Revenue Accelerator with Frank Demming

In this episode of the Revenue Accelerator Podcast, we have invited Frank Demming. He is a competitive advantage strategist, revenue growth specialist, and small business marketing consultant. Known as the “Local Business Guy,” he is also the President and CEO of Local Business Marketing Solutions. The company specializes in helping local businesses increase their revenue by 25% within 12 months. Today, Frank talks with us about the importance of investing your time in experts and how they can grow your business.  

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Frank's Focus 


Most businesses that Frank helps have $2.5 to $5 million in revenue. He helps businesses get noticed on the internet and create opportunities for them to grow their business. As a revenue growth specialist, he has a very in-depth process of getting to know his clients' audiences. 

Listen Carefully to the Experts 


Don't just listen to the words of someone who's an expert in their field. But listen and look at the strategy that they're leveraging to communicate information.

Know the Behavior of your Audience


It is very important to know what your audience reacts to or what their behavior is. If you continue to market in the way that you did before when environmental factors have changed, you're just wasting your time and effort.


The most important thing is to know your client. You could reach out to them by surveys. You can have a standard survey from time to time to your most ideal clients and ask specific questions that will help you. 



Model what people are doing. Model what's being done to you. If you're a business owner and you're out, don't go and have the experience. Have the experience and ask yourself about what you learned from that experience. Figure out how you can model what you learned into your business, especially for marketing. 


The reason people work with experts is that they want their knowledge, specifically on business tactics. Most of the information is readily available out there in terms of being able to consume strategy. Strategy is one thing, but support and guidance are entirely other areas that require human engagement and interaction.

Investing in People 


If you're working with someone who knows what they're doing, there are learning curves in their strategy. Those strategies might be long-term or get-rich-quick strategies. But understand that it's really about working with someone who understands what they're doing. Be willing to make that investment because you get what you pay for.


For someone starting a startup company, get a loan and invest in lead generation. When it comes to lead generation, you have to do the short game and long game. The long game is your legacy. But the short game is what will get you started. 

Understanding Brilliance


When you start getting to the point of realizing what your unique brilliance is, you start delegating the things that you know are not. Even if you enjoy doing something, it may not be the best thing to get your brilliance. What you want to do is outsource the stuff that you hate. Start making a list of the stuff you hate doing in your business and outsource that first. Then make a list of something that is going to scale and grow your business. 


If you hate it, start liking it because that is going to make the difference. No one's going to be able to, to, to sell yourself like you.

Freeing yourself time 


Eventually, you will get to a point where your excellence also starts to get delegated. 20% of your effort produces 80% of your results. So if we're looking at that stuff that's in excellence and spending your time on that, then that's how you create true time freedom in your business because you're only spending 20% of your time doing the most impactful work and freeing yourself up to enjoy life and time the way that you want.

Reselling Someone 


Different industries behave in different ways and there are very different niches and different kinds of professionals. A very common mistake within these industries is the follow-up strategy. These strategies are easy to multiply revenue because it's not that people don't want to, but because they don't remember; keeping front of mind is one of the most important strategies. It's not just getting their attention, but it reminds people that you're there. It's why it's easier to resell someone than it is to acquire a new client.

Creating an Experience 


Many times, people think of leads in a one-dimensional way. They think clients are the only way for a lead to come to fruition and be worthwhile. But when it comes to leads, it's multi-dimensional. When you have a lead, it's not just the client. If you think of yourself, you're in a room, and all these doors around you lead to different opportunities. Every time you walk through one of those doors, all of those doors become available to you again. That's how you take the lead and turn it into an infinite supply. But it doesn't work if we're only thinking about people in a transactional way. So you need to build the relationship, systems, and processes to keep yourself front and top of mind. 

Recession-Proofing your Business 


In Frank's book, 7 Steps to Recession-Proofing Your Business, he says that there's a way where you can win without doing SEO. You can create a list of people who are searching for your business and your service. It's called Intent Search Marketing.

The Secret to Online Marketing 


One of the interesting things about online marketing is that there's a step to everything. The main step is your online presence because if your online presence isn't on point, you could do anything and you're not going to get recognition.


Resources Mentioned


Learn more about Frank Demming:

Frank’s book: