SCORE WEBINAR: Optimizing Your Sales for 2023
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Updated replay on Feb. 09, 2023 at https://fccdl.in/idaHCuEZZH
UNEDITED AUTOMATIC TRANSCRIPT FOR
If Sales Were Easy, Everyone Would Do It!
00:54
And tactic control. Okay, let me check. I do Welcome to our webinar, our if sales reecy, everyone would do it. Now we’re going to,
01:08
we’re going to bust that Miss just a little bit because I think I think anybody can sell it. It’s just a matter of how you look at backs up as we get through your 1st marketing tip.
01:21
This is our all rights reserved slide. Remember, this is our which will property. If you’re doing presentations, you have all rights reserved slide to protect your intellectual property.
01:31
This reminds people not to when you’re doing a presentation, not your record or grab any of your stuff. So this is ours. If you want the wording to this,
01:41
you’ll get our email address during the webinar will send you ours. You can strip out our info, put in your info, send it to the lawyer Group.
01:54
So she’ll be saying she’s also having a hard time hearing. And I Oh, julie before said she had heart julia muffled. It’s a little muffled every month while the sound goes a little.
02:05
I don’t really know what to do about. Yeah, not a lot to do about, sorry. Will lower than usual that, and then it’s more muscles every once.
02:13
While. I can only imagine it’s due to the weather, it is wet here, and so perhaps messing up the Internet connection. Ok. All right,
02:26
so there is an old saying and I was looking to see who is attributed. Who 1st said this and I saw 670 different people that said, you know,
02:38
that have had this quote attributed to them. So instead of them, I’m just going to give you a different quote. detriment from peter drucker that reminds you,
02:46
look, there’s no reason for any other departments to show up. If, if sales stays home, Everything is, is run by sales. And whether you are a solar printer or were have a whole bunch of employees that that’s the way it works.
03:04
somebody’s got to sell something. And every marketing tactics that you use is going to require that you do some selling. It isn’t automatic per se. Now.
03:19
Yeah, I bought shoes couple of weeks ago and I didn’t have to talk to anybody because their website worked and it did its job. It sold me well enough.
03:33
So you’re going to have to use either your mouth or your written word. It’s going to show up, but sales is part of everything. All right,
03:41
so we’re going to talk about how your market for sales has changed in the last few years because cobra did change it. We’re going to go through some challenges that you are currently facing.
03:54
I’m interested to see at the end, how many of the 8 are a challenge for you. We will be needed.
04:06
Thanks a lot. And we’re going to give you some ways you can get up to a fast start. So that’s where we’re going today. Keep track,
04:12
i see some very familiar faces and names. Hi Cindy, chris at the absolute best financial planner and all of arizona and maybe the western half of the US,
04:24
maybe the US. She’s up maybe. Yeah. The absolute best portraits, hargrove her in Los Angeles is on julie hopkins. Good to see you. Hello.
04:36
Hello. Joe devise been on a couple of our webinars before. So hey, all you all glad to have us. If you got some questions, hold on.
04:44
We will take care of those all at the end. You could drop me in the chat, but we pre wait. So we can have you and have a discussion.
04:52
A little about us as we get through. We do, ah, couple of breaks me over to boot camps it during your in fact we’re doing on the saturday.
05:03
We’ll like to put it aside if you guys want to come virtually you can do that. We normally do in March in September. But we had a bunch of folks that couldn’t come in September,
05:13
so we just will do one in December cuz we had a day off for we teach our clients, it is a steady stream of small objects, adjustments and corrections over a period of time that are going to make your business better.
05:29
It isn’t necessarily taking a big lead. Doing something very different at one time. Now, if you never had a website or if you were never on social media.
05:41
Yeah, that’s a big adjustment. But what you’re posting and how you post and how you use your, your website, and how you show up at networking events.
05:52
You can constantly make those adjustments to me to test and see how you are doing. I am 2017. We are voted america’s number one coaching team for small business marketing.
06:04
That is us competing in the finals on the, on the right side there I just dropped off the stage. If, if you, if you could see the video sharing bullock on sharon’s face because she had A Long story short,
06:19
i had watched the 3 people in front of us and I wanted to, I wanted to spices up a little have turned a lot of watch different wars into very profitable entrepreneurs.
06:29
I’ve got 7 best selling books on Amazon. The 8th one I’m going to, I’m going to, I’ll call it now we have another book that will come out next year.
06:39
I’ll say it’s can be this, or we’re fortunate enough in that we the, one of the things in sales, one of the best things you can have came on h U M.
06:50
Oh my gosh entry, oh, awesome graphic artist of an amazing company. If you’re the Washington or the baltimore area and you need your house clean, you gotta grab cios,
07:00
information. What we, what we found is that we’ve now, in, in sales the care and feeding of your email listed. And those people that track you is rather important if you’re doing a rate job in the care and feeding you’re giving of yourself serving you will,
07:24
you will do better. And here’s what I mean. When our next book comes out, you will see us promoted a lot of Social media just just a time.
07:35
honest to gosh, we could probably just send it out through our email list and nobody else would ever know about it. If you were going to email us and would probably hit the best seller,
07:46
because we’re, we’re really good at giving free stuff to our list. And when we ask them to invest a dollar, okay, I think that they’re willing to take that step and you think ok,
08:00
it’s only dollar. Yeah. It is a huge step because it’s, it’s time you’re getting to change what they do at a certain period time. So you want to make sure that you’re the care and feeding of your last is is happening all the time.
08:11
Not you declare we will send out via email. Oh yeah. Oh God, you don’t misunderstand them. Yeah. It’s going to be ha, it’s always so fun to launch.
08:25
You know, I think it’s, it is more work promoting it than it is writing it. Huh. I think, yeah, because it’s more stressful.
08:35
It is, we hiding it as a source. Now we, we have an amazing editor who’s been with us. She’s trying to retire. Huh. She’s been with us for the 1st 7,
08:46
so I know that we can have a good time writing it. We can, we can play a little fast and rules with the writing rules and I shall fix it.
08:56
So, but when it comes to promoting in the sales part of it that’s, that’s a little more tricky. she’d probably check in with, I really should say how I could interview by some awesome people.
09:07
We mentioned that in yours part of your sales processes. You get, you want to get people to go to your website to check you out. We have these interviews on the front page of our website because they’re more famous than we are.
09:21
And when people are doing your search engine checking for all of those different terms, we can pop up sometimes. So this is a little bit about us and we’re already doing the teaching party,
09:33
and today we want to teach you, Well, we talk to our clients about it. All right, let’s give some free stuff 1st. Wish up.
09:42
All right. So the 1st thing is, as we were talking about books, what’s more books, would you like for free? We’re not even going to that,
09:50
ask you to invest about no, just send us an email. The email address is here on the screen and tell us which of these books you like.
09:56
We’ll bounce back the pdf to you via email. Now here’s my guess yet because we’re doing a webinar in sales, and they’ll see that there is the marketing checklist for sales.
10:06
Going to guess the most. That’s the book, most of them are gonna want, but you don’t have to know if there’s something else that is picking your interest more.
10:13
That’s ok to. Yeah. In fact, if you’re a partner in business with somebody that partners and every book is, is, is my favorite of all of our book.
10:24
So you can grab that. And then also we do a podcast.
10:32
We call it the View cast. It is video and audio and it’s only 7 minutes 21 seconds for me. So if you would like to come onto the View cast again,
10:41
send an email. The e mail address is there on your screen and ask us for the questions. We will send you the questions, you will bounce back the answers.
10:50
We want to make sure they’ll fit in the 7 minute 21 second platform. And then we’ll get you down easy. And this is a sales tool for you.
11:01
quite often, you have a prospect. And you want to give them information about you. You can say hey, I was just interviewed or I was interviewed of this really cool podcast.
