{"version":"1.0.0","segments":[{"startTime":0.27,"endTime":4.09,"body":"Do you create and published content,"},{"startTime":0.27,"endTime":4.09,"body":"but feel like it's falling on deaf ears."},{"startTime":4.67,"endTime":8.53,"body":"Now you might have great content,"},{"startTime":4.67,"endTime":8.53,"body":"the most entertaining podcast,"},{"startTime":9.35,"endTime":11.57,"body":"or super fun to read blog posts."},{"startTime":12.15,"endTime":16.81,"body":"But if you're not thinking about who your"},{"startTime":12.15,"endTime":16.81,"body":"ideal customer is and how you can help"},{"startTime":17.04,"endTime":20.4,"body":"them, then no one is going"},{"startTime":17.04,"endTime":20.4,"body":"to be paying attention."},{"startTime":21.27,"endTime":23.36,"body":"When you try to appeal to everyone,"},{"startTime":23.7,"endTime":27.16,"body":"or you just have a vague idea"},{"startTime":23.7,"endTime":27.16,"body":"of who you're talking to,"},{"startTime":27.78,"endTime":31.4,"body":"you're not gonna appeal"},{"startTime":27.78,"endTime":31.4,"body":"to anyone at all. Now,"},{"startTime":31.401,"endTime":36.08,"body":"if you're ready to attract a real"},{"startTime":31.401,"endTime":36.08,"body":"ideal customer for you and your"},{"startTime":36.44,"endTime":40.63,"body":"business, it's time to learn"},{"startTime":36.44,"endTime":40.63,"body":"how to speak their language."},{"startTime":41.85,"endTime":45.35,"body":"You're listening to the captain"},{"startTime":41.85,"endTime":45.35,"body":"coder podcast each week."},{"startTime":45.51,"endTime":49.15,"body":"I take you through actionable strategies"},{"startTime":45.51,"endTime":49.15,"body":"that can help you grow your online"},{"startTime":49.43,"endTime":53.51,"body":"business. I'm your host, Marisa"},{"startTime":49.43,"endTime":53.51,"body":"VanSkiver, AKA captain coder."},{"startTime":55.93,"endTime":59.62,"body":"Now, if you want to talk to an"},{"startTime":55.93,"endTime":59.62,"body":"attract your ideal customer,"},{"startTime":60.12,"endTime":64.06,"body":"you have to understand your"},{"startTime":60.12,"endTime":64.06,"body":"ideal customer. First look,"},{"startTime":64.12,"endTime":65.86,"body":"you have to understand"},{"startTime":64.12,"endTime":65.86,"body":"them to speak to them."},{"startTime":66.14,"endTime":70.14,"body":"Cuz marketing is really all"},{"startTime":66.14,"endTime":70.14,"body":"about psychology and empathy."},{"startTime":70.72,"endTime":73.86,"body":"You need to ask yourself, what are"},{"startTime":70.72,"endTime":73.86,"body":"your customers struggling with?"},{"startTime":74.41,"endTime":75.61,"body":"What do they want to do better?"},{"startTime":76.16,"endTime":80.65,"body":"What results do they wanna get"},{"startTime":76.16,"endTime":80.65,"body":"for themselves and their business?"},{"startTime":81.33,"endTime":86.01,"body":"A lot of this is research based"},{"startTime":81.33,"endTime":86.01,"body":"and we have to delve deep into"},{"startTime":86.011,"endTime":89.29,"body":"thinking about what our"},{"startTime":86.011,"endTime":89.29,"body":"customers are struggling with."},{"startTime":89.59,"endTime":92.37,"body":"And I'm not talking just about what"},{"startTime":89.59,"endTime":92.37,"body":"they're struggling with in their business,"},{"startTime":92.79,"endTime":96.319,"body":"but what they're struggling with in"},{"startTime":92.79,"endTime":96.319,"body":"their personal lives for many of us,"},{"startTime":96.38,"endTime":100.2,"body":"if especially if you are a B2B"},{"startTime":96.38,"endTime":100.2,"body":"done for you, service provider,"},{"startTime":100.7,"endTime":105.2,"body":"you're going in there and you're helping"},{"startTime":100.7,"endTime":105.2,"body":"an entrepreneur make their business"},{"startTime":105.201,"endTime":107.88,"body":"better. You're taking"},{"startTime":105.201,"endTime":107.88,"body":"something off of their plate."},{"startTime":107.98,"endTime":112.71,"body":"You're making their lives easier"},{"startTime":107.98,"endTime":112.71,"body":"by doing something for them."},{"startTime":113.33,"endTime":116.15,"body":"You are literally doing work for them."},{"startTime":116.61,"endTime":121.55,"body":"So they are able to trust you and"},{"startTime":116.61,"endTime":121.55,"body":"take that completely off their own,"},{"startTime":122.02,"endTime":123.71,"body":"play off their own worry list, right?"},{"startTime":124.61,"endTime":129.15,"body":"But if you don't know why they wanna"},{"startTime":124.61,"endTime":129.15,"body":"hire you and I'm not talking so that you"},{"startTime":129.169,"endTime":132.86,"body":"can do their bookkeeping for them,"},{"startTime":129.169,"endTime":132.86,"body":"I'm not talking about the fact that,"},{"startTime":132.861,"endTime":134.5,"body":"you know, you can do"},{"startTime":132.861,"endTime":134.5,"body":"their scheduling for them."},{"startTime":134.65,"endTime":138.46,"body":"They're hiring you because they're"},{"startTime":134.65,"endTime":138.46,"body":"overwhelmed. They want greater profit."},{"startTime":138.49,"endTime":140.74,"body":"They wanna be able to work"},{"startTime":138.49,"endTime":140.74,"body":"on things in their business."},{"startTime":141.169,"endTime":145.86,"body":"There's a lot of different avenues and"},{"startTime":141.169,"endTime":145.86,"body":"a different reasons that somebody makes"},{"startTime":146.139,"endTime":151.01,"body":"a hire and it's often not"},{"startTime":146.139,"endTime":151.01,"body":"based on the surface level"},{"startTime":151.48,"endTime":152.31,"body":"need."},{"startTime":152.31,"endTime":156.69,"body":"So you have to go deeper and"},{"startTime":152.31,"endTime":156.69,"body":"understand why your customers"},{"startTime":157.11,"endTime":160.97,"body":"are hiring you to begin with. If"},{"startTime":157.11,"endTime":160.97,"body":"you already have a customer base,"},{"startTime":161.4,"endTime":165.65,"body":"this is so easy to go in and"},{"startTime":161.4,"endTime":165.65,"body":"ask them, what exactly was it?"