and we’re against that model.

But to your point, if I keep that a secret, first of all, the VAs are suffering. They love it. They love our leadership program. They’re just getting more and more powerful soft skills. They feel like, as one said to me, I hope this job lasts a lifetime. They feel valued and they feel like they’re the co-owner of a company ’cause they’re just given so much responsibility, which frees the entrepreneur.

So it’s working for everybody but I think we come and we put our shoulders back and we have this veneer presence online in social media ’cause you wanna look professional and play nice, which doesn’t mean you have to be rude or slam down another company, but to your number one point, they’re willing to say it.

The behind the scenes, that’s everything. That’s, that is the people we follow, like what you did so well with they you ask and they answer and I think we all skip over that trying to just be polished and polite and professional and quiet. 

Marcus Sheridan: Yeah, fundamentally people are followers not leaders.

Yeah. And so we tend to follow what everyone does in our space and when I [00:12:00] say what others aren’t willing to say and they encompasses a lot. And you mentioned some, but, so lemme give you some example. We talk about this and they ask you answer I talk about a lot and endless customers.

It hasn’t changed for over 10 years. The five most important subjects that buyers research, most businesses don’t touch online, which is they wanna know and they wanna understand how much something costs. So cost, pricing, et cetera. They wanna understand. Negatives or fears. They want their fears addressed about the particular product.

We’ll just call that problems. They wanna understand comparisons, they wanna compare that product with versus another product, that service versus another service. That brand versus another brand. They wanna know reviews, but the thing about reviews, they want the good, the bad, and the ugly. Yeah.

They wanna know the best. So the best, most top. Okay. So cost problems, comparisons to reviews best. We call those the Big five and endless customers now, and I can tell you right now to this day, the majority of companies. Do not talk about these nearly as much as they should. I mean that those five things should really make up like 70, 75% of your [00:13:00] content online because that’s the stuff that buyers wanna know and businesses don’t talk about ’em.

Lemme give you another example of things that people don’t say online. If I said if I said to your listeners right now, do you have a section on your website that explicitly states who you’re not a good fit for? I guarantee you there would not be a single person that could say, yeah, we haven’t talked about that.

What’s interesting, Kris, is when you are willing to say who you’re not a good fit for, you’d be you like. You become dramatically more attractive to those who you are a good fit for. Yeah. If I said to everybody listening, do you openly talk about your competitors? Not in a bad way, but just openly talk about them.

Because I know you’ve been asked about them before tell me about you versus this other company. Or, you’re this thing that you’re selling versus what this other company’s selling. Do you openly talk about that online? No, don’t do that. This is all the stuff that buyers want to know.

S it’s the, that’s fundamentals questions, and we tend to ignore the majority of them. This is why you gotta be willing to say what others aren’t willing to say. Again, most don’t do it. 

Kris Ward: And you’re so right because then the onus is [00:14:00] on me, the buyer to grapple and figure all this information out and pull it together.

I remember a couple years back when front loaders came in for a washer and dryer, and my washer and dryer broke, and me and my husband went out. My God, we thought we’d be home by dinner. And it turned into like this three week affair of having to do research. Yep. And pull all this information together. I have bought a house quicker.

But it was, the onus was on me to figure out, I don’t even know what I’m buying and do I need a big drum? No. This is a bigger machine with a bigger barrel. I’m not doing this. I’m not doing a hotel laundry. So then I had to figure out, oh, that information isn’t relevant to me. So you’re right.

I had to hunt, gather, pull it together, decipher it, interpret it, and navigate my way on something that it, it is just, I just need a clean clothes. 

Marcus Sheridan: It’s really interesting you say that. I actually start this new book. With a story about Steve Checo, who’s the CEO of Yellow Appliance in Boston, Massachusetts.

What they do is they sell kitchen appliances, and Steve came to me some years ago now, [00:15:00] and he was like, Marcus, we’re producing content, but I’m just not really seeing growth, not seeing lead growth, not seeing brand growth. I don’t feel like we’re being noticed in the market. And I looked at his content.

I’m like, that’s because you’re not discussing the things that buyers wanna know. I said, Steve, you really do have to become obsessed with the questions that buyers are asking you every day. That shows you your content strategy but you’re just not really listening to them. He took this so to heart that one of the, he did so many extraordinary articles and videos that he published online to this day he does it, but one of the ones that was most successful, maybe the most successful piece of content he’s ever done was he kept getting the question, what are the least serviced kitchen appliances that you sell?

In other words what breaks down the least, which this was a consideration that you were making when you had to go out and buy a new washer dryer. You’re like, yeah, I want something that’s not gonna break down. And so he was constantly getting that. So Steve said, okay, I could ignore this question, or I could just send it like way over the bow.

