Is It Ever Too Late to Use a CRM? With Jon Ferrara of Nimble (Podcast) | Ep. #054

Elizabeth Larkin, Michael Kelly, and Eric Dollinger

In episode 54, hosts Elizabeth Larkin and Gene Marks are joined by Jon Ferrara of Nimble and answer the following question:

“I have owned and run a yoga studio for 20 years and I’m wondering if it’s too late to start using a customer relationship management system. Is there a downside to starting after you’ve launched your business?

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Transcript

Elizabeth: Okay, Gene, we’re back with another episode and we have a special guest today.

Gene: Yeah, we do. We’ve got Jon Ferrara who’s joining us. Jon, thank you so much for joining us. You and I I think have known each other for a long time. Jon had started out as the founder of GoldMine Software back in the day. Jon, just so you know, my company still sells GoldMine. Still looks the same and still has the same features and functions. Very, very similar. You’ll laugh. I was at some client… It was like a little payroll company in Lehigh Valley and they were still running GoldMine for DOS.

Jon: You know, Gene, GoldMine for DOS is like the classic American car that just keeps running and it works and people love it. God bless you for supporting my entrepreneurial dreams to power people around the world to achieve their passion, plan and purpose in life. I think that you and I share the desire to help other people grow and that’s why we get along so well.

Gene: We do. I agree. Now you’re the CEO of Nimble. Tell us a little bit about Nimble.

Jon: Well, essentially Nimble is solving the same problem that GoldMine did and that is that I believe that the CRM for most businesses is their email, their calendar, their contacts and their accounting system. Ultimately that data already exists in a business. If you can unify the people you’re talking to, the conversations you’re having, the activities you’re driving and help you to power those relationships to drive ideally mutually beneficial business outcomes, then I think that you really solve a big problem that we’re all having. The big problem of the world isn’t CRM. It’s relationship management and GoldMine pioneered that with the sales and marketing contact platform that predates Outlook and Salesforce.

We were both of those combined for generations. Now I’m back with Nimble because I think that today’s contact tools are broken because email, contact and calendar are three separate tabs and they’re not connected. You don’t have contacts when you look at the contact and you don’t have insights because you should know who somebody is and what their business is about before you ever engage with them. Today you google them. Tomorrow you’ll Nimble them, because Nimble’s the first CRM that works for you by building itself and it works with you wherever you work because you shouldn’t be in your CRM or your inbox.

You should be wherever you’re having conversations with customers which might be your accounting system, it might be LinkedIn, it might be a Forbes article, reading your blog post and learning about how to grow your business and then wanting to connect with you. Nimble makes it so easy to do modern social sales and marketing. We layer on top of Office 365 and Google Apps will work or Gmail and essentially build your CRM for you, [automatically].

Gene: That’s great. You must get this question all the time because I do all the time. People say to me like, “How do I know, Gene, if I need a CRM? Does my business really need it? I’m small. I only have a few people.” You got to agree that I feel like every business should have a CRM. I mean you could be running a restaurant in a strip mall or you could be running a manufacturing company with 200 people. I think the problem that CRM solves are the same problems that every business of every size and every industry has. Do you agree?

Jon: Well, I agree that there should be a central record of relationship for every business that they utilize to outreach, connect, nurture and maintain those connections. I just argue that most people buy a CRM because they think they need to and then they stick it in, expect it to solve the problems in their business which fundamentally isn’t technology or even a database. It’s about process and people. If you’re going to put a CRM in, figure out what you want to do with it. Ultimately, CRMs are only as good as the data you put in and the data that you want to derive out of it. I think that most businesses already have a CRM in their business. They have a goldmine in their accounting system of the people they’ve already sold to.

They have a goldmine of emails and conversations they’ve collected over the years. If you could mine that gold and enrich it with people and company data and help people to connect, that’s amazing. I think that the biggest problem with CRM is lack of use because you have to beat on people to use it. The reason they call it Salesforce is you have to force sales people to use it. Nobody in their right mind would use a CRM if they weren’t beat on to do it and I know that because I invented CRM. Ultimately, what most people really need is really a good contact manager. That’s what we’re doing with Nimble. Ultimately on top of that contact manager, you need simple sales and marketing and social.

