go make a cold call
TMBA is one of my can't miss podcasts. On a recent episode, they interviewed John Logar in the best conversation about sales I've ever heard. Awesome overview of how to build a funnel, generate leads and close those leads.
Take a listen here.
Some highlights:
On email marketing:
Don't just send out one offer, you want to send out a really basic sequence of four emails, and this is the context. You send the offer as the first email. The second email is the next day or the day after, "I just want to make sure you got that email. The third email is, "I'd love to know what you thought about this offer." And the last email is, "Are you interested in taking advantage of this? I've got one more spot." Simple four step sequence. Works every time.
On outsourcing:
If we're an independent person, we're going to limit our income if we're going to be delivering the services ourselves. So, if we do the work, then we're going to sit there, okay, I've got a few clients on board, now I've got to fulfill. But, while I'm still doing that I'm not actually generating sales. So we end up in a roller coaster cycle. So the reason for the 80-20 rule, 80% on sales, 20% on fulfillment, is you want to systemize or you want to look at ways of outsourcing the fulfillment based on your margins so that you've got good profit. So, that you can leverage into sales, because you want to be bringing clients on board consistently to create a compounding effect of revenue in your business.
On proposals:
If somebody asks me, "John, can you send me a proposal?" My response is I'm more than happy to send you an invoice with a list of inclusions. A proposal is an exploration. The problem with a proposal is you spend three to six hours putting these things together, you put the price on the very last page, and what happens is that person receives that proposal and flicks through your six, seven pages of information of how great this is going to be for them, and looks at how much this is going to cost them. And so the value proposition is based on how much it's costing, not what it's worth to the business. And so half the time people will not read your three to six hours of work. So let's eliminate doing three to six hours of work, right?
There are a lot more nuggets of gold inside.
Incidentally, if you like this kind of content you'll probably enjoy the Everyday Sales channel on youtube.