{"version":"1.0.0","segments":[{"speaker":"Simon Harvey","startTime":4.47,"endTime":7.77,"body":"As evermore tools come"},{"speaker":"Simon Harvey","startTime":4.47,"endTime":7.77,"body":"to market, there's a continual debate"},{"speaker":"Simon Harvey","startTime":7.77,"endTime":11.55,"body":"about the death of email and its"},{"speaker":"Simon Harvey","startTime":7.77,"endTime":11.55,"body":"relevance as a communication channel."},{"speaker":"Simon Harvey","startTime":12.39,"endTime":17.31,"body":"But year after year, email continues to"},{"speaker":"Simon Harvey","startTime":12.39,"endTime":17.31,"body":"be one of the most cost effective and best"},{"speaker":"Simon Harvey","startTime":17.31,"endTime":19.56,"body":"performing sales and marketing channels."},{"speaker":"Simon Harvey","startTime":20.4,"endTime":20.67,"body":"Email."},{"speaker":"Simon Harvey","startTime":20.82,"endTime":25.05,"body":"Email's still the medium of choice when"},{"speaker":"Simon Harvey","startTime":20.82,"endTime":25.05,"body":"it comes to most personal communications,"},{"speaker":"Simon Harvey","startTime":25.5,"endTime":28.89,"body":"and it's still the way most companies"},{"speaker":"Simon Harvey","startTime":25.5,"endTime":28.89,"body":"share their marketing messages."},{"speaker":"Simon Harvey","startTime":30.72,"endTime":36.04,"body":"When done well, email can inspire, but"},{"speaker":"Simon Harvey","startTime":30.72,"endTime":36.04,"body":"when done not so well, it can also be"},{"speaker":"Simon Harvey","startTime":36.04,"endTime":37.86,"body":"the quickest way into the junk drawer."},{"speaker":"Simon Harvey","startTime":38.75,"endTime":42.269,"body":"So, in today's episode,"},{"speaker":"Simon Harvey","startTime":38.75,"endTime":42.269,"body":"we're going to look at how to"},{"speaker":"Simon Harvey","startTime":42.269,"endTime":44.28,"body":"tell your story using email."},{"speaker":"Simon Harvey","startTime":45.249,"endTime":49.43,"body":"We'll go beyond the headlines and"},{"speaker":"Simon Harvey","startTime":45.249,"endTime":49.43,"body":"open rates and see how to actually"},{"speaker":"Simon Harvey","startTime":49.43,"endTime":53.09,"body":"create content that people will"},{"speaker":"Simon Harvey","startTime":49.43,"endTime":53.09,"body":"want to read and will remember."},{"speaker":"Simon Harvey","startTime":54.0,"endTime":55.24,"body":"So let's get started."},{"speaker":"Simon Harvey","startTime":59.15,"endTime":61.62,"body":"Hi there, I'm your host, Simon Harvey."},{"speaker":"Simon Harvey","startTime":62.0,"endTime":67.5,"body":"And welcome to the Authentic Marketing"},{"speaker":"Simon Harvey","startTime":62.0,"endTime":67.5,"body":"Podcast in association with Deia, where"},{"speaker":"Simon Harvey","startTime":67.5,"endTime":71.28,"body":"we give you actionable advice that"},{"speaker":"Simon Harvey","startTime":67.5,"endTime":71.28,"body":"will help you create marketing that"},{"speaker":"Simon Harvey","startTime":71.28,"endTime":74.5,"body":"works as a sales and marketing coach."},{"speaker":"Simon Harvey","startTime":75.01,"endTime":80.28,"body":"One of the questions that I get asked"},{"speaker":"Simon Harvey","startTime":75.01,"endTime":80.28,"body":"more than anything, I think, is whether"},{"speaker":"Simon Harvey","startTime":80.28,"endTime":85.14,"body":"email is still an effective way to"},{"speaker":"Simon Harvey","startTime":80.28,"endTime":85.14,"body":"communicate with prospects and leads."},{"speaker":"Simon Harvey","startTime":86.11,"endTime":89.79,"body":"And I must say the answer"},{"speaker":"Simon Harvey","startTime":86.11,"endTime":89.79,"body":"to me is a resounding yes."},{"speaker":"Simon Harvey","startTime":90.535,"endTime":93.015,"body":"There's other channels out"},{"speaker":"Simon Harvey","startTime":90.535,"endTime":93.015,"body":"there I think that may be more"},{"speaker":"Simon Harvey","startTime":93.015,"endTime":95.395,"body":"effective within certain niches."},{"speaker":"Simon Harvey","startTime":95.405,"endTime":98.035,"body":"Things like WhatsApp, we're"},{"speaker":"Simon Harvey","startTime":95.405,"endTime":98.035,"body":"seeing quite a lot of rise."},{"speaker":"Simon Harvey","startTime":98.835,"endTime":101.234,"body":"But, you know, emails are ubiquitous."},{"speaker":"Simon Harvey","startTime":101.275,"endTime":105.424,"body":"Everybody has an email address, and"},{"speaker":"Simon Harvey","startTime":101.275,"endTime":105.424,"body":"I would say everybody checks that"},{"speaker":"Simon Harvey","startTime":105.425,"endTime":109.704,"body":"address probably at least once per"},{"speaker":"Simon Harvey","startTime":105.425,"endTime":109.704,"body":"day, if not multiple times per hour"},{"speaker":"Simon Harvey","startTime":109.704,"endTime":111.711,"body":"in the case of business addresses."},{"speaker":"Simon Harvey","startTime":111.711,"endTime":116.205,"body":"The great thing about email,"},{"speaker":"Simon Harvey","startTime":111.711,"endTime":116.205,"body":"you know, is it's the medium"},{"speaker":"Simon Harvey","startTime":116.395,"endTime":117.465,"body":"that you can use for marketing."},{"speaker":"Simon Harvey","startTime":118.04,"endTime":121.74,"body":"But it's also the thing that"},{"speaker":"Simon Harvey","startTime":118.04,"endTime":121.74,"body":"everybody uses for personal messages."},{"speaker":"Simon Harvey","startTime":122.6,"endTime":128.079,"body":"So today in our conversation with"},{"speaker":"Simon Harvey","startTime":122.6,"endTime":128.079,"body":"Daniel, what I wanted to do is spread"},{"speaker":"Simon Harvey","startTime":128.079,"endTime":133.239,"body":"our net a little wider than maybe we go"},{"speaker":"Simon Harvey","startTime":128.079,"endTime":133.239,"body":"sometimes and look not just at how to"},{"speaker":"Simon Harvey","startTime":133.25,"endTime":139.81,"body":"send memorable marketing messages or sales"},{"speaker":"Simon Harvey","startTime":133.25,"endTime":139.81,"body":"messages, but really how to inspire and"},{"speaker":"Simon Harvey","startTime":139.829,"endTime":142.859,"body":"convince people in everyday emails too."},{"speaker":"Simon Harvey","startTime":143.32,"endTime":146.43,"body":"So let's jump over and say hi to Daniel."},{"speaker":"Simon Harvey","startTime":155.829,"endTime":157.34,"body":"So, hi there, Daniel."},{"speaker":"Simon Harvey","startTime":157.35,"endTime":158.37,"body":"How's things?"},{"speaker":"Daniel Kleber","startTime":158.609,"endTime":159.519,"body":"Hello, Simon."},{"speaker":"Daniel Kleber","startTime":160.12,"endTime":161.63,"body":"Things are going great."},{"speaker":"Daniel Kleber","startTime":161.73,"endTime":162.329,"body":"Thank you."},{"speaker":"Simon Harvey","startTime":162.42,"endTime":162.88,"body":"Good."},{"speaker":"Simon Harvey","startTime":163.079,"endTime":164.37,"body":"You've been up too much this week."},{"speaker":"Daniel Kleber","startTime":165.475,"endTime":167.335,"body":"Yeah, this"},{"speaker":"Daniel Kleber","startTime":165.475,"endTime":167.335,"body":"week I had a lot to do."},{"speaker":"Daniel Kleber","startTime":167.335,"endTime":167.815,"body":"Yes."},{"speaker":"Daniel Kleber","startTime":167.905,"endTime":170.035,"body":"But you know, that was the longer weekend."},{"speaker":"Simon Harvey","startTime":170.395,"endTime":171.115,"body":"Oh yeah, yeah,"},{"speaker":"Daniel Kleber","startTime":171.475,"endTime":171.925,"body":"yeah."},{"speaker":"Daniel Kleber","startTime":171.955,"endTime":175.135,"body":"So I went down to Lau Brunan"},{"speaker":"Daniel Kleber","startTime":171.955,"endTime":175.135,"body":"and had a great time there."},{"speaker":"Simon Harvey","startTime":175.345,"endTime":175.945,"body":"Very good."},{"speaker":"Simon Harvey","startTime":176.005,"endTime":177.835,"body":"You're still doing your base jumping or?"},{"speaker":"Daniel Kleber","startTime":178.214,"endTime":180.945,"body":"Yes, I am still"},{"speaker":"Daniel Kleber","startTime":178.214,"endTime":180.945,"body":"alive and still doing it,"},{"speaker":"Simon Harvey","startTime":180.945,"endTime":181.904,"body":"so That's good to hear."},{"speaker":"Simon Harvey","startTime":181.904,"endTime":182.865,"body":"I always liked that."},{"speaker":"Simon Harvey","startTime":182.865,"endTime":184.334,"body":"It's good to have you back here each week."},{"speaker":"Simon Harvey","startTime":184.334,"endTime":184.515,"body":"Yeah."},{"speaker":"Simon Harvey","startTime":186.16,"endTime":186.44,"body":". Cool."