Your Best Marketing Asset Is Already in Your Notes App: How to Turn Client Wins Into Content That Closes

Every ergonomics consultant has them, moments where you walk out of an assessment and think, that actually made a real difference. The worker who came in defeated. The setup that needed one adjustment. The Amazon cart full of products that never needed to be purchased. But most of us let those moments evaporate. We don't write them up, don't post them, don't share them, and in doing so, we leave our most powerful marketing content sitting completely untapped.

In this episode, discover why client success stories are the highest-credibility marketing tool available to ergonomics consultants, and exactly what to do with them. Find out why one post is never enough (the forgetting curve is real, and the numbers will surprise you), why the AI content explosion has actually made authentic human stories more valuable, and how to turn a single client win into content that works across email, LinkedIn, lead magnets, sales conversations, and your own assessment deliverables.

What you'll take away:

•       Why the "I'll just buy something" objection is one of the most common — and how a real story dismantles it instantly

•       The Rule of Seven, the forgetting curve, and what the research actually says about how many touchpoints it takes to convert a prospect

•       Why AI has raised the value of authentic stories, not lowered it

•       The full content recycling playbook: email, LinkedIn, lead magnets, proposals, deliverables, and scheduling

•       The 3 things every client success story accomplishes: competence, integrity, and meeting people where they are

•       The one action to take this week — no matter where you are in your business

This episode is for every ergonomics consultant who has ever poured their heart into a post and heard nothing back — and wants to understand why that happens, and what to do instead.

Are you a healthcare professional curious about how office ergonomics assessments could fit into your services? I’ve got you covered with some valuable (and free!) resources at www.ergonomicshelp.com/free-training.

