Transcript

Episode 71: Creating Marketing Content That Achieves Your Consulting Business Goals—with Mark Flores

Deb Zahn: Hi. I want to welcome you to this week's episode of the Craft of Consulting Podcast. So the big question that we're going to answer on this podcast is how do you possibly know what type of digital marketing you should do? This is the online marketing, and it’s really critical to building up a sustainable consulting business. There's so much that you could do that it can feel overwhelming or often it can look like a scattershot approach once you jump in and start doing it. My guest today is Mark Flores and he has a digital marketing agency in Sydney, Australia called Falcon Creative. He's going to cut through all the confusion. He's going to talk about precisely how you design a digital marketing strategy that is going to help you achieve your goals and, in your case, that means get clients. So don't worry about trying to figure it out yourself. Mark's going to give us a lot of terrific information, and let's get started.

Hi. I want to welcome my guest today Mark Flores. Mark, welcome to the show.

Mark Flores: Hi, Deb. Thanks for having me.

Deb Zahn: So let's start off, tell my listeners what you do.

Mark Flores: Sure. So we're based in Sydney, Australia. I founded an agency, a digital marketing agency called Falcon Creative. So basically a lot of entrepreneurs, coaches, and consultants out there struggle when it comes to creating high quality content and not just that, but actually achieving better business outcomes for them. So the way that we solve that is through a high-grade video production. We do it through creating funnels and also digital distribution, which is paid advertisements. So that's how we help solve that problem.

Deb Zahn: That's wonderful. We're going to dig into some of those details as we go. Now I found you on Instagram. One of the things that I noticed right away is that your videos were some of the most helpful I had seen anywhere in terms of explaining how it's not just about videos, it's about achieving business goals. So that's one of the reasons I wanted to have you on. So let's start off with, and I know that you have worked with and certainly talk about in some of your videos, coaches and consultants. But if a consultant, particularly a new one is trying to figure out how to get clients and they've never done marketing before. They have no idea what a funnel is. Where would you advise them to start to really come up with a strategy that's going to achieve their business goals?

Mark Flores: Yeah. That's a really great question. Well, there are some steps for someone who is just starting out. In fact, I did a video of this not long ago. The six steps to get you started with video marketing, specifically. So in general, when you attempt marketing, you've got to define what that goal looks like. What are you're actually trying to achieve? For example, if you're putting video content out there, then what's the purpose for that? Because the idea is you want to be able to work backwards from the result. Do you want engage more people? Are you trying to lift your brand’s online presence? Are you trying to generate more leads of clients. What is that result? You want to work backwards from that. The reason for that is, if you don't have a goal, then you're going to lose that sense of direction. You'll lose the sense of purpose why you're creating content in the first place. Also, at the end of that, if you can be clear on the outcome then it's easier for you to actually measure the results that you're actually looking to achieve. That's usually the first step.

Deb Zahn: That's a great first one because I will tell, obviously talking to a lot of consultants and I've heard, "Oh, I think I'm supposed to be doing videos." Or, "I think I'm supposed to be posting on social media," as if the act itself is all you have to do. I think I probably did this at the beginning if I'm perfectly honest with myself.

Mark Flores: I think everyone does.

Deb Zahn: Yeah. OK, “How does my hair look?” I was more worried about how my hair looked than the actual purpose I was doing it for. So I love that that's the place that you start. Can you describe a little bit? If there's different purposes, so if it's to raise awareness or create some buzz around your brand as opposed to generating leads, what's the different type of content that you would put out, say using those two examples?

Mark Flores: That's a really great question. Because one, before I get into that, you're right. Especially in our industry, there's often what we call video envy. Where video is the buzz word that you got to have a video for your business. So for a lot of consultants out there that's starting out, usually what they do, they might capture themselves on camera. Then they'll post that on social media. Although they might get a lot of comments and a lot of engagement and likes, they're left wondering after a few days, why didn't I get any clients? Why didn't anyone buy it? So there's this content myth that we often get caught up in. We think that all we need is great content.

