How to Turn Customer Calls Into an AI Content Machine [Endless Customers Podcast Ep. 170]

This transcript has been generated by AI and not checked for accuracy. 

[00:00:00] Bob Ruffolo: If you wanna dramatically increase the amount of content your business is producing while using that content to improve your visibility in AI, this episode is for you. Today, we're gonna show you exactly how to build an automated AI content workflow inside your business that could take out 95% of the human work involved in creating content.

[00:00:17] Bob Ruffolo: You can run this workflow even if you don't have a content manager. And the best part? This content sounds like you, answers buyers' questions the exact same way you do, and automatically identifies and fills in content gaps that may be limiting your AI visibility. Let's get into it. 

[00:00:34] Stephanie Baiocchi: You're listening to the Endless Customers Podcast, brought to you by the team at IMPACT.

[00:00:39] Stephanie Baiocchi: Endless Customers is the proven system to become the most known and trusted brand in your market. If you want to learn the principles of endless customers and how you can implement them in your business, pick up a copy of Endless Customers, a national bestseller, wherever books are sold. Ready to start implementing endless customers in your business?

[00:00:56] Stephanie Baiocchi: Talk to IMPACT about how our coaching program can help you implement [00:01:00] endless customers to success. And if you want to experience endless customers in person, don't miss our upcoming event, Endless Customers Live, in Hartford, Connecticut, October 5th through the 7th, 2026. Registration is now open. And now, onto the show.

[00:01:15] Stephanie Baiocchi: Here's your host, Bob Ruffolo. 

[00:01:17] Bob Ruffolo: And welcome back to the Endless Customers Podcast. I'm your host, Bob Ruffolo, and today we are in the studio with a very good friend of mine, Ruan Marino. Ru- Ruan is the CEO of two different companies, uh, and founder of two companies. So the first one is Splash Dash. Um, many of our audience may have heard of Splash Dash from our events, but Ruan, tell us about Splash Dash to get started.

[00:01:39] Ruan Marinho: Yeah. Splash Dash is the easiest way to pull quick stats about a business online without overpaying for these big expensive tools, while getting the benefit of the big expensive tools in one place. 

[00:01:49] Bob Ruffolo: Awesome. 

[00:01:49] Ruan Marinho: So you run a report, it talks to all these places, it tells you what you need to know. It's a little splash of data.

[00:01:55] Ruan Marinho: Yeah. So that's why we call it Splash Dash. 

[00:01:56] Bob Ruffolo: Love that. Uh, many of our clients are using Splash Dash as [00:02:00] well, so that, that's awesome. Uh, and you also ... How I first met you, is from the agency world. 

[00:02:05] Ruan Marinho: Yes. 

[00:02:06] Bob Ruffolo: You run a awesome agency, which is one town over. 

[00:02:09] Ruan Marinho: Yes. 

[00:02:09] Bob Ruffolo: Uh, Developmark. Tell us about Developmark. 

[00:02:11] Ruan Marinho: So Developmark helps the anti-corporate businesses, these, um, local people that are getting their hands dirty, and the people that we rely on for our economy.

[00:02:19] Ruan Marinho: And we equip them with a website and a team that can get them results, and just grow their revenue by having solid digital marketing. 

[00:02:27] Bob Ruffolo: And why we don't really compete is we really do cater to similar but different audiences. 

[00:02:32] Ruan Marinho: Yes. 

[00:02:33] Bob Ruffolo: So you only work with companies in Connecticut- Yes ... or even closer to, to your market, right?

[00:02:37] Bob Ruffolo: Only 

[00:02:37] Ruan Marinho: in Connecticut. Yeah. Only in 

[00:02:38] Bob Ruffolo: Connecticut. 

[00:02:38] Ruan Marinho: Even, like, Hartford County now- Yeah ... getting closer to that. 

[00:02:41] Bob Ruffolo: Yeah. And what I love about what you do is that you go and you visit your clients in person- 

[00:02:45] Ruan Marinho: Yes ... 

[00:02:45] Bob Ruffolo: um, regularly. Which is ... I wish we were able to do that all the time, but you always have boots on the ground.

[00:02:50] Bob Ruffolo: Um, and, uh, um, s- typically smaller businesses, so a lot of your clients don't have a content manager or a videographer. Um, so that's, um ... You've had [00:03:00] to do different things for your clients, which we're gonna talk about today, which I think is fascinating. Um, and also we do a lot of stuff with HubSpot, and you do a lot with Duda.

[00:03:08] Ruan Marinho: Yes. 

[00:03:09] Bob Ruffolo: And, uh, tell us about, like, d- your partnership with Duda at a high level. 

[00:03:13] Ruan Marinho: So Duda is a content management system, and it is enabled with AI really well. So they're very forward-thinking. They're always ahead of the game. Yeah. Um, it's not like using a sc- a Wix or a Squarespace. Um, it helps us develop very quickly, and a lot of small business owners, they don't have time.

[00:03:28] Ruan Marinho: So time is of the essence. They wanna get something up quick that looks beautiful, and they wanna generate results as soon as possible, and we've found that Duda is the best tool for us to use that. It's D-U-D-A. So The Big Lebowski, which was a movie- I know that ... from the early 2000s. I love The Big 

[00:03:41] Bob Ruffolo: Lebowski.

[00:03:42] Ruan Marinho: Yep. So they would say, "Dude," a lot in that, in that show, so that's where they came up with the name. And I found out about it when I started my business, and, um, ever since then I just would never switch over to any other CMS. It's, it's so quick. 

[00:03:54] Bob Ruffolo: And you know that that rug really did tie the dude's room together, right?

[00:03:58] Ruan Marinho: Yes. That's what I've [00:04:00] heard. And I tried to watch it, but I think I'm just missing something. Oh. Where I was like, "It's all right." You 

[00:04:05] Bob Ruffolo: know, it, it's one of those movies that you have to watch several times- Yes ... kinda like Napoleon Dynamite. Yes. It gets funnier the more you watch it. 

[00:04:12] Ruan Marinho: Yes. 

[00:04:13] Bob Ruffolo: But that's not what the episode's about today.

[00:04:14] Bob Ruffolo: Um, just to give a little bit more background on Ruan and I, um, we're good friends. Uh, and what we like to do is get together once a quarter. Um, we'll get coffee or, when it's nice out, we go for these long walks. 

[00:04:25] Ruan Marinho: Yes. 

[00:04:25] Bob Ruffolo: And we just vent, we just talk about the industry, we talk about things. And we recently went for a walk.

[00:04:32] Ruan Marinho: Mm-hmm. 

[00:04:33] Bob Ruffolo: And you showed me all the stuff that you've been doing with your clients. I talked about what we're doing. You talked about what you're doing. Um, and I was just blown away by the content workflows that you are implementing with your clients, um, and helping them with, uh, their AI visibility. 

