If your audience isn’t engaging with your posts, they’re not opening your emails and your webinars are empty, it’s time to tweak your marketing strategy.

Your marketing strategy has become a pattern; a pattern your customers are used to. They know what’s coming, so they tune it out. And the last thing you want to be is part of the noise.

So we’re going to show you how to pattern interrupt. According to a Mailchimp article, pattern interrupt is “a neuro linguistic programming (NLP) tactic used to disrupt a customer's usual thought process or behavior… [around] cold calls and other marketing and sales strategies to change how they think and feel.” In this episode, we’re going to share how pattern interrupt is a key tool in re-engaging your customers as well as catching the attention of new potential customers. And we’re learning about pattern interrupt from a show that does it so well: “Archer.”

So in this episode, we’re having a watch party of the Emmy Award-winning series "Archer" with Head of Content Marketing and Customer Education at Apollo.io, Josh Garrison. And we’re chatting about how to engage your audience with pattern interruption, why you should spend time developing complex characters, and how to provide value by teaching your audience a new skill with each piece of content. So stick on a fake mustache and strap on your Omicron Spymaster watch for this episode of Remarkable.

About Apollo.io

Apollo.io combines a buyer database of over 250M contacts and powerful sales engagement and automation tools in one, easy to use platform. Trusted by over 160,000 companies including Autodesk, Rippling, Deel, Jasper.ai, Divvy, and Heap, Apollo has more than one million users globally. By helping sales professionals find their ideal buyers and intelligently automate outreach, Apollo helps go-to-market teams sell anything. In the last year, they’ve grown ARR 3x, quadrupled their active users, and closed a $110M Series C led by Sequoia Capital in March of 2022. They continue to grow faster each month with record months of sales and added ARR.

About Archer

Archer is an animated tv series parodying espionage culture about a James Bond-esque spy named Sterling Archer in a dysfunctional intelligence agency headed by his own mother. The show is set in a sort of Cold War era universe. The highly stylized animation is inspired by classic comic books. The animators describe the style as “puppety,” in that a limited amount of drawings are made, and then they put rotation points from which the drawings can move. The show was created by Adam Reed and made by Trinity Animation with the voice of Archer played by H. Jon Benjamin. It also includes the voices of Jessica Walter of Arrested Development, Aisha Tyler from Criminal Minds, and Chris Parnell from SNL. It originally aired in 2019 and is currently in its 14th season. It has won at least 3 Primetime Emmys among other numerous awards and nominations.

About our guest, Josh Garrison

Josh Garrison is Head of Content Marketing and Customer Education at Apollo.io. He joined Apollo.io in December of 2022. Prior to his current role, he served as Head of Revenue at Teamflow. He has also held leadership roles at Autodesk and inDinero. He co-founded SpotMe Lending, an alternative to payday, auto title and pawnbroker loans, and Ledger Leaders, a bookkeeping and accounting services business.

What B2B Companies Can Learn From “Archer”:

Use pattern interrupt. Use a familiar interaction but pivot suddenly to catch your audience off-guard. Josh says that in “Archer”, “they do the thing where they set up a joke and then the punchline of the joke is a cut scene to someone else saying it.” It helps with pacing, and moving the story line along while making the audience laugh.
Develop complex characters. Characters simply feel more like people when they have flaws, preferences, history… And building believable, relatable characters takes time, intention, and thought. The characters in Archer immediately feel lived in from the first episode. Josh says, “The first time you meet every character, you get the essence of that character. There's no wasted time there.” The characters are multi-dimensional, neither purely good or bad. They’re human. Ian says that Archer “is the best spy in the world. But he's super narcissistic and he's pretty mean and self-serving. But there's this element of heart to him. Like he loves animals, he has a real affinity to certain people at his work. He’s an a**hole, but he's our a**hole.” As a complex character, he’s much more interesting and relatable than if he were simply a good person, good spy, good protagonist. So before you create content, spend time thinking about your characters’ backstory, personality, motivations, and more, to flesh out a character that will resonate with your audience.
Borrow from nostalgic content. The artwork of Archer is inspired by classic comics and 1960s superhero cartoons. The show borrows from James Bond and espionage culture. So the show has elements that feel very familiar while at the same time being quite modern. Josh says, “It’s very unique, but it also feels familiar because they're calling back to things that you've seen and read throughout your early life.” So it draws people in with its nostalgic artwork but creates super fans with its modern tone, fast pacing, and cutting humor.

Quotes

*”Marketers are bored of our own playbooks. They're like, ‘Oh man, I'm doing another webinar.’ Or they're like, ‘Oh, we gotta write another ebook?’ Those are old ideas. But that doesn't mean that those things don't work anymore. When I explore pattern interruption, I'm still gonna run a webinar. But in that webinar, how can I subvert the expectation? How can I set people up to think they're gonna get one thing, and then give them something that's way more than they hoped or bargained for, and just go beyond?” - Josh Garrison

*”Salespeople will engage with anything that will make them money. That's the guiding principle of our content marketing strategy. Put yourself in the shoes of a salesperson and ask yourself, ‘Would I read this? Before I commit to reading it or watching it, am I convinced based on the headline or the title or the description, that this is gonna bring enough value to me to help me improve my ability to make money?’ So we start there. That's actually a pretty high bar. It's really hard to do. It means that you can't make any fluff, because fluff doesn't make anybody money.” - Josh Garrison

*“What we try to do is go two steps further than [typical content,] and it's like, ‘I'm gonna open up Apollo. I'm gonna show you exactly what to do.’ Something that's so actionable that by the time somebody finishes engaging with a piece of content, whether it's a video, webinar, or article, they have gained a new skill.” - Josh Garrison

Time Stamps

[0:58] Introducing Head of Content Marketing & Customer Education at Apollo.io Josh Garrison

[1:59] Why are we covering Archer?

[3:13] What makes Archer remarkable? And what is “pattern interrupt” or “pattern interruption”?

[6:05] How does the animation style of Archer draw an audience?

[7:54] Tell me more about Archer

[10:34] How does character development play into Archer’s popularity?

[15:02] How can marketers think about using pattern interruption in their marketing?

[17:32] What can we learn about pacing from Archer?

[19:38] What’s Josh’s content strategy at Apollo.io?

[26:14] How did Josh rebuild the webinar program at Apollo.io to the point where people were asking when the next one would be?

[35:08] Who did Josh hire to produce their world-class videos?

[40:21] What are the keys to good marketing?

Links

Watch Archer

Connect with Josh on LinkedIn

Learn more about Apollo.io

About Remarkable!

Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both non-fiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com.

In today’s episode, you heard from Ian Faison (CEO of Caspian Studios), Dane Eckerle (Head of Development), Colin Stamps (Podcast Launch Manager), Anagha Das (B2B Content Marketing Manager), and Meredith O’Neil (Senior Producer). Remarkable was produced this week by Meredith O’Neil, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK.

Create something remarkable. Rise above the noise.

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