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Steven Griffith, Time Management, Donald Kelly

TSE 1069: Sales From The Street – “Your Time Management Ideas Are Wrong”

Steven Griffith, Time Management, Donald KellyMany sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong.

Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.

Performance research

Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn’t have enough time. He even discovered that he was feeling the same way.

Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we’re all over-stimulated by toxins that steal and hijack our time.

Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we’re working to cram as much into each hour as we can.

“If time allows”

Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It’s a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.

Consider the phrase “if time allows.” Steven routinely asks people whose time they are referring to when they use this phrase.

We’ve conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we’re working against when, in fact, we are time.

Compressing the sales cycle

Steven talks about compressing a sales cycle to fit one year’s worth of sales into one month.

He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.

They worked together to do a time cleanse that would help him compress his time.

Steven said we all have a built-in belief system about how long a sale takes. We’re conditioned by our industries to believe in ideas like slow seasons and high seasons.

Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we’ll always come back to our conditioned thermostat.

Steven asked the agent if it was possible to complete a year’s worth of sales in 10 months’ time. Without worrying about how to do it, he simply wanted to know if it could be done.

Could it be done in 8 months? Or 6?

Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn’t know how he would do it.

They started building a new framework in which it was possible to do a year’s worth of sales production in 8 weeks.

Mandatory activities

They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.

His biggest business-generating sales activities were his 10×10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.

His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.

By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.

The time cleanse gives you the opportunity to evaluate whether you’re doing the right things at the right times.

He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.

Timefulness

Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.

It’s being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.

The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn’t following the plan at that point, the alarm was his cue to return to it.

Sales increased

After about two or three weeks, he couldn’t believe how quickly the sales started coming. Like many people, he said, “I can’t believe this is happening so fast.” Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.

The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn’t feel like he was fighting the clock anymore.

Be aware as a seller that if you’re stressed out, people will sense it and they likely won’t want to be around you.

At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.

Believe

We must overcome what Steven calls our “always way of being,” which is our belief that certain activities take a certain amount of time. We’ve been conditioned to believe that work must be hard and that we must grind to achieve the things we want.

Although it’s true that you must have time in order to conduct sales, it’s possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don’t ask the question, you’ll never get the answer.

Don’t use the phrase time management. We don’t manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.

How to start

If you find yourself wanting to try Steven’s concepts, begin by shattering the neurological connections in your mind that say this isn’t possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.

Write down every single interaction and ask yourself whether your activities are contributing.

It could be Facebook, negative people, or any other thing that takes up your time.

Most people get back a minimum of 10 hours, but most get back 20 or more.

Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime

If we say things like “Time doesn’t allow,” it lets us off the hook because we aren’t in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.

High-performance hours

As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you’re saying yes to, what you’re saying no to, and where your high-performance hours are.

Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we’ll get better results.

If you are time, and you’re 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.

“Your Time Management Ideas Are Wrong” episode resources

If you’d like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you’ll get free access to his master class that walks you step-by-step through the cleanse process.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

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.

Audio provided by Free SFX and Bensound.

Portable Medical Diagnostic, Dennis Rosebrough, Donald Kelly

TSE 1049: Sales From The Street: “We Say Goodbye To A Legend”

Saying goodbye to a legend is difficult, but we can move forward living by the principles they teach us and the lessons we learn.

One of the best selling business books of all times is Think and Grow Rich; it changed my life. It transformed the way I think about money and about the opportunities I could create.

The person I received the book from is also important to me. It was from someone who was like a father to me. He came into my life when I was 14 years old and helped mold me into the person I am today.

Dennis Rosebrough

Dennis, Denny, Dad…I learned a lot from him. He was a true hustler, a real entrepreneur – always looking for something.  He grew up the youngest of five kids in a poor family but always had a determination to make something of himself and for his family.

As an X-ray technician, Denny went into the business of providing mobile x-ray machines. The company grew from scratch into a multi-million dollar organization, employing and helping hundreds of people.  

His son, Andrew, currently runs the organization and has been a best friend of mine since we were kids.

Principle One: See people as people

It doesn’t matter who you are, where you come from, your race or your color.

Denny had a heart of gold. Treating everyone equally was his strong suit. He came from a poor background and moved into a position where he could afford to take care of himself and his family.

Regardless of where he was in his life, he was kind to everyone. He just connected with people. He reached out to those who were different. He was always humble and eager to learn.

I remember a time when I was 16. My family was going through some financial difficulties to the point where we were evicted from our home.

My mom and brother moved in with one relative but because of the location of my school bus stop, I moved in with another relative. I  slept on a bunk bed in their laundry room.

When Andrew found out, he talked to his Dad. Denny, without even thinking about it, invited me to move in.  Both my Mom and I remain super grateful for their guidance and assistance. I was loved and cared for and welcomed into the family.

It was a lesson in learning to look at other people as individuals and to help them and to care for them. I think it is a lesson that can apply to how we, as sales reps, entrepreneurs, and business owners conduct ourselves as well.

Principle Two: Be willing to give

Sometimes we don’t give to others because we don’t see anything for us in return. Denny didn’t think that way. He would give regardless.

He once gave his car to a woman at his church who had five grandkids and an unreliable car. He had the means to do so, of course, but that doesn’t detract from the fact that he gave without expecting anything in return.

He gave without any desire for compensation but received so much in return just the same.

Give willingly. Give without expectation or strings attached. Give from the heart.

Principle Three: Dream big

After high school, I moved back in with my family for a few months before leaving to serve on two-year mission trip. When I returned home from that trip, Denny took me out to dinner and gave me a book.

It was his testimonial – how he started his business, the vision he had for his life and for his family, and his experiences. He wrote it all down and he shared it with me because he had faith that I could have the same success.

It is also when he gave me the, now very tattered, Think and Grow Rich book.

Denny taught me that I needed to plan and that I needed to have vision; a higher vision for my life.

We often have a low level of thinking where we doubt our ability to achieve bigger things in life. But Denny, and that book, helped me see otherwise.

It helped me in college, and it helped me in my performance. Then, it helped me run for student body president, helped me in my business career, and it helped me in sales.

It helped me have a higher level of thinking. I realized that I could be successful too. It helped me to think and grow rich.

I saw where Denny had come from and how much he achieved. I wanted a life and a family like his. I want to be be able to help others the way he did and to see people for who they are.

Principle Four: Work Hard

Denny taught me to work hard. He taught me about business. He hustled and he worked and he stayed up late and took the odd shifts as his company grew.

Denny passed away this weekend and I know his spirit will remain in the many things he has taught us all, the individuals he has touched, and the legacy he has left behind for his family.

At the time, I encourage all of you to think about the legacy you will someday leave behind. I hope the principles I learned from Dennis can help guide you along your path.

“Say Goodbye to a Legend” episode resources

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you’re not familiar with the TSE Certified Sales Training Program, it’s a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It’s broken into three sections: finding, building value, and closing. It’s amazing and it’s fun!

This episode is also 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.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

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, and share with your friends!

Audio provided by Free SFX and Bensound.

Aaron Walker, Donald Kelly, The Sales Evangelist Podcast, Mentor

TSE 1018: Where’s My Mentor?

 

Aaron Walker, Mentor,Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering, “Where’s my mentor?”

Aaron Walker started in the business when he was 18 years old. At the age of 27, he sold to a Fortune 500 company and retired.

Eighteen months later, his wife told him he was becoming fat and lazy; so he went back to work, purchased the company he first started and grew it four times in 10 years.

It was all fun until the unimaginable happened in August 2001.

Aaron accidentally killed a pedestrian with his car. It changed his life.

He sold the business and spent the next five years learning how to deal with the tragedy.

Changing his legacy

In the process, he realized that his financial success lacked significance. He didn’t want his legacy to be “‘enough money to retire at the age of 27.” Nobody cares.

He wanted to make a change. He decided to spend his life encouraging and edifying others.

Aaron changed the way he did business. He started looking outward more than inward and he gathered mentors to help him.

His life began to take a very different path.

With the help of several mentors he has worked with for more than two decades in a Mastermind group, Aaron launched his own coaching company, View From the Top.

He now leads 14 mastermind groups in eight different countries to help people live a life of success and significance.

Isolation is the enemy to excellence

Aaron defines a mentor as somebody who will walk alongside you for an extended period of time, as opposed to a coach who helps you get through a certain point in life.

Aaron has been with some of the same mentors for more than 40 years. They help him realize where he needs to go in life.

Mentors are people who have been there/done that and whose core values coincide with your own. They are the people who want what is best for you rather than what is best for themselves.  

For sales, in particular, mentors are crucial. Aaron believes that it is very difficult to grow and expand alone because we each have only one filter – one life experience that guides how we view things.

The value of mentors

Other people see us differently than we see ourselves. As such, mentors can help realize your superpowers. They also help you understand your weaknesses and to see your blind spots.

Having a mentor to point out what we would otherwise miss ourselves can be the very thing that puts us over the top.

We have many obstacles and upper limit challenges that we need to push through. Trusted and unbiased advisors can point us in the right direction.

Aaron recalls a guy in one of his mastermind groups that was putting together a course that was, in reality, absolutely terrible. Everything about it was terrible, but the group helped him tweak it and shape it into something amazing.  

It’s the same way in our lives. Aaron admits he lacks tact but never realized that many people viewed him as arrogant and condescending until his wife pointed it out to him. It was one of his blind spots.

We need people around us who can help us out.

We all know the overly confident, borderline cocky salespeople. Getting them to accept advice, to realize their blind spots and to be humble is tricky. Confidence is needed in sales but people don’t buy arrogance and cockiness. There has to be a measure of humility. A mentor can help you get there.

Surround yourselves in business, in marriage, in every area of your life with mentors that you trust to help you get where you want to go.

Where’s my mentor?

To find a mentor, look for someone who has been married for a long time if you have questions about marriage. Find someone who has been in business for along time if you have questions about that.

Look for someone who has nothing to lose, or gain, by talking to you. Family members are often biased in that regard because they want you to have what you want to have.

You want someone who will give it to you straight.

You have to be willing to subject yourself to scrutiny. You have to be willing to accept the truth in order to hear the truth. That is why masterminds are so profoundly helpful – you have 8-10 people with completely different life experiences at your disposal.

They can take your great idea, look at it, and point out the things about it that you might not have thought of.  When you work with the same people over months or years, a pattern develops and they see it.

Aaron has worked with the same counselor for decades. They talk when things are going well and when they aren’t. Over that amount of time, the counselor realized that Aaron did something completely radical about once every 36 months. This type of behavior classifies Aaron as a ‘creator developer’, rather than a ‘maintainer manager.’

A creator developer is someone who gets bored easily and who doesn’t like everything to be the same all the time. It explains why Aaron has had 12 businesses. He likes to develop and create.

Because Aaron had a mentor who was able to point it out, Aaron can now plan accordingly.

The ebbs and the flows

Many young people don’t have mentors while many people with experience to share aren’t necessarily interested in reaching out. Aaron is hoping to connect the two.

Mentors have changed Aaron’s life in many ways. He remembers many ebbs and flows throughout his life. One dark time several years ago was particularly difficult. Aaron relied heavily upon his mastermind group at the time and met with them every week. He just could not get motivated but the group was there to listen.

It went on for months.

Then, one Saturday, Aaron got a call from one of the guys in the group. It was alarming at first because the group never spoke on the weekends but Aaron knew by the tone of his voice that it was good news.

“I know you’ve been in a dark spot for a long time and I’ve been praying for you … but you are wearing the hell out of everybody in the group. You just keep on and on every week. Take the chains off from around your neck and move on,” he said.

And then he hung up. Aaron was so mad at the audacity of the call.

But then he started thinking.

Realizing that his friend loved him enough to tell him the truth was the change he needed to get over it and to move forward.

A casual friendship does not give that kind of hard truth.

Put down the facade and be vulnerable. That is where true strength starts. Surround yourself with people who know your good, your bad, and your ugly but who still care about you.

It is the solid foundation that will allow you to become all you were created to be.

“Where’s My Mentor?” episode resources

You can reach out to Aaron via his website, Viewfromthetop.com. His mastermind group, Iron Sharpens Iron (ISI), meets on a regular basis via video conference all over the world. Check it out!

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.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.

Prospect.io is offering three months at half-price.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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 will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

Audio provided by Free SFX and Bensound.

 

Chirag Gupta, Start Up, Process, Co-Working

TSE 974: Sales From The Street: “Document Everything”

On today’s episode of The Sales Evangelist, we talk to Chirag Gupta, founder of NoD Coworking, about documenting processes and how it will help your organization become more efficient and more profitable.

Chirag has been an entrepreneur since college, and his coworking space in Dallas has achieved profitability, a goal many startups never achieve, largely as a result of documenting processes.

Multitasking

Like many entrepreneurs, Chirag initially found himself wearing many hats. He discovered that operating that way isn’t profitable, even though it’s a means to conserve cash. It simply isn’t sustainable.

He realized he was working long hours without delivering the best possible experience to his customers.

Chirag discovered a book called Work the System, which helped him understand that juggling all aspects of the business prevented him from running the business.

You can work in your business, or you can work on your business, and the difference between the two is subtle.

Once he discovered the difference, he understood the need to begin documenting processes, specifically those for sales.