[00:04:50] Ruan Marinho: Yes. 

[00:04:50] Bob Ruffolo: So at a high level, that's what we're gonna be talking about.

[00:04:52] Bob Ruffolo: His... Again, for context, his clients typically, I don't think any of them have a content manager or anyone owning content- Very little 

[00:04:59] Ruan Marinho: amount of them ... 

[00:04:59] Bob Ruffolo: [00:05:00] or even, even a marketing department. Right. You are their marketing department. 

[00:05:03] Ruan Marinho: Right. 

[00:05:03] Bob Ruffolo: So, um, let's start here. Um, you have clients. They need AI visibility. They need to be recommended by AI.

[00:05:12] Bob Ruffolo: Uh, how did you look at this and say, "This is... We have to come up with something to serve these folks"? Where, where did the, the idea of this product, of your AEO services and this content workflow come from? 

[00:05:25] Ruan Marinho: It came from me getting a customer from ChatGPT one random winter morning, and I asked him, "How'd you find us?"

[00:05:32] Ruan Marinho: And he said, "I found you on ChatGPT," and this was two years ago. 

[00:05:34] Bob Ruffolo: Yeah. 

[00:05:35] Ruan Marinho: And at that time, just like Google, if I knew SEO was a business opportunity, I would've done it when I was nine years old. But I didn't know you can actually generate revenue from people searching you online. That never really clicked. I always thought that you just used these tools, you know, for fun.

[00:05:48] Ruan Marinho: So, um, a landscaping company found us through ChatGPT, and then he turned into a customer, and ever since that day, I doubled down on AEO. Immediately, I claimed the AEO subreddit. Yeah. So as you guys know, with AEO, Reddit's [00:06:00] a very important part of it because of its natural discussion. And that showed me how early I was to it, because why didn't a bigger company claim it?

[00:06:08] Ruan Marinho: They just didn't. So that subreddit's gaining a lot of traction now, which is really nice, and it's literally just AEO. And so- And I've 

[00:06:13] Bob Ruffolo: heard, and I've heard rumors that people have tried to acquire that from you. Yes, 

[00:06:16] Ruan Marinho: yes. 

[00:06:17] Bob Ruffolo: But you're not letting it go, and- No ... I wouldn't either. 

[00:06:19] Ruan Marinho: No, you can't. Yeah. 'Cause, um, and it's, it's one of those things where it's just gonna continue to grow.

[00:06:23] Bob Ruffolo: Yeah. 

[00:06:23] Ruan Marinho: Um, LLMO AI visibility is a, is a very important thing for me right now, 'cause I'm getting the direct benefit of it, so I can confidently tell customers they can get direct benefit of it, too. Yeah. So that's where it started. 

[00:06:33] Bob Ruffolo: Yeah. And, and content is so important, but your clients are typically maybe, a lot of them, not all of them, but a lot of them are $2 million and below.

[00:06:42] Ruan Marinho: Yes. 

[00:06:43] Bob Ruffolo: Um, they're serving a local market. They don't have a marketing department. 

[00:06:45] Ruan Marinho: Yes. 

[00:06:46] Bob Ruffolo: They're hiring you for it. And you have to create a content machine for them. 

[00:06:50] Ruan Marinho: Mm-hmm. 

[00:06:50] Bob Ruffolo: So how do you build this content machine for them, and, and how do you find a way to do it in a way that would just be constantly cranking, and they would get the AEO benefits from [00:07:00] it?

[00:07:00] Ruan Marinho: Well, it starts by using their existing data, and it starts by getting them out of the way. 

[00:07:05] Bob Ruffolo: Yeah. 

[00:07:06] Ruan Marinho: Um, because they rarely have to come up with ideas. We come up with the ideas, and we will execute those ideas for them by actually doing the work for them. So in essence, we're an execution company. 

[00:07:16] Bob Ruffolo: Yeah. 

[00:07:17] Ruan Marinho: And, um, the bi- the biggest one is their call data.

[00:07:20] Ruan Marinho: And so for example, if, if one of our clients, ProSource Pest Solutions, um, one of my favorite clients, is a pest control company. He's right down the street from here. 

[00:07:27] Bob Ruffolo: Yeah. 

[00:07:28] Ruan Marinho: And he gets 150 calls a month. Every single call has unique information. The most recent one was, "There's a bat in my attic. It's laying feces, and it has a family up there, and I have a single colonial home, and I'm scared."

[00:07:42] Ruan Marinho: And so, like, that becomes a piece of content on their website, and we use the transcripts of those calls to generate the idea and the content directly on their website, thanks to Claude and its MCPs, and it just does it automatically, and then we just approve it. What's beautiful about this is for anybody that's listening that's answering phone [00:08:00] calls, which I know all of the service companies are, the content's always accurate because it's exactly how your representative answered the information on the phone.

[00:08:07] Bob Ruffolo: It's They Ask You Answer. 

[00:08:08] Ruan Marinho: It, literally. 

[00:08:09] Bob Ruffolo: These customers are asking questions- Yes ... and your people know the answers- Yes ... and they're saying it. The difference is that now we're getting this out of CallRail transcripts. Yes. I, I'm sorry. I'm jumping ahead to say CallRail here. Yes. But you're getting out of the transcripts instead of a content manager having to go interview a salesperson about how would you answer this question that a customer probably has.

[00:08:30] Ruan Marinho: And the best part about it, exactly like you said, is it is They Ask You Answer, and it is all automatically done. And a year ago, this wasn't possible. Um, CallRail actually doesn't have an official MCP, but there's workarounds around it. 

[00:08:44] Bob Ruffolo: Okay. 

[00:08:44] Ruan Marinho: And so for the call to generate an AI transcript of the entire conversation of the agent and the person that responded, uh, Claude to digest that information and turn it to content using the brain of the business on their website automatically, this entire process can be done automatically now.

[00:08:59] Ruan Marinho: [00:09:00] Yeah. And I only foresee it getting better. And so when a customer's getting 150 phone calls a month, and maybe to some of you that's small, some of you may be getting thousands, you know, you're generating 15 posts a week that are all relevant to what your team is saying automatically. And so what starts to happen is, is you start to generate so much content on your website that you start to rank for highly specific prompts.

[00:09:20] Ruan Marinho: Yeah. And usually these prompts are the ones that customers are going to convert with. So then that gets into AI visibility, which I'm sure we're gonna talk about, of which prompts are you showing up for and are there new prompts you're showing up for, are you more visible, et cetera. So it really just starts with creating that workflow for them in the beginning, setting up the call tracking, listening to the calls, and having that execution layer while taking the business owner completely out of it.

[00:09:40] Bob Ruffolo: Okay, now we're gonna go all the way back here. 

[00:09:42] Ruan Marinho: Yes. 