},{"speaker":"Simon Harvey","startTime":186.45,"endTime":190.71,"body":"So, yeah, we've been talking a bit about"},{"speaker":"Simon Harvey","startTime":186.45,"endTime":190.71,"body":"emails and continue in our sort of general"},{"speaker":"Simon Harvey","startTime":190.72,"endTime":192.7,"body":"series as to how do I explain myself?"},{"speaker":"Simon Harvey","startTime":192.7,"endTime":196.98,"body":"You know, how do I explain what I"},{"speaker":"Simon Harvey","startTime":192.7,"endTime":196.98,"body":"do or how do I tell my story, but in"},{"speaker":"Simon Harvey","startTime":196.98,"endTime":199.059,"body":"the context of using email this week."},{"speaker":"Simon Harvey","startTime":199.77,"endTime":204.74,"body":"So yeah, it's interesting, I mean,"},{"speaker":"Simon Harvey","startTime":199.77,"endTime":204.74,"body":"we talked in the past about websites,"},{"speaker":"Simon Harvey","startTime":204.8,"endTime":208.22,"body":"we talked a lot about social and I"},{"speaker":"Simon Harvey","startTime":204.8,"endTime":208.22,"body":"think email is the next logical thing"},{"speaker":"Simon Harvey","startTime":208.22,"endTime":211.74,"body":"that a lot of people use, but a lot"},{"speaker":"Simon Harvey","startTime":208.22,"endTime":211.74,"body":"of people don't think about telling"},{"speaker":"Simon Harvey","startTime":211.74,"endTime":215.89,"body":"the story and they just think about"},{"speaker":"Simon Harvey","startTime":211.74,"endTime":215.89,"body":"sending one off emails that just say."},{"speaker":"Simon Harvey","startTime":216.145,"endTime":218.035,"body":"Hey, can I help you with this?"},{"speaker":"Simon Harvey","startTime":218.045,"endTime":221.425,"body":"You know, I'm in the area"},{"speaker":"Simon Harvey","startTime":218.045,"endTime":221.425,"body":"and I want to book a meeting."},{"speaker":"Simon Harvey","startTime":221.435,"endTime":225.395,"body":"You know, can I arrange a meeting for"},{"speaker":"Simon Harvey","startTime":221.435,"endTime":225.395,"body":"my sales rep or Hey, I'm the local"},{"speaker":"Simon Harvey","startTime":225.395,"endTime":228.435,"body":"representative for name some big company."},{"speaker":"Simon Harvey","startTime":228.585,"endTime":231.935,"body":"Can I book a meeting or"},{"speaker":"Simon Harvey","startTime":228.585,"endTime":231.935,"body":"Hey, do you need some leads?"},{"speaker":"Simon Harvey","startTime":232.065,"endTime":232.984,"body":"Can I book a meeting?"},{"speaker":"Simon Harvey","startTime":232.985,"endTime":235.075,"body":"You know, it always seems"},{"speaker":"Simon Harvey","startTime":232.985,"endTime":235.075,"body":"to be that sort of thing."},{"speaker":"Daniel Kleber","startTime":235.555,"endTime":237.535,"body":"Yeah, those"},{"speaker":"Daniel Kleber","startTime":235.555,"endTime":237.535,"body":"come in quite frequently."},{"speaker":"Daniel Kleber","startTime":238.435,"endTime":241.925,"body":"Yes, I think emails is a"},{"speaker":"Daniel Kleber","startTime":238.435,"endTime":241.925,"body":"pretty interesting topic"},{"speaker":"Daniel Kleber","startTime":242.045,"endTime":247.095,"body":"and also a underestimated"},{"speaker":"Daniel Kleber","startTime":242.045,"endTime":247.095,"body":"topic for a lot of companies."},{"speaker":"Daniel Kleber","startTime":247.255,"endTime":247.635,"body":"Uh huh."},{"speaker":"Simon Harvey","startTime":247.684,"endTime":247.934,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":248.424,"endTime":252.504,"body":"You know, I think we could"},{"speaker":"Daniel Kleber","startTime":248.424,"endTime":252.504,"body":"straight dive into the topic, Simon."},{"speaker":"Daniel Kleber","startTime":252.644,"endTime":253.065,"body":"Uh huh."},{"speaker":"Daniel Kleber","startTime":253.664,"endTime":261.024,"body":"What I wanted to know, Now from you"},{"speaker":"Daniel Kleber","startTime":253.664,"endTime":261.024,"body":"is, if it's better to use a series"},{"speaker":"Daniel Kleber","startTime":261.024,"endTime":263.804,"body":"of emails to tell one bigger story."},{"speaker":"Simon Harvey","startTime":264.025,"endTime":264.544,"body":"Okay."},{"speaker":"Daniel Kleber","startTime":264.924,"endTime":268.395,"body":"Or is it better"},{"speaker":"Daniel Kleber","startTime":264.924,"endTime":268.395,"body":"to tell smaller individual"},{"speaker":"Daniel Kleber","startTime":268.404,"endTime":271.115,"body":"stories in each single email?"},{"speaker":"Simon Harvey","startTime":271.854,"endTime":275.505,"body":"Okay, so you mean,"},{"speaker":"Simon Harvey","startTime":271.854,"endTime":275.505,"body":"Like using a nurture sequence when"},{"speaker":"Simon Harvey","startTime":275.505,"endTime":277.475,"body":"you're talking about a bigger story or"},{"speaker":"Daniel Kleber","startTime":278.225,"endTime":283.715,"body":"yeah, like you take one"},{"speaker":"Daniel Kleber","startTime":278.225,"endTime":283.715,"body":"story, split it apart into different"},{"speaker":"Daniel Kleber","startTime":283.745,"endTime":291.194,"body":"emails and send a series of emails out"},{"speaker":"Daniel Kleber","startTime":283.745,"endTime":291.194,"body":"that just tell this bigger story or do you"},{"speaker":"Daniel Kleber","startTime":291.594,"endTime":298.24,"body":"take each email on an individual level and"},{"speaker":"Daniel Kleber","startTime":291.594,"endTime":298.24,"body":"tell a One shorter story in every email."},{"speaker":"Simon Harvey","startTime":298.64,"endTime":301.439,"body":"Okay, I would say it"},{"speaker":"Simon Harvey","startTime":298.64,"endTime":301.439,"body":"depends and it really depends what"},{"speaker":"Simon Harvey","startTime":301.449,"endTime":303.34,"body":"you're trying to achieve from that."},{"speaker":"Simon Harvey","startTime":303.96,"endTime":305.869,"body":"So let's start with your first case."},{"speaker":"Simon Harvey","startTime":305.869,"endTime":309.219,"body":"You know, your series of emails"},{"speaker":"Simon Harvey","startTime":305.869,"endTime":309.219,"body":"you mentioned, or as I say, I would"},{"speaker":"Simon Harvey","startTime":309.219,"endTime":311.249,"body":"call it sort of a nurture sequence."},{"speaker":"Simon Harvey","startTime":311.539,"endTime":315.53,"body":"So yeah, the idea of those"},{"speaker":"Simon Harvey","startTime":311.539,"endTime":315.53,"body":"would be, for example, when"},{"speaker":"Simon Harvey","startTime":315.53,"endTime":316.989,"body":"you want to educate somebody."},{"speaker":"Simon Harvey","startTime":317.775,"endTime":322.104,"body":"Um, so maybe you've just reached out to"},{"speaker":"Simon Harvey","startTime":317.775,"endTime":322.104,"body":"them, they've downloaded your asset or"},{"speaker":"Simon Harvey","startTime":322.125,"endTime":325.674,"body":"something from the website, or they've"},{"speaker":"Simon Harvey","startTime":322.125,"endTime":325.674,"body":"just visited your webinar and you want"},{"speaker":"Simon Harvey","startTime":325.674,"endTime":328.324,"body":"to educate them as to what you do more."},{"speaker":"Simon Harvey","startTime":329.075,"endTime":333.105,"body":"In that case, what I would say"},{"speaker":"Simon Harvey","startTime":329.075,"endTime":333.105,"body":"is don't just send them one email"},{"speaker":"Simon Harvey","startTime":333.125,"endTime":335.604,"body":"because they'll forget one email."},{"speaker":"Simon Harvey","startTime":335.745,"endTime":340.025,"body":"What you want to do is send them five"},{"speaker":"Simon Harvey","startTime":335.745,"endTime":340.025,"body":"or six emails, and that is the perfect"},{"speaker":"Simon Harvey","startTime":340.025,"endTime":344.715,"body":"opportunity to really expand your story"},{"speaker":"Simon Harvey","startTime":340.025,"endTime":344.715,"body":"and tell it across each of those emails."},{"speaker":"Simon Harvey","startTime":345.88,"endTime":350.93,"body":"So if you were to do that, what I would"},{"speaker":"Simon Harvey","startTime":345.88,"endTime":350.93,"body":"recommend is the first of your emails"},{"speaker":"Simon Harvey","startTime":351.2,"endTime":355.09,"body":"focus on who your customer is and"},{"speaker":"Simon Harvey","startTime":351.2,"endTime":355.09,"body":"something that they want and the problem,"},{"speaker":"Simon Harvey","startTime":355.09,"endTime":356.749,"body":"you know, that very typical sort of thing."},{"speaker":"Simon Harvey","startTime":357.219,"endTime":361.969,"body":"Then you can talk about how you solve"},{"speaker":"Simon Harvey","startTime":357.219,"endTime":361.969,"body":"that problem in your second email."