And so what he did is he took his 40,000 service [00:16:00] calls from that year, and he analyzed all of them, and he said, all I’m going to, I’m going to tell the world how many units for each brand I have sold this year I’m going to, or this past year. Yeah. So I’m gonna list that. And I’m also going to list the number of service calls that I ran for each brand.

And so he created this incredible chart that showed all the brands he sells. You saw the lease service brand. And then you also learned the most service brand that he sells, which is wild because as you can imagine, KitchenAid seeing themselves as number 10 on the list was freaking out. But some of the other ones that were, the first, second place were just super happy about it.

Most companies wouldn’t have done that because they’re like I don’t wanna upset the vendor, the manufacturer. Steve’s I just don’t wanna upset the customer, right? I want them to get the information that they [00:17:00] want and I don’t want them to have a bad experience. And, I asked Steve, what did you know?

What did these folks do? Like these vendors, I. When you did this, and they said they complained. And I said, all right, the date is the data. I guess you’ll just need to do better next time. Yeah. Nobody dropped him. That’s how you become a leading authority. That’s how you become a gatekeeper in your space.

A trusted advisor. That article at one point was getting 50,000 reads a month. Kris, 50,000 reads a month. Can you imagine that? You write a piece of content that’s doing 50,000 reads a month for years straight. It’s wow, he’s done that. He does that series every year. Now he does it in video, he does it in text format, and it’s just crushing it.

And that’s why Yale Appliance, when we started, they were at 37 million. Today, they’re like at 150 million and that’s because you can’t do what everybody’s doing. And expect to get extraordinary results today. You gotta be an outlier and that’s what Steve Schoff is, and it’s quite an extraordinary story.

Kris Ward: It really is because the reality at the end of the day is I bought something off [00:18:00] him and then my repair, I’m having to call a repair person. Three months later I’m mad at him. Correct. You sold this to me. I don’t even know what the name brand is on the machine. I’m thinking about you, Mr. Salesperson standing there selling this to me. So you know, he’s the front line. So then great, if they do get annoyed at him, we’ll clean up your act because I’m the one they’re calling, not you. And I have to deal with the disappointed customer and I think that’s really profound and I I know that when I do a sales call or anything like that, we have a question bank and there’s a transcript of the call and we take the questions that the prospect ask me and we put it in the question bank.

And I do use that for content and stuff. But still, sometimes I think to your point, and oh my gosh, I’m such a fan of the book, but I think I now have to re-listen and listen to audio and just consume it in every possible venue because. Because it’s so simple, but it’s so profound. And I think for some of it, we also, I find step over questions that we dismiss.

Like people say to me when do you hire a VA? And to me it’s oh my gosh. The first day you don’t wanna be working 14 hours or you wanna get more done, or you like, there’s, to me, it’s not a [00:19:00] nonsense question, but almost a baffling question to me because it’s like. What do you mean?

So let me an answer that quickly and get to what I think foolishly is the meat that you really need to know. And I think we throw away questions and think we need to get them to a higher level of content when you’re right. What is the machine that’s getting serviced the most? That’s they, you ask, I’ll answer and we just have to keep it’s not what I think you should know but listen.

Marcus Sheridan: I was with a group of attorneys at a mastermind recently, and it’s 25 top attorneys in the US and I said one of the number one questions someone has and this, these were personal injury attorneys. One of the number one questions other than what is my case worth is, what if I don’t win?

I said, how many of you address anywhere? Online. What happens if you don’t win your case? Not a single person in the room. [00:20:00] Raise their hand. This is what I’m talking about. 

Kris Ward: Yeah. 

Marcus Sheridan: Is you there are just there. There’s a decision you can make. We can ignore it and just act like it doesn’t exist, but the ostrich with the 10 in the sand, or we can lean into it.

Yeah. Don’t ignore it people. 

Kris Ward: Yeah. Oh my gosh. Okay. Alright. So as will you, what are you using AI for right now? Okay we’re getting, every day I see somebody Yeah using chat GPT or whatever the next thing is at a bigger and broader. And sometimes it’s a question like, oh, that is a, that’s a why didn’t I think to ask it that like it, the breadth of information or the conversation you can have with it is astounding. So where should we looking to expand that? 

Marcus Sheridan: One of the most common questions I get is I really want to experiment. I want to use it. Marcus, where should I start? And I try not to tell people what to do exactly other than [00:21:00] this.