[00:09:43] Bob Ruffolo: Walk me through the workflow. So, um... And walk, walk me through how you set this up with clients. Mm-hmm. So, um, you have a client, um, could be this pest control company. 

[00:09:53] Ruan Marinho: Yep. 

[00:09:56] Bob Ruffolo: They're typically probably not recording their calls right now anyways. That's one of the first things you have to [00:10:00] help them set up.

[00:10:00] Ruan Marinho: Yep. 

[00:10:01] Bob Ruffolo: And you get CallRail set up. Yeah. Now everything's being recorded. Um, do most of your clients have a CRM? 

[00:10:06] Ruan Marinho: Yes. 

[00:10:06] Bob Ruffolo: Okay. So then you're taking those call recordings and you're getting it into the CRM for them? 

[00:10:10] Ruan Marinho: Yes. 

[00:10:11] Bob Ruffolo: And what CRM are most of your clients using? 

[00:10:13] Ruan Marinho: Jobber, HouseCall Pro, um Not a lot of, uh, like Salesforce, it's more so these small vertical specific CRMs.

[00:10:22] Bob Ruffolo: Okay. 

[00:10:23] Ruan Marinho: High level. 

[00:10:24] Bob Ruffolo: Uh, go high level, yep. Yeah. Okay, perfect. Um, great. So now you get into their CRMs, they have it logged there, but then it still goes right from CallRail, and you said right to- 

[00:10:34] Ruan Marinho: Their website. 

[00:10:35] Bob Ruffolo: But h- yeah, but it's gotta go through a few channels before it goes to the website. 

[00:10:38] Ruan Marinho: Yes. 

[00:10:39] Bob Ruffolo: So, um, so it comes out of CallRail.

[00:10:42] Ruan Marinho: Yes. 

[00:10:42] Bob Ruffolo: And then you send it to what? 

[00:10:44] Ruan Marinho: So what happens is, is, and by the way, for everyone listening, if a, if a software doesn't offer an MCP, don't do business with them. Yeah. Because it's pretty much useless. Um, most of the work that I do nowadays is directly within the chat feature. Yeah. Like when I walked up, when I walked in here, you guys had cowork open.

[00:10:59] Ruan Marinho: That's so it tells [00:11:00] me that IMPACT's a responsible company, you're ahead of the game. And so for me, the first step is taking that call transcript, putting it into Claude to analyze the transcript, and then turn that into content for the customer. So really it's going from CallRail to Claude to the website.

[00:11:16] Bob Ruffolo: Now, how does that work from CallRail? So do you send it to a server somewhere? Uh, what, what... where is it all living and how is it all organized for Claude to pull it from? 

[00:11:25] Ruan Marinho: It's pulling it from the CallRail's MCP. 

[00:11:28] Bob Ruffolo: Yep. 

[00:11:29] Ruan Marinho: And so CallRail's sending that data into the Claude conversation, and then Claude's sending that information to the- 

[00:11:33] Bob Ruffolo: So what I'm trying to understand is, is how does this come out of CallRail and, and Claude?

[00:11:39] Bob Ruffolo: Is it a scheduled task in Claude that knows to go look at CallRail? 

[00:11:43] Ruan Marinho: Yes. 

[00:11:43] Bob Ruffolo: Okay, so that's how you're doing it. 

[00:11:44] Ruan Marinho: There's two ways. There's a manual way to do it, which is just asking, and then there's cowork, which can schedule. Um, personally, we've been enjoying the asking part of it- Yeah ... just because you'll get a lot of repetitive content ideas if it's scheduled.

[00:11:56] Bob Ruffolo: Okay. 

[00:11:56] Ruan Marinho: So we let the data accumulate, and then we do a nice poll, let's say, [00:12:00] every week, and then we have pieces of content that go out directly to the website based on that. 

[00:12:04] Bob Ruffolo: Now the content workflow inside Claude now. Yes. So it pulls it and, and obviously you, you now have, say, it's a Monday and we look at the previous week, you had, you know, 150 calls last week.

[00:12:16] Ruan Marinho: Yep. 

[00:12:17] Bob Ruffolo: Um, how is it identifying... I, I guess how is your team seeing the, the content that was pulled in and to say, "Okay, well we, we should create-" 

[00:12:24] Ruan Marinho: Yeah, it's a great question. So right now, Claude can see the client's website, it can see what's currently on the website, it can see the gaps, and it can pay attention to what's not on the website, and that's what we'll publish.

[00:12:36] Bob Ruffolo: Okay. 

[00:12:37] Ruan Marinho: So it's identifying the gaps. The other beauty of it too is as c- our clients are talking to their customers on the phone, it's also catching their pricing information, frequently asked questions. It's catching service areas that aren't on their website yet, and then Claude is recommending we push that.

[00:12:51] Bob Ruffolo: Oh, wow. 

[00:12:52] Ruan Marinho: And then Claude is actually talking to Duda with their MCP and saying, "We're gonna create a service area page. We're gonna update the FAQ. I notice the pricing's incorrect on [00:13:00] this page. Do you want me to push that automatically?" It's doing a lot of that work pretty much automatically. Yeah. We still need the human being to sit there and- Of course

[00:13:06] Ruan Marinho: really run the conveyor belt, but ultimately, like it's ma- it's freed up our work, our time most excessively. 

[00:13:12] Bob Ruffolo: So now looking at a month's worth of work that you're doing for a client. 

[00:13:16] Ruan Marinho: Mm-hmm. 

[00:13:17] Bob Ruffolo: Um, and I'm, I'm assuming that most of this content is being pushed as articles. 

[00:13:21] Ruan Marinho: Yes. 

[00:13:21] Bob Ruffolo: And we have website page updates.

[00:13:23] Ruan Marinho: Yes, 

[00:13:23] Bob Ruffolo: blogs. Um, how much output is happening in a given month with when your, one of your clients? 

[00:13:29] Ruan Marinho: It really depends how expansive their website alread- is, is already. Um, most of our clients see dramatic results first 12 months because that's when they haven't worked with someone like this- Yeah ... on their website.

[00:13:39] Ruan Marinho: Um, an IMPACT customer may have varying results just because you've already done so much of that work. If there's a content manager on staff- Yeah ... they've probably already done a lot of that work. Yeah. So, like, you don't really know how much there is to cover, but you'd be surprised at what customers say- 

[00:13:52] Bob Ruffolo: Yeah

[00:13:52] Ruan Marinho: and what your team says, and that gap on your website is very visible. 

[00:13:55] Bob Ruffolo: Yeah. 

[00:13:56] Ruan Marinho: Uh, and so the beauty of that is the website's literally improving [00:14:00] itself, um, with just a little bit of over- oversight. So a brand-new business or a business that's been in business and doesn't have a new website and they don't have a digital strategy, um, you know, the output can be, you know, anywhere from 15 to 50 articles per month.