},{"speaker":"Simon Harvey","startTime":362.46,"endTime":365.84,"body":"And then where we move on slightly,"},{"speaker":"Simon Harvey","startTime":362.46,"endTime":365.84,"body":"you then get to the sort of the"},{"speaker":"Simon Harvey","startTime":365.84,"endTime":368.02,"body":"guide section in the brand script."},{"speaker":"Simon Harvey","startTime":368.08,"endTime":370.479,"body":"But in here you can actually"},{"speaker":"Simon Harvey","startTime":368.08,"endTime":370.479,"body":"talk about customers."},{"speaker":"Simon Harvey","startTime":370.479,"endTime":373.76,"body":"You can tell about a customer"},{"speaker":"Simon Harvey","startTime":370.479,"endTime":373.76,"body":"story in there or use some"},{"speaker":"Simon Harvey","startTime":373.76,"endTime":375.56,"body":"customer quotes in an email."},{"speaker":"Simon Harvey","startTime":376.299,"endTime":380.51,"body":"And then carrying on through"},{"speaker":"Simon Harvey","startTime":376.299,"endTime":380.51,"body":"that, you could use things like"},{"speaker":"Simon Harvey","startTime":380.51,"endTime":381.76,"body":"sort of calling out problems."},{"speaker":"Simon Harvey","startTime":381.77,"endTime":384.219,"body":"So if you know that these are"},{"speaker":"Simon Harvey","startTime":381.77,"endTime":384.219,"body":"some of the challenges that"},{"speaker":"Simon Harvey","startTime":384.219,"endTime":386.09,"body":"they have within the industry."},{"speaker":"Simon Harvey","startTime":386.715,"endTime":388.945,"body":"You could say, you know, this"},{"speaker":"Simon Harvey","startTime":386.715,"endTime":388.945,"body":"used to be the situation."},{"speaker":"Simon Harvey","startTime":388.945,"endTime":391.135,"body":"This used to be the problem,"},{"speaker":"Simon Harvey","startTime":388.945,"endTime":391.135,"body":"but it's not anymore."},{"speaker":"Simon Harvey","startTime":391.635,"endTime":394.365,"body":"So you could use that sort of"},{"speaker":"Simon Harvey","startTime":391.635,"endTime":394.365,"body":"approach to say, you know, this is"},{"speaker":"Simon Harvey","startTime":394.365,"endTime":395.635,"body":"how we're going to solve your problem."},{"speaker":"Simon Harvey","startTime":395.725,"endTime":399.015,"body":"You used to think that it was expensive"},{"speaker":"Simon Harvey","startTime":395.725,"endTime":399.015,"body":"to do this, but it's not with us."},{"speaker":"Simon Harvey","startTime":399.034,"endTime":400.505,"body":"We can do it cheaper because."},{"speaker":"Simon Harvey","startTime":401.055,"endTime":404.705,"body":"At the end of that sequence, then"},{"speaker":"Simon Harvey","startTime":401.055,"endTime":404.705,"body":"what I would recommend is you go back"},{"speaker":"Simon Harvey","startTime":404.705,"endTime":408.955,"body":"to your plan approach and in your"},{"speaker":"Simon Harvey","startTime":404.705,"endTime":408.955,"body":"last email in that sequence, then you"},{"speaker":"Simon Harvey","startTime":408.955,"endTime":412.615,"body":"can say, uh, you know, I've told you"},{"speaker":"Simon Harvey","startTime":408.955,"endTime":412.615,"body":"all about the things that we can do."},{"speaker":"Simon Harvey","startTime":412.705,"endTime":416.144,"body":"Let's connect and let's book a meeting"},{"speaker":"Simon Harvey","startTime":412.705,"endTime":416.144,"body":"and here's, you know, the process for"},{"speaker":"Simon Harvey","startTime":416.144,"endTime":420.034,"body":"doing that, you know, step number one,"},{"speaker":"Simon Harvey","startTime":416.144,"endTime":420.034,"body":"book a meeting, step two, uh, we'll"},{"speaker":"Simon Harvey","startTime":420.034,"endTime":423.985,"body":"get together and I'll give you a, an"},{"speaker":"Simon Harvey","startTime":420.034,"endTime":423.985,"body":"approach that will work or I'll audit your"},{"speaker":"Simon Harvey","startTime":423.985,"endTime":425.925,"body":"website or whatever it is that you offer."},{"speaker":"Simon Harvey","startTime":426.175,"endTime":427.585,"body":"And then step three."},{"speaker":"Simon Harvey","startTime":427.655,"endTime":429.005,"body":"Talk about the transformation."},{"speaker":"Simon Harvey","startTime":429.005,"endTime":430.905,"body":"You know, you'll become"},{"speaker":"Simon Harvey","startTime":429.005,"endTime":430.905,"body":"a better organization."},{"speaker":"Simon Harvey","startTime":430.905,"endTime":432.325,"body":"You'll find more customers."},{"speaker":"Simon Harvey","startTime":432.565,"endTime":435.205,"body":"You'll be a happier individual,"},{"speaker":"Simon Harvey","startTime":432.565,"endTime":435.205,"body":"whatever it is that you"},{"speaker":"Simon Harvey","startTime":435.205,"endTime":437.054,"body":"offer as your transformation."},{"speaker":"Daniel Kleber","startTime":437.765,"endTime":438.694,"body":"All right, I get it."},{"speaker":"Daniel Kleber","startTime":438.694,"endTime":444.155,"body":"So you would definitely recommend to not"},{"speaker":"Daniel Kleber","startTime":438.694,"endTime":444.155,"body":"just tell a whole story in one email,"},{"speaker":"Daniel Kleber","startTime":444.155,"endTime":449.895,"body":"but split it into different, various"},{"speaker":"Daniel Kleber","startTime":444.155,"endTime":449.895,"body":"emails where you tell a bigger story."},{"speaker":"Simon Harvey","startTime":450.315,"endTime":451.845,"body":"I would do"},{"speaker":"Simon Harvey","startTime":450.315,"endTime":451.845,"body":"for that sort of thing."},{"speaker":"Simon Harvey","startTime":451.845,"endTime":452.475,"body":"Yeah, exactly."},{"speaker":"Simon Harvey","startTime":452.475,"endTime":456.755,"body":"For those sort of nurture sequences where"},{"speaker":"Simon Harvey","startTime":452.475,"endTime":456.755,"body":"you're talking to somebody afterwards"},{"speaker":"Simon Harvey","startTime":456.765,"endTime":458.165,"body":"when they've interacted with you."},{"speaker":"Simon Harvey","startTime":459.164,"endTime":463.024,"body":"The other thing that you can do, though,"},{"speaker":"Simon Harvey","startTime":459.164,"endTime":463.024,"body":"I think there is a case for where"},{"speaker":"Simon Harvey","startTime":463.025,"endTime":467.244,"body":"you would want to tell a story in an"},{"speaker":"Simon Harvey","startTime":463.025,"endTime":467.244,"body":"individual email, and that's probably."},{"speaker":"Simon Harvey","startTime":468.12,"endTime":473.13,"body":"Once you've gone through that sequence and"},{"speaker":"Simon Harvey","startTime":468.12,"endTime":473.13,"body":"maybe you're introducing a new product or"},{"speaker":"Simon Harvey","startTime":473.13,"endTime":476.49,"body":"you're introducing some new capabilities"},{"speaker":"Simon Harvey","startTime":473.13,"endTime":476.49,"body":"and you're trying to upsell somebody"},{"speaker":"Simon Harvey","startTime":476.49,"endTime":480.04,"body":"so they already know the big picture of"},{"speaker":"Simon Harvey","startTime":476.49,"endTime":480.04,"body":"what you're offering in there, but you're"},{"speaker":"Simon Harvey","startTime":480.04,"endTime":483.58,"body":"trying to cross sell them to something"},{"speaker":"Simon Harvey","startTime":480.04,"endTime":483.58,"body":"else or upsell them into something else."},{"speaker":"Simon Harvey","startTime":484.099,"endTime":487.059,"body":"I think there, there is an opportunity"},{"speaker":"Simon Harvey","startTime":484.099,"endTime":487.059,"body":"to say, okay, well, you already know"},{"speaker":"Simon Harvey","startTime":487.08,"endTime":488.509,"body":"the problem that we help you solve."},{"speaker":"Simon Harvey","startTime":489.135,"endTime":492.635,"body":"And here's a shortened version of"},{"speaker":"Simon Harvey","startTime":489.135,"endTime":492.635,"body":"that story or a version of that"},{"speaker":"Simon Harvey","startTime":492.635,"endTime":497.895,"body":"story specifically for you as a"},{"speaker":"Simon Harvey","startTime":492.635,"endTime":497.895,"body":"particular type of audience that's"},{"speaker":"Simon Harvey","startTime":497.895,"endTime":499.334,"body":"slightly different from my normal one."},{"speaker":"Simon Harvey","startTime":499.334,"endTime":503.124,"body":"So I think there are cases when you"},{"speaker":"Simon Harvey","startTime":499.334,"endTime":503.124,"body":"wouldn't want to use everything in a"},{"speaker":"Simon Harvey","startTime":503.124,"endTime":506.864,"body":"short email, but largely I would say,"},{"speaker":"Simon Harvey","startTime":503.124,"endTime":506.864,"body":"yeah, Nurture is definitely a good"},{"speaker":"Simon Harvey","startTime":506.864,"endTime":508.375,"body":"way of telling the whole story though."