I will say, you should absolutely do this. If you’re listening to this right now, you don’t feel like you have truly leveraged AI and none of us have, by the way. So the answer is every listener. I want you to go to chat BT and you can even just use the voice command on the app on your phone and have a full conversation with this, or you can type it out.

But here’s what I want you to say to chat BT, I want you to say chat. I want to learn how to use AI with my business. Here’s what I want you to do. I want you to ask me all the questions that you would need to know. In order to give me recommendations for how I should use AI with my business, I want you to act as my AI advisor.

So ask me any question, and then once you’re done with the questions, I want you to give me a specific set of plans or priorities as to how I can [00:22:00] implement AI with my business. I’m telling you, if you do that prompt. You are gonna cook with some serious gas, y’all. 

Kris Ward: Yeah, 

Marcus Sheridan: because that’s a different game right there.

The, people are like, I don’t know where to get started. It’s what do I, no, just go to AI and say, I need your help. Here’s what I do. What else do you need to know? All right, now tell me where do I get started with ai? And then that’s what you do. Now on a personal level though. I can tell you that the deep research tool with chat PT has already changed my life.

It’s absolutely phenomenal. In the future, Kris, there will be no such thing as an ignorant consumer, an uninformed buyer. They just won’t exist because your ability to get extraordinary realtime information buyers al already have a lot of the leverage. They’re gonna get way more of it in the future.

Perfect case in point. I share this on LinkedIn this week, but I was I got a couple examples [00:23:00] here. I was looking to buy a skidsteer, which is like a little bobcat or whatever piece of equipment 

Kris Ward: I saw that post. Yes, go ahead. 

Marcus Sheridan: And so I knew roughly what I wanted and I identified someone locally that had the unit that I wanted.

And this is for one of my companies and was listed at $140,000. And I said, it’s on the high side it, but it’s close. I’d like to get that one, but it’s on the high side. And so what I did is I went to ChatGPT Deep Research and I said I see an offer on the table for this particular unit for me locally.

And here’s what they’re asking. What I want you to do is I want you to do a deep research on the web, and I want you to find every comparable unit that’s out there and I want you to essentially show me what’s available. Show me other units that are comparable to it, what they’re being priced at, and I want you to make an argument as to why this is or is not a good deal.

Now, what was crazy is, I had this [00:24:00] report printed out when I walked into the dealership. We started talking about it. Person’s yeah, I can’t do much with the price. And then I said, I figured you would say that. Let me show you what AI has shown me based on the research that we have now done together.

On what’s available in the market. I said, I don’t want to use all these other companies out there, and I’d much rather use you. You’re closer. I just need you to get a little bit closer. Whole conversation changed and now they were willing to negotiate because I had the knowledge at that point in time.

Yeah. Yeah. I’ve had people take my swimming pool contracts, put them through AI for my swimming pool company, and make legal arguments against my disclaimers. Now I don’t fault ’em for it. 

Kris Ward: Yeah, 

Marcus Sheridan: because they can do that. They’ve got a paralegal that works for them for free. So Yeah. Yeah. Send it go.

More power to you. This is this is the type of stuff that’s happening. So when I [00:25:00] say the level of analysis and deep research that we can do today. It is truly extraordinary. Most people have no idea. The other thing you could do right now, if you went, if you were using the deep research tool and you said, okay.

Again if you haven’t used deep research, if you’re using the page $20 a month, you get to use deep research a few times a month. Okay. And so just click on the little deep research button that is underneath your like ChatGPT little. Okay, interface. It’s right there. For anybody that’s using the $20 paid per month, I do $200 a month because I wanna use deep research every fricking day.

So I don’t want any limitations on that. But what you could do is you could, right now, you could put in your website and you could tell AI ChatGPT I want you to be my website advisor. I want you to do a full blown website analysis of my website and my top 10 competitors in my [00:26:00] market.

I want you to tell me everything I’m doing good. I want you to tell me everything I’m doing bad. I want you to give me a plan that’s written out with priorities. As to what I should change, what I should do differently. At the same time, I want you to say the same thing about my competitors, to gimme a sense for where they stand and how I stand.

In fact, I would like you to rank myself against my top 10 competitors in terms of our web presence. Go and then, 15 minutes later you got this extraordinary report that you’d had to pay somebody thousands and thousands of dollars to as an agency. 

Kris Ward: Oh my gosh. And I 

Marcus Sheridan: Why would you not do that?

It’s crazy. 

Kris Ward: Even the the tediousness, let’s say, of being a human here and having to buy a car or having to book flights. Just even that on the personal side would be worth it. And I think back to your credit is. So many of us take something, run with it, or try to repurpose something or make it better or really come to chat GPT with telling it something.