Getting your life back

In the early days of the business, each transaction was unique. Chirag negotiated with every client instead of establishing a specific membership process.

Because there was money coming in, he didn’t immediately recognize the need to document processes for his business.

When he did, he felt like he got a huge chunk of his life back.

Beautiful concept

The idea for NoD emerged when Chirag was in Chicago working in a coworking space on an idea for a social networking app.

He discovered that he was encountering other successful Internet entrepreneurs, angel investors, and mentors, and he realized what a powerful resource it was.

He decided that his second business, after his Internet startup was thriving, would be a coworking space.

When the Internet startup died, he returned to the idea of the coworking space.

He moved back to Dallas and started running meetups with the startup community simply to make new connections. He was looking for networking opportunities among the tech startup community.

At one point he was running five different meetups using a vacant office space.

One of the guys in a meetup insisted on paying him to use the space. He could see the vision and the value of a coworking space in that part of the city.

Documenting processes

Process is key for everyone.

Chirag learned that once you write something down, you can test it and measure it and tweak it and optimize it. If you don’t write it down, it’s hard to replicate or scale.

He started by documenting the process for lead generation. Once he had written down the individual steps, he was able to see new insights and find ways to streamline the processes.

Processes have helped him trust that his customers are always getting the same consistent process that his team developed. The result has been amazing growth for his company. His profit has roughly doubled as a result of the effort.

As an added benefit, the company is getting more five-star reviews because they’ve streamlined the processes.

“Steps In The Sales Process” episode resources

You can connect with Chirag at ChicagoGupta.com, and you can find all his social media information there as well. Check out NoD Coworking to learn more about his coworking space in Dallas.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review 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, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Business Growth, Topple, Ralph Welborn

TSE 956: How to Fire Up Your Business Ecosystem and Grow Explosively

Ralph Welborn, The Sales Evangelist, Explosive GrowthOn today’s episode of The Sales Evangelist, we’re talking to Ralph Welborn, CEO of CapImpact, about ways you can fire up your business ecosystem and grow explosively.

Ralph is a co-author of the book Topple: The End of the Firm-Based Strategy and Rise of New Models for Explosive Growth. 

He refers to himself as a moth to a flame when it comes to addressing hard problems. 

Running in place

Ralph points to the Red Queen in Alice in Wonderland as a perfect analogy for businesses all over the world. Though they run faster and faster, they stay in the same place.

People get seduced by shiny new objects such as AI, digital capability, and other buzzwords and they get caught up in a race. They are chasing the same objects everyone else is, but what will truly be different in a few years as a result of these things?

In many cases, companies simply burn up resources chasing after them, but they stay in the very same place.

Instead, he focuses on the new models and growth engines around the world and how people can take advantage of them.

Don’t run the Red Queen’s race, and don’t force your clients to run it either.

Instead, differentiate yourself and tell a good story. Understand real problems.

Tackling problems

Working with an entrepreneur in Kenya on an extremely challenging problem, Ralph discovered that new growth engines have emerged but people are still doing business the same way.

He worked to put his arms and legs around the patterns and commonalities that emerged, and he discovered four lessons of explosive growth.

He and the entrepreneur in Kenya worked together to figure out what capabilities they needed in order to solve their problem in a new way.

New 20 percent

For every organization, about 20 percent of capabilities drive 70 percent of value. But the 20 percent changes. What is the new 20 percent you need to be relevant tomorrow?

If you believe that we live in a fundamentally changing competitive environment, then it makes sense that the capabilities you need to take advantage of that environment are different.

To solve the problem in Kenya, the pair orchestrated a new 20 percent that solved the problems they were facing, and by the end of six months, they were producing in one day what they had previously produced in a week.

Mobility companies

When Detroit’s automakers announced two years ago that they were no longer car companies but were mobility companies, that was a reflection of a new 20 percent of capabilities that will drive value in the future.

Immediately, investments and partnerships between tech companies, data companies, analytic companies, and car companies emerged. Industry walls are coming down.

As a salesperson, refuse to run the Red Queen’s race. In a changed world, there’s are new strategic questions.

  • Where is the value being created and destroyed in the ecosystem in which my customers are engaged?
  • What is the new 20 percent of capabilities necessary to capture that new value?

Hesitation

Every existing organization by definition has been successful. It’s the reason they are in business today.

They’ve gotten where they are today by organizing what they do. They built products and methods and they get paid for it.

The problem is that the world shifts and making that shift is hard. Companies don’t always recognize the new capabilities that they need.

New competitors emerge with new capabilities and shrinking margins should clue us into the change.

Value captured is value seen. If you can’t see it, there’s no way you’ll be able to capture it. 

If you’re optimized for a world that no longer exists, that doesn’t work in a world of explosive growth companies. It isn’t enough to try to do more, better, faster, cheaper with what you’ve currently got.

Customer experience

Of course, customer experience is critical, but the way we’re thinking of it is inside out. Customers don’t care about our products themselves. They care about what our products allow them to do.

Customers don’t care about your credit card, but rather about what your credit card allows them to do. They buy a cup of coffee because of how it makes them feel and what it does for them.

Polishing up your products and services misses the fundamental point of what customers want to do and where they spend their time, energy, and resources.

All explosive growth rests on tackling friction in our customers’ lives. What are the friction points in the way our customers live their lives?

What are the new 20 percent capabilities I can develop to address those friction points?

If you believe that your competitive landscape has changed, that requires a new strategic question. You compete in a world of ecosystems rather than industries. Find a new 20 percent capabilities to solve your customers’ friction and begin to grow explosively.

“Grow Explosively” episode resources

Reach out to Ralph at www.topplebook.com where you can find out more about his book or connect with him.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

“The Sales Evangelist”

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review 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, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Donald Kelly, New Product Sales, Prospect.io, Brand New Product

TSE 947: How Do You Help Sell or Bring a Brand New Product to Market?

Donald Kelly, New Product Sales, Prospect.io, Brand New ProductBringing a revolutionary new product to market can be difficult, especially if you don’t yet have a community of supporters. Apple did it in 2007 with the iPhone, solving a problem that people weren’t even aware that they had. How can you capture people’s attention if you don’t already have that community?

Today on The Sales Evangelist, we’ll talk about how you bring a brand new product to market and get it to the masses.

Ideal customer

Steve Jobs was revolutionary. Even if you aren’t an Apple fan, the company changed the cell phone industry. It changed the music industry and other industries as well. But Apple had advantages that we don’t have.

For an average Joe that doesn’t have a huge community, how do you get your product to as many people as possible?

As a sales professional, or a marketer, or an entrepreneur, how do you accomplish that?

First, you must understand your ideal customer. We talk about this all the time because it’s vitally important, but people miss it.

We create products and services that we think people would like when in actuality they don’t.

Steve Jobs talks in his video launch about the years of research that Apple did, and the years of gathering information on user preferences, and the research to understand how people use their current phones.

Apple identified how people were using their phones, where the gaps were, and then addressed how iPhone filled in the gaps that users had. Apple found solutions to problems that people hadn’t even identified.

Problems

If you aren’t able to identify the problems that people want to get solved, that’s the next big focus.

Your audience may not realize that they have a problem yet. Henry Ford once said that if he had asked people how to improve transportation, they might have said they needed better whips or faster buggies. They didn’t understand the possibilities that were available.

The key is to educate the masses.

Influencers

Find influencers or people who already have the ear of your buyer.

In the example of a phone, find tech websites or folks who do online reviews of tech products. Many of them have Youtube channels and Instagram channels and you can grab their attention, or even consider paying them to review your product and help bring it to the people they help.

People who are launching products try to appear as many places as possible. How can you make sure as many people as possible see you?

The Squatty Potty took a product that wasn’t necessarily revolutionary, but they educated people about the need for the product.

Take advantage of local events or other opportunities to introduce people to your product.

Airbnb

Airbnb emerged during the Democratic National Convention in 2008 when people couldn’t find enough hotels.

The company shed light on a huge problem and offered an easy solution by having people use their homes as hotels.

Is there a problem in society that you can shed light on and launch a solution to, even if it isn’t a nationwide or worldwide problem? Is there a local problem you can latch onto and utilize the news angle to help you educate people?

When we launched The Sales Evangelist podcast, we were mentioned in Entrepreneur magazine. We took that information and went to the local news folks and they wrote stories about us in local journals. Then a local news channel picked up the story.

We didn’t pay for any of it. We used our mention to grow our brand and our podcast.

Look to other products and brands to see how they have navigated their launch.

One-to-many

Find ways to go one-to-many as opposed to one-to-one. Sometimes when we get a new product, we try to grow it by having the people we know share it with the people they know, and that approach does work sometimes.

Instead, find pockets of ideal customers. Go on podcasts. Create a Youtube channel.

When Russell Brunson launched the book Click Secrets, he appeared everywhere. He went to conferences and other places where his potential clients were. He had a funnel on the back end, but he also had affiliates who helped him spread the word.

Find people who have one-to-many voices to help you.

These aren’t the only ways, and we could talk for hours. Look and see where success leaves clues.

“Bring a Brand New Product to Market” episode resources

Check out the video launch of the iPhone in 2007. Although it’s a long video, there’s a lot of interesting information.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Jereshia Hawks, Sales Funnel, Sales Consultant, Donald Kelly

TSE 939: Sales From The Street: “Ditch The Funnel”

The traditional funnel works in a lot of industries for many sellers. It’s always true, though, that no single industry is exactly the same.  In some cases, sellers have to find a different way to operate. Jereshia Hawk had to ditch the funnel.

Today on Sales From The Street, Jereshia Hawk shares how she shifted her mindset from exchanging time for money to helping people find a solution to their problems.

Jereshia calls herself a corporate dropout, having left a job as a pipeline engineer to become an online income strategies coach and consultant. She teaches a simple way to sell services online.

Finding “worth”

Jereshia left a large corporate pipeline project because she wanted women of color to have a voice at the business table. She believed that entrepreneurship was an economic equalizer, but she compared her early efforts to “throwing spaghetti at the wall” to see what might work.

She launched two coaching programs at ridiculously cheap prices and then doubled the price every time she sold it. When she reached the point where no one bought it, she was heartbroken.

She called it a new concept that people would pay her for something that wasn’t tangible. It was a foreign concept that people would pay for intellectual property.

She didn’t understand the value exchange and how to adequately price for the value and transformation she was providing.

Imposter syndrome

Jereshia forced herself to decide whether this was simply a hobby or something that she was truly going to invest in.

She decided to develop a recipe; to implement a strategy that would help her find future success.

She realized she was struggling with imposter syndrome. Jereshia didn’t believe she was qualified to charge money for a service, and she also didn’t believe that people would actually pay her for it.

She realized that she had to shift her mindset.

Mimicking others

Until she shifted her mindset, she was trying to sell everything under the sun. She mimicked the things that helped other entrepreneurs be successful.

She had opt-ins, membership sites, digital products, trip wires, upsells and all kinds of content.

Then she realized that there had to be a simpler way. She realized the funnel wasn’t working for her.

She flipped the funnel, and instead of focusing on finding a bunch of leads and coaxing them through a funnel process, she worked to solve a single problem well.

Jereshia worked to solve a problem that people needed help with at a higher price point.

Warmup

In a traditional funnel, you warm up your audience.

Jereshia wanted to simply figure out how to sell something consistently.

The best way to do that, she realized, was to focus on one core offer and learn to sell that really, really well. She focused on solving just one problem.

Then, she picked just one person in her target market, picked one problem to solve, and packaged a single process that became her signature service.

That’s when the game changed for her.

The outcome

After she changed her process, she got an offer of $9,000, where before she hadn’t been able to sell a $900 offer.

Over a six-month period, she grew her offer to $9,000, and six people bought it.

She offered a six-month mastermind teaching business owners to break through the six-figure mark.

Jereshia booked more than $60,000 in sales in one month, and that created the cash cushion that allowed her to quit her job.

Lean launch

She created a process involving basic sales psychology and the three core stages of awareness.

Once they develop awareness and realize they have a problem, they begin searching for a solution and ultimately they evaluate who they will buy from.

To address that, she created Facebook live videos based on those three stages of awareness and structured those videos over the course of two months. She used those videos to warm up her audience.

She believes that anyone earning less than six figures should begin with a more lean approach to selling and should return to business basics. Advanced funnels work, but if you don’t have a solid enough offer, it will be tough for you to land those deals.

The lean launch is a really solid foundation for any service-based business.

She now helps customers package their programs and services and she walks them through the entire four-step process to package their offer, price it, position it, and then profit from it.

“Ditch The Funnel”

If you’d like to connect with Jereshia and hear more about her signature service, check out her live 90-minute crash course which breaks down her methodology and strategy. Learn more about Jereshia at her website, jereshiahawk.com, or connect with her on Instagram, LinkedIn, or other social media platforms.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Marketing, Sales, Thiefaine, Podcast, Prouduct

TSE 894: Sales From The Street-“Learn Marketing”

 

Thiefaine Magre, The Sales Evangelist

 

 

 

 

When sales are good, life is good. So what do you do if you’re a brand new business that isn’t making enough money to pay the bills? When larger companies believe you’re too new to trust, you must learn marketing in order to help others get to know your business.