11:13
Let me check so you can get to know me a little bit better. The questions are designed to make you look good, and when we’re recording it,
11:22
we’re going to make you look good. So if you want a, a piece of video to promote you, go and do that. Now here’s, here’s where we’re talk in sales,
11:33
right? We are, and I’m going to going to put this out there. We know that 90 percent of the people we show this to won’t do this.
11:46
And as a, as a long time, sales manager and, and in sales, i’m going to share something with you. If you’re doing the things that your competitors will not do or too lazy to do,
11:59
you will succeed. And this takes a little bit of work. You’re going to have to answer some questions and you have to show up on the schedule.
12:07
But the upside is, you now have forever and always a video that is going to promote you. And you can use it to grab hold of your prospects.
12:19
You can share it on your social media. However, often you want, you can embed it in your website if you’d like to give them full permission to do that.
12:25
So you can also leverage it to get on other podcasts. Yeah, one of them. One of the questions most pod casters ask, not us. That’s important to us,
12:36
but many podcast is want to know have you been an other podcasts and most of you have not. But if you come on ours again, it’s always have minutes 21 seconds.
12:45
So it’s really bad. Would it be? And you can say, well yeah, I happen to know pod cast, here’s the link. Yeah. All right.
12:53
Let’s get into the challenges showing wish out. The 1st one happened, coded and independent change. The world of sales, it changed the process or rather it’s sped up.
13:06
A process taking place quite often in our world, in our society, there is a shock to the system. And we don’t know when they’re going to happen.
13:21
We don’t know how, you know, 911 was a shock. pandemic was a shock. There are things that happen in the world, it’s that either halter process or speed them up.
13:33
And there were several processes that this bed up darwin It’s Wednesday and I feel like I’m my way for those who are recording.
13:48
We’re recording this on a Wednesday afternoon. I’m already In origin, the species darwin was talking about the evolution of species. But the evolution of businesses exactly the same.
14:02
And that is that you don’t have to be the largest business in the world to succeed. The fact that you’re a small business owner allows you to adapt faster than we had without during cope it.
14:18
We had a huge question because if you understand for us, our number one way to market ourselves was speaking on stage. And by doing this webinar, we’re speaking on a virtual stage.
14:32
Are we? We’re used to being somewhere. So every month, we’re on some stage somewhere around the country. We’re based in Arizona. So we’re in Arizona,
14:43
california, most often we’re all over the country, do it. And within a one week period to a area, we had 20, something speaking to cancel and cool in clara,
14:57
we’re doing this an in person boot camp. And we had to cancel it cuz stuff changed. It was a shock to the system. Well, the value can’t yeah.
15:09
We’re so, mary, art yeah. So what has changed in your business and don’t 1st of all, you shouldn’t panic and you can be concerned. It’s always a time to look at how your market,
15:26
how the world around you, what your, who your customers are, how they change, and how are you selling? You know, I was gonna bring up an example,
15:38
but I’ll bring it up in a couple of a couple of slides. There are always these 4 questions. Why us? Why am I here? And,
15:48
and the I will always combined it with someone else. Ok in because my business start as a promotional product business, right. You’ve, you’ve ordered promote products before.
16:00
Why is why is that goes button here in the seat? Why is my bill here in the seat? You know, what did they do to serve you?
16:07
That didn’t work, it’s always an important question to know. Why are you in that? See, why are they looking to, you know, sales process,
16:18
you’ve got to give the reasons, but understand these are, these are the questions here. You’re answering or we’re going to give you a bunch of other questions later on that that you’re going to be answering as well.
16:28
You’ve got to know how they’re going to use your product. Hey, we just offered you a chance to come on our webinar. We know how most people use it.
16:35
We already called it out your website or prospects of media. So we yeah. So thanks remember to follow what so Got it. We’ve already answer that question.
16:50
How can use that? Now the 4th question now has to be answered 1st because the market change, people were stuck at home. They weren’t going to restaurants because well,
17:01
cove, it do, we need to buy it. All This question became more important.
17:10
And the world around us has asked that question a lot and I think with, with the news focusing on potential recession locally, that question is still very valid.
17:24
Yeah. And prominent and, and then there’s the way of ok, how do you sell it to the downturn and, well, The biggest tip i can give you is don’t stop advertising and marketing your business because that’s That’s the biggest mistake.
17:42
Most most companies to stop. Now you look at dominoes had to figure out how to get people to keep ordering pizza. You really want to come to my door.
17:54
Oh God, no. But they came up the concept of, of contact with delivery. And that was picked up by lots of other restaurants who virtually right away.
18:04
So that for that’s how they answer that for question. 4th question. And remember most of the original fortune 500 is not. So you don’t have to be big.
18:15
You just have to be able to, to pivot and make a change. Right? Number 2, how do you immediately get better? Well, ah,
18:26
it starts when you are selling to your audience, you know who that audience is. Now if the Department of here’s an example of the Department of highways wants 2 people to decide there’s probably a better way of doing it.
18:41
Now, if they put this sign up, you’re probably going to pay a little more attention to it. And that’s the whole idea of know what your audience is truly looking for that yellow side with the year on it.
18:56
Yeah, yeah. I’m still too busy looking at at what’s this the speed limit that I’m breaking? What you know, how far is it to the next offer that I’m going to view.
19:07
Those yellow, yellow blacks are always paid attention to, but if you have the right message on it, people pay closer attention. I think this the 1st time julia seen that really She was amuse,
19:21
i’m glad you’re, you Know,
19:26
I’ll share this. We do a one day break to recap, and We’ve done that. One of the ways that we changed our sales process is that we do it as a one day virtual instead of 2 or 3 day and person which we used to do was found.
19:49
We tested that people don’t want to sit on webinar for in full couple of days. So we adjust it. And, and julie, that slide i pulled that that’s from,
20:01
from 2 to 3 day. There’s all sorts of content that we pull from. All right, so wanted to introduce you to the concept of harriet. Most marketers would call harriet your avatar,
20:19
but I hate using the word. I hate using marketing jargon. Yeah. So I called her here is living or blue anyway. Now they’re, they’re not avatars.
20:31
We look at our clients, we’ve figured out how to compare them demographically and cycle graphically, which we’re going to talk to here. And when you do that,
20:45
it’s always best to name the 1st one was named harriet. So we just generally generically call the parents. So here’s harry and we encourage you to name your,
20:59
your harriet by whatever name works for you. We have, we have several different periods, and we call them actually different things. So hopefully it’s after the,
21:09
when we find the 1st one, they get the name, but harry, it was harry wasn’t the 1st one. I just wanted to name it after my grandfather,
21:19
harry. But it was a female avatars of harriet. That’s where that a game for the rest of them. You know, we have the, the,
21:29
the steph and val, for the couple, one of the couple avatars. Because stephanie, val with the 1st one. But how that works? Yeah.
21:38
John magin that you want to sell a car to these 4 women. They’re probably not looking for the same kind of car, the probably not looking for the same benefits and features of that car.
21:49
So a good car sales person is going to message each of them differently, sell to each of them differently in order to inspire them to buy a car from them.
22:00
And the same thing you, for you, it’s quite possible that these 4 women could all benefit from your product or service. But you will need to sell to each of them differently in order to inspire them to buy from you.
22:13
And this, this example that sharon uses comes from real life years ago and sharon was working for somebody else. She got a bonus like the bonus machine.
22:25
Oh sure. huge bonus. Yeah. Anyway,
22:35
I asked her if she wanted to spend it and, and she was tired of her miata so which there’s a whole other story that goes with the out of which have to come to the 3 day boot camp in order to hear that story.
22:48
Because we just don’t have time to that anyway. So we weren’t looking for a new car and we were at a 100 dealership, won’t tell you which one.
22:57
And we picked the Honda the chair and want it. And we’re, we’re talking to the salesman. He keeps asking me questions. You know, there’s that said that sales rule,
23:08
always ask questions and you know, get your prospect to talk. And it was annoying me because he was ignoring sharon. I finally said, look dude,
23:18
it’s her check. She’s writing you the check for this car because she’s going to drive it. Yeah. Really up. stopped talking to me. I’m the chauffeur.
