*THE LATEST* Weekend Edition: June 11th, 2022

Regarding “mindset,” let’s discuss for a moment its utter importance in marketing — and our ability to become the most trusted voice in our space. [IMPACT+-Presents-THE-LATEST---By-Marcus-Header-3](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVw73q3npV1-WJV7CgRFKW2h147s6Z387JV9GDGG7H0rZ-W5czMC06DgP_qW6tP5cC7b5xhTW54K6jN5XrggkN7JDPVwHyWHKW4kGC1m6FnT6sW6d27Pl2C6PbxW7FDFxm70gvmPW3p1XVV7g7JskN5m2HN5BlMyQW5KpZXs1PCFt6W4N1Rvb5lqYT0W3-LpHY815XG6W8KSPh16YyW_-W1B1lvn5f_FyKW2w4TYy2q1PyzW1_hF2-4NtYnQW1bM17d1Gwc5PW1p-gmh3CdP1JW7Pq4GQ6Tz25TVdTHDr3YfB7l3b6W1) [Schedule a call with an advisor →](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwr3q3nJV1-WJV7CgCFWW79gnDm6wQd8JW3b_RxF5CSL9gW75hYVx6tZ6bSW1J4gzS4K6Wv1W5gNJ2K5qJ8nLW6Tr4nY8p2xVdN6YbznDwzH01W1Z194k3gwsnzV50_Rm20Y8VFW6_ShQl15jd4HW5CNK-c245_3wW5FXhKR6N3NNzW8wKFPL8mJSm3N9m47cy71PGzV1grNj7dbQsyW7cJb9m6LJRQvW7h76K13wLnn_W3PrX_p3pdlrYW4LNQ331wrj_mW6msPLG1dlF-pW70PJ492B6FJ_MCcYV4c4ygTW5r6VJ883QKWzW3Tv81r7Ck0qH3gD01) [Join IMPACT+ for free →](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwr3q3nJV1-WJV7CgYstN7sWDlFY8CLGW1yTYR02pbQnfW5_fV7C4RFq5vW6f0szJ79-KX8W3Mv44H56ynkQVvkx583qYYbVW3xglPD9lRpZ6W2Xt0px7DFLDDN777h7GVRgzjW67H-QF8dZXsjW6nvzKp5pq-8NV5rP2z78k-9yW4VNnxh9bmlJkW27PdGC945N8QVBQ_lC7qgH9LN8sM81hkfkNkW2CpMLB1vJDPBV1FYys2ZD39PW8pQcW55ZPQylW10V7TM66LFSbW3VMLsN3SyX_qW6gMnQq19FXGmV9sxS08WrBc0W9lScYB1W-Rjv37VN1) [Marcus Sheridan Selfie] It’s fitting this is our first time chatting on “THE LATEST”— something you’ll be getting from me on the weekends for the foreseeable future. You see, as I write this I’m sitting in the Richmond Airport, something I’ve been doing now for about 4 hours, hoping that my flight to Chicago actually leaves tonight so as to make my speaking event tomorrow. But all is well; I committed a long time ago to enjoy the ride that is travel, and this mindset has served me again and again over the years when things — as they certainly do (thanks, Murphy) — occasionally go awry. Regarding “mindset,” though, let’s discuss for a moment its utter importance in marketing — and our ability to become [the most trusted voice in our space.](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVx13q3phV1-WJV7CgZkHW5JL0dl3NT087W6n2FJC6Qv_rRW5s3pyp1VCH19W3lRT5-5mTDh4W6HdJys88j0NWW4Wh28q1HH9FrW4Pr97f1nVD9CW6377bj6yJ74zW2h4sSv4gnzC3MlZRjfmY7HSW45SpDl3hkN1GN71vSnF5L3j-W76gVzM6tKpwHW80v1r76gPT7NW8yWKJF1fwh_mW2_Q4lQ3FDlTTM1Z_Ttg-JjfN3lwPXKlHLFZVy-3F32SrWNMW7KLFMs5phklrW5zZYHR7p7M69W7w1H9272_8PGW3cZmCb7jH7ZTW7fDT186l-Pz-W7PzbqT6H99bqW7m73fX2msyNsW6DmTBl26HSkkW2QJBHN99G-1r3fRw1) In my conversations with business leaders around the world, it’s amazing just how consistently you meet two types of people: - Those who look for reasons why they CAN’T discuss certain topics online. - Those who look for reasons why they CAN discuss certain topics online. Yep, it really does so often boil down to