Yes, I do agree that every business needs a type of CRM, but I’m going to argue the types of CRM that we typically sell them, the Salesforce, the Dynamics CRM, the Zoho’s of the world, are all copies of the same thing. They’re basically copies of Siebel which is something designed for management. I call CRM customer reporting management, not customer relationship management. I think we got to get back to powering the people touching our customers and those are our customer facing business team members who basically hate their CRM.

Gene: I love that. Listen, Nimble has been around now. Congratulations. You’ve been around for a few years now. You’ve been growing. It’s been successful. It’s got a good reputation. Having said all of that, you and I both know that I’m sure you’ve had implementations of Nimble that didn’t go as well as you would hope or companies, particularly small businesses. This podcast is geared towards small companies that they just failed. They didn’t get out of the batter’s box. I have that all the time with the products that we sell. What mistakes do you see particularly small business owners making when they’re trying to implement a CRM system?

Jon: I think that people buy a CRM because they think they need to get a CRM, but they don’t really understand what a CRM is. I think that really what you need to do is talk about the entire social sales and marketing technology tech stack that you need to grow a business today. If you think about it, in the old days we all have brick and mortar store. We prayed and hoped people walk through that door and we had a bell on the door to let us know that somebody actually walked in. If you operate in that way today, you’re dead. Remember Blockbuster?

Today, what you need to be doing is to somehow digitally participate in the conversations that are occurring in and around your business, billions of them all the time and attract people to your website, to your social landing pages and identities and not just your corporate identities, but your team member’s identities as well. When they do connect and land on those places, then you have to capture a bit of that information and begin to nurture and engage with them. That’s the beginning journey of what people think of as CRM, but really CRM has been traditionally SFA.

It’s basically database for sales reps to log what they did and what they need to do so management can run reports on pipeline and activities against them, but that’s missing the big part of nurture marketing and social. If you think about the sales marketing technology stack, it really starts with getting people’s eyeballs which essentially should be using content to inspire and educate people about how you might help them become better, smarter, faster to get them to your website and your social landing pages. Then you need to capture that name and do something. That’s marketing. When you put a name in a marketing platform and I call that MailChimp to Marketo. There’s a range of tools you could use to do that.

You nurture them over time until the lead qualify. What that means is different to every business, but ultimately it means they fit a profile that you should invest and engage with them somehow. Sometimes that means an actual outreach. When you outreach to them, you put them in the CRM. You tell your sales reps to go get them. That’s where the waste of time happens. Sales reps have to google them and look them up. They can go log what you know about that person and what their business is about. Then you need to engage with them and they basically try email and phone to engage. It’s all manual. 60% of your time is wasted looking things up, logging what you did and logging what you should do. A machine can do all that.

What you need is market automation. Then you need a CRM. Then you need some type of sales intelligence to enrich people and company information with the data you need to outreach in a one-to-one way. Then the outreach should be personal and authentic, where it shouldn’t come from a MailChimp or Constant Contact because ultimately people throw away mass emails. You need it to come from your email, then to get signals on the opens and clicks. It feels like you’re personally reaching out. To do all that today, a small business has to buy market automation, CRM, sales intelligence and sales enablement email tracking. Most people don’t even know what I’m talking about, let alone could they afford the $50-$150 per month per package that they need to do.

They’d have to have hire somebody for $30-$60,000 a year to run it because the sales people won’t do it. That is the big problem that Nimble solves is you don’t have to buy all those tools. Nimble is a blend of social, sales and marketing that can help you do that complete life cycle. I think the biggest problem with CRM implementation is people don’t really understand what they want to try to achieve. Then they just buy the thing and expect people to just use it. They really need an expert like you to help them to understand what is a CRM, how does marketing come in, how does social come in, how do you blend these together to make it work, how do I empower my team members to use these things effectively.

If they do all that right, it’s amazing, but many people don’t make that investment.

Elizabeth: Alright. We are going to take a quick break and then we’re going to answer a question about implementing a CRM at a small business that happens to be a yoga studio. We’ll be right back.

