In this episode we continue our discussion on the money making activities that you should be focusing your attention on. You spend a lot of time in your business doing the busy work and convince yourself that you are in fact working. Truth is, just because you are busy does not mean you are productive of making money. Focus your efforts on the things we discuss on this podcast episode and you will see your bottom line increase. As always, join the conversation on Facebook @SiasFirst or go to our website to get your free coaching call www.SiasFirst.com. Music by www.bensound.com. Show notes
Money-making activities
PC Kruizers Failure: Customer follow-up
We didn’t adapt to the changing tech landscape
We didn’t follow up with existing customers
Satisfaction Surveys
Referrals
Money-making activities (per Tim & Julie Harris):
Lead generation
Meet 5 new people daily
Networking events
Meetup
Charity
Educational
Speaking engagements (you present)
Figure out how to reach your potential clients (without buying leads)
Real Estate
FSBO/Expired Listings
Door-knocking
MCC tell us about your business
Grocery shopping
Social events
Church
Happy hour
Birthday parties
Neighbors
Gym
Don’t eat lunch alone
Talk to them about your business
FORD
Family
Occupation
Recreation
Dreams
Make 5 phone contacts daily
Circle of Influence
Existing/Previous clients
Fanatical Prospecting by Jeb Blount
Always prospecting
Keeping the pipe full
Keep records of your list
90 day rule
Stop selling in December hurts in February
ABC - Always Be Closing
Follow-up
This is where businesses often fail
85% of the business is earned after the 5th follow-up
Newest listing after 4 calls and 3 text messages and 2 voicemails.
Be consistent
Follow up monthly, every other month
Tell them how you will follow up and do what you say
Objective is to set appointments
Appointments are scheduled to present and close
Prequalify clients to identify their needs
Needs vs Wants
Spend your time with the needs
You are there to be of service, so find out the best way to help
Presenting
Meeting with clients
Have a presentation ready
AVOID POWER POINT
Find out what their greatest concerns are right off the bat
Present to their greatest concerns
Negotiating
Be of service to others
Often you are representing the customer or their needs
Insurance agent: best coverage and price
Real Estate agent: best price and terms
Taxes: best strategies to legally pay minimum tax
Negotiate in the best interest of the customer
Closing
Ask for referrals
Within 30 days, follow-up again, show you care
Referrals
The work we don’t want to do
Cold calls (lead generation)
Follow-up calls (continued relationship)
Ask for what you want (referrals)
Do the work!
Nothing is handed to you, you have to work
Working is NOT listening to podcasts!
Work is WORK, the stuff you don’t want to do
You are a Salesperson!
Productive vs Busy