And okay, I’ve got content, make this better. And I think the foundation of all your excellence, which I have to keep [00:27:00] remembering ’cause it seems to be so huge, is the asking. The asking. Yeah. And that seems to like just. It’s like Fri I don’t know, like it, it’s like tulips blossoming everywhere.

There’s just seeds of brilliance everywhere. And really what you’re doing is just asking, and I’ve always thought that, like I, I had a cousin who was learning some, she was new at tech stuff and she was struggling with something. And I said, all I do is call the company. There’s somebody’s there paid to answer my questions, and I just ask more questions than you.

But I think you bring it to a whole new level. 

Marcus Sheridan: I appreciate that and I think if you’re going to become extraordinary in business as a leader, as a sales professional, and as a marketer, you need to be credibly curious. You need to be very observant and you need to ask great questions. Yeah. I have understood that for now, a pretty good bit of time, and that’s what’s given me.

A [00:28:00] big edge and I, ultimately too, Kris, it’s like I hadn’t and hopefully people listening to this, they’ve picked up on, on something which is, I’m never trying to sound smart. I’m just not interested in appearing intelligent. That’s not the goal. The only goal that I have in any type of communication, whether it be online, in person, et cetera, is that we have communion, 

Kris Ward: that 

Marcus Sheridan: we are able to connect.

Because we’re able to understand each other in a very clear way. And we fill each other’s cup up because of that. Both of our energies elevate. That’s what it’s all about. And it’s interesting to me, when somebody pushes back on a, let’s say, a suggestion that I have with what they do with their sales or their marketing, I always say, but if you were the buyer and someone did this for you.

Would you appreciate it? And that golden rule of just, I do unto them as you [00:29:00] would like them to do unto you from a sales perspective, marketing perspective, business perspective, it gets pretty easy. Like you don’t have to sit there and debate. Should I discuss things like pricing online? Yeah, of course you should discuss it now.

You don’t give your exact prices, but you teach what value means. You explain what drives cost up and down. You give them a sense overall for pricing. They’re very grateful, they’re thankful. It’s everybody wins. You see what I’m saying? Yeah. That’s a no-brainer, like anybody would say. Yeah. I would really appreciate that.

Okay, then do it. Don’t over analyze it. Yeah, do it. Do what you can do. 

Kris Ward: Oh my gosh. Okay. Marcus, I could talk to you all day. I think we should have Marcus Mondays. That’s what I’d like to have all. Oh my gosh. I always ask, my amazing guest in this case, super amazing guest, where can we find more of your brilliance?

But I’m telling you just like he’s everywhere. But where do most people find you, Marcus? 

Marcus Sheridan: Yeah, and let me give you a couple answers. First off, make sure you get a copy of Endless Customers and you can go to endless customers.com. That’s they ask you Answer 3.0. I think you’ll really be challenged [00:30:00] by the book.

Kris Ward: Okay? 

Marcus Sheridan: And you’ll get excited about the book and you’ll see the application to you, whoever you are. You can also find my incredible new little piece of my, my New SaaS product price guide@priceguide.ai. This allows any service-based business to build a pricing estimator or their company to put on their website.

You can do it in 30 minutes or less. And we consistently see a 300% increase in leads every time. It’s crazy, Kris. Okay, so that’s called price guide.ai. So you know, the future of any service-based business is I having pricing estimators on your website, you’re gonna have it. If you’re listening to this, like you’re gonna expect it in the future, if you’re gonna that landscaper website, if you’re going to that home improvement website, it doesn’t matter what it is.

Any service really, you’re gonna expect some type of pricing estimator. The first question everybody has is, I just wanna get a sense for how much this is. Yeah. Pricing estimators, 300% increase in leads, and then third place is on LinkedIn. Connect with me there. Make sure that you let me know that you heard me on Kris’s podcast, and and I love your energy, Kris.

That’s why I wanted to, like I love coming back here with you. You got a great vibe and your audience is lucky to learn from you and I really mean that. 

Kris Ward: Dear diary, this is what happened today. Aw, thank you. That’s nice. Thank you, Marcus. Oh my gosh. Make sure you share this show with a business buddy that is just dripping with value.

There’s so many takeaways. I will re-listen to this myself. I’m going to reread and re-listen to you ask. They answer. I cannot wait to get my hands on your new book. You, as I said before, you always stop the scroll and it’s just it. You just open. It’s just a constant opening in my mind of going, oh my gosh.

It just broadens all the opportunities. So Marcus, thank you again for your wisdom, your energy, and for trusting us with your time. Thank you so much. 

[00:31:45]Marcus Sheridan: You are so welcome.