But it's also about having the right infrastructure to support the videos. For example, to be able to one, obviously you want to have the right message, but also get that in front of the right people at the right time in the customer journey. That's actually what produces a business outcome. You mentioned about what type of videos will help you get those different outcomes. That's another thing. Often when people want to create a video, they jump straight into what type of video should I create? When first you’ve got to define, like I mentioned, your goal. Your marketing goal. Then you’ve got to define who your avatar is. So before you jump into what type of content do I create, you've got to define those things first. Because those things again, determine the type of video that you're going to create.

Deb Zahn: Say a little something about an avatar because some of my listeners might not know what that is. So can you define that?

Mark Flores: So an avatar is your ideal client or your ideal customer. The best way to define that is, you just think who is this person? Who is this person whose likely to be my ideal client or customer? What are their characteristics? Even give them a name. Are they mostly male or female? What age group do they fall into? Where do they spend their time on social media? Important thing, what are their pain points? That's a huge one because people come to you to solve their problems or improve their situation. What are their passions? What are their goals? So once you can really get more specific on that avatar, then the idea is whenever you're doing marketing, you are actually talking to that single person. In essence, when you're talking to the single person, you'll end up talking to the group of people that you actually want to attract.

Deb Zahn: Of course, it does. One of the mistakes that I see is people being too vague in how they define their avatar. So not recognizing if your avatar is 30 years old as opposed to 55 years old. They're going to respond to different things or they pick multiple avatars and you can never really tell who they're actually talking to or who the content is actually for. So I think that avatar discipline is helpful and an avatar isn't whoever will hire me. That's not an avatar. It serves a purpose. Let's say somebody picked their avatar. So before you tell them to pick up a camera and do a video or develop any other content, they now know who they think is going to be their client or who they want their client to be. What would you have them do next?

Mark Flores: The next step is, once you've determined who your avatar is and just get clear on what those pain point are. Because usually the pain points is your point of attraction when you're putting a piece of marketing content out there. So what I normally suggest is, list down the top 10 pain points of your avatar. What you can do is, you can turn that into a question. So when you post a video or have a description or a title, usually when you turn that pain point to a question, that's a great hook.

When you're addressing the pain point, meaning you're giving them awareness for what that is, then you can start to educate them on the solution. So usually, if you're wondering what type of videos. If you're starting out. If you're looking to position yourself as the expert. If you want to show authority in the market about what you do or show your skills and your specialty, then educational type of videos work really well. For example, like providing free tips. Get in front of the camera, focusing on one pain point and educating them, here's a way to improve on that. That's a simple type of video that is an educational video.

Deb Zahn: That's great. It's giving away value, which is helping position you in the market. That's different than promotional. Again, one thing I've also seen is, sometimes people think, “Oh I have to do a video that should describe what my services are and why you should hire me.” That's for a different point in the customer journey. Correct?

Mark Flores: 100%. Yes, that's correct. That's another thing that you want to be mindful of or teach yourself a bit more, is understanding your avatar and the journey that it goes through in the buying position. The customer journey. So for example, at the top of that journey where they probably don't even know what the pain point is or what their problem is. It's likely they don't even know much about you. At the top of that funnel, trading a video that actually builds awareness and visibility for your brand works really well. Usually story-based topic videos, like behind the scenes or about us videos or short documentaries or explainer videos. Because stories don't come across as salesy. It's a soft approach.

If you look at that funnel, if you've heard of the know, like, and trust factor, at the start it's getting people to know you. When you've delivered the right piece of content, then you want to transition them towards liking you. When you're building that like factor, that's where they start to notice you a bit more. That's where they start to choose you over all the other competitions. You’ve got to give them a reason about why they should chose you. Why should they care? What makes you unique in the marketplace? So now you can create videos like educational videos, even testimonial videos, just to build some trust. You can offer a free webinar. So there's different types of videos in that part of the customer journey.

Deb Zahn: OK, so you'll be proud of me. I just did a video on the know, like, and trust factor. I just put it out last week. Whatever framework someone picks, you have to have a framework to understand what do you do when and for what purpose. The no like and trust is sort of an easy one because it's a three part one. I've seen awareness, interest, desire, and action. So there's different versions of the funnel I've seen.

So when you're working with your clients, what's the journey you take them through? What's the framework you take them through to get them to a place where they know the type of content they should be putting out?

