STP John Sanders from Rev Key
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[00:00:00]
John Sanders: the question is to the group practice owner, do you have time to do this yourself? You probably have family responsibilities and you are managing employees.
This is not something that you really should be taking on by, by yourself, much like you probably shouldn't be trying to do your own taxes or, ~um,~ build your own website. Like these are, these are things that, ~uh,~ and I think that this is the hard lesson to learn for some therapists who, you know, went through school and never had a business class is this idea of.
Yes. You don't have to do everything yourself and being able to delegate that out.
Introduction
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John Sanders: Welcome builders. This week on Scaling Therapist podcast, I sit down with John Sanders from RevKey to talk about one of the biggest challenges therapists and anybody in the service industry really are facing right now, getting consistent [00:01:00] clients in an uncertain economy. John shares why Google Ads work differently than social media, He also talks about how the right marketing strategy can help fill openings without wasting time or money. Hey, if you're tired of wearing all the hats in your business, this episode is going to help you to think differently about delegation, marketing, and growth. Thank John so much for being on the show, If you are experiencing some problems or bottlenecks in your business and you wanna break through to the other side, head over to scalingtherapistservices.com. It's a directory of trusted services to help break down those business bottlenecks. Now, let's join our conversation with John about getting consistent clients for your therapy practices by using Google Ads
James Marland: and welcome back to the Scaling Therapist Podcast. This is James Marland, your host. This is the show where I help therapists take their wisdom and turn it into new [00:02:00] income streams.
And today I am talking with John Sanders from Rev Key. He does Google ads and marketing for therapists, and I've met him at a conference we connected over, well, it was actually his laptop. I enjoy. I was like, Hey, that is a pretty powerful laptop for a con for a, ~uh,~ conference. So we talked and got to chatting and now he is on the show and gonna be sharing about just the state of, ~uh,~ the therapist of marketing.
John, welcome so much. ~Uh, ~thank you so much for being on the show.
John Sanders: Yeah, thanks. Thanks for having me and pointing out my, my overpowered laptops, which I also. Which I also occasionally use for video games. Uh,~ Which I also occasionally use for video games. Uh, that's one of the, it's one of the few kind of little, little, little perks of being a business owner is I'll, ~
James Marland: ~uh, ~
John Sanders: ~myself a, maybe a little more laptop than I, need for doing Google ads. ~
James Marland: ~uh, yeah, me too. Um, but I, I edit video, so I had to get a ~
John Sanders: ~Oh, okay. ~
James Marland: ~with a video card. I had to like, ~
John Sanders: ~Yeah. Ly. ~
James Marland: ~to add ~
John Sanders: ~Yeah. ~
James Marland: ~and extra, uh, hard drive space, and of course a decent video card. I just, you know, it was a, it was a, it was a absolute, absolute necessity.~
John Sanders: ~Yeah. Yeah. We'll go with necessity.~
James Marland: So, ~um, ~we're talking about a subject that, ~uh,~ I feel like I should know more about, but it's just, you know, something that I don't focus on. It's like marketing and Google ads for, for therapists. ~Um, ~I do a lot of like blogging and, you know, the podcast and YouTube. ~Um. ~[00:03:00] But, ~uh,~ so stepping into this realm is something that I, I've wanted to know more about, and I'm gonna have, you know, let you talk about what you do and sort of like the state of the economy right now for therapists and what you're seeing.
And then we'll move into, you know, how you can help. So, tell us about what you do and what, where you see needs are for therapists right now.
Google Ads for Therapists
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John Sanders: Sure. So specifically doing Google ads for therapist. ~Um. ~We're ultimately trying to get you leads. This is not, you know, we're not trying to get you likes on, ~um,~ social media or like necessarily getting just lots of people to your page. Ultimately, I, I call myself very much a numbers based marketer in that I am constantly asking about, okay, how many.
Conversions or people who filled out the form on your website or filled out your schedule or, or called you. Those are the questions that I am constantly asking and, and are my main concern, ~uh,~ is, ~um,~ you know, the idea is putting butts in seats and, and, and filling [00:04:00] up those, those therapist schedules, especially now that like we're kind of in a time where.
Um, the economy is kind of on some shaky ground, and, and I've definitely felt that with, with therapy clients, ~uh,~ recently, you know, asking, you know, really trying to dig into their marketing and say, you know, is this effective for me? And these are definitely the questions that you should be asking when, when you have an economic downturn.