},{"speaker":"Daniel Kleber","startTime":508.955,"endTime":509.655,"body":"All right."},{"speaker":"Daniel Kleber","startTime":510.724,"endTime":511.075,"body":"Okay."},{"speaker":"Daniel Kleber","startTime":511.075,"endTime":515.324,"body":"So there are also some cases where"},{"speaker":"Daniel Kleber","startTime":511.075,"endTime":515.324,"body":"you want to use the shorter version."},{"speaker":"Daniel Kleber","startTime":517.174,"endTime":517.684,"body":"That's good."},{"speaker":"Daniel Kleber","startTime":517.694,"endTime":518.564,"body":"That's interesting."},{"speaker":"Daniel Kleber","startTime":518.955,"endTime":524.63,"body":"And, um, When you send out an email,"},{"speaker":"Daniel Kleber","startTime":518.955,"endTime":524.63,"body":"the first thing that people can see is"},{"speaker":"Daniel Kleber","startTime":524.65,"endTime":526.31,"body":"the subject line of an email, right?"},{"speaker":"Simon Harvey","startTime":526.4,"endTime":526.73,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":527.65,"endTime":531.319,"body":"Now that has big"},{"speaker":"Daniel Kleber","startTime":527.65,"endTime":531.319,"body":"importance because based on that, they"},{"speaker":"Daniel Kleber","startTime":531.319,"endTime":533.089,"body":"will decide if they will open it or not."},{"speaker":"Simon Harvey","startTime":533.159,"endTime":533.539,"body":"Sure."},{"speaker":"Simon Harvey","startTime":533.54,"endTime":533.95,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":534.67,"endTime":539.33,"body":"And, uh, now for the"},{"speaker":"Daniel Kleber","startTime":534.67,"endTime":539.33,"body":"subject line itself, would you recommend"},{"speaker":"Daniel Kleber","startTime":539.45,"endTime":543.219,"body":"want Or a problem in the subject line?"},{"speaker":"Simon Harvey","startTime":544.05,"endTime":545.41,"body":"Um, yeah,"},{"speaker":"Simon Harvey","startTime":544.05,"endTime":545.41,"body":"that's a good question."},{"speaker":"Simon Harvey","startTime":545.41,"endTime":549.03,"body":"And I think probably both"},{"speaker":"Simon Harvey","startTime":545.41,"endTime":549.03,"body":"of those or either of those."},{"speaker":"Simon Harvey","startTime":549.23,"endTime":552.42,"body":"We've talked lots before about the idea"},{"speaker":"Simon Harvey","startTime":549.23,"endTime":552.42,"body":"of the subject line is about grabbing"},{"speaker":"Simon Harvey","startTime":552.42,"endTime":556.46,"body":"their attention, the same as, you know,"},{"speaker":"Simon Harvey","startTime":552.42,"endTime":556.46,"body":"we talked about social and the idea"},{"speaker":"Simon Harvey","startTime":556.46,"endTime":558.619,"body":"of the post is to stop them scrolling."},{"speaker":"Simon Harvey","startTime":558.999,"endTime":563.04,"body":"So yeah, I would say probably the want"},{"speaker":"Simon Harvey","startTime":558.999,"endTime":563.04,"body":"or the problem could go into that subject"},{"speaker":"Simon Harvey","startTime":563.04,"endTime":567.099,"body":"line, whatever you feel it is that"},{"speaker":"Simon Harvey","startTime":563.04,"endTime":567.099,"body":"will particularly grab their attention."},{"speaker":"Simon Harvey","startTime":567.109,"endTime":570.199,"body":"Or, you know, again, if"},{"speaker":"Simon Harvey","startTime":567.109,"endTime":570.199,"body":"it's a series of emails."},{"speaker":"Simon Harvey","startTime":570.555,"endTime":572.464,"body":"Use both of them at different points."},{"speaker":"Simon Harvey","startTime":572.495,"endTime":573.574,"body":"Try them both out."},{"speaker":"Daniel Kleber","startTime":574.435,"endTime":575.565,"body":"Both in the same email?"},{"speaker":"Simon Harvey","startTime":575.735,"endTime":577.415,"body":"Not in the"},{"speaker":"Simon Harvey","startTime":575.735,"endTime":577.415,"body":"same email, I wouldn't."},{"speaker":"Simon Harvey","startTime":577.475,"endTime":579.295,"body":"No, I would do them in separate emails."},{"speaker":"Simon Harvey","startTime":579.295,"endTime":580.774,"body":"Certainly focus on one thing."},{"speaker":"Simon Harvey","startTime":580.774,"endTime":583.535,"body":"Focus on the thing that they want"},{"speaker":"Simon Harvey","startTime":580.774,"endTime":583.535,"body":"or the problem that you're solving."},{"speaker":"Daniel Kleber","startTime":583.934,"endTime":584.404,"body":"Okay."},{"speaker":"Daniel Kleber","startTime":584.415,"endTime":585.465,"body":"All right."},{"speaker":"Daniel Kleber","startTime":585.805,"endTime":592.905,"body":"And um, should every email that I send out"},{"speaker":"Daniel Kleber","startTime":585.805,"endTime":592.905,"body":"start with a problem in the main content?"},{"speaker":"Simon Harvey","startTime":594.375,"endTime":597.155,"body":"Goes back to the previous"},{"speaker":"Simon Harvey","startTime":594.375,"endTime":597.155,"body":"comment, I think, in there, you know,"},{"speaker":"Simon Harvey","startTime":597.155,"endTime":601.524,"body":"if you're talking about the problem in"},{"speaker":"Simon Harvey","startTime":597.155,"endTime":601.524,"body":"the subject and you're talking about the"},{"speaker":"Simon Harvey","startTime":601.525,"endTime":603.895,"body":"problem, then start with the problem."},{"speaker":"Simon Harvey","startTime":604.455,"endTime":609.085,"body":"If you're using a sequence, for example,"},{"speaker":"Simon Harvey","startTime":604.455,"endTime":609.085,"body":"in there, then no, you don't need"},{"speaker":"Simon Harvey","startTime":609.095,"endTime":613.439,"body":"to call the problem out every single"},{"speaker":"Simon Harvey","startTime":609.095,"endTime":613.439,"body":"time, as long as Your reader has some"},{"speaker":"Simon Harvey","startTime":613.439,"endTime":617.38,"body":"context already, they understand what"},{"speaker":"Simon Harvey","startTime":613.439,"endTime":617.38,"body":"the problem is because they received an"},{"speaker":"Simon Harvey","startTime":617.38,"endTime":621.39,"body":"email from you the day before or, you"},{"speaker":"Simon Harvey","startTime":617.38,"endTime":621.39,"body":"know, they've already got some ideas."},{"speaker":"Simon Harvey","startTime":621.39,"endTime":625.159,"body":"So I don't think you need to"},{"speaker":"Simon Harvey","startTime":621.39,"endTime":625.159,"body":"include the problem every time."},{"speaker":"Simon Harvey","startTime":625.159,"endTime":625.389,"body":"No."},{"speaker":"Simon Harvey","startTime":625.64,"endTime":631.289,"body":"But what I would recommend is that you"},{"speaker":"Simon Harvey","startTime":625.64,"endTime":631.289,"body":"basically use the different talking"},{"speaker":"Simon Harvey","startTime":631.289,"endTime":636.76,"body":"points from your brand script, you know,"},{"speaker":"Simon Harvey","startTime":631.289,"endTime":636.76,"body":"stay online, stay in track, basically."},{"speaker":"Daniel Kleber","startTime":637.655,"endTime":639.565,"body":"All right,"},{"speaker":"Daniel Kleber","startTime":637.655,"endTime":639.565,"body":"yeah, that, that makes sense."},{"speaker":"Daniel Kleber","startTime":641.235,"endTime":648.564,"body":"And, um, now if you send out a nurture"},{"speaker":"Daniel Kleber","startTime":641.235,"endTime":648.564,"body":"sequence, how you call it, Then, uh,"},{"speaker":"Daniel Kleber","startTime":648.594,"endTime":653.405,"body":"it can be hard to like stay consistent"},{"speaker":"Daniel Kleber","startTime":648.594,"endTime":653.405,"body":"right over all of the emails that"},{"speaker":"Daniel Kleber","startTime":653.405,"endTime":655.385,"body":"you send for one nurture sequence."},{"speaker":"Daniel Kleber","startTime":656.415,"endTime":662.254,"body":"So my question to you, how can"},{"speaker":"Daniel Kleber","startTime":656.415,"endTime":662.254,"body":"I keep my story consistent over"},{"speaker":"Daniel Kleber","startTime":662.274,"endTime":664.064,"body":"a series of emails like that?"},{"speaker":"Simon Harvey","startTime":664.965,"endTime":666.594,"body":"I would say"},{"speaker":"Simon Harvey","startTime":664.965,"endTime":666.594,"body":"it shouldn't be hard at all."},{"speaker":"Simon Harvey","startTime":666.594,"endTime":667.064,"body":"Really."},{"speaker":"Simon Harvey","startTime":667.145,"endTime":668.824,"body":"Uh, I'm going back to"},{"speaker":"Simon Harvey","startTime":667.145,"endTime":668.824,"body":"the previous comments."},{"speaker":"Simon Harvey","startTime":668.824,"endTime":671.105,"body":"I mean, you want to use that framework."},{"speaker":"Simon Harvey","startTime":671.135,"endTime":671.694,"body":"Basically you've."