SCORE LA Webinar: Your Fortune is in Your Follow Up
WATCH THIS FOLLOW UP WEBINAR UNTIL THE END TO LEARN HOW TO CLAIM ALL YOUR FREE GIFTS!
UNEDITED FOLLOW UP WEBINAR TRANSCRIPT
It has we’ve started Good morning everybody. But we’re hearing some interest to things they were going to have tunes in your follow up.
To now have control I will check that out. By the way for those of you who are here from Score welcome. You found us. I think that fortune follow up let’s give your marketing tip number one.
This is and and I’ll tell you how this happened we were told by our earnest will bring our monthly chat said you know you’re doing always what are you having all rights reserved why so we have one if you would like one if you’re doing webinars to protect your intellectual property send us an e-mail the 1st time you’re here.
Info at you off creative dot com Tell us about the already research 5 here’s how it works we send it to you you take all of our information out you put your information in use to send it to your lawyer and make sure that they’ve gone through it and they are protected if someone were to take your details Nicky’s And you know I just would you put in the fact that an e-mail I just saw in the info at you last we have a com.
And then everyone else will see it. We got him the power to see responding to the. Interesting thing happened last year our world kind of came to a close and then it’s opening its closing and opening.
Here’s what we learned as small business owners Charles Darwin’s Origin of Species kind of kicked in oh wait that’s sucking about species Yeah we’re going to apply it business owners.
It isn’t always the strongest or the most intelligent surprise the ones that can adapt to the. And. This isn’t always possible for a large business not always possible for small ones however we have with our small business clients in our weekly coaching calls we’re able to give them an idea and they’re able to implement it immediately so the things you’re going to learn today are going to help you do that because if you want to see this graphically 80 percent of the original Fortune 500 is gone.
So you don’t necessarily have to be a big business to throw up and we’re going to talk about that sort of time to takes to follow up. We’re going to be the magic number.
How to game a fire follow up some of the big follow up myths that are stealing your sales need keep it tension of it out your next steps will give you some free stuff 1st we’re going to we’re going to take today we’re going to go through some a little bit of basic marketing Here’s what today it’s.
A lot of times we’re urban are flexible as well as doing about 12 or 14 months we sit through a lot of them and what we find is that all that is great but the only way it works is if you’ve hired the guy that did the webinars so we don’t like that so that’s not going to be what you see today or give you day you’re able to do on your own without help of course we’ll give you a way that you can get half our business for free in fact you’ll see that with a look at the bottom so here’s the 5 chairman talk about.
Hold on to me and we’ll we will get out of Canada but I’m in the chat right now support is going to get through I’m looking she’s working she’s making sure her fingers are seriously 5 flying across.
The keyboard with well one hand in the account having the cash. Little about us we’re voted America’s number one coaching team for small business owners there’s a scum heating over 500 markets for that we turn watch for doors and to instantly profitable entrepreneurs last year we had 3 clients that started their business and all of them became profitable last year even Genco but yet.
Half a dozen books got a couple more there in the process we saw Coach small business owners to trade chain you make your life. You served by your businesses post your business for your life that that’s what our our big mission world we want to teach you easily and effectively build your business backs our mission and today we want to show you the best ways not to leave money on the table.
If you know that I’m going to give you a cool thing we were interviewed by A.B.C.’s Secret Millionaire James melon shack and Kevin Harrington who was on the 1st 3 seasons of Shark Tank.
Those interviews are on the front page of our website and I just dropped this in as a search engine optimization tool. If you have interactions with folks where you can tag and use their businesses.
That is a really good investment of your time. So come to our class a little each about that once for by the way back to your if you like all of our classes are if you go to your marketing Advisor dot com and he’s going to put that in the chat that your marketing advisor not all.
You can see when all of our free webinars are in that includes all of Eve. Or who buy the best of a few $1.08 of the what are so you give them free ones.
We teach our clients how to make a steady stream of small adjustments and corrections it isn’t always the big huge stuff. Oh my gosh I have a website Well that’s great but are you adapting your website are you update your website or are you making changes to your blog and doing all these little things that add up to big things.
Here’s something free for us if you if you have never been on a hot cast or even if you have here’s a small of. Me. On ars we do need $243.00 episodes of the marketing checklist hours an hour long podcast where we had guests about 25 percent off for the rest of time with Sharon and I talked about marketing.
In fact we are we are finding a new home for those episodes as we kind of. Or we adapted about adapting our podcast may now it is all about interviewing successful small business owners like you you know we invite you to be on it it’s really a long interview with 7 minutes 21 seconds as our anniversary is a lot.
On here for years. Use It’s real simple you sense any else I’d like to be on The View cast right we send you the questions you send is the answers if we figure out that your answers are going to fit in that 7 minute 21 second block you’re on the show.
The questions are designed to make you look really good. No 60 Minutes kind of stuff here everyone get the same questions and so if you watch it if you.
Watch the episodes. You’ll see yeah sometimes we go along by you’ll see how these are designed to make you look really good. So after all of free software we do it for a living we have several different programs where we do coaching for small businesses.
So let’s talk a little bit of marketing basics and we’re going to get into fall of it how it works the 1st important thing is that you’ve got to know who you’re creating messages for all of your follow up messages.
As the Cheshire Cat told Alice when she asked Which way should I go and she said I don’t know where I want to go said well if you don’t know where you’re going it doesn’t matter which route you take.
So we will do is make sure that you’re on the right road toward finding the right clients ones that you want to play with the most and the way you do this is by putting your get ahead knowing your demographics in your psyche graphics package a how your work some of the most confusing samples.
We have 5 different. We’ll call them avatars for the very last time we call our avatars Ok well next time we have names of Harriet. Gratulations you’re going to.
Say I got there before. I just had employees and shared their offices so Harriet is the generic term we use for a client called of course it’s also the name of one of them.
I’ve a promotional product for. 2 Now that I want to talk about. And I realized that. 8 of our client of our clients had demographics that match so there was a pattern in other words.
