Aug. 11, 2025

Inside Reality versus Outside Perception With Michael Barbarita

Just about every business out there does many things well. That is the inside reality. But the outside perception is they are just like everyone else, because everyone uses, “I hope so Marketing”

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WEBVTT

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Hi, you have done to the censure. Wow, cra you your.

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This is the pipe Main here on the Adventures Pipe

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Man W four c Y Radio, and again we are

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doing the Positively Pipeman segment. That's one of my favorite

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parts of my show because it's everything about motivation, POWERMN

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business and it's it's kind of the real side of

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me instead of the radio personality side of me. And

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as always, I have a very special guest that comes

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on every week with us because just a wealth of

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information and a great help to many businesses out there.

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So I would like to welcome to the show, my

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Michael Barbarita. Even that now it's Tim I messed up, Michael,

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I don't know how that's all right?

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Well, you've gone the complete cycle now, so you know,

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I know right.

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You know, it's that say it right, Say it right.

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You know.

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It's funny when I interview like bands, a lot of

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times I'll have them say their band name so I

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don't screw it up, you know, because some of them

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are really hard to pronounce, like you, I'll let there's

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some of them when they're really hard, I'll do some

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research and hear how they say it, you know. But

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even then sometimes you know, some things are tongue twisters,

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but Michael should not be one of them.

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Probably probably not.

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But see that there it is. There's my inside reality

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compared to the outside perception. There you go, So let's

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talk about that.

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We're gonna talk now, Well that's exactly what we're gonna

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discuss today. So once again, visits owners ask me, you know,

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how do I go about differentiating? You know, in previous shows,

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in a previous show, we talked about the position of

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market dominance is being one and in a future show

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we're going to talk about and I hope so marketing

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as being another. I want to talk about inside perception.

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I'm sorry, inside reality versus the outside perception. You know,

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many businesses, I so many businesses do so many unique

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things and great things, but they do not communicate that

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to a prospect in any way, shape or form. And

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this is what I mean by the inside reality is

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that inside the company is really awesome.

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You know.

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They they do every they have everything systematized, they do

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everything right. They're always on time for a customer or

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they're always delivered the goods that they say, they you know,

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not meet on customer expectations. They beat them. But the

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outside perception is they're like everybody else because they don't

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identify the problems that the customer has that they don't want,

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and with the solution they want, they can't find even

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though the solution is sitting right in their company. And

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one of the best examples I can give of this,

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and I think I've given it on a previous show,

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but I want to give it again is if you

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go to a food show, you would see these mom

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and pop companies that don't get exposure because the Bisco

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is so you know, Pillsbury is so big and so

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great that they have all this money that they give

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their their customers, you know, so that they buy from them.

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The food is like unbelievable. It's like high end restaurant

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restaurant and world quality food from these mom and pops.

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And the inside reality is that food is unbelievable. The

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outside perception is is they're just a small little guy

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that just really doesn't have much mm hmm. And it's it's,

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it's it's it's a great example of inside reality versus

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outside perception, because the outside perception of most companies is

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they're like everyone else, and that once again leads to

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one differentiator, one criteria, and that's price. And so that

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inside reality needs to be communicated. And you really and

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and some business owners, because they're in it all the time,

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they've got to kind of analyze what the inside reality

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really is.

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Yeah.

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And and some of it it's stuff that customers actually

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compliment them on and they just say ho hum. But

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something that's really important and it's a and and can

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be a differentiator. Maybe it's not, but sometimes it is.

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And it is about communicating. It's not about ego like

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some people may thinking that, you know, No, it's about communicating.

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And you know, you're talking about the restaurant idea onea.

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You know, I'm originally from New Jersey and one of

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the best Italian restaurants in all of New Jersey is

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this place that's at the basement of somebody's house, and

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it's the Italian grandmother cooking the food. You know, an

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outside perception, without communicating that with somebody would probably drive

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up to it and just keep driving because like, oh,

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well that's another restaurant. Yeah, and it's not even something

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that I even think I should be going to because

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you're seeing this house or whatever, and you know, I

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see it, Okay, perfect example in the Strip center where

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our studio is here in West Palm Beach. So there's

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this one restaurant that's there now that's an Italian restaurant,

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but there were three Italian restaurants in there, and the

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whole time I've been there, there were four restaurants in

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that same location, all the Italian restaurants, and three of

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them failed. You see this in the North all the time,

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like you always see these pizza places taking over another

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pizza place, but they're doing things exactly the same, so

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they closed down just like the previous one does. But

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this place that's there now has been there for many

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many years when everybody else failed, and they've expanded to

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open other locations. Even within the same town. There's a

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second location. And that is how they create and communicate

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the outside perception, because I don't know that the inside

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reality is any different than those other UH ones that

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failed before them.

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Yeah, And one of the amazing things is when I

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ask clients to look at their competitives websites, which by

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the way, they very rarely do, which is really strange

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because I when I says I owned in the untentful business,

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I own. I ignored by competition's websites, but in the

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successful businesses I own, I was paying very close attention.

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Although I'm so old that there were no websites. I

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used to make phone calls as a customer to my

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competitors just to see if they did certain things or

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they didn't do.