},{"speaker":"Simon Harvey","startTime":671.765,"endTime":676.625,"body":"Created a story and your story consists"},{"speaker":"Simon Harvey","startTime":671.765,"endTime":676.625,"body":"of a set of key talking points."},{"speaker":"Simon Harvey","startTime":676.955,"endTime":680.575,"body":"You know, you've got the point about the"},{"speaker":"Simon Harvey","startTime":676.955,"endTime":680.575,"body":"problem, the thing that the customer wants"},{"speaker":"Simon Harvey","startTime":680.575,"endTime":686.255,"body":"in there, your solution, your authority"},{"speaker":"Simon Harvey","startTime":680.575,"endTime":686.255,"body":"inside that, and then, you know, the"},{"speaker":"Simon Harvey","startTime":686.264,"endTime":688.024,"body":"transformation and the call to action."},{"speaker":"Simon Harvey","startTime":688.024,"endTime":693.425,"body":"You've got a set of steps there or a set"},{"speaker":"Simon Harvey","startTime":688.024,"endTime":693.425,"body":"of key talking points that are all very,"},{"speaker":"Simon Harvey","startTime":693.425,"endTime":695.425,"body":"very consistent and worked on together."},{"speaker":"Simon Harvey","startTime":695.955,"endTime":699.535,"body":"So I would say if you're sending"},{"speaker":"Simon Harvey","startTime":695.955,"endTime":699.535,"body":"emails, use those talking"},{"speaker":"Simon Harvey","startTime":699.535,"endTime":701.235,"body":"points and stay around those."},{"speaker":"Simon Harvey","startTime":701.765,"endTime":704.095,"body":"The time that you're going to"},{"speaker":"Simon Harvey","startTime":701.765,"endTime":704.095,"body":"get lost is when you suddenly get"},{"speaker":"Simon Harvey","startTime":704.095,"endTime":707.404,"body":"distracted and you suddenly say, Oh"},{"speaker":"Simon Harvey","startTime":704.095,"endTime":707.404,"body":"yeah, we're launching a new product."},{"speaker":"Simon Harvey","startTime":707.745,"endTime":710.934,"body":"You know, let's step away from these"},{"speaker":"Simon Harvey","startTime":707.745,"endTime":710.934,"body":"things that we've been talking about"},{"speaker":"Simon Harvey","startTime":710.934,"endTime":714.624,"body":"and go and talk about this new product"},{"speaker":"Simon Harvey","startTime":710.934,"endTime":714.624,"body":"or something else completely unrelated"},{"speaker":"Simon Harvey","startTime":714.624,"endTime":717.345,"body":"is going on in the news and you jump"},{"speaker":"Simon Harvey","startTime":714.624,"endTime":717.345,"body":"off and you talk about something"},{"speaker":"Simon Harvey","startTime":717.345,"endTime":718.895,"body":"else that's going on in the news."},{"speaker":"Simon Harvey","startTime":719.195,"endTime":723.255,"body":"Yeah, I think as long as you're"},{"speaker":"Simon Harvey","startTime":719.195,"endTime":723.255,"body":"staying within the realms of your."},{"speaker":"Simon Harvey","startTime":723.485,"endTime":727.025,"body":"Story framework, then you're"},{"speaker":"Simon Harvey","startTime":723.485,"endTime":727.025,"body":"going to be consistent."},{"speaker":"Daniel Kleber","startTime":727.745,"endTime":728.225,"body":"Okay."},{"speaker":"Daniel Kleber","startTime":728.715,"endTime":733.735,"body":"So you should always stay in that"},{"speaker":"Daniel Kleber","startTime":728.715,"endTime":733.735,"body":"framework and then shouldn't be"},{"speaker":"Daniel Kleber","startTime":733.735,"endTime":735.464,"body":"worried about not being consistent."},{"speaker":"Simon Harvey","startTime":735.655,"endTime":736.005,"body":"Yeah."},{"speaker":"Simon Harvey","startTime":736.045,"endTime":739.145,"body":"You won't have to worry about not"},{"speaker":"Simon Harvey","startTime":736.045,"endTime":739.145,"body":"being consistent if you're basing"},{"speaker":"Simon Harvey","startTime":739.145,"endTime":743.545,"body":"your email content on ideas that are"},{"speaker":"Simon Harvey","startTime":739.145,"endTime":743.545,"body":"coming from those talking points."},{"speaker":"Simon Harvey","startTime":743.545,"endTime":743.815,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":744.795,"endTime":747.675,"body":"Now, uh,"},{"speaker":"Daniel Kleber","startTime":744.795,"endTime":747.675,"body":"more general question."},{"speaker":"Daniel Kleber","startTime":748.33,"endTime":751.88,"body":"How do I want to present"},{"speaker":"Daniel Kleber","startTime":748.33,"endTime":751.88,"body":"myself within an email?"},{"speaker":"Daniel Kleber","startTime":752.92,"endTime":759.319,"body":"Should people see directly that this"},{"speaker":"Daniel Kleber","startTime":752.92,"endTime":759.319,"body":"is a branded email from a company, or"},{"speaker":"Daniel Kleber","startTime":759.48,"endTime":762.14,"body":"should I use more of a personal touch?"},{"speaker":"Simon Harvey","startTime":763.57,"endTime":767.249,"body":"Um, I would say to"},{"speaker":"Simon Harvey","startTime":763.57,"endTime":767.249,"body":"the first part of your question,"},{"speaker":"Simon Harvey","startTime":767.25,"endTime":768.449,"body":"how do you want to present yourself?"},{"speaker":"Simon Harvey","startTime":768.479,"endTime":771.84,"body":"You want to present yourself"},{"speaker":"Simon Harvey","startTime":768.479,"endTime":771.84,"body":"authentically, you know, think"},{"speaker":"Simon Harvey","startTime":771.85,"endTime":773.78,"body":"about you writing a personal email."},{"speaker":"Simon Harvey","startTime":774.58,"endTime":778.11,"body":"To a specific individual, you know,"},{"speaker":"Simon Harvey","startTime":774.58,"endTime":778.11,"body":"put a name to somebody, think of a"},{"speaker":"Simon Harvey","startTime":778.11,"endTime":781.77,"body":"particular customer or have somebody"},{"speaker":"Simon Harvey","startTime":778.11,"endTime":781.77,"body":"in mind when you're writing that email."},{"speaker":"Simon Harvey","startTime":782.339,"endTime":785.6,"body":"And as long as you write it, thinking"},{"speaker":"Simon Harvey","startTime":782.339,"endTime":785.6,"body":"about that person, you're going to"},{"speaker":"Simon Harvey","startTime":785.6,"endTime":787.41,"body":"write it in an authentic fashion."},{"speaker":"Simon Harvey","startTime":788.82,"endTime":791.779,"body":"The other half of the question"},{"speaker":"Simon Harvey","startTime":788.82,"endTime":791.779,"body":"I think was, should you brand"},{"speaker":"Simon Harvey","startTime":791.779,"endTime":795.139,"body":"your email or should you use that"},{"speaker":"Simon Harvey","startTime":791.779,"endTime":795.139,"body":"sort of more personal approach?"},{"speaker":"Simon Harvey","startTime":795.14,"endTime":798.4,"body":"So by that, I guess you mean just the"},{"speaker":"Simon Harvey","startTime":795.14,"endTime":798.4,"body":"sort of the text emails, is that right?"},{"speaker":"Daniel Kleber","startTime":799.104,"endTime":800.005,"body":"Yes, exactly."},{"speaker":"Simon Harvey","startTime":800.545,"endTime":803.255,"body":"In that case, the one"},{"speaker":"Simon Harvey","startTime":800.545,"endTime":803.255,"body":"thing that I would say is again from"},{"speaker":"Simon Harvey","startTime":803.255,"endTime":808.374,"body":"experience, if you're trying to reach"},{"speaker":"Simon Harvey","startTime":803.255,"endTime":808.374,"body":"out authentically, as you sort of say"},{"speaker":"Simon Harvey","startTime":808.374,"endTime":814.014,"body":"there or present yourself as a sort of a"},{"speaker":"Simon Harvey","startTime":808.374,"endTime":814.014,"body":"personal message, use a text based email."},{"speaker":"Simon Harvey","startTime":814.014,"endTime":817.564,"body":"I would say that the open rates on"},{"speaker":"Simon Harvey","startTime":814.014,"endTime":817.564,"body":"those and the sort of the click through"},{"speaker":"Simon Harvey","startTime":817.564,"endTime":819.715,"body":"rates generally tends to be far higher."},{"speaker":"Simon Harvey","startTime":820.375,"endTime":823.795,"body":"People see that as being something"},{"speaker":"Simon Harvey","startTime":820.375,"endTime":823.795,"body":"that's written by an individual."},{"speaker":"Simon Harvey","startTime":823.795,"endTime":828.265,"body":"Even if it is automated, they see it"},{"speaker":"Simon Harvey","startTime":823.795,"endTime":828.265,"body":"as being much more personal in nature"},{"speaker":"Simon Harvey","startTime":828.265,"endTime":830.315,"body":"than they see these branded emails."},{"speaker":"Simon Harvey","startTime":830.945,"endTime":835.274,"body":"And again, what we tend to see is"},{"speaker":"Simon Harvey","startTime":830.945,"endTime":835.274,"body":"that branded emails come through."