Transcript

0:00

Well, hey there. Welcome back to the Business of Ergonomics podcast. today's show is one that I think is going to stop a few of you in your tracks because it's about something you are already doing every single day that. You are almost certainly not using enough in your marketing. We're talking about client success stories, the wins, the moments where you walk out of an assessment and think, wow, that actually made a real difference for that company or that person today. But here's the thing. Those moments, they're not just feel good stories. They are some of the most powerful marketing content you have, and most of us are just letting them evaporate into thin air. So today we're going to walk through why that's happening, what the research actually says about how many times a potential client needs to hear your message before they take action. how the marketing landscape has shifted, especially with AI in the picture, and exactly how to turn those everyday assessment stories into content that works for you across every channel. Let's get into it. Welcome to the Business of Ergonomics Podcast. I'm your host, Darcy Jeremy. I'm a board-certified professional ergonomist with over fifteen years of experience delivering ergonomics programs to employers of all different types. In this podcast, I share what other healthcare professionals are already doing and being with ergonomics assessments and how to land those clients that you dream of. Without further ado, let's jump into this episode right now. I wanna start with a story that I think is going to resonate with a lot of you who do office ergonomics assessments. Imagine you walk into an assessment and before you've even had a chance to introduce yourself properly or explain the process, your client pulls out their phone and says, I just wanna show you my Amazon cart. I've got all this stuff I was thinking about ordering. There it is, a cart full of ergonomics products, a new chair, a monitor riser, a vertical mouse, wrist, rest, lumbar cushion. The works. Can you imagine how powerful that outcome is? They come in ready to spend money and you save them from spending it unnecessarily because the real situation and the solution was posture positioning and how they were using what they already had. Did you write it up? Did you post it anywhere? Did you put it in an email? Because if you didn't, you missed one of the most valuable marketing moments of your month, maybe even your quarter. And I hear this all the time in my programs. I see this pattern constantly actually. People have all the right equipment and they're just not using it optimally. And when you can walk in, make a few adjustments and completely transform someone's day, that is remarkable. That is Shareworthy. That's a story your future clients need to hear. There's also something deeper going on here and I want to unpack with you because the story does something really specific in marketing terms, so I'm gonna put on my marketing hat. It dismantles one of the most common objections that you're gonna face and the common objection with hiring someone with your ergonomics expertise is, I don't need you, I'll just buy something. So that Amazon cart story, that's the cure to that objection. It's true. It happened to you and you didn't have to make anything up. It's absolutely perfect and it will dismantle your client's objection even if they haven't even put that objection into words. I wanna build on that for a second because there is an underpinning here that I think is worth talking about, especially for most of us who are in the ergonomics world. We never took any marketing classes in school or even business. and even if you did take a marketing or a business program years ago when you were in your undergrad, things have shifted so much. And I call myself the epitome of a frugal agonist. I genuinely joke that I can make a cardboard box ergonomic heavy on the air quotes, because that's kind of my entire. Segue into a conversation about how it's not the product that is ergonomic, it's how it's used. Now I get that we may need to meet people where they are. The word ergonomic isn't going anywhere, but the principle matters and it is a massive value proposition in today's economic climate because think about this from your potential client's perspective. They're sitting in procurement meetings trying to justify budgets. They're worried about layouts. Their company is doing more with less. And here you come by saying, I could probably fix most of this without you buying anything new. That is an economic argument that lands right now in a way it maybe hasn't in previous years. so when you share a client success story, especially the ones that involve saving people money or getting results with existing equipment, you are making the argument. So we're talking about a social proof and in terms of credibility, it's the most credible form of marketing you can have. So let's dive a little bit more into this whole world of marketing. So let's talk about something that I think a lot of ergonomics consultants find genuinely discouraging when they first step into marketing. And that's the feeling that you've said something, you posted it, you shared it, and then nothing happened. The worst case scenario is that you spend a really long time on a post, on an email, and you really poured your heart out, and then it gets zero actions and you land zero new clients because of it, and then you quit. That's the worst case scenario, but. What does the research say about it? It's actually completely normal. In fact, it's expected. The concept of the marketing Rule of seven has been around since the 1930s originally developed by the film industry to understand how many times someone needed to see a movie ad before they'd actually buy a ticket, and the principal has only strengthened over time as. The media environment has become noisier and more fragmented. Modern research suggests it now takes anywhere from seven to 13 or more meaningful touchpoint before prospects take action. Some studies in B2B sales, push that number even higher, signing figures closer to eight to 12 interactions before a cold lead converts to a meeting. To a meeting, not even a sale, a meeting. And here's what a touch point actually means. It doesn't mean that they saw your post and stopped scrolling. Processed that information. It registered studies in cognitive psychology and advertising research distinguish between exposure and encoding. Being exposed to a message is not the same as actually absorbing it. The forgetting curve is real. Without reinforcement, people forget about 70% of new information within. 