that utterly simple mindset. Somewhat reminds you of the “glass half-full” versus the “glass half-empty” marketing mindset, doesn’t it? Friends, the most innovative and forward-thinking brands (big and small) in the world, don’t sit around all day making excuses as to why they CAN’T deliver what today’s buyers want. Rather, they start with, “But what if it was possible that we…” Powerful. Simple. And certainly the key to cutting-edge marketing (and life) in the digital age… [They Ask, You Answer Tip of the Week] [I wrote about this on LinkedIn](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVx13q3phV1-WJV7CgTqwW37-WRS1_f9rkW8lXyTj8fhfxBW4SCmcM1CTRsYW7jfJqB7gD0CyW2tZG304xTcvwW948Trf4fFzlDMrqlkGFjTqGW2Fc-Zp3dYK-jN8bJKh9CrjMqN36k3H6rnLw9VpJSr67vL5l6W8llWpT4Mc6PgW3-GbTv15DmSbW3bL2VX3FgfxtW8F479N8C-ZgvW182H684prs4VW6dMjj51vC5mdW6qqnpB125J_pW2GWL501syPX5W80zHcg4Gt126W4zw8N54VBqKzW4gf7wv79YBqJW8RvWjw5LR4gMW8M1LRZ4dWBqsW2k8FGh1j6dRJVrGnFJ5cpL8JW6CpcFr6296P6N4rkhF_L-Lzv3fph1) as well, but this week, Google came out with some stats on the proliferation of the use of “cheap” and “cheapest” with searchers online. This, of course, is nothing new to all serious [They Ask, You Answer](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwL3q3n_V1-WJV7CgH8MN7RPBFRX69M-W6J6xQb5k7v_7N7VqS43PxrvCW7YXYPS8Bfk-GW45yMKm4FMTw8W1jMk0n4ThDnwW25N_Nx58Gy6RW10wDN_43FDFtW1VfYW-6_s2x9W1BjWlq1wSJJQW810XyQ3m2KXNW7SjBvN3sQ8GtW2SdqBK5ZL6KSW65fZV53rcRM-W5t8htL8nBlBzN6N8rzHCwNQwW14GFHW3rkS79V3J_Lk8sML__W4-__Vq7pBgjzW418mr64lVRmfW2xl8_x6ccC-WW2jRRBx8HqvKCW55DdP529P9zYW6J3tSS7KW3n5W7jtblT2wfBcLW9l53tC3gsWP233PJ1) practitioners. Heck, we’ve been teaching clients at IMPACT to lean into words like “cheapest” for years (even if you are the most expensive!!!), as it falls under the “cost” content of [The Big 5](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVxk3q3pBV1-WJV7Cgz-5W3dpT-Q3h_PzBN4Q1yRljB9GGW7yFkrb83kH9XW16zngF8CTpGqW16rgsz7mc5YvW42_F2R50V01HW5gVGfr1B313bW7Pn7bl3bkqQgVfYtL-22GNRxVZGrmL8Gnl9BN3q4zzkzs1yTW8FMrmd4Rb3GfW3Pc_c22CDkpyW1N7pBL69w21hW5GqcYv58Z3S1W726jpd1fqS19W4VjQ6p2V_WjyW9fVD-h2z37ryW98bnKm5MVnLkW6tQ6QG4-VvcRW4YX74y8SNCv-W4YGJRT3nXpCrN5JX0jkXtM_bW656tPt1YwHjjW1dxR9s4DryBzW3tNVMB3M396qW7pW3lh64KSrbW665vVl5xlNN_W4N33FY3l1Mg8W5VZdY5428KHG3mGN1). With this being said, how many “cheap” or “cheapest” questions are buyers asking in YOUR industry right now? And, of course, how many of these have you addressed on YOUR website?? (We've got work to do, y’all!) [Stat of the Week] Did you know deals are 127% more likely to close if the prospect has their video on (assuming it’s a video call,) during the sales process?? (Gong.) Yeah. Crazy. (Learn more about how we at IMPACT can help your Sales team CRUSH this [here](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwL3q3n_V1-WJV7CgFhcW8yrn6D4Kn4-bW1c1VLB33FpQFW2QXPgk5pPj_mW3KGY262vNzf5W321scV921g-SW55WN228F-cV_W4V9k7H2x0PvDN5d7d6Gg1FlYW31XsJn83R5XcVnYWg57zHPC1W7yQ84p3tNbRgW85fMz77V5_HcW5bqWyX2sPwdXW7sj2BM4SHknqW6Z9Hv82C94gGW1yXFqs6dBQTkW3qq3kW5TbByJW67_yLX3bMwdVW4-YXMH2CZYsbW2DWfpq2vktsQW7MJGD04vj7CCW48BxmW4bmyzcW46tJRK7rZtWwW4c548j1MRXfBN9gJvwQN61ZRW9jJ2Mr72LMqk36gY1).) OK, enough from me. Hope you’ll come back next weekend for more. To your continued growth & success, [Marcus-Sheridan] Marcus Sheridan Author of They Ask, You Answer 113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVw73q3npV1-WJV7CgKFrW8492XX9bcDjpW75mqzy5XFMbbW14rn3Z49crwSW3NrVp25mS_9-W19ZDhB5mD-2jW3plP5g15HkmnW1MVd6l7nL57jW7vYbXc4tZdDcW3NBHRR2CsS05W3sNSm84-99ccW2JdD7w4h_H6CW3pY8l_3WjhrLN5DxhSFBdNCLW8qqpG14vnrB1W5nVNdb3tfySGW3_FMMB5_JpXbW1JGg654CZ6kbW5n26hK8SWNhVW6JsRs525MFG7W5D1gVK2DbqxTN9cTrqlWB2B_W1wJ6MK3B6rP33jff1 [Top-Email-Border-Radius-Bottom White] Connect with us and share your They Ask, You Answer success stories with the hashtag #TheyAskYouAnswer [Facebook](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVw73q3npV1-WJV7CgPfkW4_F0JH7NG07lW6s49n08bfLbHW3mgywV5_3XBGW19rpY61NVlFqVxWjMZ95q_rDW7bhdxD3Ntfw6W7T0r0d6GPmHkW6rRmfg5wbQZrW6fbZnq50MVbfN2Nq4Z9w5xt2N9flvbGyztjwW1R0C5f8htl2TW6PsgHV4mlnTGN6W5HFnTqwZbW60jzBV8gVNdtW93s88z8JtzKtW3rwj_d82qdvhW8YqJmg3s9MZtVnTcLY6L03LFW2QYbgT8WcrrpN227C5WgcdqDW2d3Fkx69jS0p3k251) [LinkedIn](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwr3q3nJV1-WJV7CgZRHW67w_cB4ZQqKBW6dSfhL3g0gV5W87KC3h7GrpzWW53lmqT3vHFVdW2c4Rf022DmBHN6WC4PvdZHr0W49S-mv1HsyL6W3lHZHM2Pfgt1W2lPG7W41Yd6rVLns4_47HM3hW2fhm7L3rcXkWW3PGyfK3w1bvYW91wLHl1kPsVQW14pqXx4LNg0dW5vKdRh96r762W3PYpF13PSRvnW4G3vMs6sY9-6W4XBwmz6SyQWGW2s0mfs3kNkhMW4mdJpJ18D5j8F18qfgvx7lhW3DFdQV4NFrPfW9fqcHQ5V0TFXVd6BKK21Qp2g32ls1) [Twitter](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVw73q3npV1-WJV7CgQGrW4MF9901dfhjgW4wynzN4k_pzzW24r69X2YWhr3W41_jrC7flKKkW1_RX9R8Hvy3vW3sc3Hj28KsgNW499M4497LxjzW92_PB99hQlj0W5MBbLw1XBL6tW8T5Y7w55Tvc0W39PP1m5w-Rd_VfHTs12M3btXW9cCLcw6xxztMW7MvpQR4-vtfpW40yhjY4t6172W6f-l1G3-MyRVVjctL44T0kd6W2XcNZW8y4T8sW9brtWv9ljQxzW3xfyT28T4kLtW5qdpFR8jvctSW6fVS-M7NFcfL329Q1) [Instagram](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVw73q3npV1-WJV7Cg-BQW5qWqWw8kdh5WW4gkdRV5sNCdZW6rvT2D2293Q1W3vDqzx1M06TRW2krYFK5gsJb5W7GWkj31XN7RgVCgCx34tzVcZVd15713v8FCJF6swgxcsCfgW14K3vb3wfTrPW644Vfj1pny_4W6M96XW5XRDJNW5qWLCp80ZQW2W3w4M1d5632LRW7vlPdN86GN-lW9d8Fm_5CsfbpW1DVFHX3knrKqW7JQHm27m-M6rW7T7Cf_3Q9tjKW1JVhDv6tjshcW5tdvzB3LWCh0W6XZ5Xt1RKPc_39Mw1) [YouTube](113/bXSp04/VWC-0W2BqfXrW5N34Vv3JSVbZW8XrjSc4L95jNN7swVwL3q3n_V1-WJV7CgFPZW56Ly3r87DgsvW33Jc5j5tn44qW4wgQVk185k_3W9jFk3j92G5qgW8YXQyZ3Z7L3FW38Y_jr8VHgtgW7bG0gT1pTLwmVfCksC8jLFbFW27tS_y29bnsgW3J_ClG2ZWRYkW6c9s-78XzG9hW1mr0xF2dLLwfW93GxxH9dkQWkTYZBv9jnxDQW6q2N0q5vGWJMW7bFJYZ8NVgw7W46-5-h739zpQW4B700h7hpF4VW4n55Dd3yV0DcW7lhZhl6tNyd9W9lPF3G8VxLqvN7N6bD4XPtMRW1Yyqs56VsX9YW4m4K4c7GhwhyW2jqzVC1Xd3kfW16rhkb1DdkHp32Jw1) Sent with 💙 by IMPACT IMPACT, 470 James Street, Suite 10, New Haven, CT [Unsubscribe]( [Manage preferences](