In this episode of "Building Great Sales Teams," Doug Mitchell discusses with Kasey Luft, CEO of Clientric, the importance of clear business communication and the use of Zoho CRM in the roofing industry. They explore the challenges of conveying evolving business models, nurturing leads, and the significance of leveraging networks and data for growth. Kasey introduces the "granny test" for simplifying business explanations and stresses the value of marketing automation and KPIs. Additionally, Kasey shares his personal journey, including his battle with cancer and his drive to leave a legacy through solving complex problems.
Chapters
- The granny test (00:01:33) Kasey explains the concept of the granny test, a simple one-page document outlining a business's operations for easy understanding.
- Communicating business evolution (00:03:37) The hosts discuss the challenge of effectively communicating the evolution of their sales programs and services to clients without overcomplicating the message.
- Nurturing leads (00:05:30) The conversation delves into the topic of nurturing leads, discussing strategies for following up with potential clients and maintaining top-of-mind presence.
- Follow-up strategies for roofers (00:09:05) Kasey shares follow-up strategies for roofers, including direct mailers, yard signs, and nurturing campaigns to engage potential clients.
- Transition from physics to data engineering (00:12:26) Kasey discusses his transition from a physics degree to self-taught data engineering and his passion for Zoho CRM technology and process mapping.
- Leveraging data for business growth (00:18:00) The conversation focuses on leveraging existing networks and data to drive business growth for roofing companies, emphasizing the importance of utilizing available contacts and data for campaign outreach.
- Nurturing Leads and Referral Campaigns (00:22:25) Discussion on the significance of nurturing leads and leveraging referral campaigns to stand out in recruiting and prospecting processes.
- Optimizing CRM and Business Processes (00:24:12) Importance of optimizing CRM and business processes, utilizing technology solutions, and identifying areas for improvement.
- Understanding Sales Flow and Conversion Rates (00:26:12) Exploration of sales flow, conversion rates, and strategies to convert existing leads and clients into new sales, referrals, and testimonials.
- Personal Experience with Testicular Cancer (00:33:36) Kasey Luft's personal experience with testicular cancer, its impact on his perspective, and how it influenced his decision to start his own business.
- Defining Legacy and Personal Mission (00:39:56) Kasey Luft's interpretation of legacy and his personal mission statement to solve complex problems for the benefit of humanity.
You can connect with Kasey Luft on:
LinkedIn: https://ca.linkedin.com/in/kasey-luft-49660a2a
Instagram: https://www.instagram.com/k.luft/?hl=en
Facebook: https://www.facebook.com/kasey.luft
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