},{"startTime":165.83,"endTime":169.16,"body":"Why did you hire me? What"},{"startTime":165.83,"endTime":169.16,"body":"were you struggling with?"},{"startTime":169.46,"endTime":172.639,"body":"And why did you choose me"},{"startTime":169.46,"endTime":172.639,"body":"as that person to help you?"},{"startTime":173.58,"endTime":178.0,"body":"You need to know why your"},{"startTime":173.58,"endTime":178.0,"body":"customer is making the decisions"},{"startTime":178.31,"endTime":182.84,"body":"they're making, why they are"},{"startTime":178.31,"endTime":182.84,"body":"hiring someone to help them,"},{"startTime":183.3,"endTime":186.2,"body":"why they are searching for"},{"startTime":183.3,"endTime":186.2,"body":"a solution to their problem."},{"startTime":186.66,"endTime":189.639,"body":"And you have to get down"},{"startTime":186.66,"endTime":189.639,"body":"to the bedrock need,"},{"startTime":190.22,"endTime":191.68,"body":"not just the surface level need,"},{"startTime":191.75,"endTime":195.52,"body":"because you have to appeal to what"},{"startTime":191.75,"endTime":195.52,"body":"they're actually concerned about before"},{"startTime":195.521,"endTime":198.669,"body":"they're ever going to"},{"startTime":195.521,"endTime":198.669,"body":"consider even hiring you."},{"startTime":199.26,"endTime":200.99,"body":"There's another level to this though."},{"startTime":201.41,"endTime":205.71,"body":"You have to be able to attract your"},{"startTime":201.41,"endTime":205.71,"body":"customer by talking about the things that"},{"startTime":205.711,"endTime":209.15,"body":"they actually understand that"},{"startTime":205.711,"endTime":209.15,"body":"they're actually going to connect to."},{"startTime":209.69,"endTime":212.91,"body":"You cannot attract someone by"},{"startTime":209.69,"endTime":212.91,"body":"using your technical jargon,"},{"startTime":213.06,"endTime":217.7,"body":"because they only have a"},{"startTime":213.06,"endTime":217.7,"body":"basic understanding of, Hey,"},{"startTime":218.6,"endTime":222.1,"body":"but they don't know exactly"},{"startTime":218.6,"endTime":222.1,"body":"if that's what they need."},{"startTime":222.96,"endTime":223.793,"body":"Say for instance,"},{"startTime":223.85,"endTime":228.34,"body":"that you do honey book set up or"},{"startTime":223.85,"endTime":228.34,"body":"you use dub Sodo to help streamline"},{"startTime":228.49,"endTime":229.5,"body":"someone's business."},{"startTime":230.28,"endTime":233.7,"body":"If your entire content is about"},{"startTime":230.28,"endTime":233.7,"body":"making your honey book easier,"},{"startTime":234.04,"endTime":238.61,"body":"making your dubs Sodo and setting it up"},{"startTime":234.04,"endTime":238.61,"body":"and five tips to make dubs Sodo easier."},{"startTime":239.24,"endTime":241.37,"body":"What if I don't know"},{"startTime":239.24,"endTime":241.37,"body":"that I need dubs Sodo."},{"startTime":241.83,"endTime":246.41,"body":"You have to get down into the"},{"startTime":241.83,"endTime":246.41,"body":"bedrock of what someone needs"},{"startTime":247.03,"endTime":251.89,"body":"and talk to them in the way that they"},{"startTime":247.03,"endTime":251.89,"body":"think they are not buried in your"},{"startTime":252.09,"endTime":253.24,"body":"business every day. Like you are,"},{"startTime":253.74,"endTime":257.839,"body":"you have to get yourself out"},{"startTime":253.74,"endTime":257.839,"body":"of your own head basically."},{"startTime":258.38,"endTime":262.279,"body":"And think like your customer thinks"},{"startTime":258.38,"endTime":262.279,"body":"you can't talk to somebody when you're"},{"startTime":262.28,"endTime":266.08,"body":"talking on a completely different"},{"startTime":262.28,"endTime":266.08,"body":"RA wavelength than they are."},{"startTime":266.62,"endTime":267.52,"body":"If you're doing that,"},{"startTime":267.54,"endTime":271.12,"body":"if you're on a whole different wavelength"},{"startTime":267.54,"endTime":271.12,"body":"and you're talking about things that"},{"startTime":271.121,"endTime":273.99,"body":"are so technical, that"},{"startTime":271.121,"endTime":273.99,"body":"they don't understand,"},{"startTime":275.29,"endTime":279.47,"body":"that's where you're getting content."},{"startTime":275.29,"endTime":279.47,"body":"That's falling on deaf ears. And look,"},{"startTime":279.75,"endTime":283.11,"body":"I have been just as guilty"},{"startTime":279.75,"endTime":283.11,"body":"about this. Honestly,"},{"startTime":283.52,"endTime":285.589,"body":"being a web designer and web developer,"},{"startTime":286.01,"endTime":290.5,"body":"you can bet your butt that I"},{"startTime":286.01,"endTime":290.5,"body":"have fallen into this same trap."},{"startTime":290.501,"endTime":294.42,"body":"Over the years, I have talked about"},{"startTime":290.501,"endTime":294.42,"body":"how I build WordPress websites."},{"startTime":295.16,"endTime":297.62,"body":"No one really cares that I"},{"startTime":295.16,"endTime":297.62,"body":"build WordPress websites."},{"startTime":297.621,"endTime":300.66,"body":"They just care that I bring them"},{"startTime":297.621,"endTime":300.66,"body":"leads through their websites."},{"startTime":301.42,"endTime":305.7,"body":"I have talked about how I do"},{"startTime":301.42,"endTime":305.7,"body":"SEO. Some of my clients kind of,"},{"startTime":305.701,"endTime":308.18,"body":"sort of know that SEO is"},{"startTime":305.701,"endTime":308.18,"body":"important for their business,"},{"startTime":308.48,"endTime":311.01,"body":"but they don't really understand SEO."},{"startTime":311.77,"endTime":316.49,"body":"I have talked about how I"},{"startTime":311.77,"endTime":316.49,"body":"create blog copy and how I write"},{"startTime":316.86,"endTime":319.81,"body":"blogs and ghost write"},{"startTime":316.86,"endTime":319.81,"body":"for clients. And again,"},{"startTime":320.79,"endTime":324.69,"body":"not a lot of people understand why"},{"startTime":320.79,"endTime":324.69,"body":"they need that. That's not a need."