23:29
And is it? Oh ok. And then he started asking me questions ago. So I looked to churn. Are you feeling, sir? Nope, that’s go,
23:39
we walked out how they lost the sale really easily. So a lot of companies will gather demographic information in interesting ways and to express on the back of their receipt.
23:54
They say, if you want free food, go and answer it’s, I think it’s 11 questions or 12 questions about the food service and how it was.
24:02
And the last slide is the demographic information. And when you are gathering this information, you’re able to then start grouping panda express can decide if they want to market to that for their business as a whole.
24:21
They can decide if they want to market for a particular state, that particular county a particular store based on the information that they get. If you’ve ever shopped a big 5,
24:31
they always ask for your zip code. Just because they want to see where they always keep track of how far away is their audience coming from iris user.
24:43
So when we are on the West Coast, i was use the area code in a zip code in Washington, but yeah, just in just a mess with them.
24:54
I was right. I was registering for a friend’s wedding. His child is getting married. I went on to zola and they asked all sorts of cool demo information.
25:07
So I took a couple of screenshots like this is really cool. And, and from this you can tell the questions that they’re asking. They want to know if you’re going to be in the market to run a wedding saying and how they should market to you.
25:23
I had didn’t get any other emails from them because I answered appropriately that we were just there for someone else is what? Up, another thing to keep in mind is that in the next couple of years,
25:41
millennials are going to be half the workforce. You know, boomers are retiring. gen x is getting older, millennials are coming up. They are going to be the dominant workforce and followed really closely by gmc,
25:52
so how you talk to different generations is going to make a big difference. Now if you want to start going through this process yourself, we have a demographic chart.
26:08
If you’d like it, you can have it for free. You. What I would suggest is that you start to group your clients across the top and check off which of the demographics are familiar.
26:20
My guess for you, because I don’t know you that. Well, yet. Most of the are harriet’s, have 3 to 5 different demographics that are similar.
26:35
harriet, the original harry has about 8, but kind of an outlier, one of our clients, they have figured it out that if they, if the prospect answers the right way to,
26:48
to questions, to demographic questions, they know they have a prospect. Now the question comes, well, what are those 2 question doesn’t matter your business,
26:59
they’re in a different industry. And within that industry, they have a very specific subset. So, but if you can narrow it down, that’s always great.
27:11
Now there’s another part of that equation. It, it’s the same graphics. People buy for emotional reasons, not logical ones. And I show you that trade show on the right because in fact we’re about to put that we’re about to put that trade show up for the 1st time in 3 years.
27:33
This Friday. We’re exhibiting at an event here in Maryland, and instead of just putting the tape using the table, a table cloth, we’re putting up lucy,
27:49
now we know from past experience that that trade show booth draws our here. Yes. If someone doesn’t get that, lucy, that’s for lucy from a peanut psychiatric help ourselves.
28:07
If they don’t get that, they’re generally not at any of our areas which was so cool to figure out We, you know, before we built it,
28:18
we showed it to all of our clients and said, does this turn you on or turn you off? And we got 100 percent approval, so I wasn’t sure if it,
28:26
if everyone would just think it’s cool or cute or turns out our clients i thought was cool. So weren’t sure which way I was going to go there.
28:36
I remember the psychographics goes into what’s going on in between their ears. Their wants needs, goals, ambitions, that the stuff that doesn’t describe them, but it’s what drives them and understand it.
28:52
People will run away from pain faster than they’ll run toward pleasure. So if you can figure out how to take away their pain more than you know, a better chance of getting them to want to write a check to you.
29:06
So how do you capture your prospects attention? You do it with Well sidewall times. literal or, or virtual? This is an actual last time money shown to virtually what Yes was an actual sidewalks time.
29:20
It was 3 years ago. We were blushed enough to be in London to visit my sister of her family. We were walking from our air b and B to her home and we saw this sign,
29:33
it totally caught our attention because we are big bang theory fans. And with a great look at the girl, we’re going to win some pounds being modified.
29:42
And then we saw the date turn it, we’re going to be gone by them. Oh okay. We kept walking it. We didn’t need to go in and take up the pub keeps time.
29:52
And in all of that, you’ll notice it’s just enough information. It’s not the whole menu, it’s not everything that they do is just enough information. Those are the right harry,
30:03
it’s with the market decide. It wasn’t, by the way, I see there’s a maria and is that the maria with that to keep company? Maria?
30:12
I was curious if it is, partnership staffing, darn well, no. dar here very. We had, we had had a conversation with a company.
30:25
I wanted to see how things are going so understand something. We’ve all talked to that person Where they instantly go into sales mode that you’re going to buy or die mode.
30:46
And it’s uncomfortable. So think of the sidewalk side as just giving them enough information because marketing is getting people to raise their hand and say, yeah, likes more info and the sales process should only come after somebody has given you permission.
31:08
And we’ll, we’ll show you that about 3 different ways coming up. Now, in our case, our trade overs, lucy, as we call her,
31:19
also works virtually. We posted this during coded and the post was can’t wait till we get her to go out and do a trade show again. And you’ll see that this,
31:34
that near ash at the bottom said I would love with that booth. So nears, nears was one of those facebook friends. I have no idea we became,
31:43
well, I’m pretty sure I know how now how we can keep facebook friends at the time. I didn’t. But the fact that he put that comment in there,
31:52
I reached out and we had a longer conversation and turned into a client. But it started because emotionally, the psychographic clicked oh, that’s cool. I love that.
32:08
Then we had a conversation. Found out what his businesses, pain points were and turned out we could help. So that was the process that we explained to you and that that’s how it works in real life.
32:20
So the question comes down to who are your hairy apps and over the next 10 years? How much is it worth? When we help you discover more,
32:32
you know, 510. You don’t need that many. Most businesses probably have about 5. If they looked at it, we said we’ve got 6, we think we have 7.
32:46
We found the 7th, maybe because of some ads that we ran and Google gave us the statistics on who was reading the added. There was a definite outlier that was fascinating.
33:00
Where they give you the steps they come in either solid boxes or, or light boxes, depending on where they fit. And over here, there is a solid color box.
33:10
Wow. So we’re going to do some ads that speak to that particular graphic. Next challenge are too many people confuse marketing and branding and sales. So we’re going to talk about that,
33:25
you know, their, their ad salumi not the same. So let’s go through the differences between marketing and branding. I’ll give you a 2nd tree, the Cartoon.
33:36
I just figured funniest cartoon la marketing invites you to a date Up.
33:48
branding, however, makes you feel so good that you asked for a 2nd day. Absolutely, and I sure did marketing spend a lot of time talking about himself and go get me wrong.
34:03
You do have to talk about your business because that’s what people figure out what your business is. All about. branding however, spend most of the time asking about you and asks the restaurant to play,
34:20
you know, gathering information, the key one of the keys to sales, asking questions. So branding is definitely finding out about your life back those that,
34:31
you know, I just love that picture because that asparagus always so that in fact that was it’s not highway house, it’s across the way the barbecue place up next,
34:47
next to milton. And they’ll come up, marketing attracts, you, it gets you asked for more information. branding makes you fall in love. absolute.
35:01
All right. The next challenge comes from knowing what your sales process is. Now, at the beginning of one of my favorite musicals, the music man,
35:10
there is that song, rock island, where it opens the Play. It sets up the Play where all of these traveling sales people are talking. And it very much comes down to,
35:21
you know, you got to know the territory, you have to know who you’re selling to and why. And of course, the, you know, the in the concept of harold hill is introduced there.
35:30
But you have to know what your sales process is. Now the, the traditional overview of the, the sales process was, is a funnel. And I’m not all that in love with this one because there’s something wrong with this,
35:47
but it is the traditional one where people find out who you are. They generate interest, they decide if they’re going to buy it and it comes down to and they finally bought now to us and you’ll see in a minute.