On today’s episode of Sales From the Street, Thiefaine Magre, COO of Prouduct, talks about making the transition from a guaranteed position to an emerging business, and how he realized the need to learn marketing.

Once Thiefaine and his partners understood the importance of marketing, they made some key moves that propelled their sourcing business forward.

Name recognition

Thiefaine recalled being confused by the fact that, when he earned a guaranteed paycheck with a skate company, he was able to find plenty of customers. Then, when he branched out on his own, he wasn’t finding sales.

Despite the team’s hustle, they weren’t generating sales.

They quickly realized the need to learn marketing in order to help people recognize the business.

Thiefaine realized that his previous success stemmed from the fact that people recognized the name of the skate products: they saw people riding the boards around town and at competitions.

Despite their efforts at cold-calling, reaching out to friends, contacting other businesses, and asking for referrals, nothing helped.

Everything changed when the team landed an interview on John Lee Dumas’ podcast.

Credibility

Thiefaine calls that podcast appearance the tipping point for Prouduct.

Not only did John Lee Dumas mention the company, it turns out he had his own product that he thought might benefit from sourcing help. As a result, there was a separate conversation after the podcast centered around helping John source his own product.

John’s listeners heard about the relationship and reached out to Prouduct for their own businesses.

That single podcast, Thiefaine said, launched countless leads, and earned them millions of dollars. The referral and testimonial that resulted from working with John gave the company credibility.

It also gave Prouduct access to John’s already significant audience.

Marketing tactics

Thiefaine recommends taking advantage of as many marketing tactics as possible in order to maximize your company’s reach.

He believes that traditional channels like TV or national media don’t often benefit companies who aren’t highly funded, because they aren’t equipped to deal with the potential influx of business.

If you want to do podcasts, choose very focused podcasts that are in your area. Same with blogs. Begin with the ones that reach your target customer and grow into a more general audience from there.

Referrals

Behind marketing, referrals have been the largest source of revenue for the Prouduct team.

Thiefaine points out, though, that previous customers aren’t the only source of referrals.

Other entrepreneurs have been a great source of business for the company, and he believes the same can be true for you.

When entrepreneurs get together to share ideas and experiences, it’s a perfect opportunity for a prospect to hear about the work that your company is doing.

In their case, the Prouduct team was sourcing a business that creates teepees, and the business owner shared Prouduct’s information with a fellow entrepreneur.

The referral likely generated almost half a million dollars in sales.

The key is to hang on until you get your break. Keep trying different things until you find your opportunity.

“Learn Marketing” episode resources

Connect with Prouduct for more information about sourcing your product and protecting against supply chain failure.

You can also connect with him on his website, ThiefaineMagre.com.

We bring on guests like Thiefaine because we want to help you be more successful. Research podcasting to find out whether it’s a good fit for your and your organization. Whether you appear on other episodes or create your own, podcasting might be a good option.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint for all the things buyers say they expect from sellers and want from sellers.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

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Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

TSE 873: The Challenges of Selling As An Entrepreneur Part 1

Bryan Hendrick, Donald Kelly, Entrepreneur, Selling

Entrepreneurs, regardless of their industry, must learn to succeed in sales. Selling as an entrepreneur is challenging because you don’t necessarily have the same resources you had when you worked for a big company. As an entrepreneur, you have to do the sales, the fulfillment, and everything in between.

Today, Bryan Hendrick from our The Sales Evangelist Hustler’s League online group coaching program talks about how he made the transition to entrepreneurship, and the challenges he overcame during the process.

Several years ago, Bryan realized that his financial future wasn’t as secure as he would have hoped, and he knew he needed to make a change. He founded Cascadian Landworks in a city he had no real contacts in and has grown his construction company to four employees.

Building from scratch

Many entrepreneurs in the construction field venture out on their own after years in the industry. The transition is a bit smoother because they have years’ worth of connections. When they branch out, they simply let their contacts know that they’re going out on their own.

Bryan, on the other hand, started out in a city he didn’t know well in an industry he was relatively new to. He had a rough plan moving forward, but he didn’t have all the details worked out.

Bryan owned one truck plus $9,000 to buy a dump trailer; he had no real financial buffer to get him through a few dry months.

He needed to hit the ground running on day one, and he recognizes now that having his back against the wall forced him to succeed.

When one of his early projects cost about $2,000 more than he contracted for, he remembers being in a “pit of despair.”

Fortunately, he knew that tough times were part of the equation, and he kept fighting.

Learning to sell

Bryan’s only real sales experience was a job selling cameras at an electronics store, and he quickly figured out that the B2C model was exceptionally difficult in the paver business. He discovered that he knew nothing about cold calling and outbound selling.

Because he didn’t have much visibility, he figured marketing was the key to success. When he shifted to a B2C sales model, he was much more successful, because general contractors were easier to locate than individual homeowners who needed pavers.

He started looking for email templates that would help him know what he didn’t know. Bryan discovered blogs and podcasts that helped him shift his focus from marketing to actually selling. He learned to reach out directly through more traditional methods.

Thinking big

Very often entrepreneurs focus on landing small deals because they are hesitant to go for the bigger ones.

In Bryan’s case, landing a $200,000 job in an industry that pays after work is complete meant lining up all his resources to make sure the project was completed properly and on time.

Additionally, large projects for him require sufficient manpower and significant risk: if he doesn’t get paid for a $200,000 job, he may not recover.

The biggest shift for him was his mindset and learning to master his cash flow so he could scale his projects.

“Selling As An Entrepreneur” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

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Brian Margolis, The Index Card Business Plan, Donald Kelly, Sales Plan

TSE 863: The Index Card Business Plan

Brian Margolis, The Index Card Business Plan, Donald Kelly, Sales PlanMany sales professionals rely on their talent and work ethic to help them succeed. They believe that if they go more and do more, they’ll achieve greater returns. They fail to realize that strategy is the key to real growth. Brian Margolis, the author of The Index Card Business Plan for Sales Pros and Entrepreneurshas developed a unique index card business plan to improve strategy.

On today’s episode of The Sales Evangelist, we talk with. Brian’s understanding of strategy helps sales pros apply all of their knowledge and skill to move their business to the next level.

Understand pillars.

Pillars are the activity you have to complete every week that is 100 percent in your control.

Pillars must be proactive. They must be significant to your income and your productivity, but pillars do not have immediate consequences. Prospecting, for example, is significant to your business, but your next paycheck won’t be immediately impacted by your failure to prospect.

Pillars must be high-leverage activities that produce big results. They must also be predictable or repeatable, such as reaching out to a certain number of prospects each week.

Pillars are something you already know how to do effectively, but that doesn’t mean you shouldn’t tackle new ideas. If, for example, you could use help with prospecting, your pillar would be to spend an hour a week studying prospecting. Because you already know how to learn, the pillar activity is the learning.

Pillars must be measurably weekly so that you can cross it off your list at some point. They also must be things that aren’t already habits.

Determine your pillars.

Begin by identifying one thing you already do effectively that could increase your business if you did it more. The answers will lead you to your pillars.

Perhaps you need to increase your followup; generate more prospects; create more content. Whatever they are, choose the skills that would impact your business if you improved them.

For example, if I take the time to create a Hitlist of my best prospects each week, my prospecting would improve because I’d be focused on the right people.

One of Brian’s clients developed the following pillars:

  • Schedule 15 future meetings each week; 7 of those must be million dollar meetings.
  • Send five non-sale touches each week to nurture existing relationships.
  • Spend two hours each week sharpening skill sets. (reading, improving messaging)
  • Complete three workouts a week.

Pillars can help you master the mundane: the things you know you should do but that you avoid. If we invested time doing them instead of seeking silver bullets to help us avoid them, we would likely see results.

Being good at something doesn’t guarantee success. You must have a strategy. The index card business plan can help.

“Index Card Business Plan”

Grab a copy of Brian’s book, The Index Card Business Plan for Sales Pros and Entrepreneurs. It’s a guide to help overwhelmed sales professionals stop being reactive, and instead develop strategies to move their business to the next level. It will help you channel your existing skills into an actual strategy, and to help you synthesize your existing knowledge.

Connect with Brian on LinkedIn or on his website productivitygiant.com, and grab a copy of his free report on simplifying your own strategy.

Consider giving a copy of the book Stop Selling & Start Leading as a thank you gift to someone who provided a referral. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

The Sales Evangelist Hustler’s League is an online coaching program designed to help sellers of all levels and all industries improve. It’s an opportunity to share ideas and interact with other sellers from around the world.

Also check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Audio provided by Free SFX.

 

Objections, Donald Kelly, How to handle objections

TSE 787: Why They Should NOT Buy

Objections, Donald Kelly, How to handle objectionsSometimes, your customers shouldn’t buy from you. We don’t often think about that as sales professionals, but we should. Sometimes, their objections are correct.

In today’s episode, we discuss why you should empathize with your customers and put yourself in their shoes. The more empathetic we are, the more likely we are to persuade them to purchase our product or service. We’ll build credibility.

Recently, for example, I generated a Facebook podcast that asked people about the biggest problem they have with sellers. The most frequent response was that people didn’t like how pushy salespeople were.

We aren’t all pushy, of course, but we have to deal with that public perception. Obviously, we want to make money, but we can’t allow that to be our push.

Your job as a sales professional is to persuade people to buy your product or service. We often focus on making money instead of adding value.

[Tweet “Our goal as sales professionals should be to find solutions to challenges rather than pushing a sale for our own gain.” #SalesSolutions]

In this episode:

  • Hear how customers work to disqualify you and your products and services.
  • Learn the questions you can ask to understand the competition and identify with the customer.
  • Understand the role your commission does or more realistically doesn’t, play in the sale.

Objections

When you empathize with your customers and establish credibility, your customer will be more likely to recognize you as the solution to her problems.

Establish what sets you apart from the competition. Identify the ways your prospect is seeking to disqualify you as an option. You’ll be better prepared to create content that is molded to your customer.

If you or your team could benefit from learning to build value with your prospects, the April semester of The Sales Associate Hustler’s League is a group coaching program designed to help sales professionals, entrepreneurs, and sellers of all levels.

Each week’s training addresses concepts or training relevant to the theme of the training. For the month of April, it’s building value. Visit thesalesevangelist.com/hustlers.

 

The Greatest Showman, Huge Jackman, Entreprenure, The Sales Evangelist

TSE BLOG 020: 6 Sales and Entrepreneur Lessons I Learn From The Greatest Showman

The Greatest Showman, Huge Jackman, Entreprenure, The Sales EvangelistIf you haven’t seen “The Greatest Showman,” consider this: it’s much more than a movie or musical. As an entrepreneur and a seller, I took away many great principles.

The movie has many more lessons in entrepreneurship; a how-to guide for those looking to grow their careers; a study in sales, and the things that will help us succeed.

Watch for these 6 lessons when you see the movie:

1. Identify your “why.”

P.T. Barnum came from nothing. His wife hailed from a wealthy family, and Barnum wanted to provide the kind of life she had always known. He also wanted to prove himself to her father, who doubted his abilities. Proving himself became his “why.”

My own family was without a home for a period when I was in high school, so we stayed with friends and family. I watched my mom scrape money together to buy the things we needed, and that experience created in me a drive to succeed. I’m no millionaire, but the desire to provide for my family pushes me to work hard every day.

What gets you out of bed every morning? Knowing your “why” will help you persevere when challenges arise. As an entrepreneur this is critical.

2. Work beyond “no.”

Barnum was repeatedly rejected but he found creative ways to work around it. When he was fired from his job because his company’s fleet of ships sank into the sea, he took the deed from one of those sunken ships and used it as collateral to secure a business loan.

Be ethical, but be creative. When one opportunity dies, work to find another option.

Barnum’s daughter suggested his idea for a wax museum might work better if it featured live people, and his idea for a circus was born.

As an entrepreneur, do you allow rejection to derail your plans or do you find creative ways to work around it?

3. Determine how much is enough.

Barnum was obsessed with the idea of being the best in the world. He allowed it to consume his life to the exclusion of everything else.

The drive to improve is a good thing, but you must maintain your priorities. Don’t allow your drive for success, sabotage your relationships.

Have a number in your mind that represents “enough” and be willing to stop striving when you reach it. If you believe there will never be enough, ensure that your drive to achieve doesn’t cost you your family.

Consider delegating tasks. Work smarter, not harder.

How much is enough for you?

4. Add value.

P.T. Barnum encountered a young man who was dwarf and asked him to join the emerging circus. The young man refused because he didn’t want to be laughed at. Barnum pointed out that people were already laughing at him; at least this way he would be earning money.

Barnum was so focused on his own agenda that he failed to see what the young man wanted. No one wants to be ridiculed no matter how much money he or she will get.

Sales professionals make this mistake all the time. We sell customers what we want them to have instead of creating value for them.

Eventually, Barnum realized the young man wanted to be respected and admired instead of ridiculed. He discovered that the young man wanted to be a soldier, so Barnum offered him a chance to lead the circus on horseback, dressed like a soldier, wielding a sword.

Suddenly, the young man was engaged because Barnum offered something he wanted.

What matters most to your customers? How can you add value to them?

5. Never lose focus.

Distractions surround us. Anything that doesn’t move us toward our goals can be considered a distraction.

