Shows
The Sales GameDay 47 and 48: Staying Resilient - Josh's Strategies for Navigating Business SetbacksJosh shares his recent experience with hiring challenges and the adjustments he's making to his recruitment process for sales development representatives. Despite setbacks, Josh remains focused on integrating CRM systems, setting up telephony and SMS automation, and exploring new marketing strategies like drone footage for social media.Josh discusses his plans to create video content for sales presentations and launch a video podcast to document his journey. He also emphasises the importance of maintaining a door-to-door team as a sustainable entry-level position, providing consistent revenue and opportunities for growth within the company.Tune in to hear...2024-06-2508 min
The Sales GameDay 39: Integrating Telephony and SMS - Josh’s CRM Revolution in Solar SalesToday’s focus is on continuing the setup of telephony and SMS automation within the CRM system to streamline customer communication.Josh discusses the challenges of integrating voice calls and SMS from a single number, ultimately opting for Aircall and SMS Magic to achieve this functionality. He highlights the importance of refining backend CRM operations to handle customer progression efficiently, aiming to automate as many processes as possible.Additionally, Josh plans to create engaging content for Spark Edge, expand his audience on social media, and begin the recruitment process for new door knockers. He shares insights on...2024-06-1905 min
The Sales GameDay 36: Scaling Smart: Hiring Strategies and Lead Management for Solar EntrepreneursIn today's episode, Josh updates us on Day 36 of his journey to build a solar business in Australia, aiming for a million dollars in annual profit from an initial $10,000 AUD investment. Now with an increased investment of $16,000 AUD, thanks to previous sales commissions, Josh is focused on accelerating his business development.He discusses his progress on various fronts, including setting up telephony systems with Zoho CRM, registering for the STC's trading platform for Australian rebates, and planning to hire an appointment setter. Josh emphasises the importance of streamlining backend processes and reducing manual tasks through automation....2024-06-1604 min
The Sales GameDays 34 and 35: Doubling Profits and Closing Sales: Josh's Path to Solar Business SuccessIn this episode, Josh recaps Day 34 and shares the progress made on Day 35 of his journey to building a million-dollar solar company in Australia with an initial investment of $10,000 AUD. He celebrates closing a new sale, doubling his profit margins from his last business, and discusses the importance of setting up essential business tools like Zoho CRM and Xero for managing customers and finances.Despite facing a family emergency, Josh outlines his strategic plans, including hiring appointment setters, training them, and leveraging door-to-door sales to generate steady cash flow. He also highlights the importance of transitioning from field-based...2024-06-1508 min
The Sales GameDay 27: Solar Sprint - The Race to Close Deals Doorstep by DoorstepJosh dives into a session of door knocking, despite initial reluctance. Reflecting on lessons learned, He prioritises sales over perfection, aiming to streamline processes for future endeavours. While some tasks remain unfinished, including CRM integration and training, Josh finds success in targeting specific areas with high homeowner rates, despite being behind schedule. Exploring innovative methods like electric scooters for efficient outreach, Josh wraps up the day with plans for another round of door knocking and an early appointment. Tune in for updates on Josh's sales progress and his relentless pursuit of business success.2024-06-1104 min
The Sales GameDay 27: Closing Deals and Chasing FinanceJosh gears up for a day of door knocking. With the aim of reaching a million dollars in net profit annually from a mere $10,000 investment, Josh reflects on the challenges of delayed sales initiation. Today's agenda includes finalising value stacks for different system sizes, approving social media posts, and training Jerry for appointment setting with old leads. As he tackles urgent tasks like completing terms of trade and preparing for door knocking, financial concerns loom large, with only $500 left and a pending finance solution for residential customers. Tune in as Josh navigates the uncertainties of entrepreneurship and strives to keep...2024-06-1005 min
The Sales GameDay 21: Strategic Growth Plans - Scaling Up Staffing and SalesJosh continues his journey of building a solar company from scratch with a mere $10,000 starting capital. With a goal to achieve a million dollars in net profit annually, he focuses on crucial tasks today. He checks in on the progress of the website, outsourced through Upwork, and plans to apply for payment vendors once it's complete. Meanwhile, Josh dives into CRM development while Jerry works on refining the Open Solar proposal. Excitement mounts as they anticipate launching Facebook ads on Monday to generate leads and kickstart sales. He also contemplates hiring strategies, considering the possibility of hiring two individuals simultaneously t...2024-06-0103 min
The Sales GameDay 20: Strategies for Business Growth - Leveraging Finance and Lead GenerationIn today's single-part episode, Josh delves into a whirlwind of productivity and strategic planning. Setting ambitious goals to build a million-dollar net profit solar company annually, Josh dives into essential tasks. From setting up payment processing with Stripe to securing financing options for customers, Josh navigates through the intricacies of business operations. With the website design outsourced and nearing completion, he prepares to embark on CRM development and the creation of the Open Solar platform. Despite financial constraints, he strategizes innovative ways to bootstrap growth and expand credit lines. With a camping trip on the horizon and lead generation plans...2024-05-3105 min