[00:14:12] Bob Ruffolo: Yeah. Wow. '

[00:14:13] Ruan Marinho: Cause we're trying to gain coverage, right? Yeah. So when somebody prompts in any of these AI tools, they're picking up our keyword-rich URL. 

[00:14:19] Bob Ruffolo: Amazing. So now as I'm looking at this, so when I think about what our clients are doing in terms of when they're publishing their articles, they're doing interlinking between other articles.

[00:14:29] Bob Ruffolo: Yeah. They're adding visuals and graphics, real photos or AI-generated graphics, there's gonna be a featured image. 

[00:14:35] Ruan Marinho: Yep. 

[00:14:36] Bob Ruffolo: Are you doing any of that stuff- Yeah ... right now? 

[00:14:38] Ruan Marinho: Yeah. 

[00:14:38] Bob Ruffolo: Okay. So how, how are you guys approaching that? It's all part of the- 

[00:14:40] Ruan Marinho: So we have skills in Claude, right? Yeah. And a lot of that contains a Google Drive link with keyword-rich photos.

[00:14:47] Bob Ruffolo: Yeah. '

[00:14:47] Ruan Marinho: Cause we're a photographer. Like, our company does photo and video, too. That's why we only work with companies in Connecticut. So when we go out on our monthly photo shoot for the customer, we're always storing that, those photos inside of Drives. Claude talks to the drive and it says, "I'm drafting this [00:15:00] post.

[00:15:00] Ruan Marinho: This post is about mice in the attic." It picks a picture from mice in the attic, puts it into the content, internally links to other keyword-rich pages, adds the FAQ, and then sends us a ready-to-view draft. 

[00:15:10] Bob Ruffolo: Amazing. 

[00:15:11] Ruan Marinho: The most amazing part about it is Yext, for those of you that are familiar with Yext- Mm-hmm ... if you have, if you're not, you really should look into it.

[00:15:17] Ruan Marinho: But really Yext allows me to have my customer's information consistent across the web. 

[00:15:21] Bob Ruffolo: Yep. 

[00:15:22] Ruan Marinho: They now have an MCP. So this is a system where through chat I can update someone's entire citation database just through a conversation, and it's- Yeah ... always improving. 

[00:15:31] Bob Ruffolo: That's incredible. And we talked about numerous times about how important it is to have consistent NAP- 

[00:15:36] Ruan Marinho: Mm-hmm

[00:15:37] Bob Ruffolo: name, address, phone number across- Yes ... the internet, so that way all these citation sites accurately are going back to your website- Mm-hmm ... and back and forth. So, um, makes complete sense. 

[00:15:45] Ruan Marinho: Yes. 

[00:15:46] Bob Ruffolo: This is incredible. So, um, how would a listener set this up for themselves? So, um- Yeah ... obviously they may have transcripts coming from different channels- Mm-hmm

[00:15:56] Bob Ruffolo: but it sounds, like, pretty straightforward. 

[00:15:57] Ruan Marinho: Mm-hmm. 

[00:15:58] Bob Ruffolo: Um, how would, how would they set that [00:16:00] MCP- For the first time. 

[00:16:02] Ruan Marinho: So in Claude, you can go to connectors, and you can type in MCP, and you can click New Connector. If your software program, like I know HubSpot has an MCP- Mm-hmm ... if your software program offers MCP, they give you a s- an endpoint.

[00:16:14] Ruan Marinho: You put it in, and then it shows you what you can do with it. Yeah. Now, it, the list is not unlimited. It's, it's, it's very, it's expansive, but you can't do everything just yet. Yeah. I believe in the future we're gonna go on those walks together barefoot, hopefully on grass- ... and you're literally just gonna talk to Claude.

[00:16:28] Ruan Marinho: It's gonna be connected to hundreds of MCPs, and it's gonna do all your work. Um, that's where I think the world is going. Yeah. And so the person that understands MCPs, Model Context Protocols, the person that understands CLIs, the person that understands these AI chat systems, their life is just gonna get a lot better because they're gonna do the work of four with one person.

[00:16:47] Bob Ruffolo: Yeah. 

[00:16:47] Ruan Marinho: So that's where I think things are going. Um, and you see this because a lot of these tools are introducing their MCPs. Splash Dash is working heads down right now on our MCP 'cause I know users wanna pull in the data through chat, and they want the work to be done through chat. They don't wanna [00:17:00] visit an app and go through 14 different tabs.

[00:17:02] Ruan Marinho: That's what we used to have to do. And in fact, when I look at my computer right now, I used to see a bunch of web, we'll call it, you know, 2.0 links. Like, these are applications, dashboards that I used to spend time in. Now, most of my tabs are AI tools. Mm-hmm. So I know that the world is going conversational.

[00:17:18] Ruan Marinho: Of course. MCPs are gonna deliver the work, and then the human oversight's just gonna take a look at it. 

[00:17:22] Bob Ruffolo: Amazing. 

[00:17:23] Ruan Marinho: So really it is just gathering your data, if you wanna automate it, y- understanding MCPs, connecting your... And that's the beauty of it. It's so flexible. Like, anybody can do anything with it that they're, they're looking at.

[00:17:32] Bob Ruffolo: And we're huge fans of Splash Dash. So in this workflow, has Splash Dash also worked with this content? I have to imagine you have them all linked up. 

[00:17:40] Ruan Marinho: Yeah. So right now, Splash Dash will tell me where they're listed, how they're doing against their competitors, what reviews they need to get to be the top in the, in the marketplace.

[00:17:50] Ruan Marinho: Now we're looking at Yelp. OpenAI just signed a deal with Yelp for a undisclosed amount, but they're looking at Yelp reviews to determine responses because they can't use Google's data. Yep. And we're basically putting in [00:18:00] Splash Dash, what does this business need to do to rank in this market? And then it'll say, "Well, they're below average on Yelp.

[00:18:05] Ruan Marinho: They're below average on BBB. They're really high on Google." That tells me, "Stop getting Google reviews. Focus on these third-party platforms." Mm-hmm. Uh, they're not listed in the Yellow Pages. They have zero photos on the Yellow Pages. Yeah. So Splash Dash is just a one-time thing that just tells us what the plan is without me having to do extensive research on my own.

[00:18:20] Ruan Marinho: Makes sense. My time is better spent on the creative side- Yeah ... going to do the video, going to do the photo, managing the account, getting the ad results, not necessarily thinking about the data behind it. 

[00:18:28] Bob Ruffolo: Very cool. Now- How would you see this changing? So for our audience who often will have a content manager in place or a videographer, um, how would you see them using a technology like this to go even further?

[00:18:44] Bob Ruffolo: And it's not technology, but a workflow like this to go further with their, their content programs and what, what's now possible that maybe is not possible without doing a workflow like this? 

[00:18:54] Ruan Marinho: Well, I think the first thing that is extremely possible is the automation, but there's also this idea of getting [00:19:00] information from the public.