It's not getting rid of all of your marketing, it's. Making sure that the marketing dollars you spend are being spent in the right places. And if there's something where it's not provable, ~um,~ whether you're getting clients out of it, you know, those are the marketing programs that you, you, you definitely wanna look at.
Trying to cut some of those out.
James Marland: So what are some of the signs or what are some of the things you're hearing from your, your clients, or what do you see in the, the, the marketing environment?
John Sanders: Right now, it's been, ~uh. ~You know, I hired three therapists [00:05:00] and all of a sudden we can't fill people up because things are slowing down. What we're, what we're typically hearing is people are more price sensitive. More people want to use their insurance. ~Um. ~I would say probably two thirds of my clients are, are probably on the private pay side of things.
~Uh, ~and, and a lot of those, ~uh,~ even in New York and, and Los Angeles, which are markets that you don't see a lot of therapists taking insurance, but more and more people are, are asking about that and, and, and really trying to, ~um,~ they're trying to save money as much as they can right now.
James Marland: Huh? That, that's interesting. I know. Insurance prices are they. Right now anyways, they seem to be going up and there's a lot of uncertainty
John Sanders: Right.
James Marland: a lot of different things, and that sort of, that changes how people money. And so there is some uncertainty in the, ~uh,~ in the economy right now. ~Um, ~you, [00:06:00] you said something that I, I like the, ~uh,~ you're a numbers person or a results based
John Sanders: Right.
James Marland: and that reminded me of.
I think it was Mike Malowitz talking about metrics. Like if you check, oh, I have this many people on my, my email list, or I have this many people seeing my social media,
John Sanders: Right.
James Marland: it doesn't turn into forms filled out or sales or conversions, then that's just like, oh, it's a vanity. It's like
John Sanders: Mm-hmm.
James Marland: to.
Make you feel better about what you're doing, but it sounds like you're, you're really focused on the results of what you do, not just
putting things out there.
John Sanders: And I think specifically for, for a therapist doing, you're, you're trying to get people busy. I think, you know, having something like Google Ads where we're serving ads to people who are typing in therapists near me or Chicago therapist, ~uh,~ and trying to get. [00:07:00] People to actually become patients is, is really kind of what I see.
~Um, ~now there's definitely a case for like, some of that stuff. If you're running a fairly big brand, if you've got like four or five offices if you're trying to sell a course, those are definitely things where you want to be on social media and, and, and so some of that vanity metrics, you know, helps you out there.
building up that email list.
Like if you're trying to sell a course, people will not always buy the course. Right off. So, you run the Google ad, you get them to the site, they get the free PDF download and you end up capturing that email address. And then, you know, you can start that email marketing and um, you know, maybe they'll buy that course six months down the line Is typically what I see with the course side.
So I think that there's definitely something to, to that Um. But I don't wanna be using like Facebook ads to, to really try to drive [00:08:00] customers, um, customer acquisition very, very much because it's, it's, it's a lot of a phishing expedition and, ~um,~ I, I would much rather use Google where people are actually, you know, searching for what they want or kind of already recognized that they need, they need a therapist, not where on Facebook you're, you're kind of saying, well.
This group of people, maybe some of them will need a therapist, but you know, we wanna look through,
Google vs. Facebook Ads
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James Marland: the big difference between, um, so I was gonna ask why Google ads not Facebook ads or Instagram ads
John Sanders: right?
James Marland: practices? What's the advantage of a Google ad over, you know, Facebook?
John Sanders: Yeah, I, I would say it's, it's really just that because people are searching in Google for something, whereas Facebook is, you know, you say, show my ads to. These groups of people and you're just hoping to get down to like a small percentage of those. And just in general, looking at like the backend of Google Analytics, where, you know, we can look at everything that's coming [00:09:00] into your website, including social media.
In a lot of cases I see that, um, you know, people don't spend a lot of time on your website when they come from Facebook. They don't necessarily fill out those forms when they come from Facebook. I think, and I, I think from a user.
James Marland: the you're saying.
John Sanders: Yes. Yeah.
Because in a lot of cases you're sitting there on Facebook or Insta and you are kind of in your disassociated of time.
You are, ~um,~ you are, you are repairing your brain after a long day, ~uh,~ day of work. And, um, I, yeah, probably there was an old, ~uh, um, uh, ~survey of display ads like you would see on other websites. And this was, this was a long time ago, but I think this probably applies to a lot of, a lot of social media, is that half of the clicks that you get are accidents.