The Sales GameDay 19: Pressure and Choices - Managing Self-Imposed ExpectationsJosh reflects on a day filled with progress and tough decisions. With the warranty terms finalised and other aspects of the offer nearing completion, he navigates through the complexities of business decisions, including grappling with the cost of liability insurance. Amidst plans for upcoming marketing strategies and camping weekends, Josh reaffirms his commitment to prioritising the business over social activities. Tune in as Josh outlines his strategy for the coming days, including website development and CRM implementation, with the goal of generating leads by Monday. Despite uncertainties, Josh remains resolute in his determination to succeed, sharing insights and reflections along...2024-05-3006 min
The Sales GameDay 15: Mastering Offer CreationJosh wraps up another productive day in the solar business world. With the residential and commercial offers nearly finalised, Josh seeks feedback from family members who embody his target customer profiles. Delving into the intricacies of simplifying terms and conditions, Josh reflects on the importance of communicating value to customers effectively. From tackling payment methods to exploring innovative lead generation strategies like Facebook ads and yard signs, Josh shares insights and plans for the future. With Jerry's invaluable contributions and a growing excitement for upcoming marketing endeavours, Josh is poised to make waves in the industry. Tune in for updates...2024-05-1711 min
The Sales GameDay 15: Crafting the Perfect Solar Offer - Insights from Customer AvatarsJosh continues his journey in the solar business realm. Today's focus is on finalising the offer creation, seeking feedback from his mom—a quintessential residential customer avatar. While pondering business-side strategies, Josh emphasises the importance of reliability in sales interactions, reflecting on the significance of meeting promises to build trust. With the urgency of finalising liability insurance looming, Josh underscores the value of underpromising and overdelivering. Stay tuned as Josh delves into CRM development, aiming to make significant progress by day's end. Join him on this dynamic entrepreneurial expedition, striving to sell more, make more, and work less in the so...2024-05-1602 min
The Sales GameDay 12: Closing Deals, Crafting Guarantees - Behind the Scenes of Solar Sales MasterTune in to the latest episode of The Sales Game with Josh McKay, where Josh shares insights from his 12th day of hustle in the solar business world. Join him as he reflects on a day filled with unexpected challenges, from technical setbacks to catching up with old colleagues. From door knocking to AI tools, Josh explores various lead generation strategies and contemplates innovative warranty guarantees to ensure customer satisfaction. With candid reflections and strategic planning, Josh offers listeners a glimpse into the entrepreneurial journey, promising more sales, more success, and less work.2024-05-1210 min
The Sales GameDay 11: Small Wins, Big Impact - Progress Amidst Startup ChaosJosh dives into Day 11 of his solar business venture. Today, he's focused on finalising the project management tool with his Operations Manager, Jerry, to prioritise tasks and kickstart sales initiatives. With a keen eye on getting cash flowing, Josh outlines his priorities: website development, social media setup, CRM configuration, and software integration. He also shares his plans to explore financing options and establish credit lines with suppliers, emphasising the importance of flexibility and reliability. Additionally, Josh aims to craft compelling offers for residential and commercial customers, designed to justify premium pricing and minimise risk. Tune in to discover Josh's strategic a...2024-05-1113 min
The Sales GameDay 11: Crafting Compelling Offers - Secrets to Closing DealsJosh dives into Day 11 of his solar business venture. Today, he's focused on finalising the project management tool with his Operations Manager, Jerry, to prioritise tasks and kickstart sales initiatives. With a keen eye on getting cash flowing, Josh outlines his priorities: website development, social media setup, CRM configuration, and software integration. He also shares his plans to explore financing options and establish credit lines with suppliers, emphasising the importance of flexibility and reliability. Additionally, Josh aims to craft compelling offers for residential and commercial customers, designed to justify premium pricing and minimise risk. Tune in to discover Josh's strategic a...2024-05-1002 min
The Sales GameDay 7: Naming Dilemmas and Strategic PlansIn this episode, join Josh on day seven of his journey as he onboards Jerry, diving into the intricacies of their solar business. Josh shares his morning reflections, highlighting the importance of getting Jerry up to speed with their vision and operations. They explore crucial decisions like whether to stick with their current business name, Sun Kraft, or opt for a more globally inclusive one. Additionally, Josh outlines their agenda for the day, including mapping out essential tasks such as CRM setup, website development, and sourcing suppliers. Tune in as Josh sets the stage for a productive orientation day and...2024-04-3001 min
The Sales GameDay 5: Lessons from Hiring AbroadThis episode Josh navigates through the complexities of hiring his new Operations Manager, Jerry. With unexpected discrepancies in pay and the setup of an international payment gateway, Josh showcases the challenges of entrepreneurship. Yet, he remains resilient, emphasising the value Jerry brings to the team. Amidst finalising logo designs and contemplating brand names, Josh shares his introspections on business scalability and values determination. Tune in to gain insights into the strategic decisions driving Josh's solar business forward in this candid and insightful episode.2024-04-3009 min