Mark Flores: Yes, the framework. Like I said, it depends on where they're at in their journey. For someone who's starting out, we usually go through, we call it the three C's. So, what they stand for: The first part is create. The second one is capture and the other one's convert. Someone who's starting out, they might need to look into the create stage first where it's all about, like I said before, getting clear on your avatar. What is your niche. Getting clear what your core offer is. Building your brand identity. Your brand elements. Your logos. Your color scheme. Maybe even your website. Then your online presence, which is now looking into the video content.

So a lot of it really is the creation part. A lot of it is the building. But also getting clarity on your messaging and how you want to show up. So usually that's the first stage. Not every one of our clients will start off with, “OK, I need a video,” if they haven't even built clarity around their message. That's really the first step.

The second one is the capture. That's all about working out, “OK, how are we actually going to generate leads? How are we going to capture the right audience and get their attention?” Also, it's engaging them but also inspire them to take action. That could be a combination depending on what the needs are and what the outcome is. It can be a combination of managing your social media. It could be building funnels, building landing pages. It could be your email auto-responder. Your email marketing. Nurturing that audience. It can even be having a booking calendar, so you can automate the process, automate the funnels. That's stage two which is the capturing part. So as you can see, it's all about having content like video but building the infrastructure to support that. Systemizing what you do. That's what's going to help you drive the results.

Deb Zahn: That's right. If you don't have a clear message, understand who you are, understand what your brand is and if you don't have the systems in place such that if you do generate some of the interest you hope or if you do generate leads, there's a way to actually capture that and do something with it. I think those are certainly pieces I think that get skipped a lot. So that's fantastic. What happens next to them?

Mark Flores: Well, really the final step is more the convert. So once you've got all those leads, then how are you going to convert that to a client? Usually that third part is really the sales, so once we help our clients get those bookings, then it's just a matter for them to get them on a strategy call for example. Or a discovery call. Then just converting that person into a client or even just nurturing that relationship so you can increase your CLV, your customer lifetime value, so that your clients will keep coming back to you. Obviously, the longer that they stay with you, the better your business will be for having those returning clients.

Deb Zahn:That's right. Repeat and then also referred business certainly for consultants, should be a significant portion of what their business pipeline is. So when I started it was zero. It's now probably about 70%. That means that I spend less time trying to hunt down business and I spend more time doing things that actually generate revenue.

Mark Flores: 100%. And when you have a system in place like that, if something's performing well, then you can repeat it. You have a structure of knowing how people are being guided through your funnel. For example, if you're using video content, how is video content actually guiding someone to the next step in the customer journey?

Deb Zahn: I was going to say, that's what I love best actually. One of the videos I saw there I thought, wait a minute this guy knows something. It was part of a larger strategy. It wasn't a random act of content. If you put up this content, the intent is to lead you to this content. And that intent is to lead you to a call to action. It was very systemized. When you're first working with folks, what kind of common mistakes do they make that then you have to go back and say, no, no, no we really need a system?

Mark Flores: Well, it's when really they rely on hope marketing. When they're creating a piece of video content and they get in front of the camera and then they put it on social media. They might even boost it using Facebook. So they click the boost button. Then…

Deb Zahn: Because that feels like something.

Mark Flores: It feels like something, right. It feels like you're creating an ad. But it's very limited. That's obviously a different topic when it comes to Facebook boosting. But when people do that, what happens is they really just sit back and wait. They hope that by doing that and just putting video content out there that there's clients. But if they're not clear on the process of how they're guiding someone along the customer journey, you can be lucky. You might get lucky in actually getting a client just by putting out video content. But for the most part, if it's not systemized, if you're not clear and things aren't performing well, you're not getting those clients. Then you're going to get confused why it's not working. Because when you have a system, then you can measure the results. You can tell, OK if it's not working here, then maybe I have to fix it here. If it's not working here, then maybe it's broken here. Do you know what I mean?

Deb Zahn: I do. Yes. Can you give an example? Because you did a great job of this on one of the videos, of an example of what that would look like. So what do you start with and then what leads to the next thing? I know nothing's typical, but what sort of version of that that you would encourage?

Mark Flores: Sure. I can give you a high-level concept of a high-ticket funnel. Where for example, you might start off with a Facebook ad. So you create video content and you create an ad behind that. So the purpose of that ad is for people to click on it. When they click on it, it'll take them to a landing page, for example. So now when someone gets on the landing page, the next step in the customer journey is for them to opt in. Leave their details, their email and their name for them to get, for example, a value video or a lead magnet. Now, let's say someone is clicking on the landing page, and they're leaving their details, but they're not going any further.