~Um, ~and so That's not great. ~Um, ~and that, that's also why
James Marland: too, right? Pay per
John Sanders: Yeah,
James Marland: that's
John Sanders: absolutely.
James Marland: Clicked
John Sanders: Absolutely
James Marland: cash flow.
John Sanders: right. Absolutely.
James Marland: You are in a different head space when you're searching for [00:10:00] something like, you know, I want tacos. Okay, I am gonna go buy tacos. It's different than scrolling on Facebook, seeing an ad for tacos and like, oh, that was funny.
And then you just go on, like,
John Sanders: Right,
James Marland: different, it's a different, a different behavior ~uh, ~
John Sanders: right.
James Marland: social media. Yeah.
John Sanders: Yeah. and from a marketing perspective, you're, you're already much further along in your buying cycle than The person
James Marland: Yeah.
John Sanders: Facebook who's
James Marland: beliefs.
John Sanders: right. And then, you know, if you're, if you're searching for that, ~um,~ you know, those are the people who are much more likely to ultimately become customers. And, and, and so that's the, the thing I look for.
And so, Yeah.
I joke that I'm a, I'm more of a numbers marketer. ~Um, ~I, you know. Fonts and images on websites. There are definitely people who are so much better at that stuff than, than I am. ~Um, ~and I need help with that, with that type of stuff. ~Um, ~so Yeah. don't, don't, don't ask me does this, does this font really, ~uh,~ [00:11:00] symbolize what my brand is about.
I, I'm probably the wrong person to ask those questions too.
James Marland: Yeah, I have, I have a niece who works for font, like a, like the, all they do is fonts, like they are specialized in fonts. So there are people out there who
John Sanders: Yeah.
James Marland: do to, can do those things. so if I'm a therapist and I'm thinking, you know, I'm seeing a problem and I think marketing might solve it, or Google ads might solve it, like, what, what am I.
~Uh, ~
Filling Your Practice
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James Marland: let's say I, ~um,~ you know, I, I get just by word of mouth, I get 10 sessions, ~uh,~ 10 sessions a week, and I wanna move up to 15, 20 sessions a week.
John Sanders: Sure.
James Marland: how can your services help me solve that problem?
John Sanders: And that's, and that, that's a common one I hear from solo practitioners is they've got, they've got 10 and they want to get to 20, or it's a group practice owner who hired somebody who's at 10 and they want to get 'em up to 20. So [00:12:00] the idea with Google Ads is, you know, we can start an advertising campaign for you, which is gonna put you towards the top of Google, which, ~um.~
You've done some SEO stuff, which, you know, that's very hard, ~um,~ especially in some of the more competitive markets out there like Miami or New York or Los Angeles where there are hundreds or even maybe thousands of therapists. So, you know, we start our Google Ads campaign and you know, we target the terms.
That you are interested in. ~Um, ~and like if you are trying to get busy specifically for like couples therapy, we're gonna mainly wanna run keywords and ads based around couples and then send them to the couples therapy page on your website and then do all of the things on there that we need to do. To get them to click that button where they schedule on your Calendly or your Jane app or, you know, whatever your EHR of choice is, or fill out your form or call you.
[00:13:00] Um, and so there's, there's definitely an element of the website needing to have to be ready before you run your Google ads. Um, I recently had to tell a client who was, you know, they've got all of these openings. And I had to tell them, you need to write about, we need to get about five new pages on your, your website, You know, specifically for the things that you're looking for.
'cause we don't want to just send somebody to a general page that says we do all of these types of therapies. I call them the dreaded bullet point pages, ~um,~ where it's.
James Marland: see ' em all the way everywhere. Yeah.
John Sanders: Couples therapy, anxiety therapy, and, and Yeah.
you absolutely do not wanna run Google ads to those, you wanna run it to a page that's specifically about couples therapy or L-G-B-T-Q therapy or whatever it is that you're trying to get.
And, and, and having that, that page on the website before you start running ads is really important. ~Um. ~In terms of like some specifics to actually put some numbers to it. ~Um, ~if you were in kind of [00:14:00] a standard market in the United States, ~um,~ you are looking at probably paying about five to $6 for each click on Google.
If you are in New York, Los Angeles, that can get to be 10 to $15 a click. ~Um, ~we've actually started running ads with a, with a newer type of, of Google. ~Uh. ~Ads campaign called Performance Max, that can, can reduce those in, in, in some cases, especially in some of those more, more expensive markets. But, ~um,~ you know, generally if we think about, um, you know, if you get a hundred clicks on your website and we get five of those people to become leads, having to think about how many of those leads will actually end up becoming clients for you.