35:59
There are other steps to this, but this is the process and understand that not everybody that becomes aware of you is going to get down to the bottom and don’t feel that they have to in,
36:12
in the promotional product world. I didn’t get this for a while and let’s say that I had a client been wanting coffee mugs, and I got the,
36:22
I knew the factory to produce the coffee mugs. And now I figured out I needed my competitors to be successful. Because if I wanted to sell this coffee mug,
36:38
i wasn’t selling enough to keep that factory and business. So if my competitors were successful enough to also send orders and have relationships with that in that factory,
36:51
that factory be there when I needed it. So it keep in mind this concept of, of scarcity versus abundance. You couldn’t possibly so to all the businesses in all the world anyway.
37:08
Yeah, there are none of hours in the day for all of that. Quote. Yeah. And I have all, I have a really good story about this happening today.
37:21
A victim for a 2nd for capture really? Yeah. Give sure. Wow, I was on a, a power the whole, but I’m not going to mention the name of your ization.
37:29
I was on a call with a whole lot of people. It’s a national hall and there are people from a lot of different industries. There are this call never happened to be another person that kind of does what sharon and I do,
37:44
but a little different. And he sent me a private message recent, you know, argue supposed to be saying marketing instead of business coach. And I sent back and said,
37:54
well, I could, but in this room I really am a business coach. I don’t have to be very category specific and, and he was, Yeah,
38:06
twitter point right, as I said, would make you feel a whole lot better if, if I changed what it said on my inbox. He said Yes.
38:14
So I changed it that everyone know that I did it because he asked me to and that I changed it again to the mindset scarcity mindset changer. Again,
38:27
cuz if you’re a, if you’re a coach, especially if you’re a business coach or some sort of the concept of, of my scarcity versus abundance. And a mindset is rather an important thing for you to share with your clients.
38:41
Because we cannot all possibly sell to everyone in our industry. We’re not really shops, wal mart, not everybody shops at the fax, but haven’t, they’re not everybody drives a testable,
38:54
not everybody drives a Toyota. It’s why there are so many different brands around. Because we’re, we’re all creating products and services that the, our clients’ needs Do that or thank you.
39:13
This is a sales funnel that, that I think it makes a lot more sense than there’s a marketing funnel. There’s a sales funnel, and those are both kind of the same shape.
39:24
They’re still kept getting awareness of you and, and they’re comparing you. And then there is a need. Now I, earlier I mentioned julie hopkins, the absolute best portraits,
39:39
much room los Angeles. Now people could meet julie, they could meet her networking events that could meet her at, at a chamber that she’s a member of and they know what she does.
39:48
And all of a sudden Somebody tells him,
39:54
you know, that photo on your business card, somebody that they know love and trust really doesn’t look like you anymore. Or that photo you’re using in your social media.
40:04
Or did you know that that picture you talk outside has a tree growing out of your head? No, no. Julie with no. Julie will never do that.
40:14
Julie looks behind the people that she photographs just an amazing job. So all of a sudden a need comes up. So ben, all right, who do I know that?
40:25
Does this sharon and the assets are asking a question on who do we know that we needed that we needed? Who do we know that can get a that out of our house on a Saturday night last saturday night there was no he had a guy,
40:45
we went through the, the marketing vital, very bad in the house right already urgent this or, you know, we need a specific solution, get the back out of the house.
40:56
We didn’t interview a whole lot of people. We are guy. Our guy called his guy and the guy came and got rid of the bad it was funny.
41:06
He didn’t ask for payment until you was. He had the back in a, in a blanket. He was going to take it out of the house.
41:14
You said about payment. Like if we were going to pay him, he was gonna look about losing. I Know,
41:21
do I’m sitting on the couch. I’m having discussions about sales bottles right there and I noticed that the jar, good way of doing it. I could let the bat go,
41:31
No worries, but shared shared, already have the checkbook in her hand. So there is the process that we all going through right Now that we know who who you’re harriet’s are there is the convincing prep,
41:48
persuading, propping inspiring. We want to get her to, to by weight. I didn’t buy, I meant invest right in sales. The language that we use that you use is really important as in life.
42:07
Now, I almost use an example from us as let’s say I could as sharon out of the day.
42:20
Or I could say, hey, you want to go get somebody, or would you like to go on a romantic picnic? So our 1st day was a picnic baskets.
42:30
It was great. So the language is very important. We’re, we’re letting your subconscious talk to other people’s subconscious. I will let you know this is,
42:42
this is the most asked for slide in our boot camp. If you would like us, you already got our email address, its info. You laugh creative.
42:50
If you want this, send us an email. It’s, you can say the slide is already ready to go. But how you talk to your subconscious,
43:00
how you talk to your clients, how you talk to your cats, how you talk to your kids is really vital in making things happen. The one that I capture the catch most office is ok.
43:16
I gotta I have to I have to buy this right to spend this and say, oh no, I have to invest my time. I have to.
43:21
Yeah that’s, that’s what I’m doing. We do Monday mastermind call for all of our clients and quite often so what will come on when it’s their turn at my problem this week and that your challenges?
43:34
What, Yeah, my problem this week is that your challenge is white. And we will continue in this my challenge this week. Because a problem is hard to challenge something you overcome.
43:51
So it’s rather important in your sales dialogue, saying I can give you a discount. Well, why would you jump to a discount that quickly as was what makes you feel?
44:02
This is too expensive. You know why? Another way that I say that in my head is, why do you not feel i deserve to make a profit?
44:13
Don’t ask that question. I ask you to yourself, Yeah, the bottom, you have to know who’s going to say yes. quite often, the decision makers sends their gatekeeper out to gather information.
44:27
Sharon, you are a great gatekeeper when gerald assistance. heck we have, we have people call and try and sell those things all the time. Now they get sharon on the phone and they ask for me,
44:39
it dude, i always, I hear her go to the conversation. Well, you don’t, I don’t, you don’t have to, you know, he’s on a call.
44:49
You could call back, but I understand you’re still gonna just get me And you know it was and I realize sure. What do you think we should do other I default,
45:01
you know, what do you think you do? It’s going to go back to jarrett. So the decision maker in our world is, is almost always sharon.
45:09
So I thought we shared, we do know like at black black Friday, I bought some graphic artwork. You know, for my graphic, i had nothing to do with now.
45:22
I know for a 150 boxes. Okay. Yeah it’s. I’m going to be able use it. It’s awesome. I had an upgrade my software, i needed the graphics,
45:32
the clip art, so it wasn’t a lot of money. You know, the investment was very reasonable. That it’s, I didn’t, I didn’t spend a lot and this one at the bottom,
45:44
i want to point you to a lot because we use it a lot. When people want to set an appointment, there’s quite often, well, what day works for you.
45:54
I don’t know what day works for you and they send you that and it doesn’t work for you and you got to go back and forth. So sharon just says,
46:03
so on the screen right? Give us 3 days and times that work best for you in prioritize order. We’ll do our best to match your for sure.
46:10
It’s not you. That’s my fault, unless they have a scheduling like so actually the 1st thing I say often is, do you have a scheduling link,
46:18
or would you like hours not to do that whole 3 times. And that’s where cobit has become, was, has, has helped us all. Yes,
46:28
become more room pre pandemic. Not a lot of people had a schedule link. Right. And now the way more people do so, but I’m still surprised,
46:43
especially when I’m on various platforms. I’m still surprised how many people don’t get. So half when it’s a good idea, the next challenge People say the solid time,
46:58
are there just some are there, is it just a magic pixie dust you can give me a bag of it. Was there some system that always works?
47:09
No, It isn’t necessarily a perfect sales pitches, but you can be a better picture just like on our elevator when you come to our elevator pitch. Whatever are we always stress?
