Today’s guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work.
As you grow your team, as you grow your business, as you grow your dream, as you grow your vision, there comes a time when the leader can’t come up with all the ideas.
In order for the organization to grow, leaders need team members who help generate ideas and who provide initiative to improve things.
You’ll likely have some team members who simply have marching orders or tasks. Others will be responsible to help you move the organization forward.
Those team members will have to have vision. They’ll operate from your inspiration.
Finding those visionary team members is different than hiring task-based team members.
Andrei uses small, unique tasks to help make hiring decisions simpler. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate’s attention to detail.
He might also ask the candidate to build a video or a graphics project.
This process helps him narrow the field because not every candidate is willing to jump through the required hoops to get the job. It also helps him determine who actually has the necessary skill set to accomplish the work.
Without poring over countless resumes and applications he can narrow the field to the best candidates.
If candidates aren’t excited enough in the beginning to show you what they can do for you, how excited will they be after they are hired?
Leaders must have a compelling vision in order to grow a company. They should also likely have a track record of successfully accomplishing goals.
Conveying thoughts and messages won’t be enough to lead well. Leadership demands action and results.
People will follow leaders who have vision and a successful track record. The better your business and the better your track record, the more likely you are to attract great people to surround you.
Andrei shared that animals in the zoo don’t care about ticket sales. They care about food and comfort and safety.
Your team members are similar in that they care about basic things like provision and comfort. While you probably want them to have full ownership in your business, they likely never will.
Your role is to provide enough vision for them to recognize that aligning themselves with your goal will benefit them personally.
Smaller companies often fail to see that they are capable of building something that matters. They may have a really cool team or a really cool business and they assume it’s a fluke. They don’t take themselves seriously enough to worry about protecting their businesses.
What steps would you take to protect yourself and your business if you knew that you would definitely succeed?
This issue boils down to leadership, because if you don’t have a vision of growing your company into something substantial, you’ll miss an opportunity.
Great leaders like Steve Jobs and Jeff Bezos know that they are building something that can change the world. They are building something that will help a bunch of people do a bunch of great stuff.
When you have a vision toward the path to greatness, people will follow you. Do something that people will remember years from now.
You can connect with Andrei and his team trademarkfactory.com. If you have a brand you’re interested in protecting, you can schedule a free call with the team to determine the next steps in your process.
This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.
Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.
This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We can help you out of your slump.
If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.
I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.
If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.
We’re living in a very competitive world today and the major question is how do you stay up front of the curve? You could say you have the best product but others say the same thing too. How can you truly differentiate yourself from the rest of the guys out there?
Today, I’m talking with Conner Burt, the COO of Lesson.ly, a learning automation software that helps client-facing teams boost their productivity and he share with us one of their company’s best practices that keep them ahead of the pack by bringing in humanity in sales.
Here are the highlights of my conversation with Conner:
The concept behind Humanity in Sales:
Serves as a bedrock defense that if everything else goes wrong in the day and they’re hundreds of competitors in the space, you could still raise your hand and say you did it the right way.
How to start bringing humanity in sales:
Recognition is the first thing to keep your eyes on. Think about how you can get better at this.
You have to understand your products and how they’re implemented. You have to understand the impact it has for the prospect. Without baseline expertise, it’s going to be hard to go above and beyond.
Treat others the way they want to be treated (as opposed to treating others the way we want to be treated).
You don’t know everything. You’re learning just as the prospect is. It’s okay to say that you don’t know. Have an empathetic mindset that the prospect has fears. Attack it if it’s the right opportunity but turning deals away if it’s not the right fit is when humility comes in the most.
How to create a culture of humanity in sales as a leader:
You can’t just bring this up once a quarter. Coaching about this has to be part of your regular cadence of one-on-ones.
Give them the freedom to turn away leads when not the right fit.
The key to the sale lives within the person walking in the door. Ask such good questions that the prospect knows you get it or your business. Take a pause and ask the next deeper question. Get the answer that is 2-3 layers deeper.
Conner’s Major Takeaway:
Be a therapist, not a doctor. Figure out how it leads to your human element in sales and how that leads to your personal differentiator. At the end of the day, you want to be the person where the prospect is calling you and asking you more questions because you’ve cemented yourself as their therapist. But you have to earn that right over time.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.