And, and so kind of running the math that way. So if you've got, you know, 10 openings that you wanna fill in a month, and you know, we might need to get 200 clicks on Google Ads for that. [00:15:00] And at that 5% you'll get some, you'll get 10 leads. Probably actually need more than 200 clicks. So I think it, it, it all depends on how fast you're looking to, to fill, fill those spots up, ~um,~ to, to kind of get towards, you know, what you actually need to, need to budget.
But in general, most practices should be thinking about probably spending at least a thousand dollars on Google a month to, you know, to, to really fill up, ~um,~ you know, a large number of spots.
James Marland: As I, as I'm hearing you, I, I, the, the cash register is going Chaching, chaching for, for the ads, like it sounds, ~uh,~ you know, $5 a click, $15 a click, and, and I know how many people visit my site. Holy moly, that would be, ~uh,~ a lot of money. So making sure they're going to the right page and getting the right information and connecting to the right.
You know, the, ~um,~ identifying with the, you doing the, ~uh,~ what is it called? The Donald Miller Grunt Test. Like, oh, is this for me? [00:16:00] You know? And, and looking at the headline and getting all that, ~um,~ lined up before you start running ads is really important.
John Sanders: Right.
James Marland: And also Google, every time I go to like analytics and stuff, it's like, run an ad.
You can run an ad. Here's some credits to run an ad.
John Sanders: Oh yes. Yeah.
James Marland: like, I don't know if like, it's telling me I can do it myself, but also if you do it wrong, you're gonna get a hundred robot clicks and then you, you know, you've spent all your money to, to talk to like spammers or something. Like what are some of the pitfalls of doing it yourself?
I'm sure you could figure it out eventually, but it sounds like I wouldn't wanna do it wrong. son, my son, he is 21. He would rip apart his car engine. Without really knowing what he's doing, because he's just a like, get into it and figure it out, even though it might cost him double. And I,
John Sanders: Right.
James Marland: we're very different [00:17:00] in the way, like, I, like I'll read books and listen to podcasts and do, uh, webinars and stuff on how to do it and then I won't do it.
So, 'cause I'll just do too much, uh, analytics on my
own side because I never feel comfortable. never feel like I know what I'm doing. So. Talk about like, you know, what, what is, ~uh,~ how can you help people be successful or what are some of the pitfalls that you take care of?
John Sanders: So
DIY Pitfalls & Why Hire a Pro
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John Sanders: I think it probably comes into two things. One is more of the the technical side, which I'll talk about next, but I think the first one is that the question is to the group practice owner, do you have time to do this yourself? You probably have family responsibilities and you are managing employees.
This is not something that you really should be taking on by, by yourself, much like you probably shouldn't be trying to do your own taxes or, ~um,~ build your own website. Like these are, these are things that, ~uh,~ and I [00:18:00] think that this is the hard lesson to learn for some therapists who, you know, went through school and never had a business class is this idea of.
Yes. You don't have to do everything yourself and being able to delegate that out. So I think that that's probably the first thing is, is the therapist time piece. The second thing that we wanna look at is kind of the technical side of Google, because as you and I were talking about before we got started, Google's number one priority as a company is to maximize Google's revenue.
Their second goal is to get you clients. And as long as that's the case, they're going to make some recommendations that are not necessarily good for you. They're good for them. But what Rev Key does is we, my team and I, we know kind of all of the, are a lot of the pitfalls where Google will tell you run only broad match keywords, and then all of a sudden you'll find that your.
Ads are showing [00:19:00] up on all sorts of weird searches that have absolutely nothing, nothing to to do with, with therapy.
James Marland: ~Hmm.~
John Sanders: And that's, that's how you end up wasting a lot of a lot of money. Or Google will sell your ads to third party search engines that are not Google. And you think you're spending a bunch of money on Google ads.
In reality, you're spending them on, you know, some of these kind of questionable. Third party websites that, that are really in, in many cases. I, I think just spam machines more than anything else. So, so Yeah, there's, there's a lot of easy ways to lose a lot of money on Google, really.
James Marland: like that's just a, ~uh,~ a checkbox, right? Like, check here if you wanna do this, and you're like, and then
John Sanders: It literally is,
James Marland: your
John Sanders: but you
James Marland: gone. Yeah.