[00:19:01] Ruan Marinho: So I've been telling you a lot about this tool. 

[00:19:05] Bob Ruffolo: Yeah, you love Pocket. 

[00:19:06] Ruan Marinho: I love Pocket. Huge, huge, huge, huge recommendation. 

[00:19:09] Bob Ruffolo: This is not sponsored. 

[00:19:10] Ruan Marinho: Not at all. They don't give me any money. But what's cool about this is, is you can record conversations in it, like phone calls, but I also give our cohort team, which is our inter- our, our...

[00:19:19] Ruan Marinho: I don't even want to call it an internship. It's an advanced cohort program at DevelopMark. And so they all have one of these, and they all go out in the streets and gather information about any topic- Yeah ... and that becomes content. So I think that internal data's important, like people that are calling you, but there's a lot of opinions out there in the world that isn't passing through the internet.

[00:19:36] Bob Ruffolo: Yeah. 

[00:19:36] Ruan Marinho: So our next phase is the street interviews we've been doing. 

[00:19:39] Bob Ruffolo: I saw those, 

[00:19:40] Ruan Marinho: yeah. Getting information from the public, and then utilizing that as content ideas for DevelopMark and for our customers. So really thinking about offline data is now possible with AI. 'Cause in the past, you would've had people there typing what people are saying.

[00:19:52] Ruan Marinho: Now you're just, like, recording it, AI's transcribing it, and you can use that information however you see fit. So for me, how your clients would use that is [00:20:00] maybe they wanna gather a public opinion on a certain topic. Maybe it's a data center. Mm. Maybe it's the flock cameras. Whatever type of stuff they're trying to do business around, using public opinion for their strategy is, is highly recommended.

[00:20:12] Bob Ruffolo: Very cool. All right. So, um, love the workflow. And, uh, how is this working for your clients? So obviously we're getting content out the door. Now, you already hinted that their AI visibility is increasing. Yes. But specifically, what are you seeing across the board? 

[00:20:26] Ruan Marinho: Well, think about it this way. Bob, if I asked you who your favorite artist was a week ago, and I asked you today, your answer might change.

[00:20:34] Bob Ruffolo: Mm-hmm. 

[00:20:34] Ruan Marinho: That's exactly how answer engines operate. 

[00:20:36] Bob Ruffolo: That's right. 

[00:20:37] Ruan Marinho: They give you ran- not random, but they give you different answers every time you prompt it. 

[00:20:41] Bob Ruffolo: Oh, you hit refresh, you'll get a different answer. 

[00:20:42] Ruan Marinho: Exactly. 

[00:20:43] Bob Ruffolo: Yeah. 

[00:20:43] Ruan Marinho: So the key now becomes visibility, because it's not static anymore. It's not you rank number one or two.

[00:20:48] Ruan Marinho: There's different answers every time. The key is the mention. Yeah. Are you even being mentioned in the conversation? 'Cause if I go on my phone right now and I ChatGPT Voice and I say, "Best business consultant for marketing services near [00:21:00] me," and IMPACT shows up, you're mentioned, that's a good thing, right?

[00:21:03] Ruan Marinho: It's not the click anymore, it's the mention. Mm-hmm. So there's a lot of tools out there, right? Like HubSpot's AEO tool, Peak AI, Profound. Um, Splash Dash does a little bit of it for just, like, a quick analysis- Yeah ... but it doesn't do the monitoring. We are now looking at how can we improve visibility over a set amount of prompts for our customers.

[00:21:20] Ruan Marinho: The problem is, is you'll never know what prompts people are actually searching, so the bigger the data set, the more likely you are to understand if you're improving or, or not improving. 

[00:21:27] Bob Ruffolo: Yeah. 

[00:21:28] Ruan Marinho: So every time we get a new customer, we go, "Okay, what do you wanna focus on?" "I wanna focus on generators." "Okay." "I wanna focus on water heaters."

[00:21:34] Ruan Marinho: Yeah. "I wanna focus on solar installations." Coming up with 250 prompts, talking to all of the LLMs at once, and then giving me a baseline visibility score as we work on the relationship. Is that visibility score increasing or is it decreasing? Now, only 50% around there has to do with the actual website itself, as you know, and then the third-party mentions is also important.

[00:21:53] Ruan Marinho: Yeah. So I know a lot of the business owners, they don't wanna pay attention to Yelp, they don't wanna pay attention to BBB. Yeah. But as we know, those are the key citation sources they're using. 

[00:21:59] Bob Ruffolo: [00:22:00] Exactly. So, and, um, and so much more goes into that. Awards pointing back to your site, just press mentions and all this stuff.

[00:22:07] Bob Ruffolo: This is, this all... I, I mean, it used to, SEO was all about your website. Yes. That's why I always say it used to be you go for a keyword, if nothing else is competing, if someone searched for that keyword, you would show up. 

[00:22:16] Ruan Marinho: Yes. 

[00:22:16] Bob Ruffolo: If there's two sites competing for it, which site had more domain authority, and that site would show up.

[00:22:20] Ruan Marinho: Yes. 

[00:22:20] Bob Ruffolo: That world's over, right? Now, to show up in these results, you have to have a strong brand, you have to have a great company, you have to have a great reputation, you have to have the credibility. And all these trust signals that are out there, they all add to your credibility and strengthen whether or not AI's gonna recommend you, you as a person, you as a business, you as a place, whatever it is, based on what everyone's saying on the internet.

[00:22:41] Bob Ruffolo: And you're right, first person, you said 50%. I mean, that's probably a good estimate in terms of what you put on your website will dictate whether or not you get res- recommended. But the other 50% is what everyone else is saying about your company and about your brand. So, um, so let's go back to that. So, so you're monitoring this now across all your clients.

[00:22:58] Ruan Marinho: Yeah. 

[00:22:59] Bob Ruffolo: And [00:23:00] you were sharing some, uh, some wins with me- Mm-hmm ... that you've seen with clients. And what, what are your clients seeing in terms of the phone ringing or getting more sales opportunities from the work that you're doing? 

[00:23:10] Ruan Marinho: Well, we brought in 50 people into our office, and we had them use ChatGPT to see how they behaved after they searched something in ChatGPT.

[00:23:17] Bob Ruffolo: Yeah. 

[00:23:17] Ruan Marinho: And what we found is all of them were shopping for something, and every single one of them, not every single one, most of them, high amount of them, left ChatGPT to go to Google to look for further information, checked their social media, and then were ready to make a decision. None of them- So 

[00:23:33] Bob Ruffolo: this was a study that you did?

[00:23:34] Ruan Marinho: In person, real, like, people coming in, studying. We watched them, yeah. 

[00:23:37] Bob Ruffolo: Okay. 