},{"speaker":"Simon Harvey","startTime":835.285,"endTime":837.434,"body":"They look a little bit like"},{"speaker":"Simon Harvey","startTime":835.285,"endTime":837.434,"body":"a newsletter and people don't"},{"speaker":"Simon Harvey","startTime":837.434,"endTime":838.804,"body":"even read the content in those."},{"speaker":"Simon Harvey","startTime":838.805,"endTime":840.889,"body":"They've hit the delete button"},{"speaker":"Simon Harvey","startTime":838.805,"endTime":840.889,"body":"or they've moved on before"},{"speaker":"Simon Harvey","startTime":840.889,"endTime":843.065,"body":"they even go into the content."},{"speaker":"Simon Harvey","startTime":843.075,"endTime":846.705,"body":"Whereas if you've just got text"},{"speaker":"Simon Harvey","startTime":843.075,"endTime":846.705,"body":"inside there, yeah, people will"},{"speaker":"Simon Harvey","startTime":846.705,"endTime":849.065,"body":"look through it and spend a bit"},{"speaker":"Simon Harvey","startTime":846.705,"endTime":849.065,"body":"more time reading it in there."},{"speaker":"Simon Harvey","startTime":849.194,"endTime":849.824,"body":"So."},{"speaker":"Simon Harvey","startTime":850.454,"endTime":855.515,"body":"Again, from what I've seen, I would"},{"speaker":"Simon Harvey","startTime":850.454,"endTime":855.515,"body":"recommend typically use those sort"},{"speaker":"Simon Harvey","startTime":855.515,"endTime":859.865,"body":"of personal email style where you"},{"speaker":"Simon Harvey","startTime":855.515,"endTime":859.865,"body":"can, and then save the branded emails"},{"speaker":"Simon Harvey","startTime":859.865,"endTime":864.045,"body":"for things like your, you know, your"},{"speaker":"Simon Harvey","startTime":859.865,"endTime":864.045,"body":"monthly digest newsletter or for"},{"speaker":"Simon Harvey","startTime":864.084,"endTime":867.464,"body":"promotional emails or something else"},{"speaker":"Simon Harvey","startTime":864.084,"endTime":867.464,"body":"where you want to focus more on the"},{"speaker":"Simon Harvey","startTime":867.465,"endTime":871.885,"body":"brand rather than on just getting"},{"speaker":"Simon Harvey","startTime":867.465,"endTime":871.885,"body":"across a specific personal message."},{"speaker":"Daniel Kleber","startTime":871.885,"endTime":873.275,"body":"All right."},{"speaker":"Daniel Kleber","startTime":873.685,"endTime":874.755,"body":"Well, that sounds fair."},{"speaker":"Daniel Kleber","startTime":876.444,"endTime":880.714,"body":"Text based emails get more opens,"},{"speaker":"Daniel Kleber","startTime":876.444,"endTime":880.714,"body":"but I can, I can also relate to that."},{"speaker":"Daniel Kleber","startTime":880.714,"endTime":887.285,"body":"I mean, It directly looks more"},{"speaker":"Daniel Kleber","startTime":880.714,"endTime":887.285,"body":"branded if you can see these big"},{"speaker":"Daniel Kleber","startTime":887.335,"endTime":891.275,"body":"pictures, big banners, you know,"},{"speaker":"Daniel Kleber","startTime":887.335,"endTime":891.275,"body":"when you open an email and yeah, you"},{"speaker":"Daniel Kleber","startTime":891.275,"endTime":894.694,"body":"start to ask yourself more what's in"},{"speaker":"Daniel Kleber","startTime":891.275,"endTime":894.694,"body":"there if it's only text based, no?"},{"speaker":"Simon Harvey","startTime":894.865,"endTime":895.585,"body":"Yeah, exactly."},{"speaker":"Simon Harvey","startTime":895.585,"endTime":898.515,"body":"And you know, the whole purpose of"},{"speaker":"Simon Harvey","startTime":895.585,"endTime":898.515,"body":"this series is how do I explain myself?"},{"speaker":"Simon Harvey","startTime":898.515,"endTime":901.355,"body":"And if you want to be heard, you want"},{"speaker":"Simon Harvey","startTime":898.515,"endTime":901.355,"body":"to communicate in the best way that"},{"speaker":"Simon Harvey","startTime":901.355,"endTime":904.625,"body":"people will understand or interact with."},{"speaker":"Simon Harvey","startTime":905.22,"endTime":909.28,"body":"So if you want to explain to them clearly"},{"speaker":"Simon Harvey","startTime":905.22,"endTime":909.28,"body":"what you do, the best way to do that"},{"speaker":"Simon Harvey","startTime":909.28,"endTime":912.82,"body":"is to send them something that's text"},{"speaker":"Simon Harvey","startTime":909.28,"endTime":912.82,"body":"based that they'll read rather than send"},{"speaker":"Simon Harvey","startTime":912.82,"endTime":916.18,"body":"them something that's highly branded"},{"speaker":"Simon Harvey","startTime":912.82,"endTime":916.18,"body":"that again, they'll probably skip over."},{"speaker":"Simon Harvey","startTime":916.18,"endTime":917.83,"body":"And then they're sort of,"},{"speaker":"Simon Harvey","startTime":916.18,"endTime":917.83,"body":"yeah, well, what do you do?"},{"speaker":"Simon Harvey","startTime":918.01,"endTime":918.32,"body":"I don't know."},{"speaker":"Simon Harvey","startTime":918.32,"endTime":919.809,"body":"I never actually saw that email."},{"speaker":"Simon Harvey","startTime":920.25,"endTime":924.01,"body":"They might've got it, but they just"},{"speaker":"Simon Harvey","startTime":920.25,"endTime":924.01,"body":"skipped it or hit delete, whatever."},{"speaker":"Daniel Kleber","startTime":925.11,"endTime":926.18,"body":"So that's interesting."},{"speaker":"Daniel Kleber","startTime":926.18,"endTime":926.47,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":928.19,"endTime":930.87,"body":"Now, all these ideas that we talked about."},{"speaker":"Daniel Kleber","startTime":931.744,"endTime":936.644,"body":"Would you recommend to use these"},{"speaker":"Daniel Kleber","startTime":931.744,"endTime":936.644,"body":"also in instant messages, such"},{"speaker":"Daniel Kleber","startTime":936.644,"endTime":938.854,"body":"as contacting people on LinkedIn?"},{"speaker":"Simon Harvey","startTime":939.925,"endTime":942.794,"body":"Yeah, I think all of the"},{"speaker":"Simon Harvey","startTime":939.925,"endTime":942.794,"body":"principles that we've talked about here"},{"speaker":"Simon Harvey","startTime":942.795,"endTime":947.114,"body":"can apply through LinkedIn or through"},{"speaker":"Simon Harvey","startTime":942.795,"endTime":947.114,"body":"any of these sort of instant messaging"},{"speaker":"Simon Harvey","startTime":947.114,"endTime":950.114,"body":"tools, whether you're communicating"},{"speaker":"Simon Harvey","startTime":947.114,"endTime":950.114,"body":"with people through WhatsApp or"},{"speaker":"Simon Harvey","startTime":950.114,"endTime":952.535,"body":"Facebook Messenger or whatever in there."},{"speaker":"Simon Harvey","startTime":953.155,"endTime":954.444,"body":"There's a few things to think about."},{"speaker":"Simon Harvey","startTime":954.444,"endTime":958.305,"body":"So particularly on LinkedIn, if you're"},{"speaker":"Simon Harvey","startTime":954.444,"endTime":958.305,"body":"sending a connect message, so that's"},{"speaker":"Simon Harvey","startTime":958.305,"endTime":961.464,"body":"the first message that you send when you"},{"speaker":"Simon Harvey","startTime":958.305,"endTime":961.464,"body":"want to try and connect to a contact."},{"speaker":"Simon Harvey","startTime":961.914,"endTime":964.544,"body":"You've got a certain limit"},{"speaker":"Simon Harvey","startTime":961.914,"endTime":964.544,"body":"of characters inside there."},{"speaker":"Simon Harvey","startTime":964.544,"endTime":967.034,"body":"So you've only got a couple of hundred"},{"speaker":"Simon Harvey","startTime":964.544,"endTime":967.034,"body":"characters that you can put in."},{"speaker":"Simon Harvey","startTime":968.264,"endTime":972.72,"body":"Uh, in that case, again, Back to"},{"speaker":"Simon Harvey","startTime":968.264,"endTime":972.72,"body":"my standard thing, focus on the"},{"speaker":"Simon Harvey","startTime":972.72,"endTime":974.199,"body":"want or the problem in there."},{"speaker":"Simon Harvey","startTime":974.26,"endTime":977.08,"body":"You know, you can talk about"},{"speaker":"Simon Harvey","startTime":974.26,"endTime":977.08,"body":"the fact that, Hey, I help"},{"speaker":"Simon Harvey","startTime":977.09,"endTime":978.77,"body":"people to solve this problem."},{"speaker":"Simon Harvey","startTime":979.37,"endTime":982.439,"body":"I'd be interested in sharing my"},{"speaker":"Simon Harvey","startTime":979.37,"endTime":982.439,"body":"thoughts and advice with you."},{"speaker":"Simon Harvey","startTime":982.529,"endTime":983.73,"body":"Are you open to connect?"