The Sales GameDay 3: From Vision to Action - Crafting a Sales StrategyWith a virtual office set up and operational tasks tackled, Josh dives into the intricacies of hiring virtual assistants for crucial roles. He shares insights into navigating the hiring process and leveraging platforms like Online.ph to find skilled candidates. Additionally, Josh discusses setting up a local landline number for business communication and securing exclusive residential leads for future sales endeavours. Delve into Josh's strategic thinking as he contemplates business scalability and the importance of diversifying lead sources. Tune in as he explores the dynamics of service-based businesses and sets ambitious goals for his venture. Stay tuned for more updates...2024-04-2611 minThe Sales Game85. Moving to Video Podcasts- Josh Mackay - Sales LaunchAnd update on the solar business build, day 42, aswell as moving to the new format of doing video style podcasts as I am already doing them!2024-03-1523 minThe Sales Game84. How I Prioritise My Day With So Many Distractions- Josh Mackay - Sales LaunchSome tricks I learnt from reading some of Tim Ferris’s books, especially 4 hour work week, on how to prioritise my day. There are so many distractions, so many tasks and things that can be done and it can be challenging to decide what to focus on, because so much of it is just fluff. Also giving a health check and update on the solar business build in doing!2024-02-2112 minThe Sales Game83. How prioritising my day has helped- Josh Mackay - Sales LaunchI’ve been doing a video each morning do the things I want to accomplish for that down, then another video at the end of each day sharing what I’ve actually done. This has been super helpful to hold me accountable, and make sure I’m working on high value, big things that actually move the business forward, and not just checklist porn items (thanks Tim Ferris, I’ll never get that term out of my head). Also in process of offer creation as inspired by Alex Hormozi, sharing same ideas I have on that for a solar company!2024-02-0113 minThe Sales Game82. I’m building a totally new type of solar business - Josh Mackay - Sales LaunchI’ve realised that the reason I’ve held back on going straight into the sales consulting business is because there are areas of that avenue I haven’t developed strong skills in, such is diversity in exclusive lead sources and high margin sales, so until I mail those things I want to do it myself before I go teach someone else how to do it. Also did a Kolbe report which was super enlightening and gave me more permission to be myself and lean into my strengths (which it also helped me to identify what those are). Totally recomm...2024-01-2517 minThe Sales Game81. I Am Building a $10m Solar Business with Only 10k- Josh Mackay - Sales LaunchSharing the first few days of the $10 million solar business project, of building a solar business that will be worth over $10 million with only $10 thousand invested. I’m confident as shit that it’s going to work and that’s it’s not going to be as easy as I think but this podcast is talking about a few of the things I’m doing, and a few of the things that are helping me to achieve better productivity in my days, such as start of and end of daily journals!2024-01-1713 minThe Sales Game80. How I Think Through the Difficult Stuff - Josh Mackay - Sales LaunchHad a big NO from a massive project I was banking about n for the new Sales Launch business. I’ve learned alot from it, and only have myself to blame for the way it’s turned out, but here I am just sharing my thought process and how I worked through the decision to start my own solar business again.2024-01-1433 minThe Sales Game79. What Course To Set - Josh Mackay - Sales Launch2024-01-0412 minThe Sales Game78. Got Some Fuel In The Tanks!- Josh Mackay - Sales LaunchBusiness loan come through, my energy levels and motivation are at an all time high but patience is probably being tested. I keep choosing to focus on direct marketing instead of content creation which I am proud of because it’s super easy to get caught up doing work for work I stead of work for output and result. Have two different directions I am considering with the offer, and on this podcast I solidified which direction I am going (love talking this stuff out to myself) Also want to learn content creation so that I can delegate th...2023-12-0618 minThe Sales Game77. Spewing my thoughts out- Josh Mackay - Sales LaunchJust had to get my thoughts out of my head to look at them more clearly, wanted to share what I’m thinking about with the direction of the next few weeks and how a 25k loan has changed the pace and given me more options but also has affected how I think about material things again.2023-11-2915 minThe Sales Game76. Down Day Turned Around- Josh Mackay - Sales LaunchHad a shitty start to the day, looked at what caused it, how to reduce that cause, and what I did to turn it around. Which worked today haha, let’s see if it keeps working on the down days which are inevitable. Making good progress with Sales Launch, starting to pitch directly to the end users which is going well and learning a lot to improve the presentation.2023-11-0810 minThe Sales Game75. - All Energy Conference - Josh Mackay -Sales LaunchAttended All Energy in Melbourne, had a great time, learnt a lot, love the networking and I want to do more of it and hold my own events. Been reading 4 hour work week and as soon as I can afford it I will be getting a Virtual Assistant on from YMII as referred in the book to help with alot of things.2023-11-0119 minThe Sales Game74. Listening to Intuition- Josh Mackay - Sales LaunchJust a quick update on where I am at with Sales Launch, the website build, the first big project with an old colleague (maybe, nothings been signed so it could flop haha) and also just about how I’ve been paying attention to things I’m doing through my intuition and how I feel about it.2023-10-1210 minThe Sales Game73. First Solar Event- Josh Mackay - Sales LaunchAttended my first Solar event today and just sharing my thoughts on how it was run, how it could have been run better if I were to do one myself, but overall was good to get out there!2023-10-0609 minThe Sales Game72.First Sales Launch Client, Maybe… -Josh Mackay - Sales LaunchMight have landed first client but excellent proof of concept. Keep the conversations light and ask more about what they are doing. Been stressed a bit last week or so and trick was to go out into nature and also doing a workout, super helpful for mentality. Want to remind myself of that. Also want to remind myself not too overcomplicate things and note down what clients are asking especially in these early days, as these are excellent marketing points!2023-09-2914 minThe Sales Game71. Go Bush - Josh Mackay - Sales LaunchReconnecting with nature to chill the fuck out and get out of my head. Got my brilliant plan and very excited to be working on my new idea, which I