For example, they might watch the video but they're not really booking a call with you. Because the next step could be to book a call. If you're getting a high click through rate. If you get people clicking on your ad, then that could mean, OK your ad is working well because people are clicking on it. It's actually typical conversion rate, so you can see for each industry. So for example, when someone's clicking on an ad, usually a conversion rate is somewhere between .5 to 1%. It usually the industry standard. You can measure that as well when you're doing Facebook marketing on your ad's manager. You can see the conversion. So going back, say someone clicks on your ad and you're getting a great click through rate and they get to your landing page. Now when they get on the landing page, the opt in is probably not so high anymore. So that can mean that it's actually your landing page and the copy of the creative that you have in there that's not working for you. So you might want to tweak that.

Deb Zahn: Right. Or if you have a freebie that you're giving away in exchange for their information and they're not opting into it, it can also be that you haven't explained it well or it's not high enough value to exchange their email for it.

Mark Flores: Exactly. Exactly. If someone is not booking a call with you, then it can be what you have on the landing page or what you have on that value offer. A value video, a training video, an ebook, whatever that is. So you can see, there's ways to measure and also see what's working and what's not working. It's very powerful stuff.

Deb Zahn That's really helpful. That is much better than, I like the hope marketing. I also call that faith-based initiatives.

Mark Flores: There's another one too.

Deb Zahn: Yeah, where you just kind of throw spaghetti against the wall and hope something sticks at some point. So if you were giving advice to a new consultant, a professional, they know their stuff, they're really smart and now they want people to buy their services. Obviously, you want them to go through a deliberate process of starting it.

What do you think the most important, once they know who they're marketing to, what their offerings are and they have that system, how should they then try and get started with videos? Should they do it themselves? Should they be getting equipment? Assuming that video is going to be part of the mix of content that they're going to put out. How would you encourage them to start?

Mark Flores: I would start just by testing the market and making sure that you have product to market fit. Because a lot of coaches or consultants, they're really passionate about what they do. But when they put it in the market, they realize no one's really paying attention. So it's really testing. Testing it out. Doing videos. Start with doing it yourself. Get a tripod. Get in front of the camera. Offer something that's free value but high value. You want to stand out from your competition where a lot of them are really just posting pretty pictures on Instagram and Facebook. I'm assuming the reason why we're talking, the reason what attracted me to you is because you saw I was posting content that was actually valuable. Like I said, educational content. It doesn't even have to be long. You can create a video that goes for a minute or two minutes that just educates someone and gives them really top value for them to really pay attention.

Deb Zahn: I was going to say, you did a video and I went back to try and figure out which one it was. But I was in the middle of producing a whole batch of videos and I changed what I did based on something that you said in that video. That's the power of educational content. That's why I wanted to talk to you.

Mark Flores: Yeah and I think the reason why you paid attention as well is, you have to put some effort when it comes to your branding. Because first impressions count. Just making sure that having just clear audio is something that a lot of people when they create a video, their audio is not clear. You can easily do that by buying a lapel mic here in Australia for less than $70. Attach that to your phone. With the recording of the video, just having some good lighting as well. Then, just presenting that. It doesn't have to be fully professional but something that's good quality. You've got your branding and its consistency with your logos, with your font style, with your colors. So, really taking care of your brand to start off with.

Deb Zahn: That's great. I like the idea of do something to make it more professional looking. Particularly if your brand is professional then you want what you're putting out to actually match that. That matters more than if your hair is perfect, which I know is what trips up a lot of people from doing videos. Do you work with folks also on their brand? Because I know a lot of people think, oh brand is just like I'm going to pick some colors. I'm going to do a quick website. But I know it's much deeper than that. So when you work with people on what their ultimate strategy is going to be, how does brand fit into that? How do you help them with that?