At one point, Barnum became so focused on gaining acceptance from the aristocrats that he neglected his family.

It happens to all of us, but when we recognize it, we can move back on track.

What distractions are interfering with your goals? As a seller or entrepreneur, how are you handling the shiny object syndrome?

6. Lead more often than you sell.

Barnum recruited people that society rejected; people whose differences made them “freaks.”

Barnum initially failed to realize that he had created a family for them. They were finally accepted by people because of their entertainment value. He made them part of something bigger than themselves. He inspired them.

If you find yourself focusing on numbers, look at the people around you. Find out what they need or want most. Share your vision. Develop followers.

Are you inspiring people to take action and become part of a cause bigger than themselves?

Barnum’s lessons are timeless, and they apply to all industries and experience levels. He chased his dream and learned from his mistakes.

Set goals and do everything in your power to achieve them. Refuse to be diverted from your path and inspire others along the way.

As an entrepreneur or seller, strive to be better every day and be intentional about the things you do.

Above all, do big things.

PS, check out my podcast on the topic as well.

Sales Manager, VP, CEO, The Sales Evangelist

TSE BLOG 017: 22 South Florida Entrepreneurs and Sales Leaders Doing Big Things

Sales Manager, VP, CEO, The Sales EvangelistThe key to success is proximity.

According to Tony Robbins, you’re far more likely to be successful if you surround yourself with people who are playing the game at a higher level than you are.

It allows you to model already-proven strategies, shaving valuable time off your timeline.

So why not start close to home?

The following 22 people are entrepreneurs who live in our midst. They call South Florida home, and they have demonstrated success in their respective fields. Learning their stories and studying their techniques could translate to career and personal success.

Many of the companies represented below landed on Inc.’s list of the 5000 fastest growing companies, and some of them have been there for years.

Jorge Plasencia Co-Founder, Chairman & CEO of Republica, one of America’s leading and fastest-growing independent marketing and communications agencies. República is an international agency creating relevant, enduring connections between brands and people across culture, language, and technology. The Miami based company generates north of $15 million in revenue.

Brett Forman is the founder and CEO of Forman Capital, a real estate lender for bridge and commercial real estate loans. The Boynton Beach company generated $7.9 million in revenue in 2016, landing it at #4252 on the Inc. 5000 list.

 

 

Suzan McDowell is the president & CEO of Circle of One Marketing, a full-service marketing and advertising agency with a tilt towards the African American and Caribbean markets. Circle of One has developed successful multicultural campaigns for a wide range of clients, across all types of media. The company generates about $2 million in annual revenue.

 

Maria Salazar is the Director of Sales at Azulle, #249 on this year’s list. Azulle, based out of North Miami Beach, boasts a line of mini PC’s, tablets, and the Quantum Access computer. The company seeks to bring affordable and innovative technology to businesses and families, generating $6.3 million in revenue.

Adam Mopsick is the CEO of Amicon Management in Miami. The real estate and construction company generated $2 million in revenue last year, earning it the #1232 on the Inc. 5000 list.

 

 

Niles Tagliamonte is the Vice President of Sales for Endosystems, based out of Fort Lauderdale. The B2B company distributes equipment and devices related to the aesthetic and wellness industry. Endosystems is #1412 on Inc.’s list, with a revenue value of $3.2 million.

 

 

Brian Scheel serves as the Vice President of Sales for Arrow Consulting & Design, a software development firm headquartered in West Palm Beach. With revenue of $10.3 million, Arrow has twice been named to the Inc. 5,000 — in 2015 and again in 2016.

 

 

Robin Tidrick of PaperStreet Web Design is Sales Director at the Fort Lauderdale-based company. With a 2016 revenue of $3.4 million, PaperStreet offers website design, internet marketing, SEO and content services. Founded in 2001, the company has served more than 1,300 firms since its inception.

 

Alexander Nygart and Gary Garth co-founded White Shark Media, a digital marketing company that tailors online marketing solutions for small and medium-sized businesses. Ranked #786 on the Inc. 5000, the Miami-based agency had a 2016 revenue of $10 million and was included on the previous two years’ lists as well. White Shark Media was also ranked #18 on Inc.’s list of Top Miami companies.

Kevin V. Michael is the co-founder and managing partner of Invizio, LLC, a South Florida IT services and consulting firm dedicated to helping businesses maximize their use of technology. He oversees business development, strategic relationship development and client relations for the company. The company generates about $6.2 million in annual revenue.

 

Ron Green is the President and CEO of Greenlight Staffing Group, an IT staffing firm in Hollywood, Fl., that offers temporary, contract and permanent staffing to various industries. Greenlight has made the Inc. 5000 list for the past two years and generated $3.1 million in revenue in 2016.

 

 

Jessica Massad is the founder and CEO of Collateral Management, a network of appraisers that provides valuation services for both commercial and residential properties. This year’s #1589 ranking marks the third time the Fort Lauderdale-based company has made the 5000 list, and the company generated $10.8 million in revenue last year.

 

Eric Rhoads is the founder and CEO of Streamline Publishing in Boca Raton. In its 20th year, the company generated $5.6 million in 2016 and made the Inc. 5000 list for the third consecutive year. Streamline is anchored in the traditional printing of consumer and trade magazines and is also well-versed in digital radio and video products.

 

Richard Ticktin is the CEO of Synergy Labs, the manufacturer of dog and cat hard-goods in Fort Lauderdale. Synergy Labs earned the #1469 spot on the Inc. 5000 list with $8.7 million in revenue and 276% growth. Synergy boasts its own R&D laboratory and its own chemists, and it supplies more than 40 countries.

 

Henry Woodman is the President of ICE Portal in Hollywood, FL. ICE Portal is a technology company that helps hotels produce and distribute visual content to clients, generating $2.3 million in revenue in 2016.   

 

 

Paul Rubenstein is the managing partner of Convert IT Marketing in Fort Lauderdale, an advertising, and marketing firm that specializes in internet marketing for law firms. The company earned the #1676 spot on Inc.’s list and generated $6.2 million in revenue last year.

 

 

Christine Phipps is the president of Phipps Reporting — a company that provides transcription, deposition and litigation services to the legal industry. The West Palm Beach company generated $8.6 million in 2016 and earned the #1915 ranking on the Inc. 5000 list. This year was the company’s fourth consecutive appearance on the list.

 

Sylvain Faber founded Eyevertising in 2010. The promotional product supplier, based out of Miami, generated a reported $2.4 million in 2016, and it holds six U.S. patents for its custom pinhole sunglasses.

 

 

Patrick Barnhill is the founder and president of Specialist ID, a distributor of photo identification badges and accessories in Miami. The company generated $3.7 million in 2016 and earned a spot on the Inc. 5000 list for the third consecutive year.

 

Gary Vermaas is the CEO of Base4, a management company that assembles teams of architects and engineers to design resorts, theme parks, hotels, and hospitals as well as retail, commercial and institutional buildings. The company generated $5.7 million in 2016, earning it the #1607 on the Inc. 5000 list. Base4 also earned a spot on the list in 2016.

 

Nicholas Santillo is the president and co-founder of Fractl, a Delray Beach advertising and marketing firm that gets attention for clients through viral content and media mentions. Fractl generated $5.1 million in revenue in 2016, and it landed at #1053 on the Inc. 5000 list.

 

 

Increase Your Odds of Success

LinkedIn recently surpassed 500 million members.

The networking giant estimates that each new contact you make reflects 400 potential relationships, 100 potential companies, and 500 potential jobs.

Be deliberate with your time. Invest your time in things that have an impact. Maximize your time by learning important lessons from the people who have already learned them.

Start with the people in your neck of the woods. Start with successful entrepreneurs on LinkedIn.

Use proximity to your advantage.

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 640: TSE Hustler’s League-“Unique Factor”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueWhat makes you stand out against everyone else? Today’s snippet taken from our previous episodes at the TSE Hustler’s League is about how you can have that differentiating factor.

  1. Think about what you have to offer.

In the last situation where you lost the deal, were you pushing the product or were you pushing a solution?

We have all heard this term before, the USP (Unique Selling Proposition). It doesn’t necessarily mean it’s the killer. Some people even confuse it as their one-hit-wonder that if you have a unique selling proposition, everyone will then be able to choose your product or service.

You may have a USP but that doesn’t necessarily mean that’s the solution to the customer’s problem. The USP will help you get the date but it doesn’t mean it’s going to help you get married. It may help you get the prospect’s attention. But it doesn’t mean it will help you close the deal at the end.

  1. Be different.

A majority of sales reps and entrepreneurs go on with the USP. But oftentimes, the USP sounds a lot like everybody else. This is not what’s going to generate you any money.

Seller differentiates the product or service from the others. As a sales rep, your job is to create that credibility but also, create a differentiating factor through the product and service by understanding the needs of the client before you start pitching.

Differentiate in the right areas by tailoring your conversations and tailoring your selling and demonstrate what you preach in the sales process.

Two things prospects look:

  • Overall distinction
  • Perception of scarcity (This doesn’t mean being the only one but it can also mean being uncommon.)

Episode Resources:

Maximum Influence by Kurt Mortensen

Join the TSE Hustler’s League.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

 

Pricing, Donald Kelly, The Sales Evangelist

TSE 619: Sales From The Street-“Should I Share My Price?”

Pricing, Donald Kelly, The Sales EvangelistScared of putting your price on your website? Some entrepreneurs I know are afraid of putting their coaching prices on their website. I had a fair share of that fear too because I thought I was going to push people away or they won’t want to talk to me anymore.

Your time is valuable.

As an entrepreneur, you’re basically doing everything in the whole organization so you can’t waste your time on people who are not going to be a fit for your business. The good thing about setting a price on your website is that people who wanted it and are a good fit for it would be the ones to reach out to you.

What went wrong?

People told me not to put a price on the website and so I did but it essentially dried up my sales leads for coaching. People stopped asking or having deeper conversations. So I had to find my leads through other resources.

What I had to do to overcome this challenge:

But guess what happened when I finally put my price back on the website? It was like turning the faucet back on and people started to inquire more about coaching. People started to set appointments with me and have conversations. Then out of those who inquired after researching and reading the information on the coaching page and have been able to get on a call with me, about 99% of them became clients.

The Power of Empowerment and Giving Value

They saw the price. They knew what it was and knew the value in it and saw the services, they got all the information. I empowered them beforehand. The funny thing about many people is that they get you on a consultative call or a discovery call and a chat with you. Then they would try to sell you on the call to get their product or service. Instead, bring value to the table. In my case, I give value through this podcast or through my online workshops, or through the TSE Hustler’s League, and some of the other free content we give out. That said, people were able to experience the kind of value I bring. Then they would decide to go into the funnel and find their options and choose whatever is in their price range.

Another thing people don’t want to put price on their website is because they’re afraid of losing opportunities but you can’t lose something you’ve never had. You never had the business to begin with in the first place. And who said that individual would have bought from you? You can’t predict it actually. Just present the information so when the time comes for meaningful conversation, then only meaningful conversation happens.

Today’s Major Takeaway:

If you have a set product price, don’t be afraid of advertising that price on your website.

Episode Resources:

Maximum Influence by Kurt Mortensen

Join the TSE Hustler’s League.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

 

Joe Carlen, Donald Kelly, The Sales Evangelist

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of Time

TSE 613: Five Mistakes Entrepreneurs Have Made Since the Beginning of TimeToday’s guest is Joe Carlen, Co-Founder of Value Guards, LLC and practitioner of business valuations, patent valuations, and marketing assessments. He is consulting for hundreds of entrepreneurs and companies over the past 15 years including Westinghouse and Unicom Technology. Joe is also the author of the book A Brief History of Entrepreneurship and today he shares with us the five mistakes entrepreneurs have made since the beginning of time along with some concrete examples.

Here are the highlights of my conversation with Joe:

5 Mistakes Entrepreneurs Made Since the Beginning of Time

  1. Imagination over execution

People have very innovative ideas and they fall in love with their product or service but giving less attention to the market and they may not be great at executing their wonderful concept because they’re either not selling it aggressively or they don’t have a market for it.

Examples:

Phoenicians built the first intercontinental empire. They were very aggressive distributors and salespeople. They can create knock of art and even inferior quality to other civilizations but they would sell more because they have distribution centers and they sell very aggressively.

An industrial revolution in Britain with a whole series of inventor-entrepreneurs who have set the mold for the Steve Job’s of today. They basically invented things that transformed industries. Samuel Crompton had tremendous product innovations but he never panned it properly and he never promoted his invention properly. Whereas there were those who didn’t invent anything but were aggressive salespeople and became extraordinarily wealthy.

  1. Arrogance

In Ancient Rome, Patricians were the noble people and they looked down on hard work as well as entrepreneurship. The slaves then became the entrepreneurial class in Rome and eventually many of them became very wealthy and made their way to nobility. Another example is the early stages of rock and roll.

  1. Insufficient nerve or confidence

These are the people who don’t have the nerve to make certain leaps. An example that illustrates this is MercadoLibre, the eBay of Latin America. It was started by an Argentinian who studied business school in Stanford and one time he offered a venture capitalist lecturer a ride to the airport and actually pitched his product. Four days after, he got the seed capital for his business. That guy is now a billionaire.