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QUESTION: Is it Ever Too Late to Use a CRM?

Okay, we’re back and we are going to answer our first question. This is from Anne in South Windsor. I’m assuming it’s South Windsor, Connecticut because there is one very close to here.

Anne writes,

“I have owned and run a yoga studio for 20 years and I’m wondering if it’s too late to start using a customer relationship management system. Is there a downside to starting after you’ve launched your business?”

I like Anne’s question because I think ideally you’d want to start using one as soon as you open your business. Is that right, Jon? What about people that are already in business?

Jon: Yeah. I don’t think most people start a business and start with a CRM. I think they’re entrepreneurs and they start out like my wife has. My wife recently got her Hot 8 Yoga Teacher Training Certificate and has started a yoga studio in our dining room. She has people come over…

Gene: Lucky you.

Jon: Exactly. Could you imagine once a week my dining room is pushed aside, all my tables and chairs are shoved some place and I have these ladies in my dining room and I think it’s wonderful. That’s how it starts. It’s a spark. Ultimately, that spark kept its fire for the people that are fortunate and persistent and then they have a business, but it’s awhile before they really start to look at tools to scale. Let’s talk about Anne’s question. I think it’s a fantastic question because it doesn’t just apply to yoga studios. It’s really anything, right? Any kind of business is just like that. I’m going to say that she’s already got the information she needs to make this a fantastic solution.

Number one is she’s already billing. She’s already got a list of names and emails in her accounting system, in her Gmail or Office 365. There is a goldmine of contacts of her community that she could put into the CRM to start. The next thing she could do is she could start with her website if she has one and when people go to the website, ask for their email so that she could start staying in touch. She should get not just a CRM, but some type of email nurture program like MailChimp or one of those other programs that allows you to capture a name, do some simple nurturing and to begin to build community around your business. Then what I’d also do is I’d also invest in setting up an account on Twitter or in Instagram and Facebook because there’s amazing ways to target customers using Facebook advertising.

A picture tells a thousand words. If you get people to check in at your studio on their social media sites, that’s like the best kind of advertising when people are talking about you. Don’t worry if you haven’t started with a CRM. You could start it anytime, but what you want to do is feed the CRM with the goldmine of contacts that you already have inside of your business. Don’t think of just prospects and customers as feeding into your CRM because the influencers of your prospects and customers will really truly help you scale which is essentially how I met Gene Marks.

Because I recognized that I couldn’t scale to millions of small and medium-sized businesses so I went after the influencer of those prospects and customers and I started with Novell Resellers and then I went to accountants because you are the trusted advisor of your prospects and customers. I got you to use GoldMine and then you started to recommend it and resell it. You’re still doing that after 30 years. God bless you.

Gene: True. God, 30 years. Man. Now I’m depressed. Thanks, Jon. You know Jon, you talked about all these things that she could be doing with her business, but I mean come on, man. This takes a lot of time. Can a typical business owner do it themselves? They got to hire somebody, right? Don’t they need help?

Jon: No.

Gene: Alright. Go ahead.

Jon: The good thing about Nimble is that it’ll [automatically] sync not just your Gmail, iCloud and Office 365 email, contact and calendar into a unified CRM, but we’ll also bring in your existing tools that you have, your QuickBooks, your FreshBooks, your MailChimp contacts. All your existing tools that you may already be using, bring those all together and essentially keep it up to date and then integrate back into whatever tools you’re having. You don’t have to hire a consultant to import your data anymore. You don’t have to really do that much implementation to start because today it’s almost a click of a button with the onboarding and the cloud-based solution.

Remember, Gene, back in the day you have to use it by PC, networks, switches, wires, small business services, SQL server, exchange server and set all that up. That was hard. Today it’s all in the cloud and things talk to each other. It does take some thinking process, but not much. Some of the cloud-based solutions like Nimble actually you can be up and running in a matter of hours.

