Today’s guest on Sales From Street is Parchelle Hotten, the owner of Fresh Level Productions, a video production company that does more than just that. Their company is passionate about giving value to their customers by focusing on the results that come from the video they produce, helping clients achieve traffic, and getting them to become leads that ultimately result to conversion.
In this episode, Parchelle shares about the power of video in growing one’s business, the challenges she faced, and how she overcame and achieved the results she wanted.
Here are the highlights of the conversation with Parchelle:
One of the biggest challenges Parchelle had as an entrepreneur:
Conveying the value that video could provide for the customer’s business
What Parchelle did to fix the problem:
Invite 6-10 different people you’ve met over snacks or whatever. This way you will be able to address the concerns in a small environment. Then you can talk about topics like ROI, video, and strong content on your website that are all critical to your business.
What resulted from Parchelle’s strategy:
35-40% expressed their interest at the end of the workshop and wanted to talk with them further. 20% of the people in the room closed business with them resulting to:
Parchelle’s Major Takeaway:
Make sure that you position yourself to provide value to your prospective clients in whatever method you can (workshops, video series, white paper, eBook, webinars).
Another great episode of Sales from the Street, we have DeJuan Brown from Virginia. He is a husband to a beautiful wife and a father to six lovely children. DeJuan is a part of our private Facebook group, The Sales Evangelizers. Now we’re bringing him on the show to share with us some great insights he learned over the years.
DeJuan has been in sales for roughly 14 years with a company selling paper products and is now in the research business with Bloomberg BNA. He considers himself as the “minutia exterminator” where he eliminates minutia in the lives of business people specifically around research solutions.
Here are the highlights of my conversation with DeJuan:
DeJuan’s major challenge when he first started selling: Being a human.
DeJuan was trying to figure out what he can fix with something he sells so that people can buy it. But oops! He realized it wasn’t really the key to success in this industry.
Prospects have told him that his approach was inhuman. Admittedly, he was one of those run-of-the-mill, digging, probing stereotype salespeople. His guards were up and prospects called him out telling him to slow down and find out more about the customer and the business before quickly jumping right in.
How can you be more human in dealing with your customers?
Take a step back from the sales role for a bit and put yourself in the shoes of those you’re trying to serve. Recognize that customers are people that you desire to serve and the best way to do it is to understand them. How? Ask questions.
You have more than just the product you’re selling but you have things that impact the lives of people you talk to if you spent enough time finding out what they needed and which areas they needed to be impacted. Find out their problems. Find out their pains.
The results DeJuan saw from implementing these:
Right now, DeJuan ranks #2 in the company and this just goes to show you how a simple little tweak in your behavior or mindset can catapult you into a whole new higher level in your career.
DeJuan’s Major Takeaway:
Find out why it is that you exist in the space that you exist in. Why is it that the company you represent exists? Then articulate those belief statements to those that you’re serving so that it resonates than just okay. Knowing your why is where the passion comes from and it allows you to be able to push and just not take a no because you believe that you offer is a service that they cannot get elsewhere.
Get a free trial on Audible by visiting www.audibletrial.com/tse
Bob Burg’s book, The Go-Giver
Simon Sinek’s book Start with Why
Today’s guest on Sales From the Street is my good friend, Rom “The Tutorpreneur” Jean-Baptiste. He is an entrepreneur and a true hustler, that’s why he absolutely deserves a spot on this show.
As a Special Education teacher in New York City, Rom didn’t have any prior experience in entrepreneurship whatsoever but he wanted to earn extra income so he eventually founded the RJB Educational Services, which provides in-home tutoring services in New York City and Long Island and where he also serves as the Chief Education Consultant for five years now.
Some challenges Rom faced as he was starting out:
Strategies Rom took to overcome those challenges (which you can also apply to yourself):
Read books on marketing and sales as well as listen to YouTube videos and podcasts.
In short, learn the language of your ideal client.
Create a system that not only brings in the clients, but also, retains clients.
What made a big impact on Rom’s business today?
Strategies for effective copywriting to help you in sales:
Understanding their pain points helps you define their problems better than they are able to define those problems. Once you’ve identified them, you placed yourself as an authority. Create your avatar and know what their challenges are. Understand your client avatar and how you can better serve them. Know where they are hanging out online or offline and be there wherever that is.
Clients usually want to know that:
Rom’s Major Takeaway:
Invest in yourself. There are a lot of free resources out there and you don’t need to spend money to invest in yourself. Listen to YouTube or podcasts.
Essentially, a list of qualifies and attributes (pains/challenges) that may resemble that of your current ideal customers.