Salesmanship and entrepreneurship tie in very strongly in this situation because learning how to handle rejection and embarrassment can make a huge difference on the entrepreneurial side.

  1. Insufficient financing

The reason English and Dutch merchant companies were more successful than the French merchant companies is because of financing. They would pool resources and get investors to commit different sums of money and they have a strong pool of investors.

Many entrepreneurs tend to overestimate the early stage sales potential of what they’re doing and tend to underestimate the potential expenses. So you have to be conservative when it comes to financing and make sure you have the requisite resources to make something working.

  1. Blurring the line between entrepreneur and manager

People who are gifted at innovation are not always gifted as selling, much less managing. Some people with innovator-type personalities just don’t feel comfortable with sales.

Very often, the entrepreneur is the visionary and sometimes let people take it off from there and others are good at coming up with an idea and building the business to a certain point but they’re not consolidators so an administrative takes over.

There are few Steve Jobs in the world who are people that are both great innovators and successful managers. So figure out your strengths and weaknesses and bring on the right complementary people.

Joe’s Major Takeaway:

Make sure your vision has realistic a plan behind it as much as possible. Be able to translate it into something that is practical and has the right financial and human resources behind it.

Episode Resources:

Check out Joe on www.value-guards.com.

A Brief History of Entrepreneurship by Joe Carlen

The E-Myth Revisited by Michael Gerber

Join the TSE Hustler’s League.

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.

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Felena Hanson, Hera Hub, Donald Kelly, The Sales Evangelist

TSE 606: How To Shift Your Mindset From Playing It Safe To Taking The Leap

Felena Hanson, Hera Hub, Donald Kelly, The Sales EvangelistStill playing it safe? Afraid to take that leap? Our guest today is Felena Hanson and she shares with us how she got inspired to start her business and she teaches us how you can essentially shift that mindset from playing it safe to taking the leap.

Felena Hanson is an entrepreneur, a marketing maven, and an author. She is the CEO of Hera Hub, a spa-inspired shared workspace and business accelerator designed for female entrepreneurs. With headquarters in San Diego, Hera Hub is spread across the globe and they’re continuing to expand. Her book, Flight Club: Rebel, Reinvent, and Thrive: How to Launch Your Dream Business.

Here are the highlights of my conversation with Felena:

What Hera Hub provides:

  • Spa-inspired workspace that’s also very professional and productive
  • Significant education
  • Mentoring
  • Support resources

Reasons for playing it safe:

  • This is what we’ve been taught growing up. We’ve been conditioned to play it safe. But times have changed now. You have to control your own destiny.
  • People are afraid and they feel like you have to go right off to the sunset by yourself.

The Entrepreneur Mindset

People say in the next three years, half the knowledge-based workforce will be independent. So you need to think and act like an entrepreneur.

Finding a Community

Surround yourself with the right people. Find that support. Reach out to like-minded folks who are at the same stage as you and become a student. Ask questions. This is why joining a coworking space or a business accelerator is so critical.

Is a Coworking Space Expensive?

Felena explains launching a business and failing is much more expensive than investing a couple hundred dollars in a workspace. Finding support and resources is so critical. Don’t shortchange yourself in so many ways by not stepping into that.

How Hera Hub can help their members:

  • Steps to Startup – a platform that walks the entrepreneur through the 17 foundational steps to launch their business through multiple live workshops and more.
  • Strategic planning
  • Group workshops
  • Financial projections and revenue funnels

Things to focus on when building a startup:

  1. Execution

You may have a good idea but are people willing to hand you money for that idea. Talk to people. Go out and do a lot of primary research. Talk to your target customer. Obviously, people love the idea of coming up with ideas but the actual execution of things is another story. Execution is what matters.

  1. Financials

This is around the operation side of the business such as bookkeeping, record-keeping, insurance, and quarterly taxes. What you find on the internet can be overwhelming and there is a sequence to those. Felena’s platform is built to simplify the process so you can take care of these things.

  1. Mindset of imperfection

It’s never going to be perfect. Your website is never going to be perfect or your business plan is never going to be perfect. But just get it out there and be okay with that. Many have fallen in love with this idea of launching a business but they actually never really launch so you have to be okay to get it out there. You will never have it all figured out. Be okay with figuring out as you go and being scrappy.

  1. Follow through

A lot of people have this shiny object syndrome and if you don’t follow through with at least one or two ideas, you’re never really going to make it.

How Felena got inspired to build a coworking space:

Felena has been running her marketing strategy company out of her house for nearly eight years and had built a community and been involved in launching and growing a couple of professional women’s organizations. But she was struggling with lack of creativity in her business and the isolation of running the day-to-day of her business while running all the other events and workshops helping other people launch their business.

She hosted an event in San Diego in 2010, which was the only coworking space at that time with hip and cool design, concrete floors and beer kegs and ping-pong tables but shortly realized it wasn’t really her tribe.

Seeing a lot of these coworking spaces were geared towards the tech demographics, she wanted a softer environment to work in and to create a space where women could come and truly support one another and change the tone of business from a competitive model to a collaborative model. As a result, Felena built her first space in 2011 and two additional locations in the next two years.

Felena’s vision is 20,000 women by 2020

Felena is looking at this trajectory of impacting other industries and grow other locations around the world. Hera Hub is spreading across the U.S. including Phoenix and Washington, D.C.

Type of people Hera Hub is looking for:

Folks with a variety of experience as they seek to build a full-circle support system including:

  • Professional service providers
  • Solopreneurs
  • Attorneys
  • Sales consultants, PR, Marketing strategists
  • Nonprofit organizations
  • Social impact entrepreneurs
  • People on the consulting side

Episode Resources:

Hera Hub

Steps to Startup

Flight Club: Rebel, Reinvent, and Thrive: How to Launch Your Dream Business by Felena Hanson

Ready, Fire, Aim by Michael Masterson

Join the TSE Hustler’s League.

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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

Jason Avery, Donald Kelly, Contractor Success

604: Sales From The Street-“Time Is Money”

AJason Avery, Donald Kelly, Contractor Successre you making sure you’re casting your net to your target? Otherwise, you may just be wasting your time doing all things that you could have delegated to others. Today’s guest is Jason Avery. He has been part of the contracting world and he has helped many contractors to become effective in their business amidst the bad rap contractors have.

Jason is sharing some of his great insights into how you can understand contractors better regardless of which industry you’re in, specifically focusing on how critical balancing your time is.

Jason is the owner of Avery Construction, a general contracting company doing kitchen remodels, bathroom remodels, and room additions around the Tampa Bay area. He also started a company called Constructing Success where he does coaching and consulting helping other general contractors and tradespeople how to project cash flow and budget jobs accordingly to make sure they’re making their margins. He is the author of the book Constructing Success, a #1 bestseller.

Here are the highlights of my conversation with Jason:

Struggles Jason faced as an entrepreneur:

Balancing time when you’re wearing multiple hats that you find yourself working all the time but not really being 100% effective due to exhaustion

Strategies for time management:

Focus on the specific jobs you want.

Narrow your target market. Focus on where you need to aim.

Then spend time and energy narrowing the odds.

Invest in your marketing. You have to have leads.

Hire other people to do things for you so you can reduce your tasks on the more specific and the more important ones.

Figure out whether to focus on leads or referrals.

About the Room Full of Referrals Program

This comes out once per quarter. Check out www.construct-success.com and visit their events page.

About Jonathan’s book: Constructing Success

Learn about concepts such as the customer experience roller coaster and how to maintain the relationship over time with clients who still like you and want to refer you.

Jason’s Major Takeaways:

Believe it. Believe that you can put the team together. Believe that you can make it happen. Believe that you find the time and that you’re really not that busy. Think of all the things you tie yourself up in and how much time you spend buried in the email graveyard trying to sort out stuff you just moved from one file to the next. Hire other people to do things for you. And use that time to find ways to be productive. Put yourself into building tomorrow.

When you are considering constructing another business strategy, make sure you’re not distracting yourself from the core business. Anything new you do is a complement to what you’re already doing. It may just include a new brand.

Episode Resources:

Get connected with Jonathan on www.averyconstruction.com

www.construct-success.com

Constructing Success by Jason Avery

Join the TSE Hustler’s League. This semester we’re focusing on how you can become more buyer-centric and how you can increase your win rate of opportunities.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Saul Marquez, Donald Kelly, Medical Sales Sales

TSE 584:Sales From The Street-“6 Figure Medical Sales”

Saul Marquez, Donald Kelly, Medical Sales SalesSaul Marquez used to sell toilet paper and today he shares a very inspiring story about how he went from doing that to making six figures in the medical sales industry and hopefully, you can glean some insights from it so you too can break into your dream career.

Here are the highlights of my conversation with Saul:

How to break into your dream career:

  1. Be so clear about your goal and be committed to it.

Be willing to wake up earlier and go to bed later. Be willing to give up things in order to get it done. Make it happen.

When you create that moment for yourself or experience that point of no return. This is when you become clear and committed instead of just being interested.

Strategies for staying committed:

  • Set goals and reinforce your goals with people and environments that help you succeed. Make sure your goals are smart, clear, compelling, and that they answer yours why.
  • Surround yourself with people who have done that. Regardless of what aspect of your life, get those people around you.
  • Create the environment around you. Create a vision board of what you want to achieve.
  1. Be so clear about your intentions and invite others to be a part of them.

Write down your goals and put out your intentions. And when it’s so clear, you invite others to do it.

  1. Add value to others.

The more value you add to people, the more people are going to want to help you out. If you set that goal to help one person every single day and do that for the rest of your life, you’re going to have an army of people that want to help achieve your goals too. Piecemeal your dreams in a way that’s going to help you achieve that.

The Compound Effect

Saul recommends reading the book the Compound Effect by Darren Hardy. The idea behind it is that every single day or week, do something toward the attainment of that dream or goal.

Lessons from Saul’s story about the bag of chips

Share your interest to other people and add value in the process and you’ll be amazed! What are you going to do today to help somebody? Before you know it, you’re going to have people coming out trying to help get what you want in life.

How to Break Into Medical Device Sales

Saul has a podcast called Smart Medical Sales. Use the coupon code DONALD to get $100 off and visit www.SmartMedicalSales.com/donald to get his audiobook for free.

Saul’s Major Takeaway:

Don’t be afraid to dream big. Be sure you honor yourself and respect yourself in a way that you’re not afraid to dream big.

Episode Resources:

Connect with Saul through email at saul.marquez@smartmedicalsales.com.

Use the coupon code DONALD to get $100 off and visit www.SmartMedicalSales.com/donald to get his audiobook for free.

The Compound Effect by Darren Hardy

Check out the TSE Hustler’s League. Our new semester begins on June 15, 2017.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Joshua Esnard, Donald Kelly, The Sales Evangelist Podcast

TSE 581: Take Action on Your Dreams!

Joshua Esnard, Donald Kelly, The Sales Evangelist PodcastRecently, I asked on Facebook about podcasts and a friend recommended NPR podcast, How I Built This. My guest today, Joshua Esnard was featured in one of their episodes where he talked about how he built his company, The Cut Buddy. I was very impressed by him that I just knew I had to have him on this show.

Today, he shares with us some of the sales principles you can take to help build value to your own customers. And if you have some idea that’s been sitting there for a long time but you’re too afraid to take action, listen and be inspired!

Here are the highlights of my conversation with Joshua:

What is The Cut Buddy?

Joshua’s company, The Cut Buddy, is a multi-curve hair grooming guide that allows people to edge up and shape up their beards and hairlines quickly, easily, and help them save money or even earn money. The Cut Buddy was something Joshua invented when he was 12 years old and it’s just the first one of the many inventions he has drawn over the years.

Going Viral!

Through coupon promotion deals he’d set up, it sent him into viral activity from 5-10 sales per day to 80-400 sales per day. One of his affiliate videos got shared on one DIY site which now has 11 million views (at that time, it hit 5 million views in an hour). Upon checking his emails, he found 2,000 orders when he only had 200 products.

Consequently, they gave people two options. First was to give them a free second product and second was to give them a full refund. Most of them took the first option.

And The Music Started Playing…

As a result of this viral phenomenon, he had to Joshua had to quit his job a month a half later. He hit #1 Bestseller on Amazon and he has been featured on famous publications such as GQ, Forbes, Black Enterprise, and NPR. Currently, it’s still the top selling product on Amazon and they’re looking to hit retail really hard and partner up with barbers and hairstylists.

Joshua’s advice to those sitting on an idea:

  1. Write your idea down and address it gradually.

Don’t force yourself to try to be an inventor or entrepreneur. It takes time. Develop your ideas over six months or so. Don’t try to force it and try to save the world in one day.

“One percent every day ends up being something great at the end of the year.”

  1. Don’t speak about it to other people.

The majority of people can’t see the picture you’re building in your head so they will always discourage you on being an entrepreneur. If you plan to move forward, just don’t listen to them.

How to effectively pitch to your affiliates:

  1. Build customer profiles.

You don’t pitch an affiliate just because they have followers on YouTube. Draw out your customer profiles. In Joshua’s case, they are the fathers and mothers who cut their children’s hair, the college student who’s broke, the barber or salon stylist in training, the guy with a beard, the professional into grooming who has to shape up their hair before their meetings.