47:22
It is of the perfect pitch, but you do become a better pitcher. And we do have a process that we teach, that when you fill in the blanks,
47:33
you become a better pitcher because your, with the chart that we use, it puts your harriet’s needs up top and your needs down below. compared to hi,
47:48
my name sank. I’m a business coach and erase here a C race. You know, you find that social media is a little challenging. Oh, he’s going to give me an answer.
48:01
You see the difference. So we’re, what I want to do is there were 2 sales journey that I wanna, I want to share with you and you can adapt these to your business.
48:14
The 1st one, this is Donald miller has an A book. It’s his 7 step story approach. And it starts with and you can read i gay on the right side of your screen.
48:31
I gave you an example and you’ll see how the story goes on the right side of one of explaining of the left side. So you have to position your client,
48:45
your prospect as the hero in their own story. You’ve probably heard the term. They’re going on a heroes journey. It is the steps they take to achieve success.
48:58
So you’re putting your person, your prospect. You’re telling a story where they are the hero. Oh shoot. I have the slide. I made a mistake.
49:11
Ok. Ah. You’re trying to find out what their problems are. You know, what is their challenge? What is it that is? What’s their problem you’re uncovering?
49:23
Now there is out, says the problem in a sales process. I turned out what’s your problem? I don’t ask, always ask, what are the challenges because if I’m the solution to their problem,
49:36
well there we can start dealing with their challenges. But I let them know you have a problem. I, your painting a picked horribly picture. The 3rd step is that they will,
49:48
they have a problem that made me to guide. And it’s you, you, you know that another way of putting it is, there is a problem.
49:57
There is a solution and you are the bridge that takes them over that. So that problem, the problem, you know, you give them that guy than to it because you’re giving them a plan,
50:08
you’re taking them over the bridge or showing them how they can get to what they want. So they have it, there they are here. They understand that you understand them because you’re finding out what their challenges are.
50:26
You’re going to be the solution to their challenge you by giving them a plan. They get some where they want to go. Now, you have to call them to action.
50:37
Are they going to want to go over their bridge? At some point you have to ask the sale member, nothing happens to somebody. So something in that’s ok.
50:46
You are going to have to motivate them to, to take action during boot camp. You know, later on, I’m going to tell you can give you guys a link.
50:56
I’ll tell you now. It’s played marketing dot com. If you wanted to come to our boot camp, we’ll put your plan together for you in a day.
51:05
Guess what? During that boot camp, we do talk about coach her coaching program. You know it’s, it’s part of the process. Huh. And you want to help them avoid failure.
51:18
So, fast forward, this is what will happen. This is how you will use your new phone for, for Cindy christ, best financial planner in Arizona.
51:31
This is what’s gonna happen when we work together. You’re always gonna have access to what we’re doing. We’re going to meet, you know, all the time to talk about where we’re going.
51:38
I’m going to hold your hand, you know, show you what’s going on with the markets. Show you what’s going. She’s, she is there. She helps them avoid the failure.
51:46
What happens if you try and plan for your retirement love? Good. God, don’t do that. Cause it. So and of course it ended success.
51:58
Cindy, went during cindy’s elevator pitches quite often. She, she talks about one of a couple of her clients that didn’t think they could retire. They were there for choosing the big tire.
52:08
They started working with up sydney and a few months later they found that, Oh my God, I see where we’re going. And it made it much easier for them to retire earlier than they ever thought they were going to.
52:19
So she takes them down the process so that. So how does this is the steps, the character of the problem they meet you, you give them a plan called the action you tell them,
52:31
or if you do this, when we work together, you avoid flaming and burning and dropping out and dying and oh, living life below, you know,
52:44
no cats. So that’s in process. There’s a 2nd heroes journey that want to take them. You can tell why the Disney characters that this has a Disney bent to it.
52:58
In fact, this is a pixar. This is how the pixar movies get pitched. emma cope’s was, it was a storyboard artist at pixar, and it was her job to talk to the board of directors.
53:14
That would be able to ok, or green light, a picture on pixar. So this is how she did it virtually. Every time she had 6 sentences,
53:29
okay, read write these down really fast. My way if you, if you see that you are l at the bottom. If, if they were going to clear out you’re getting it is.
53:40
If you go to how to get there faster out of it and can check with sharon and I for a 30 minute call, we’ll just give it to you.
53:49
All right. First one. Once upon a time there was one. There is a fish hallmark in every day. There’s a start, some familiar to.
54:01
It’s the same sort of journey as the 1st one. So once upon a time, you’re giving the story in your sales pitch, where you described that you understand what your prospects every day.
54:15
challenges are then one day something happened. If you are continuing down this path, something is going to happen. That’s going to make it impossible. And because of that thing,
54:32
that’s in your way, because you don’t have a better photo from, from julie. People are going to get repulse where they look at your social media platform and say,
54:41
oh my God. No, I can’t work with that person, they have a tree growing out of their head. Now they don’t think they have a tree going other had that they do know something’s wrong and with the photo and you don’t want people to think something is wrong.
55:01
If the subconscious just had that conversation, something’s wrong with that photo. Something is wrong with that person. Something is wrong, I can’t buy from that person.
55:08
This is how your subconscious works. Yes, all of our neurolinguistic programming coming to work for you. Also because of that. So there you’re showing your capacity to understand all of the challenges your prospects are going through.
55:27
Until finally, again, you’re the solution. So, what do we learn from this? We learn how to make a pixar movie. There, these are the steps,
55:38
the, the context, the current situation, what is the catalyst? What do they need to do? And how do you get them past the danger?
55:49
So that there is a solution, and of course there’s a positive outcome that on this slide actually we’re positive to that outcome or number 7 to me on a journey is great,
56:02
but you’re thinking, all right, how do I going to take action? You now going to be 2 stories where they have to take action. How do I get them to,
56:10
you know, say yes, are let, let’s look at it this whole other way. Your prospect has called you and they’re looking for information they have.
56:23
Now you have now they’re on your list, you’ve dripped positivity through your emails. You’ve just, you haven’t been selling hard. You’ve been out of service,
56:34
you’ve been giving them tips. You’ve been giving them tricks. You beginning all sorts of cool information. And then you know, what? If city is this good for free,
56:45
i wonder how awesome she must be. We actually I for So they call they reach out their shopping.
56:55
They’re kicking your tires, is it or? Or is that sales person was asking me? The questions are not sharon. They want to be sol, sharon wanted,
57:04
we sold the darn car, but the guy was sell. It was trying to sell me. I didn’t want that car she did. By the way we ended up getting a Nissan instead of a Honda.
57:15
So that was a whole other world of their address, different direction. Hey, you’re talking about cars. I bought us. I was buying. What about the satar?
57:24
Yeah, I was saturday had one price shopping. Right. So I called a couple of dealers to see how that works. As a look, give me a reason to come to you not go over to that.
57:36
I don’t want to tell you, I’ll give you a free set up for matching and we have of the car you want. We have every color in stock right now.
57:43
Okay. It was really, you know, I got bought for I saw that was sold for a pair of formats and I got the gold color that I wanted that they didn’t so they’re looking for help with that problem.
57:58
They’re kicking the tires. And clearly, if there is no urgency That they’re not going to take action fall off their radar.
58:09
Yeah. You, you have to keep dripping. Now. Sometimes they are calling for information and you’re supposed to follow up most people far every time. Great.
58:22
Yeah, no it’s do you have that card? I think I do. I think it’s that’s ok. You know, I should, I should drop this this in as a sign.
58:31
They’re going to cameron step. So if you want this, we’ll send this to you again in for you off creative, i’ll send you the card, just send it,
58:41
send your mailing address to that email and will mail you a card that has the follow up on the his look. Most sales are not are not present or got finished jameson till the 5th to 12 call they’re.
58:56
They’re looking for information and they’re trying. Yeah. So your goal is to figure out what your client wants, and if you’re looking for some magic pixie,
59:04
that’s ok. I’m going to give you some magic pixie dust you ready start writing because I’ll take it. I know it’s coming out the next line. I have 3 slides.
