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(upbeat music) - ing to Google, 90% of B2B buyers know what company they wanna work with before you've ever heard of them. That means, if they're not filling out your lead forms you're not in the running for their business, someone else is. Wouldn't you love to beat the competition to that very next B2B lead? (spectators cheering) Wouldn't you love 11,592 new leads? I'm gonna introduce you to the one company that did just that! All right then, let's do this! (upbeat music) Hello, and welcome to "The Loyalty Loop" where every Thursday I share a new revenue-generating concept, idea, or example for strategic thinking executives just like you. Today, we're gonna break down how one B2B brand generated 11,000 new leads, increased conversion by 28%, and boosted their website traffic in two weeks by understanding a simple psychological phenomenon. Now, quick caveat here, if you've been following along with "The Loyalty Loop" for a while you already know what a moment of inspiration is, if you don't you may wanna watch this episode first, I'll link it below just in case you need it. (upbeat music) Now, let's imagine you've got an idea for a mobile app! Maybe it's, I don't know, Tinder for Recipes and you just know it's gonna be the next big thing. Boom! This is a moment of inspiration! Immediately, after any moment of inspiration something amazing happens. A question pops into your head. In this case, you wonder, how much does it cost to build an app like this? This is the trigger question, the first question that pops into a prospect's mind any time a moment of inspiration occurs. Immediately, your brain wants an answer to this trigger question. You see, your brain doesn't like ambiguity, it wants an answer to every question, so. So, you decide to answer this question, you open up a browser window and head to Google. In this case, Google is called your Prime Brand. The first brand a consumer thinks of when a specific trigger question occurs. By the way, it's not always Google. Anyway, you type in your trigger question, how much does it cost to build a custom mobile app? In just a few clicks you realize that these articles aren't helpful, why? The answer is, it depends anywhere from 10K to 250K. Notice that most of these blog posts about app development costs end with a call to action like, let's talk or request an app quote. Aha! Now this is where VenturePact comes in, they run a developer marketplace so when you're ready to find a developer they want to be your prime brand. Now, in a moment I'll reveal where I got this amazing B2B case study and recommend a book every serious marketer should take the time to read. And by the end of this episode you'll understand exactly why! So a new question pops into your head, I wonder if there's a mobile app cost calculator. And boom! There we go. That's what you want to do so, you click on the link. The team at VenturePact has created an interactive calculator to give you a more narrow development estimate. And this, not the calculator itself but the concept behind it. This is the key to your success. You see, if you want to beat your competition to the next lead, you must use number one. Immediately, answer their trigger question. You see how this calculator is built, they earn your trust by helping answer your trigger question and only at the end of the estimator do they invite you to enter your information for an even more accurate estimate. It's this calculator that helped VenturePact generate 11,592 new leads, and increased conversion by 28% in just two weeks! Now, before I give you the super secret question designed to reveal your prospects trigger questions, let me tell you where I got this amazing B2B case study. I called this guy, yep, this is Marcus Sheridan and he quite literally wrote a book that perfectly addresses the power of answering your prospects trigger question. The book appropriately titled, "They Ask You Answer" is a business philosophy just as much as it is a tactic anyone can employ. I can't recommend this book enough. By the way if you're thinking to yourself, "hmm maybe I should read that book." Boom! That's a moment of inspiration. Now slow your brain down for one second and ask yourself, what's your trigger question and prime brand. Next week, by the way, we're going to begin a four part series all about embracing the constraints, so if you don't wanna miss next week's episode, take a second to subscribe at LoyaltyLoopers.com and use the secret code constraints for exclusive access. Okay, so what's the secret to uncovering your prospects' trigger questions? How can you beat the competition to those leads like the team at VenturePact? Well, all you need to do is pick up the phone and call the three most recent clients you've signed up and ask them this super-secret question, what inspired you to...? Like, what inspired you to develop a new app? Or what inspired you to change your manufacturing process? Or what inspired you to look for a new accountant? Yep, this amazingly powerful little query will illuminate their moment of inspiration, their trigger question and their prime brand. So there you have it, the power of the trigger question. Take the time to uncover the real trigger question and you'll win over more prospects before anyone else in the market, just like VenturePact! All right, I'll see you next week in my "Loyalty Loop." In the meantime, I'm gonna go back and work on my new app Tinder for Dogs, no, no, Tinder for Pets. Why would I limit myself to dogs, right? I'm telling you this is the next big thing, is gonna be huge. They're gonna swipe their palm right. Swipe right, swipe left with their palm. It's gonna be awesome. Quite lovely. (dog barks) (upbeat music)