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0:22 Introducing Ben Burns 0:42 Ben is the Founder of Burnt Creative 1:37 Something quirky about Ben Burns 1:49 Ben was a police officer for 4 years 3:00 History of Burnt Creative 3:45 Ben worked for 3 years as a graphic designer. 4:45 Ben was freelancing while being a cop. 7:45 Convincing people that they need digital presence, design and branding. 9:03 Work with people who understands the value of what they're paying for. 11:22 Ben Burns' perspective of people who understand the value of digital presence. 13:00 Education should come way before the sale. 15:28 Difference in dealing with people who understand the value of the digital arena and those who don't. 16:49 Replace paper with conversations. 19:41 Identify the decision makers during the sales cycle. 21:25 You heard it here, folks. Watch out for another episode with Ben Burns. 21:48 One thing Ben would say to change up the minds of or convince a group of business people. 22:25 Telling people to share a success story. 22:40 Speak their language — number