realised was the same idea I had had all year I just hadn’t materialised it this way before.2023-09-0617 minThe Sales Game70. Infinite Games- Josh MackayThe launch of Self Power, the ideas behind my new venture, my mentality behind where I see it going, what types of customers I want, what cause I want to fuel. I want to help home owners settle into the future, to go green and reap all the benefits of being able to live there life the way they want to without consequence, and still be sustainable and green!2023-06-1319 minThe Sales Game69. Mating In Captivity- Josh MackayA snapshot of where I am right now in life, what books I’ve been reading, a profound appreciation of the book Mating in Captivity, and just trying to understand why I’m loving it so much. Is it the meditation, is it the separation from my wife, and revival of energy between us from this separation, is it because it was so relevant and is just the right book at the right time? I think it’s all of these things and more. A fantastic book for anyone who is or has ever been in a long term relati...2023-05-1634 minThe Sales Game68. Deep Dive Into Myself- Josh MackayJust an update about where I’m at currently in my life, what I’m thinking about, being less impressed with my status and self and more involved in the people in my life and who I interact with. Sharing how my transcendental meditation is going, reflections on my last few years in life and business, and a new journey of improving my skills in sex.2023-05-1026 minThe Sales Game67. My First Transcendental Meditation - Josh Mackay - Sales LaunchI did my first day of a 4 day Transcendental Mesiation Course today and it was a very pleasant and easy experience. I recorded this immediately after my first mediation on my own in my home to capture what was going through my mind in and after the experience, pretty relaxed.2023-04-2907 minThe Sales Game66. The Automation Options Are Endless! - Josh Mackay - Sales Launch2023-02-1411 minThe Sales Game65. Bringing More Value to My Content - Sales Launch - Josh Mackay2023-02-1016 minThe Sales Game64. SALES LAUNCH IS BORN!! - Sales Launch -Josh MackayA BIG UPDATE I’ve sold my shares in the solar business, I’m separating with my wife which is going to be for the best for our family and wellbeing and overall joy and fulfilment, and I am just butting down into sales and self development of skills and personal brand and reputation. Plenty more to come as I’m planning on posting 25x a day across 3/5 media platforms to start this journey!2023-02-0810 minThe Sales Game63. Nassim Taleb Incerto- Josh MackaySome of the points I lived the most from Fooled by Randomness: -things are less predictable than we like but that’s probably a good thing -how people can overvalue their intellect and knowledge, at the expense of learning more (the more I learn the more I realise I don’t know) -the black swan event is the one that you never seem coming but is almost guaranteed to come, and being protected from it means you survive -via negativa, it’s easier to improve by removing than by adding It a very deep book, and on...2022-12-1821 minThe Sales Game60. Remind Myself of Time Horizons - Josh Mackay - Solar LaunchBeen almost 3 months since we’ve listed the business and there’s been a lot of time pondering what I’d do next. There is some itching feeling that it hasn’t sold even though we are only halfway into the minimum timeframe we hoped for, and 1/4 of the more realistic timeframe. Shows me I still have some work to put into thinking on longer time horizons. Maybe even the fact that I’m selling it is also still a sign of that..Did I really put it in that much effort and is the business’s giving me ba...2022-10-2012 minThe Sales Game59. Play Bigger - Josh Mackay - Solar LaunchIf I had to sum up the book Play Bigger in one thought, it’s do something different, not better, different. A lot of ideas in this book I can see has inspired or confirmed Russel Brunson’s thought on creating forward based movement (POV in Play Bigger) and category design of creating a product/service that identifies a gap in the market, solves a problem people aren’t aware is a problem or can be solved, or best if it’s both.And then getting everyone in the company on the same buzz and mission.This book is...2022-10-1219 minThe Sales Game58. Spice Things Up- Josh Mackay - Solar LaunchShane and I have revamped a commission structure for ourselves which has got us both more motivated to do sales. We’ve also been having steady results with our salesperson on commission only and he’s been excited about the potential with it. We decided to change up the way we pay our employee salesperson aswell and she’s been pumping with joy.2022-10-0108 minThe Sales Game57. Happy Wife Happy Life- Josh Mackay - Solar LaunchI don’t believe that by the way haha. Not that I don’t believe it, it’s that I think it’s a very broken idea in all of its context. I just thought it made a catchy name for a podcast.I’ve been tracking my days with my partner just to break out of the memory fallacy that comes with thinking about the past, and how our thoughts or feelings can be so swayed by small moments of emotion, either from the past or the thoughts of the past in our current state of mind. So I wante...2022-09-2616 minThe Sales Game56. Mid Podcast Crisis - Josh Mackay - Solar LaunchI have been having conflicting thoughts about whether I really wanted to keep this podcast going and why..Pros, like getting outside of my own head and sparking me to think in a certain way and holds me accountableCons are sometimes I just really don’t know what to talk about, and it makes it hard to find the motivation to make a podcast. Maybe it’s because I’m putting pressure on myself to make jam packed golden nugget content on every podcast, and I don’t feel like I’m at an experience level in life or bu...2022-09-1909 minThe Sales Game55. The MX5 Seats - Josh Mackay - Solar LaunchThe paradoxes of Wanting what you can’t have and also not working harder because you already have something that just does the job, path of least resistance perhaps..2022-09-1017 minThe Sales Game54. Getting Chiselled - Josh Mackay - Solar Launch-have been putting a lot of effort into my health and body and it’s been very rewarding-wanting higher energy levels, better physique, more strength but also on some level