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Certain That's that's funny you should say that because when

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I was, you know, young, and much much younger, even

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like before college and going into college, I worked at

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a major retail establishment for pools and spas, paleo furniture,

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and then Christmas during the winter, because you know how

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that is up North, usually the pool stores turned to

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Christmas stores and we were required as part of our job,

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we were required to go shop every one of the

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competition and they would group us up with like like

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the guy salespeople had to go with like maybe one

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of the female cashiers and act like you're kind of

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a couple and go shop these places, and it like

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there was no Yeah, I don't feel comfortable with that.

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It was something you had to do. But because of

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doing that, you're just so informed of how to communicate

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your product compared to theirs and create and you get

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to see the perception from the other side because you're

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the customer, so you're experiencing it firsthand what their customers

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are experiencing.

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And you feel the atmosphere. Yeah, sometimes the atmosphere is

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different in a competitis location than yours.

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Totally.

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Yeah. And so I mean if you go to your

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when I ask business owners to actually go to the

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competitives websites and they go to them, they say they

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say in the same things I'm saying and that, and

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there you have it. Everybody's So the outside perception is

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no ware close to the inside reality of any of

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these businesses. And the one who can make the outside perception,

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who can communicate the inside reality and make the outside

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perception the inside reality, they're the winners. They're the winners.

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And so this is something that we always talk about

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with our clients. Have another area of differentiation when they

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analyze their inside reality and they realize how good it

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really is and some areas that no one else is

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talking about that they can stop communicating. That's where they

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once again find they find that differentiation. And you know

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what's amazing. You know, I just helped the franchise the

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other day of businesses franchise, and I said, your customers

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know that you're franchise. No, we keep we keep that,

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we keep that quiet. But to me, to me, it

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can be an advantage if you if you communicate and

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use it properly. For example, you know, the reason why

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our clients love us is we're a part of a

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huge franchise and we not only have expert practitioners or

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whatever the business is, but we can have access to

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a network a network of experts, so we can't solve

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any kind of problem or any kind of issue that

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might come up.

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And I also find in that situation is like, okay,

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so you take the McDonald's format. There's not any McDonald's

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in the United States for the most part that you

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can't walk into and get the exact same experience, the

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exact same food, you know, And so that's where it's

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a positive because you have the dependability of having the

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same experience if it's the experience that you like. You know,

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post are things where it could be great in Florida

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and terrible in Boston or or what have you.

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Absolutely, and so you know, it's it's it's little things

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like that where people are keeping it. Business owners are

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keeping certain things a secret that could be an absolute

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competitive advantage. And so that that's why when we are

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with with with clients, uh, we dig deep into the

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inside reality because that's where the gold is. Uh to

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communicate Uh and and and differentiate yourself on something other

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than price.

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Yeah, and that that's a beautiful thing because you know,

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in sales, I always train people people don't buy price,

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they buy the story behind the price. So if you're

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not creating a story, people have no other option but

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to pick price right, And that's it.

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And that's when I hear all these business owners complain,

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Like first time I met this networking bro I went

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from business owner to business owner to business owner, and

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everyone was complaining about how they have to lower their

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prices in order to get the business. And it's gonna

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kill them. It's gonna kill them.

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I'll tell you what too, If you communicate the outside

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perception properly, you're actually better off raising prices and lowering

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prices because people perceive value. That's just why you know

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you have some things are free, and I've always taught

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that people perceive free as no value. So you think

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you're doing the right things sometimes, but sometimes it can

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work against you because people would rather pay more to

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get more value.

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Agreed, Absolutely, And that's you know, that's so it's so

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incredible about some of the things that some of the

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outcomes that we end up having because they're actually increasing prices,

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not decreasing them. And it's because of the value they're

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delivering just those little problems that they solve. They're able

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to increase the prices because the value goes up, the

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perception of value goes up, and the differentiation is there

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because the inside reality is being communicated to the outside.

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There you go.

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I love it.

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Any other words you want to talk about on this

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subject and also tell people how they can reach out

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to you and get more information and consult with you

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on how they could benefit their business.

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Well, I'd love to give As I mentioned before, I'd

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love to give three more lucky listeners, and I only

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a bandwidth for three more, but three more lucky listeners

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to schedule and assessment with me, and I guarantee them

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that I will find them a minimum of one hundred

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thousand dollars of additional revenue without spending any additional money

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on marketing or advertising. And it based upon a lot

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of the concepts that we've been talking about on the show,

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but I can show you directly and that true. It'll be.

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It'll show you a true return on investment. And by

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the way, there's no obligation to work with us, but

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I will show you that one hundred thousand dollars in

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additional additional revenue without spending any additional money in marketing

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or ads. And to do it, you go to NEXTSTEPCFO

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dot net forward slash contact, fill out the contact form

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and in the message section right one hundred K and

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I'll be in contact with you, will schedule a ninety

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minute assessment, and I'll show you an increase of one

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hundred thousand dollars of additional revenue without spending a dollar

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more in marketing r ABS.

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That's beautiful. I love it, and I always love the

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information you give our listeners because you are definitely the

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chief genius. We'll call you the CGO, the chief Genius Officer.

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You know that can help people and benefit Then during

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times like this where I think it's most important to

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have somebody like you on the team because there's so

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much competition that you really need to know how to

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change that outside perception to make you appear to be

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the only choice.

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You go absolutely.

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Thank you Gee, thanks once again for being on the

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Adventures of pipe Man and you are positively Pipemin.

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Thank you for listening to the Adventures of Pipemin. I'm

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w for CUI Radio.