},{"startTime":324.691,"endTime":329.12,"body":"That's not even a want on"},{"startTime":324.691,"endTime":329.12,"body":"most of my clients radars."},{"startTime":329.62,"endTime":334.279,"body":"So they don't really understand what they"},{"startTime":329.62,"endTime":334.279,"body":"want and what they need until we start"},{"startTime":334.28,"endTime":336.4,"body":"talking. And then we get a connection."},{"startTime":337.14,"endTime":340.52,"body":"All they know is what benefits"},{"startTime":337.14,"endTime":340.52,"body":"them and their own business."},{"startTime":341.19,"endTime":344.2,"body":"They don't know what you do, and"},{"startTime":341.19,"endTime":344.2,"body":"they really don't care what you do."},{"startTime":344.94,"endTime":348.83,"body":"As long as what you do is"},{"startTime":344.94,"endTime":348.83,"body":"solving a problem for them."},{"startTime":350.17,"endTime":354.15,"body":"Now that doesn't mean you don't"},{"startTime":350.17,"endTime":354.15,"body":"need to know the value you provide."},{"startTime":354.81,"endTime":359.32,"body":"You have to get a hundred percent clear"},{"startTime":354.81,"endTime":359.32,"body":"on the outcomes that you're providing"},{"startTime":359.321,"endTime":360.154,"body":"your customers."},{"startTime":360.88,"endTime":364.2,"body":"I want you to think about your"},{"startTime":360.88,"endTime":364.2,"body":"best sales call that you ever had,"},{"startTime":364.61,"endTime":367.68,"body":"where you were talking to someone."},{"startTime":364.61,"endTime":367.68,"body":"And they were really understanding,"},{"startTime":368.06,"endTime":371.04,"body":"and they were getting really excited"},{"startTime":368.06,"endTime":371.04,"body":"about how you're gonna help them."},{"startTime":371.041,"endTime":373.24,"body":"And they signed before you"},{"startTime":371.041,"endTime":373.24,"body":"even got off the phone."},{"startTime":374.1,"endTime":377.91,"body":"How were you telling them that"},{"startTime":374.1,"endTime":377.91,"body":"you were going to help them?"},{"startTime":378.42,"endTime":381.39,"body":"What benefits were you telling"},{"startTime":378.42,"endTime":381.39,"body":"them that you were providing?"},{"startTime":381.54,"endTime":384.35,"body":"What value are you providing now?"},{"startTime":384.589,"endTime":389.35,"body":"I do want you to step back and think about"},{"startTime":384.589,"endTime":389.35,"body":"the technical terminology that you're"},{"startTime":389.351,"endTime":393.94,"body":"using now. That's important,"},{"startTime":389.351,"endTime":393.94,"body":"partially, somewhat for SEO,"},{"startTime":394.33,"endTime":396.5,"body":"because you need to somewhat know, okay,"},{"startTime":396.501,"endTime":400.26,"body":"what might people be searching if"},{"startTime":396.501,"endTime":400.26,"body":"they have any kind of awareness of my"},{"startTime":400.261,"endTime":402.42,"body":"technical jargon, but more,"},{"startTime":403.14,"endTime":405.779,"body":"I want you to think about"},{"startTime":403.14,"endTime":405.779,"body":"that technical terminology,"},{"startTime":406.089,"endTime":410.38,"body":"because I want you to identify"},{"startTime":406.089,"endTime":410.38,"body":"where you're using that"},{"startTime":410.49,"endTime":412.54,"body":"technical jargon now."},{"startTime":413.23,"endTime":417.61,"body":"And I want you to completely strip"},{"startTime":413.23,"endTime":417.61,"body":"it out of what you're saying."},{"startTime":417.91,"endTime":420.85,"body":"Now we're gonna, we're gonna talk about"},{"startTime":417.91,"endTime":420.85,"body":"how to do that here in a little bit,"},{"startTime":421.15,"endTime":423.17,"body":"but I just want you to"},{"startTime":421.15,"endTime":423.17,"body":"get that in your head."},{"startTime":423.72,"endTime":427.05,"body":"What technical jargon are"},{"startTime":423.72,"endTime":427.05,"body":"you using on a daily basis?"},{"startTime":428.04,"endTime":429.89,"body":"What kinds of things"},{"startTime":428.04,"endTime":429.89,"body":"are you already saying?"},{"startTime":430.59,"endTime":434.36,"body":"And are you focused on the benefits"},{"startTime":430.59,"endTime":434.36,"body":"or are you focused on the features?"},{"startTime":434.5,"endTime":439.0,"body":"And those features tend to be the"},{"startTime":434.5,"endTime":439.0,"body":"technical terminology instead of the"},{"startTime":439.001,"endTime":439.834,"body":"benefits."},{"startTime":440.86,"endTime":444.8,"body":"And then I want you to think about what's"},{"startTime":440.86,"endTime":444.8,"body":"the value that you are helping people"},{"startTime":444.86,"endTime":448.76,"body":"get from working with you. What is"},{"startTime":444.86,"endTime":448.76,"body":"the outcome? Why are you different?"},{"startTime":449.26,"endTime":450.31,"body":"Why are you unique?"},{"startTime":450.77,"endTime":455.67,"body":"You need to be intentional about"},{"startTime":450.77,"endTime":455.67,"body":"how you serve your clients and"},{"startTime":455.671,"endTime":459.39,"body":"really get into your head."},{"startTime":455.671,"endTime":459.39,"body":"Okay? Why are they coming to me?"},{"startTime":460.05,"endTime":462.83,"body":"Why am I the best person"},{"startTime":460.05,"endTime":462.83,"body":"to work with them?"},{"startTime":463.33,"endTime":465.31,"body":"And why am I going to get them results?"},{"startTime":465.85,"endTime":469.78,"body":"And what results am I going to"},{"startTime":465.85,"endTime":469.78,"body":"get them? What is their outcome?"},{"startTime":469.781,"endTime":472.38,"body":"What do they want? And how"},{"startTime":469.781,"endTime":472.38,"body":"am I gonna get them there?"},{"startTime":473.16,"endTime":475.5,"body":"Now this is a lot to think"},{"startTime":473.16,"endTime":475.5,"body":"through. I know that,"},{"startTime":475.96,"endTime":480.34,"body":"but I just want you to start brainstorming"},{"startTime":475.96,"endTime":480.34,"body":"now because when you have some ideas,"},{"startTime":480.341,"endTime":482.78,"body":"either get out your notes app"},{"startTime":480.341,"endTime":482.78,"body":"and just sketch some ideas."