Elizabeth: Jon, I’m thinking about an example of how Anne running a yoga studio would use something like Nimble. Let’s say she sets it up and she can tell which clients or which customers are going to which classes. Let’s say she has like gentle classes and restorative classes and power classes. She has a workshop coming up for power classes. It’s a longer workshop. Then she could go in and email all the people who have ever gone to a power class or who have gone to like let’s say more than three power classes and say, “Hey, I have a workshop coming up on Sunday. It’s $30. Here’s what you can expect to get out of this.” Is that something she would be using it for?

Jon: Yes. Yeah, absolutely. She could even go further because with a tool like Nimble, it will enrich people and company information such that you can profile the people that come to certain types of classes. Let’s say that you have people that are really constant coming to a certain type of class. Let’s say the power class. You have those in your accounting system so you import those in and you know which ones those are. You have a tag on those in Nimble. You could take that tag group and import it into Facebook, into their advertising system. Let’s say there’s 100 people that are your most avid people that come all the time.

You could take those 100 people, put it into Facebook and say, “Find me more people like this within five miles, 10 miles of my business.” For literally $10, you can experiment with putting up a video testimonial of one of your customers talking about how those classes have changed their lives because yoga really does change your life. Then what happens is that will appear into people’s Facebook stream and it’s not you saying how great your classes are, but other people and you could literally experiment this $10 and then you buy a video that works best for you and then you basically put in $100 or $1,000. It is amazing because you know what? We all live inside of social media today. Facebook is one of the most powerful marketing tools available today.

Yes, you can nurture to your existing base of customers in targeted one-to-one messages and I highly encourage you to do so, but you could also reach out to get net new people in a very simple way.

Elizabeth: For creating a video though and doing the digital marketing via Facebook, I think you would need to hire. Unless you have…

Jon: No. No. No. No. You know what? I want to give you an example. I was walking in South by Southwest. This conference in Austin about technology in music. Some guy stops to me on the street. This guy named David Meerman Scott. He’s written books on marketing and stuff. He stopped me and said, “Jon, I’ve been using GoldMine all my life. It changed my life. Help me to do this, that and the other thing.” I said, “David, can you repeat that?” Basically I turned on my iPhone camera. It made a beautiful video and I uploaded that and I used it as a testimonial. It’s that easy. One of the things that pull the best and I’ve done a lot of direct marketing. The things that pull the best are the natural things. You don’t have to make things over-produced.

An example, I tested laser-printed letterhead, really nice letters that went out to customers, they didn’t pull as well as courier font with yellow highlighting folded over with some scratch notes on it, because basically people love natural stuff. I think that we’re all striving to get back to… any small business person listening today can get innovative with some of the tools that are out there and it’s not that hard. There’s so many ways to learn through the digital stuff where people inspire and educate that.

Jon: All I do on a daily basis is inspire and educate other people about how they might become better, smarter, fastest at the areas of promise of my product which is social sales and marketing. Because I believe if you teach people to fish, they’ll figure out you sell fishing poles. Rather than talking about how great I am or how great my product is, I talk about how great you can become. I don’t talk about it with even the stuff I write because I’m a computer science guy. I don’t write. What I do is I share content from thought leaders like Gene Marks and other thought leaders in marketing and social media. That way I can inspire and educate people, but at the same time I’m building relationships with these influencers.

Anybody listening to this today can do the exact same thing. There are thought leaders in your industry who would love you to be sharing their content. If I was a yoga studio, there are yogis that have incredible posts that they do about all kinds of things, about food and life and balance. The studio can share that content to build their brand without really having to invest in content. There’s a lot of ways to guerilla market today.

Gene: Jon, clearly Nimble is a social CRM application. You are an evangelist for leveraging social media. For starters, Anne with her yoga studio, if you were her partner, it seems to me that you’d be recommending her that she would be really focusing on Facebook and social media tools to grow her specific business, the yoga business.

Jon: No. No. I think you need to do the basics. I think the basics win the games. The social stuff is stuff you begin to invest in. I’d start with the people you’ve already sold to. The core of your community because you need to maintain and build your base and get referrals from that base. That means taking your existing contacts from your iCloud, Gmail or Office 365 or whatever you got, whatever it is, put it into a thing like Nimble. Import in your accounting contacts, all the people who have ever signed up or done anything in your studio and then begin to segment them into one-to-one way. You’re not blasting everybody with the same thing. Don’t send them a quarterly newsletter talking about just your studio. Inspire and educate them.