59:19
All right, how much is this problem costing you? How much time have you already spent trying to fix this? How long have you had that back in your house?
59:31
Well, I have bad got here saturday at 2 of the morning and it’s still here. It reappeared? Yeah, we thought it got out the window,
59:42
but it didn’t. So how long can you hold on for me not doing something? Ah, no type at all. I need the back gone. So if you don’t action was mean,
59:53
it means we’re probably going to at some point get bit, we’re gonna have to get rabies shots away. We just did we, we don’t know if we got it or not,
1:00:01
but we ended up getting rabies shops where we just took our 1st ones. They are not pleasant. I will share that with you. So keep your Windows closed.
1:00:13
Don’t let the back come in. And how important is this is this to right now to do something? It’s really important to some people and thinking to get in the car.
1:00:22
I’m thinking, hiring a virtual assist. I’m thinking of, of doing something well. Ok, by finding out how important it is to to them right now.
1:00:31
You figure out how hard you might want to press for a now or a later. And what’s been holding you back most people for us, it’s timing.
1:00:44
You know, they’re going to hire cojo money, get it totally get. All right, that’s why we talk about working with us. Like we always have,
1:00:54
it’s a financial hardship or do we make it easy? Now if they say just the same, what would happen while at that would probably be have a pallet,
1:01:08
we just keep flat around the house. That would be no. No. Yeah. And if you’re able to get resolved in the next time, if you,
1:01:16
if I would get that back tonight, how would you feel? I would, I would make popcorn for you. He needed 250 bucks. Sharon would have given him 5000.
1:01:29
Well, that’s why I’m pretty sure cheryl cheryl and it just cost him the credit cards here. Just just take credit card given back when you’re done. Ah,
1:01:39
and ask, can you see yourself achieving you know, by doing what you’re doing? So if you didn’t get those again, how to get their pastor dot com.
1:01:50
Mr. Alright, job number 8. The last challenge you’re thinking, hey, this is great. I’ve been ever munching and yeah, chips and salsa.
1:02:01
I’ve taken a lot of great notes because he told me to. Are there any other tips you can give me? Yes, I have 13 tips. Wow.
1:02:09
You ready for 13 tips. Say yes. If you’re reading 13 down the page, you could here’s item, listen your customers. What, what is the pain they’re trying to get rid of?
1:02:23
Remember, as a follow up, I’m mentioning this again. If you take away their pain, it’s better than pleasure. They would rather get rid of pain than running toward pleasure.
1:02:36
You have to show that you’re the right person for it. We had a person that wanted coaching from the question she was asking. We weren’t it, we could question,
1:02:48
you know what? Let us give you somebody else that that might work for you. And we passed some of your friends that was more equipped to handle her challenge.
1:02:59
And you have to adjust for what their timeline is. They are going to by their timely and we just gave you all sorts of questions to ask that that can help them do their own reality test.
1:03:12
But if you, you have to work on their timeline it’s, it’s for, we are, we have hopefully, I’ll say hopefully, cuz we don’t know he’s a player,
1:03:23
wants to start working with us in January here in Maryland. And study was going to get a bonus that was going to cover it. And the bonus wasn’t as much as it look.
1:03:33
We’re here, we’re not going anywhere. Come to webinars, you come to our, we can’t do what we can start training and we do all sorts of free trainings and when you’re ready for the one on one and then we’re here.
1:03:46
We took all of the pressure off of his timeline. testimonials, you should be gathering video testimonials from your, from your clients. There’s over a 100 of them on our website.
1:04:01
And it’s good to get them a whole wide variety because we have figured out of people tend to watch the testimonials of people that look like them. Amazing how that that works.
1:04:14
It just does. We tested this for years and years and we figured it out. Aah! Let people know your limitations are sometimes you do have, you know,
1:04:24
julie is not going to drive to vegas to shoot your head shot unless you’re willing to, you know, Yeah. Are you going to pay her travel?
1:04:34
You have a look. We went, we were doing an event in Las Vegas, were speaking at an event and I wanted to videoed our video guy isn’t sedona with us.
1:04:46
And I made some calls for a videographer in Las Vegas. I knew what the price was and it was more effective for me to pay for him for $3.00 days to drive there sat up,
1:05:01
shoot us for a couple of hours, papers or tell him it was more effective. And so I got to know sure all in an edited it His limitations where you would have to pay for my travel and my hotel.
1:05:17
Ok. I want an angel that badly. So reality test. It isn’t all about the money. You know, we invested all more, but I got what I want it.
1:05:30
It was way worth it. I’m stuck school solutions. Do you have more than one way of of solving their challenge? Then we’re we have a few different coaching programs.
1:05:44
Yeah. What does somebody need? And by the way, up, once you’ve sold them, that’s only really the beginning of, of the process. You’ve got to follow up.
1:05:55
You know, she is on this call. She has a cleaning service. She always calls afterwards and finds out, hey, how did my my team do?
1:06:04
You know, she said we will carve. How do we do? Let us know. I want to know was everything to your satisfaction. Because she then wants to be able to say,
1:06:15
hey, who do you know who else is really busy just like us and they would like to have their house like kind of important. I don’t ever just know that it.
1:06:27
She’s like, oh crap. I’m doing this and this I need to do that. So that’s for you to my wife added joy. That’s the 1st 8 Your skill set,
1:06:43
what people need, that’s your niche. We cannot all be everything to everybody Last night share and I tried after we’re done with the emergency room,
1:06:59
because apparently right here, that’s the place that you can go to get the baby series started. Yeah. So much fun. There was a broiled chicken place that we wanted to try.
1:07:12
Look, we’ve been looking for and I’ll play a logo forever and there is so even ok, there’s a, there’s a broiled chicken place. So we it was right near the hospital.
1:07:25
So we went over there. We tried to, it was ok, But they’re not quite l player loca, they are not. You know that they don’t serve their full chicken.
1:07:37
them a brand fullborne chicken. They don’t give search. Martinez with it. Like it’s american mexican restaurant. They don’t serve tortillas with the chick. Do The search continues,
1:07:52
like the Food is good. If we’re, if we’re in poke a moke, i go back and finish my case to be exactly was tasty. So their skill set and what we need are not,
1:08:05
you know, they are quite the niche we want. We’re still looking for that chicken restaurant. All right. When it comes to flyers. Ah, make sure that you you have found a graphic person that could do it,
1:08:19
or I asked fica, i got permission from fica. So one of our clients, she does credit it give i need a flyer done. So all right,
1:08:30
give me your, your 1st shot at it and let’s talk about what you need. switch that along on the top. rookie mistake. Don’t remember what in it for them?
1:08:40
What is the pain that you’re taking away? If your headline speaks to their pain,
1:08:48
they’ll look at the bottom to find your logo. So from that I created these bad credit costs your lifetime financial headaches.
1:08:57
Ok, well that’s the number one. So make sure if, if you don’t have a graphics person, you should find a really good graphics person. You don’t have one,
1:09:04
let us now. We can stay on the right direction. Our quiet while they have one. Because, you know, I’m here. All right. buying signals.
1:09:17
Pay attention while you’re talking to your prospect. Don’t go through. Ok. Hey, give me the 9 questions. I actually asked the question I would look you could get to the 1st question and they start asking,
1:09:29
you know, you’re right, hey, what does it cost? You know, if, if they start asking you about cost dollar was payment options also they’re telling you they want to buy,
1:09:40
start closing. ignore the other question. Yeah. You over, you have clearly given them of navigation i. I was on instagram soft cool shoes. The price was,
1:09:56
hey, that’s a decent price. I ordered them. They didn’t really feel the need to start sending me to have them.