},{"speaker":"Simon Harvey","startTime":984.109,"endTime":989.45,"body":"Or I know that people in your region"},{"speaker":"Simon Harvey","startTime":984.109,"endTime":989.45,"body":"want consultants to help them with"},{"speaker":"Simon Harvey","startTime":989.45,"endTime":994.04,"body":"something or want extra leads or"},{"speaker":"Simon Harvey","startTime":989.45,"endTime":994.04,"body":"want, you know, something specific."},{"speaker":"Simon Harvey","startTime":994.36,"endTime":996.57,"body":"So talk about that in there."},{"speaker":"Simon Harvey","startTime":996.57,"endTime":997.78,"body":"And can you connect?"},{"speaker":"Simon Harvey","startTime":998.835,"endTime":1002.964,"body":"The thing that I would say, uh, will"},{"speaker":"Simon Harvey","startTime":998.835,"endTime":1002.964,"body":"be very careful of again, the one off"},{"speaker":"Simon Harvey","startTime":1002.984,"endTime":1005.595,"body":"putting thing that I get as soon as"},{"speaker":"Simon Harvey","startTime":1002.984,"endTime":1005.595,"body":"people connect with me on LinkedIn."},{"speaker":"Simon Harvey","startTime":1005.605,"endTime":1008.415,"body":"You know, I love to actually"},{"speaker":"Simon Harvey","startTime":1005.605,"endTime":1008.415,"body":"get people connecting, love to"},{"speaker":"Simon Harvey","startTime":1008.565,"endTime":1009.714,"body":"share information with them."},{"speaker":"Simon Harvey","startTime":1009.714,"endTime":1014.224,"body":"But the thing that annoys me most is when"},{"speaker":"Simon Harvey","startTime":1009.714,"endTime":1014.224,"body":"somebody sends me a good looking sort"},{"speaker":"Simon Harvey","startTime":1014.224,"endTime":1016.435,"body":"of connect message, I connect with them."},{"speaker":"Simon Harvey","startTime":1016.435,"endTime":1018.795,"body":"And then the first thing that"},{"speaker":"Simon Harvey","startTime":1016.435,"endTime":1018.795,"body":"they then do afterwards is say,"},{"speaker":"Simon Harvey","startTime":1019.19,"endTime":1021.03,"body":"Hey, I'm a sales rep in your area."},{"speaker":"Simon Harvey","startTime":1021.07,"endTime":1022.33,"body":"Can I book a meeting with you?"},{"speaker":"Simon Harvey","startTime":1022.42,"endTime":1023.8,"body":"You know, that's the instant turn off."},{"speaker":"Simon Harvey","startTime":1023.8,"endTime":1026.5,"body":"And that's the first thing that"},{"speaker":"Simon Harvey","startTime":1023.8,"endTime":1026.5,"body":"will get me to disconnect with them."},{"speaker":"Simon Harvey","startTime":1027.16,"endTime":1031.71,"body":"Again, if you want to just carry on"},{"speaker":"Simon Harvey","startTime":1027.16,"endTime":1031.71,"body":"with the sequence, be or rather add"},{"speaker":"Simon Harvey","startTime":1031.72,"endTime":1034.28,"body":"value to them in the conversation."},{"speaker":"Simon Harvey","startTime":1034.529,"endTime":1038.194,"body":"So going back to your nurture,"},{"speaker":"Simon Harvey","startTime":1034.529,"endTime":1038.194,"body":"Conversation earlier with the emails,"},{"speaker":"Simon Harvey","startTime":1038.454,"endTime":1041.935,"body":"you could use a similar approach with"},{"speaker":"Simon Harvey","startTime":1038.454,"endTime":1041.935,"body":"your personal messages in there and send"},{"speaker":"Simon Harvey","startTime":1041.935,"endTime":1047.224,"body":"them two or three LinkedIn messages that"},{"speaker":"Simon Harvey","startTime":1041.935,"endTime":1047.224,"body":"add value to them without necessarily"},{"speaker":"Simon Harvey","startTime":1047.224,"endTime":1050.034,"body":"going in on the hard sell and hey,"},{"speaker":"Simon Harvey","startTime":1047.224,"endTime":1050.034,"body":"book a meeting with me straight away."},{"speaker":"Simon Harvey","startTime":1050.034,"endTime":1051.665,"body":"Cause that's the thing"},{"speaker":"Simon Harvey","startTime":1050.034,"endTime":1051.665,"body":"that will put people off."},{"speaker":"Simon Harvey","startTime":1051.685,"endTime":1053.665,"body":"You've got to think a little"},{"speaker":"Simon Harvey","startTime":1051.685,"endTime":1053.665,"body":"bit longer term sometimes"},{"speaker":"Simon Harvey","startTime":1053.665,"endTime":1055.189,"body":"with some of these platforms."},{"speaker":"Daniel Kleber","startTime":1055.83,"endTime":1059.23,"body":"So it's kind of similar,"},{"speaker":"Daniel Kleber","startTime":1055.83,"endTime":1059.23,"body":"like asking a girl out online, huh?"},{"speaker":"Simon Harvey","startTime":1060.14,"endTime":1062.9,"body":"Yeah, maybe you probably"},{"speaker":"Simon Harvey","startTime":1060.14,"endTime":1062.9,"body":"got more experience of that than me."},{"speaker":"Daniel Kleber","startTime":1063.98,"endTime":1066.629,"body":"You don't want to just"},{"speaker":"Daniel Kleber","startTime":1063.98,"endTime":1066.629,"body":"rush to the point and say like, Hey,"},{"speaker":"Daniel Kleber","startTime":1066.669,"endTime":1068.129,"body":"would you want to go out with me?"},{"speaker":"Daniel Kleber","startTime":1068.14,"endTime":1071.67,"body":"You want to first start a conversation"},{"speaker":"Daniel Kleber","startTime":1068.14,"endTime":1071.67,"body":"and get to know her a little bit?"},{"speaker":"Simon Harvey","startTime":1071.92,"endTime":1072.41,"body":"Yeah"},{"speaker":"Daniel Kleber","startTime":1072.519,"endTime":1075.41,"body":"before rushing things"},{"speaker":"Daniel Kleber","startTime":1072.519,"endTime":1075.41,"body":"right and uh, it's kind of the same thing."},{"speaker":"Simon Harvey","startTime":1075.68,"endTime":1077.97,"body":"It's exactly the same"},{"speaker":"Simon Harvey","startTime":1075.68,"endTime":1077.97,"body":"thing Yeah, you want to go out for a"},{"speaker":"Simon Harvey","startTime":1077.97,"endTime":1080.89,"body":"drink or go out for dinner or to the"},{"speaker":"Simon Harvey","startTime":1077.97,"endTime":1080.89,"body":"cinema or whatever you guys do these"},{"speaker":"Simon Harvey","startTime":1080.89,"endTime":1085.11,"body":"days Yeah Yeah, before you sort of"},{"speaker":"Simon Harvey","startTime":1080.89,"endTime":1085.11,"body":"get round to the point of saying, Hey,"},{"speaker":"Simon Harvey","startTime":1085.11,"endTime":1086.63,"body":"yeah, do you want to go out or whatever?"},{"speaker":"Simon Harvey","startTime":1086.63,"endTime":1087.05,"body":"Yeah."},{"speaker":"Simon Harvey","startTime":1087.47,"endTime":1089.76,"body":"So no, I think it's exactly"},{"speaker":"Simon Harvey","startTime":1087.47,"endTime":1089.76,"body":"the same thing in there."},{"speaker":"Simon Harvey","startTime":1089.76,"endTime":1092.29,"body":"You think about it from that"},{"speaker":"Simon Harvey","startTime":1089.76,"endTime":1092.29,"body":"perspective and you can't go far wrong."},{"speaker":"Simon Harvey","startTime":1092.86,"endTime":1096.72,"body":"We're all people at the end of the day"},{"speaker":"Simon Harvey","startTime":1092.86,"endTime":1096.72,"body":"and we all like to be treated similarly,"},{"speaker":"Simon Harvey","startTime":1096.72,"endTime":1098.259,"body":"even if the circumstances are different."},{"speaker":"Daniel Kleber","startTime":1099.0,"endTime":1099.6,"body":"All right."},{"speaker":"Daniel Kleber","startTime":1099.78,"endTime":1102.17,"body":"Thank you very much for"},{"speaker":"Daniel Kleber","startTime":1099.78,"endTime":1102.17,"body":"all the information, Simon."},{"speaker":"Daniel Kleber","startTime":1103.0,"endTime":1105.76,"body":"As always, it was a pleasure for me."},{"speaker":"Daniel Kleber","startTime":1106.3,"endTime":1108.339,"body":"Yeah, I hope to see you next time again."},{"speaker":"Simon Harvey","startTime":1108.54,"endTime":1109.54,"body":"Yeah, good stuff."},{"speaker":"Simon Harvey","startTime":1109.6,"endTime":1112.299,"body":"Look forward to catching up again,"},{"speaker":"Simon Harvey","startTime":1109.6,"endTime":1112.299,"body":"uh, in a couple of weeks as well."},{"speaker":"Simon Harvey","startTime":1112.75,"endTime":1112.93,"body":"Sounds good."},{"speaker":"Simon Harvey","startTime":1112.93,"endTime":1113.7,"body":"Take care, Daniel."},{"speaker":"Simon Harvey","startTime":1113.77,"endTime":1114.15,"body":"See ya."},{"speaker":"Simon Harvey","startTime":1114.19,"endTime":1114.85,"body":"Bye for now."},{"speaker":"Daniel Kleber","startTime":1114.9,"endTime":1115.4,"body":"Take care."},{"speaker":"Simon Harvey","startTime":1124.82,"endTime":1125.959,"body":"Thanks as always, Daniel."},{"speaker":"Simon Harvey","startTime":1126.08,"endTime":1127.29,"body":"It's great to have you here."