  1. Find your affiliates.

Build these customer profiles and based on those keywords you extract, these are the keywords you use to search on Google for your affiliates. For example, Joshua searched “beard grooming” and then it came up with one of his affiliates. So he looked at his following and the products he was selling. Then on he got their email on YouTube upon following them.

  1. Throw the right pitch.

The most important part of your pitch is what’s in it for them without asking for too much. At the end of the day, how are they getting paid? Lead with that beyond the fact that you’re an inventor. You’re helping them with their career as well.

  1. Stack them up with benefits.

Reach out and offer them a coupon code to help their clients get a 10% off and that’s going to draw a lot of people to their video.

Then offer them a second benefit that if someone uses the coupon code, you will pay them, say $1.50 on each sale.

You’re basically stacking benefits for them so there’s no way they can say no. They’re shooting videos every week. They want more followers and no one’s going to say no to some money. So there is no risk involved!

  1. A Mutual Relationship – Zero Dollar Marketing

Basically, they’re already doing their thing and you just want to leverage their following and make sure they’re taken cared of and at the end of the day people are ordering your product and the awareness is growing bigger.

Joshua’s Major Takeaway:

Whenever you’re ready to build a castle, make sure that you are ready for everything that’s going to happen to that castle. It’s guarding a treasure which is your patent or service or craft. Start by thinking of how you build a castle.

Build a wall. Protect your idea and your patent.

Build a beacon system. If there’s going to be viral activity, you have to be prepared. You have to have a glove that can catch a homerun. Don’t open a shot if you’re not willing to accept certain kinds of payments or you’re not able to take on inventory issues. Just be sure to account for that in the beginning before you even start. Make sure everything is prepared and you’re ready to catch that home run ball.

Episode Resources:

To know more about Joshua, check out www.thecutbuddy.com and follow him on LinkedIn, Instagram, and Twitter.

Join our online workshop next week, 5 Simple Strategies to Increase Your Win Rate and get real stuff you can apply and implement into your business!

The Science of Selling by David Hoffeld

NPR’s Podcast, How I Built This

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Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist Podcast

TSE 576: How I Grew My Company Using Instagram and My Smartphone

Chris Jones, Donald Kelly, Selling on Instagram, The Sales Evangelist PodcastAre you using Instagram for your business? If not, then this episode might inspire you to get also get started with it. Instagram is a social media platform that is growing in popularity. People love sending pictures and they love to connect. Maybe your business can also benefit from it. If not, then so be it. either way, learn from our guest today, Chris Jones, on how he actually built a company, an activewear business, with nothing but a phone and his Instagram account. Chris is going to share with us some Instagram strategies and tools to help you generate more leads.

With a background in direct sales, Chris is currently focusing on two projects, an activewear brand, Bec Sport, and a blog, www.unoboy.com about his exploits in eCommerce and trying to sell physical products online.

Here are the highlights of my conversation with Chris:

How Chris started from scratch:

Working as an employee for a real estate technology brand, he was doing phone sales off full commission. Being glued to a computer 8 hours a day, he decided he needed a change.

The podcast is where it all started. He came across a guy selling physical products on Amazon and it spoke to him on a deep level.

Being a gym enthusiast, he looked around to see what problems he can help solve with a physical product and figured he’d create the best pair of pants he can wear in the gym.

He got in touch with overseas suppliers and three months later, he got his first sample. He let his friends try it out and everybody loved it. Now that he had a product, he had to figure out a way to sell it.

Strategies for selling his product:

  • He originally wanted to put it on Amazon but he had to prove his online reputation having this threshold for Amazon approval.
  • He then set up the Instagram account to like a real clothing brand and posted some photos. Nobody like it!

Instagram strategies:

  1. Go out and engage with other Instagram followers and generate a lot of follows, likes, comments, and all kinds of engagement.
  2. Go to a specific hashtag, whatever your niche is and like every single photo in the hashtag and then post some comments. And they will also comment and follow back. Chris did this for two hours a day but knew he had to automate things.
  3. Use an Instagram tool such as Instagress – This tool allows you to automate and replicate this human behavior that instead of doing it two hours a day, you can do it 24 hours a day.

Automated Engagement: Is it spamming people?

Chris believes you should only be replicating real human behavior with Instagress. Leverage your time so instead of being able to spend 2 hours a day, you’re now able to completely free yourself of the task while being able to do this 24 hours a day.

Sending automated emails were not accepted in the old days but nowadays, email automation is necessary for most businesses.

Automation is a way to go up behind people you’d like to meet or you’d like them to meet you. This is your opportunity to walk up behind somebody, tap them on the shoulder, and start a conversation. What you do after is also very important.

Chris’ tips when starting your own business:

  • Stop always chasing money, and scratch your own itch first.
  • Solve a problem you have personally then you will be uniquely suited to sell that to other people because you know the customer you created the product for in the first place.

Converting followers to buyers:

Use of persuasion triggers and start putting them into everything you’re using to communicate with people. Make sure they’re built into your captions and in your website’s product description. An example of persuasion trigger is scarcity.

Turning Scarcity into Strength

Scarcity is built-in to small businesses. Scarcity will make people buy stuff they don’t even need afraid they’re going to miss out. So turn your scarcity from a weakness to strength.

Be creative in finding ways that your product is scarce. Scarcity is what makes them buy now versus six months from now. It accelerates the buying cycle.

Chris’ Major Takeaway:

Get some thought on the idea of scarcity because scarcity can sell your product 10x faster than having a great product or even having a great price. Whether it’s a promo code that expires later today or you’re going to run out of inventory, give some thought on how you can use scarcity to sell whatever you’re selling.

Episode Resources:

Check out www.becsport.com and follow them on Instagram @becsport. Also, find some cool stuff from his blog at www.unoboy.com.

Connect with Chris through email at chrisjones@gmail.com.

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

Alibaba.com

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Petra Foster, Donald Kelly, The Sales Evangelist Podcast

TSE 544: Sales From The Street-“Raise Your Price”

Donald Kelly, Petra Foster, The Sales Evangelist PodcastDo you sell your services by the hour? As entrepreneurs, business owners, or sales individuals, we’re okay with charging the lowest rate possible usually because we’re afraid we might lose the business if we charged them too high? But what if you could charge a higher rate and still earn that business every single time?

Today’s guest is Petra Foster, a Client Enrollment Strategist, and she’s going to share with us some insights into charging the right price which you can take to your business.

Petra helps salespeople to position themselves as the premium brand that commands high rates. Most of her clients start from at least $3,000 by creating packages that command the value. She also helps them master sales techniques so they get an immediate yes and take full payment right on the first call.

Here are the highlights of my conversation with Petra:

Strategies for selling high ticket items:

  1. Sell based on value not on price.

People think they need to charge their services by the hour so they’re selling based on price and not on deep-lasting transformation.

  1. Build your brand.

People need to position their offer and who they are in the marketplace. Being a brand is all about having a perception.

  1. The selling starts on social media.

The sales actually begin’s when someone sees you on social media. You need to be able to educate people  on their problem, that their problem can be solved, and that you’re the only person that can solve their problem.

  1. Focus on their problem and how you can solve it.

When you post on your social media platforms about your prospect’s problem as well as your solutions, that would heighten their problem and they would already pre-select themselves and book a call with you because they’ve already been pre-sold.

What happens when you focus based on hourly rates:

  • No commitment from the client so the person may not turn up every single day
  • You’re more likely to get missed payments.
  • You’re charging based on price and not on the transformation your clients go through
  • There is no end goal and no set milestones of what the person can expect when they work with you.

Why you need to sell high premium package price:

  1. Commitment

People take you more seriously. When someone is charging by the hour, what they paid is not a big deal for them and they won’t take your coaching seriously. If you charge a premium price, they’re going to turn up on time each session, they’re going to pay you one time.

  1. Results

They also get fast results and they’re going to be engaging with you more. Hence, they’re more committed because they have invested several thousand of dollars to work with you.

  1. Trust

When they pay you premium, that means they have to trust you and they need to hire you in order to achieve their dreams and their dreams are worth much more than $100 or $500.

Effective ways to find high-caliber clients:

  1. It’s not your business how much money someone has.

Your job is to educate people on their problem and not to know how much money someone has. That is not your business. Once you educate people and you’re offering so much value, then you will be attracting high-caliber people who are willing to pay whatever you ask.

  1. Continue using social media.
  1. Go to local networking events.

All you’re doing is solving a problem. You are a problem-solver first. Then when you’re able to connect with your audience on an emotional and deep level, they will pay you.

Strategies to make your packages irresistible:

  1. Understand who your target market is.

Understand what you like and the type of people you want to work with and the personalities you like. So understand who you are as a human being and what lights you up.

  1. Have an extremely compelling marketing message.

Have an emotionally charged message that clearly states who you are and what results you can give to your clients. Don’t be afraid of giving a very clear promise so you can attract people who want that solution straight away.

  1. Have a seamless sales process.

Get someone on social media to go through your pre-qualifying phase and book that consultation with you.

  1. Know how to have collaborative sales conversations that end with a yes or no.

You never want to get responses like they need to think about it or they need to speak to their partner about it but you want them to have a clear yes or no on the call.

Strategies for having a seamless process in place:

  1. Start with your brand (what you want people to think and feel about you)
  1. Know how to book consultations based on what medium you use to deliver your message.
  1. Prequalify your prospects.

They should go through an application process before they even speak to you. And you decide whether you want to speak with that person or not.

  1. Have a specific call structure.

During the call, don’t just wing it. You have to have a specific structure right from the moment they say hello all the way to the end.

Petra’s Major Takeaway:

Stop charging by the hour. Believe that you have ideal clients out there that want to pay you high rates. You’ve got the training, the experience, the expertise. You are worth so much more than what you are charging for right now. Don’t make it a big deal. Charge what you want and then know exactly how to sell.

Episode Resources:

Get in touch with Petra on www.petrafoster.com/podcast and download her eBook, How to Create and Sell Premium Packages to find out about the exact system she uses for her clients to sell premium packages.

The Sales Development Playbook by Trish Bertuzzi

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Changes, New Year Goal, Risk, Chip and Joanna Gaines, Donald Kelly

TSE 447: Learning How To Embrace Change As A Seller

Changes, New Year Goal, Risk, Chip and Joanna Gaines, Donald Kelly 2017 is coming and you can’t stay being a mediocre for far too long now. As the year is about to change, it’s also about time for you to step out of your comfort zone and make that big leap from an ordinary to an extraordinary life.

I recently read the book The Magnolia Story, which is a story about a couple Chip and Joanna Gaines who are stars of HGTV’s Fixer Upper.  In their show, they would fix the crappiest home in a neighborhood. What’s so admirable about this couple is their ability to take risks and adapt to change. Chip took an educated risk and wasn’t scared of changed. So they kept on switching homes,  recreating them, and changing them so quickly.

So today, I’m sharing with you the insights that I gleaned from this excellent masterpiece.

  1. Adapt to change.

Too often, we settle on whatever situation or circumstance presented to us. But you have to be willing to change.

  1. Be willing to act, and not be acted upon.

Take courage and act on what you feel and change your circumstances if need be. Take action and not be acted upon. You are the master of your own destiny.

  1. Evaluate yourself.

Don’t be afraid of change. Ask yourself honestly…

  • Do you not have the opportunity to hit your quotas and earn the income that you just capitalize on the opportunities handed to you?
  • Are you in a job that you don’t like?
  • Are you stuck in a situation that does not excite you? Or something that you dread?
  • Are you selling something that you don’t like to sell?
  • Do find yourself becoming a mediocre seller and losing that fire/passion?

What is holding you back? Take some time to self-reflect and figure out what is it that you’ve been doing before that has given you such fire. What changed? What did you do or stop doing that changed? Whatever that is, be able to pinpoint it and begin the change the circumstance.

  1. Step out of your comfort zone.

What do you need to do to change today? Are there things that you’re doing that are self-destructive? What do you need to stop doing? Be sure to limit these things that hold you back and keep you in your comfort zone. Change and take some risks.

Today’s Major Takeaway:

You can’t stay mediocre. You’ve got to be willing to change sometimes. Take some educated risk and take more risks than what you’re comfortable with. What do you need to do to change to get yourself to the next level? Take the time to reflect on how you can change the circumstances of the things this year so you can make it better next year. Write them down.

Episode Resources:

The Magnolia Story by Chip Gaines, Joanna Gaines, and Mark Dagostino

chip-and-jojo

HGTV’s Fixer Upper

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Entreprenure, Sellers, Improve Sales, New Clients

TSE 413: Sales Strategies From A Successful Entrepreneur

Entreprenure, Sellers, Improve Sales, New ClientsAs a seller, you need to think and act like an entrepreneur. So I’m bringing in an entrepreneur today to share with us some trick, strategies, the right mindset, and things she has done to help improve her sales so that you too can improve your sales.

Ivy Slater is an entrepreneur where she helps business owners (with an affinity to women business owners) to really build their businesses to earn the money they want to support their families and have the life they want to live.

A working mom for 24 years, Ivy has managed to both raise her two kids well and run a successful business at the same time. So it was never one after another, but a matter of doing an improv. Moving from the printing industry to the world of coaching, Ivy is a living proof that while making bad decisions can be inevitable, how you correct your course is what ultimately defines your success.

