What You’ll Learn From This Episode:
- Stop being the 'best kept secret'
- Applying simplicity, empathy, and imperfection
- Figure out what gives you real, deep meaningful joy
Related Links and Resources:
My version: Bryan has generously given us an opportunity to discover our unique archetype. He has worked with the New York Times to create a 30 second quiz to figure yours out: www.bryankramer.com/personalbrandquiz
Bryan Kramer is not only a marketing visionary, but he’s also a coach’s dream. A co-founder of PureMatter Marketing Agency, Bryan helped grow it to gross over $30 million in revenue using one powerful tool: Human Connection. Bryan’s success led to him doing an IBM Sponsored TedTalk in 2014. His two books, “There Is No B2B or B2C: It’s Human to Human H2H” and “Shareology: How Sharing is Powering the Human Economy” sold over 35,000 copies in total.
Here are the highlights of this episode:
2:01 Bryan’s ideal Client: My ideal client, my sweet-spot right now is working one-on-one and in groups with coaches, consultants, and entrepreneurs. They are people that are high-performers, they have gotten very good in what they do but they just have not been taught on how to get and grow their business. So, I work with them on how to grow the business, how to use marketing and sales to actually grow the business that they're so passionate about.
2:44 Problem Bryan helps solve: Usually it's knowing how to show up, what to say, not to feel 'salesy' or 'sleezy' and to serve. How do I serve without selling? And at the same time, where is value? Where do I give value, what's enough value, what's too much value? Before I got hired, after I get hired, where do I structure my business? How do I structure my business? Where do I leave things that give them enough that they know what I do and at the end of the day, how do they know that they can trust me to hire me? How do they understand me, how do they know my impact on the world, how I impacted others just like them, and know that they can move forward with me? And so, I can help them understand those things, I can do it very quickly, and I'm very passionate about it, I'm excited by it.
4:12 Typical symptoms that clients do before reaching out to Bryan: The symptom is usually "I'm really good at what I do and I'm the best kept secret. I just wish more people knew about me." I got a client who's a gold medalist in the Pan Am Games (Pan American), I've got a client who's a NY Times bestseller, I've got a client who's a multi six figure, almost a million-dollar client in the agency business and then he went to be stay at home dad to be with his kids and then he wanted to re-enter the workforce and wanted to create then a whole new world entrepreneurial business. Again, it's a best kept secret. At the end of the day, how do they create, how do they get out of there and evolve to a place where they're not the best kept secret and get everybody back to understanding that they know what they're talking about and they can serve at a really high level. I have the formula and process for taking them through that to getting them known.
5:57 What are some of the common mistakes that folks make before finding Bryan and his solution: Reinventing yourself is a keen to trying to pivot. And I always try to take a look at it as though you're looking at a Kilimanjaro. If you're trying to pivot, you're looking at Kilimanjaro massive mountain, you're trying to climb. And when you look at the Kilimanjaro, it's too great, it's too big, it's massive. It's like looking at a ship, we're talking about EBM of the recording. Like when you're trying to take an EBM, you're trying to move a big ship. It's really hard to do. But when you look at things in increments like little Lego building blocks, then it becomes much easier. So, I prefer to take it in little shifts versus big pivots. Instead of trying to reinvent yourself, let's figure out where you want to go and point at it but then let's figure out what are the little building blocks that we need to do to put in place, what are the shifts that need to happen, so that we can make little 1%, 1 degree shifts that are going to get you there. And then that becomes our plan.
7:24 Bryan’s Valuable Free Action (VFA): I said this in my first book: 'There Is No B2B Or B2c: It's Human to Human', there's plenty more in the book but there's 3 things in the book; simplicity, empathy, and imperfection. Take a look at your business today and look at how your business is operating or look at YOU as a person is operating. And just put yourself through this test; how simplistic is the understanding of your audience or your potential audience in understanding in what you do. And then empathy; how empathetic are you or are your customers around the customer service that you deliver. And the same thing around imperfection; are you too robotic? Are you trying to be too perfect? Because perfection does not exist. You actually wanted to be more human, more understandable, and more connected to your audience because they're going to want to work with you even more when they have an understanding of who you actually are. When you can apply those 3 things, you're going to get more intimate; more intimacy with your potential clients and then you're going to get more business. That's the more higher level of it.
8:49 Bryan’s Valuable Free Resource (VFR): We're not all the same, we all share differently. And the thing that I would offer to everyone, I had 35,000 people take my personal brand quiz and that gives you 1 of 6 'Archetypes'. The archetypes tell you exactly how you can share so that you become more of yourself. Because we are all different archetypes, we are different people on how we show up in the world. So, go to bryankramer.com/personalbrandquiz and that will allow you to walk through in less than 30 seconds and it will tell you which archetype you are, which one of 6. I've worked with the NY Times research and study group to build the algorithm around this and it will tell you which one you are. It's not going to sell you; this is not a sales' piece but it will send you emails and those emails will tell you exactly how to use that archetype in your life or in your business. Again, there's no sales in the business.
10:26 What is the thing that I need to be that will help me grow as a human into the next evolution of where I can go? We're always wondering what's the next step, what's the next level of what I can do in my life. And I always loved that question of "what's next?". I really there's two parts of showing up in this world; the first part is making sure that we look in words and we start to actually figure out what gives us joy; like real, deep meaningful joy. I had a huge experience when I left my agency and I don't time to go into that but I pivoted massively. And when I exited my agency, I lost 70 pounds, quit traveling and speaking 170 days a year and my wife and I, we're still together today but I had to choose joy versus all of that stuff. So, choose joy, figure out what your joy is. And number two is that find what that joy is and then figure out how do you move that so that your lifestyle is now your priority. That's where a coach or a mentor, consultant or one of those people can help you to find that path without giving up on the things that you just figured out that you don't want to have anymore in your life. It's a process of how do I build a business and have business and life balance at the same time or have a life that I can scale while still living the joy.
“You actually wanted to be more human, more understandable, and more connected to your audience because they're going to want to work with you even more when they have an understanding of who you actually are" – Kramer