[00:23:38] Ruan Marinho: And so what we found was not everybody made a decision in ChatGPT. Yeah. A very small amount of them did. Most of them validated third party. And so what we found that there is attribution is very tricky when it comes to LLMs- Yeah

[00:23:51] Ruan Marinho: because most of the at- most of the in, um, uh, most of the decision-making process doesn't happen in ChatGPT or AI Overview, it happens [00:24:00] through third parties. So they still qualify you. And that's a beautiful thing for businesses because it, it means it's important to be prominent everywhere. 

[00:24:07] Bob Ruffolo: Yeah. 

[00:24:07] Ruan Marinho: But most importantly, the way we track it is we use tools like CallRail, HubSpot, CRMs, where it'll tell us where they called, what their first touch point was.

[00:24:15] Ruan Marinho: But attribution to me, I think is a complete- 

[00:24:17] Bob Ruffolo: Oh, I, I think so too. 

[00:24:18] Ruan Marinho: Yeah. 

[00:24:18] Bob Ruffolo: Anyone that's ever heard me say, I think attribution's bullshit. Yeah. I've always said that because- Yeah ... it's almost impossible to, to get down to it. Yeah. And usually, one thing led to another thing, which led to another thing, which led to another thing, which ultimately led to the decision.

[00:24:31] Bob Ruffolo: Yes. So what, what are you gonna give credit to? Yes. And some of these things could be just unknown to why- Yes ... this was the thing that I gave credit to that led to all that. So yeah, I'm completely with you. 

[00:24:40] Ruan Marinho: Yes. 

[00:24:41] Bob Ruffolo: Um- Yes ... yes, I know there's parts of the internet that are very, very trackable- Yes ... but there's a lot of it that's just not.

[00:24:47] Bob Ruffolo: Um, totally, 

[00:24:47] Ruan Marinho: completely with you. Well, it's like thinking, like, is a flower growing just because there's the sun? Is it the condition? Is the soil? Is the water? Those are all very important parts of its growth too. Yeah. So it's not one single thing. But I do like to know the last touch. 

[00:24:58] Bob Ruffolo: Yeah. 

[00:24:58] Ruan Marinho: And I do like to listen, and I [00:25:00] do like to get the story of how they found us.

[00:25:02] Bob Ruffolo: Yes. 

[00:25:02] Ruan Marinho: So I coach all of our clients to do that. How'd you hear about us? Tell me more about that. 'Cause then at, this way you can start to paint a story rather than just see Google ads or Facebook ads. 

[00:25:09] Bob Ruffolo: And even then, you're still hoping that they remember exactly what the thing ... You're hoping that the decision that they made was conscious to them.

[00:25:18] Ruan Marinho: Or 

[00:25:18] Bob Ruffolo: maybe it wasn't. Sometimes decisions that we make are subconscious. 

[00:25:21] Ruan Marinho: Most of the 

[00:25:21] Bob Ruffolo: time, yeah. And we can't recall why we did it. 

[00:25:23] Ruan Marinho: Right. 

[00:25:24] Bob Ruffolo: We remember parts of it, but we don't remember the whole thing. Yeah, I'm with you. 

[00:25:27] Ruan Marinho: Yes. Agreed. 

[00:25:28] Bob Ruffolo: All right. So, um So we were talking about, so AI visibility, I get that part of it.

[00:25:34] Bob Ruffolo: Um, but ultimately it's leading to people going to the website more, so you're, they're seeing what, an increase in... Are you tracking traffic? You, or, or not? How, how are you tracking to see whether or not the work that we're doing is actually moving the needle for the company? 

[00:25:50] Ruan Marinho: Well, Dude is amazing because it allows you to see bot traffic broken down by the LLM.

[00:25:54] Bob Ruffolo: Okay. 

[00:25:55] Ruan Marinho: And so lately, over like re- like really like this year, [00:26:00] it's been like a hockey shape. And so as these LLMs become more competitive, they're crawling websites more. 

[00:26:05] Bob Ruffolo: As the source, the LLM- Yeah ... source is what's go- going up. Okay. 

[00:26:08] Ruan Marinho: Yeah. Very cool. So we look at it as bot and then bot by type. There's Amazon, there's Anthropic, there's OpenAI, there's, um, you know, Baidu.

[00:26:14] Ruan Marinho: There's- Yeah ... all those. And, um, what we're seeing now is, is the LLM traffic has beaten the human traffic on most of our websites. 

[00:26:21] Bob Ruffolo: Oh, yeah. 

[00:26:21] Ruan Marinho: And so that tells me one thing: we're marketing to the AI, like you say. Um, we're actually marketing to the robot. We're marketing to the agent. Yeah. So we've gotta package you up nicely for the agent and the human.

[00:26:30] Bob Ruffolo: Yeah. 

[00:26:30] Ruan Marinho: Um, and the beautiful about the thing is, like you said, if you're a good business, you should be doing both anyways naturally just by being a good business, right? But there's a lot of strategy to it, too. 

[00:26:39] Bob Ruffolo: Mm-hmm. 

[00:26:39] Ruan Marinho: Uh, if something seems obvious to you, it's not obvious to the AI, so you have to put it on your website.

[00:26:43] Ruan Marinho: Yeah. That first-party data is very important so the AI can validate if you do that or not. 

[00:26:47] Bob Ruffolo: Yeah. 

[00:26:47] Ruan Marinho: Um, and so really what we're looking at is visibility. Uh, of course, we're looking at conversions and how many leads the c- business got, and how is that compared to year over year. Um, and but the main thing that we are looking at is visibility.

[00:26:59] Ruan Marinho: [00:27:00] Like, how often did you show up for a certain amount of prompts, and is that growing over time? Yeah. 'Cause seasonality will impact that. Not a lot of people are going to search for landscape designer in winter. They may not search that. As spring comes and summer comes, all of those terms are gonna grow.

[00:27:14] Bob Ruffolo: Yeah. 

[00:27:14] Ruan Marinho: So- Great ... we look at visibility. 

[00:27:16] Bob Ruffolo: You know, and this is something I've been actually teaching a lot lately when it speaks to exactly what you were just saying. Um, we have this buyer journey, and let's, let's cut it off the buyer journey and say, this is the moment we're going to reach out to a company.

[00:27:27] Bob Ruffolo: So there's, I know there's still more that happens after that, but this is the 80% that we talk about in Endless Customers, right? 80% of the buying process happens before they ever reach out to a company. 

[00:27:35] Ruan Marinho: Yes. 

[00:27:36] Bob Ruffolo: And what's pretty fascinating is, um, the trigger and then the final decision to outreach remains human.

[00:27:44] Ruan Marinho: Mm-hmm. 

[00:27:44] Bob Ruffolo: I have a problem. 

[00:27:46] Ruan Marinho: Mm-hmm. 

[00:27:46] Bob Ruffolo: And then I'm, I say, "Okay, these are the one to three companies I'm going to reach out to." 