I believe it makes it visible that you have a solid work ethic and value results, so there is a respect level I would like aswell as I believe when I look at these entrepreneurs that are well built it commands more respect and also easier to watch as they are more attractive and in good form -like having a Ferrari body instead of a Corolla, little bi...2022-09-0713 minThe Sales Game53. Enjoying the Freedom of Thought- Josh Mackay - Solar Launch-I’ve been enjoying the freedom to think about what I’d really like to do with my time and money outside of the business with Shane -I am forming a stronger picture in my head of what direction I’ll be going, and it feels the best fit to think about doing sales with/for other businesses -Part of me wonders if/how much I’ve held myself back be doing business with Shane, and how much progression was made by doing business with him-Overall I would not change the decision to do business together with him...2022-09-0406 minThe Sales Game52. Maybe it’s All Gonna Work Out - Josh Mackay - Solar LaunchMaybe it’s All Gonna Work Out -leads have started to come through and sales person has started to make sales-he’s now back to break even for us so it’s not costing us anything to keep him on, so we’ll give him some more leads now he’s fully trained and see how it goes-looking our emotional reactivity to situations, and our ability to think on time horizons-lots of business enquiries is very positive sign -updates with the loan process, but we’ve spoken to one supplier and they’ll give us sam...2022-09-0112 minThe Sales Game51. A Few Changes- Josh Mackay - Solar Launch-applying for loan to move away from Amex and into cash position -need to track weekly costs better across lead sources and salespeople -few enquiries on the business’s for sale listing-Shane and I looking to gear up for one last hurrah through summer before selling hopefully -still unsure of what to do with the sales person, we haven’t moved him onto comms only just yet, caught between decision of pushing a bit further with him or cutting him loose-moving to Bali2022-08-2408 minThe Sales Game50. My Business Journey So Far - Josh Mackay - Solar LaunchWhen you start your profitable because you have low overheads do you’ve just solved the problem, unreliable acquisition, as you scale and focus on one reliable acquisition channel, cost of impressions go up, have to market to colder audiences, and cost of things go up, which all chew marginsInvisible hand of word of mouth to help your margins, The above three are all reasons why Shane and I didn’t go too far with the scale of our business, only after trying to do it though did we realise how quickly our margins were being eaten2022-08-2116 minThe Sales Game49. What’s On- Josh Mackay - Solar LaunchBusiness is being listed for sale, we’ve filled out the forms and had the valuation redone at 450k, not bad for something that 12 months ago we were thinking of walking away from without anything! They’ve added both wages into the net profit and then done a 2.2 multiple on net profit, which is better in our opinion that the other broker who was leaving one wage and doing a higher multiple on the lower figure. Also their fees are only 2.5% on sale price, both were charging around 4k for listing and advertising fees, which when we looked into the webs...2022-08-1515 minThe Sales Game48. Business is for Sale - Josh Mackay - Solar LaunchWe’ve listed our business up for sale! I’ll talk about some of the reasons why, what direction we have been drifting, what Shane and I are thinking about it. What areas of the business we would prefer to focus on, and maybe bring that to front of focus on the next challenge. Sales team has been doing really well this week, we’ve dropped our pricing down a bit for some specials, given our team limited numbers of jobs at high discounts, but have also kept them on the higher commission structure and it seems to be wor...2022-08-1211 minThe Sales Game47. Through the Struggles - Josh Mackay - Solar LaunchBeing a business owner, or even just a human, but most certainly adding some extra flare to that by being a business owner, has its ups and downs. One thing that’s really helped me lately is thinking about things on a larger time horizon. We’ve recently hired two sales people and a customer success person, and have our alot of energy and effort into them, but things don’t always go the way you expect. We had to fire one sales person, and the other is not as strong as we’d hoped. We’ve put a lot of ene...2022-08-0917 minThe Sales Game46. Is there such thing as good or bad? - Josh Mackay - Solar LaunchStarting to understand the concept I’ve heard various people, including Alex Hormozi, discuss about how things aren’t good or bad, they just are, and how we define them is what makes them good or bad to us. I was thinking about the way I delivered news to Shane about not being able to take a big chunk of Victorian leads from our lead supplier due to politics, and how I delivered it as bass news rather than just news. How I put my own negative spin on it before I had even given him a chance to proc...2022-08-0509 minThe Sales Game45. Shifting Our Focus to Sales - Josh Mackay - Solar LaunchWe’ve got a few things on the go at once, and with our size, dividing our efforts amount them all is quite a challenge and to some degree we may be doing a few things okey, rather than one or two things really well. We’ve got 3 new people who’ve just started, 2 in sales and 1 in customer success, we are testing Facebook marketing, testing the work from home method direct from onboarding (which we haven’t done in the past, we had trained people up first in the office for a few months before moving to home based), we are t...2022-08-0108 minThe Sales Game44. Robust Business - Josh Mackay - Solar LaunchBuilding a business that is failure proof, or at least extremely failure resistant. Lately Shane and I have been talking about our overall business model, the way we train people, the people we work with, and the vulnerabilities of our business, like lead sources, reliability on sales peoples conversions and our seemingly “market dependent” volumes, I put that in quotes because I’m learning that there is ways to control that. Both through Alex Hormozi and the book dive been reading, especially lately Play Bigger, which