},{"startTime":482.84,"endTime":486.22,"body":"Or if you wanna be that weird"},{"startTime":482.84,"endTime":486.22,"body":"person who's out walking their dog,"},{"startTime":486.37,"endTime":489.69,"body":"talking into your voice memos,"},{"startTime":486.37,"endTime":489.69,"body":"like, um, I do on a daily basis."},{"startTime":489.91,"endTime":491.49,"body":"Now get out your voice memo."},{"startTime":492.13,"endTime":494.29,"body":"I know you're out doing something"},{"startTime":492.13,"endTime":494.29,"body":"while you're listening to this."},{"startTime":494.31,"endTime":499.13,"body":"So take a second and explain what's"},{"startTime":494.31,"endTime":499.13,"body":"the value you're providing and what"},{"startTime":499.131,"endTime":502.69,"body":"technical terminology are you using"},{"startTime":499.131,"endTime":502.69,"body":"now? And just off the top of your head,"},{"startTime":503.16,"endTime":507.2,"body":"dump it out. Okay. Now"},{"startTime":503.16,"endTime":507.2,"body":"that you're back to me,"},{"startTime":507.61,"endTime":511.88,"body":"let's talk about how you actually"},{"startTime":507.61,"endTime":511.88,"body":"talk to your ideal customer"},{"startTime":512.5,"endTime":516.12,"body":"and how you use their language. Now,"},{"startTime":516.14,"endTime":519.96,"body":"the number one key to doing"},{"startTime":516.14,"endTime":519.96,"body":"this is doing some keyword"},{"startTime":520.96,"endTime":523.79,"body":"research. Now let's take a step back."},{"startTime":524.67,"endTime":529.67,"body":"I know that if I say the word SEO, key"},{"startTime":524.67,"endTime":529.67,"body":"word research, you are probably gonna go,"},{"startTime":529.91,"endTime":533.75,"body":"oh, I have no idea what that"},{"startTime":529.91,"endTime":533.75,"body":"means. I don't wanna do that."},{"startTime":533.751,"endTime":536.72,"body":"That sounds really difficult and"},{"startTime":533.751,"endTime":536.72,"body":"a really confusing you're right?"},{"startTime":537.02,"endTime":541.08,"body":"But unfortunately it is"},{"startTime":537.02,"endTime":541.08,"body":"the best way to discover"},{"startTime":541.9,"endTime":545.64,"body":"how your customer is talking"},{"startTime":541.9,"endTime":545.64,"body":"about their problems,"},{"startTime":545.85,"endTime":550.2,"body":"their needs that leads them"},{"startTime":545.85,"endTime":550.2,"body":"to find you and your services."},{"startTime":550.86,"endTime":551.081,"body":"Now,"},{"startTime":551.081,"endTime":556.07,"body":"there are a lot of different"},{"startTime":551.081,"endTime":556.07,"body":"keyword tools that make this"},{"startTime":556.23,"endTime":559.83,"body":"a lot more user user"},{"startTime":556.23,"endTime":559.83,"body":"friendly. I personally,"},{"startTime":560.03,"endTime":563.47,"body":"I like using Google AdWords, re"},{"startTime":560.03,"endTime":563.47,"body":"keyword research tool. It is free."},{"startTime":563.89,"endTime":566.99,"body":"You do have to set up a Google ads"},{"startTime":563.89,"endTime":566.99,"body":"account. If you don't have one already,"},{"startTime":567.49,"endTime":570.39,"body":"you may have to plug a card"},{"startTime":567.49,"endTime":570.39,"body":"in and start a free campaign."},{"startTime":570.63,"endTime":572.34,"body":"And they've got made it a"},{"startTime":570.63,"endTime":572.34,"body":"lot more complex to use."},{"startTime":572.679,"endTime":574.46,"body":"So I understand if you"},{"startTime":572.679,"endTime":574.46,"body":"don't wanna start there,"},{"startTime":574.48,"endTime":578.86,"body":"unless you already have an ad word"},{"startTime":574.48,"endTime":578.86,"body":"account and you can just pop in there."},{"startTime":579.32,"endTime":584.1,"body":"Now you can also check out"},{"startTime":579.32,"endTime":584.1,"body":"Maz keyword, Explorer, HFS,"},{"startTime":584.46,"endTime":588.38,"body":"solution, SEM Rush's solution. It'll"},{"startTime":584.46,"endTime":588.38,"body":"link all of these in today's show notes,"},{"startTime":589.24,"endTime":591.73,"body":"all of these offer free trials."},{"startTime":592.63,"endTime":594.37,"body":"Now here's the other"},{"startTime":592.63,"endTime":594.37,"body":"thing that you can do."},{"startTime":594.63,"endTime":599.21,"body":"You can literally just start Googling"},{"startTime":594.63,"endTime":599.21,"body":"things and see what comes up."},{"startTime":600.11,"endTime":600.331,"body":"Now."},{"startTime":600.331,"endTime":605.13,"body":"I don't want you to start Googling"},{"startTime":600.331,"endTime":605.13,"body":"your technical jargon because"},{"startTime":605.131,"endTime":605.964,"body":"here's the thing."},{"startTime":606.75,"endTime":611.4,"body":"The only people Googling your technical"},{"startTime":606.75,"endTime":611.4,"body":"jargon are other service providers doing"},{"startTime":611.401,"endTime":614.96,"body":"exactly what you're doing."},{"startTime":611.401,"endTime":614.96,"body":"They think they know."},{"startTime":615.38,"endTime":618.48,"body":"And so you're going to get a lot"},{"startTime":615.38,"endTime":618.48,"body":"of articles. A lot of blog posts,"},{"startTime":618.96,"endTime":620.52,"body":"a lot of things around what you do,"},{"startTime":620.94,"endTime":623.92,"body":"and the only other people reading them"},{"startTime":620.94,"endTime":623.92,"body":"are gonna be people in your industry."},{"startTime":624.5,"endTime":627.99,"body":"Not the people you're trying"},{"startTime":624.5,"endTime":627.99,"body":"to reach. It's crazy. Right?"},{"startTime":627.991,"endTime":631.429,"body":"But you have to think about"},{"startTime":627.991,"endTime":631.429,"body":"it in a totally different way."},{"startTime":631.69,"endTime":636.55,"body":"So we're gonna translate and use"},{"startTime":631.69,"endTime":636.55,"body":"your customer's language. Instead."