Do different outreaches. Offer people, “Hey, come to the studio and bring your friend or share this thing,” because people love to refer your business if they like your business. You need to work that base, but at the same time you need to get net new people. The Facebook stuff could be really, really powerful to market… Experimenting marketing to net new people. I know that traditionally there’s been Yellow Pages and there’s been other ways to market. I think that you need to experiment with some of these net new ways and of course, any studio should have the basic identities on Twitter, Facebook and Instagram and be sharing basic content on those places.

Gene: Got it. Do you think email is dead?

Jon: No.

Gene: Neither do I. Neither do I.

Jon: No. I believe that the core business signals that drive all businesses today and in the future is email, contact and calendar.

Gene: Yeah.

Jon: Social media is key and critical, but nothing beats email still. I’m going to tell you what, Gene. If I wanted to reach out to an influencer today and to get their attention, if I send them an email, forget about it. It’s not going to happen. I’m going to send them a Facebook message or maybe a DM, but not even a LinkedIn. I’m going to explain sort of the cycle of social media. What happens when you’re connecting with other people is you don’t reach out directly to them on LinkedIn. What you do is you do a soft thing. You follow their digital footprint, add value to the conversation, share their post, comment on their blogs and then you might start a conversation and that might start with an appointment, go to meeting, follow up on emails and the LinkedIn connection.

If you’re doing things right in business today, you’re moving to the softer side of social which I call the five F’s of life, family, friends, food, fun and fellowship. That’s how we connect and stay connected on those commonalities. Those happen on things like Facebook and Instagram. Instagram for me is the simplest way to connect with people because you’re not asking to look at their personal Facebook stuff. Instagram’s just sort of a softer way to really learn about a human being. I’m going to tell you Gene, you go to my LinkedIn page. Look at it for five minutes. In five seconds, you look at my Instagram. You’re going to know who I am.

That may not apply to a yoga studio unless you’re trying to connect with influencers in yoga in your community which is something that you should do. I’ll give you an example of that for small businesses. Today, small businesses are following me on Instagram and they’re commenting on my post. Now why would a local Lebanese café follow and comment on my post? Because they see that I have a large following and an active presence and that I’m a foodie and that if they can connect with me somehow, that I might come and consider their business and then talk about their business. I’m seeing incredible engagement from local businesses and even national businesses on my Instagram brand in order to begin a journey and a conversation.

If you’re a small business today, don’t think that social media’s only for the big companies or that it’s not something that you could truly connect. Even if you’re a yoga studio, it doesn’t make sense because…

Gene: It’s funny even with the yoga studio and you talk about Instagram. Sometimes I struggle personally with how I would apply Instagram to… I love Instagram personally, but to my business it’s a little bit of a stretch. Speaking of stretching, if you’re a yoga studio, there is…

Elizabeth: Very smooth transition.

Gene: Pretty good, huh? That’s a very visual business, right? You could be posting lots of photos and lots of videos of customers, different techniques, different things in yoga, sharing a lot of things that are… It’s just way more of a visual things. If you do run a business like that that’s very visual, Instagram speaks well to it. For you Jon, I mean you are evangelizing small business marketing. You’ve got a lot of thoughts and things to share. You don’t have a problem putting yourself on video and sharing those thoughts on Instagram. It really works for you. I guess the takeaway though is that it all comes down though to your CRM system, doesn’t it, Jon? That’s your community. That’s where you’re tracking it all, right?

Wherever you’re devoting your time whether it’s email, Facebook, Instagram, Pinterest, whatever, in the end it’s all going to come back into CRM, correct?

Jon: Yes, but the thing that you need to remember about CRM is it’s not just for prospects and customers and it’s not just for sales and marketing people. Because in order for me to grow Nimble, I need to connect with not just prospects and customers, but editors, analysts, bloggers, influencers, third party developers and masters, advisors and prospects and customers of various types. You’re doing business with that small business in Pennsylvania, but you’re also doing business with Hartford and with Intuit and with other people, right? All these people help you to drive your business because you need to build the Marks Group brand in order to get the speaking things that help you to then get the audience, that help you to then do the one-to-one consulting.