45 to 60 years old married couple kids such as Ignatius Christian one was Jewish Her job is that she’s the write him Person of the man that I’m writing.
I’ve looked at this is a few times and the company the entire model falls apart this is this is very specific Her job is to run the company he’s generally either doing the the you know what the company does for example one of them was an orthodontist or is in charge of selling what the company does and she runs it.
He knows without her you Don. And if someone were to complain to him about her work for a company guess which one is going to be disappearing in her area stick around most clearly most of her college educated and their vacations revolved around the grandkids.
So how does this how does this apply to business well if you look at the 4 pictures on the screen 2 of them are hairy and as you meet new people and this can be in person the disc and the on zooms you’re looking around the your screen exam Ok Which of these folks as I pretend you look around my screen.
It’s kind of match what I don’t reference or it could be that one of yours is a a male 50 years plus owns a business is a profession Ok let’s look around the room for lawyers and accountants financial planners and oh oh well there are several of them here you see you start to be able to narrow it down so that the blast of people you’re meeting gets narrowed down because.
One of the misfit will talk about a bit later is that well everyone can buy my product and Captain Britain has a right. Alec. If that number 3 job that’ll be fun we have a we have a 25 hour happy.
He takes a lot of space so if he jumps you could use the job you’ll definitely see. So as we’re as we’re meeting people as we’re. Being introduced to people if we know what they look like who they are and what they need which is going to be in a couple slides we talk about psycho graphics you can create your sales program and your follow up.
All your messages get very specific. Follow that. This is also good when you when you are meeting folks on that assuming you potential referral partners write you they often ask well who’s a good referral for you if you say Well anyone that needs financial services or anyone needs insurance anyone that needs.
Whatever whatever your product service it’s kind of hard I’m if I’m having that conversation with you know what is that how will they know about you but if you can describe it as well as Hank describe Harriet for you it is much easier for me to go oh.
That person is in this new I can refer right or when we can get back to meeting in person might that person that I hear at this lunch I can look for that person see the reason this is important is if you look if you can picture your Harriet this way and and actually print out that picture who is your favorite client Who’s your ideal client who’s your most profitable client and have that picture sitting across the desk from you as you’re creating those messages even your voicemail messages keep in mind when is that person talking directly to them the more powerful those messages will be to attract your herion.
Give you an example. We’ve published 6 or from books given a new one it we want to show you got 3 in there and look forward to this next one is.
We can write it ourselves it’s called partners in everything and the it’s designed to talk for couples to talk about working together now they don’t have to be a married couple they can be siblings they can be and the 2 people that are business partners Cohen.
We know that how we run our business is not the same as other people that own a business together. I. As we use most of our books.
They are does they’re they’re filled with really good information and they’re designed to talk about what we do. Which is one of the reasons why in our bootcamps we uns recommend we talk about writing why well I being the person that wrote the book on the subject is important you should consider doing that as a marketing tactic so we’re looking for people that want to do that now there is an investment to be part of it may come off huge package of really cool stuff.
If you happen to know anyone that is a that they are a couple of business and they want to be bestselling authors and they want to be part of have a sales tool that they’re going to be able to give to potential clients that’s going to talk about them and their.
Their theory on how they run their business and why they’re really awesome connecting with us if they just if they become part of the publication team you make $300.00.
So we’re we’re like as in all of the things we do we’re really up front about it so start thinking Huh Who do I know that of this stuff this is how we describe our herion.
They own a business together. Generally they’ve been in business a few years. They are it can be any number any any type of business you know anything from network marketing to their surgeons have Apprentice together so that’s what we’re looking for we know that their age is probably going to be at least one of is going to be 40 or.
So they’re. They’ve got 3 tools and a way to make some income.
So. Demographically that if one were to have about Yes So imagine what these 4 women they all need a car would live in a major metropolitan city they are not using public transportation they all need a car they probably are going different kinds of cars they probably are looking for a car for the same reasons they’re probably not looking for the same benefits and features of that car so a good car sales person is going to message each of them differently and we’re actually truck them to their dealership He’s also probably going to be different kind of voice mails to follow up with them different ways to follow up with them because well will what from them the words he uses will be different and the same thing is true for you and it is quite possible these 4 women might actually all benefit from your product or service but the way that you follow up and the messages the you leave will need to be different in order to attract them to more want to do business with you and in that all of.
This here’s. Soapbox moment. We say we spend a lot of time on various social media platforms linked in a Facebook and such and we’ll reach out to someone that seems interesting hey.
Your service needs is interesting Give me some more information. I’d offer me that eerie stock answer. Well if it doesn’t if they didn’t have check us out oh they need our service let me check them out and try and create a custom message for them.
It kind of show us so having having. Being efficient and having a stock message that you send to everyone in fact linked in provides you the stock message.
Doesn’t always work in your favor or people buy from those they know love and trust and showing that you care about who they are and why they’re asking questions is going to have your follow up quite a bit and sometimes a follow up is you know I need I get a couple questions answered you have 5 minutes to jump on a call or can I send you some questions for some answers.
That shows that you are interested and you’re already involved in trying to help. Marketing is our goal with marketing is to get your Harriet’s raise their hands say hey I’d like some more information.
Many people think that marketing is. Equal sales and actually sales to comes after the marketing process starts so. Let me give you one more than we were we want to express those aren’t the only place to get really good Chinese food I know I know.
Before broccoli. Or Chicago I get a yes. Then she will go to America so that and on the wrist he says hey would you like $2.00 off your next time we’re panda Well sure why not so I logged in and there’s salmon a question about how our new.
Service was that’s what the last slide they were gathering demographic information people have come to their store now they one of the demographics they didn’t ask for was geography where we live though they knew it was a store near us so they’re looking to see how they should market their restaurant.
To other people that are just like us so they’re gathering that info so here’s something you we want to give to you this is a brand new slice think you may have a lease we only use this 51 so far.