John Sanders: you have to go look for that box that says. ~Uh, ~serve my ads on Google search partners that my team and I we're always saying, no, thank you. We do not, we do not want that at all. And, ~um,~ and, but you have to know where that box is and, you know, you might [00:20:00] not get that in your first 12 hours of watching YouTube videos.
~Um, ~and, and, and so It's it's the technical side.
James Marland: it's a buried feature or something.
John Sanders: Absolutely. Absolutely. It is. So. Yeah.
There, there, there. And there's so many, you know, if you go into Google ads, there's so many menus
James Marland: Yeah. Oh,
John Sanders: so many subs.
James Marland: I've been in and I've, I've, I've no doubt.
John Sanders: Yeah. There's.
James Marland: just like, ~uh.~
John Sanders: There's so much going on in there. Um, you know that that's something that you want, somebody who, who spends most of their time doing that is, ~um,~ is doing that stuff for you instead of you trying to figure it out yourself. Because the, you know, the cost is, you know, if you don't do it right, you know, you could wake up and then find that you've spent, you know, $500, a thousand dollars on, you know, really, you know, things that, that are not really good for your business.
James Marland: Plus an afternoon of time. What, which you, you, you took it back to
John Sanders: Right.
James Marland: what you started out with. Probably the most important thing, your [00:21:00] time and your attention. If you're doing this, if you're saying yes to, I'm gonna learn Google ads, you're saying no to something else. You're saying no to management, you're saying no to
John Sanders: Yes.
James Marland: people.
You're saying no to yourself.
You took a weekend off to learn this and then you know, you do it wrong for two months and still nothing happened. Like there is a lot of time now people, there are people out there who can do this, but it's probably not the average therapist who went to therapy school. I.
John Sanders: Sure. I, I.
actually had a client come back to me this week who, ~um,~ he has been managing his Google ads on his own for, for a while. And, ~um,~ but something broke and so he's gonna come back and we're gonna fix some stuff for him. But this is his second career and his first career was in it, so he's been able to figure a lot of this stuff out.
So he had a, a lot of advantages, but a lot of times it's, it's very difficult to, to do.
James Marland: Yeah. And I, I love the analogy, like you don't do your own taxes. know, you [00:22:00] don't, you're not your own lawyer. You, you
John Sanders: Yeah.
James Marland: who, who do that. ~Uh, ~you
can build a webpage, but if you wanna do it, well, you know, you hire somebody.
So it's the same, it's the same principle like where. I don't know why, and I get, I get this myself, like I wanna do it myself, or I'm like, oh, it's the most
John Sanders: right.
James Marland: or the most, uh, cost effective way is just to do it myself.
the more I, the more things I do, the more I realize it is this is totally not cost efficient. I'm wasting so much time. Somebody could do it better or somebody can do it, and this is their, this is their, this is their joy. Like this is what they love to do, I don't love doing it. It actually steals my joy.
So why am I, am I doing it worse and hating it?
John Sanders: So I'll give you an example, ~uh,~ a a little outside of Google Ads. But,
James Marland: Shirt.
John Sanders: course. So, uh, I have a sister-in-law who works on WordPress websites. [00:23:00] So my clients have WordPress websites, and I'll end up in the back end of them, and sometimes I will be asked to find something in WordPress. I have no idea where it's, and I could be hardheaded and I could spend an entire hour trying to find that and might not even be successful.
Or I could just text my sister-in-law and say, Hey, do you know where this is in WordPress? And she will tell me. And then I have just saved an entire hour.
James Marland: Yeah.
John Sanders: and, and so
James Marland: Perfect.
John Sanders: that, you know, by. You know, a factor of 10 or 20 with Google ads where, you know, you spend 20 hours trying to figure out Google ads and you end up losing a lot of money, and then you go, oh, I guess I can't do this.
And, and, and then you hire the professional. Just hire the professional to start with. ~Uh, ~and I, I think that some of it is because Google's tried to make it so easy to do Google ads, and you have places like Squarespace and WordPress where you can put together your own website and some people will do, ~uh,~ a halfway decent job.
But, ~uh. ~Like my team and I, you know, as soon as we look at a client's website, you [00:24:00] know, within two seconds we can say whether it was professionally built or not, ~um,~ 90% of the time.
James Marland: Mm-hmm.
John Sanders: And I think that clients can also see that as well. I think this is also important, ~uh,~ especially in more competitive markets.
