It’s time to get off the lead-gen hamster wheel! Today, we’re learning from an entrepreneur, marketer, Marine Corps veteran, leader, and problem solver. Josh Addison is the Founder of GI Pages. Josh shares the importance of focusing on your existing database, building the trust bridge, and why text messaging might be the marketing answer you’ve been looking for.  Busted Myths:The way to grow your business is not to focus purely on outbound lead generation and social content, but rather to upsell to your existing client base. People who have already bought from you are 3-5 times more likely to buy than new customers. TakeawaysWhile it’s always important to have some new leads coming into your business through your funnel, the focus should be on people who have already engaged with your company and have already bought your products or services.Business is all about building trust with your customers and if you’ve already built that trust with existing customers it’s much easier to keep that relationship going than to try and constantly build trust and relationships with new customers.For the many businesses that generate less than $3 million/year, the referrals they rely heavily on are based entirely upon hope. Re-engaging your existing customer database is an effective way to upsell, resell, and generate referrals.SMS text messaging can be a great channel for re-engaging your database, but there are some nuances to this specific channel. These messages need to be highly personalized and sound like something a person would actually text to someone else.Don't fall for the temptation of blasting SMS messages to your entire database all at once. Create sample groups of your audience, test your messaging with them, and iterate on that message before sending it out to larger groups. Part of the benefit of SMS text message marketing is that creating the message is much simpler than implementing and designing emails or digital ad campaigns. Quote of the Show:“If you're in a business where you're just turning customers, then you're always going to be on this hamster wheel of where's the next dollar coming?” - Josh Addison Shout Outs:Dan KennedyDarrel AmyCurtis SpragueJoel Greenblatt Book Recommendations:The Little Book That Still Beats the Market by Joel Greenblatt Links:LinkedIn: https://www.linkedin.com/in/joshuaaddison2336/ GI Pages Website: https://www.gipages.com/ Tactical Electronics Website: ​​https://www.tacticalelectronics.com/  Ways to Tune In:Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763Amazon Music/Audible: https://music.amazon.com/podcasts/37228621-2f9c-4905-a223-1844effb49ddSpotify:  https://open.spotify.com/show/1vVLpNI1LssMTiL6KdsamnStitcher: https://www.stitcher.com/podcast/the-hard-corps-marketing-showGoogle Podcasts: https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_ShowYouTube: https://youtu.be/PVuLmJbsgog  Hard Corps Marketing is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/