If you will get your Democrat. Vic content down if you want to figure out here Harriet’s arm. Will send you our chart gives you a list of I think it’s 1000 different demographics and that isn’t all the demographics in the world there are dozens of them but if you like it along with.
Your client demographic chart. So there’s any sense as to if you could live a little help with that we can evaluate it. And you know for $97.00 in fact that price going to drop to a lot lower if I think it’s work made a decision the other day it’s $59.00 because it doesn’t take us out I want to go through these you also.
Asked him a sort of interesting one for free how to do if you want to look at it it’s a small investment because our time is there to try to help you know here’s the other half of the equation that most folks don’t get and it’s the psychic graphics Well that’s going out of their mind.
People don’t buy for logical reasons they buy for emotional. I was going to change or mix or so years ago and it was right next politician I’ve been shopping for a particular Honda I walked in I was I was there early.
No traffic while you that he was great. So I said Well tell me about the car salesman Ito leave up car and give me a price and I still get.
Word popped right out of my mouth I had I hear the price of the car I bought ended up buying the car it was the one that was going to go in the ad you know there’s always that one car only if it’s dries.
Up a car that was going to get at a price was below what I was going to ask for it so I didn’t even to go shooting it was I wanted the car it was it was appraised it’s going to go fast and look cool the car I wanted it yes he did it.
Stop. Here’s how this let me give you an example of how psychographics work at n.p.l. we’re on the right side of your screen is our trade show but.
It’s based on Lucy from Kenya and her psychiatric upset even if you know how to read by Katherine help 5 cent I’ve always wanted this to be our trade show but.
Before for We’ve built it we sent out the mock ups see who are several different Harry and said well you think. An interesting lead or wonderfully The answer was positive all the way through they all got it so we built it now here was the test part.
In the real world we wanted to see what the reaction was and here’s what we wanted what I expected and hoped and dreamed for it at that actually. When someone sees a trade show of it’s big if they get it right away it’s some reaction like oh my god that’s so cute or why so get it or something like that.
We know they’re they have a great chance of being one of our Harry Evans. So they’re not going to leave without least one of our books. So what I just described to you was a sales funnel the booth captures their attention now the online version of that is an ad somewhere there brings them.
To prove the term landing page and page astern email address where information is delivered this is a real world landing page. Once we’ve given them one or 2 of our books they now have a 140150 pages of really good information.
And it’s got lots of different ways that they can connect with us. Would you like. This. So when they get back to her office they’ve gone through the trade show that bag of stuff need a God I need to throw out that they’re throwing out all the 8 have piled up sheets of paper that that just talk about and since Nicky’s on the screen up there how great your insurance agency is.
Ok that was nice. Big will stop. Which is why I had a business for so many years. These are true now. At the very least it’s going to end up on the shelf where the spine is going to stare at them with our name forever and ever amen they might even read it you want to connect with us that happens to.
So the Senate votes on all this giving information a lot of what you decide to raise their hand for more information to come back. What’s your sales funnel How are ours that created and you probably have several but.
You want to make sure that you know how work it’s quite often it’s been met them at a mixer sent him a follow up email. And wait. Ok.
What’s the next step that’s the whole purpose of today’s whether it’s how we’re going to follow up. All messages you might want to turn them into what’s out is a sidewalk site if you’re around Social be an actual sidewalk sign that we saw in London we were on our way there to see Sharon Sr we’re walking past you know it says Big Bang Theory in big bold letters that got our attention we are fans of the ring tone on my phone.
Not great but we’re going to go have fun when some pounds off and then we read a little further Oh we’re going to be gone by then so it got our attention we were going to raise our hand I walk in absolutely and then oh we’re not going to be here so there’s no reason to actually go.
Take up our time and you know I do apologize to my sister for being a few minutes late because we had to make a stop didn’t waste our time didn’t waste those folks inside the pub just because we realized oh we’re going to be gone so the specific thing is to for your your messages your the ways that you follow up they are there are sidewalk sites you’re not giving them the whole menu you’re just giving them enough information that for them to say yes I would like more information aren’t so we’ve now gotten through your thick marking off if you want a lot more about the app that you are both camps where we talk about how to do all of that you can.
So here’s why it’s vital to to do all of this just like in pop up talk about it this is the thing statistics can. Be of this with the numbers yes I think I just switched pictures Oh and I thought this was off again you know this is the Green Card Yes Ok so I used to be the 3 strikes you’re out out if you didn’t respond to.
I call my voicemail my e-mail after 3 tries Well I guess you weren’t interested. And then I learned that 80 percent sales which if you could get to the bottom of the list you know it will be there in the e-mail address will send this to you so you have a graphic of it it is a great graphic I I had it now it’s ingrained in my brain but for a few months there when I 1st learned it I did have it printed on my screen.
So 80 percent of sales are made between $50.12 contacts so if you’re also 3 strikes you’re out person and you’re leave it all is on the table only 10 percent of sales people follow up after 3 tries 10 percent 90 percent of people are the 3 strikes you’re out folks don’t don’t be that 90 percent that you are you want to be that unique person that follows up their priorities are going to your priorities right making the sale today is your priority it’s not their priority necessarily You won’t know what it’s their priority when is it their day and wish you could heat it all up with them.
Cool thank you. So here’s what happened we chose the client to make one call.
Her coaching call is it for 30 minutes or noon and we are talking about her follow up once she has just opened her company Nikki you know this person that you’ll see on the next slide that you know this person she just started her company after working for somebody for 30 something years and we looked at her list and said I said all right just make.
One for call we want to get her into action. Sometimes it’s just taking on a call to move you into motion to make something happen. So we’ve got an email back from Mary.
So I made the call went really well I got an updated mailing list an e-mail list and he closes but he had a job in a new company he’s going to be able use writing.
It’s just that one call changed her entire house for the for the day and if you know Mary’s she is mazing really cool awesome printer and a wonderful business person and we have this slide here so if you need critic please marry the printer dot We’ll get her and talk to her as she’s awesome Yes she is awesome this person 5.