},{"speaker":"Simon Harvey","startTime":1128.015,"endTime":1132.165,"body":"I think the thing to remember is really"},{"speaker":"Simon Harvey","startTime":1128.015,"endTime":1132.165,"body":"that when you're creating content for"},{"speaker":"Simon Harvey","startTime":1132.165,"endTime":1137.194,"body":"any email, you need to make sure that"},{"speaker":"Simon Harvey","startTime":1132.165,"endTime":1137.194,"body":"you're positioning your customer or the"},{"speaker":"Simon Harvey","startTime":1137.195,"endTime":1139.715,"body":"person that you're writing to as the hero."},{"speaker":"Simon Harvey","startTime":1140.505,"endTime":1143.494,"body":"So often I see emails that start off."},{"speaker":"Simon Harvey","startTime":1143.695,"endTime":1147.635,"body":"Talking about the service that somebody"},{"speaker":"Simon Harvey","startTime":1143.695,"endTime":1147.635,"body":"is going to deliver me or how they're"},{"speaker":"Simon Harvey","startTime":1147.635,"endTime":1149.405,"body":"going to help me to do something."},{"speaker":"Simon Harvey","startTime":1149.415,"endTime":1151.955,"body":"You know, how many new leads they're"},{"speaker":"Simon Harvey","startTime":1149.415,"endTime":1151.955,"body":"going to generate me or what a great"},{"speaker":"Simon Harvey","startTime":1151.955,"endTime":1153.865,"body":"website they're going to create for me."},{"speaker":"Simon Harvey","startTime":1154.504,"endTime":1159.084,"body":"The thing is if you start your email by"},{"speaker":"Simon Harvey","startTime":1154.504,"endTime":1159.084,"body":"talking about the services that you offer"},{"speaker":"Simon Harvey","startTime":1159.435,"endTime":1163.714,"body":"or just telling them how you're going to"},{"speaker":"Simon Harvey","startTime":1159.435,"endTime":1163.714,"body":"improve their lives, what you're actually"},{"speaker":"Simon Harvey","startTime":1163.714,"endTime":1168.835,"body":"doing is you're positioning yourself as"},{"speaker":"Simon Harvey","startTime":1163.714,"endTime":1168.835,"body":"the hero and that's when people tune out."},{"speaker":"Simon Harvey","startTime":1169.205,"endTime":1173.405,"body":"You need to position yourself as the"},{"speaker":"Simon Harvey","startTime":1169.205,"endTime":1173.405,"body":"guide and your customer as the hero."},{"speaker":"Simon Harvey","startTime":1173.405,"endTime":1177.875,"body":"So So if you're struggling to connect"},{"speaker":"Simon Harvey","startTime":1173.405,"endTime":1177.875,"body":"with people through email and failing"},{"speaker":"Simon Harvey","startTime":1177.875,"endTime":1182.095,"body":"to get replies, why not join my"},{"speaker":"Simon Harvey","startTime":1177.875,"endTime":1182.095,"body":"authentic engagement coaching group?"},{"speaker":"Simon Harvey","startTime":1182.634,"endTime":1184.105,"body":"You can go to wantauthentic."},{"speaker":"Simon Harvey","startTime":1185.165,"endTime":1190.214,"body":"com and there you'll find me and"},{"speaker":"Simon Harvey","startTime":1185.165,"endTime":1190.214,"body":"a group of other like minded small"},{"speaker":"Simon Harvey","startTime":1190.214,"endTime":1193.965,"body":"business owners all helping each"},{"speaker":"Simon Harvey","startTime":1190.214,"endTime":1193.965,"body":"other out and helping each other"},{"speaker":"Simon Harvey","startTime":1193.965,"endTime":1196.365,"body":"to inspire and grow our businesses."},{"speaker":"Simon Harvey","startTime":1196.99,"endTime":1199.02,"body":"So it's time for you to do something now."},{"speaker":"Simon Harvey","startTime":1199.35,"endTime":1203.22,"body":"In each episode, I give you an"},{"speaker":"Simon Harvey","startTime":1199.35,"endTime":1203.22,"body":"actionable step that you can take to"},{"speaker":"Simon Harvey","startTime":1203.22,"endTime":1205.22,"body":"improve your own sales and marketing."},{"speaker":"Simon Harvey","startTime":1205.949,"endTime":1210.429,"body":"And today, what I want you to do"},{"speaker":"Simon Harvey","startTime":1205.949,"endTime":1210.429,"body":"is to take a look over the last"},{"speaker":"Simon Harvey","startTime":1210.43,"endTime":1212.09,"body":"few emails that you've sent."},{"speaker":"Simon Harvey","startTime":1212.25,"endTime":1216.33,"body":"They can be to a prospect, to an existing"},{"speaker":"Simon Harvey","startTime":1212.25,"endTime":1216.33,"body":"customer, it doesn't really matter."},{"speaker":"Simon Harvey","startTime":1216.79,"endTime":1219.4,"body":"You know, they may be"},{"speaker":"Simon Harvey","startTime":1216.79,"endTime":1219.4,"body":"personal, one to one emails."},{"speaker":"Simon Harvey","startTime":1219.61,"endTime":1223.39,"body":"Or you might choose to take a look at some"},{"speaker":"Simon Harvey","startTime":1219.61,"endTime":1223.39,"body":"recent marketing emails that you've sent."},{"speaker":"Simon Harvey","startTime":1223.45,"endTime":1224.93,"body":"They could be quite inspiring."},{"speaker":"Simon Harvey","startTime":1226.07,"endTime":1229.57,"body":"And what I want you to do is to"},{"speaker":"Simon Harvey","startTime":1226.07,"endTime":1229.57,"body":"just read them through and see"},{"speaker":"Simon Harvey","startTime":1229.57,"endTime":1231.26,"body":"whether you're telling a story."},{"speaker":"Simon Harvey","startTime":1231.96,"endTime":1237.0,"body":"You know, are you talking about a problem"},{"speaker":"Simon Harvey","startTime":1231.96,"endTime":1237.0,"body":"that you know that your customer has?"},{"speaker":"Simon Harvey","startTime":1237.659,"endTime":1241.789,"body":"Are you doing that fateful thing as"},{"speaker":"Simon Harvey","startTime":1237.659,"endTime":1241.789,"body":"positioning yourself as the hero?"},{"speaker":"Simon Harvey","startTime":1241.789,"endTime":1245.86,"body":"Or actually, are you positioning"},{"speaker":"Simon Harvey","startTime":1241.789,"endTime":1245.86,"body":"yourself as the guide and not the hero?"},{"speaker":"Simon Harvey","startTime":1246.649,"endTime":1248.95,"body":"And then, you know, do"},{"speaker":"Simon Harvey","startTime":1246.649,"endTime":1248.95,"body":"you have a clear plan?"},{"speaker":"Simon Harvey","startTime":1248.99,"endTime":1253.09,"body":"Do you give them a clear call to"},{"speaker":"Simon Harvey","startTime":1248.99,"endTime":1253.09,"body":"action and a clear next step to take?"},{"speaker":"Simon Harvey","startTime":1253.735,"endTime":1257.344,"body":"As always, you can reach out to"},{"speaker":"Simon Harvey","startTime":1253.735,"endTime":1257.344,"body":"me directly if you've got any"},{"speaker":"Simon Harvey","startTime":1257.344,"endTime":1261.634,"body":"questions, or you can join me in my"},{"speaker":"Simon Harvey","startTime":1257.344,"endTime":1261.634,"body":"coaching group as I said earlier."},{"speaker":"Simon Harvey","startTime":1261.935,"endTime":1264.324,"body":"I'd love to speak to you and get"},{"speaker":"Simon Harvey","startTime":1261.935,"endTime":1264.324,"body":"to know you a little bit better."},{"speaker":"Simon Harvey","startTime":1264.955,"endTime":1269.384,"body":"So, that's all for today's episode"},{"speaker":"Simon Harvey","startTime":1264.955,"endTime":1269.384,"body":"of the Authentic Marketing Podcast."},{"speaker":"Simon Harvey","startTime":1270.135,"endTime":1273.895,"body":"Thanks for listening, and if this"},{"speaker":"Simon Harvey","startTime":1270.135,"endTime":1273.895,"body":"is your first time joining us, don't"},{"speaker":"Simon Harvey","startTime":1273.895,"endTime":1275.695,"body":"forget to bookmark the podcast."},{"speaker":"Simon Harvey","startTime":1276.475,"endTime":1280.715,"body":"And if you found this episode helpful,"},{"speaker":"Simon Harvey","startTime":1276.475,"endTime":1280.715,"body":"The most valuable thing that you can do"},{"speaker":"Simon Harvey","startTime":1280.745,"endTime":1284.185,"body":"is to share it with someone else that"},{"speaker":"Simon Harvey","startTime":1280.745,"endTime":1284.185,"body":"you know who runs their own company."},{"speaker":"Simon Harvey","startTime":1284.185,"endTime":1288.305,"body":"You know, if you found something"},{"speaker":"Simon Harvey","startTime":1284.185,"endTime":1288.305,"body":"useful in here, then they will do too."},{"speaker":"Simon Harvey","startTime":1289.045,"endTime":1292.264,"body":"As founders of small businesses"},{"speaker":"Simon Harvey","startTime":1289.045,"endTime":1292.264,"body":"and startups, you know, we"},{"speaker":"Simon Harvey","startTime":1292.264,"endTime":1293.304,"body":"need to help each other."},{"speaker":"Simon Harvey","startTime":1294.035,"endTime":1298.115,"body":"Thanks for listening, take care, and I"},{"speaker":"Simon Harvey","startTime":1294.035,"endTime":1298.115,"body":"look forward to seeing you next time."}]}