Mark Flores:  We normally help them, yes there's the elements part, which is your logo and your colors. But those are not your branding. Those are the elements that make up your brand. They are still important I believe because it’s like I said, first impressions count. But the part where we really help our clients is through their brand identity. Meaning getting clear on who they are and the message that they're putting out there and what is their story. Also, getting clear on, like I said, who is your audience. Because your brand needs to resonate with your audience. You're creating videos. Not for you. You're creating it for your audience. Always come from that mindset where you're focusing on their needs rather than, OK, I'm just going to create a video for me. I'm just going to talk about myself all the time. It's really helping them with that bad idea and their brand presence. It does go deeper than just the elements of course. It's your best story. It's all that stuff.

Deb Zahn: Yeah, I would imagine also the voice. Some of the branding mistakes I've seen when folks appear either in videos or other content they produce, that the voice that they use doesn't match what the other elements of their brand are. So if I look at their brand and I think, “Oh, well, you look really kind of serious to me. Then is see a video and they're like, “Hey!” It's really casual with casual language and casual clothes. I can't make sense of who they actually are. I think it's really confusing in the market and I just want to say pick something so I know who you are.

Mark Flores: That's part of getting clear in your brand identity is just picking a core message. Being the specialist rather than being a generalist and spreading yourself too thin. Because if you're confused then chances are your market's going to be confused. Picking something you can specialize in, I think is very important.

Deb Zahn: Let me ask. So obviously I'm sure you've been around and seen lots of mistakes. Anything that you would advise brand new consultants who want to use whatever elements of marketing in order to get clients. What should they absolutely not do?

Mark Flores: What I would try to avoid is posting content for the sake of just posting content. Yes, there might entrepreneurs like Gary Vaynerchuk who says, "Just place as much content as you can."

Deb Zahn: That sounds like him.

Mark Flores: But sometimes if you are starting out, then if all you're doing is posting content but you're not getting the returns in that, it can be deflating. It can get overwhelming. You start to think, like I said, it's all about content, when it's not. Content is definitely an important part of it, but I would just focus on obviously getting clear on who your audience is and just nailing down what you're trying to solve in the marketplace then post a content based on solving a problem. Any content that you put out, even if it's just one piece of content a week but it's of high value and it's solving a problem and it's selling a pain point and giving some free tips, that's more powerful than putting out two pieces of content every single day that is just there to make your Instagram profile look pretty. Being strategic is important.

Deb Zahn: Yeah, I would agree. Now, one other question that I got actually on a webinar yesterday, is how much of yourself should you also put in your market? So one thing I also like about what you post is, I know you have a kid and I know what charities that you contribute to, which I was delighted to see that. It actually made me want to connect with you even more. How much of yourself do you suggest that people put into the content that they put out?

Mark Flores: I think if you're an e-commerce business, you might be able to get away with more focusing on the products. I feel, and this is what served me and what served my clients who are in the service based business, who are coaches and consultants, is when they build a personal brand. So that's a really powerful way because it's not your products that people want to buy. They're buying the person behind the product. What that person stands for. What their values are. What they're story is. People want to resonate with you as a human being.

So I really believe it's important to show the person behind the business. The face behind the name and building that personal brand and injecting human elements. It doesn't necessarily have to be you, if you're not confident to get in front of the camera. Perhaps your team members. Explain them here for example, you can create a human touch when you have a character. It doesn't even have to be human. But as long as you can bring out the human element in your branding, in your social media presence, I think it's going to help you fast track your success.

Deb Zahn: Yeah, I would agree. I encourage folks to do the same thing. It's interesting. I've actually had past clients reach out to me because they saw that I posted something that I harvested in my garden and I swear they wanted to work with me so they could get some of it. But that's what spurred them to think about me, is “Oh, I love that she does this and we were just having this problem. Let me call, Deb.” Maybe they saw some of my other stuff and maybe they didn't, but they knew that I was picking corn last weekend.

Mark Flores: To resonate with your brand, they want to resonate with someone. With a person. When you think about Nike, they're not really selling shoes, they're selling the everyday person who aspires to their athlete heroes. There's always that human element. What's great about that is, at the end of the day people want authenticity. So when you show up as you in front of the camera for example, they can see the tone. They can see the mannerisms. They can really tell how authentic you are being in front of the camera. Sometimes that takes a lot of practice. I know for me, the first few videos that I did, I can't even look at them anymore.

