They Ask You Answer - Marcus Sheridan

Called a “web marketing guru” by the New York Times, the Story of how Marcus Sheridan was able to save his swimming pool company, River Pools, from the economic crash of 2008 has been featured in multiple books, publications, and stories around the world and is the centrepiece to his best-selling book, They Ask You Answer, which has been named “One of the 5 Best Marketing Books of All Time” by Book Authority.

Today, Sheridan is a highly sought-after global speaker and consultant in the digital sales and marketing space, working with hundreds of businesses and brands alike to achieve their potential in a rapidly evolving marketplace, ultimately helping them to become the most trusted voice in their perspective industry.

What will be discussed on today’s show:

• They ask you answer
• content marketing
• digital sales and marketing trends
• virtual selling 

Most business owners I meet are drowning in overwhelm, a never-ending to-do list, a sense of always being a day (or more) behind. The truth? It’s not just about hustling harder or stacking up more tactics. It’s about shifting your mindset to get ahead, not just caught up, but a full day ahead.

Out of Overwhelm: The “Day Ahead” Mindset

Let’s face it: when your brain is swimming with unfinished tasks, it’s hard to see the forest for the trees. The first step is to clear the mental clutter. Grab a piece of paper and spend at least 15 minutes dumping every task, thought, and “I should do this” out of your head and onto the page. It might feel overwhelming at first (the last time I did this, my list hit 453 items, yikes!), but that’s where the magic starts.

Now, don’t stop there. The secret is to immediately process your list instead of letting it loom larger. Next to each item, mark it with:

• N for things you can do Now (takes less than five minutes),
• S for things to Schedule (must be done soon, say within a week),
• D for Delegate (stuff someone else could do),
• and L for Later (not urgent, can wait).

Suddenly, that mountain of overwhelm starts to look climbable. You move from reactive firefighting to proactive progress, because, as any successful entrepreneur will tell you, business growth starts with mindset, not just mechanics. 

Let’s be honest: when it comes to pricing, most business owners get cold feet. You might wonder, “What if my clients say no? What if this all blows up in my face?” These are normal questions, after all, we only start thinking about the risks when we’re actually serious about investing in ourselves and our businesses.

But here’s the deal: your clients have the same questions. They’re already vetting you, weighing the pros and cons, and trying to figure out what could go wrong. If you’re not willing to address their concerns and be transparent about your value, they’ll move on to someone who will. There’s no middle ground, either you’re open and honest about your pricing and what you offer, or you risk losing potential clients for good.

So, we help you get comfortable not just with higher prices, but with confidently communicating your value, because if you’re not, your competitors are more than happy to have that conversation. 3. And finally LEAD FLOW, we show you how to get leads and convert them at your higher price point.

Why Laughter and Humor Matter in Business

Let’s face it, business isn’t all spreadsheets, sales pitches, and late-night caffeine runs. Injecting laughter and a bit of humor into your daily routine can actually fuel your professional growth and personal happiness. Here’s how:

• Breaks Down Barriers: Whether you’re closing deals or running team meetings, a well-timed joke or a shared laugh smooths over awkward moments and helps build genuine connections.
• Boosts Creativity: Humor frees up your mind, sparks innovation, and helps you see challenges from a different angle, so you don’t just think outside the box, you give the box a top hat and call it Fred.
• Enhances Resilience: When the going gets tough (and in business, it inevitably does), people who can see the lighter side recover faster and motivate others to keep moving forward.
• Sets the Stage for Success: Let’s not forget energy, when you’re lighthearted and positive, others naturally gravitate toward you, making it easier to foster trust, cooperation, and those win-win situations.

In short, weaving humor into your business life isn’t just about having fun (though that’s an added bonus). It’s a strategic advantage that helps you lead, inspire, and thrive.

Why Your Response to Challenges Matters

Here’s the thing: curveballs are inevitable, markets crash, pandemics appear out of nowhere, and unexpected hurdles pop up all the time. But what truly sets successful business owners apart isn’t how many obstacles they face, but how they react to them.

When you recognize that you can’t always control external circumstances, but you can control your mindset and actions, suddenly the game changes. Your response, whether you choose to adapt, learn, and push forward or get stuck dwelling on what went wrong, directly shapes the future of both your life and your business.

For instance, while some entrepreneurs let fear slow them down during tough times, others use those same moments to innovate, rethink strategies, and emerge stronger. So, your ability to respond positively and proactively becomes your most powerful tool, often making the difference between stagnation and unstoppable growth.

How to get hold of Marcus: 

LinkedIn: https://www.linkedin.com/in/marcussheridan/
Twitter: https://twitter.com/TheSalesLion
Website: www.marcussheridan.com

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