24 hours up to 90% within a week. So when you share a client success story once and move on thinking that anyone who needed to hear it heard it, that's just not how human memory and attention work. Think about your own experience as a customer. Think about your own experience as a consumer. How many times did you see an ad or hear about a product before you actually bought it? I bet it wasn't once, and you're probably more intentional than the average person about filtering what you pay attention to. your future Clients are getting bombarded. They're scrolling LinkedIn on their lunch break. They're half reading emails. They're in meetings. They have their own stress, their own priorities, their own noise. Your job is not to say something once and hope it lands. Your job is to show up consistently with content that is real and relevant until the day they actually need what you offer. And at that moment, you are the first person that they think of. So really it's the long game. That's the game. And client success stories are one of the most effective tools you have to play it. The global ergonomic consulting market was valued at approximately 900 million bucks in 2025, which is crazy and is projected to grow at around 6% annually. The broader ergonomic product market is tracking similarly about 7%. That's a significant sustained growth curve in our industry and what's driving it. Msds, obviously, they're the top cause of work-related disability globally. In the US alone, ergonomic related injuries cost businesses over$20 billion annually, according to the Bureau of Labor Statistics. and here's that stat that I think every ergonomics consultant should have memorized So estimates suggest that up to 80% of the global population will experience back pain at some point in their lives. This is an if it's a, when the injuries are coming. The msds are happening. The question is whether your potential clients know you exist When they do. Now, let's layer in what's happening with AI and marketing. Marketing has fundamentally shifted. Am I right? And if you're feeling like it's harder to get noticed than it used to be, you are wrong. The volume of content being produced has exploded. AI tools have made it easier than ever to generate content, which means there is more noise than there has ever been in the history of marketing. So here's the counterintuitive truth. In a world where everyone can produce generic content easily, authentic human stories are worth even more. Now. Your client success stories cannot be reproduced by ai. They are not generic. They happen to a real person in a real workplace. And you were the one who made the difference that specifically. That humanity there, that proof it cuts through in a way that a polished marketing email simply cannot. And yes, AI can absolutely help you with the heavy lifting. I designed a whole. Curriculum in my Accelerate the Business of Ergonomics program to show you exactly how you could get AI to do the heavy lifting in your marketing as an ergonomists. So if you are curious about that, I wanna get you to go to the wait list for when I open. Accelerate the business of ergonomics. Again, I only open this for enrollment four times a year, so go to ergonomics help.com/biz to sign up, and you can get that course about how to use AI as an ergonomists in your marketing. But there's just so much to the infrastructure of marketing that. AI can help you with, and that's smart. But here's the thing, the raw material, like the content itself, the story that you saw that needs to come from you, AI cannot just post something from the air and have the same voice that you bring to the table. And that story, that experience, the history of everything that you have done up to this point of time as an ergonomics consultant or a healthcare professional, getting into ergonomics, that's your unfair advantage, and it's one nobody can replicate. Okay, let's talk about what to actually do with these stories, because I don't want you walking away from this episode thinking, okay, that was nice, that's cute. And then do nothing'cause you have other stuff to do. As an ergonomics consultant, there's a thing that I think is really useful to think about marketing. And marketing doesn't have to be all day, every day type of thing, but you at least have to dedicate 15 to 30 minutes a day doing something, whether it's an email or a post somewhere to ensure that people know that you exist. I have heard the term lifestyle related to marketing before, and I truly believe in that. And here's the thing about client success content. It is highly recyclable, and I mean that in the best possible way. New people are coming into your world every single week. Someone who discovered you on LinkedIn three months ago just saw your post for the first time today. Someone who opened your email last Tuesday was too busy to read it properly. And the audience is constantly rotating here, which means content you've shared before, you can share it again with a new headline in a different format on a different platform. I promise you most people haven't processed it yet. The research we talked about tells us exactly that. So here's here's the playbook I want you to think about. First thing is your email list. Every time you have a meaningful client win, whether it's like a discomfort that resolved, a setup that was completely changed for the better, and it was like a lot simpler than anyone had to ever inve envisioned, or like a worker who came in defeated or like an industrial setting that required a simple fix that was not overly expensive. Write a short email about it. Keep it simple. What was the situation? What did you find? What changed? What did it mean for that person? You don't need to name anyone or share any identifying details. Just share the story. Those emails get forwarded. They get replies, and the key thing here is like they start conversations. Let's move on to LinkedIn. LinkedIn is where your corporate decision makers live and the format that performs best. There is not polished corporate copy. It's honest, specific human stories. The Amazon cart story I mentioned earlier, that's a LinkedIn post. That's a post that gets comets, gets shared, starts dms from people saying, we actually have this problem. I recommend building a rhythm of posting these stories regularly. If you can't do every day, that's fine, but it should be consistently. Once or twice a week, if you have content that resonated six months ago, repost it. Your audience has turned over. New followers joined. The algorithm has buried it for most people anyway. So a lead magnet, this is like marketing 1 0 1. This is something where you exchange value in return for an email. Most of the time you've done some significant research to what your ideal client would like. Whether that's corporate or if you're working directly with the consumer in whatever niche you wanna focus on. So you have designed some value added piece of information that will make their jobs easier related to ergonomics. However, the only way that they can access it is by giving you their email. Here's