What we’d like you to do is if you if you have your phone with you and you have a Sharpie and back your phone you might want to write the letters a.t.m. for those that are a little hesitant to make phone calls so that every time you pick up your phone.
It dispenses money now not every call is going to be a yes but every call burns you close to the essence so every time you pick up the phone hacking up your a.t.m. you’re going the a.t.m. you’re making and you’re generating revenue.
Here’s one of our follow up tools this is one that will and if you want this service you’ll see this and a couple more for you if you want a lot of them but it’s not a group of contact and for remember Sharon said 5 to 12 touches it could be email some of them could be a phone call some of it could be you send them a postcard some of them any number of different batches can be a text message you know it could be that you gave them a test only all on social media a deserved rest social media check out lots.
So when you have their name and interest on this a and Ok Who should I follow up with next you very graphically see who haven’t you followed up with enough who have you been hesitant to.
Here’s here’s when we get there our clients it’s much more in detail you know how do they do it. If you have a problem is kind of shows one of our processes when we meet someone Ok what do we need to have we put them in our c.r.m. that’s customer relationship manager have we sent them a nice to meet you e-mail or the Nice to meet you card do we send them the information they request have we sent it have we connect Facebook all of these things that we do when we meet somebody that is one of our herion that we want to connect with the do you have this goes back to what’s your sales funnel What’s your process for developing that relationship that leads to a sale.
You have a you know follow up system. You can also make it again. I got this from this came to me when I was working in a networking backward marketing company is building us in our business.
And this is really cool for for network marketers because it is the most network marketers challenge. Was how fast can you get to 100 time showing market. How fast can you get there how long did it take you to get to 100 time showing the plan.
If you game a 5 you know how fast can you make 100 follow up calls. If you can call it say you check often over time see how fast you can get there and if your.
If you are well see driven to compete with yourself. This becomes really fast. Send out sent out 12 emails check check check check check check check check they were all in a new vigilantly you know them message.
You can to send out and say about an automated individual could be a text it sent a text something and the information how fast can you have 100 follow ups 100 now some of you are thinking got $100.00 That’s a lot and some really think e.g. really just a 100.
You can change it to a 1000 you can make that great a 1000 what it we’re trying to get you would motion to make follow up activities normal when we’re done today I have a follow up activity.
I have I’m I’m making the list of prospects folks that we have talked to before that I’m going to put into a a greeting card campaign where they’re going to get several green cards for us just have some marketing terms but that’s going to be my follow up I’m setting that up and going turn finding them because last year we had some people that we have to really follow up with so that that’s ours and now that I’ve put it on with our I make sure I get that.
This this is a great reminder that I did I happen to really resonate with this particular example so we had this did not this was not our thing we had a friend.
Someone that was a mentor to us gave us this example. He was supposed to meet with a client. The Client List has 10 to do follow up so he was meeting with them in person at a coffee shop sleep Ricoh been up there a little bit early he found the waiter that was going to serve them and said and gave him some extra money.
His client came in they sat down the client ordered coffee and the waiter came back 5 minutes later you want a refill No they continued the conversation. Came back again I’ve been it’s late or do you want to copy the cabin for many many tries throughout the meeting at one point somewhere towards the end the meeting the waiter came back would you like refill coffee and the person said yes I would They are forever and time outs stopped the conversation and said I want you to to realize what happened here.
The waiter came in and followed with you he asked you Do you want coffee you said no that waiter did not go into the kitchen and cry because you said no you didn’t want more coffee he kept coming back and asking you every few minutes do you want more coffee at one point you said yes the same thing is true when you’re following up.
They might say No the no might be not now it doesn’t necessarily mean no one ever unless they tell you no not ever stop calling me Ok that’s right then it’s time to we’re done otherwise it’s a really it’s a no not now they may think it’s a no and they realize oh you know what that person that was a person when.
They had the service Oh right then you follow up boom So keep in mind in this example you are to whether you’re just coming back and asking would you like more coffee sometimes you’re Harry from one company to another our latest coaching client had her own business.
And you know we we were in her business all the time it was it was a sandwich shop. She even named a sandwich after us after me because I asked.
For it was right and just raw meat cheese it was awesome. And she said I really want to work with you guys hit your bootcamps in whose hands are webinars I really like to business is doing well out of him.
It turns out she had to close her business because her parents needed her last year because the event so she closed her business back to painters. And going to offer her new gig in her new gig she is in charge of marketing this brand new company and her 1st thought was us so the proposals on her desk now and we’re following up this week.
How many touches how many sandwiches to be honey. We have delivered how it is when we are working with clients in our work. Our house our living room in our house is our work it’s where we client helmets as somewhat right for us the guy but I’m not all out and we don’t have the normal living.
And every time I design every time we have clients there it’s Ok Well we’ll have them deliver soon which is why I go out I take the time so how many follow ups how many times connections.
It takes what it takes and if you don’t you’re frustrated by it you understand people are all around times out there on their own time frame. Our job your job our job.
We’re there to serve whether to give information that help. You know we’ve had we’ve had people with you to lose they’re not on to a. New book on from us all the time.
At some point and the next verse referrals are just as cool so how are we serving our use serving your clients your potential clients. Will. One of the people on here thank you I’m so glad you got to use an assurance that she’s going to be like the best insurance agent he has a huge heart.
Not not physically. But maybe but we’re not doctors and would not I would know that she would be one of those people that sells insurance completely differently she will serve she will she will she’ll get to know her.
And she will get referrals just because of her attitude in the world she will refer people to it’s her and how she approaches life you know she’s going to amazing about how do we approach our lives.
So what’s the most. Sensual to. A kind of easy. How many people have you because I’ve done this back because this actually came from my desk a long time ago this is an old photo.
You’ve done rubberband marketing. That people. Went to this event you got 12 business cards and you’re going to follow up so you for granted put on your desk because when you have time.
For marketing they’ve got their band off your desk are going to do something if this happens we more often than you think. Instead of rubber band marketing.