1:10:05
Have them have the, you know, I was ready. So when it comes to buy buying signals, just remember. No. It’s perfectly fine. Yes,
1:10:17
is great. Those acceptable? It’s the had it now think about it that those, those are and I would rather somebody saying now, you know, now any,
1:10:29
you know, I don’t need my business to expand now. I’m happy making this error out this year as I did last year and next year and we have to be a the just like I said,
1:10:40
I’m not looking to extend. I’m actually looking to retire. Yeah. So I don’t want to spend okay, well then what really does invest, what do you need?
1:10:49
It is for most was to help them find a business broker. We did that. We had a business broker. There was a client, we connected them.
1:10:55
No, it was fine. Honestly, river, we couldn’t possibly coach every small business that needs coach. We’re okay with it. So same for you except knows ok.
1:11:09
You know somebody wants to head shop for $5.00. Well, that’s, I haven’t, haven’t get 5 bucks to their dam teenager, and they’ll use a phone,
1:11:16
you know, they’re in a wax and amateur without a camera. Sure. But if you want them, there’s really going if you want your image to pop and,
1:11:26
and people look at them and they don’t understand why I’m just drawn to this person. Well, yeah. Then you call julie there is a difference. All right.
1:11:39
Last for last was really mindset, fear and time to lay your thoughts take over. You understand times going to go ahead and realize that what’s going on in your mind Is scary sometimes.
1:12:10
But understand that when you look ahead, you know, sometimes you gotta, you have to turn around when, when we’re out on vacation, is, is the only time I get to pull out my,
1:12:24
my bad ass camera. And we are, will be like we are, it will last trip we were walking. We’re back in for a day and as we were walking through the wherever,
1:12:40
it’s called that the square saint michaels say she marks saint mark. No, no marks have dentist. She what’s the square and in, in the back and let me know.
1:12:54
I reminded me of, you know, I should took her. I look behind me when I did that. Oh my God officer, amazing thing. And this has happened to me over and over and over.
1:13:07
And when I, when I’m photograph, we’re on a trip. I have to remember to turn around and see how you remember how far we’ve come pick in our business.
1:13:16
We look at how far we’ve come. I remember what it was like to to start getting I was like to just start my business scares her st. peter’s where.
1:13:26
Thank you. Who was that? Wendy? Wendy, wendy. I owe you something. Let’s talk, i’ll get you some cool thing. Maybe I’ll get her some learned a cock stickers.
1:13:37
Those are cool. Give yourself credit.
1:13:45
You started a business. Give yourself credit, made a sale of credit. You’ve survived more than a few years. Give yourself credit. You know, most businesses that started muslim film the 1st couple years.
1:14:00
You’ve survived. Well, good job. So make sure you get new term. Make sure you give yourself credit for where you are. Can we go back one slide?
1:14:09
Sure. Why. What Can you explain this slide again? Sure, it seems to you, if you, if you let your thoughts take over, if you don’t go into action,
1:14:22
the more you let your thoughts take over those negative thoughts. You get into fear, fear takes over. When you go into action, when you take action,
1:14:31
when you do it, you fear of afraid. Hey, Cindy, can I use you as an example? Ok. City i use example. When we met cindy,
1:14:45
cindy would do at a networking event. She was Would do her elevator pitch, she might have it written down and she was like focused down and she was quiet and she and we started working on how she present it now and her networking group more often than not.
1:15:08
She’s the one that wins best presentation of the day, you know Best. Oh it or patch. She’s now doing in person events. Her she was the thought of speaking in public was head provide and I get it.
1:15:27
Talk about, look back in to see how far, oh my God, it is. It is amazing how far she’s come. You know, hey,
1:15:39
sharing to have a video. You know, that’s still not my favorite thing, but that she did for a year. She shot a video a day.
1:15:47
Yeah. For a year. And now it’s ok. She’s not afraid of the camera just to get like I said, smart, most comfortable with it.
1:15:56
You know like, it’s not her. It’s not her favorite thing to do, but it’s the means to ad, hey look, if we want our business do well,
1:16:02
we’re going to be a video. We’re going to both be there. If you are at our one of our boot camps in person in Los Angeles, ah,
1:16:12
this was going to guess 7 years ago. We had just started videoing, our boot camps. And sharon, most of the time would, would be off to the side handling 2nd I would be on stage and we were talking about social media and somebody had a question.
1:16:36
And sharon started answer and I said, hey, wait a minute. Since we’re videoing this, you really should come on on up here. So we get this on camera.
1:16:45
And as sharon came on stage, i left the stage hence at the beginning and this webinar my, when he jumped off the stage and I left her there for an hour.
1:16:57
Now one of our best friends came ross, is there she was helping us out k and I are in the back. Just I won’t say laughing. We were,
1:17:08
we were like given her there go baby, go. Sure. And held the stage. She was a topic. She’s incredible. And she was teaching,
1:17:17
she went in to teach her mom because she was a teacher. OK, so I thought I threw the deep out a little bit. But if you,
1:17:28
if you do the things you’re hearing, it does help. awful lot. Now said he’s lucky. She’s a coach in client will hold her hand and we went through her,
1:17:39
you know, her 1st presentation a bunch of times to make. She was true. She was comfortable with it. She needed to be there that day.
1:17:47
She was fine. She had, she is no longer afraid of. Okay, what happens? What happens if this happens, okay, well, you know,
1:17:54
we deal with, you know, in, in sales the, there’s one of the things I learned and this will be the fortune sales to the low bonus.
1:18:05
One of the sales things I learned early on was if someone has the answer your question, you don’t know the answer to don’t make up the answer. The best thing you can say is,
1:18:16
you know what, I don’t know. Let me do some research for you. That has served me for literally decades. I learned that early in my sales career,
1:18:28
probably when I was selling for my college newspaper. If you don’t know the answer, do the research, it allows you to regroup and get that answer and continue.
1:18:40
And your prospect will you’ll score points with the prospect because they know you’re not just making the answer. So that helps eddie give me a yes now maybe she did say yes that does how she is now.
1:18:55
Thanks for the thanks again for another 10 minute answer. To sure she did say you and larry said I will be doing a seminar and I said no way.
1:19:03
And here she is. All right.
1:19:09
So you’ve just heard a whole lot about improving your sales abilities. Now what now that unicorn is there today? The, the perfect perfect sales presentation, the 1st,
1:19:23
you know, there’s no such thing as, as a perfect anything when it comes to sales. So now what if you had a breakthrough to just have put,
1:19:33
put yes or, or yay, or raise your hand or do something in the chat. I will know if you learned something new today. Let us know I was doing research on now.
1:19:43
Your next steps are, are kind of simple. Who give me? Yes, cindy. Cindy, I love you. Cindy. The news, the cost here.
1:19:51
Your next steps up. You should create a marketing budget. Wait. This was about sales. Yeah. Sometimes your marketing budget isn’t always about money. You’re investing,
1:20:01
it’s sometimes about time you need to understand what your sales process is. What are your sales funnels and you have to schedule, you have to budget the time to go through that process.
1:20:18
Who are your prospects, you know, are there? How do they differ? And how may go, what are my nesters use? The question the questions you got earlier.
1:20:29
How am I going to use those with each of those prospects? Which of those questions, what I use? I don’t know that I would use those here.
1:20:35
Sometimes i’ve used them here, you have to be a student of your own sales, yet the student arrow business. From it, you should have a list of mark.
1:20:44
What are your marketing goals? What are your goals for your business? Now we say a 123. What that means you should have 12 why 12, why not a top 10?
1:20:54
Because there are 12 months in a year. And if you add something to your repertoire every month, it slowly allows you to go into that comfort zone.
1:21:04
Some of those things that are on your marketing goals, some of those are going to be a little scary and you want to be able to step through them.
1:21:11
Now, what’s the 3? Well, those are the 1st 3. What are the either, what are the 3 you want to do 1st? What are the 3 that scary the most?