},{"startTime":637.33,"endTime":639.83,"body":"Now, when I'm teaching digital"},{"startTime":637.33,"endTime":639.83,"body":"marketing at Wichita state,"},{"startTime":640.33,"endTime":643.51,"body":"we go through this exercise"},{"startTime":640.33,"endTime":643.51,"body":"ourselves, at least in part,"},{"startTime":643.511,"endTime":647.22,"body":"when we're creating buyer"},{"startTime":643.511,"endTime":647.22,"body":"personas like the first week."},{"startTime":647.72,"endTime":648.98,"body":"And then we go through it again."},{"startTime":648.981,"endTime":652.94,"body":"When we talk about Google ads in like"},{"startTime":648.981,"endTime":652.94,"body":"their fourth or fifth week of class,"},{"startTime":654.32,"endTime":659.26,"body":"and this is the number one thing that"},{"startTime":654.32,"endTime":659.26,"body":"really trips a lot of people up because"},{"startTime":659.261,"endTime":663.94,"body":"they think about only themselves and"},{"startTime":659.261,"endTime":663.94,"body":"their business and not their customer"},{"startTime":664.32,"endTime":669.21,"body":"at all. I don't know how many"},{"startTime":664.32,"endTime":669.21,"body":"times I have told students, Hey,"},{"startTime":669.6,"endTime":673.65,"body":"just because you don't like clicking on"},{"startTime":669.6,"endTime":673.65,"body":"an ad or just because you don't think"},{"startTime":673.651,"endTime":677.13,"body":"that's beneficial, doesn't mean"},{"startTime":673.651,"endTime":677.13,"body":"that your target customer won't."},{"startTime":677.63,"endTime":680.01,"body":"So we've gotten a little bit"},{"startTime":677.63,"endTime":680.01,"body":"better over the semesters."},{"startTime":680.011,"endTime":682.61,"body":"I've gotten a little bit better about"},{"startTime":680.011,"endTime":682.61,"body":"teaching them how to think like their"},{"startTime":682.85,"endTime":682.93,"body":"customer,"},{"startTime":682.93,"endTime":687.88,"body":"because I've noticed that's a huge"},{"startTime":682.93,"endTime":687.88,"body":"disconnect and one of the best ways to do"},{"startTime":687.881,"endTime":691.64,"body":"that, which is always surprising. When"},{"startTime":687.881,"endTime":691.64,"body":"I tell people, dig into Facebook groups,"},{"startTime":692.92,"endTime":695.679,"body":"I am not a huge fan of Facebook"},{"startTime":692.92,"endTime":695.679,"body":"right now. I'm not gonna get into it."},{"startTime":696.059,"endTime":700.88,"body":"The only reason that I am still on"},{"startTime":696.059,"endTime":700.88,"body":"Facebook are because groups are a"},{"startTime":700.99,"endTime":704.27,"body":"gold mine to understand"},{"startTime":700.99,"endTime":704.27,"body":"your buyer persona."},{"startTime":705.09,"endTime":706.87,"body":"So think about the types of groups."},{"startTime":707.34,"endTime":710.71,"body":"Your ideal customer is hanging"},{"startTime":707.34,"endTime":710.71,"body":"out in and go join them."},{"startTime":711.429,"endTime":714.04,"body":"And even better if they"},{"startTime":711.429,"endTime":714.04,"body":"offer some public posts,"},{"startTime":714.041,"endTime":718.92,"body":"you can even search and look at"},{"startTime":714.041,"endTime":718.92,"body":"those conversations without having to"},{"startTime":718.921,"endTime":719.754,"body":"join the group."},{"startTime":719.94,"endTime":724.0,"body":"But I recommend you join the group and"},{"startTime":719.94,"endTime":724.0,"body":"join the conversation so you can provide"},{"startTime":724.01,"endTime":726.08,"body":"value and potentially get clients."},{"startTime":726.58,"endTime":729.0,"body":"But the first thing you're gonna"},{"startTime":726.58,"endTime":729.0,"body":"do is just look and see, okay,"},{"startTime":729.001,"endTime":733.15,"body":"how are they talking about their problems?"},{"startTime":729.001,"endTime":733.15,"body":"And look at other online communities."},{"startTime":734.05,"endTime":737.79,"body":"You may have, your ideal client may"},{"startTime":734.05,"endTime":737.79,"body":"be in an online community on discord."},{"startTime":737.94,"endTime":741.55,"body":"It's not all about Facebook."},{"startTime":737.94,"endTime":741.55,"body":"They may be in a LinkedIn group."},{"startTime":742.309,"endTime":743.63,"body":"I'm pretty sure those are still a thing."},{"startTime":744.14,"endTime":748.63,"body":"They just may be hanging out in"},{"startTime":744.14,"endTime":748.63,"body":"comments on certain influencers"},{"startTime":749.28,"endTime":750.113,"body":"pages."},{"startTime":750.36,"endTime":754.54,"body":"So just think about where your ideal"},{"startTime":750.36,"endTime":754.54,"body":"audience is hanging out and do some"},{"startTime":754.86,"endTime":759.3,"body":"research, do some guessing, but"},{"startTime":754.86,"endTime":759.3,"body":"also just go through and see, okay,"},{"startTime":759.301,"endTime":763.179,"body":"this is my ideal community or no,"},{"startTime":759.301,"endTime":763.179,"body":"this is not my ideal community."},{"startTime":764.24,"endTime":765.073,"body":"Here's the thing."},{"startTime":765.46,"endTime":770.45,"body":"I just joined a crap done of"},{"startTime":765.46,"endTime":770.45,"body":"Facebook groups in the last"},{"startTime":770.451,"endTime":773.37,"body":"like six weeks, just to"},{"startTime":770.451,"endTime":773.37,"body":"kind of get an ideal."},{"startTime":773.59,"endTime":775.97,"body":"I'm changing up my own ICA."},{"startTime":777.07,"endTime":780.37,"body":"And I very quickly discovered"},{"startTime":777.07,"endTime":780.37,"body":"that what I thought my ICA was,"},{"startTime":780.63,"endTime":784.29,"body":"was not because I did not wanna work with"},{"startTime":780.63,"endTime":784.29,"body":"the people that I was finding in these"},{"startTime":784.69,"endTime":785.523,"body":"Facebook groups."},{"startTime":785.55,"endTime":789.72,"body":"So I have fine tune my"},{"startTime":785.55,"endTime":789.72,"body":"own ICA based off of this."