Here are the highlights of my conversation with Ivy:

Why women have a harder time in sales?

  • Selling themselves

Women need to understand that what they sell is the results that their clients walk away with.

Why many people are scared of money:

  • Fear of losing money

The idea is not to make perfect business decisions but make the best decision you can make in the moment, keep things moving forward, and course correct.

  • Deciding based on emotions

All of a sudden, they see it’s their money and not business money. You have to look at it as business money. Put aside a certain amount of money in your business and running it as a business and make business decision, not emotional decisions. Instead, decide based on these questions:

  • What is your best course of action?
  • Will you get something further down the road?
  • What are the best steps you can take now?

The Power of Understanding Your Numbers:

  1. The numbers tell you the story.
  • Track your numbers and if they’re set up to work towards your financial goals the numbers will tell you the story.
  • How many times do you follow up? If you only follow up once or twice, you just may lose a deal.

The power of course correcting a bad decision:

Listen to Ivy’s story where she never got payment on a job (we’re talking about $60K down the drain!). But through the course correction she made, she was able to make back in work and profit $80K because she had put into effect a plan of her next steps

Strategies for following up:

  1. Create relationships.

Following up is more than just sending an email. The greatest client is the one you build a relationship with. Think outside the  box and get creative with it. Invite them to events.

  1. Bring value.

Stop thinking about yourself and think of how you can bring value to others. Get yourself out of the equation. Take a step back and focus on them. Open your ears and just listen.

How to leverage speaking to help grow your business:

  1. Teach a point based on the business you’re in.

Speaking elevates your status in a room. When you can share and teach something, your status is being elevated as a teacher. Now they look for you for information. They want to engage with you as opposed to you chasing after people.

Ivy’s Major Takeaway:

The more you take steady consistent action,, the more results you will see in your business. Do three pertinent activities everyday that will move your business forward. Take those baby steps consistently you will see Mt. Everest behind you and be ready for the next adventure.

Episode Resources:

Check out Ivy’s book, Conquer Your Fear of Money: A Woman’s Guide to Business Success

Get Ivy’s free report and just go to www.slatersuccesscoaching.com/ROI.

Connect with Ivy Slater on Facebook and LinkedIn.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

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Ace Chapman, The Sales Evangelist Podcast, Best Sales Podcast

TSE 346: The Business of Buying and Selling Businesses

Ace Chapman, The Sales Evangelist Podcast, Best Sales PodcastToday, we have a very interesting topic as I talk with Ace Chapman who runs a business of buying and selling businesses. He actually started his own business at a very young age of 19 until he found more success in buying existing businesses and building his vision on top of them when it’s already profitable as opposed to starting from scratch. He also talks about the importance of buying whole business at the right time.

Here are the highlights of my conversation with Ace:

Strategies in running a successful business of buying and selling businesses:

  1. Understand the cycles.

There are cycles in how businesses go up and down. Understand that you can be at whim of the economy going up and down. It’s not seeing the future but seeing the past.

  1. Buy something at the right time.

Consider if the asset is salable making sure you’re able to get in and out of that.

Selling a business vs. selling a product or service:

  • Understand the buyer’s purpose.
  • Understand the buyer’s skill set.
  • Understand what they’re worried about.

More strategies to become successful in your business:

  1. Alleviate concerns.

A lot of people try to sell something based on what they think the person is worried about instead of just asking. Ask them what their concerns are and show them that you can alleviate it.

  1. Leverage testimonials.

Don’t just make stuff up. Be real with them. Put something in front of them in a way that can hold them and just get more of those involved in alleviating their concern.

  1. Have SOPs in place.

Having processes in place is critical to the success of your business. Also delegate some tasks to people who know how to do it.

  1. Agree with them.

It’s not necessarily about agreeing with the fact that it’s a problem but agree with the fact that you can see why they see it as a concern.

  1. Think outside the box.

Creativity is key to get you to the next level.

  1. Focus on what you want.

Many people focus on the tool that’s going to get them what they want instead of focusing on what they want. Be clear about your goal.

Things that motivate salespeople:

  • Freedom
  • Travel
  • Money

Ace’s Major Takeaway:

Do not take any aspect of it personal. Otherwise, it takes the focus off the process and what you can control, change, and improve.

Episode Resources:

Connect with Ace on www.acechapman.com or send him an email at ace@acechapman.com.

Check out Ace’s book on Amazon called The Ace Formula

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Matt Holmes, Donald Kelly, In Person Networking, Handshakin

TSE 341: The Power of In Person Networking

Matt Holmes, Donald Kelly, In Person Networking, HandshakinIf you’ve been hiding behind your product or service all this time then it’s time to come out of that shell if you truly want to grow as a seller or entrepreneur. Today, I’m bringing in Matt “Handshakin” Holmes as we talk about how you can utilize personal relationships to help you in your sales and in growing your business as entrepreneurs and life in general.

Matt Holmes is the awesome genius behind the Handshakin Video Series where they interview top entrepreneurs and networking strategies featuring billionaires, members of Congress, and venture capitalists on the show. Recently, they launched a service called Handbrander that helps other entrepreneurs network better, helping founders create content for their personal brand.

Listen in to find out more about how you can build better relationships to help you improve your sales.

Here are the highlights of my conversation with Matt:

Why an emphasis on the personal brand:

  • Technology has now taken us.
  • Implement strong personal feelings with your business.
  • People trust a person first before trusting their service.

How to leverage relationships with people you don’t know:

  1. Always see if you can find a warm introduction.

Using LinkedIn for instance, when you go to connect with someone and you have secondary connections, LinkedIn has an easy way to send a contact or request for that warm introduction.

The screen can be a warm introduction. Get your name and picture on your computer screen, phone, or email inbox. Do that enough and they will start to recognize your name and by human nature, once you recognize something, you’re more warm to it.

The next thing they glance after seeing the picture and name is an interest that you two have in common.

  1. Know the best resources to help you with your goals.

Anymail Finder – pulls ups people’s emails with five different alternatives and takes its best guess on which one is the email.

Conspire – sign in with your Gmail and you can search for someone where you get to quantify your second degree connections on LinkedIn and see if there is a likely relationship on the line or not.

Check out www.handshakin.com/resource

  1. Provide value.

Serve the other person first and be sure to be able to provide value in the first five words and hopefully they make it on your next sentence.

  1. Ask someone if you can interview them about their success.

Blogs, podcasts, video series are a great way to offer and give someone else extra exposure. Most people are going to say yes to this. Of course when you go to billionaires, you have to be more creative than that because a lot of people would want to interview them. Be humble and just focus first on the other person and listen to them to increase your chances.

3 Powerful Concepts in Relationship Building:

  1. Join the community.

Start with networking which you can start before you quit your full time job. Start meeting some other people that have also recently quit their full time job. Start with meetup.com in your local city and search for startups and entrepreneurs. Connect with them and follow up after a few days.

  1. Get feedback.

Ask for feedback but identify those people to ask. Whether you do it in person or shoot an email, they are more likely to respond.

  1. Befriend mentors.

You want mentors to get vested in your success. Identify mentors that are able to see themselves in you. This means, before they reached success, they were practically asking the same questions you were. Most successful entrepreneurs give back and pay it forward. When you start to meet some of the mentor’s friends, then you know they’re vested in your success.

Are you too busy for networking?

Make it a priority in your life. You have to walk away from salary to launch a business. Networking is part of launching a business. You’re never going to find new clients if you’re never meeting new people.

How to measure your success in networking:

Set Key Performance Indicators (KPIs) on everything that you can make time on.

For networking events, talk with 5 people and try to stay in contact with at least 3. Follow up with them and meet them for coffee. Maybe one of them turns into a client and another turns into a mentor. Who knows?

It takes time.

It’s going to take time but you will be able to fine tune the process as you continue to grow. So don’t give up.

Matt’s Major Takeaway:

Online brand is important. What you do in person is being reflected online. Take a moment to reflect on what social platforms you’re active on and which ones you’re not active on. Go and look at the ones you’re active on because when people Google you, you’re going to want all of that to be aligned with how you act in real life. Make sure your profile and descriptions are aligned with what you’re doing today and make sure to always maintain it regularly.

Episode Resources:

Handshakin Video Series

Get Matt’s book Six Networking Strategies for Entrepreneurs and download it for free at www.handshakin.com/free

Anymail Finder

Conspire

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Vending, Matt Miller, Donald Kelly, The Sales Evangelist Podcast

TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time

Vending, Matt Miller, Donald Kelly, The Sales Evangelist Podcast

Wouldn’t you want to create a lifestyle where you get to earn passive income so you still have the ability to do other things? Today’s guest, Matt Miller, has done exactly just that and you too can learn how to make this happen in your life.

Matt Miller is the owner and president of School Spirit Vending where he created some amazing things with the vending machine and he has been very successful at it. Today, he’s giving us some great insights into how you can improve your sales plus more sales hustling strategies from the main man himself.

School Spirit Vending specializes in hassle-free, passive fundraising for schools where they replace some of the volunteers that schools need at their level as they’re raising funds for projects. They also help teach families and busy professionals who want to own a business on the side and how to utilize their program to develop passive income.

Here are the highlights of my conversation with Matt:

Matt’s transition from the military into sales:

  • Showing up to work and getting a paycheck versus going out to perform to get compensated at the level he needed
  • Having the mindset of having a system in place to maintain his pipeline full of prospects
  • Focusing on what’s real versus the pie in the sky

Finding his best systems in place:

  • Finding his space or best fit of clients working with business owners
  • Not necessarily being the biggest guy in the office but finding a comfortable spot to spend the least amount of time possible to create the greatest return
  • Business owners have less time to micromanage what you’re doing

Figuring out his vending machine business:

  • Putting out over 100 vending locations
  • Transitioning into the school environment as a passive fundraiser

How they generate results for schools:

Custom-designed spirit stickers and different product selections

Sticker machine placed in schools for free

A win-win for both the school and the franchise owner

Matt’s Major Takeaways:

  • Don’t overthink it – the knowledge constipation.
  • Don’t take yourself so seriously.
  • Who cares about what people think? Just focus on yourself.
  • Don’t take things personally. It’s not you they’re saying no to, but your product.
  • The numbers work so be willing to work the numbers.

Episode Resources:

Connect with Matt through email at matt@ssvbusiness.com or download Matt’s ebook about Live Your Dreams: The Top 10 Reasons Why You Need to Own a Vending Business for free. Simply go to www.ssvbusiness.com/se

Coaching Salespeople Into Sales Champion by Keith Rosen

Rich Dad Poor Dad by Robert Kiyosaki

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales Evangelist

TSE 283: Meet My Friend Edgar

Meet Edgar, Laura Roeder, Social Selling, Donald Kelly, The Sales EvangelistWe know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder.

Laura began her entrepreneurial journey at the age of 22, when she quit a design job and decided to launch her first business. Since then, she founded B-School with Marie Forleo, has run successful courses of her own like Creating Fame, and was named a Top 100 Entrepreneur in America Under 30.

During our interview we had some great takeaways. Here are a few:

  • You won’t sell on Twitter or other social selling platforms. It’s a place for you to build relationships and then you can sell to them on your website or offline.
  • Don’t worry about cycling the same information over and over again because the same people won’t see the same post over and over again.
  • Edgar is awesome to connect with Twitter, LinkedIn and Facebook
  • Sales professionals should use social means to offer personal branding and establishing themselves as valuable thought leaders.
  • Do social media in a way that makes sense for you and your business.
  • A great way to share value is to utilize automated tools like Meet Edgar.

To stay in touch with Laura and meet Edgar by going to http://meetedgar.com/.

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

Closing, Ellory Wells, Donald Kelly, The Sales Evangelist Podcast

TSE 253: Sales From The Street- “Just Ask For The Business”

Closing, Ellory Wells, Donald Kelly, The Sales Evangelist Podcast For the second time on the show (and his first on Sales From the Street), we’re bringing back Ellory Wells. All of his work comes down to coaching people on how they can develop strategies to leave the jobs they hate and help them figure out a way to bridge the gap between that and waking up happy everyday.

Ellory has been away from corporate America for about two years. As a business owner, Ellory has faced challenges and that “know-like-trust” factor being one of them. Let’s find out what strategies he’s put to use to overcome this major challenge which many of you may also relate to.

Here are the highlights of my conversation with Ellory:

Ellory’s major challenges as a seller:

Anonymity

  • People don’t know who you are or what you have to sell
  • How to convey to people that he has something worth their money, time and investment

Strategies to overcome anonymity:

  1. Ask for business.

Be humble enough to realize that people aren’t going to come to you so you have to go to them.

  1. Know who your avatar is.

Know who your ideal client is.

Ellory’s Major Takeaway:

Figure out two things:

  1. What value do you bring to the table? (Not just what your company wants you to say, but the truth)
  2. What type of customer your needs or skills fit best?

Connect with Ellory through his website www.ellorywells.com/toolbox for a wealth of resources that may just help you in your career.

Episode Resources:

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.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast

TSE 240: Learn How Podcasts Can Increase Your Sales

Tom Schwab, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Today’s guest is Tom Schwab and he shares with us another interesting side of the sales spectrum. In fact, it’s something not too many salespeople or entrepreneurs have even thought about.