They need to go into a customer relationship and I’m sure s c r There are many out there there may be one but specific for your industry. There are many what use the one that works best for you most of them I would say all but there may be outliers I don’t know about.
Have a free trial so they let you actually given during that free trial add some contacts and we would say go right really pretend you’re going to buy it and really use it and see does does the flow make sense do the fields make sense does it work with your brain if not there’s plenty out there you’ve seen on the bottom of your screen quite a few times free marketing consultation dot com If you can’t find one you don’t know where to start you want help with it then by all means schedule time with a free market consultation it is free an obligation and part of the conversation can be what’s the right c.r.m. for you and it’s it is very in this a customer relationship manager but it’s also very custom so.
It is for you it has to make sense for you because if you’re not it does make sense you don’t use it and not using it is not. A conversation with a person the promotional products industry isn’t worth Hampshire in the conversation yesterday.
And we talked to about a specific c.r.m. for the actual product industry and both at the same time. It’s hard to use. It. It’s just we’re it’s a bear to use and you know the best thing about it is that there are 2 or 3 units that are high and help in in our industry but.
For all of the other clunking us work. We have used several. We used Infusionsoft which go into that is really expensive and and notice I newer only talk in terms of investment and as.
You spend a lot of time and money on it and it’s a great system I mean it is but who. It’s hearty they’re more affordable it’s for the same out of whole system so years ago I used one called Act You know those basics but there are lots of them out there and.
It’s you know a little time of your time to find the one that that feels right for you and works right for you and using. It Right now using ad campaign we do have an affiliate link if you would like their free trial you get a little bit longer using if they’ll let me just send us an e-mail if you’ve got that hopefully in the chat.
We will probably be switching to something else but it’s a process it is not pushing for mine c.r.m. to another is not a light switch it is a process so.
This is how you’re going to keep people organized staying organized is really important compared to other brand marketing Now if you want to change it if you want some free tools we put up a page we own rubber band marketing dot com.
If you want your 6 free business tools go to regret marketing dot com and you’ll get a priest there scared b. want to help you stop rubber band marketing I’m not even allowed to have rubber bands on my desk.
Well you know they are going to are that old All right let’s talk about sales myths that are stealing your sales. In just sales people. Just always work all I have to do is keep giving and yes you know share.
It in though it’s a gift you know and how much we’re going to invest in enough and in the right if it’s the right gift Well that’s more helpful for example.
The. You know it’s here to talk about our books for a 2nd I want to show. Do you want to talk about giving giving our books is gifts in the past right tradeshow booth not sort of thing we also give our gift as in part of the raffle prize where we go to chambers so I said Now here’s my here’s what Angie got or was doing and you know the nonprofit and she would put together these baskets and this basket with all the stuff cost her about $40.00 sometimes she’d give out a purse and I really hope and she I hope you watch this live In fact this is why Angie I sent you the link because I want to remind you about this sometimes she would give out a purse the cost of her $3040.00.
Still one of I’m one of the purse. Which I have wanted. What I would get and stuff in there wasn’t something I needed. She just invested $40.00 Did you know.
Can you keep a secret. Including shipping this costs about $3.00 or $4.00. So the book she’s now writing stories of hope where she talks about how she’s helped people what would you rather have the basket or a fork so she can give out 10 books for what was costing her 40 dollars.
That much better use of what you do in the promo industry you know I always give out some cool promo products or logo on it but they were useful and needed what’s the useful and needed thing that your clients need that’s the gift that’s what you put into the chamber or raffle you do not give out you no longer give no.
Cards for want of help. 10 dollars or something and let you only call you not at your coffee shop that’s a different story but barring that you know because it’s going to go into their wallet their purse at some point they’re going to be a back office shop they’re going to pull it out and.
There goes your money. They might remember it came from you my baby and then it won’t fit in the wallet so why would we do that it’s just like the it’s it’s the.
I’m just going to need a bottle of wine to the to the raffle Well again if you don’t want to rate Ok yeah but other why didn’t. I I.
Could not tell you the difference between really great really bad wine I know wine that I like but what if I don’t. What if what if a person it’s a me and Alcoholics Anonymous Anonymous body a moment I think for a living.
I have a speaking touch. So if it doesn’t tie to your business don’t use it like. Oh here’s here’s a cool one I want you to go to a garage sale or your closet or your home.
In fact we had we had a. Man member a webinars attendee that was about looking for who said he was going to go to these children’s clothes. For teenagers in the ninety’s and stuff that they had a warning for that really so here’s here is how you want to stand apart.
This is several years ago this is many years ago I wanted to get into a very large radio station and promotional product in the channels to be in that promotional product world and get into a radio station in Los Angeles to sell them promo stuff with their you know swag with their name on it is what’s the word it’s all art.
So here’s what I started doing I started stand in Jim shoes with a note at the end of the i Phone 4 I sent him one and said if you like the other pair the other part of the pair give me a call I sent 10 shoes you know how much those shoes cost me about 12 bucks because I got a garage sales.
No I was lightly us we did not you know holy oh my goodness they should really go in the dumpster you know not oh you want good when they were you want the wine Well I bought them online I tried them at home to ship them back cost too much so you know I’ll hold on to that maybe some of them Ok now I’ve held on them for 3 years it’s time to put them in the garage and you’ll know that I don’t know the.
Fact last year the chamber had had an auction during one of their events and they had a bunch of shoes so I bought them so now they’re waiting to go out in boxes so getting back to the radio station about the 6th time I sentiment shoe.
I got a phone call and he used language will just call it salty he said Ok you got my bleeping attention get your bleeping my mns with. Rhymes with.
Bats which is kind of fish. In here and Brandy other bleeping leaping and he said which it was a Nike tennis shoe at the time. I finally hit the right side.
And when I hear so you know a short circuit that you can get the right size from assistant extra points so set yourself apart. And your your cost of this is not a lot but you’re setting yourself.
So. I would drive. To drive not. So. There’s this sales mantra Always be closing. I don’t believe in that. I think there are certain folks that have that personality perhaps it’s just me that I don’t.