talks about creating your own market.2022-07-3016 minThe Sales Game43. Breaking Down Our Training- Josh Mackay - Solar LaunchHow we train at the moment, and is there a better way? These are the steps we get into with a new salesperson:Day 1: Product TechnicalsDay 2: Systems TechnicalsDay 3/4/5: Sales CallsWeek 2, Solo with catch upsWeek 3, same as week 2z I’ve just been doing a lot of thinking about whether there needs to be improvement in our methods, and have come to the conclusion that yes, there does. I’ll cover why I arrived at this train of though and then decision, after some retrospection on previous training methods with...2022-07-2710 minThe Sales Game42. Systematic Training & Our Frameworks- Josh Mackay - Solar LaunchI’ve started mocking up a proper training program to run through, because it’s been quite chaotic in the past. With our sales process, we want our sales team to be experts in solar, to have the information and knowledge to be able to handle any question, solve any problem and outsmart and customer or any salesperson feeding the customer bullshit. The overall idea is so that the customer has an awesome experiences and will the be an advocate of our business. I was even explaining to our new salesman today that the reason we pay the same commissions, and...2022-07-2515 minThe Sales Game41. Building My Well - Josh Mackay - Solar LaunchPlans to start building my well before I’m thirsty as Russell Brunson quoted. I’ve started putting myself out there in Facebook groups for door salespeople, and plan to starry broadening that out. I’ve been considering a side project, and just trying out how I like the feel of building my well on Facebook in this style, or maybe I’ll look at getting some larger sales for us in over 50’s villages or building projects with smaller builders.2022-07-2306 minThe Sales Game40. Better Margins - Josh Mackay - Solar LaunchSome awesome news about results in getting larger margins across multiple sales with a lot of traction building with our presentations! Quick update about where our new team members are at, sales and customer success, what we’re doing with our new sales team member coming on, some ideas we have for culture, when to implement them, and what we are doing with our leads! Also looking at incorporating more ongoing training with our sales team, as one thing training has made me realise is that it is easy for even excellent sales people to develop and/or fall in...2022-07-2110 minThe Sales Game39. Sales Team Update - Josh Mackay - Solar LaunchReporting back in the progress of the salesman we’ve hired, and also the customer success. These are the people we hired through our little recruitment hack we thought of a little while back, and the results have been excellent. Still early days for the customer success but our operations manager has reported back very good things so far. Also our salesman made a sale already in his very first week solo, after 1 full week of training, and has more on the heater. These sales are coming through on the newer larger margins which vis awesome, and means do...2022-07-1909 minThe Sales Game38. Maximum Effort - Josh Mackay - Solar LaunchI like to do things to 1000, but I also want to have more sustainability in my life, and I think that comes down to making sure I am doing things that are high on my values, as my own choice, not as something I “should be doing” according to values in my head that aren’t mine. I don’t know exactly what it looks like, but I do know that business’s is higher on my values than I ever though, because it gives me so much energy, and I think about it so often, and have done so for as...2022-07-1709 minThe Sales Game37. Creating a New Opportunity - Josh Mackay - Solar LaunchI’ve been thinking alot on how to create a new opportunity with our frameworks in our solar business. How can we present our offer in a way that hasn’t been done before, or find an area of our market that isn’t being served?Solving a problem that people haven’t thought to solve yet, or didn’t think was possible to solve, and making it seem effortless.It’s an idea I’ve been toying with since first reading Dot Com Secrets by Russel Brunson, and now watching Shark Tank, and also reading Play Bigger, and I’ve been...2022-07-1512 minThe Sales Game36. To Do or Not To Do- Josh Mackay - Solar LaunchInteresting thoughts about wether it’s easier to avoid things that you shouldn’t do, or to focus on things that you could do. Looking at links between causality and results of the survivors who actually made it, vs the people who didn’t. Was it really just a combination of the ‘right’ things to do, or was there something else that made them successful.In the spirit of avoiding tragedy, I’m just going to list a few things of what not to do, that from our experience we know if we did again would probably end in the same shi...2022-07-1418 minThe Sales Game35. Category Kings - Josh Mackay - Solar LaunchReading a book, Play Bigger about creating new categories and dominating markets. One thought floating around in my mind since I first read Russels Brunson’s take on the subject, was how can we create our own category and own market in the solar industry. What will seperate us, what’s new, how do we get outside of this box we have put ourselves in and start looking at our problems, or other peoples problems differently to be able to find unique ways to present solutions to them. Also have just been mulling over the concept of brand buil...2022-07-1213 minThe Sales Game34. Sales Team Training - Josh Mackay - Solar LaunchWe’ve just onboarded a new sales team member who is super hungry to develop his skills and make some money. We are working on creating a proper sales training process, with videos, workbooks, notes, and detailed steps of onboarding process so that it can be replicated easily.We’ve also hired a Customer Success Person who starts next week, and we’re very excited to see how they go.Recruitment process has been a success so far but obviously need to wait a few months to see how the team pans out, but the strength of charac...2022-07-1116 minThe Sales Game33. You Never Know What it’s Gonna Look Like - Josh Mackay - Solar LaunchJust some thoughts on what aspects of our business we enjoy the most, and are our natural strengths. We have been contemplating the idea of wether