If you haven’t yet harnessed the power of getting on podcast interviews as part of your sales strategies, then you’d probably consider doing so. It’s a great, new way to start your year with a bang! Being that figure of authority. Being that expert that your customers will look upon.

And if high conversion rates are what you’re leaning towards for this year’s goals, you better get started with getting on podcasts. Right now.

Here are the highlights of my conversation with Tom:

Why podcasts are important in getting your ideal customers:

  • High conversion rates up to 25% and even up to 75% (visitors to leads)
  • Rich medium that would get them to know you and trust you
  • You get not just leads, but hot leads
  • You can connect with thousands of customers just by serving them and having them come back to you

How to find the ideal podcast for you:

  1. Define your ideal customer.

Be very selective on who you want to work with. Define who your dream customer is, who will be a lifetime customer, and an advocate. Then you will know what to say to them, what their pain points are, and where they hang out.

  1. Ask your customers about the podcasts they like.

Ask them which podcasts they find to be engaging.

  1. Get on the podcast.

This way you get more credibility and your customers will see you as an expert.

  1. Start searching for podcasts on the New & Noteworthy

Go to iTunes and break it down by category. Search keywords.

What do you do to not come off as a spammer?

  1. Make sure it’s not a cold call.

Listen to the podcast first to see if you’re a good fit for it.

  1. Reach out to the podcast host.

Leave them a review on iTunes so they will know who you are. Connect with them on social media. Build a relationship.

  1. Make it clear of the value you bring.

Make it very brief. Put on a one-page pitch sheet at the end (bio, picture, contact information). Go to tmschwab.com/tse to check out what a pitch sheet looks like. Once you’re on the show, make the host look like a genius for having you on.

6 Steps to Selling a Product Online:

  1. Define who you want to talk to.
  1. Define why you’re an expert.
  1. Find the podcast that your ideal listeners listen to and pitch yourself to the host.
  1. Get on there and have a great interview.

Get people the opportunity to know, like, and trust you. Tell the story behind the product and the problems you solved. Don’t sell but give them the opportunity to get to know you.

  1. Give them a reason to come to your website.

Give them something to move them towards your call-to-action. Take them from being a listener to being a visitor.

  1. Send them to a welcome page.

Show them trust seals or things that make them feel welcome and that they’re on the right page. Then you can put some of the offers and get leads. Sometimes the host is your best customer.

Even if you don’t have a website, you can get up to 10 free welcome landing pages where they will automatically email you the leads.

Tom’s Major Takeaway:

Getting on the podcast is what everybody focuses on. But it’s the process that does the magic. Do the process over and over.

Tom leaves us with his favorite quote by Derek Sivers:

“What’s ordinary to you is amazing to me.”

Connect with Tom on Twitter @tmschwab and on LinkedIn.

Episode Resources:

Check out different strategies on Tom’s website by visiting www.tmschwab.com/tse and learn how to grow your business as a podcast guest turning listeners into customers.

Click below and get a free audiobook download from Audibletrial.com/tse 

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

 

The Car Flip, Justin Carper, The Sales Evangelist Podcast

TSE 186: Sales From The Street-“Back Off A Bit”

The Car Flip, Justin Carper, The Sales Evangelist Podcast Justin Carper is a hustler to the core. Justin is the founder and mad genius behind “The Car Flip”. As Justin said on his site, he’s not going around physically flipping cars over. However, he educates people like you and me everyday on how to sell cars on the side and make extra money.

During this episode, we dive in as he shares a common struggle most car dealerships have to deal with. Many dealership have sellers waiting for the customers in the parking lot. When the buyer gets out of their car, they are bombarded and it sometimes turns off the prospect from wanting to buy. As the general manager, Justin recognized this issue after doing a verbal survey with his customers. He quickly made adjustments and results became very apparent. Listen to what he did and the result’s they saw.

Connect with Justin:

Justin Carper, The Car Flip, The Sales Evangelist Podcast

www.TheCarFlip.com

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

TSE 172: The Chief Evangelist Guy Kawasaki and I Speak About The Power of Canva!

Guy Kawasaki, Donald Kelly, The Sales Evangelist, Canva's Chief Evangelist

What more can you do to up your sales without spending money? Obviously, social media is one of the quickest and most strategic ways to get to your clients. But are you actually doing it right? Do your social media posts or even emails create enough attention to break through all the noise in the marketplace?

In today’s episode, Guy Kawasaki, the chief evangelist of Canva talks about how entrepreneurs and sales persons can best utilize Canva.

Guy was initially a user of Canva for his social media accounts and it wasn’t long until Canva co-founders Melanie and Cliff noticed it and approached him. So, Guy decided to get involved. Guy is also the author of numerous books including his recent ones The Art of the Start 2.0 and The Art of Social Media.

What does Canva do?

Canva enables people to make great graphics for their social media posts or emails in just a matter of minutes. Genius! Boost your social media engagement by making great graphics and beautiful designs like a pro through Canva! Be it jazzing up your profile, social media posts, email graphics, thank you cards, etc.

More about Canva…

How it started:

  • Co-founders Melanie and Cliff
  • Melanie was teaching graphics at the University of Western Australia and noticed how hard it was for students to learn Photoshop and Illustrator.

How sellers and entrepreneurs can benefit from Canva:

  1. Break through the noise by adding graphics to your social media posts and emails.

Graphics on social media posts get 2-3 times the attention than does pure text. Other great stuff you can use Canva for is making Thank You cards you can send out to your clients.

  1. You don’t need to be a Photoshop expert to do it.

You can make images faster than you do on a Photoshop. Anyone can create beautiful designs with Canva.

  1. You don’t have to pay a graphics designer to do the images for you – saves both time and money.

With Canva, you don’t need to spend anything! The most you can spend, if you really have to, is $1-2.

  1. Use Canva for your social media posts to build up brand awareness.

You can also use Canva to create great email headers for direct marketing emails.

Top Things Entrepreneurs Come Across when Trying to Develop a Business:

  • Doing everything in a parallel way.
  • Dealing with so many things all at the same time.
  • Fighting multiple battles everyday.

Do you really need social media?

Guy says…

“Social media is one method of marketing, but not the only method. Facebook can target both geographic areas and demographics. You can strategically target people for free. It’s worth an experiment!”

Guy’s Major Takeaway:

“Never ask a customer to do something that you would not do yourself.”

Connect with Guy through email at guykawasaki@gmail.com

Episode Resources:

www.canva.com

Guy’s books:

The Art of the Start

The Art of Social Media

Niel Guilarte, All Things Post, The Sales Evangelist

TSE 111: Corporate Selling v.s. Entrepreneurial Selling

Niel Guilarte, All Things Post, The Sales Evangelist During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.

Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.

During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.

Here are some of the major takeaways:

  • When selling for a cooperation focus on volume, but when you are an entrepreneur you need to build relationships because that needs to last for the long run.
  • The principle of the “Invisible Sale” is to do the best job on every project you are working on and as a result, your client will give you referrals.
  • Start selling your expertise as oppose to your services. Look for ways to offer what you know to your prospects and as a result they will buy from you over others who sell on features/benefits.
  • Seeds you planted in the past will grow when you least expect it.
  • Continue to do activities such as speaking at events, going to networking groups, helping others connect without any expectations in return.
  • Fake the funk! (Don’t quit because you don’t know something…just keep moving forward)
  • Seek to offer quality over quantity.
  • You can’t hide behind your logo as an entrepreneur because you are the brand!
  • The best sales experience is to LISTEN! Real recognize real.
  • Sometimes not selling is the best sales experience.

Stay connected to Niel:

 Facebook   Twitter 

All Things Post, Niel Guilarte

Mentions: Tampa Bay Business Owners 

Tampa Bay Business Owners

Cold Calling Course, How to Cold Call
Online Selling, DMCA, digital millenniumOnline Selling, DMCA, digital millennium copyright act, Kendra Stephens copyright act, Kendra Stephen

TSE 096: Things You Must Do To Protect Yourself When Selling Online!

Online Selling, DMCA, digital millennium copyright act, Kendra StephensContent, content, content – there’s a lot of talk about that. You need to post photos, videos, and other visuals to build your online presence. So you decided to post something on your website and use a photo that you got from one of your Google searches. And voila! The next thing you know you receive a love letter from a lawyer, demanding for payment otherwise you’ll get sued. How do you handle that?  Sadly, deleting the photo won’t fix it. Now you end up paying thousands of dollars for one picture.

One simple mistake can cost you ruining a business which you’ve worked hard for. So two words here – Due diligence.

There is a lot of ignorance about the legal side of online selling. Whether you’re a professional seller or you’re selling as an entrepreneur, you need to set the rules first before you play the game. Keeping informed is key.

That’s why I brought Kendra Stephen to the show so you would know what your rights are as a website owner and how to protect yourself, your business and your clients.

Kendra Stephen is a lawyer that understands online business. With 10 years of working with online marketing business website, Kendra helps people grow their business online while providing them with relevant legal resources and assistance.

Here are the highlights of my conversation with Kendra:

You don’t have to be online for your business to be online.

What people need to focus on:

  • Growing their business.
  • Controlling what’s out there about their business.

Key things you need to be aware of when you’re playing in the online space:

Important areas on the website commonly overlooked:

  • Terms of Use – the specifics for your business.
  • Privacy Policy – you cannot skip this!
  • Digital Millennium Copyright Act (DMCA) – allows the website owner to have protection.

DMCA requirements people forget about:

Copyright:

Copyright Infringement, defined: Taking someone’s original work (photo, video, writing) and posting it on your website without their permission.

Make sure the content of your website is not infringing on someone else’s copyrights. (Regardless of who posted it, whether your designer or virtual assistant, you will be held liable.)

3 categories photos usually fall under:

Keep track of a list of the photos you use on your website. Keep a record of your content.

Licensing content:

If you need to use someone else’s information, get their permission in writing.

If you’re paying someone to write for your website, keep a record of the agreement you have with them. For example:

  • What content they’re going to write.
  • Who owns the content once they write and produce it.

Trademark:

Most recently, they opened the world of domain names thereby also opening the door to more domain name disputes. Often times, people register the domain name not realizing that it’s someone’s trademark name.

Be careful when you’re registering your domain name that you don’t infringe on the trademark. When registering a domain name, make sure you do a trademark search.

Before you register your domain name, go to the United States Patent and Trademark Office website and search. But, things can get complicated. Better yet, speak with an attorney that does trademark searches. With one click, they can search everything. It may cost you money to have an attorney search the name for you but definitely less headache than you ending up being sued.

Is your podcast protected?

The moment you created the podcast, it’s protected by copyright law. If you did register it and someone decides to post it elsewhere without your permission, the statutory damages for copyright infringement can cost up to $150,000!

Rebroadcasting your podcast

Be careful with your agreements otherwise you could be signing over your copyrights to the company. Be careful about what you’re signing.

When you’re hiring a designer, make sure the designer hands over the rights to it.

Connect with Kendra via email kendra@supralegalgroup.com and visit their website www.supralegalgroup.com.

Or tweet her @KendraStephen

Kendra’s Major Takeaways:

“Create your own content. It is so easy to copy and paste from someone else’s website and you don’t want to do that. If you must use someone else’s information, get their permission in writing.”

TSE 067: Uncovering Pain and Creating Revolutionary Solutions!

Mike McGee TSE CoverIn this episode my good friend Jay Quiles and I interviewed Mike McGee who is one of the co-founders of the of  Starter League and Starter School.  Mike and his co-founder started Starter Leagues as a solution to their “pain” they faced as they tried to develop a start up business. Without any coding or technical background, none of their ideas could take life. The final solution was to teach themselves. Along the way they realized that this was a challenge others were facing and the birth of their organization started. As you listen to this episode, Mike shares his experiences.

Here are some of the major takeaways from our conversation.

  • Become very aquatinted with PAIN and finding problems.
  • Look at problems you and your family members are facing and look for solutions. Focus on just one principle.
  • People are more willing to get PAIN killers than they are to buy vitamins.
  • When selling a product or service in a “start up” recognize that potential buyers are already out there looking for a solution to their problems. You just have to present the solution so they can quickly recognize the value.
  • When looking to do a start up, don’t look to copy other successful businesses, look to create your own value.
  • Seek to be the ideal person; as well as the person who can add value. Mike gave the example of Facebook and how Mark Zuckerberg was the coder who took the idea to whole another level because of his coding abilities.
  • Who are the ideal candidates for the Starter League?

o   College dropouts who are looking for an alternative to traditional college.
o   Those who are fed up with their day jobs, have great ideas to solve challenges and add value to the lives of others. They recognize that they don’t have the skills to implement their ideas into action.
o   Individuals who went to get their MBA’s and don’t know how to manage the tech side of their ideas and would like to get involved in the details.

  • If you are interested in solving problems with tech solutions, learn more at www.starterschool.com. Application deadline August 31, 2014

Stay in contact:

Mike@starterschool.com

@Starterleague

@Starterschool

Mike on Twitter 

www.Starterleague.com

wwwStarterSchools.com

Stay in touch with my Jay Quiles 

Jay Quiles on Twitter