Episode 116 – Appreciated Branding & Earning Word-of-Mouth in Crowded Markets with Reid Holmes

Update: 2025-11-13

Description

Sales and marketing are changing fast, and if you're still out there just shouting features and discounts, you're getting drowned out in the noise. In this episode of Call The Damn Leads, I sit down with Reid Holmes, veteran creative director, author of Appreciated Branding, and brand strategist who's spent 30+ years helping companies earn loyalty by delivering real value and unexpected delight.

We dig into why word-of-mouth still beats advertising, how to build brands people are proud to share, and why the best sales conversations are about helping people transform—not just closing deals.

If you've ever wondered how to stand out in a sea of "me-too" competitors, this conversation is for you.

🔥 Episode Highlights

Disarming objections the smart way – Reid shares a killer story about flipping a sales conversation by saying "I'm not sure you're the right client for us either."
Excuses are buying signals – Why objections like "now's not a good time" are actually proof that your product is needed more than ever.
From Pain Island to Happy Island – How to sell the transformation your product creates, not the "boat" that gets them there.
The Appreciated Branding mindset – Why it's not about pushing more ads but about earning gratitude through proactive problem-solving.
Costco & cultural currency – The retail giant proves that when you delight customers, they become your marketing team.
Referrals are everything – How keeping current customers entertained and educated creates raving fans who send you more business.
The plateau of indifference – Why most brands get lost in crowded markets and how "unexpected delight" pulls you above the noise.
Winter-learns, not win-or-learns – Reid's approach to small pilot programs that test ideas cheaply but can scale huge.

💡 Key Takeaways

Stop selling the boat. Customers don't care about your features—they care about getting from their pain to their desired transformation.
Flip the script. When you push back gently on prospects, you position yourself as a trusted advisor, not a desperate salesperson.
Word-of-mouth is the most powerful marketing. Your current customer always knows your next customer. Treat them accordingly.
Crowded categories demand differentiation. In markets where everyone looks the same, the brand that surprises and delights wins.
Attention is earned, not bought. In today's noise-filled world, appreciation is your most valuable currency.
Referrals and retention = growth. Don't just chase new business—educate, entertain, and appreciate your current clients so they stay and send others.
Marketing has evolved. The interruption model is dead. The future is about solving problems in meaningful, memorable ways.

🔗 How to Connect with Reid Holmes

📖 Book: Appreciated Branding
🌐 Website: ReidHolmes.com – free chapter + resources available
🔗 Linktree: linktr.ee/reidholmes
📱 LinkedIn: Reid Holmes

📣 Call to Action

If you're tired of fighting in the "laundry detergent aisle" where every brand looks the same, listen to this episode with Reid Holmes and learn how to build a brand people thank instead of just tolerate.

Then share this with someone you know who's doing marketing the wrong way—spamming instead of serving. Help them see there's a better path.

And if you've got a crazy sales story of your own, head over to callthedamnleads.com/podcast and let's get you on the show.

📣 Call to Action

Call The Damn Leads
"By sales professionals, for sales professionals." Each week, Drewbie Wilson, a sales vet with 20+ years in the game, brings you humor, real-world stories, and powerful strategies to help you excel in your sales career.

Expect a wild mix of:

Real Sales Stories: Tales that entertain and inspire
Proven Tactics: Practical tips for boosting your sales game
Humor and Energy: Fun takes on the ups and downs of sales life
Expert Advice: Learn from seasoned pros across different fields

Whether you're in sales, an entrepreneur, or just looking to grow your business skills, don't miss out on these invaluable lessons and entertaining stories. Want to be a guest? Pitch your story at
👉 https://callthedamnleads.com/pages/podcast

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