it’s worthwhile honing in on those aspects of our business and seeking ways to reduce or possibly even outsource the other aspects that we aren’t so strong in and/or have less interest in. Or do we just find better people for those positions. Very interesting thoughts about selling products on commission basis for other businesses, where we take on all the marketing, lead generation and sales, and get paid per sale...2022-07-0717 minThe Sales Game32. Lead Sources - Josh Mackay - Solar LaunchHow many should we have? How soon to diversify? What are the caps of each? We’ve been thinking about our steps moving forward with our various lead sources, and how to stay de-risked during the process of bringing on and testing new lead sources, as well as just in general being de-risked and not being reliant upon one.There are principles of media types that you can only do a certain volume before you’ve squeezed out a healthy stable flow, and from there the push becomes stronger because you have to start going for colder and...2022-07-0611 minThe Sales Game31. Marketing and Recruitment Update - Josh Mackay - Solar LaunchQuick update about how the Facebook is going and how our recruitment process is going. We ran an interview yesterday and have some more tomorrow, the type of people we are getting through are exactly what we are looking for, and we’ve significantly reduced the effort involved to find them! Now how do we do that for other areas of our business!2022-07-0512 minThe Sales Game30. Thought Experiments - Josh Mackay - Solar LaunchThinking about the process of my thinking. Is it constructive, or demanding. Am I being realistic or setting expectations too high about my ability to implement changes successfullyI’ve been thinking slot about wanting to do more with the information I’ve been learning, but also on which areas would be the highest leverage of my time, aswell as the most sustainable.Some of the points I’ve thought most about , like our marketing direction, future movements, values carried throughout our company, team culture and overall business foundations.There are a lot of areas...2022-07-0311 minThe Sales Game29. Media Platforms Part 2 - Josh Mackay - Solar LaunchI was talking the other day about the various media platforms, and which one I like the most. It’s something that I’ve been thinking a lot about over the last few days and just wanted to share my thoughts.Also talking about redoing the website, and using principles of Dan Kennedy and Russel Brunson to direct the traffic better, rather than being a brochure. Also quick update on our recruitment hack and results so far.2022-07-0112 minThe Sales Game28. Recruitment Hack & General Update- Josh Mackay - Solar LaunchWe are putting an add up for sales people as we now have an abundance of leads and sustainability for two more sales people. Also Shane and I are keen on spending more time on other aspects of the business instead of being in sales ourselves, to elevate our roles and our skills. Also thought of a new trick for recruitment, to send all applicants a series of questions to that help truly uncover a persons personality and drive which has worked like a charm. Has saved time, effort and have achieved a much deeper understanding of personality...2022-06-2919 minThe Sales Game27. Media Platforms, Which One is Best? - Josh Mackay - Solar LaunchGoogle, Facebook, Instagram,YouTube, Podcasts and all the rest.After reading about these on Traffic Secrets by Russell Brunson, and how much effort he is putting into each of them, daily, weekly and monthly I’m just contemplating what method will be the most sustainable and lasting for me, and for our business.Shane has confirmed from his experience with mlm that he definitely doesn’t want to put the effort into social media, and much prefers paid ads. I like the idea of organic and lasting strategies that can generate much more money overtime. It’s prob...2022-06-2823 minThe Sales Game26. My Self Development Journey So Far.. - Josh Mackay - Solar LaunchHow I came upon my first coaches in personal development and starting the journey to understand myself better, what my values and breaking old false belief patterns that are holding me back.Is business a platform for self development or is self development to further my business values?My top values are social, business, family, personal growth, and wealth, I think even since identifying my values 6 months ago and breaking down some old thought patterns that were holding me back, my values have evolved, and rightly so as they are fluid.2022-06-2627 minThe Sales Game25. Diversifying Our Approach- Josh Mackay - Solar LaunchTime horizons and emotional reactivity. Having a bit of wind in our sails but not over capitalising, wanting to still bring on the amount of people we can sustain in normal market and just pump everyone for a few months while it’s hyped. Really aiming on diversifying lead sources, another lead supplier contacted saying they’re rolling out exclusive leads.Russel Brunson talks about converting traffic into your own as early as possible, so building platforms like Facebook, YouTube, podcasts whatever it is your using as a 3rd party media platform to aim bring people into your...2022-06-2417 minThe Sales Game24. Most Important Thing a Salesperson Can Do - Josh Mackay - Solar LaunchHad a call that after finishing I realised was totally one sided so I called them back to build rapport. Why did I do that and how did I know it was a shit call?I know I have an awesome product and know my stuff, but it’s not about me, it’s about them.One of the most important things a salesperson can do is put the customer front and centre. Tonality and body language to give conviction comes second on hierarchy of importance for me.2022-06-2115 minThe Sales Game23. Update: Facebook Marketing - Josh Mackay - Solar LaunchJust a quick update about what we’re doing at the moment. Marketing teams is live with Facebook ads campaign and we are holding off on hiring anyone until we get some solid results over some time.2022-06-2011 minThe Sales Game22. Business Automations - Josh Mackay - Solar LaunchBusiness Automation episode: Talk about the nitty gritty of our software. Marketing, Sales, Admin, Finance and Intra-Company Communication.How long does it take to build?
Is it worth the time and money to build?