I think there are lots of other ways that you can be more subtle in your your closing here’s a one of my favorite direct mail it’s called the blah blah.
This was sent to me by a gentleman that helped people write their 1st book and get it published now when he said to me. The reason we have 3 books on the shelves we didn’t we already knew how to get a book written published we know how to do that we know how to bestseller we this is not new but it’s a blah blah blah all my name is Bob a law.
Mother would laugh you just send something that has a bullet points but we have to write this big long flowery letter with wonderful prose. Making you write. It doesn’t have to have all that you’re just getting your points in your book points.
Now on the back. There is a herbal pair of explain everything so I called it even though I was really the target and we had a great conversation I said Hey can I use this tool and sure but do me a favor don’t let people know where you got it.
Because I want to keep it secret to me a line. So the blogger it’s amusing it’s fun it gets you allows you to put the bullet point in or kind of simple.
And it makes you stand out Heck we send out all postcards saddest far from dreamy. You know it’s been a while since you’re a product what I can chew.
If you have one if you’re one of those notices like a plumber that shows up leave the postcard with them with a stamp big the whole idea is if you write the questions the right way it generates referrals because the questions are written.
In a positive manner for example a question on ours didn’t receive the way. To judgment or did our technician arrive did our technician arrive with a smile Well yes he did so you can write those questions you can skew them to a positive way Lisa what exactly.
The public role of the nation’s Professor your own and you very disappointing if that’s how you use a public relations degree is to skew question. But they were your questionnaires your search down don’t you want to get the right data Well I now know I want to get the data that we want.
We’re trying to generate referrals. Social media the silver bullet I like to do this go on so I’m beyond social media and. Oh man I wish that were true but no it’s not.
It’s not and most of our songs they come to us and they’re already by all different social media channels they don’t want beyond hacks some of the disappear you see the Google plus logo there we have that there are even sometimes they disappear social media is rental property right it is it is a good it is good to have it is good for the role mind story that you exist especially if you are using that properly and posted and really.
Is not a syllable and so how do you do it you give them testimonials as opposed to talk about yourself you refer to how can you use your social media platforms to help get other people business now if you want to be referral and and such you should make sure that your social media platforms are honest and we’ve got all sorts of weather that we do on this come to those in fact if you go to your marketing Advisor dot com Next month yeah we’re we’re treated this month next month we’ll do it we’re doing the basics and advanced one and how to find that social media manager.
And they’re free to go to your marketing Advisor dot com and it’s just we’re all there. This is this what bothered forever you can sell everyone. My 1st my 1st sales lesson came from my mom I was selling I was selling World’s Finest Chocolate bars for a little and you had to sell a case for them and and I wanted to get a base ball bat and earn a watch you had to sell 6 cases and I asked So how do I sell more the so I’m homage to you know their $0.50 you can see a lot of us if you sell them to for a dollar useful more I asked her.
Have. You got a note about this this idea of everyone it’s just basic sales. The difference being $0.50 on a dollar a get 2 for a dollar why not.
Not everyone buys from everyone here here’s stats from 2019. 2020 look and they’re going to be really close. These are the top $3.00 in the u.s. you’ll notice not all of us shop at Wal-Mart not all of us shop at Amazon I know people that are that are vehemently against going to Amazon we don’t all shop at Home Depot I’m lost if I walk in Depot.
Total fish water. We’re the light bulbs and all the food and. So if we don’t all shop at all of these places what makes us think that any of us can sell to everyone you know go back to the beginning a weapon are we want our Harriet’s and that’s Ok grammar 99.99 percent of the people on this planet don’t want to write you a check but please 0 one percent is a whole lot of people so make sure that we have our niche down who do you serve best that’s really important to your favorite customers who are here.
Most profitable customers sometimes with different who’d like to play with you know we have had coaching clients that signed up and. In the sales process you’re like. Going to be a handful.
Personalities didn’t match. And each time I’ve gone through it we’ve told ourselves we should have egg all we knew around our fall. Not everyone is a good match you know so many are look innocent that I would never go to the vet centers and I think they’d be kind of fun to work we get it you know we’re after everyone’s But if I drink coffee I have.
Generic emails. I got it today again. If you’re if you’re a u.r.l. aholic and I mean your column we have many of them as university noticed rubberband marketing dot com Go to a page on our website for marketing Advisor dot com So we use them.
To click yes. But ever because we have a bunch of u.r.l. I get these all the time there there are companies that go through companies like Go Daddy and they find out who has the e.u. r L’s and they say that you know do you need a web site Bill we have these 72 different things that we do and as I’ve looked at the list on it’s like it’s a bunch of crap.
But we get them every day and they’re it’s just the same type of generic e-mail they haven’t looked at to see if we even have a website yet built on that u.r.l..
Delete delete delete because they haven’t shown they care enough about a Sony and I’ve got the phone calls to. If I’m if I’m in a mood I’ll pick up the phone and there’s there’s a 509 area.
Continue consistently doesn’t. And because if I keep the phone for 10 or 15 minutes that’s 10 or 15 other U.R.L.’s they can call and bother other people so I consider it a public service where I will take them down a list I’ll try and dig deep So what do you do for it how do you build it what do you build it in when you build it and.
I’m always disappointed. So generic email click to think e-mail for your specific area it was really great to meet you at the chamber Ok which chamber was it remember you could have been you know that days with Thursday right yeah that afternoon we have a Thursday Thursday with a weapon Are there were going to be on with them bunch of other people.
Get specific get the details because they want that hey I saw on your Web site that you do this this hey I want us I read your blog on this I was really good I like took this on a specific e-mails be degenerate person you know come on none of this true generic toilet paper you know want to get better stuff right.
That one ply stuff. In fact here on your screen now that this was one of those that I get all the time we’re offering massive range S.E.’s like so you’re going to you’re going to do tens social bookmarking submission really hug.
One unique 400 word article read it really and you send it to I’ve never gotten one. 0 yeah. It’s just this this is the one that it bothers me a lot so I’m just sharing it with you look at me he’s looking at a close yeah yeah I’ll do that yeah don’t do this.