You know, if you're in New York or Los Angeles where you know, you're competing with some really big therapy groups who've probably spent tens of thousands of dollars on their website, like you just doing, you know, you trying to log into Wix and doing a website on your own is not, is not really gonna cut it.
James Marland: we, we talked a little bit about, you know, there, there the economy and a little bit of uncertainty. What are some of the, the things people can do? Can you give us a little hope? Like what, what can we do to, ~um,~ increase like our discoverability and people clicking, ~uh,~ on the right page? Or maybe, maybe we should talk about your services.
That's probably what, where I'm going, what can we do
John Sanders: Yeah.
James Marland: how can you help?
How Rev Key Can Help
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John Sanders: So [00:25:00] it's by, you know, going in and setting up that, that Google Ads campaign and setting it up for success and allowing Google's AI learning to, to learn about it. You know, we talk about in a lot, a lot of cases, the first 30 days, Google is still trying to figure out your campaign. ~Um, ~you know, maybe, uh, the form fill on your website is not firing off something in Google Analytics.
So we can record it later. And, and just kind of some of the technical pieces as well. ~Um. ~So I think that that, and it's, it, it goes back to what I said before where it's don't dump your entire marketing budget. And I, I think that that's the classic mistake that a lot of companies make during economic downtime is they say, we gotta stop spending on money, on marketing, viewing marketing like it as an expense.
But the thing is, while marketing is an expense on your profit and loss statement, it is different from that table that you bought for your office, the table. Will not get you customers Marketing done correctly will get you customers [00:26:00] and continue to get you additional revenue. ~Um, ~if you stop advertising in a down economic time, then you're gonna get fewer customers.
And ultimately this is kind of a, a death spiral for businesses where. They stop spending money on marketing and they get less customers and you know, eventually just cease to exist because of it.
James Marland: It's an investment. Somebody, somebody's like, marketing's an investment and it's, uh, something that brings you revenue. And I love the example of the table. Like the table's nice, but it's not gonna earn you a dollar.
John Sanders: Right.
James Marland: keeps your name out there and it does show up on the, it does show up on the, um, balance or the profit loss statement, but it connects to so many other things.
I think there's a, that fear mindset of like, why, you know, the sky's falling or things aren't the way they used to be.
John Sanders: [00:27:00] Right.
James Marland: in a downturn there. There's like, I've lived through a couple cycles, like of where things are very, very busy for therapists and then they're, you know, that things return to normal and it's like, oh, we're not busy anymore.
And then it people make radical. You know, decisions. So, ~uh, ~marketing is one of those things. It's, it's almost like the, ~uh,~ company that stops r and d or research and development, and then, then they have no product.
Like they have nothing new and nothing to add. Five years, you know, two to five years later.
And, and, uh, you know, it's, it's, you can't catch up then. So it's, it's just an investment and, ~um. ~What are some of the, what are some of the ways, ~uh,~ or services your company helps solo and group practices as we're, ~and,~ and where can they find you?
John Sanders: Sure. So typically what we do [00:28:00] on, you know, a first sales call with somebody is I'm gonna look at their website and say, okay, what type of clients are we trying to get? Make sure we have the pages on the website already that, um, that, to, to attract those clients. Like that couples page we were talking about earlier.
And if you don't have a couples page, you know, let's, let's, let's work on writing that. I actually have a, a, a writer who's ayd who, who can, who, who can help with some of those things. Um, and then getting that on your website and then, you know, constructing your Google Ads campaign in a way where. We're targeting, you know, the people in, you know, around your office, especially if you're doing in-person therapy.
~Um, ~and, you know, have the, the right income for, for what you're doing. You know, if you're in Los Angeles and you're charging $200 an hour, we don't want your ads to be showing on like the lower 50% of household incomes. Those people can't afford your services. And, ~um,~ that's, that's not where we wanna spend our advertising dollars.
And so, like, making sure that each of those [00:29:00] advertising dollars is kind of spent in a, in, in a, in a really good way. ~Um. ~And so creating that campaign. And then, you know, one of the things I'm, I'm very insistent on, ~uh,~ and I think really sets us apart from a lot of other marketing companies is like, we're not gonna send you at the end of a month, like a big PDF report with a bunch of tables that, ~um,~ and graphs of things that you don't really know.