},{"startTime":790.1,"endTime":792.08,"body":"Now this is not a go into a group,"},{"startTime":792.63,"endTime":796.48,"body":"find some information and be done"},{"startTime":792.63,"endTime":796.48,"body":"in a couple hours. You could be,"},{"startTime":796.94,"endTime":800.0,"body":"but I highly recommend that you're paying"},{"startTime":796.94,"endTime":800.0,"body":"attention to these online communities"},{"startTime":800.1,"endTime":803.4,"body":"for a few weeks and refining this process."},{"startTime":804.179,"endTime":807.27,"body":"You can use a search function in a"},{"startTime":804.179,"endTime":807.27,"body":"Facebook group and in other online"},{"startTime":807.271,"endTime":809.39,"body":"communities and you"},{"startTime":807.271,"endTime":809.39,"body":"can dig and find a lot."},{"startTime":809.73,"endTime":814.71,"body":"But joining in those live conversations"},{"startTime":809.73,"endTime":814.71,"body":"are probably your best way to"},{"startTime":814.711,"endTime":817.07,"body":"really understand your ideal customer."},{"startTime":818.17,"endTime":822.51,"body":"But don't forget about your own"},{"startTime":818.17,"endTime":822.51,"body":"current customers. Now, I, I get it."},{"startTime":822.65,"endTime":826.1,"body":"Not all of our current customer"},{"startTime":822.65,"endTime":826.1,"body":"base maybe is our ideal customer,"},{"startTime":826.27,"endTime":829.7,"body":"especially if you're like me and maybe"},{"startTime":826.27,"endTime":829.7,"body":"you're changing up your ideal customer"},{"startTime":829.701,"endTime":833.94,"body":"just a little bit, but go back to your"},{"startTime":829.701,"endTime":833.94,"body":"own customers and ask these questions,"},{"startTime":834.16,"endTime":837.42,"body":"ask what brought them into"},{"startTime":834.16,"endTime":837.42,"body":"working with you. Look at the,"},{"startTime":837.62,"endTime":841.38,"body":"at your reviews that they're leaving and"},{"startTime":837.62,"endTime":841.38,"body":"how they talk about the things that you"},{"startTime":841.52,"endTime":846.41,"body":"do to help them go back and"},{"startTime":841.52,"endTime":846.41,"body":"interview a customer and just ask"},{"startTime":846.411,"endTime":850.37,"body":"them, okay. If I were to talk to you"},{"startTime":846.411,"endTime":850.37,"body":"about X, Y, Z, about this service,"},{"startTime":850.371,"endTime":855.1,"body":"about dub Sodo, what"},{"startTime":850.371,"endTime":855.1,"body":"does that help you with?"},{"startTime":855.24,"endTime":858.14,"body":"And then they would tell, well, I'm"},{"startTime":855.24,"endTime":858.14,"body":"more interested in the productivity."},{"startTime":858.24,"endTime":861.89,"body":"I'm more interested in improving"},{"startTime":858.24,"endTime":861.89,"body":"my processes, you know,"},{"startTime":862.08,"endTime":864.77,"body":"find out why they came from you."},{"startTime":865.55,"endTime":869.81,"body":"And then honestly do some basic Googling."},{"startTime":865.55,"endTime":869.81,"body":"If you've talked to enough people,"},{"startTime":870.27,"endTime":875.09,"body":"you might have an idea in your head"},{"startTime":870.27,"endTime":875.09,"body":"of what their language might be."},{"startTime":875.55,"endTime":879.05,"body":"So do some basic Googling and see"},{"startTime":875.55,"endTime":879.05,"body":"what kind of results you're getting."},{"startTime":879.23,"endTime":883.36,"body":"And if that matches up,"},{"startTime":879.23,"endTime":883.36,"body":"now, when you're doing this,"},{"startTime":883.66,"endTime":888.64,"body":"you need to make sure that you're"},{"startTime":883.66,"endTime":888.64,"body":"thinking about the intent of that search."},{"startTime":889.62,"endTime":893.6,"body":"Why is someone looking for the"},{"startTime":889.62,"endTime":893.6,"body":"content through that keyword?"},{"startTime":894.35,"endTime":897.24,"body":"What would they expect to find on"},{"startTime":894.35,"endTime":897.24,"body":"the other side, in other words,"},{"startTime":897.82,"endTime":900.16,"body":"so you go through and do Google research,"},{"startTime":900.35,"endTime":905.24,"body":"just do a simple Google search on some"},{"startTime":900.35,"endTime":905.24,"body":"ideas that you have and look at what"},{"startTime":905.38,"endTime":907.04,"body":"is ranking for those keywords."},{"startTime":907.06,"endTime":910.71,"body":"Now as that mostly a"},{"startTime":907.06,"endTime":910.71,"body":"learning kind of stuff,"},{"startTime":910.93,"endTime":915.19,"body":"or they mostly buy pages and make"},{"startTime":910.93,"endTime":915.19,"body":"sure that you're looking at the ads,"},{"startTime":915.41,"endTime":916.91,"body":"not just the organic stuff,"},{"startTime":917.47,"endTime":922.39,"body":"cuz if somebody is promoting a product"},{"startTime":917.47,"endTime":922.39,"body":"or a service based on your keyword,"},{"startTime":922.81,"endTime":926.95,"body":"one, that means there's probably"},{"startTime":922.81,"endTime":926.95,"body":"value in that keyword. But two,"},{"startTime":927.5,"endTime":931.54,"body":"that means that there's"},{"startTime":927.5,"endTime":931.54,"body":"buyers value in that keyword."},{"startTime":932.12,"endTime":935.42,"body":"So you wanna look and see what those"},{"startTime":932.12,"endTime":935.42,"body":"ads are running and what people are"},{"startTime":935.53,"endTime":937.3,"body":"promoting in those ads."},{"startTime":938.88,"endTime":943.42,"body":"And then think about how you can"},{"startTime":938.88,"endTime":943.42,"body":"turn any of your keywords into"},{"startTime":943.82,"endTime":947.17,"body":"questions. Naturally, we"},{"startTime":943.82,"endTime":947.17,"body":"tend to search questions,"},{"startTime":947.29,"endTime":950.81,"body":"I think almost more than anything"},{"startTime":947.29,"endTime":950.81,"body":"else. How do I grow my business?"},{"startTime":951.95,"endTime":955.93,"body":"How can I get more"},{"startTime":951.95,"endTime":955.93,"body":"productive? I need help."