a couple ideas of how to design lead magnets. So your ideal client cares about this and wants to move forward with you. You can take three to five of your best client outcome stories and you can package them something as easy as that. You could call it something like Real results five Workplace Ergonomics wins that didn't require buying anything new. Or you can adapt it to your niche. Manufacturing, healthcare, office settings, whatever works. That's a lead magnet. That works because it speaks directly to your prospect's pain, their biggest fear, which is spending money they don't have on something that might not work. Let's talk about sales conversations and proposals. When you are in front of a decision maker, whether it's an HR director, operations manager, whoever signs off on this and they say, we're not sure this is necessary right now. That's when you pull out a story, not stats a story. I recently worked with a company similar to yours, and here's what we found. That is how objections get handled. That is the magic of having a sales. And if you want to be in this ergonomic space selling to corporate, you are going to have to confidently handle those objections. What I recommend doing is making a list of maybe the top five or 10 most common objections that may come up in those proposal and sales conversations. Handle each objection with stories or other reasoning tactics that makes working with you an absolute no brainer. Do that homework before. It is absolutely huge. Because this is how conversations move forward, and you really have to be confident in how you're gonna handle those objections. If you wanna sell to corporate, really? Let's talk about your deliverables. You can absolutely include brief case study references in your assessment reports, an executive summary that says in similar assessments. These types of interventions resulted in X adds credibility and context. It helps the reader understand that this is proven, repeatable and valuable. Scheduling your content. Here's my practical recommendation. Once you identify a story that actually resonates, that gets replies that people comment on, that sparks a common experience. I wanna encourage you to schedule to go out again in three months. Of course, you can put an iteration to it with the help of ai, but it still has to be your voice and then. Schedule it again in like six months. At each of these time periods, you're gonna have new subscribers, new followers, new people in your world that literally have never seen it before. And the people who have seen it, most of them didn't fully absorb it the first time. And you are technically putting a new spin on it too. So it's not entirely old, it's just the reality of how attention works for many of your clients. And prospects. I wanna close with something that I think ties this whole episode together. When you share a client success story, you are not just marketing, you're doing three specific things that are absolutely essential for service-based businesses. Number one here is competence. Competence is so important as an ergonomics service provider, it's proof that you know what you're doing. It's not just credentials on a wall. There's real outcomes in the real world that matters enormously to someone who has never worked with an ergonomics consultant before and has no idea what to expect. Second, you are demonstrating integrity. The Amazon cart story doesn't just show expertise. It shows that you are not there to sell them something. You're not there to solve their actual problem in a world. So second, you are demonstrating integrity. Okay? So that Amazon cart story, it doesn't just show the level of expertise that you bring to the table. It shows. That you're not there just to sell something. To take The easy way out. For some people could have just been like, yeah, totally that Amazon cart do it. Then peace out. You're there to solve their actual problem. In a world where everyone is skeptical about being sold to, am I right? That message is gold. You are the professional who will not screw them over, and they need to know that your stories is how they know that, especially because it brings that element of social proof and social trust, and that is. Incredibly valuable. Let's move on to number three. You are meeting people where they are. The frugal orgon is principle, the I might not need to buy anything. The one I talked about earlier in today's episode, in today's economic climate that absolutely lands, people are cost conscience. They've been burned before by solutions that didn't work. And when you can show up and say, I work with what you have, I solve the actual problem, and here are the outcomes. That's a remarkably compelling message. Your city needs to hear this. I really believe that. There are employers in your community who have workers in pain. Right now. there are HR managers staring at workers' compensation costs. There are individuals at home workstations that were set up in a hurry in 2020 and haven't been touched since. They don't know you exist, and the way you change that up is by showing up consistently with content that is real and valuable and specific. You need to be a marketer to do this. You really don't. You do need to be the expert that you already are and be willing to share what you are seeing and what you are doing about it. That's the whole thing. Start there. Alright, that's a wrap on today's episode. If this landed for you, here's what I want you to do this week. Think of one client win from the past month. Write it up. Three sentences, five sentences. It doesn't need to be long, and post it somewhere. LinkedIn, your email list, wherever your audience lives. Just start and if you're ready to go deeper on building the marketing systems and business foundations for your ergonomics practice. Would love to have you insight. Accelerate the business of ergonomics. We are opening enrollment soon. Just head to ergonomics help.com/. Biz to get on the notification list so you can be the first to know. Thank you so much for listening. I will see you in the next episode. Accelerate the Business of Ergonomics helps healthcare professionals building their own thriving ergonomic service business, and it's opening for enrollment soon. You can register now just by going to ergonomicshelp.com/biz to be the first notified once we open up the doors to Accelerate so that you too can tap into the strategies to build, attract customers, and raise your income with your own ergonomic services. Join the notification list to get the processes, the resources, and your future members you'll work with inside the program. You'll be the first to know about any brand new free training that I release, and you'll be the first in line when we open up the doors to Accelerate the Business of Ergonomics next. All you gotta do is head to ergonomicshelp.com/biz to get started now.