What they mean is that I really insist that all of my account managers talk to, to, to each of their clients every month. ~Um. ~And, you know, explain those stats and, and, and what they mean. And also we want to hear, you know, from, from you guys that, you know, if we generated 20 leads outta Google Ads. Well, what happened with those 20 leads?
Like how many of those people are actually ultimately becoming patients and are, you know, is that gonna lead to more revenue for you? ~Um, ~we don't wanna just like make good numbers in Google ads. ~Um, ~if anyone has ever had the misfortune of talking to a Google Ads rep, who will just call you out of the blue and tell you how to run your Google ads, ~um,~ that's the.
Problem that they have. They're so centered in on, on [00:30:00] Google ads metrics and doing what's good for Google, that they're not really kind of looking at what sort of results are you getting out of your, out of your campaign. Does that make sense?
James Marland: Oh, yeah. Yeah. So you, you help people set up their, set up their campaign, run the campaign, understand the campaign, and get a good return on investment from their, their marketing strategy. And it, it sounds like there's probably some, you know, tweaks and adjustments along the way that somebody, you need some experience looking at what those numbers mean.
Google is great at providing you the information, but man, I can't tell. Sometimes I just can't tell all the time what, what is a key number what isn't. You know, they, they, in Google Analytics, it tells you like where people came in and where they went and how long they spent there,
but I know those numbers are there, but I can't read them to know, oh, this was a key moment, or this was a,
John Sanders: right.
James Marland: a, you know, they, [00:31:00] 20, uh, 50% of the people dropped off here.
It never came back. Like, I can't, I can't, I suppose if I watched another YouTube video, could probably figure that out, but I, I don't know. And then having somebody put eyeballs on that and say, oh, if you changed this here, or added a video here, or used, ~um,~ put your form here. Like, p you, you're gonna con you are going to increase your conversions.
It's so important to have somebody who knows what they're doing. Look at that.
John Sanders: Right, and to tell you whether, you know, is that a good time on site or is that a bad time on site? Is that a good conversion rate or is that.
a bad conversion rate? And so like being able to actually like, know what those, what those numbers mean in comparison to, ~um,~ you know, what else is happening out in the world.
And, and, and whether you are getting a, you know, a good return on, on your ads.
James Marland: Great. So, ~uh, ~this has been a wonderful conversation. I've learned a lot. Um, [00:32:00] where, where can people find you and do you have any, ~uh,~ anything, ~uh,~ coming up?
Where to Find John Sanders
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John Sanders: Sure. So if you are interested in talking to me or, ~uh,~ my, my VP Kate Weiss about. Actually doing some Google ads for you, you can go to rev key.com, that's R-E-V-K-E y.com/podcasts and you can schedule something with us there. And, you know, we can, you know, through about 30 minutes or an hour, just kind of identify like what your marketing issues are and, and how Google Ads can, can help with some of those things.
James Marland: Great. Wonderful. Thanks John for being on the show.
John Sanders: Thanks for having me.
James Marland: So listeners, ~uh,~ you might have been avoiding your Google ads, be thinking it's too, you know, it's too kind time consuming, too expensive, too confusing. You don't have to do it all. don't have to do it all yourself. There's people out there who are experts who can help you, help you understand your marketing and Google Ads and see those people that desperately need you.
It's now time to put your mission in motion. We'll see you next [00:33:00] time,
John Sanders: Hey builders. Thanks for listening to the show. Thanks for Revkey and John for coming onto the show.
One of the key points that stood out to me was you don't have to do it all alone. You can delegate things to other people, to specialists who love to do what you don't like to do or don't have time to do. Your time is valuable, you can have somebody who loves doing this do an awesome job, and you don't have to do it.
So, if you're looking for help with your Google Ads, you can go to Revkey, and the link will be in the show notes. If you're looking for solutions to other business building problems or bottlenecks, you can head to scalingtherapistservices.com.
These companies help support our show, And supporting them helps us to keep creating content for you.
So I wanna send a special thank you to The Practice Collab, Arc Integrated, TheraSaaS CRM, Guest Compliance [00:34:00] Consulting LLC, Freedom Business Solutions, Bosco LLC, and Profit Comes First. If you're looking for trusted services to help you break down your business bottlenecks and solve problems, run your practice, hire people, build ads, build web pages, be compliant with social media and some accounting services, among others, head to scalingtherapistservices.com where you can find those services.
I wanna thank you to them. We're grateful for their support and the support for the community All right, friends, it's now time to delegate something so you can put your mission in motion. We'll see you next week