1:21:18
What are the 3 that you think will work best for your business? Those got top. And what’s the number one? All right, what’s the one,
1:21:26
what? What’s the one thing you got today that you want to do now? You know,
1:21:33
I tell this story all the time partners, everything. Our 7th book did not exist in, in February a couple of years ago. And I was on stage doing a,
1:21:47
an event on using books to market your business. My subconscious took over and said Yes. And in July of this year, our 7th book partners and everything is going to come out.
1:22:00
Now that give me 5 months, the always part of this book that was done was a mockup of the cover. The rest of it did not exist.
1:22:08
None of it existed. First, I had to tell sharon that I made this promise because there were clients there. There were people that knew me, there are people that would hold me accountable.
1:22:22
Have a look coming out july. It went from like number 8 on our list to number one instantly. And it was there till it hit the best seller and we had to take care of a few things after now it’s back number 8 because it reminds me that there are a whole lot of podcasts we can get on that our relationship based before we had this book we had nothing really to discuss on a relationship podcast or you know.
1:22:52
Yeah, so we have work together we but we have a reason and we use this as the tool to get now because it’s what the podcast is want.
1:23:04
So that list of 1231 is rather report now, if any of these are challenging, well, heck, you’ve the 2 questions we get from coaching, climbs all the time,
1:23:16
or what do I do 1st and how do I get there faster? Well, you probably seen this u R L pop up on a few of the slides effective.
1:23:24
See you that almost every slide get some help from us? That’s how to get there faster. Dot com on that. You get 30 minutes with us.
1:23:32
Here is the entire sales pitch about call ready. If you wanna talk about coaching, great, we can do that some other call or you go to,
1:23:41
we give him the website to check it out there. That’s about 30 seconds. The other 29 minutes. 30 seconds there for you. We can talk about how you make more sales.
1:23:51
What are some of the easy bugs you can press? How do you budget for your market? Anything that is challenging you and your business. At how to get there faster dot com.
1:24:01
It’ll ask you a few questions so that we can be ready for the call with you and you get to go on our call and there are a lot of it’s one of our,
1:24:10
one of our, probably our 2nd favorite thing to do. besides teaching our boot camp, when you’re on the call, we will invite you to come to our next boot camp,
1:24:18
whether it’s September or march. I’d met you to come on this Saturday, but you’re probably busy. So the dates can, you could, it’s a Saturday.
1:24:31
And if you wanna play your marketing like today, you can even grab a seat. But otherwise, this is a day we go through What we went through to way more detail a whole lot more.
1:24:45
You find out what’s working now and working with, you know, traditional tactics, online tactics. We basically put your marketing app together today. So you are ready to do that.
1:24:54
Good plan, your marketing, the march dates are up. Say it on there and you put it in the 20th and 25th or 25th and 30. There you go.
1:25:05
Something like that. And you can, you can come log in. We’ll have a fun time. And the rest of the day to go through that.
1:25:11
So If you’re, if you want to, you know, we’re the number one mistake. It makes me mark in your business. If you want to find out why new or p buyers will magnetically be attractive.
1:25:22
You, if you want to ethically get people to say yes to you, then come on to boot camp. All right, we have reached question tied.
1:25:31
These are, these are the 4 u R l’s that I think we talked about of by the way, our other webinars, your marketing advisor. So now those before we’ve talked about.
1:25:42
So you can, you can gravity that information if you have questions, either a put them in the chat or a new and let’s hear them. So wendy’s question in the chat and I sort of have a prompt.
1:25:53
You may have a different one. Okay. She said, I’ve been trying to close a potential client for the last 8 months. Yeah. Maybe twice that he wants to do business and I sent him the contract twice and followed up.
1:26:05
Now what he when he, what do you, what is your business about? Can you when you Yeah, sure. I’m a cpa business advisor. I help companies it more often scale their business and set themselves up for the ultimate acquisition.
1:26:22
Awesome. Yeah. It comes to do tend to delegate or get off the pot. It really is. You’ve said you’re, I call me on it.
1:26:35
Look, you’ve asked me to counter price what, what’s, what keeping you from it? See what I said to him, what it would take to get it at some point the guy has got to say yes sir.
1:26:46
And there’s something there is some question about, oh, the tiny one is just not right, he’s not a body would be, well, if they were franchise,
1:26:58
they converted to they got rid of the franchise. They converted to a regular company and that’s number one. Number 2, they had a bad experience with a coach in the past.
1:27:09
And then number 3, I think it was just a matter of timing, but they need, they actually need help in order to create more scalability for the business and profit.
1:27:20
So it’s something I believe that we can offer to them, and I think we’ve convinced them. But there is something, and I think it’s also their personality.
1:27:29
They’re not really wanting their personality types is they’re not committed if they’re very wishing, how she both of them. But I completely understand i’m getting to the point we’re unlike ok,
1:27:48
you know I’m, I’m, I will pursue a sales process until they tell me no. And then I’ll put them into my serum and I’ll revisit them in 6 months to see how they’re doing.
1:27:59
Until you tell me, no, I’m going to continue doing it, but it just at some point, where do you waste it really wasting time, right?
1:28:07
And you could be going after another prospect is going to say yes, a lot quicker. Let me ask you a question. Do you really want to work with these people?
1:28:18
Yeah, there will be a couple of their brothers, a couple of nice guys there in construction. We we focus in construction so yeah, I really do want to work with them.
1:28:25
I know I can help them. That’s the thing. It’s not about me making the sale. It’s about the fact that I know I can help them.
1:28:31
The programs we have in place. I know I can help them turn their company around. Right. So willing take your call. Thank is if you’ll take your call,
1:28:40
but it really is a hey, I impact do this. He like I was a coaching call with my coach, and I happen to mention this and they’ve,
1:28:52
they’ve given me a deadline to call talk to you. Because evidently i haven’t been, I haven’t, you know, helped you get your I haven’t allowed you to make a decision.
1:29:04
So they challenge me to call you and I, I can’t go back to them until I talk to you less than this kid can.
1:29:15
I can. Yeah, ok, yeah, I can also just, yeah, I like that idea. I modify it. Thanks. And you weren’t now.
1:29:24
You are now a coaching client for that call. I Don’t know giving you the information I need you are now in coaching.
1:29:33
Live for the call and you can blame us philip. I had mike and they said, all right, what’s going on your business? And I, I brought you up because I know I can help you,
1:29:45
but clearly i’m not doing something. And I need of, they told me I have to go find out what it is and come back and tell them,
1:29:54
okay, got it. All right, well, one of the, one of the I now I do want to let you know what happened. I will let you know for sure.
1:30:03
Yes. Does that make sense? Do that work seem to work? Oh yeah, I mean I have no problem going back and boeing. Obviously you have no challenge doing what I have no problem following up.
1:30:15
And my, my challenge is to make money. Make money off of this cook. Any other questions? You can either amuse. You can type it in the chat totally up to you.
1:30:38
We’ve got, we’ve got some good. This is my big. I would like for you to go back to that the demographic slide. Yeah. Is it What best of luck that would be going back through 87 slide.
1:30:54
What about out if you want? I found it very interesting. I wanted to have that and to get your demographic because we service 2 specific demographics. One of those,
1:31:05
there are young entrepreneurs, the 29 to 40 year olds, the ones that are up and coming, they really have no idea what it takes to run a business.
1:31:13
They don’t understand, balance sheet, financial statements, etc. And then the 2nd demographic we serve is people 60 plus and over that really don’t know how to set them their company up for a sale or an acquisition.
1:31:28
And it’s a very complicated process. Many people try to do it by themselves and they have no idea what they’re getting their self into. And they really don’t know how to position their company,
1:31:37
nor do they realize that they need at least 1218 must position a company for sale. So those are the are 2 demographics, but I wanted to try to figure it out within that slide that you had.
1:31:48
So send us an email and ask for our demographic chart really know about you. slide the slide covers not all of the different things on that chart. Yeah.
1:32:02
You got to ask for the chart Any question.
1:32:14
Remember if everything happens for a reason, be the reason things happen!
