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Alright, welcome back to the prospect in show. Today is June 21st, it even sure what episode this is gonna be, ’cause we are in the process of editing about 30 different episodes right now from some awesome entrepreneurs and people came on the show, so shut out to all of you who… During COBIT came on the show, talked about your business, told us what you do, how you help other people, and also a huge shout out to that that Ruben from profit trust, that’s profit dash trust and dot com.

He is a great person to look at profit trust is really focused around helping you recover your expenses, so if you have a business and you’re paying some kind of month of recurring bill, you have a shipping bill, UPS FedEx, you have really anything… This recurring bill, even phone bills, void bills, internet bills, things like that. Stripe, you strip pellets or some kind of entrepreneur and your online service-based and using Stripe all the time, profit Trust is definitely a company wanna check out… They are not paying me for this ad here, I’m just giving a shout out here for Seth and then really over a profit trust.

We had some great conversations the other day and we were talking about networking, and funny enough, we’re trying to figure out how to actually network more efficiently because both of us are really… All of us are used to doing some trade shows in addition to just pure online development, and because syntax is a company that really specializes and online business development, it was a very interesting conversation to figure out how we were going to move forward with some of the clients who are so used to doing in-person work, and so Seth actually invited me to this group called funders and founders, I’m sure if they have a website yet, but it’s a social gathering every two weeks, and it’s basically a bunch of entrepreneurs, specialist people who know what they’re doing in the field, and it is a really great opportunity for people who are starting out in for money through a venture capital fund with… Through private equity, or people who are looking for ways that they can interact with other people and share their business ideas and fix their website and improve their message and get sales and do marketing and get fractional sea level roles like a CEO or CTO or a CEO.

Things like that, those are really interesting ways that you can network with people… And we’re doing that all through Zoom.

It’s pretty cool. It’s like a happy hour thing, I’m not sure on the West Coast, and then it’s like a 40 o’clock thing. But hey, it’s 5 o’clock somewhere.

So this episode here, I wanted to not make it too, too long, but going forward on the prospecting show, there are gonna be a bunch of episodes that are just me talking about things that I think are important, and while I’m doing this, I’m also writing the seven minute phone call. It’s actually done, it’s just an editing right now in seven phone call, just a compilation of all of the different work that I’ve done in the last two and a half years, even beyond that, there’s some concepts in there about ways that you communicate with people, and I grow your business and all that. But the reason I wrote that, but ’cause I figured they…

I had to figure out a lot of stuff in the last two years, and it made sense to put it on paper and try to give to other people to share with them the wins, the losses, the highs, the lows, the things you can do, how to be successful how not to be successful. And so that book is coming out, the seven-minute phone call, we’ll get up a website and it’s print on demand for Amazon, so if you’re interested in actually checking that out, that would be super useful. So onto this episode here, we were talking a little bit about ways that you can get your sales team, your outside sales team more involved, because one of the biggest things is that with COBIT right now, even though it’s dialing down in all the business rolling back up, there’s still only two things that really matter, right? There’s the setting of the Applies and they’re taking out the appointments, and a lot of these sales guys that are outside or so worried, but what’s my route? How can I get from point A to point B? What are the counts that I can go to, and yet they don’t actually use a calendar really at all, they just kind of scheduled stuff on the fly, and they don’t have a system in place.

And so I sat down with one of my good friends at news for match on medical, that’s a match on medical dot com. And we were talking about how there is a huge need to have one day per week of scheduling, and that one day a week for scheduling, it really needs to be phone talk time, and the sales guy… Even if they’re outside sales, they need to have some business development days and can brought up a great point. So he used to work at sin toss before he start up, matured Cal with his good buddy, Joe Herman.

And so there’s a sense of two parts, or there’s really two parts of the business process… Right. Of selling, there’s business development or prospecting, which is something that we specialize in that syntax, but then there’s also the relationship development, and not all relationships have to be developed in person, there’s a lot that can be dealt and develop on the phone.

There’s some that can be developed in person, there’s some that can be done through doing more sales referrals, there’s a lot of different ways that people can be successful. And so because of that, what I like to do is schedule one day per week where it’s only phone calls now, because my business a service-based, I do this every single day of the week, but I recommend all of our clients and partners have one day per week set up like that.

And the fastest way you can do that is you can go to Colby dot com, that candy dot com, and you get a free count there, and in that free account, you will have an option to set up an appointment, it’s gonna come stock out of the box with three different types of appointments, and that’s kind of their premium plan, you don’t need… That ends up coking about 1760 bucks per year, which is still really inexpensive, but you really only need the free plan, and so what you’re gonna do is you’re gonna downgrade after 30 days, which will automatically happen and you’re gonna set one appointment in that appointment is gonna be called discovery call, or it’s gonna be a business relationship call, you can go whatever you want. I have a couple of different events myself, but my primary one is called the discovery call, I like to set that as a 30-minute appointment, and that 30-minute appointment should be scheduled 12 to 16 times in one day.

So that’s gonna get you your eight hours, right, and you should see them every 30 minutes kind of back to back and set up the coldly link, and you integrate that through Google calendar, and there’s always people to say, Oh, well, I use Outlook listen, get rid of out, look, is not conducive to be able to build automation in your business and really scale, it looks a great piece of where He… A lot of people who use that, I get it. But if you wanna have systems in place, you wanna use the path of least resistance and the most supported platforms, and right now that’s Google Calendar, so you’re going to county dot com and you’re gonna actually go get an account, set a discovery call, set the timing, 30 day 30 minutes and have them every 30 minutes for an eight-hour day, make it six hours when you just start, but only make it one day per week, especially if you’re doing outside sales, and in that one day per week, you wanna make sure that when you first start out, you don’t make it seem like you’re super available, so my recommendation is under the settings where it says, how far in the future would you like to schedule instead of Schedule allowing 60 rolling days, which means that you can schedule from today’s at whatever date their schedule on making schedule 60 days into the future, I recommend somewhere between 14 and 21 days.