It all feeds on each other. That is a sustainable garden around your business. You need a system of record of relationship in your business that unifies all the contacts that everybody in the company is touching across all the different departments so that no matter who picks up the phone, you have context and insight to engage effectively and work as a team. That’s why GoldMine was so successful because it was Outlook and Salesforce combined.

Gene: That’s right.

Jon: Today, the problem is is that we all live in Outlook address book or Google Contacts which is our email and then we force sales people to go to the CRM and they don’t do it because they’re living in their inbox and now more and more social. Then the people in the other departments don’t have a system of record because every department has a separate program. Salespeople live in CRM. Marketing people live in marketing. Customer support people, accounting, social media and none of these databases talk to each other. I think we need to get back to the idea of GoldMine which is Nimble that essentially unifies all the contacts and then lets you use it in any of those business applications that you’re in so there is a system of record or relationship.

I think that any business that doesn’t have a unified database of the community that they’re touching around their business and are using that database to in segment mine, outreach, connect in a one-to-one way to build relevant and authentic relationships is going to suffer.

Elizabeth: Jon, thank you so much for coming on today. We’re running out of time at this point and I know you needed to leave. This sounds terrible. Ryan, take this out. I’m going to redo this. Okay. We’ve got to wrap up. Thank you so much for coming on today, Jon. This was really enlightening I’m sure for all of our listeners and for Gene and I.

Gene: Yes, also. I’m a huge fan of Nimble, Jon. We’ll make sure to include your Instagram account, your Twitter account and Nimble, your website and all that in the show notes as well. I can’t recommend the CRM application more as somebody who’s been in the business for quite a while now. I’m not going to say how many years, Jon. You already did that.

Jon, it’s so great speaking with you. I just personally not only will I reach out to you again, but next time I’m in LA I might give you some advance warning. I would love to stop by and see you. I really would.

Jon: Let’s do it. Bye.

Elizabeth: We’ll be right back with our Word of Brilliance.

WORD OF BRILLIANCE: Yoga with Adriene

Elizabeth: Okay, we’re back with our Word of Brilliance. This week I’m going to lay some knowledge on you.

Gene: It’s going to be extra brilliant this week.

Elizabeth: Extra brilliant. Yes.

Gene: Let’s hear it. Let’s hear it.

Elizabeth: This week because we’ve been talking so much about yoga, I wanted to highlight a really interesting business that I found on YouTube. It’s called Yoga With Adriene. It’s this woman, she’s a yoga teacher, and I guess she just had the idea to start doing yoga videos.

Gene: First of all, I would rename the business to Yo With Adriene or just Yo Adriene. That could be her, right?

Elizabeth: Yeah. That’s a brilliant idea. I don’t know if the millennials she’s targeting would get that.

Gene: Oh, everybody loves Rocky. I don’t care how old you are. Please. Sorry.

Elizabeth: I guess she’s also an actress. It’s kind of probably hard to have steady work as an actress so she decided I’m going to get into yoga. Then she decided I’m going to start putting videos on YouTube. She has a whole YouTube channel. It’s thousands of these wonderful yoga videos. She’s got this really cool personality. She’s really great.

Gene: She make any money from it?

Elizabeth: Well, I’m getting to that. She does five minute yoga videos. She does hour long yoga videos. Anything you want. You can go there and search for like yoga for runners, yoga for pregnant people, yoga for relaxation and she has a video on that. She’s monetizing it by having a step-up situation. You can subscribe to a website and get even more videos, emails from her and advice. She found a way to monetize what I assume was kind of like a hobby at first and put it online on YouTube. Put herself out there. She’s got t-shirts. She’s got a tag line. It’s called “find what feels good.” It’s like someone that didn’t even think about starting a business actually ended up starting a business.

Gene: That’s awesome. Good for her. Good for her.