[00:27:51] Ruan Marinho: Hmm. 

[00:27:51] Bob Ruffolo: And used to be that three years ago we would have to do all that ourselves, go through the entire buyer journey. Mm. And there are [00:28:00] steps that we go through in between, right? We have to get educated about our problem.

[00:28:04] Bob Ruffolo: Once we're, we have the trigger, we're gonna start understanding the categories, the solutions that are out there. We'll start looking at some companies. We're gonna look at reviews. We're gonna do everything. Ultimately, we're gonna make sure, like, we can take our shortlist and we're gonna dwindle it down to maybe one to three companies, and we're gonna vet those people as much as we possibly can before we ever reach out to them.

[00:28:19] Bob Ruffolo: And that's, that was They Ask You Answer. That was Endless Customers before ChatGPT. 

[00:28:24] Ruan Marinho: Mm-hmm. 

[00:28:25] Bob Ruffolo: Now here we are, that AI does that entire middle autonomously within a minute and a half And the human just then sees the output of it. All that research is being done that we would normally do as humans, it would take us hours, sometimes it would take us days, sometimes it would take us weeks, months to finally get down and say, "I'm gonna actually reach out to this company."

[00:28:46] Bob Ruffolo: It's happening within minutes. And to your point, I think we might spot check some things along the way. 

[00:28:52] Ruan Marinho: Mm. 

[00:28:52] Bob Ruffolo: But these LLMs, the way they re- they make their recommendation, they're so convincing. It's like, based on everything I know about you, Ruan, [00:29:00] and living in Southington, Connecticut, and it could be for your business or for you personally, or someone your age, and someone for your fitness, whatever it might be.

[00:29:08] Bob Ruffolo: And, and then I understand the problem, and I understand the companies here, and I looked at their reviews, and based on what their fit was on their website, and all this stuff, definitively I think you should call this one company. And if it's not them, here are a couple of backups. 

[00:29:22] Ruan Marinho: Mm-hmm. 

[00:29:23] Bob Ruffolo: That's all happening.

[00:29:24] Bob Ruffolo: That whole buyer journey is now happening, um, and we just get the output of it. Mm-hmm. Is that, is that wild to think how much is, that's changed? 

[00:29:31] Ruan Marinho: I've never thought about it that way. But you're absolutely right. And you trust it, because- Yeah ... you've gotten value from it before, you're gonna trust its recommendation.

[00:29:38] Bob Ruffolo: And we don't even realize it as humans. We're just like, "Oh, we, we used to use Google, now we realize we're using ChatGPT a little bit more," or whatever- Yeah ... Claude. And we actually don't realize how much that's actually changed the entire buying journey. 

[00:29:50] Ruan Marinho: Mm-hmm. 

[00:29:50] Bob Ruffolo: Well, I guess not the buying journey, it's the way we go through it.

[00:29:53] Ruan Marinho: And I think the most frustrating thing for service businesses is they'll do this experiment, and they'll see companies that they would [00:30:00] never would think get recommended. Yeah. But that's because the algorithm's different. 

[00:30:03] Bob Ruffolo: All right, so I have another question for you. 

[00:30:05] Ruan Marinho: Yeah. 

[00:30:05] Bob Ruffolo: And John behind the camera there, uh, selfishly wants the answer to this question.

[00:30:10] Bob Ruffolo: So he just paused to say, "Hey, can I ask a question?" I was like, "Sure." So, um, b- but this is a great question, I think a lot of people are wondering this. Going back to the AI workflow now. I know we just went totally geeky on the buyer journey. Let's pull it back into the content workflows here. Um, lots of files, right?

[00:30:25] Bob Ruffolo: We're talking about y- you're just mentioning about the images, and, and where does this all live and how do you structure it? How do you use keywords so it can find everything? How is that all happening in the, behind the scenes? 

[00:30:36] Ruan Marinho: The beauty is that AI can see your picture, and if it knows your project, like you've given it instructions about a business, it will title your keywords or your, your images appropriately, 'cause it can see the picture.

[00:30:46] Bob Ruffolo: Yeah. Yeah, of course. 

[00:30:47] Ruan Marinho: So the b- the value of that is, is like if you have a folder on your computer, and you don't wanna manually give rich descriptions on every photo or every video that you have, AI can just do that on your desktop with Claude Cowork. The [00:31:00] value of this is, and why you should be really paying attention to this is, when AI, uh, scans the internet, it's reading your file name.

[00:31:06] Ruan Marinho: Because for vision to happen it needs to work a lot harder, and many times when AEO is getting a recommendation or it's providing an answer, it's trying to work the least amount of possible- Yeah ... because we all don't- Expensive. Yeah ... we don't want data centers in our neighborhoods, right? Yeah. And so it's trying to work less to give an answer.

[00:31:21] Ruan Marinho: If it has to work too hard, it may still do that, but it's gonna work less if it can. This is why page speed is also important too. An AI is gonna go to a website, quickly get an answer, and leave. Yeah. If it has to load it for too long, it might bounce, just like a- human would. So that behavior of titling the photos Putting them in your citations, making sure they're keyword rich, adding alt tags, adding alt images descriptions, things like that, communicating to the robot and being mindful of that helps.

[00:31:46] Ruan Marinho: The way we do it is we organize a folder, and then AI goes through that folder, looks at it, and titles all of them. 

[00:31:52] Bob Ruffolo: Amazing. All right, so now we're gonna stick in folders, and this has been a world I've been geeking out in. Um, 'cause I just asked you before we ha- got on the [00:32:00] episode today, tell me about your systems, your, your, your operating system, your second brain for your company.

[00:32:07] Bob Ruffolo: How you, how do you have this all set up? 'Cause I have to imagine if you're creating this content, there's skills, there's agents, there's all sorts of things going on. Um, you, you have your clients, you have your client folders that are, that are loaded up with stuff. Walk me through your architecture that y- that is making the...

[00:32:21] Bob Ruffolo: a- and Splash Dash as efficient as- 

[00:32:23] Ruan Marinho: Here's the beauty of all of this, right? If you're an Impact customer, your brain is on your website because you're doing the hard work of keeping it updated. Yeah. Most tools that AI crawlers use, most of them use PhireCrawle, by the way, go to a website, extract everything in markdown like we were talking about.

[00:32:39] Ruan Marinho: Yeah. And so as long as you keep your website your knowledge base, for the business at least, it will know a lot of it. Of course. Now, it's not gonna know the internal things, of course, right? Yeah. But I don't know if you wanna give those internal things to an AI. Some people do, some people don't care. Now, at the end of the day, what, what, what we do is we use Notion.

[00:32:55] Ruan Marinho: And so Notion is a single place where I can store for every single client their Notion board. Yeah. Every [00:33:00] conversation we have with them, every piece of data that's recorded is in that Notion board. So when we use an AI that's connected to Notion, Notion has an MCP, it'll just get that information, exactly what you're looking for in your conversation.

