The Crestcast Podcast

I’m talking about Motivating clients to refer you as a route marketer. In the world of route marketing, (sometimes called field marketing) the role of a route marketer goes far beyond simply influencing and persuading potential clients. While persuasion is a crucial aspect of any marketing strategy, a route marketer's job transcends that. It's about tapping into the core of human psychology, understanding emotions, and using them as a powerful tool to motivate clients to act.Especially because every other marketer with the competitors is probably doing it wrong! In this article, I want to explore why a route marketer's job is not just toinfluence and persuade but to motivate clients to proceed and actually refer you, by you using emotion.First, we have to Understand the Emotional Connection:

I’m talking about Spectacular Customer Service for Small Businesses and especially disaster recovery businesses.There’s an old saying that customer service is like a good joke — if you have to explain it, it’s probably not working. But for small businesses, spectacular customer service isn’t just a punchline; it’s the lifeblood of your operation. And guess what? You don’t need a corporate-sized budget or a 200-page handbook to make your customers feel like royalty. Here are some great but simple ways to wow your customers, with just a dash of humor to keep it light in this Marketing Genius podcast.

For Small Companies – it’s about the Art of Doing the Little Things Spectacularly Ah, customer service—that mystical art of making people feel valued, appreciated, and maybe just a little bit more human after interacting with your business. Big companies often promise the moon but somehow only manage to deliver a handful of moon dust (or, let’s face it, a customer service bot named “Luna” that sends you in circles). This leaves a golden opportunity for small businesses to shine like the superstars they are by providing simple, spectacular customer service that doesn’t break the bank.In this podcast, I’m going to give you 12 very effective (and cheap) ways to make your customers love you:1. Answer the Phone....

With new business contacts, building trust is a critical aspect of marketing and sales. Especially in fields like disaster restoration where relationships with plumbers, insurance agents, property managers, and even carpet cleaners can lead to valuable referrals. When approaching potential partners without an existing relationship, the challenge lies in overcoming skepticism and resistance while respecting their time and priorities. Establishing credibility and trust requires a thoughtful strategy that combines professionalism, value-driven communication, and genuine relationship-building efforts.First impressions are crucial, particularly during a cold visit. The way a marketer presents themselves — both in demeanor and appearance — sets the tone for the interaction. A professional, approachable, and confident demeanor, coupled with a clean and well-organized appearance, immediately conveys competence and respect. Preparation is equally important. Taking 

It usually involves demonstrating differentiation since much of the technical service provided is very similar.   In our highly competitive disaster restoration industry, businesses face a common challenge - - limited service differentiation. Water damage remediation, fire restoration, and mold removal services often appear nearly identical to customers, making it difficult for a company (or the marketer) to stand out in a crowded marketplace. However, differentiation does not always require a revolutionary change in service offerings 

Specifically --  Adapting to different business cultures is a challenge. It’s like trying to fit in at a party where you don’t know anybody. You’ve got your quiet book club types in the corner, sipping tea and quoting Edgar Allen Poe, while in the other room the karaoke crowd is belting out “Don’t Stop Believin” by Journey. As a marketer… Your challenge? You’ve got to be able to hang with both groups without looking like you wandered in by mistake. Now, imagine this party is the business world, and you’re a guest. Each business has its own quirks and traditions, even if they’re technically doing the same thing. Take plumbers, for instance. One company might treat its operations like a military drill, barking orders and expecting you to show up with blueprints and precision timing. Another plumber? They might be running things like a family barbecue—shoes optional, laughter mandatory, and business talk happening somewhere between bites of ribs.So, how do you navigate this maze of personalities? 

This is a crucial skill for route marketers seeking to connect with decision-makers.  Gatekeepers, often receptionists or assistants, are tasked with protecting the time and attention of their bosses. To successfully navigate this wall, marketers must use a combination of tact, strategy, and authenticity to establish trust and gain access to the right people.One of the most effective ways to approach a gatekeeper is to treat them as an ally or partner, not an obstacle. 

Closing a contract in the disaster restoration industry requires a combination of urgency, trust-building, empathy, and assurance of quality service. I usually focus on helping the marketer become a million-dollar producer for their company – but in the past year or so many owners have asked me to help them with their closing ratios. So, … Here are 12 effective and simple strategies to help close the contract:

In disaster restoration, building a strong referral network is key, but qualifying lead sources is just as important to make sure your time and resources are invested wisely.  In this podcast, I’ll give you numerous ideas to help you qualify and get good leads and to market effectively: When you’re evaluating and trying to qualify good lead sources, you’ll want to consider ...

In the disaster restoration industry, visiting insurance agents and assessing their potential as long-term clients can indeed be a time-intensive process. To streamline this, focusing on strategic questioning can help you qualify prospects quickly, allowing you to invest time in those who show strong potential. In the typical territory or market area, there can easily be over 500 insurance agents and over 500 plumbers to visit. In this podcast I'm going to give you a half dozen things route marketers can do to evaluate the potential value and worthiness of the prospect for referral and leads.