How many of you have ever caught a salesperson not telling the truth. Or if they if you ask them a question. They kind of wing that. Don’t wing it one of the best things I can hear from someone selling something when I ask a question is you know I have to get you to answer on that Ok go.
The answer to a lot of questions is chair I get an answer is it bad that I’m going to do and we need more information as a question. Gathering information is very important and I’m going to flash back to when I was in Boy Scouts years ago.
There was a leadership training it was called giving and getting information and and this is always expect to be called. So if you’re going to give information I have to gather information or to give the information the.
Nerve that I have no I haven’t. It’s an optimum of the other guy but as I was looking at the top. Number 8 just call don’t have to research the.
Movie or. Hi I saw. This is this is the call I got from. We put ads in chambers rectories and the call you know I saw that you were you’re also a member of the chamber and I talked you to.
And I just seen you get there so I’m going to change sure it’s Ok You know I do. Hope.
Or we get the tell tell me if you’ve gotten this one the cleaning service the yeah we want to come clean your office yet you know we have a home office right and you know that you are we have got we just got this as an e-mail actually you realize you’re in Connecticut we’re in Sedona did you did you do any research did you check that out.
At one point I did tell one of them oh you want to come by and give me a free estimate look you understand we have a home office well you get this right.
Yes Ok you’ve got our address offender Web site. For 94 about Global of our number 364 in Encino California which is a p. o. box I told you we have a home office we don’t need you for them.
Anyway so just do a little bit of research you all can make all the difference in the world. Hi Sharon Sharon you know I’m going to get some answers Sharon I’ve got this really cool program Sharon and yeah there’s yes be personal but don’t overdo it there is a point at which is like really years ago this was one of the sales monsters you know being personal I’m Ok with the idea that people do like to hear their name a die.
But not over and over and over again yeah right probably if you’re going to talk to your friend right you don’t use your friend’s name every 3 words don’t do it with the person that you want to sell them to is your name over and over is the prettiest thing or her.
Father thank you I had nothing to do with it. Number 9 we’ve mentioned this a little in a different way earlier. Customer 1st. I know what I need in here let us pretend if you need when we take a baby.
True restaurant we could have been right there they’re grabbing through there punching it all falls over it goes on this so rather than us being the little kid who’s who’s just eating anything you want to take that napkin.
And we want to become the server it’s better to serve than to. Just try and put your needs 1st that your child will always be there needs 1st you put their needs 1st that’s why they get it when they have them when they’re vague but as we get older you want to serve because we are in sales.
Which begs the question how far ahead of someone do you have to hold that door opens how much time you want to give them to get there some say.
Price always about price it’s not. Since Nicky is here and he’s going to give farmers a plug 1094 earthquake a house in the sea to California. We were insured by farmers.
But I’m hopeful. We had a large window with one crack and his mother small and you know. We had a we had a wall fall a brick wall fall in our backyard that you know.
That wasn’t dangerous compared to what. So farmers sent us a check guy came out gives check and said you know this is probably more than the damage we had and his comment was.
Yeah farmers isn’t taking taking a chance we just wanted to everybody and make sure you got money so you have to come back twice wow we hung on and you know we hung on to that insurance as long as we have that house.
In just a year’s worth of insurance for that and it was kind of cool but it wasn’t about price at that point because at that point became about wow they really handled it.
We had a couple years before that we had moved out of the condo in turn and I was on the board there and thought the earthquake insurance was farmers largest claim in the San Fernando Valley is that on the place that we were in.
And they took care of one about the price and about service. Our coaching programs when we started getting firms and I can show you the 1st coaching program I put together was like $397.00 and nobody bought it because really that’s it what can you get for that and every time we raise our prices and you know the investment work with us got more clients and we’re comfortable and works we have found something a lot of equilibrium.
Because people realize for that investment I do get a whole lot we have several different coaching programs and it all hit there an excellent equilibrium point it isn’t always about price if I go to the store and Sharon says I want cherries Garcia.
I’m coming home in a lot you know the kind of ice cream for Safeway brand was above about 99 and cherries Garcia was 399 but she wants cherries Garcia So I’m going to get the Ben and Jen.
Period end of story it isn’t about the price of that mine it’s about what my beloved wants and she deserves it because she’s awesome so there it is it’s not about the price.
It is often about the value. Having shown the value for that price. So what would we’re doing here to give you permission to treat your work. A lot of small business owners that he doesn’t really like you to be profitable you want lunch or coaching we want you to for all things you want to do.
Is really important so take take this one now you know. When all is well for us. So you just on learn to was postpone is get past all the what’s in it I see our slides are a couple minutes behind.
That is yesterday yeah. Yeah yesterday yesterday we were about 12 seconds behind was joyful. Something that you should do this. Mean shows up on our social media every week we like to remind our clients and everyone that there are a lot of things you can to take 0 talent.
Just one if in your holiday say call me at this are you calling on that date if they say you know they have a thought are you are you hitting it you know what is your work ethic do you make sure that you live up to it or you want to energize the room you know when we’re when we get to do this in person which hopefully will get to do again.
We always make sure you know I’m a walker and talker in room but I like to. Show that attitude and energy it helps when we get our points across.
Are you coachable Hey you are coachable you’re here for a good job comes up way to go you know traveling there so while there’s a saying there’s very little traffic coming actually very true.
If you want to go that extra distance you get. That extra business and are you offering appreciation by the way Nicky thank you very much for her putting stuff in the chat for us appreciate that.
Look at yours so. Our next steps job market budget this is time and dollars. We’re in a networking group that meets Wednesday mornings have been in the morning.
There’s time investment now right now we’re not charging any do because we’re meeting virtually Our it costs us absolutely very nothing almost nothing around there because no $1.00 a one of us handles the Xoom calls another one of us and those sending out the emails I mean we all participate in it but we don’t have any rental so we don’t try or not charging to be a member of the group on a monthly basis but.