},{"startTime":956.49,"endTime":959.69,"body":"\u003claugh\u003e okay. Maybe not quite that"},{"startTime":956.49,"endTime":959.69,"body":"much, cuz that gets us, you know,"},{"startTime":960.17,"endTime":963.45,"body":"heaven knows what I need help would"},{"startTime":960.17,"endTime":963.45,"body":"get us in Google, but we know,"},{"startTime":963.98,"endTime":968.04,"body":"think about how you're searching for"},{"startTime":963.98,"endTime":968.04,"body":"things and try to put it in those phrases."},{"startTime":969.02,"endTime":973.6,"body":"You also need to think about where"},{"startTime":969.02,"endTime":973.6,"body":"somebody is at when they're searching"},{"startTime":974.18,"endTime":976.72,"body":"for that specific phrase. So again,"},{"startTime":976.79,"endTime":978.6,"body":"look at the content that's"},{"startTime":976.79,"endTime":978.6,"body":"coming up on Google."},{"startTime":979.14,"endTime":981.36,"body":"Is it a lot of DIY related content?"},{"startTime":982.14,"endTime":986.67,"body":"Is it more by this program to"},{"startTime":982.14,"endTime":986.67,"body":"solve this problem kind of content?"},{"startTime":987.77,"endTime":991.71,"body":"Is it more sales funnels"},{"startTime":987.77,"endTime":991.71,"body":"and high level stuff?"},{"startTime":992.34,"endTime":997.19,"body":"Look at what's coming up now and"},{"startTime":992.34,"endTime":997.19,"body":"think about why somebody might be"},{"startTime":997.191,"endTime":999.63,"body":"searching this. They have a"},{"startTime":997.191,"endTime":999.63,"body":"pain point, they have a problem."},{"startTime":999.7,"endTime":1003.82,"body":"They have some kind of"},{"startTime":999.7,"endTime":1003.82,"body":"worry. What is that worry?"},{"startTime":1004.56,"endTime":1008.34,"body":"And then speak to that."},{"startTime":1004.56,"endTime":1008.34,"body":"But remember though,"},{"startTime":1008.341,"endTime":1012.14,"body":"depending on the keyword and key phrase"},{"startTime":1008.341,"endTime":1012.14,"body":"that you're thinking about using,"},{"startTime":1012.77,"endTime":1017.02,"body":"they may be only in a DIY stage, they"},{"startTime":1012.77,"endTime":1017.02,"body":"may not be in the ready to buy stage."},{"startTime":1017.021,"endTime":1018.94,"body":"Maybe they're in the ready to learn stage."},{"startTime":1019.6,"endTime":1022.89,"body":"So look at those keywords"},{"startTime":1019.6,"endTime":1022.89,"body":"and think about the intent."},{"startTime":1023.18,"endTime":1026.01,"body":"Think about where the"},{"startTime":1023.18,"endTime":1026.01,"body":"customer's at, but again,"},{"startTime":1026.38,"endTime":1031.33,"body":"think about how they use"},{"startTime":1026.38,"endTime":1031.33,"body":"their own language and make"},{"startTime":1031.331,"endTime":1035.97,"body":"sure you're talking like they do"},{"startTime":1031.331,"endTime":1035.97,"body":"because here's the number one thing"},{"startTime":1036.52,"endTime":1041.119,"body":"that I tell my students every single"},{"startTime":1036.52,"endTime":1041.119,"body":"semester, when it comes to SEO,"},{"startTime":1041.39,"endTime":1045.96,"body":"when it comes to social media, when"},{"startTime":1041.39,"endTime":1045.96,"body":"it comes to anything online marketing,"},{"startTime":1046.94,"endTime":1051.84,"body":"nobody is going to Google or"},{"startTime":1046.94,"endTime":1051.84,"body":"search or look for something that"},{"startTime":1051.841,"endTime":1052.84,"body":"they don't understand."},{"startTime":1053.8,"endTime":1058.71,"body":"They are only going to do that through"},{"startTime":1053.8,"endTime":1058.71,"body":"their own language and their own window"},{"startTime":1058.81,"endTime":1063.71,"body":"of understanding. So if you get super"},{"startTime":1058.81,"endTime":1063.71,"body":"technical, they are not going to, uh,"},{"startTime":1063.711,"endTime":1066.43,"body":"get it. They're not"},{"startTime":1063.711,"endTime":1066.43,"body":"going to connect with it."},{"startTime":1067.13,"endTime":1069.84,"body":"But if you speak like"},{"startTime":1067.13,"endTime":1069.84,"body":"your customer speaks,"},{"startTime":1069.9,"endTime":1072.4,"body":"if you write like your customer writes,"},{"startTime":1072.869,"endTime":1075.84,"body":"then you're going to come up for those"},{"startTime":1072.869,"endTime":1075.84,"body":"search results because that's what"},{"startTime":1075.841,"endTime":1079.8,"body":"they're actually searching for. They're"},{"startTime":1075.841,"endTime":1079.8,"body":"not searching for WordPress websites."},{"startTime":1080.35,"endTime":1082.8,"body":"They may be searching for"},{"startTime":1080.35,"endTime":1082.8,"body":"small business websites,"},{"startTime":1083.26,"endTime":1085.68,"body":"but they're probably looking"},{"startTime":1083.26,"endTime":1085.68,"body":"how to grow their business."},{"startTime":1085.95,"endTime":1089.63,"body":"They're probably thinking about"},{"startTime":1085.95,"endTime":1089.63,"body":"how can I increase my leads?"},{"startTime":1090.13,"endTime":1091.67,"body":"How can I get more discovery calls?"},{"startTime":1092.28,"endTime":1096.19,"body":"Those are my ICAS bedrock needs."},{"startTime":1096.66,"endTime":1099.47,"body":"They need leads. They need"},{"startTime":1096.66,"endTime":1099.47,"body":"to book out their calendar."},{"startTime":1100.22,"endTime":1101.99,"body":"They need to grow their business."},{"startTime":1102.81,"endTime":1107.38,"body":"So you have to think about the intent"},{"startTime":1102.81,"endTime":1107.38,"body":"where they're at and what kind of"},{"startTime":1107.66,"endTime":1109.9,"body":"language that they're using. Now,"},{"startTime":1109.901,"endTime":1112.78,"body":"one thing you don't wanna forget you,"},{"startTime":1112.93,"endTime":1117.859,"body":"they need to know your customer needs"},{"startTime":1112.93,"endTime":1117.859,"body":"to know what done looks like when they"},{"startTime":1117.86,"endTime":1118.693,"body":"work with you,"},{"startTime":1119.08,"endTime":1122.619,"body":"the outcomes that they're gonna get"},{"startTime":1119.08,"endTime":1122.619,"body":"and the goal they're going to hit."