Can you save time and do it yourself? Is that worth it?Why software instead of old fashioned quoting and follow up methods, diary task manager and the likes?What we are using?Examples of integrations we are using. Quoting tools, Emails + Text, Masking Emails, Twilio, Masking Numbers, WhatsApp, Zoho, Xero, Facebook, Zapier and briefly what they are doing for us.2022-06-2036 minThe Sales Game21. General Update/Owning Traffic - Josh Mackay - Solar LaunchNew Facebook campaign should be live tomorrow Ad content has come through Sales are still rolling through steady since increasing our margins and repositioningDoing a little bit of D2D for some fun Working on some SMS automation, interesting follow up 81% of sales made on 4/5th interaction from Russel Brunson Traffic secrets Importance of Owning your own traffic and leads with lists and not being at mercy of media source not controlled by you2022-06-1617 minThe Sales Game20. Growth Culture - Josh Mackay - Solar LaunchGrowth Culture- Shane and I explored various methods, what we’ve used in the past and some things we are contemplating using moving forward and why.Update: We’ve increased our margins almost triple with our commoditised lead sources, we are giving it a month to allow a full sales cycle and see how the results are.Improving the installers and backing our warranty and service.2022-06-1417 minThe Sales Game19. The Why of Building Your Business - Josh Mackay - Solar LaunchThe Whycreating a business that’s really valuable that we don’t even want to sell, something that truly functions without us, and probably something that we don’t want to sell. Working with people we enjoy, servicing customers we love and providing value we’d expect ourselves to feel good about the service, and our worth. To feel good about the experience and to pass that on to our staff, customers and anyone involved along the process. Margins for scalability and to pay people well /and/or create an environment and brand people want to be a par...2022-06-1319 minThe Sales Game18. Update On What We’re Doing - Josh Mackay - Solar LaunchUpdate On What We’re Doing and where my heads out with our methods moving forward, and the why. Bearing in mind time horizons and sustainability with our models.2022-06-1018 minThe Sales Game17. Interruption vs Search Based Marketing- Josh Mackay - Solar LaunchDifference between the two, with some quotes from Russell Brunson and Alex Hormozi on the subjects and just our reasonably extensive experiences with the two, and pros and cons of each.2022-06-0817 minThe Sales Game16. Infinite vs Finite Games - Josh Mackay - Solar LaunchThe difference between the two types of games and which one we are playing, and weather it’s serving us or not.2022-06-0708 minThe Sales Game15. What Order to Hire People - Josh Mackay - Solar LaunchLooking at the order that we have hired people to ensure that we are always spending our time on the highest value things we bring to the business. I talk about what order Alex Hormozi recommends to hire people in with the caveat that it should be in reverse order of the value that you are providing and see how we stack up against this line of thinking, and what we are doing moving forward.2022-06-0616 minThe Sales Game14. Branding vs Direct Sales Episode 14 - Josh Mackay - Solar LaunchJust talking about some points Alex Hormozi made about spending time and money on branding bs direct sales. Tiring that in with what your time horizons are for achieving results, and having future based causes to work towards and give you and your customers faith in your brand!2022-06-0522 minThe Sales Game13. Admitting You Can Improve - Josh Mackay - Solar LaunchI’ve found that being able to identify a flaw is an amazing quality, that allows you to grow and improve and be open to growth and improvement. Just running through some of the things Shane and I were discussing today for a few hours about affects of personal development on your life, your business and especially your friends and family and who you chose to surround yourself with.2022-06-0431 minThe Sales Game12. Applying Previous Success to New Campaigns - Josh Mackay - Solar LaunchTalking a little more about dream customers and identifying precious successful sales methods, and what was unique about the way we did it. Then applying that method into phone based sales, with Facebook lead gen.2022-06-0117 minThe Sales Game11.. Mistakes Make Money - Josh Mackay - Solar LaunchJust looking into the process of working towards a successful outcome, and how mistakes are a key factor in that (if you learn from them). Also exploring our current business structure between co founders and whether there can be improvements to it.2022-05-3115 minThe Sales Game10. Getting Results from Facebook- Josh Mackay - Solar LaunchJust quick update on Facebook results, types of customers we are getting and which ads we’ve found to be a bit better. Also quick look at the idea behind moving up the value ladder and charging more as the interaction with us gets more involved2022-05-2905 minThe Sales Game9. 30K Week 1st Week on Facebook - Josh Mackay - Solar LaunchAlthough 20K of that was from referrals haha. But we’ve just closed up two Facebook appts with an average of 5k margin in each sale so there is solid proof of concept, now just to continue to fine tune and build on consistency!2022-05-2706 minThe Sales Game8. The Need For Speed - Josh Mackay - Solar LaunchWe’ve been putting a bit or u realistic timeframes on trying to get facebook working in a very competitive market with no experience, so just tasking about putting a more realistic timeframe on that. Mainly because we are in need of some money! And FAST! So we’re going back to some of our proven methods of making money to create a solid platform we can stand on to put effort energy and money into making all the stuff that’s new to us work.2022-05-2617 minThe Sales Game7. Adding Video into Lead Gen ClickFunnel- Josh Mackay - Solar LaunchAdding Our well refined offline D2D Pitch into the online context of Facebook, strong curiosity to drive traffic and let’s see how the conversion changes, hopefully improves! Also working on 5 minute perfect webinar and I show you what pitch we are using for this video.2022-05-2511 minThe Sales Game6. Breaking Out of Improvement Offer into New Offer - Josh Mackay - Solar LaunchJust talking about the challenges of shifting into a new offer rather than an improvement offer. And how we thought we were doing it but realised we still aren’t there yet. Looking at some inspirations aiming the marketing legends for thought processes on how to do so and bearing in mind that it’s good to be aware for where we are at so that we can relate to people who are in this state even in a few years time when we’re crushing it!2022-05-2418 minThe Sales Game5. Epiphany Bridge Framework- Josh Mackay - Solar LaunchJust exploring the epiphany bridge framework from expert secrets book. Quick update on Facebook results and where we are heading with that, and slight reframe of our dream avatar.2022-05-2313 minThe Sales Game4. Personal Growth- Josh Mackay - Solar LaunchQuick update on how Facebook is going plus a little chat about some personal development tips that I am working on and that I’ve found helpful.2022-05-2127 minThe Sales Game3. Dream Customers - Josh Mackay - Solar LaunchWhat are dream customers, what are we doing to identify and target them, what’s the benefit of looking at a specific dream customer type2022-05-2036 minThe Sales Game2. Facebook Ads with a Clickfunnels Survery - Josh Mackay - Solar LaunchLinking multiple front end Facebook ads into the same survey funnel. Pumping out ads to get fresh content and try hit sweet spots with different personalities. Being able to test out our surveyor funnel with some scent volume coming through.2022-05-1815 minThe Sales Game1. Starting from the Start -Josh Mackay - Solar LaunchTalking about where we started and some of the steps and actions taken, mistakes made, and money made and lost along the way to getting to where we are today. What our focuses are on moving forward and why we are so damn excited moving forward.2022-05-1739 min