[00:33:11] Bob Ruffolo: Got it. 

[00:33:11] Ruan Marinho: So Notion is a great way to do 

[00:33:12] Bob Ruffolo: that. Notion is your brain. Correct. Everything, everything lives there. It's all organized there. And Notion has agents built into it as well. Yes, correct. Are you using the Notion agents as, at all, or are you just using everything right in your, uh, Claude, uh, workplace?

[00:33:26] Ruan Marinho: The beauti- the beauty of the Notion is that we push all the data to there. Claude can only hold so much in its memory. Notion is a place where when you ask a question, Notion knows exactly where to look for the answer and just give you that piece of the answer. It's not gonna look for the whole database.

[00:33:39] Ruan Marinho: So it's very smart in that way. 

[00:33:41] Bob Ruffolo: Okay. 

[00:33:41] Ruan Marinho: But basically what we're trying to do is, and for Develop Market, it's more important for our customers than for us. Um, but for our customers, when we're creating content for them, it's referencing their website, their Notion, their business profile, their calls, and then formulating an answer.

[00:33:54] Ruan Marinho: Got it. And we find that when a client gets one of these pieces of content or whatever it might be, a video script, piece of content, [00:34:00] social post, whatever it might be, it's deadly accurate. There's very little revisions, and that tells me that the context is good. So build your context. Yeah. Use a tool that uses an MCP so you can gather the data in Claude or ChatGPT, whatever tool you wanna use, and then your workflows become a lot better 'cause they're more contextual.

[00:34:16] Bob Ruffolo: Dude, you're such a nerd. No, seriously, I, I'm, I'm always amazed by you. You're so brilliantly smart, and I, I learn so much from you. 

[00:34:25] Ruan Marinho: Thank you. 

[00:34:26] Bob Ruffolo: And that's why, you know, I think we have such a great relationship and- Yeah ... and friendship and, um, a- and there's a lot of mutual respect between the two of us. Of course.

[00:34:33] Bob Ruffolo: What, what you're doing with your two companies is just Incredibly impressive. Um, you will be at Endless Customers Live this year. 

[00:34:39] Ruan Marinho: Yes. 

[00:34:40] Bob Ruffolo: Again, this is your third year in a row. 

[00:34:41] Ruan Marinho: Yes. 

[00:34:42] Bob Ruffolo: Awesome. Y- he only goes to the Hartford ones- Yes ... because his market is here in Connecticut. Easy. Although Splash Dash is being used all over the place.

[00:34:48] Ruan Marinho: Yes. 

[00:34:49] Bob Ruffolo: So talk to us about what, um, everyone can expect at Endless Customers Live. And you might have some product releases that w- we can't spoil right now, but it's mostly for Splash Dash. Mm-hmm. And [00:35:00] talk about what, what they can expect to, to experience. 

[00:35:03] Ruan Marinho: Well, you may wanna, you may wanna be curious about how your business appears throughout the web, and what you can do to improve it.

[00:35:08] Ruan Marinho: And that's what Splash Dash is working on right now for every business in the United States. 

[00:35:12] Bob Ruffolo: Yeah. 

[00:35:13] Ruan Marinho: So if you come to us, uh, in October, and you go to our booth or whatever we set up, you will be able to just give me your business name, and I can give you exactly what you need to do to beat your competition.

[00:35:23] Ruan Marinho: It's that simple. Yeah. Um, is it getting more Yelp reviews? It's just like a scorecard that is really well done, very well thought out, and you'll just be able to get it really quickly like that just by coming to our booth. That's all we're offering, right? And so you might wanna know that. You might wanna see how your team is doing.

[00:35:38] Ruan Marinho: You might wanna see what you can do to take it to the next level. And for me, design is very important for us, so, like, we don't release just, like, low-quality design products. So Splash Dash, we pay a lot of attention to detail of how it looks because we know that vegetables that are ugly go for a lot less than just normal vegetables.

[00:35:55] Ruan Marinho: So consumers really value design, so we're paying at- a lot of attention to how it's presented. [00:36:00] So not only will it give you good information- Yeah ... but it'll also look good. 

[00:36:02] Bob Ruffolo: I love that analogy. 

[00:36:03] Ruan Marinho: Yeah. 

[00:36:04] Bob Ruffolo: I am obsessed with design. I mean, my marketing team hates me because, like, "Oh, we just have to get it out."

[00:36:08] Bob Ruffolo: I'm like, "It doesn't look beautiful yet. That's not, that's not what Apple would do," right? So I'm with you on that. I, I value design. And I like that analogy of, like, vegetables that don't look beautiful don't go for as much. Yeah. That's a really, really good point. 

[00:36:19] Ruan Marinho: I mean, even, like, kids, when they see a piece of candy that has, like, a bump on it- Yeah

[00:36:22] Ruan Marinho: or it just doesn't look like the other candies, they typically reject it. 

[00:36:25] Bob Ruffolo: Wow, and it's candy. 

[00:36:26] Ruan Marinho: Yeah, and something, even something even small, like looking at the tile patterns here. Yeah. They're all even. 

[00:36:30] Bob Ruffolo: Now, um, Splash Dash, uh, there's a free trial of it? 

[00:36:34] Ruan Marinho: So Splash Dash, there's f- free reports you can run.

[00:36:36] Ruan Marinho: Free reports. There's no trial. Okay. There's a free account forever. Yep. And then the paid account is 29 bucks per month. 

[00:36:41] Bob Ruffolo: 29 bucks per month. All right. Yeah. And they, and they can, um, access that at splashdash- .

[00:36:46] Ruan Marinho: com ... .

[00:36:46] Bob Ruffolo: com. 

[00:36:47] Ruan Marinho: Yep. 

[00:36:47] Bob Ruffolo: Awesome. All right, so go check it out. Endless Customers community, seriously, uh, we use it for multiple of, uh, of our clients.

[00:36:53] Bob Ruffolo: We use it for ourselves. Huge fans of Splash Dash. I think you've built an incredible product. It's only getting better. So, um, Ruan, thanks [00:37:00] so much for coming on today, buddy. Thanks for 

[00:37:00] Ruan Marinho: having me. 

[00:37:01] Bob Ruffolo: Yeah, awesome. So we will... I'm sure I'll see you before the event. 

[00:37:04] Ruan Marinho: Yeah. 

[00:37:04] Bob Ruffolo: And but we will see you at Endless Customers Live.

[00:37:06] Ruan Marinho: All right. Thanks, everybody. 

[00:37:07] Bob Ruffolo: All right. Well, this has been another episode of the Endless Customers Podcast. We will see you at the next episode. 

[00:37:13] Stephanie Baiocchi: If you liked this episode, please take a minute to leave us a review. Thanks for checking out the Endless Customers Podcast.