Just a lot. That’s a little over an hour how much do is our time worth what is the value of that time we could have put towards something else so if you’re putting in time could that in your budget what does it take.
Jeff a team of advisors you know we have. Clients we ask clients we have people that we like in business Forbes Riley you might have some Or you might have heard of or she’s one on a team of advisors she’s sold 2000000000 dollars on the Home Shopping Network now I listen to her.
Developing a pitch and by the way if you if you want to be connected with for us to connect with us we’ll show you we can meet or. Going to seminars we go to as many seminars as we give and we have coaching we have a speaking hench.
Well we’re Forbes as one of our business which is right now. Really proficient with your tools. This little tool. Is not only a home but it also a camera and a video camera are you getting really good at shooting videos are you using video you know videos on your social media are you great at that stuff and we have we have webinars to talk about all of that please come get some free education.
To help us. So you took steps today you took notes from other webinars you’ve been on. What your marketing goals. What’s your list of 12 by 12 I’m not 10 most people say top 10 well there’s 12 months a year Ok the rest and you know it’s really simple the 1st what are you doing this quarter it could be I’m going to get my social media pages up and optimized and looking great.
Good that’s always a good one what’s the one now we told you about our book earlier that was sitting at number 11. And we’ve decided Ok we’ve got to get that talk about it more.
So it’s at number 2 now why do we have them in order one we’d rather you stay in a c. in we don’t want to be an overwhelmed brother you just don’t.
If I have 20 minutes Tom I can send out a couple of e-mails to those people we met that are couple businesses see it prioritize what you do to mark your business if you have them in order.
Next get help you’re unaware of how you’re going to help a job 5. That you came from school or I’m getting what you’re getting help there as well you know exactly you know score has dozens of webinars.
Good job and mentors. You score that help. What we have found is that most people most of the designers are really good at what you do but you were never taught how to market what you do you’re never taught how to create a spreadsheet you know.
There are all sorts of courses out there some don’t do it alone it’s stocks to do it alone it’s hard and. If you’ve got a breakthrough if you learn something new we want to invite you to.
Take them or backward sorry I went the wrong way so there we go. Get our call 30 minute this is not a sales call. This is this is about you it’s 30 minutes hey I need help with this cool Why do we do this for free why do we make it all about a sales call a whole lot of or for us come from people who took us up on the offer that told our their friends about us so we want to help as many people as we can with this just marking tool and how people get to know about us.
And simple if that’s our our sales. We can talk about your online footprint we have set up Facebook page and their events we have given people tips and you know how you know you’re doing that here’s even lady you can do that on your budget talk about getting stop wasting time and money and energy on a lot of things that you’re doing that’s what that’s what that calls for we can talk about your follow up process you know where where the kinks in it how can you optimize that process to make it better and more successful for you.
If you do that we have a report there and under screen now we set this up last year for our clients it worked really well for them so now we offer it is a free report just ask ask it’s yours.
You’re also going to get an invitation to go to oh no you’re in a good imitation. Is all it. Can be. Bites you to come to our small businesses like you can in fact you have a chat and you do you have a chat.
We’re going to enter a room for you if you want if you want to get an invitation twice a year we do our bootcamp it’s 3 days 3 hours a day if we did it in person we do them we’re told is in fact not use on this call sheet she still holds the record for most question dowse asked in a 3 days.
Which is really cool knowing there are going and that awesome for a because she has a thirst for knowledge and so she’s not going to let a question get you know the quote the questions you’d answered most of the ones you did NASA good job Nickie.
We’re doing them virtually twice in March Normally we do them in person we go to l.a. and Phoenix and sit out and buy to come to sit on a company that’s one.
What we talk we go through a lot of this but more details on the right ways to authentically present your ideas. How a lot of small adjustments we talk a lot about adjustments and what you’re doing answer a lot of questions I’m doing it this way well you might want to try this or that we want to help you sell your products and services we’re going to help you save time energy effort you know during the been camps we think for you we create for you we work for you we figure it all out and we teach you how to avoid the number one and number 2 and 3 mistake that small businesses are making so if you would like to come to that if you want to invitation if you’re not sure you can make it but you want to be invited if you drop your email address in the chat we’ll send you the information if you decide you can go that’s all right we only take 50 people in the class.
And we’ll hit that 50 we create a waiting list so if you decide later you can just let us know last you would you like to go to just in September instead.
We’re you know you’re just reserving your spot so if you drop your e-mail in the chat then just also let us know which date appeals to you most. But you can also go to plan your marketing and you’ve been you know himself register there as well you just need to choose the date that you want and this is for you because I came to your score because you can go in there you can free tickets now if you want to see how we sell the tickets 1st of if you’re one of those that really likes to look at.
The difference in marketing and sales funnels if you’re one of the lose that’s cool it’s. Shoot. The website down the marketing events dot com If you want to see the difference between us giving a free ticket and charging for that and people who have it and invest money if you want to as the likes to see and a test.
Go for it. A lot of what we do a lot of what we’ve put on the Internet aside our client can see how we do stuff especially with site also so we have gotten to question time if you have questions you can either a new for yourself or you can put it in the chat your your choice whatever’s easiest for you now that I have to chat you have chat Yes I’ve chat both travel.
Yes No no question a we answered everything really Ok cool or just slow typists that. Mickey you have no question.
I know. You guys are amazing I mean I. I literally can’t because I just I’m so excited to go back and share with Monica. Everything that I’ve learned today I’m sure I’ll think of a follow up question.
And I’m sure you will reach out and I definitely will I just want to thank you guys so much for your knowledge and your time to teach us because there’s just so much gold in here which will translate to gold in our pocket hurting for our business we appreciate bags you guys always amazing.
Thank you sweetie. And I’m so glad that doing so great because I referred her to you guys and I I mean I told her literally I said you got to go with them they are the best about that I’ve heard them speak so many times and every time I hear them speak I learn something that I didn’t know that is going to help me and so I’m just so thankful for you guys.
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