You do, you get tempted because you look up to a lot of your heroes and a lot of the experts out there and you think, I'm going to present like that. I'm going to talk in this way. I'm going to be like Tony Roberts and talk with this energy. But if that's not you, then that's not going to come across authentic on camera. If that's what you're trying to do. It's funny because it takes practice to be yourself. It's a lot of letting go of all this conditioning and all this expectation that we think that we have to abide to to show up as ourselves and sharpen our business. So just getting in front of the camera is a really helpful way. I know that's helped me to be more authentic.

Deb Zahn: Oh, agreed. I actually think there should be a website for entrepreneurs like first two videos and we just post how absolutely awful they are. I remember mine because I was uncomfortable. I didn't like it. Now I just try and have a conversation with my avatar. When I do that, I make good videos and when I don't do that, they're stiff and boring and kind of odd. So that's wonderful. Well, let me ask you one last question because obviously the other thing that I think is important for everyone is, and particularly now with so much going on in the world, is to have balance in your life. So however you define that. So how do you bring balance to your life?

Mark Flores: Such a great question. To be honest, the first thing is that I don't believe in balance as in you got to have 50/50 in your family and your business. I do believe in natural balance in the universe and nature. Well, you probably heard of a guy named Bruce Lee, right?

Deb Zahn: Oh, I might've heard of him.

Mark Flores: So Bruce Lee is one of my big heroes in life and business. He's very philosophical and one of his philosophies is to be like water. When you think about it, water is one of the softest substance in nature but it also has the power to shape mountains. How it does that is when something, for example, especially during these times, there's a lot of resistance happening. Internally. Externally. So often when something gets in the way, the example of water, water actually doesn't fight or resist whatever gets in its way. What it does is it goes around that challenge or it goes around that thing that's resisting them, right?

Deb Zahn: Yeah.

Mark Flores: So I tend to look at my life where I tend to try to flow more like water. Obviously, there's a lot of things that might not work out as planned. But how do I flow around that? I don't try to push it away. I don't try to fight it or resist it. How do I flow around that? A lot of it does come down to mindset. A lot of it is just self-awareness as well. Then from that will shape your habits and the habits obviously is the action taking. When you're focusing on what you can control, which is your character and how the story that you create for yourself, having a growth mindset, then you're in a better position to come up with creative solutions.

Because when you're overwhelmed with things that you label as negative or even positive. When you label things, it becomes so overwhelming that it's hard for you to come up with creative solutions. I think for me, that's what's helped my business perform a lot better since the pandemic. Since COVID, we're actually thriving now. Because I came up with these creative solutions. The way I did that is, rather than just fight all the resistance or the negativity around me, I want to say I blocked it out. But I shifted my focus. A lot of that focus is inwards. What can I do? What can I take accountability of? How I can create certainty for myself? Because that's what's going to reflect externally into the outside world.

Deb Zahn: Wow. No offense to my other guest, but I think that was the deepest answer I've ever gotten. Be like water, by the way, a Bruce Lee documentary that my husband and I were watching a couple of weeks ago. So I think that's a wonderful answer because it's not just techniques and it's not just strategies, it's what that means internally and what you choose and choose not to do internally. So I love that answer.

So Mark, if folks heard all of this and they think, “Oh my gosh, I need that help.” Where would they go and find out more about what you folks do?

Mark Flores: Absolutely. If you go to our website, FalconCreative.com.au, you can download our free video training in there. That's how to blow up your brand with video and modern marketing. But a lot of what we talked about today. Funnels, video content, systemizing your processes. In that training, you'll see how we go deep into that and there's some case studies in there as well. So check it out.

Deb Zahn: Wonderful. Thank you so much. We will put a link to that in the show notes for anybody that wants to check that out. Well, Mark, I want to thank you so much for joining me today. This has been just a load of really tremendous information. I can imagine somebody who’s brand new to all of this is going to be Googling “funnel” and “avatar” and all of the things that you talked about. So I appreciate you being so generous.

Mark Flores: Thank you so much, Deb. I loved the opportunity and I hope that brought a lot of value to your viewers out there.

Deb Zahn: Thanks so much for listening to this episode of the Craft of Consulting podcast. I want to ask you to do actually three things. If you enjoyed this episode, or you've enjoyed any of my other ones, hit subscribe. I've got a lot of other great guests that are coming up and a lot of other great content and I don't want you to miss anything.

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Thanks so much. I will talk to you on the next episode. Bye-bye.