},{"startTime":1123.21,"endTime":1127.49,"body":"There's a lot of times when those keywords"},{"startTime":1123.21,"endTime":1127.49,"body":"that people are actually looking for"},{"startTime":1127.491,"endTime":1132.09,"body":"the outcomes like growing their business,"},{"startTime":1127.491,"endTime":1132.09,"body":"increasing their recurring revenue,"},{"startTime":1132.6,"endTime":1136.53,"body":"getting time back in their"},{"startTime":1132.6,"endTime":1136.53,"body":"day, getting freedom,"},{"startTime":1136.92,"endTime":1141.05,"body":"flexibility. Those are the things."},{"startTime":1136.92,"endTime":1141.05,"body":"Those are the outcomes that they want."},{"startTime":1141.109,"endTime":1145.76,"body":"That's what's going to appeal to them."},{"startTime":1141.109,"endTime":1145.76,"body":"How do I build a flexible business?"},{"startTime":1146.8,"endTime":1150.119,"body":"Mean think about it. We all got"},{"startTime":1146.8,"endTime":1150.119,"body":"into entrepreneurship or you know,"},{"startTime":1150.28,"endTime":1152.76,"body":"a lot of us because we thought,"},{"startTime":1150.28,"endTime":1152.76,"body":"oh, this is gonna be great."},{"startTime":1152.79,"endTime":1154.44,"body":"It's going to be so much more flexible."},{"startTime":1155.3,"endTime":1159.0,"body":"And then we all know that it"},{"startTime":1155.3,"endTime":1159.0,"body":"actually can consume you very easily."},{"startTime":1159.7,"endTime":1162.63,"body":"So think about your own pain"},{"startTime":1159.7,"endTime":1162.63,"body":"points as a business owner."},{"startTime":1162.69,"endTime":1166.27,"body":"If that's who you're trying to attract,"},{"startTime":1162.69,"endTime":1166.27,"body":"think about the things that you want,"},{"startTime":1166.77,"endTime":1168.27,"body":"but think about the outcomes."},{"startTime":1168.359,"endTime":1173.19,"body":"Think about the transformation"},{"startTime":1168.359,"endTime":1173.19,"body":"they're looking for. Now."},{"startTime":1173.191,"endTime":1176.39,"body":"If you wanna make this all much easier,"},{"startTime":1176.99,"endTime":1179.03,"body":"I actually have a freebie for you today."},{"startTime":1179.59,"endTime":1182.74,"body":"I put together a very quick jargon disor,"},{"startTime":1183.24,"endTime":1187.82,"body":"so you can dump out those ideas for"},{"startTime":1183.24,"endTime":1187.82,"body":"your technical jargon and put the"},{"startTime":1188.13,"endTime":1192.78,"body":"translation of how your customer speaks."},{"startTime":1188.13,"endTime":1192.78,"body":"Now, this will give you a good idea,"},{"startTime":1192.859,"endTime":1197.54,"body":"a good starting point to your keyword"},{"startTime":1192.859,"endTime":1197.54,"body":"research, but also is a really quick,"},{"startTime":1198.09,"endTime":1201.09,"body":"easy guide. So when you're"},{"startTime":1198.09,"endTime":1201.09,"body":"creating social media posts,"},{"startTime":1201.43,"endTime":1204.53,"body":"you know how to talk about it."},{"startTime":1201.43,"endTime":1204.53,"body":"When you're creating blog posts,"},{"startTime":1204.91,"endTime":1208.97,"body":"you know how to actually talk about it"},{"startTime":1204.91,"endTime":1208.97,"body":"and it gets you out of your own head and"},{"startTime":1209.0,"endTime":1213.369,"body":"into the head of your customer and"},{"startTime":1209.0,"endTime":1213.369,"body":"start thinking like they do. Now,"},{"startTime":1213.37,"endTime":1217.64,"body":"if you wanna be a really empathetic"},{"startTime":1213.37,"endTime":1217.64,"body":"business owner who understands their"},{"startTime":1217.84,"endTime":1220.96,"body":"customer and attracts your ideal audience,"},{"startTime":1221.55,"endTime":1225.68,"body":"then you need to talk like they"},{"startTime":1221.55,"endTime":1225.68,"body":"talk and the free jargon, the,"},{"startTime":1225.88,"endTime":1228.96,"body":"so is your first step to doing just that."},{"startTime":1229.34,"endTime":1234.16,"body":"Now you can grab that today at the link"},{"startTime":1229.34,"endTime":1234.16,"body":"in the show notes, or by going to Capt,"},{"startTime":1237.55,"endTime":1238.383,"body":"coder.com/zero five."},{"startTime":1239.23,"endTime":1244.19,"body":"Keyword research is not about"},{"startTime":1239.23,"endTime":1244.19,"body":"trying to trick Google and trying"},{"startTime":1244.25,"endTime":1245.83,"body":"to game in the system in any way."},{"startTime":1246.21,"endTime":1250.84,"body":"It is literally just trying to"},{"startTime":1246.21,"endTime":1250.84,"body":"discover how your customer is already"},{"startTime":1250.841,"endTime":1251.674,"body":"talking."},{"startTime":1251.78,"endTime":1256.64,"body":"So get out of the frame of reference that"},{"startTime":1251.78,"endTime":1256.64,"body":"this is a really terrifying thing and"},{"startTime":1256.869,"endTime":1261.28,"body":"just think, okay, how does my"},{"startTime":1256.869,"endTime":1261.28,"body":"customer think? How do they talk?"},{"startTime":1261.58,"endTime":1265.71,"body":"What's important to them? How do I"},{"startTime":1261.58,"endTime":1265.71,"body":"help when you approach it in that way,"},{"startTime":1266.5,"endTime":1269.39,"body":"this becomes a whole lot easier."},{"startTime":1270.68,"endTime":1275.19,"body":"Thank you all for tuning in to our show"},{"startTime":1270.68,"endTime":1275.19,"body":"this week to catch more captain coder,"},{"startTime":1275.369,"endTime":1279.27,"body":"you can subscribe to this podcast"},{"startTime":1275.369,"endTime":1279.27,"body":"on your favorite podcast app. Now,"},{"startTime":1279.271,"endTime":1282.31,"body":"if you have any questions or you wanna"},{"startTime":1279.271,"endTime":1282.31,"body":"learn more about digital marketing and"},{"startTime":1282.311,"endTime":1285.22,"body":"how it can help grow your"},{"startTime":1282.311,"endTime":1285.22,"body":"online business, follow us on"},{"startTime":1290.98,"endTime":1291.31,"body":"instagram@captaincoderorvisitusonlineatcapcoder.com."},{"startTime":1291.31,"endTime":1293.26,"body":"Can't wait to talk to"},{"startTime":1291.31,"endTime":1293.26,"body":"you all again next week."}]}