There’s nobody who really wants to schedule with you more than two weeks out, if there’s something worth while talking about, so you should just set it to be, again, 14 to 21 days scheduled in the future, a 30-minute appointment, and if you wanna start off small and don’t wanna have a ton of appointments, I’m the first time you try this, there is a setting that says Book or show every one hour or show every 30 minutes, if you show every 30 minutes in an eight-hour day, you’re gonna have 16 appointments. If you show every one hour, you’ll only have the 88 appointments, and the great thing about this too, is you set your time zone, so I know there’s like people in the nine states to work in the… For time zones, SMS, Central, and yet, those are the four major time zones that most people are working in, and so the great thing is if you’re doing business that’s not just in one spot, or you have team meetings or whatever it is, you should easily be able to set this out so that you are… Only when you send your calendar and you’re on the east cost, someone on the West Coast is gonna get the offset and see exactly when you’re available. So there’s no back and forth. This is gonna do three things one, it’s gonna cut down on the back and forth emails.

The second thing is, is gonna allow people to see your schedule, and the third thing is, is gonna allow people to have automation built into their business, and with the basic level of county, you’re not gonna have the ability to have automation, you actually have to upgrade to the mid-level, or actually in even the highest level now, which is like their premium account, and when you do that, what you can do is you can set up some automations through Zap here that zap your dot com, the Pier com here in Canada, at zapier dot com… And what zapu LI to do is when any time somebody schedules an appointment, I can kick off a work flow, and a workflow is basically sequence of events that occurred that make your life easier, so it could send out a confirmation email, it could send out a text message, it could send someone out on your team meeting in five, it could put these people into an email drip sequence to educate them ahead of time, there’s lots of things that you could do surrounding automation, but you have to be using… To use the tools, you have to be willing… To use the tools that are gonna help you grow your business. And that’s why I said it. It needs to be Google Calendar and needs to be countably, you need to set it up and make it really easy.

And as you get good, the outside sales guys, realistically, those calls, it should be for two things, demos, encloses demos and closest, it should not be just straight prospecting, you can do a prospect mean, but it takes the same amount of effort to meet somebody in person at roughly the same success as you do on the phone, so if I called you up to your business, said, Listen, I have a potential solution that could help you with your business that’s gonna do make you money, save you money or save you time, or help someone else maybe your customer, I don’t necessarily need to come in person to a physical in-person demo to show you that if you’re selling a 100-000 piece of capital equipment that requires financing or you’re selling a car or something like that, requires like a physical demo than… Yes, that’s a different situation, but most businesses today, especially service businesses, but even other product businesses can do their preliminary demo over the phone or over SAE, get zoom that Zoom us, go download it. It’s free as well. There are upgraded versions that you can get, but just get the free one, and then when you set these appointments on Fridays or Wednesdays or whatever it is, you end up that one day of outside or inside sales appointments, you should be setting up appointments where you talk to people to show them what you’re doing and put a slide deck together, 10 to 15 slides and talk to them, have a conversation, ask them about their problems, their solutions, what they’re looking for, how you can help them and really train… Train, train these people on what’s gonna be successful, give them the information, given the tools, so that they can feel as though they’re being productive in your company. There’s only two reasons that people leave most companies, it number one is that they find an opportunity that they feel is better, and number two is training. Right.

And really, most people would not leave a company if they enjoy the work environment and got to pay that they thought they deserved, and the problem is, is that it’s just like chasing as main Mona, he says, it’s like chasing your hero, your heroes, you… And you’re from now, and with your pay, your pay is what you think you’re gonna get in the future, so you’re always chasing or you’re never really gonna hit what… You’re never gonna get to a point, we’re like, Yeah, that’s enough.

So you really need to be focused on training your people and growing your team and educating your team and building out operating procedures like this county system where people say, take the five days of work that you’re doing for outside sales, compress it into four days spend that one day doing business development of relationship calls, and if you want take the rest of Friday off, but you will be so much more productive. Taking six back-to-back phone calls on a Friday morning, then going in, pounding the pavement out at somebody’s office, and my recommendation, honestly, is that you started winding down your time as much as possible, ’cause you can get the same amount of work and less time, if you get rid of the stuff that doesn’t matter.

And I… The best way that you can do that is through automation, so coldly dot com, get your Google Calendar, you integrate those for free, there’s a quick button, you go at the very top, calendar or settings, Calendar integrations, hook it up to your calendar, then set one appointment called the discovery call, make a 30-minute appointment, and to start set that appointment so I can only happen at times a day, which is one hour increments, once you get really good, you can set it at a half hour per day where you’re getting 160 appointments in that day said it, one day per week, and then you get this like this, you out this URL, you can put in your footer of your signature line of your email, you can put in your website, you could put it in a sales funnel, you have… You can have a video sales letter which will talk about another upset, these are all the things that you need to do to create automation your business, and as you get better and better and better, you can set up workflows on the back side of this, and those workflows will allow you to notify your team or end up email education or all these different things like, Hey, this is what we’re doing, this is how it helps you. These are the different components, and people actually get a lot of value to that, and so that’s why it’s really important that you set that up.

Hopefully, that’s been a good episode here about setting up automation for scheduling your… Wow, thank you so much for listening to prospecting show and the check you out on the next episode.

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To listen to the previous episode 57 – The Backside of Human Resources with Laurie Bowers

To listen to the next episode 59 – Amy Lee Entrepreneurial Highlight