Elizabeth: This is twofold. One, I just wanted to highlight what a cool way she went about that. Two, if you’re a small business owner and you’re really busy and you don’t have time to leave the office, you could just pop on one of her yoga videos. Do it at your desk. She even has some that you can do at your desk. Gene, maybe you should check it out this week.

Gene: I got to get into it. Yoga’s not my thing, but maybe I can check it out.

Elizabeth: Have you ever taken a yoga class?

Gene: No. That’s a really ignorant thing for me to say that yoga is not my thing. I’ve taken one. How do I know that it’s not my thing? I might enjoy it.

Elizabeth: This is a good way if you want to dip your toe into getting into yoga. You just put on like a five minute yoga video with her.

Gene: See, I like that more than going into some room with a bunch of sweaty other people taking a yoga class together and carrying around the mat around town.

Elizabeth: I think for a lot of people it’s hard to get to a class. It’s such a good alternative. There’s so many people that are making businesses out of their YouTube channels. I have a friend, his name is Lon Seidman, he has his own YouTube channel called Lon.TV. He reviews electronics. He gets sent stuff to review. Actually no, that’s not the case. I think he buys everything to review it because he wants to remain on…

Gene: It’s a great idea. It’s a great idea.

Elizabeth: He’s making a lot of money just on doing advertising on YouTube.

Gene: It’s a great idea. There’s a one guy and I keep forgetting his name because my son turned me on to him. He’s great.

Elizabeth: Oh, the guy who eats fast foods?

Gene: Yes. How did you know I was going to talk about that guy?

Elizabeth: Because I think you talked about this guy.

Gene: I just love this guy. I’m like addicted to his videos now and I forget his name. We should put him in the show notes.

Elizabeth: We’ll link to that. We’ll link to Yoga With Adriene, Lon.TV and…

Gene: The guy that reviews fast food. He’s a kid and he’s hilarious when he reviews fast food.

Elizabeth: Kind of what Jon was talking about like maybe think about how can you do that with your business. Is there something you could do? I mean Gene, could you do how to do videos for CRMs.

Gene: We do. Again just as ideas for you if you’re listening and you want to leverage YouTube because we sell five CRM products. Go To Webinar is very, very affordable.

Elizabeth: Easy to use.

Gene: Very easy to use. I got online with a client of mine and we just talked about like three things, three benefits they’re getting out of this product. What are you using it for? What do you do? Oh, I’m using it for email. I’m using it for whatever. We had a conversation, it’s a video conversation. It wasn’t for the public to see. I just recorded it on Go To Webinar and I posted it onto our YouTube channel. It took literally like 20 minutes to do all in and then we went our separate ways. I already looked at it today and it had something like 250 views. That’s like amazing. Sometimes people call me and they’ll be like, “Yeah. We’re thinking of getting a CRM and we saw some of your videos on YouTube.” The world is looking at videos, man.

The millennial generation, it’s a video driven generation. Even a couple hundred views, these are potential leads for you.

Elizabeth: I have to admit I got a new camera over the weekend. I did not even look at the user manual. I just went to YouTube and searched for how to videos.

Gene: We do the same thing. I had a problem. It was something in my house and you go to YouTube and see if there’s a video to show me what to do. It’s very, very powerful. A lot of people are using it. Very inexpensive to do. You keep it short and sweet because it’s 140 character world we live in.

Elizabeth: You can actually make money off that YouTube ads.

Gene: We don’t have enough traffic. That’s not the idea for my YouTube page because a couple hundreds views isn’t going to generate any advertisements. It generate leads. It generate leads. It depends on your business. You know what I mean and how you want to turn it into…

Elizabeth: Gene, you got a lead from this podcast, didn’t you?

Gene: Yeah. I’ve got a couple leads from this podcast. People listen and then they call and have a question and they reach out. Yeah.

Elizabeth: Can I get a cut?

Gene: We’re going to have to talk about that off-air, Elizabeth. Okay? We don’t bring up finances on this show for the public to hear.

Elizabeth: Alright. Thanks for joining us, everyone. Thank you to our guest Jon Ferrara of Nimble. We’ll be back in a couple days with our next episode.

Gene: See you soon.

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